Why This Indiana Broker Charges 1% and Still Sells 100+ Homes a Year

Guest BioDrew Wyant is a real estate agent and broker/owner in Columbus, Indiana, running a 1% Lists franchise that now spans nearly the entire state. After leaving a 10-year healthcare career and getting licensed in 2021, Drew built his business from 11 sales in his first year to 130+ in a single year as an individual agent — while also growing a team of 23+ agents managing roughly 100 active listings and 75 pendings at any given time. His full-service, 1% commission model has become his core differentiator in a market of 1.8 million+ competing agents.Show NotesTim sits down with Drew Wyant, a 1% Lists broker/owner out of Columbus, Indiana, who went from cold-calling For Sale By Owners in his first year to running a 23-agent team covering the whole state. Drew breaks down the pivot that changed everything — realizing he was already netting 1% on relocation deals and deciding to just charge that upfront — plus his philosophy on follow-up, referrals as "compound interest," and where AI actually belongs in a real estate business (hint: not between you and the client).In this episode:How Drew went from 11 sales his first year to 130+ in his best yearThe relocation-fee insight that led him to launch a 1% commission modelWhy "good customer service" is not a unique value propositionHis actual follow-up cadence (7-8+ touches before a lead converts)Running a 23-agent brokerage while staying personally active in salesWhere AI helps (compliance, paperwork, transaction coordination) vs. where it hurts (client relationships)The "flywheel" argument for prioritizing deal volume over margin early onOne piece of advice Drew would give himself on day one