SC084: Jennifer Carstensen. Making 100k In The First Year. The Power Of Mentors And Modeling Successful Agents.

Jennifer Carstensen SUCCESS CALL

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Jennifer Carstensen is with RE/MAX in Germantown, Tennessee. Last year she closed 155 transactions with a total sales volume of 22 million. Her average sales price was 141 thousand of which 60% were buyers and 40% were sellers. She operates a team with 8 members: 5 buyer specialists, 1 executive assistant, 1 marketing assistant, and 1 team leader.

Jennifer is the team lead of The Live Love Memphis Group. She’s been an agent for 5 years and sold 431 homes in her short career.

In this call, Jennifer talks about:

  • Why she switched from the mortgage business to real estate sales
  • Her goal to make $100k her first year and how she did it
  • The expired listing letter that generates 30% of her business
  • Her phone script for expired listings
  • What she does to get 30% of her business by repeat and referrals from past clients and sphere of influence
  • How she quickly ramped up her internet buyer leads with Boomtown
  • Her Facebook personal page, business page, and agent referral network
  • How she generates seller leads using newsfeed Facebook ads and the phone script she uses to convert them into listing appointments
  • The power of mentors and modeling successful agents
  • Team dynamics, compensation, profit margins, and more

2013 Stats:

  • 155 closings
  • 22 million sales volume
  • 8 member team:
    • 5 buyer specialists,
    • 1 executive assistant
    • 1 marketing assistant
    • 1 team leader


  • expired listings
  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 06/21/14)