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 Get IN. is brought to you by our friends at Sweetwater. Whether you are looking to start a podcast or level up your current show you need to hit them up.