August 17, 2023 • 18 mins
Hi This is Brad Weisman - Click Here to Send Me a Text Message
Get ready to dive headfirst into the ever-changing real estate market with our seasoned expert, Kelly Spayd. With a staggering track record and an undying love for the industry, Kelly takes us through the exciting shifts happening in the housing market, offering essential advice on managing buyer expectations. While rates are on the upswing, it's not all doom and gloom - first-time homebuyers still stand a fair chance at winning offers. Kelly discusses the upsides and the potential pitfalls to be aware of when navigating this competitive landscape.
But it's not all business - Kelly offers a personal peek into her life and how she keeps her competitive streak alive. For this real estate guru, it's not just about selling houses, but also about improving her golf swing. She shares how the sport provides a much-needed breather and a way to stay on top of her game - both on the green and in the property market. Tune in every Thursday at 7 PM for more of these enlightening guest discussions, as we dissect the ins and outs of the real estate world.
#realestateandyou #bradweisman #kellyspayd #realestateagent
We know self tanners. We love self tanners. To us, self-tanner for men are a necessary part of life. You see a pale dude on the street and he looks like a fish out of water. It's a real problem, bro. But this exact passion for self-tanner is why Bro Glo is so rad.
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Welcome to The Brad Weisman Show, where we dive into the world of real estate, real life, and everything in between with your host, Brad Weisman! 🎙️ Join us for candid conversations, laughter, and a fresh take on the real world. Get ready to explore the ups and downs of life with a side of humor. From property to personality, we've got it all covered. Tune in, laugh along, and let's get real! 🏡🌟 #TheBradWeismanShow #RealEstateRealLife
Credits - The music for my podcast was written and performed by Jeff Miller.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Hello, this is Brad Wiseman.
You'll listen to Real Estateand you.
We're back in the studio, andCarson always makes fun of me
when I say that, which is kindof funny.
That's why I keep doing it.
But we have a repeat guest herethat I'm very excited about.
This woman, this lady, she doesa serious amount of business.
(00:21):
She's on the top of her gamefor many, many years.
Her name is Kelly Spade.
She's from our office here.
She's also a good friend and Ijust want to say hello, hi, how
are you doing?
Speaker 2 (00:31):
I'm great.
How are you?
Speaker 1 (00:32):
I'm doing great.
I got back from Alaska not toolong ago, that's amazing.
So I'm doing great, and Ididn't get bit by a bear, so
that's good.
Speaker 2 (00:38):
And you came back.
Speaker 1 (00:39):
And I came back alive .
So I'm all good.
I'm all good.
So how long has it been sincewe talked?
Speaker 2 (00:45):
Well, we talk often, yeah, but like a year on the
show, probably over a year.
Speaker 1 (00:48):
Over a year.
Wow, way too long, right.
So since then, have you seenchanges?
Speaker 2 (00:53):
I have.
Every day has a change.
Speaker 1 (00:56):
Right, no, but I mean , okay, let's go with that, but
let's go with trend.
Is there any trend changes?
Is there anything changing?
Like you're seeing, wow, thisis definitely becoming a trend,
not just a blip.
Speaker 2 (01:06):
I do.
Well, obviously, the big talkis the rates.
Right, so from a year ago fromsix months ago they definitely
increased and we're alladjusting to that.
But this is the new day, thisis our new life.
With these rates, that's whatwe have.
Speaker 1 (01:22):
Correct.
If you want to buy a house,this is the way it is.
You're right.
We all know that.
Our parents tell us storiesabout 16%, 17%.
So we'll be telling thesestories someday.
I agree, our kids will betelling stories like this
someday, but it's not that weare not there.
We're at 7.5% around.
Speaker 2 (01:39):
Which is normal.
Speaker 1 (01:40):
Which is pretty much normal, exactly so, do you find?
Has it affected your business?
The rates?
Speaker 2 (01:48):
A tad.
Speaker 1 (01:49):
Okay.
Speaker 2 (01:50):
But I really don't.
I can't say it's because ofthat.
I feel if you educate yourclients and educate everyone
around you, even your co-agentsand everybody that you talk to,
it's gonna be okay.
This is a normal right now andyou can always refinance when
the rates do come back down.
I don't think they're gonna behere to stay.
Speaker 1 (02:09):
No, and I don't think so either.
And every indicator is sayingthat.
They're all saying the mortgagebusiness, what is it?
The mortgage bankersassociation, the MBA?
They're saying it's gonna comedown, possibly by the end of
this year, which would bewonderful.
They're saying that next year.
I know like even NAR, nationalAssociation Realtors, is saying
rates are gonna come down,correct.
(02:29):
I think what's interestingabout this whole thing and you
can tell me, we still have a lotof buyers.
Speaker 2 (02:34):
We do Right, they're just waiting.
