J
eff Lobb, founder of SparkTank Media, compares real‑estate farming to a sport. He says the agents who train consistently, show up, and out‑connect everyone else are the ones who win. “We’re in the business of people,” he told a Friday session at NAR NXT, The REALTOR® Experience in Houston. “If you don’t have enough listings, it’s because you don’t know enough people.” In “Unlock Strategies to Dominating Listings Before Your Competitors Do,” Lobb outlined a system for agents who want to become the go‑to seller’s agent.

    **1. Identify a Dominance Zone**

    Choose a neighborhood of 500–1,000 homes where you can build lasting influence. “It’s where you can become a household name,” he said. Look for high‑turnover areas by examining recent sales volume and days on market. Build a contact list of residents using tools like RedX, Vulcan7, or even Fiverr skip‑tracers.

    **2. Use FOMO‑Driven Outbound Marketing**

    Create materials that spark curiosity and urgency. Lobb cites Credit Karma’s “Your credit score just changed” emails as an example. In real estate, try subject lines such as: “Your neighbor’s home just sold—how did it affect your equity?” The goal is to compel homeowners to open and engage.

    **3. Track Life‑Trigger Events**

    Agents often ignore leads that aren’t ready to sell, but life changes can create sudden selling pressure. Monitor social media—Facebook lists, Instagram Favorites—to spot events like divorce, probate, job loss, relocation, health issues, or retirement. Offer tailored resources (e.g., a guide for homeowners navigating divorce) while showing empathy and value.

    **4. Leverage Open Houses for Seller Outreach**

    Open houses are not only for buyers. Before the event, walk the street and introduce yourself to neighbors, offering a heads‑up about potential traffic. Use the same FOMO angle: “I’ve prepared a custom neighborhood report—would you like it emailed or texted?” Generate market trend reports with REALTOR® Property Resource® and capture contact details to build a relationship.

    **5. Employ AI to Amplify Effort**

    Lobb sees AI as an assistant, not a replacement. He uses HeyGen to create an “AI twin” video avatar that delivers scripted market updates, trend analyses, or weekly tips. “Use tools that help you do more without doing more work,” he advised. To secure more listings, be proactive, out‑perform competitors, and consistently put yourself in front of potential sellers.