Every agent wants more referrals. Jeff Lobb believes that’s the wrong goal. Referrals are great, but they’re not a business plan.
In this episode of Real Estate Insiders Unfiltered, James Dwiggins sits down with longtime industry leader, speaker and SparkTank Media founder Jeff Lobb to discuss why relying solely on referrals creates an unpredictable business and what agents should build instead.
The conversation also explores AI search, consumer behavior and why agents who fail to adapt risk becoming the next BlackBerry.
Highlights
Lobb introduces his concept of the “Seven Streams of People,” explaining why successful agents consistently invest in multiple communities, relationships and networks instead of hoping their phone rings. From local organizations and sports teams to business groups and community involvement, he shares a practical framework for creating a business that generates opportunities year after year.
The conversation also dives into some of the industry’s biggest topics, including AI search, Google’s changing search landscape, Bright MLS’s controversial listing policy changes, consumer transparency, and why real estate professionals need to stop thinking like marketers and start thinking like trusted advisors.
You’ll learn:
- Why referrals alone aren’t enough to sustain growth
- The “seven streams of people” strategy
- The biggest mistake brokerages make with customer relationships
- How to create lifelong clients instead of one-time transactions
- Why consistency still beats every marketing hack
If you’re ready to stop waiting for business and start creating it, this episode offers a practical roadmap from someone who’s spent decades helping agents grow.
Connect with Jeff on LinkedIn, Facebook, Instagram and online at sparktankmedia.com.
Real Estate Insiders Unfiltered is now exclusively on Inman. Tune in for agent- and team-focused content on Mondays and leadership interviews on Wednesdays each week. Listen on Apple or Spotify.
James Dwiggins is the president of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is the president of strategy at NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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