One of the questions I’m asked most often especially by new agents or people considering getting into the industry is this:
“Ashley, how do you actually build a real estate business today when everyone works remotely, keeps to themselves, and avoids traditional networking?”
It’s a fair question. The world is different now. The way people interact has changed. And the pandemic permanently reshaped how we show up socially and professionally. It made people guard their time more, protect their energy more, and avoid unnecessary face-to-face conversations. For a relationship-based industry, that can feel like a huge hurdle.
But here’s what I learned very early in my career, after months of feeling stuck, discouraged, and convinced I had made a mistake:
You do not need to chase people. You just need to show up in your real life with intention.
I didn’t cold call. I didn’t door knock. I didn’t beg people for business.I didn’t force awkward conversations. While these methods have been proven successful, that is not my personality.
What worked for me is simpler, but requires patience, consistency, and authenticity.
I Didn’t Sell Myself… I Simply Showed Up
When I got into real estate, everyone told me the same thing…pick up the phone and push yourself into people’s awareness. But that never felt right. I didn’t want to feel transactional, and I didn’t want people to feel used. I’m a relationship-driven person. I care deeply about the people I work with, and I wanted my business to reflect that.
So instead of forcing conversations, I focused on simply being present in the places I naturally went every day.
The gym. My church. School events. My kids’ sports. Community gatherings. My social circles. My everyday world.
I wasn’t wearing a badge that said hire me, and I wasn’t walking around pitching myself. I was just being Ashley, a mom, a neighbor, a friend, a familiar face who also happened to be building a career.
And as people got to know me more, they learned what I did professionally. Not because I pushed it on them, but because it naturally came up in conversation, social media, or referrals from others. That shift alone changed everything.
“But Ashley, how do people know to hire you if you’re not telling them?”
This question makes total sense. And the answer is simple: People knew what I did because I shared my journey online even before I had actual clients.
I didn’t pretend to be busier than I was. But I did show the business I was building.
I toured new construction communities.
I shared helpful tips about the buying process.
I posted about the steps involved in listing a home.
I filmed behind-the-scenes videos even if my kids were playing loudly in the background.
I talked about market trends.
I walked through contract basics.
I explained things I was learning in real time.
I wasn’t bragging. I wasn’t selling.
I was educating.
Consistency creates credibility long before production does.
I posted regularly even when nothing was happening in my business. I talked like an agent. I acted like an agent. I showed up like an agent. And after a while, I became an agent.
One day, a message popped up in my inbox. A childhood friend casually reached out and said: “Ashley, I need help. Do you work in North Dallas?”
She had no idea she was my first. She saw someone who looked knowledgeable, confident, and committed. And I showed up with everything I had.
That one client became five or six future clients through referrals—family members, parents, friends, coworkers. A single spark lit the fire that built my entire business. It took years before I told her she was my first, but knows she knows what a critical and foundational role she played in building my dream.
Post-Pandemic Business Still Runs on Connection
Even in a world where people work remotely, order groceries online, and socialize less than they used to, relationships still matter. People still want to feel taken care of. They still want someone they trust. They still appreciate being guided, supported, and advocated for.
You don’t need a million followers or flashy marketing.
You just need visibility, consistency, and authenticity.
Post-pandemic, and in a world dominated by AI, people appreciate authentic connection and quality relationships even more. They want someone who:
• Communicates clearly
• Shows up consistently
• Acts like a professional
• Shares value freely
• Builds trust slowly
They want to feel like they know you before they ever need you. Social media made that possible without feeling intrusive.
The Real Work Happened Behind the Scenes
While I was posting online and showing up in my community, I was also working relentlessly behind the scenes learning contracts, understanding timelines, asking experienced agents questions, and educating myself nonstop.
The more prepared I felt, the easier it became to talk confidently about real estate. And the more confidently I spoke, the more people trusted me.
But nothing about this came quickly.
My first year: 0 transactions
My second year: 13 transactions
My third year: 27 transactions
My fourth year: 48 transactions
My fifth year: 30 transactions
Were there moments I wanted to quit? Absolutely.
But planting seeds takes time. And when the growth comes, it comes fast.
Now, I consistently serve around 30 families a year. This is my sweet spot where I feel I can show up for both my clients and my family at the highest level.
Client Testimonial
“Ashley was highly recommended to us when we first started looking for our first home. She exceeded every expectation and more! She handled our first experience buying a home with professionalism and care that I would only hope every first time home buyer is given! If you need someone who isn’t afraid to roll up their sleeves to get things done, Ashley is your girl! I wish there were more stars I could select, she is just that good! Thank you, again, Ashley! We are in love with our new home”
— Heather Stofko
FAQs — Building a Real Estate Business Today
1. How do you grow a real estate business without cold calling?
By building visibility, sharing valuable information, and showing up consistently in your real life and online.
2. Do you need a large social media following?
No, You need meaningful visibility, not viral visibility. Consistency beats follower count every time.
3. What if I don’t have clients yet—what do I post?
Talk about the process, what you’re learning, market insights, new construction tours, and your unique perspective.
4. How long does it take to grow a referral-based business?
It varies, but real momentum typically begins after one or two years of consistent visibility and excellent client service.
5. What actually generates referrals?
Exceptional service, communication, and follow-through. People remember how you made them feel.
Ready to Buy or Sell in DFW? Let’s Connect.
Whether you’re planning a move or exploring your options, I’m here to guide you with clarity, communication, and heart. Learn more at HART Realty Team or connect with me at @AshleyHartRealtor.
