From CPA to Powerhouse Agent
Sandra Rathe didn’t start in real estate—she started in accounting. But her transition from a corporate CPA to one of the top 0.1% of Keller Williams agents with over $1B in lifetime sales is a masterclass in consistency, systems, and mindset.

The Real Story Behind Her Success
When she got her license, she planned on managing vacation rentals—not selling homes. With zero database, no sphere of influence, and brokerages laughing at her property management pitch, she pivoted into sales. Early efforts included open houses, answering Trulia questions, calling FSBOs and expireds, and floor time. But results were slow.

The Farming Breakthrough
Sandra had an epiphany: her corporate life thrived on procedures and repeatable processes. That insight led her to farming. Inspired by flyers from another agent, she launched a monthly newsletter—printing it herself at night, rollerblading with her kids to deliver them.

First Month, First Listing
Unlike most marketing strategies, Sandra’s newsletter produced a listing in the first 30 days. That success snowballed. She scaled from 1,800 homes to 30,000 mailers a month, covering multiple neighborhoods, each with its own hyperlocal content and personal stories.

How She Stays Top-of-Mind
Sandra’s secret? It's not just the newsletter—it's the relationship. She stays in touch regardless of whether someone transacts. Her CRM is hyper-organized with tags for neighborhoods, military, doctors, teachers, and more, enabling curated touches. She hosts events, sends digital follow-ups, and trains her team to build emotional connections—recording birthdays, graduations, and personal notes to create real trust.

The Referral Engine
The long game is Sandra’s game. Many of her 266 deals per year come from referrals and repeat clients who trust her because she followed up, even when they didn’t buy. She calls it “creating passive income from your database.”

Hard Truths for New Agents
Smart agents lose to consistent agents. Sandra insists agents must be phone-skilled—even if their lead gen is social media or open houses. Phone reluctance is a business killer, and her team trains hard through roleplay to build confidence and conversion.

What She’d Do Differently
Her biggest regret? Not starting her CRM early enough. Rebuilding it two years in was a major lift—one she could have avoided with systems from the start.

Final Wisdom
Farming might not be your thing. Maybe it’s social, online, or open house lead gen. The method doesn’t matter. What matters is choosing your thing, doing it consistently, and building systems around it. That’s how Sandra turned newsletters into a billion-dollar empire.