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Download FULL Audio Running Time: 55 minutes



Jen Burns is with eXp Realty in Baton Rouge, Louisiana. Last year she closed 78 transactions with a total sales volume of 19 million and earned 464 thousand in GCI. Her average sales price was 243 thousand of which 60% were buyers and 40% were sellers.

Jen is a solo agent with 2 part time assistants: 1 administrative and 1 marketing. She has been an agent for 12 years.

In this call, Jen talks about:

  • Why small is beautiful … you don’t need a big team to make big bucks
  • Moving to a new market and starting over
  • How to get 39 referral closings per year with a private Facebook group and 150 dollars per month
  • Why small budget contest and giveaways result in big referrals
  • How to host a small client event that results in referrals when you are a shy introvert
  • Why she built a team, dismantled it, and went back to solo agent
  • Her plan to get to 100 referral closings per year as a solo agent
  • Tools solo agents can use to stay organized and free up time for family
  • How to increase your average sales price, profit margins, and more

2018 Stats:

  • 78 closings
  • 19 million sales volume
  • 3 member team:
    • 1 part time administrative assistant
    • 1 part time marketing assistant
    • 1 solo agent


  • Zillow leads
  • repeat & referrals
  • past clients
  • sphere of influence

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