Heather Gibbs Has Always Set Her Own Expectations!
Written by Heather Pluard
Photos by Kelly Klemmensen
It’s almost unheard of for a brand new REALTOR® to sell $16.5 million in her first full year, but Heather Gibbs is the type of woman who can break glass ceilings —and she loves the challenge of real estate! Not only did this former stay-at-home mom crush her first year in the industry, but she also doubled her production the following year to $33.5 million. By the end of 2020, she will have more than $75-million in sales for her first three years in the business. Heather did it by providing incredible service to clients and having unshakeable faith in herself.
“Never listen to other people’s low expectations of you,” Heather advises. “While I was studying for my license in 2017, a woman sat down next to me and asked if I was one of those moms who wanted to sell real estate part-time so I could buy more shoes. Instead of being offended, I was inspired to prove my value in the industry.”
Knowing that the first thing she needed was experience, Heather joined a boutique luxury firm as an assistant to the owner. For the next six months, she absorbed everything she could about buying and selling real estate. “I learned the business by shadowing her,” Heather says. “And the experience helped me decide which direction I wanted my career to go.”
Fiercely independent and a lover of change, Heather moved to Dickens Mitchener in March of last year. “I’d just won HM Properties Agent of the Year 2019 at my previous firm, but to be recruited by another top luxury firm in Charlotte was a huge honor and an exciting opportunity,” she says. “I have high goals for myself, including hitting $40 million in sales for 2021. Dickens Michener’s owner, Vicki Mitchener, instantly got behind me. It feels wonderful to be supported and encouraged to reach every audacious goal I set for myself, but more importantly, helping my clients reach theirs.”
Goal setting is just a part of Heather’s secret to success. The other is good old fashioned hard work, coupled with constant prayers. “I pray through every process,” she says. “The key is to stay calm and keep your eye on the prize. Embrace a servant mindset by putting your clients’ needs first. Find ways to work well with other agents, even when things get dicey, and redirect everyone to getting the deal done.”
In addition to staying cool under pressure, Heather is incredibly creative about finding new business. “I capitalized on being the mom of four kids and sent them into school with my business cards in their backpacks,” she laughs. “I went to every Adult Active Community in the area and asked to be on their preferred vendor list. I hosted my own open houses and volunteered to host for other agents. I bought Zillow leads my first year, and now I’m reaping referral business from those contacts. And I convinced area builders like Kyle Short of Short Development Group to let me market and sell some of their Spec homes.”
While Heather increased her clientele, she learned to balance family life and ditch her mom guilt. “My husband Coy and I have been married for 21 years, and we have four incredible kids — Ty (18), Elle (16), Case (14), and Jett (12),” she explains. “Everyone was used to me being available 24/7. But the truth is, the kids are old enough to make their own snacks and needed to problem solve through areas that I would have quickly come to the rescue. I found myself brainstorming about what I should do next in life, and I think many moms go through this process. Your kids still need you, but teaching them independence is important, too. Plus, I think it’s been fun for them to see their mom tackle a new career.”
Heather loves being a REALTOR®. “I’ve always enjoyed listening, problem-solving, and finding solutions,” she says. “It’s in my nature to help others, and I never give up. I used to own a bakery, and even then, I loved finding common ground with people, meeting their needs, and creating something special. I do the same thing in real estate, and I do it while treating others the way I want to be treated. Simple things like returning texts immediately and keeping clients in the loop go a long way.”
Outside of work, Heather’s primary focus remains her family. “We are an exceptionally close family, and the kids keep Coy and I busy with their activities,” she says. “Ty races in the ARCA series as a budding NASCAR driver, Elle is a nationally ranked equestrian, and Case and Jett play football, baseball, and basketball year-round. We also have two dogs and two ducks. For us, life is all about family, and we wouldn’t have it any other way.”
While Heather appreciates her financial success, she’s most proud of the example she is setting for her kids, and her ability to help others in ways she hadn’t imagined before. “I’ve been able to walk clients through both the good and difficult times,” she says. “I love knowing I am adding real value to the community, and I plan on continuing as a single agent at Dickens Mitchener for years to come.”