Mastering Luxury with Sandra

Sandra Rathe
  • 5.0 (30)
  • Business
  • Updated Biweekly

Hosted by luxury real estate expert Sandra Rathe, this podcast is designed for agents who want to break into luxury or sharpen their presence in the high-end market, while offering buyers and sellers an insider view of how high-end real estate truly works. Each episode explores the strategies, standards and client experience behind successful luxury transactions, along with the lifestyle influences that shape an elevated way of life.

  1. Sep 29

    Inbound Real Estate Leads Without Cold Calls: Roni Haskell's Playbook

    🔑Can community service, not cold calls, build a luxury real estate business where the phone rings on its own? On this episode of Mastering Luxury with Sandra, Sandra Rathe, leader of The Sandra Rathe Team (nearly $1 billion in sales since 2009 and a top 0.5% national ranking), talks with Roni Haskell, a 24-year Charleston, South Carolina agent known as "That SC Real Estate Chick." Roni shares how school volunteering, local boards, a client-care team, and consistent video built a business with more lead flow than she has bandwidth to serve. A practical luxury real estate strategy for agents who want inbound leads and a brand clients already trust. 🎙 What we cover: ✔️ Community service builds a reputation that makes your phone ring.  ✔️ A strong reputation speaks for you in rooms you're not in.  ✔️ Clear business pillars make saying no much easier.  ✔️ A heavy support team lets high-volume agents keep service high.  ✔️ Personal calls on client milestones show clients you're paying attention.  ✔️ Video comfort comes from years of consistent practice.  ✔️ Common client questions are the easiest source of video content.  ✔️ A luxury mindset is learned, not inherited.  🔑Key Questions Answered in This Episode  Q: Why should a real estate agent work with a business coach? → A: Roni Haskell, a 24-year Charleston, SC agent, has had a coach for five years for an outside view on improving her business and life. She credits that perspective for her growth as a leader. Q: Where should I post my real estate videos to reach local buyers? → A: Roni Haskell gets her biggest engagement on Facebook, sharing videos into local groups (moving-to-town, Charleston real estate) used by locals and incoming buyers. She posts in others' groups rather than running her own. Q: How can I balance a real estate career with raising kids? → A: Roni Haskell blends family and business instead of separating them: she serves with charities where her kids can earn service hours and sponsors and attends their sporting events. She will not forfeit time with her children for the sake of business. ⏳ Timestamps: 00:00 - Luxury Isn't a Price Point  00:27 - Welcome Roni Haskell  02:10 - Interior Design to Builder Agent at 22  06:10 - 12 Years Solo to Building a Team  10:46 - How to Make Your Phone Ring  14:26 - Let Your Reputation Precede You  15:58 - Know Your Pillars of Business  17:09 - Blending Family, Service & Business  20:43 - Why Coaching Makes Better Leaders  21:51 - Team Structure & Client Care  28:58 - Staying Current With AI & Change  33:31 - Starting Real Estate Videos  36:11 - Consistency & Facebook Groups  38:38 - Tell Clients What They Deserve  40:02 - Video Ideas Beyond Home Tours  44:07 - Protect Time: "My Lead Gen"  44:42 - Hiring a Local Videographer  47:45 - Breaking Into Luxury Real Estate  48:21 - Brand Luxury Before You Sell It  51:06 - Connect With Roni Haskell  🎧 HOSTED BY: Sandra Rathe 👤 GUEST:  Roni Haskell is a Charleston, South Carolina real estate agent with 24 years in the business, known on social media as "That SC Real Estate Chick." She holds a degree in interior design, spent almost eight years as an on-site agent for a builder, and now leads an all-women team. Last year she personally closed a little over 50 transactions.  👉🏻 CONNECT WITH RONI HASKELL: Instagram: https://www.instagram.com/thatscrealestatechick LinkedIn: https://www.linkedin.com/in/roni-haskell Facebook: Business → https://www.facebook.com/thatSCrealestatechick Phone number: 843-297-1935  👉🏻 FOLLOW SANDRA RATHE – MASTERING LUXURY: • Website: https://sandrarathe.com • LinkedIn: https://www.linkedin.com/in/sandrarathe • Facebook: https://www.facebook.com/thesandraratheteam • Instagram: https://www.instagram.com/sandraratheteam Don’t forget to LIKE 👍 SUBSCRIBE 🔔 COMMENT 💬 below! 💎 Produced by Icons of Real Estate https://iconsofrealestate.com #MasteringLuxury #SandraRathe #SouthFloridaLuxury #LuxuryRealEstate #FloridaLuxuryHomes #TheSandraRatheTeam

