If you’ve ever felt behind in your real estate career, or wondered why your growth doesn’t match what you see on Instagram, I want to share something real with you. My journey didn’t start with instant success. It didn’t come with a big launch, a glamorous opening year, or a line of clients waiting for me. It started with a hard reality check, a lot of self-doubt, and the slow process of planting seeds long before they ever sprouted.
People ask me all the time:
“How did you do it – especially in a time when so many agents struggled?” The answer is layered, honest, and probably very different from what you’d hear in a typical training class.
The Honest Beginning – A Year of Zero
Let’s start here: my first year in real estate, I closed zero transactions. Zero. Not “slow,” not “a tough start,” but a flat, painful zero.
I remember ending that year in tears, staring at my bank account, and telling my husband, “I don’t think I can do this. We’ve poured time, money, and energy into something that clearly isn’t working.” And it wasn’t just discouragement, it felt like failure. Real failure.
But my husband, who is also self-employed, said something I’ll never forget:
“Starting a business is hard. Keep showing people where your value is. It will turn.”
I didn’t believe him that night. But I chose to try again anyway.
The Slow Turn When Consistency Begins to Work
After that first year of nothing, year two brought 13 transactions (one of which was a personal investment property).
Year three doubled to 27.
Year four skyrocketed to 48.
Year five leveled into 30, still strong during a year many agents described as the slowest market they’d ever seen…
Growth wasn’t linear, but it was earned. Every conversation, every follow-up, every open house, every community event, every little moment where I showed up even when no one was watching, it all mattered.
And here’s the part that has shaped my entire business philosophy: Almost all of my production came through relationships, not cold leads.
I don’t have a magic ads funnel. I don’t currently buy leads. I don’t chase quick wins.
My business is built on people, friends, family, gym members, parents from school, past clients who send their relatives, neighbors who send coworkers, and people who follow me on social media because they connect with my real life.
One year, I closed ten transactions from my gym alone. Not from marketing flyers, simply from showing up, being myself, and nurturing the relationships I already had.
Why Slow Starts Are Normal, and Sometimes Necessary
We don’t talk enough about the emotional side of building a real estate business. The comparison, the doubt, the pressure to “be successful” right away. But the truth is, most agents aren’t overnight success stories. Most don’t start with glamorous numbers or instant momentum.
Real estate is a relationship business but relationships take time to grow. Trust takes time to build. Referrals take time to develop.
A slow year isn’t failure. It’s the foundation.
It took nearly two years before people truly knew, trusted, and remembered me enough to consistently send business. And that consistency? That’s where the magic happens.
What Actually Helped My Business Grow
There was no single turning point, it was a combination of belief, consistency, and long-term nurturing.
Showing Up Even When No One Responded
In the beginning, I created content that maybe three people saw. I hosted open houses no one came to. I attended events where I knew no one. But each one planted a seed.
Building Real (Not Convenient) Relationships
My growth came from genuine conversations, at the gym, at community events, in mom groups, on social media. I never approached people as “potential clients.” I approached them as people.
Staying Present Through Social Media
My social media is less about followers and more about staying top of mind. Even when people don’t watch every video, my face pops up, and they remember: “She’s still in real estate.” “She’s still producing.” “She’s still here.”
Those reminders translate into referrals and long-term business.
Word of Mouth Became My Engine
Ninety-nine percent of my business today is relationship-based or referral-driven. That means the people I served well kept sending people they cared about. And that trust is something money can’t buy.
The Real Answer to “How Did You Do 30 Transactions in a Hard Year?”
Here’s the truth most won’t tell you:
I didn’t outsmart the market – I outlasted it.
In a slow year, people look for stability. In a noisy market, they look for clarity. In a stressful process, they look for calm leadership. And that is what I provide.
My clients know that when they work with me, they get communication, strategy, transparency, and heart. They get someone who still shows up even on the hard days, even during motherhood chaos, even when the market shifts. And because of that, people come back. They refer. They trust.
That is how I grew, and how I continue to grow.
Client Testimonial
“Working with Ashley was an absolute joy. She is always available, answers every question and maximized our opportunities while selling. I couldn’t think of anyone better to buy or sell with.”
— Chris Harding
FAQs – Growing a Real Estate Business Through Relationships
1. Is it normal to have a slow first year in real estate?
Yes. Many strong agents have slow starts because trust takes time to build. A slow start is not failure. It’s the foundation.
2. How long does it take for real estate referrals to build?
Most relationship-based businesses start to see steady referral flow after 18–24 months of consistent presence and service.
3. Do I need a big social media following to be successful?
Not at all. You don’t need viral videos, you just need consistency. Even quiet visibility builds top-of-mind awareness.
4. What’s the fastest way to grow in real estate?
Serve people well. Follow up. Stay present. Build community. Do the work you’d be proud to have someone refer to.
5. How do you stay motivated during slow seasons?
By remembering that every conversation, every message, every open house, and every community connection is a seed that will grow later.
Ready to Work With an Agent Built on Trust, Not Trends?
Whether you’re buying, selling, relocating, or investing, your experience deserves an agent who shows up with consistency, clarity, and care, not shortcuts. If you’re looking for someone grounded, relationship-driven, and committed to your goals, I’m here to help. You can explore HART Realty Team, connect with me at @AshleyHartRealtor, or reach out anytime—I’m here to serve you. Let’s make your next move your best move.