Right.
I want them to be able topurchase a house because rent is
more than a mortgage payment at7.5%.
Speaker 1 (02:46):
You're exactly right.
I'm seeing people paying forrental like 2200, 2500, 2600,.
Speaker 2 (02:52):
yes, that's the average right now, which is a
lot for Berks County.
Speaker 1 (02:56):
It is a lot for Berks County.
So what are you telling buyersthat have put in?
I'm sure you have buyers thathave several offers.
Yes, they get discouraged, ofcourse.
What do you say to them to keepthem going?
Speaker 2 (03:07):
Well, in the past couple of months you can see
that maybe we're not offering30K over asking.
Maybe the buyers that might nothave as much in the bank they
have 25,000 out of pocket,they're having a better chance
of winning an offer and theirexcitement can come back to
(03:28):
having a chance of getting thathouse.
So a lot of homes are nowselling 10 to 15K over and not
the crazy 50, 60k.
So there is still competition.
There's still not enough houses, but I feel like our first time
home buyers have a better shotright now.
They have a chance, Even thoughtheir mortgage payment is
(03:50):
higher than it was a year ago,two years ago.
I always relate to them that Ido feel they're gonna be able to
refi in the next two to threeyears, even in six months.
They might be able to come backin and have a lower rate.
So the education for them isimportant and hold their hand
and just tell them it will beokay.
Speaker 1 (04:09):
Expectations right, Correct Building expectations
For sure.
What's up, Hugo?
Speaker 2 (04:14):
I have a question Is there any drawback or
disadvantages on refinancing, oris this refinancing just
getting a better rate, correct?
Speaker 1 (04:25):
Yeah, there's some costs.
Speaker 2 (04:26):
It depends on how yeah out of pocket.
Not much Not much equity youhave in the home.
But, okay, your lender will goover that with you at the time
if they feel it's right.
Most lenders put you on a in asystem that if they see in six
months, if you just purchased ahouse that it might be a good
time, and they'll reach out toyou and go over all the numbers,
that's the first time I sawHugo raise his hand.
Speaker 1 (04:49):
I'm excited.
He normally just like, saidsomething.
I mean I thought there wassomething wrong with the podcast
.
I'm like what happened?
Are we canceling this or we?
What's going on?
That's a great question and youknow it's a question that most
people will ask.
Speaker 2 (05:01):
But you know, I think the money that you'll save if
you do pay a little bit torefinance it's not much you roll
it into the mortgage and it's,it's, it's back to you're good
to get and I think, with alender Educating you from the
start, you know when you'reputting offers in now they can
talk about what could happen inthe future.
They could talk about if therates at five and a half percent
verse seven and a half percent,so you can, you know, look
(05:24):
forward to something and andwhat it could be, which is a
good possibility, yeah he's gota good lender.
Speaker 1 (05:29):
We're one of our sponsors.
Mike Bauer from CMG home loansis actually doing Hugo's
mortgage, which is cool.
He's looking for a house wemight find out today.
Speaker 2 (05:38):
That's right.
Speaker 1 (05:39):
We might find out today if Hugo is gonna be a
homeowner, so it's gonna be veryexciting.
So, we'll see, we'll see, butyes, so going over that, so it.
There is a trend that I'mseeing, that you're even saying
there is that I'm starting tosee FHA Correct.
Speaker 2 (05:53):
I had one just after it over the weekend.
My, my buyer, a high schoolfriend, very good friend of mine
, has been looking for about sixmonths.
Wow, and every time we talk orwe go look at a house, you know,
obviously we have to see if theseller is accepting FHA.
And I don't want him to get tooexcited.
I kept telling him each weeklet's keep saving money, yeah,
(06:13):
yeah.
Speaker 1 (06:14):
Your credit score higher and boom.
Yeah.
Speaker 2 (06:18):
We, we made it happen over the weekend.
Speaker 1 (06:19):
That's great advice is is to is why you're waiting,
why you're, why you're notwinning the homes.
Save up money, work on yourcredit score and that's perfect,
and you know it's funny.
What that does is every singletime you write an offer for him.
He's a better buyer.
Yes right, and so six monthslater that's a lot.
That could be a lot of moneysaved.
(06:40):
That could be a much bettercredit score.
For sure that could be goingfrom FHA to conventional.
Speaker 2 (06:44):
Yep, and we had him go over of what he would have to
pay down to increase his creditscore.
So you know, if you'reeducating your client and they
want to listen and I do listengood things happen.
Speaker 1 (06:57):
You're exactly right.
I love that.
So you're seeing FHA VA wetalked about.
You said pH FA, you saw.
You saw that, which is aPennsylvania Program, and that's
what I'm seeing too.
My, I'm definitely seeingexciting.
It is exciting because I feelso bad for buyer clients over
the past Two years.