    Inbound Real Estate Leads Without Cold Calls: Roni Haskell's Playbook

  2. Sep 15

    NYC Luxury & Mentorship: Moving $350M Projects with Scott Harris

    🔑 Want to know what it truly takes to dominate the South Florida luxury real estate market? Scaling to top-tier production requires far more than basic transactions; it demands elite marketing standards, precise negotiation, and deep client psychology. About Sandra Rathe: Sandra Rathe is the host of Mastering Luxury with Sandra and the leader of The Sandra Rathe Team a top-producing South Florida luxury real estate powerhouse with nearly $1 billion in sales since 2009 and a top 0.5% national ranking. In this episode, Sandra explores the proven luxury real estate strategies, client service standards, and market insights that separate elite agents from the rest. Discover how to elevate your real estate practice, position yourself as a market leader, and consistently win high-net-worth clients in competitive markets like Broward, Palm Beach, and Miami-Dade counties. 🎙 What we cover: ✔️ Scaling to $350M Developments: Transition from basic rentals to massive luxury sellouts with early mentorship.   ✔️ Preventing High-Producer Burnout: Establish operational systems, delegate admin duties, and set boundaries for long-term growth.  ✔️ Navigating Client Psychology: Guide buyers through the emotional hero's journey using targeted communication styles.  ✔️ Building a Relationship-First Firm: Transform transactional deal-making into a sustainable, service-driven luxury real estate model.  🔑Key Questions Answered in This Episode  Q: How do top real estate agents prevent burnout while scaling? → A: By establishing strict operational boundaries, delegating administrative tasks early, and creating team mentorship structures. Q: What is the main difference between transactional and transformational agents? → A: Transactional agents focus strictly on closing deals, whereas transformational agents prioritize long-term client relationships. Q: Why do luxury home buyers struggle to finalize purchases? → A: Because buyers often let initial excitement override long-term needs, requiring agents to manage emotional psychology. ⏳ Timestamps: 00:00 - Cold Open: "If you're in this for the long haul, this is about relationships."  00:22 - Welcome & Introducing Special Guest Scott Harris  00:45 - Scott's Background: From Music to Real Estate    03:10 - Viewing Real Estate as Sacred Work    05:05 - Transitioning into NYC Luxury & $350M Development    08:17 - Evolution from Rentals to Sales & Team Experience    09:45 - Early Leadership Mistakes, Burnout & Mentorship     12:03 - Transactional vs. Transformational Mindset   12:45 - Launching a New Brokerage & Becoming a True Leader     18:23 - Origin Story of Scott’s Book: "Pursue Your Home"    21:02 - The Psychology & Emotional Journey of Buyers   24:14 - Recognizing Burnout & Retooling Business Operations  27:44 - Podcast Insights: Unpacking Real Home Buyer Stories    32:23 - Expanding "Magnetic" Brokerage & Future Goals   33:35 - Contact Info, Referrals & Wrap up  🎧 HOSTED BY: Sandra Rathe 👤 GUEST:  Scott Harris, founder of NYC brokerage Magnetic, author of Pursue Your Home, and top-producing broker who has closed over $1 billion in real estate volume including a $350 million new development sellout.  _____________ 👉🏻 CONNECT WITH SCOTT HARRIS: • Website: https://magneticre.com/ • Instagram: https://www.instagram.com/scottieharris/?hl=en • LinkedIn: https://www.linkedin.com/in/harrisresidential • Facebook: https://www.facebook.com/scottharrisnyc/ 👉🏻 FOLLOW SANDRA RATHE – MASTERING LUXURY: • Website: https://sandrarathe.com/ • LinkedIn: https://www.linkedin.com/in/sandrarathe/ • Facebook: https://www.facebook.com/thesandraratheteam/ • Instagram: https://www.instagram.com/sandraratheteam/ Don’t forget to LIKE 👍 SUBSCRIBE 🔔 COMMENT 💬 below! 💎 Produced by Icons of Real Estate https://iconsofrealestate.com/ #MasteringLuxury #SandraRathe #SouthFloridaLuxury #LuxuryRealEstate #FloridaLuxuryHomes #TheSandraRatheTeam #KellerWilliams #LuxuryAgent #BrowardRealEstate #RealEstatePodcast

