How does an agent go from zero contacts to dominating a geographic farm with $135 million in annual sales—without chasing leads?

In this episode, Brendan Bartic sits down with top-producing agent Sandra Rathe, who shares her proven method for turning neighborhoods into gold mines through strategic geographic farming and innovative marketing. Sandra reveals exactly how she's leveraged intentional branding, creative "letters from the heart," and consistent market positioning to become the go-to listing agent in Broward County, Florida.

In this must-listen episode, you'll discover:

• Sandra’s exact step-by-step formula for starting and scaling a profitable geographic farm—even if you're brand new or starting from scratch.
• How Sandra’s "newsletter from the heart" immediately generated listings (and why consistency beats complexity every time).
• Tactical advice on selecting neighborhoods: Learn her analytics-driven approach to finding neighborhoods with the highest ROI.
• The behind-the-scenes reality of farming: From rollerblading door-to-door deliveries to how she transitioned to mailing nearly 50,000 newsletters per month.
• Sandra’s proven strategies for overcoming competition and keeping a dominant market share—without slashing tires!
• Real talk about scaling to luxury neighborhoods, understanding your ideal market, and balancing personal fulfillment with client expectations.

About Sandra Rathe: Sandra Rathe is a real estate powerhouse who closed over $135 million in annual sales volume through mastery of geographic farming and building a database of over 60,000 contacts. Her data-driven methods and relentless consistency have transformed her neighborhoods into predictable, profitable business sources.

Episode Timestamps:

0:00 – Intro & Meet Sandra Rathe ($135M in Sales)

0:59 – The Power of Geographic Farming

2:05 – Why Farming? Sandra’s Origin Story

4:07 – The Newsletter Strategy That Started It All

5:18 – Choosing the Right Neighborhood

7:35 – Rollerblading for Listings: Authenticity and Grit

10:44 – Turning Newsletters into Actual Listings

12:31 – The Economics & Consistency of Farming

15:41 – Scaling Up: From 1,800 to 50,000 Newsletters 20:31 – Tactical EDDM & Direct Mail Advice

25:37 – Protecting Your Market Share

31:15 – Why Consistency Beats Shiny Object Syndrome

36:46 – Beast Mode Lightning Round Begins

37:14 – Sandra’s Most Memorable $6.3M Listing Appointment

39:00 – Biggest Obstacle in Building a Listing Business

40:28 – #1 Piece of Advice for Aspiring Listing Agents

41:03 – Tools & Tech Sandra Uses (Follow Up Boss)

41:52 – Future Plans & Growth (Director of Sales & Boca Expansion)

44:16 – Closing Thoughts & How to Connect with Sandra

Ready to triple your listings and income? Book your FREE custom strategy session at ListingBeast.com and transform your listing game from good to unstoppable.

Connect with Sandra Rathe:

🌐 Website: sandrarathe.com

📸 Instagram: @sandrarathe_realestate

📘 Facebook: Sandra Rathe Real Estate Group

How does a top agent close 150 homes in one year, virtually—from another state? In this episode, Brendan Bartic sits down with the exceptional Knelly Dettinger, who breaks down exactly how she built a multimillion-dollar listing business ($1.6M GCI) by delivering a white-glove seller experience and powerful referral networks—all while running her business remotely.

Knelly reveals how she's mastered virtual listing appointments, closing 95% of deals without stepping foot in the seller's home, and consistently outshining her competition by making every client feel like her only one.

In this high-impact episode, you'll learn:

• How Knelly conducts virtual listing appointments remotely—and why sellers love it.
• Her exact pre-listing process and the key to positioning yourself as the undisputed market expert.
• Proven strategies for creating exceptional client experiences, including her unique "Gorilla Bag" decluttering tactic.
• How to quickly establish rapport and trust with sellers—even from thousands of miles away.
• The powerful mindset shift Knelly adopted to run a thriving business while maintaining her family priorities and lifestyle freedom.

About Knelly Dettinger:
Knelly personally sold 75 homes last year, while her team totaled 150 closings, generating $1.6 million in commissions—all managed virtually from California, 2,000 miles from her core markets in Wisconsin and Minnesota. She credits her extraordinary results to creating simple yet powerful systems, exceptional seller care, and leveraging remote technology to scale her impact and income.

