SC065: Brian Maecker. How To Reestablish Relationships With Neglected Past Clients. How To Eliminate Evening And Weekend Appointments.

Brian Maecker SUCCESS CALL

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Brian Maecker is with Re/Max Advantage Realty in Colorado Springs, Colorado. Last year he closed 185 transactions with a total sales volume of 41 million. His average sales price was 223 thousand of which 71% were buyers and 29% were sellers. He operates a team with 6 members: 2 buyer agents, 1 closing coordinator, 1 listing coordinator, 1 errand runner, and 1 team leader.

Brian Maecker is the team leader of the Brian Maecker Team. He has been an agent for 27 years.

In this call, Brian talks about:

  • Generating 90% of his business from past clients and sphere of influence
  • How he turns 10% of his database into closings year after year
  • Making 30 to 50 calls per day
  • Scripts for calling 1, 3, 6, and 12 months after closing
  • Script for agents to reestablish relationships with neglected past clients
  • How to eliminate evening and weekend appointments
  • Direct mail and call schedule to his database
  • How to structure an ideal day and an ideal week
  • TV commercial that brought in 28 closings last year
  • Team dynamics, profit margins, and more

2012 Stats:

  • 185 closings
  • 41 million sales volume
  • 6 member team:
    • 2 buyer specialists
    • 1 closing coordinator
    • 1 listing coordinator
    • 1 errand runner
    • 1 team leader


  • repeat & referrals
  • past clients
  • sphere of influence
  • TV ad

(originally published on 09/07/13)