    NYC Luxury & Mentorship: Moving $350M Projects with Scott Harris

  3. Sep 1

    From Librarian to $137M: Gwinn Volen's Real Estate Data Playbook

    🔑 A former librarian turned tech researcher now runs a $137M/year real estate business and her secret weapon is data, not doors. Sandra Rathe, host of Mastering Luxury with Sandra and leader of The Sandra Rathe Team a South Florida luxury powerhouse with nearly $1 billion in sales since 2009 and a top 0.5% national ranking sits down with an agent who never planned to work in real estate at all. Gwinn Volen spent over 20 years in library science and web search including roles at America Online, Netscape, and CNN before getting her real estate license in 2015 in Jacksonville, FL. She built a content-rich website that has pulled in over $20 million a year in organic search leads, and today runs monthly MLS data through AI tools to generate client-ready reports for her high-net-worth buyers and sellers. 🎙 What we cover: ✔️ How to turn a "non-traditional" career into a real estate marketing edge  ✔️ Building a content-rich website that drives seven-figure organic leads  ✔️ Using AI tools like Manis and Gamma to turn MLS data into client reports  ✔️ Leading pricing conversations with data instead of opinion  ✔️ Earning ultra-high-net-worth trust through responsiveness and discretion  ✔️ Running a monthly database touch system that keeps referrals coming  ✔️ Recognizing when it's time to bring in a second producer  ✔️ Applying real estate strategy lessons that scale beyond one person  🎧 HOSTED BY: Sandra Rathe 👤 GUEST:  Gwinn Volen is the Owner and Agent of The Volen Group with Keller Williams Luxury International, ranked the #1 real estate team in Jacksonville, Florida, for 2025. Leveraging her digital strategy background at CNN and AOL, she runs a $137M business specializing in smart marketing and white-glove service across Ponte Vedra Beach, Nocatee, and waterfront properties. _____________ 👉🏻 CONNECT WITH GWINN VOLEN: • Website: https://www.pontevedrafocus.com/ • Instagram: https://www.instagram.com/thevolengroup • LinkedIn: https://www.linkedin.com/in/gwinn-volen-baa50b3/ • Facebook: https://www.facebook.com/thevolengroup 👉🏻 FOLLOW SANDRA RATHE – MASTERING LUXURY: • Website: https://sandrarathe.com/ • LinkedIn: https://www.linkedin.com/in/sandrarathe/ • Facebook: https://www.facebook.com/thesandraratheteam/ • Instagram: https://www.instagram.com/sandraratheteam/ Don’t forget to LIKE 👍 SUBSCRIBE 🔔 COMMENT 💬 below! 💎 Produced by Icons of Real Estate https://iconsofrealestate.com/ #MasteringLuxury #LuxuryRealEstate #RealEstateAgent #LuxuryRealEstateStrategy #TopProducingAgent #HighEndRealEstatePodcast #LuxuryAgentMentorship #LuxuryHomeMarketing