Episode Timestamps:

• 0:00 – Intro & Meet Knelly Dettinger (Virtual Listing Expert)
• 1:03 – Running a Thriving Real Estate Business Virtually
• 2:44 – The 3 Pillars of Exceptional Seller Experiences
• 4:02 – Knelly’s Secret to Standing Out From Competition
• 5:58 – Her Proven Pre-Listing Process (Detailed Breakdown)
• 8:44 – Creating Trust and Excitement Before the Appointment
• 10:08 – How to Price Homes Effectively and Confidently
• 12:25 – Pre-Listing Materials & The Power of Simplicity
• 14:40 – Conducting Virtual Appointments Step-by-Step
• 18:31 – Real Examples & Results from Virtual Listings
• 22:13 – Mastering Client Objections & Handling Challenges
• 26:15 – Knelly’s "Commitment to Sell" Technique Explained
• 28:57 – Her Signature “Gorilla Bag” and Prepping Homes for Market
• 34:05 – Executing Highly Effective, Multi-Day Open Houses
• 37:41 – Why Pricing Strategy is Your Best Marketing Tool
• 41:07 – "Beast Mode" Lightning Round Questions & Fun Stories
• 48:18 – How She Balances Family Life & Massive Success
• 52:21 – Final Thoughts & Closing CTA with Brendan Bartic

Thanks for tuning in to the Listing BEAST podcast!
If you found today's episode valuable, share it right now with another agent who’s ready to dominate their market.

Ready to triple your listings and income? Spots fill fast—book your FREE custom strategy session at ListingBeast.com. We'll give you a clear, actionable plan to transform your listing game from good to unstoppable.

I'm Brendan Bartic—see you next week on the Listing BEAST podcast, where top agents come to earn bigger checks, multiply referrals, and 10x their listing leads!

Connect with Knelly Dettinger:
🌐 Website: trulivingrealestate.com
📸 Instagram: @knellydettinger
📘 Facebook: Knelly Dettinger - True Living Real Estate

How does a 23-year-old real estate agent earn $1.3M without cold calling or buying internet leads? In this episode, Brendan Bartic sits down with the incredible Will Van Wickler, who shares his exact blueprint for massive real estate success using a simple yet powerful strategy—the "Golden Letter."

Will reveals how he's consistently turned $1,000 into $18,000 in commissions by mailing carefully crafted letters, completely skipping traditional lead generation methods like cold calls, door knocking, or expensive online leads.

In this high-impact episode, you'll learn:

• Exactly what Will's "Golden Letter" method is and how you can replicate it.
• How to easily overcome common agent objections like, "Do I actually need a ready buyer?"
• Proven scripting strategies to turn homeowner calls into immediate listing appointments.
• Real stories of homeowner responses—including hilarious angry replies—and how to keep a winning mindset through it all.
• How Will landed his first high-end $2.3 million listing by confidently overcoming tough objections in real-time.

About Will Van Wickler:
At just 23 years old, Will closed over $52 million in sales volume and earned $1.3 million in commissions in a single year, making him one of the nation's top-producing young listing agents. He attributes his extraordinary results to mastering the art of predictable, repeatable lead generation using minimal resources.

Episode Timestamps:

• 0:00 – Intro & Meet Will Van Wickler (23-Year-Old Realtor)
• 0:54 – Building a Predictable Listing Funnel Without Cold Calling
• 2:38 – Will's Top Two Listing Lead Sources
• 3:45 – Golden Letter Method Explained (MOFR)
• 9:25 – How the Golden Letter Converts into Listings
• 12:21 – The Economics & ROI of the Golden Letter Strategy
• 15:16 – Typical Responses & Objection Handling
• 16:41 – Funny and Crazy Homeowner Stories
• 19:32 – Mindset for Handling Negative Responses
• 22:08 – Will's Journey: From Rookie to $1.3M in GCI
• 24:56 – Database Strategy & Prioritizing Leads
• 29:58 – Consistent Lead Generation Routine
• 32:42 – Mastering Scripts & Communication for Success
• 38:08 – Gamifying Objections to Win Listings
• 39:03 – "Beast Mode" Lightning Round Questions
• 46:15 – Will is Hiring! (Director of Operations Opportunity)
• 48:18 – Final Thoughts & Closing CTA with Brendan Bartic

Thanks for tuning in to the Listing Beast podcast!
If you found today’s episode valuable, share it right now with another agent ready to become a top listing agent.

Ready to triple your listings and income? Spots fill fast—book your FREE custom strategy session at ListingBeast.com. We'll give you a clear, actionable plan to transform your listing game from good to unstoppable.

I'm Brendan Bartic—see you next week on the Listing Beast podcast, where top agents come to earn bigger checks, multiply referrals, and 10x their listing leads!

Connect with Will Van Wickler:

🌐 Website: willvanwickler.com
📸 Instagram: @wvanwickler
📘 Facebook: Will Van Wickler - Keller Williams Realty