The Midwest Real Estate Company That Grew from 50 to 400+ Agents | Tracy Hutton and Annie Hamilton, CENTURY 21 Scheetz

On today's show I sat down with Tracy Hutton, CEO/owner of CENTURY 21 Scheetz and owner of Milestone Home Lending and Dominion Title, and Annie Hamilton, COO of CENTURY 21 Scheetz, about building one of Indiana's most respected real estate organizations, which ranks as the #3 CENTURY 21 franchise in closed units.

Both began in real estate answering phones in high school, with Tracy later joining founder Mick Scheetz at 26 to drive corporate relocation business and expansion while learning "Mickisms" about hustle, integrity, and not chasing empty numbers. Tracy eventually hired Annie into relocation, where Annie told Tracy she wanted her job, leading to a long partnership shaped by EOS/Traction's visionary–integrator model.

They discuss the franchise's growth through acquisitions, including during the 2008 crisis, the importance of training, listing strategy, accountability, leadership, and differentiating via support services like transaction management and a NeighborServe partnership for inspections and home services.

If you like this episode and want to hear more Get IN. episodes where I interview Hoosiers making a difference, visit getindiana.com/podcast.

You are going to learn about:
- How Indiana's CENTURY 21 Scheetz Became Nationally Recognized
- What Sparked CENTURY 21 Scheetz's Growth
- Transaction Management, Relocation, and Home Services

Thank you to our partners:
NCW
Keller & Keller
AccountedFor

Check out these great clips from the show:
00:00 Annie Wants Tracy's Job
01:20 Guest Introduction: Tracy Hutton and Annie Hamilton, CENTURY 21 Scheetz
02:55 Tracy Starts Early
05:36 Annie's DECA Path
06:43 How Brokerages Work
07:59 Mick Scheetz Origin Story
11:09 STP and Building Trust
14:37 Hiring Annie and Relocation
19:37 EOS Visionary Integrator
25:11 List to Last Explained
28:14 Mergers Acquisitions Growth
29:59 Why Agents Stay Sticky Value
34:19 DIY Deal Nightmare
38:36 Growing Through 2008 Crisis
42:05 Leading Through Any Crisis
44:11 Mentorship and "Mickisms"
47:37 Taking the Leap
48:37 Earning Trust
49:24 Advice for Women
55:16 Scaling with EOS
56:49 Accountability Culture
59:28 Leadership Lessons
01:03:04 Brokerage Differentiation
01:05:21 Top Producer Habits
01:07:31 NeighborServe Partnership
01:09:07 Inspection Reality Check
01:17:51 Indiana Wrap Up
01:18:51 Hidden Gems
01:23:04 Hoosiers to Watch
01:26:36 Favorite Indiana Memories
01:30:16 Final Thoughts and Links

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