The knowledge economy drives continuous learning. The top 1% are lifelong learners, and curious. Learn more, earn more.
In a world of rapid change and increasing complexity, the winners will be those who keep their L > C. That is, the learning rate must be greater than the rate of change and greater than the rate of their competition.
Where the Formula Comes From
The idea traces back to Reg Revans, a British management thinker, who argued that an organization survives only when its learning keeps pace with the change around it. In our business, the change never stops: rates, commission rules, technology, AI, and what consumers expect from an agent.
What L > C Looks Like in Real Estate
- Agents: learn one new skill a quarter, like a stronger listing presentation or handling objections with David Knox’s P.A.I.D. model.
- Recruiters and managers: study why agents leave and join, not just who.
- Broker-owners: build learning into the week. A 15-minute sales meeting segment on one market change beats a once-a-year training day.
Three Ways to Raise Your Learning Rate
- Debrief everything. After every appointment, ask what worked and what would make it better.
- Learn on a schedule. Block 30 minutes a week, same time every week.
- Teach it. The fastest way to learn something is to explain it to your team.
When the market shifts, the people who were already learning don’t have to catch up. They’re already there.
“Ancora imparo.” I am still learning. ~ attributed to Michelangelo
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
2 thoughts to “L > C = W”