REAL ESTATE EXECUTIVE
Taking Real Estate to a Higher Level
Cover story on Glad Heart Realty
By Dale Garrison

A DIFFERENT MOLD
There are several aspects of Glad Heart that are truly unique. The most obvious is that its corporate profits are given to support the International House of Prayer and its missions. Although buyers and sellers come from a wide range of backgrounds, many select Glad Heart because they know that their home transaction helps contribute to this unique, 24/7 ministry. "Because I believe in the ministry of IHOP, and believe it does make an impact, that's why I've structured our company to serve the ministry," she said. "Everybody has a choice of who they financially support. I just believe in this ministry, and count it a privilege to support it in as many ways as we can."
Diane's authentic personality is another obvious difference, along with her refreshing honesty about her business background. Although her results prove her capability beyond any doubt, she smiles when talking about how she first gained valuable business and organizational experience: as a pastor's wife running church and youth groups.

The story actually begins with the arrival of Diane and her husband, Mike, who came to Kansas City in 1982 to start a church. For nearly 20 years, Diane ran everything from the church's children's programs to women's ministries. It was in many ways the most effective business college imaginable. "I learned how to meet people and connect them to something that was important to them-maybe a good teacher for their children or a particular book that addressed their present situation. I learned lots through trial and error, but I did learn, and many people really were served and blessed."

While they were pastoring, in 1997, Diane began working in real estate. When Diane was asked, "How did you get started in real estate?"-she laughed, "A friend was broker of a small company, and he kept bugging me to consider real estate. I said, `No I don't want a job. Go away!' But he finally made me an offer I couldn't refuse. I thought I'd sell one house then I could tell him, `See, I told you, I knew I wouldn't like it.' But I loved it! It was natural for me. It was another way for me to meet people and connect them to something that was important to them."

Then five years ago, the couple turned the church over, so that Mike could establish the International House of Prayer, an internationally known ministry that focuses on worship and intercession. Diane explained, "Just like a missionary in a foreign country labors for the good of those people in that country, these intercessory missionaries labor for the good of humanity, but they do it primarily by praying for them. Young people are looking for something to give themselves 100 percent to — thousands of them have come through our internships and Bible school."

One important lesson Diane learned is that real estate is, more than anything, a service industry that also requires organizational skills. Service and organization were areas she had practiced for many years in her church work. She was able to take those skills she had learned in helping lead their church and apply them in her real estate profession, and in 2001, she went out on her own to found Glad Heart Realty. "There are a lot of service-oriented people who end up in real estate, because their bent is to serve people," she explained. "I just happen to have `pastor's wife' as prerequisite before I ended up in real estate."

DEEP BELIEFS
The name Glad Heart Realty was derived from a favorite Bible verse that brings some insight into her combination of spirituality and business. "Hebrews 1:9 says that Jesus was the gladdest person who ever lived" (Diane's paraphrase). "This truth, that Jesus is glad, He's kind and happy about people, has really impacted me. I decided it would characterize my heart and our business. I wanted Glad Heart Realty to be glad, kind, happy and to enjoy people." Not surprisingly, another aspect of her beliefs involves the business world's version of customer service. "I really have a passion to help people find their niche, whether it's the perfect house, or just connecting with new friends. I just enjoy helping people to connect so much, that it's a big factor in both my personal life and my business."

BUSINESS BELIEFS
Diane admits she is a little surprised that her organization has grown so rapidly, and even more surprising is that some of her organization's techniques are as unique as anything in this distinctive story. Most of her agents have no previous real estate experience, but have benefited from Diane's innate teaching skills, and her quick grasp of real estate operations.
Diane readily credits the quality of her people with another key to the success of Glad Heart Realty. "Administration is not my gift, but I have a great bookkeeper and just a great staff. I really feel like the Lord has given me a gift with this group. My sales agents are incredible human beings-consistent at the core of their being when no one is looking. Service, honesty, humility and kindness is more than a profession; it's a lifestyle and a life-long pursuit for Glad Heart agents. What a joy it is to work with people like this!"

It's not just matters of the heart that these agents pursue. Already this year, one-third of Glad Heart agents have earned some impressive real estate designations. "They have a quest for learning and continuing to improve themselves and their real estate skills. I love that about them!"
The fact that her organization has four teams also helps with running a large and growing organization, and she is a strong supporter of the team concept for real estate. "Having teams helps me delegate," she explained. "And team organizations help people specialize in what is really a very complex, multifaceted business. Teams are simply win-win."

