Episode 256 – Jeff Lobb, Founder and CEO – SparkTank Media
Our guest today shares his unique take on the “people business” of real estate. Joining us is Jeff Lobb, the founder, and CEO of SparkTank Media, a speaking, training, and coaching company that focuses on sales, marketing, and technology in the real estate, mortgage, and title industries. An international speaker and innovator, Jeff is more than a coach. With almost thirty years in the industry, Jeff is an advisor, a strategist, a business planner, and a training specialist for brokerages, teams, and agents in his new on-demand coaching, Coach 52.
In this episode, join Jeff and me to hear how Jeff’s selling years lead him to speak and coach to help others in the industry be better with technology, systems, and sales. We also discuss some of the most requested topics for conferences and the constant evolution seen in the real estate world!
Jeff Lobb’s Advice for New Agents
“They need to focus on getting the core stuff out of the way… but the sales end of this, you need to find at least seven streams of networks and people to connect with. If you realize this, you are not in the real estate business, you are in the people business, and the product is real estate. What you sell is trust, so if you can focus on how I find more people to talk to that will like and trust me, I can now grow my real estate business.”
“Most agents do not spend their time finding new people to talk to. They are intimidated, there’s fear, there are insecurities, there’s anxiety. That is the whole business. More people, more opportunities. Focus there.”
“I try and get people to work on their business as a business; To work on it, not in it. So many agents are running by the seat of their pants every day, not sure what their day even looks like other than the fires that get thrown at them. It goes beyond real estate.” – Jeff Lobb [29:36]
“We lack focus. We’re very distracted; we’re in a very emotional world right now. Trying to get people to do the right activities is a critical part of this business is hard, and it’s not consistent. That’s where a lot of my time is being spent on how to get into the mindset of I want you to figure out what are the two things that you need to change to make you more money and more productive and let’s work on that.” – Jeff Lobb [30:04]
[00:52] Meet Jeff Lobb—Founder of SparkTank Media
[01:33] Getting Jeff on the Podcast
[02:14] Born and Raised in New Jersey
[04:53] Rapid Fire Sports Team Choices
[05:31] Jeff’s Involvement in Coaching and Sports
[06:45] Learning How to Sell at Just 10
[12:49] Real Estate to VP of Technology and Marketing
[17:09] SparkTank Media, A Sales, Marketing, and Coaching Company
[23:58] Coach52, Building a Community of Do’ers
[25:34] The Number One Requested Topic for Conferences
[27:20] Jeff’s Favorite Topic to Cover
[30:39] Apps to Check Out Now
[37:27] Jeff’s Advice for New Agents
[38:51] Connect with Jeff
[39:15] Closing Thoughts
Joining us today is Jeff Lobb, founder, and CEO of SparkTank Media. Jeff has also just launched Coach52, where he helps other people in the industry be better with technology, systems, and sales. Jeff Lobb was born and raised in Elizabeth, New Jersey but now lives in Sussex County, very rural compared to his big-city childhood. Jeff is involved directly in his children’s sports, coaching, and helping whenever he can.
Real estate was not Jeff Lobb’s first career; he shares it started unofficially when he was only ten years old working at a fruit market. Jeff learned at a very young age how businesses evolved and learned the art of the sale. Jeff went on to receive his BS in Business Management at Kean University while working and traveling full-time in sales. After receiving his real estate license, Jeff started his real estate career with Century 21, where he credits the brokers for teaching him investment properties and door-to-door sales tactics.
Spending almost twenty years in the real estate space, Jeff Lobb started to get recognized for some of his ventures at a corporate and regional level. Moving from a community trainer, Jeff moved up to VP of Technology and Marketing at EXIT Realty Corp. International. Seeing the frustrations occurring in the corporate world surrounding technology in real estate, Jeff found a need to help people from a consulting standpoint.
After founding SparkTank Media, Jeff began consulting and taking speaking opportunities that started to open many doors and expand his horizons in the world of real estate. Jeff found that the real estate space began to shift for a new need to train and coach teams to stay ahead of the curve and eventually evolved into referrals. To scale this idea, Jeff Lobb created Coach52, a place for individuals in the real estate industry to find solutions to increase productivity through teaching, training, and coaching.
Jeff Lobb’s advice to new agents is to stop focusing on trying to learn everything. He admits that you will probably never know everything even when you are decades in. Instead, after understanding the core fundamentals, new agents should find at least seven streams of networks and people to connect with. Realizing that you are in the people business and the product is real estate will help you gain trust and grow your real estate business.