    From Librarian to $137M: Gwinn Volen's Real Estate Data Playbook

  4. Aug 18

    Ritz-Carlton Principles for $10M+ Real Estate Deals with Mitch Norgart

    🔑 How do you transition from top-tier hospitality management into closing multimillion-dollar real estate deals? 🏆 In this episode of Mastering Luxury with Sandra, host Sandra Rathe sits down with Naples luxury broker Mitch Norgart to discuss how high-end service standards create lifelong client loyalty. Mitch shares his path from managing Ritz-Carlton properties to earning a $90,000 commission on his very first real estate deal, building 35+ years of success in one of Florida's premier markets. 🎙 What we cover: ✔️ Applying Ritz-Carlton customer service models to high-net-worth real estate ✔️ Establishing doctor-level trust with buyers and sellers early in the process ✔️ Navigating long-term client cycles and securing generational referrals ✔️ Marketing unique luxury properties priced over $13 million ✔️ Essential mindset and discipline traits for breaking into luxury markets  🎧 HOSTED BY: Sandra Rathe 👤 GUEST: Mitch Norgart – Broker Associate at William Raveis Real Estate & President of Gulf Coast Runners Mitchell Norgart is a highly respected Luxury Real Estate Broker Associate with William Raveis Real Estate, specializing in elite Naples, Florida neighborhoods like Old Naples, Aqualane Shores, and Port Royal. Known for providing "concierge-level service," he is also a dedicated community leader who serves on local boards, competes as an Ironman triathlete, and acts as President of the Gulf Coast Runners. _____________ 👉🏻 CONNECT WITH MITCH NORGART • Email address: mitch.norgart@raveis.com • Website: https://norgartteamrealestate.com/agents/mitch-norgart • LinkedIn: https://www.linkedin.com/in/mitch-norgart-61968518/ • Facebook: https://www.facebook.com/TheNorgartTeam • Instagram: https://www.instagram.com/thenorgartteam/ 👉🏻 FOLLOW SANDRA RATHE – MASTERING LUXURY: • Website: https://sandrarathe.com/ • LinkedIn: https://www.linkedin.com/in/sandrarathe/ • Facebook: https://www.facebook.com/thesandraratheteam/ • Instagram: https://www.instagram.com/sandraratheteam/ Don’t forget to LIKE 👍 SUBSCRIBE 🔔 COMMENT 💬 below! 💎 Produced by Icons of Real Estate https://iconsofrealestate.com/

    Ritz-Carlton Principles for $10M+ Real Estate Deals with Mitch Norgart

  5. Aug 4

    NYC Luxury Real Estate & White-Glove Service | Lauren Pepin

    🏘️ How do you break into one of the toughest real estate markets in the world and consistently deliver top-tier service? In this episode of Mastering Luxury with Sandra, NYC broker Lauren Pepin drops by to reveal how she built a successful real estate career on Fifth Avenue. Drawing from her background as a professional actress, Lauren explains why every client interaction is like a performance, how she stays cool when high-stakes deals get tense, and why exceptional service matters whether you are working with a renter or a $30 million townhouse buyer. 🎙 In this episode, you will learn: ✔️ The mindset required to handle rejection and succeed in competitive markets. ✔️ How to build authentic client relationships without sounding salesy. ✔️ Simple, high-impact marketing habits that keep you top of mind. ✔️ How Lauren manages a busy pipeline alongside family life. 🎧 HOSTED BY: Sandra Rathe 👤 GUEST: Lauren Pepin – NYC Real Estate Broker at Compass & Professional Actress Lauren Pepin is a Licensed Associate Real Estate Broker at Compass NYC. Recognized as a top-producing agent nationwide, she is known for her "white-glove" approach, elevating the real estate experience for her loyal, high-profile clientele. Prior to real estate, Lauren worked in the Hollywood entertainment industry and gained an international perspective from her time living in London.  _____________ 👉🏻 CONNECT WITH LAUREN PEPIN • Website: https://laurenpepinrealestate.com/ • LinkedIn: https://www.linkedin.com/in/laurenpepin22/ • Instagram: https://www.instagram.com/laurenpepin22/ 👉🏻 FOLLOW SANDRA RATHE – MASTERING LUXURY: • Website: https://sandrarathe.com/ • Facebook: https://www.facebook.com/sandra.rathe • Instagram: https://www.instagram.com/sandraratheteam/ Don’t forget to LIKE 👍 SUBSCRIBE 🔔 COMMENT 💬 below! 💎 Produced by Icons of Real Estate https://iconsofrealestate.com/

