James Jensen’s journey from insurance to real estate success

At the time, Jensen worked in the marketing department of a brokerage that sold life insurance and annuities. Shortly after his departure, an opportunity arose that would set his course for the next decade.

“I knew the owner of a local real estate company, Lawn Real Estateand they needed someone to take over so he could retire and get a buyout,” Jensen said.” And here we are.

That bold career move ultimately led Jensen to join his real estate firm RE/MAX in 2015, marking a new chapter for its growth RE/MAX Now team in Valley City, North Dakota.

It is a balance that has been paid out.

According to the RealTrends Verified rankings, Jensen ranked No. 5 among all North Dakota agents with 57 residential transaction lots in 2024. And that doesn’t count its extensive commercial portfolio.

“Last year was crazy – one of those years where all the stars aligned,” he said. “I am proud of the hard work I have put in, but also very grateful for the help from team members and having the opportunity to work with so many great clients.”

Including commercial transactions, Jensen closed 85 transactions last year, with its commercial sales volume ranking 26th nationally and 89th globally among all RE/MAX agents.

Why real estate felt good

For Jensen, the appeal of home sales was not only business potential, but also the practical nature of the work.

“Coming from a financial consulting background, the products I sold were not tangible,” he said. “It was a lot of fun being into real estate because it was a tangible item. People want to talk about it. No one ever wants to talk about life insurance.”

“With real estate, it’s tangible, and people need a house. You’re not really selling anything — you find out what people and their needs are, and the house part will come.”

This focus on service that puts people first continues to determine the way Jensen manages its brokerage.

“I really feel like if you take care of the person in front of you as best you can, the rest will work itself out,” he said. “When it comes to listings, I feel like clients hire me to market their property. That’s what they pay for. So I find every way to get their home in front of the most eyes.”

Market rooted in affordability

Valley City, North Dakota, with a population of approximately 6,500, is located 45 minutes west of Fargo.

Its scenic river valley, historic downtown, and access to outdoor recreation make it one of North Dakota’s most charming communities.

“Valley City is just a really beautiful town,” Jensen said. “We have a nice little downtown area, the National Scenic River Trail and Lake Ashtabula to the north. You’re close to Fargo, but far enough away that you don’t have to live in a big city feel.”

He said the area has seen more out-of-state buyers lately, though not in overwhelming numbers.

“Over the last five years, I’ve seen more and more people from out of state moving here,” he said. “Fargo is getting really big, so it’s pushing people west.”

Affordability remains Valley City’s strongest selling point.

“Our prices are not as high as other places,” Jensen said. “Around here, an expensive house costs about $500,000. In Valley City you don’t see million-dollar houses. Our bread and butter is between $150,000 and $300,000 – those are the ones that sell all day.”

Maintain concentration

Even as his accolades mount, Jensen says he’s making sure his priorities don’t change.

“It was always my intention to take care of as many people as possible,” he said. “It wasn’t about the money. So I think a lot of these prices are based on volume and commission, but that’s not really the point.”

He said this perspective is rooted in gratitude – both for the people who work with him and for the success that comes from small-town North Dakota.

He is also quick to share credit with his team.

“What’s even more impressive is that we have a number of officers in our office who are also at the top of the state,” he said. “My business partner, Beth Keller, is regularly at the top, as is Tim Perkins. It’s great.”

Keller was placed just behind Jensen in the RealTrends Verified Rankings with 55 transaction lots with a total volume of more than $15 million in 2024.

Looking ahead

As for the coming years, Jensen believes that today’s challenging housing market will separate the dedicated from the casual.

“This is the time when officers can actually hone their skills,” he said. “Those who want to work will shine. Those who don’t will probably fade away. You can’t just hang a sign in the yard anymore – you have to do all the things.”

For Jensen, the philosophy that guided him from a leap of faith twelve years ago still applies.

“Take care of people, work hard, and everything else will take care of itself,” he said. “That’s really what this company is about.”