I mean, I had people that I Iwrote 11 offers for until I
(07:19):
actually got him a home andthat's not fun.
Speaker 2 (07:22):
No, and I do feel the people that maybe were there a
year ago and maybe they wentinto a rental for a year.
Their lease is coming due, true.
I think now it's a good timefor Asians to reach out to them.
Speaker 1 (07:32):
Absolutely.
Speaker 2 (07:33):
Just let them know how the market did shift.
Yeah, I mean not promise them.
Speaker 1 (07:37):
No, no, it's getting there give it a try again.
Yeah, exactly.
Well, here's the thing.
What do you have to lose?
You're not losing anything whenyou make an offer.
You don't lose your downpayment.
You don't lose anything.
Speaker 2 (07:47):
You lose time and you lose a little bit of effort and
sometimes a little depressing,but you move into with family.
It could be good or bad.
Yeah, some money.
Yeah, exactly encourage you toget out.
Speaker 1 (07:57):
Yeah, maybe they push you out, maybe they make your
bedroom very small, maybe you'rehomeless?
We don't.
We're not in the business tomake people homeless, though.
That is not.
That's not our business.
That's that's not us.
So I have a question for youhere.
You've been producing at areally high level For a very
long time, and I might haveasked you this question before.
I don't know if I did, but whatdo you feel is your secret
(08:19):
sauce?
Speaker 2 (08:20):
There's a lot of different things.
Um I, it's all aboutrelationships, hugo, when I came
in today, he asked me todescribe myself with three
adjectives.
Speaker 1 (08:29):
I don't know.
Very good, hugo was all over it.
Hugo was going to start his ownpodcast.
Speaker 2 (08:35):
So he put me on the spot.
Speaker 1 (08:37):
Yeah.
Speaker 2 (08:38):
But I do feel, you know, being kind I think I
talked about this before andjust talking with your client
and making them feel comfortableis still why I'm doing what I'm
doing.
Yeah, exactly, I base all of mybusiness off of referral
friends, family, you know, notpaying for leads.
I'm proud to say that, yes, Ido advertising, but I'm not you
(09:01):
know creating anything on Zillowor Realtorcom.
It's all people.
Speaker 1 (09:04):
I know that's important to bring out, not to
stop you there.
I don't want to stop your role,but the whole not paying for
leads is really important for, Ithink, agents to hear and this
shows for agents and for ourclients and the consumer out
there.
So it's good to hear thatyou're not doing that, that you
truly believe in building therelationships is where it's all
(09:25):
about, and it's proven that itworks, because you did not just
do this one year, did not justdo this two years.
You're how many years now?
10, 18 years.
At the top of your game.
Maybe 15 of those 18, maybe Idon't know really, yeah, Is that
right.
Okay, I thought it was aroundthere.
So that just shows you this isnot a blip, that's a trend and
(09:48):
it also lets people know.
And when agents come in, neweragents come into our office.
Now these days I kind of usethat also and say, look, you
know, don't go spending moneywhen you first start out, what
you need to do is let everybodyin the world know that you're in
the business.
I agree, and that's the mostimportant part, because people
need to know you're in thebusiness and then they'll work
with you.
(10:08):
If they like you, they willwork with you.
Speaker 2 (10:10):
I agree.
Speaker 1 (10:10):
You know, and that's what you do.
You're building rapport, you'rebuilding trust, because
nobody's going to work withsomebody that is a salesperson.
Yes, they're going to work withsomebody that they trust and
that they feel good about andthat makes them feel good when
they're around them.
Speaker 2 (10:22):
Right, I agree, and at the end of the day, I want
them to be happy.
Not one deal is just perfectand smooth.
There's always a glitch.
Speaker 1 (10:32):
Yeah, of course, absolutely.
Speaker 2 (10:33):
Maybe my client doesn't know, but I'm behind the
scenes making that as smooth aspossible and I want them to
smile at the end of the day andfeel good about what they just
did, whether they bought a house, sold a house, sold a parents
house, an estate.
That's what makes me tick everyday, and that's what makes me
want to keep loving what I do.
Speaker 1 (10:51):
Do you find because of that, when people refer you,
do you find that the people thatyou work with are always kind
of the same kind of people?
Speaker 2 (10:58):
because of that it depends.
Speaker 1 (11:00):
Are there times where your personality maybe doesn't
fit as well as you wish it would?
Speaker 2 (11:04):
It doesn't but I feel that I can adapt very easily.
Camelia Correct, I have firsttime homebuyers.
I have 90 year old clients.
I have people that maybe arecompletely opposite of me, but I
make it happen and I lovepeople, no matter who they are,
what they like, what I don'tlike, what it makes.
Speaker 1 (11:27):
Well, and the common thing is we are all people.
Yes, like when they always talkabout common bonds.