    NYC Luxury Real Estate & White-Glove Service | Lauren Pepin

  6. Jul 21

    From Pricewaterhouse to $650 Million Sold: Mastering Luxury Relationships

    Are you relying too much on technology and forgetting the human element of real estate? In this episode of Mastering Luxury, host Sandra Rathe sits down with Andrew Mortaza, a top-producing luxury real estate agent who has closed over $650 million in career sales! In an unbelievable coincidence, Sandra and Andrew discover they both graduated from George Mason University with accounting degrees before pivoting to real estate. Andrew shares his incredible journey from the corporate world of Pricewaterhouse to dominating the luxury markets in Los Angeles and Nashville. Andrew drops massive value on the importance of old-school relationship building. He debunks the myth that "buyers are liars," explains why door-knocking is highly effective in luxury neighborhoods, and shares a painful $3.9 million listing betrayal that taught him why you must always get everything in writing. 🎧 Hosted by: Sandra Rathe 🎤 Featuring: Andrew Mortaza Andrew Mortaza is the Director of the Luxury Estates Division at The Agency, serving the Los Angeles and Nashville real estate markets. Leveraging his background in business management and the real estate tax division at Arthur Andersen, he specializes in property valuation, financial structuring, and complex transactions for high-net-worth clients. 💡 What You’ll Learn in This Episode: ✔️ How an accounting background translates into a massive advantage in real estate. ✔️ Why "buyers are liars" is just an excuse for not vetting clients properly. ✔️ How a chance encounter helping Hilary Duff's family move launched his luxury career. ✔️ Why high-end neighborhoods are the best places to door knock. ✔️ The $3.9 million handshake mistake that proves you must always get it in writing. ✔️ How to scale to $650M using simple paper checklists instead of complex tech. 📇 Connect with Andrew Mortaza: 🌎 Website → https://www.theagencyre.com/agent/andrew-mortaza 🔗 LinkedIn → https://www.linkedin.com/in/andrew-mortaza-59488726a/ 🎙 FOLLOW SANDRA RATHE & MASTERING LUXURY: 🌎 Website → https://sandrarathe.com/ 📘 Facebook → https://www.facebook.com/sandra.rathe 📷 Instagram → https://www.instagram.com/sandraratheteam/ ⭐ Produced by Icons of Real Estate → https://iconsofrealestate.com/ 🔖 DON’T FORGET TO LIKE, SUBSCRIBE, AND COMMENT BELOW!

    From Pricewaterhouse to $650 Million Sold: Mastering Luxury Relationships

  7. Jul 7

    From $800 a Month to $1 Billion Sold: The Open House System That Will Change Your Career