LOCATION, LOCATIONS
Located in south Kansas City on Red Bridge Road, Glad Heart Realty, not surprisingly, serves communities such as Lee's Summit, Leawood, Overland Park, Belton, Raymore and Grandview. Several Glad Heart agents also serve Kansas City's growing Northland, where home sales in Clay and Platte counties are among the most rapid in the region. Glad Heart Realty's range of home prices is equally diverse. Diane recalled this past year, the sale of a small lot for $11,000. On the other side of the market, a beautiful Louisburg, KS, home recently sold for more than $600,000. However, a large percentage of Glad Heart sales are in the popular $150,000 to $250,000 price range. "That's the average price for most areas in this region, so it's not surprising that we do a lot of business in that range," Diane explained.

Glad Heart Realty is the exclusive agent for a growing sub-division in Grandview, MO, which features a lake, walking trails and other amenities. The second phase of Fountain Lake subdivision will be offered exclusively by Diane and Glad Heart Realty. Homes priced in the $160s to $180s will be available this summer. Construction is provided by quality builders, J & M Contractors, LLC and A.R. Mullet Homes, LLC.

One surprise involves Glad Heart Realty's large quantity of work with first-time buyers. Diane admits she is not sure whether it's her frequent contact with young people through her husband's ministry, or simply Glad Heart's reputation for serving these special customers, but first-time home buyers find a good friend with any of the teams at Glad Heart Realty. "I'm sure we work a lot with first time home buyers because we work a lot with young people," she said. "I really think it's a privilege to help educate them and help them make a positive decision with a positive outcome when purchasing their first home. It's satisfying to see them happily enjoying their new home months and years down the road. And when they've outgrown that first home, we get the privilege to serve them again."

FAMILY MATTERS
Diane's own family is never far from the picture, either. She and Mike have two grown sons, Luke and Paul, one beautiful daughter-in law, Ricci, and two totally awesome granddaughters, Shiloah and Moriah. "They're kind of my hobby," she admitted. "They've been a real sweet surprise to me."
Both sons hold real estate licenses with Diane, but are both beginning to branch into other areas. Paul's work, especially, is in a related field with a mortgage company. Luke continues to work in real estate while preparing for a new career.

Diane spends much of her spare time working with Mike on efforts related to the International House of Prayer, Kansas City. This unique ministry concept operates more as a mission with a strong emphasis on prayer. Each semester, 300 -- 400 young people will receive training in their Bible school and prayer room. "They may go back home and start their own house of prayer ... or lead a church or go into real estate or medicine or any conceivable field," Diane said. "But either way, they've experienced this ministry paradigm, and they have the awareness that whatever they do, they, do it as unto the Lord.'

Diane has also helped to establish a Wednesday morning prayer meeting for business people in her area. Doctors, lawyers, insurance agents and, not surprisingly, real estate agents attend this prayer meeting every Wednesday, 6 — 8 a.m., at the International House of Prayer. "Everyone from every Christian faith is welcome; this prayer meeting is specifically for people in the market place to drop in on their way to work; people come and go as their schedule allows and we welcome this. We just want to stand alongside them, pray for them and encourage them that they are not alone."

Even with all of these business and faith activities, she sets aside time for one more thing. "Mike and I have a weekly date night," she noted. "That is our commitment to each other. He's very busy with a large staff and lot of demands. And I'm very busy. But we really like each other, so it's a natural that we just have to schedule some time together. We may go out to dinner or just go for a long walk. We've done this for decades, it's important."

BUSY SCHEDULE
It is obvious that between her growing business, the International House of Prayer, her family and other activities, Diane has more than the average busy schedule. But regardless of how in demand her time becomes, she's not exaggerating when she says it's rarely a burden. "I enjoy what I do," she stressed. "I feel like I'm living a life that is so fun. I'm just grateful."

For more information on Glad Heart Realty, call (816) 965-7700, or visit Glad Heart Realty, 3435 East Red Bridge, Kansas City, MO. You may also visit www.gladheartrealty.com on the Internet. For more information on the International House of Prayer Kansas City, call (816) 763-0200, or visit the International House of Prayer at 3535 E. Red Bridge Road. You may also visit www.ihop.org on the Internet.

Reprinted especially for Glad Heart Realty by Real Estate Executive Magazine of Greater Kansas City, (913) 764-7444, corporate office (602) 277-3372