J. Lennox Scott was highlighted in an article entitled Grooming Agents for Success in a Fast-Changing Real Estate Market.
J. Lennox Scott, chairman and CEO of John L. Scott Real Estate, which is comprised of 2,700 agents in 110 offices, says his company does extensive internal training, and also encourages employees to pursue outside training and coaching programs as well, such as the Certified Residential Specialist (CRS) designation, as well as real estate coaching businesses like Buffini & Company, David Knox, Tom Ferry, and Ninja Selling.
“We walk in with the expectation that new brokers will be productive immediately. They work with mentors daily, helping them move forward,” says Scott. Our approach is focused on a positive mindset, skill mastery and personal engagement activities, i.e., connecting with clients.”
Training can be a great avenue to instill and reinforce buy-in for the company’s culture. This is especially so when the company’s senior-level leaders are involved.
Scott describes training as integral to John L. Scott Real Estate’s culture. “It’s just what we do. It’s who we are. Seventy-five to 80 percent of our work is direct repeat business. That doesn’t happen without transactional excellence. Training and coaching keeps agents inspired and gives them new concepts to try.” Scott visits all 110 offices at least once a year to go over the game plan and philosophy.