    Are you winging your open houses and wondering why you aren't getting any qualified buyer leads? In this episode of Mastering Luxury, host Sandra Rathe sits down with Kelly Cook, a powerhouse real estate agent from Scottsdale, Arizona, who has sold over $1 billion in real estate! Kelly shares his incredible journey from working 95 hours a week as a severely underpaid college football coach to launching a massive real estate empire during the 2008 crash. Kelly drops absolute gold in this episode, detailing his exact, 5-step "Open House System" designed to convert high-end luxury buyers. He explains why treating an open house like a high-end salon experience is crucial, reveals the "pivotal question" that consistently wins him listing appointments on the spot, and breaks down his unbeatable 4-step follow-up sequence. 🎧 Hosted by: Sandra Rathe 🎤 Featuring: Kelly Cook 💡 What You’ll Learn in This Episode: ✔️ How taking on the hardest transactions during the 2008 crash built Kelly's real estate empire. ✔️ Why proximity is power and how to network in luxury neighborhoods. ✔️ The exact 5-Step Open House System to capture high-intent buyers. ✔️ The "Pivotal Question" that instantly turns open house conversations into listing appointments. ✔️ How to use physical video mailers to win over expired luxury listings. ✔️ Why YouTube is the ultimate evergreen lead generation tool. 📇 Connect with Kelly Cook: 📷 Instagram → https://www.instagram.com/kellycookhomes/ 📺 YouTube → https://www.youtube.com/user/kellycookhomes 🎙 FOLLOW SANDRA RATHE & MASTERING LUXURY: 🌎 Website → https://sandrarathe.com/ 📘 Facebook → https://www.facebook.com/sandra.rathe 📷 Instagram → https://www.instagram.com/sandraratheteam/ ⭐ Produced by Icons of Real Estate → https://iconsofrealestate.com/ 🔖 DON’T FORGET TO LIKE, SUBSCRIBE, AND COMMENT BELOW!

    From $800 a Month to $1 Billion Sold: The Open House System That Will Change Your Career

  8. Jun 23

    The Five-Minute Success Formula Behind a Billion Dollars in Real Estate with Karen Briscoe

    Are you neglecting your personal business development because you think you don't have enough time? In this episode of Mastering Luxury with Sandra, host Sandra Rathe sits down with Karen Briscoe, an elite luxury real estate agent based in McLean, Virginia, who has sold over a billion dollars in real estate! Karen shares her incredible journey from working in land development during the Texas savings and loan crisis to becoming a partner on a team closing $100 million a year in the early 2000s. Karen breaks down her proven strategies for thriving in the luxury market, explaining why an agent's "soft skills" (connecting with people) are just as important as their "hard skills" (market knowledge). She also discusses the power of a true mentor-mentee relationship, why top-tier agents must constantly adapt to new technologies, and the brilliant concept behind her book, Real Estate Success in Five Minutes a Day. 🎧 Hosted by: Sandra Rathe 🎤 Featuring: Karen Briscoe, HBC Group at Serhant Karen Briscoe is a partner with the Huckaby Briscoe Conroy Group (HBC) at SERHANT, a team recognized by the Wall Street Journal among the Top 250 real estate teams in the United States. She is also the creator of the 5 Minute Success concept, a four-time author, and the host of the 5 Minute Success podcast, where she shares insights on real estate, business growth, and personal development. 💡 What You’ll Learn in This Episode: ✔️ The Soft & Hard Skills: Why you need both a "heart for people" and strong market knowledge to succeed. ✔️ Mentorship Works Both Ways: How Karen's millennial partner pushed her to embrace TikTok and video content. ✔️ The 5-Minute Success Formula: How to commit just five minutes a day to lead generation and system building. ✔️ The $10M Listing Launch: How Karen markets uber-luxury properties using themed launch parties. ✔️ Future-Proofing Your Business: Why you must constantly seek new clientele because luxury sellers eventually downsize and leave! 📇 Connect with Karen Briscoe: 🌎 Website → https://www.5minutesuccess.com/ 🎙 Follow Sandra Rathe: 🌎 Website → https://sandrarathe.com/ 📘 Facebook → https://www.facebook.com/sandra.rathe 📷 Instagram → https://www.instagram.com/sandraratheteam/ 🔖 Don’t Forget to LIKE 👍, SUBSCRIBE 🔔 & COMMENT 💬 Below! ⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/

    The Five-Minute Success Formula Behind a Billion Dollars in Real Estate with Karen Briscoe
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5
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About

Hosted by luxury real estate expert Sandra Rathe, this podcast is designed for agents who want to break into luxury or sharpen their presence in the high-end market, while offering buyers and sellers an insider view of how high-end real estate truly works. Each episode explores the strategies, standards and client experience behind successful luxury transactions, along with the lifestyle influences that shape an elevated way of life.

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