Think growing a brokerage means chasing agents with better commission splits? Think again.

Bruce Hardie grew a region from 3,000 agents to 10,000+ over 15 years. Today he operates three brokerages with 500 agents across Spokane, Yakima, and Bend—and he's not recruiting anyone. He's attracting them.

In this conversation with Katie DeWitt, Bruce breaks down the counterintuitive strategies that built his empire: why agents don't join for culture or training, how the Be-Do-Have framework flips conventional wisdom upside down, and why celebrating production instead of profit is killing your business.

If you're tired of chasing talent, burned out from grinding for volume with no profit, or stuck wondering why your vision isn't attracting the people you want—this episode will change how you think about building a real estate business.

Key Topics Covered

Why attraction beats recruitment every single time

The Be-Do-Have framework that drives all growth

Why real estate celebrates the wrong metrics (and what to measure instead)

How to generate 700-800 buyer calls per week from just 16 listings

The listing ad strategy that eliminates buyer objections before they happen

Why 82% of homebuyers only interview one agent (and what that means for you)

Building a vision big enough to contain other people's dreams

The difference between experiential benefits and observable leadership

How AI and virtual assistants scale your content without losing authenticity

Why team models have higher profit margins than brokerage models

The Six D's that guarantee 4 million+ home sales every year

How to identify and articulate your business standards when scaling

The yellow legal pad moment that changed Bruce's entire trajectory

Takeaways

You don't need more recruitment scripts. You need to become someone worth joining. Bruce's commitment to helping 10% of his agents become millionaires isn't motivational fluff—it's a strategic vision that attracts ambitious talent who want to build wealth, not just close deals.

Stop chasing commission splits and start building leaders. Stop celebrating production and start measuring profit. Stop waiting for perfect market conditions and start positioning yourself for your unfair share of the 8 million transaction sides happening every year.

The agents who figure this out in the next 24 months will dominate the next decade. The ones who keep grinding will burn out.

Ready to build a business that attracts instead of chases? Let's make it happen.

Listen now and discover how to scale without the hustle.

Want to take your real estate business to the next level?

Visit nextlevelagents.com/exp to learn how Next Level Agents can help you build the business and life you actually want—with coaching, community, and the strategies that top performers use to dominate their markets.

Don't just work harder. Work smarter. Work with us.

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