Under Contract
Under Contract is a show for real estate agents and team leaders who want to build a real business, not just chase the next transaction. Host Tim Donovan sits down with top-producing agents and brokers across the country to break down exactly how they built what they built. Their lead generation systems, follow-up philosophy, pricing models, team structures, and the turning points that changed everything.
No fluff, no recycled advice. Just real numbers, real strategies, and the operational details most agents never get to hear straight from the source. Plus an honest look at where AI actually helps a real estate business, and where it doesn't.
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Under Contract
Why This Indiana Broker Charges 1% and Still Sells 100+ Homes a Year
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Guest Bio
Drew 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 Notes
Tim 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 year
- The relocation-fee insight that led him to launch a 1% commission model
- Why "good customer service" is not a unique value proposition
- His actual follow-up cadence (7-8+ touches before a lead converts)
- Running a 23-agent brokerage while staying personally active in sales
- Where AI helps (compliance, paperwork, transaction coordination) vs. where it hurts (client relationships)
- The "flywheel" argument for prioritizing deal volume over margin early on
- One piece of advice Drew would give himself on day one