🎙️ Episode 27: More Than Real Estate - From Nursing Back to Real Estate: How Jenn Built $4.8M in Production in 9 Months

In this episode, Ashley sits down with Jenn Barnas, a licensed realtor since 2001 who took an unconventional path - leaving real estate to become an ICU nurse for five years before returning to the business in 2020. What makes Jenn's story powerful isn't just her production numbers, it's her mindset shift and how she completely transformed her real estate business in just nine months using Instagram.

Jenn joined the Socially Sold program in January 2025 with 575 followers and zero Instagram-generated leads. By September of that same year (nine months later), she has:

• 12 closed deals, 9 of which came from Instagram
• $4.8M in total sales
• 140k GCI
• Ranked #8 individual agent in all of Georgia at EXP
• 2,135 Instagram followers
• 350+ leads in her CRM

This is a must-listen for any agent who feels held back by their age, doesn't love being on camera, or thinks Instagram is just for the young crowd.

Here's what we dive into:

✨ The Age Advantage Nobody Talks About - Jenn is 40+ and was worried about showing her face on Instagram. Instead of seeing age as a liability, she leaned into her expertise and authenticity. Her ideal clients (families growing their family and needing more space) relate to her as a real person, not a perfect influencer. This turned what she thought was a weakness into her competitive advantage.

✨ The Licensing Legacy That Almost Held Her Back - With 24 years in real estate, Jenn had been trained the old way: cold calling, door knocking, open houses. When she returned to real estate in 2020 after nursing, she was still trying to force those outdated tactics. Instagram gave her permission to do business differently - and better.

✨ From YouTube Overwhelm to Instagram Clarity - Before Socially Sold, Jenn took another Instagram course and was disappointed. She was "done with Instagram" until she saw Ashley's ads and took a leap of faith. Within the first week of implementing the course, she got a seller lead and listing appointment. It worked because the framework was clear and actionable.

✨ The Security That Comes From Knowing Your Lead Source - This was Jenn's biggest takeaway. She no longer wonders where her next deal is coming from. When she gets busy with clients and backs off Instagram for a bit, she knows that simply posting daily will generate more leads. The consistency compounds.

✨ Backend Systems Are Non-Negotiable - Jenn emphasized that you have to implement the backend systems (email drips, CRM automation, welcome sequences) BEFORE you start getting leads. Without them, you lose people. The systems have to be in place.

✨ DMs, Email, and Your Website All Work Together - Jenn doesn't get leads only from Instagram DMs. People find her on Instagram, stalk her website, and reach out through her contact form. Others reach out via email after downloading her guide. Some respond to her email drips. The different buyer personality types need different entry points - and Jenn's funnel captures them all.

✨ The Coaching Made the Real Difference - While the modules are comprehensive, Jenn credits the coaching calls with Abby and Riley as her real turning point. Watching hot seats, seeing what worked for other agents, learning how they niched down - that's where the magic happened. She had proof it works because she saw it working for others.

✨ Niche Down and Own Your Market - Jenn's ideal client is a family growing their family who needs more space. By speaking to that ONE person in every caption, reel, and CTA, Instagram knows exactly who to show her content to. She went from being everything to everybody to being exactly what her ideal client needs.