Well, the first common bond iswe're all people, so that's the
most important common bond tostart with.
That's your foundation.
And then you go from there.
Maybe they like golf, maybethey don't like golf, maybe they
like this, and then you canfind something that you can come
on to a different level thathas nothing to do with real
estate, I agree that you cantalk about, and now, all of a
(11:47):
sudden, the guard comes down andnow it's about us being people.
Speaker 2 (11:51):
Correct as opposed to being sales people, and I
typically say that you knowthere's some people strict
business.
You know no kind, you know nopersonal conversations.
I know when to have that orwhen not, to Some people don't
give a rip about your personalbusiness.
Speaker 1 (12:05):
Some people do, some people won't.
Speaker 2 (12:07):
He goes like he goes like yeah, you're right, they
don't give a rip, they justdon't care Okay.
Speaker 1 (12:14):
It's totally okay.
Speaker 2 (12:14):
I still make it happen.
Speaker 1 (12:16):
Absolutely, absolutely.
That's cool.
You're driven to produce at ahigh level.
Okay, what fuels that drive?
Because drive needs fuel.
So you can call it your why.
You can the why thing gets usedtoo much.
I don't say what's the fuel,what's behind it all?
Speaker 2 (12:33):
I'm a very competitive person.
I know that, and guess what?
I look at my own numbers andwhat I can do, and it's about
you know keep doing that.
Speaker 1 (12:49):
How do I get better?
Speaker 2 (12:51):
How.
What makes my life complete.
You know saving towards mykids' college, or you know
different organizations I'mdonating to.
That's what makes me happy andit's really about me.
You know beating those numbersmyself.
Yes, I am competitive.
I love sports.
Yeah, but you were being insports when you got here, yes.
(13:13):
So you know I'm used to theteam.
I love that part.
But, at the end of the day, Iwant to keep doing better for
myself.
Yeah, and that's my why.
Speaker 1 (13:22):
That's awesome.
Speaker 2 (13:23):
Make my family complete and happy.
Speaker 1 (13:25):
That's awesome, very cool, and you seem to do a good
job with that.
Yes, watch on social media.
We talked about changes.
We talked about interest rates.
What do you like to do besidesreal estate?
Speaker 2 (13:37):
I love to golf.
Speaker 1 (13:37):
I've been doing it.
Which is newer for you?
Speaker 2 (13:39):
Not new, but like kind of new it's been about
three summers now and I feel Imean there could be good days
and bad days.
Speaker 1 (13:48):
So golf, that's golf.
Everybody loves that.
That's golf, that's golf, yeah.
Speaker 2 (13:51):
I do feel it's the only time I typically play nine
holes and it's the only time Ihave to myself.
I try not to go on my phone andcheck work.
Speaker 1 (13:59):
That's good.
That's very good, though that'sgolf with me.
I've been at it at me.
Speaker 2 (14:02):
You need to do that.
I feel like it's the only timeto myself that it's about, it's
solely about me.
Cool, and I can work on my golfgame and not think about where
I'm going in an hour or what mynext appointment is, so I do
enjoy that.
Speaker 1 (14:18):
And if you do that, your golf game will suck.
Seriously if you're thinkingabout the next thing.
If you're thinking, about tears.
Yeah, that's golf, I mean ifyou're not in it, you're not
going to do well.
Speaker 2 (14:30):
For sure.
Yeah, it's definitely got to bein a type thing.
Yeah, I love being with my kids.
We've been at the pool quite abit this summer.
Sports going to sporting events.
Speaker 1 (14:40):
And so what's the goal or what to say?
Where would you want to be in10 years?
Doing what I'm doing, Don't youdo it still, so you just you
see yourself keep doing it.
Speaker 2 (14:52):
I'm 41 and I don't.
Oh, yeah, she's 41.
Geez.
Speaker 1 (14:55):
I just turned 53.
See if 10 years for me means 63.
You know, it's a littledifferent, I agree.
No I want to Keep going.
Speaker 2 (15:03):
For sure, because I can do this wherever I'm at.
I do love to vacation, and youmight not know when I'm on
vacation.
I'm still working, but I don'tsee an end line at all right now
.
That's good.
That's good, especially at myage.
Speaker 1 (15:16):
That's good Like this is so no, like basket weaving
or anything like that.
Yet I can't set still, I'malready ready to go.
Speaker 2 (15:22):
Let's go, she's already ticked off.
Speaker 1 (15:24):
She's like great.
She's like this podcast is waytoo long.
But no, because some peoplealso have like like, do you want
to become a private pilot?
Do you want to do anythingbesides?
Speaker 2 (15:33):
I like to.
I'm trying to keep building mybook of buying properties for
investments Okay.
Having the residual income.
Yes, I do think that'simportant.
Best place to put your money nomoving south.
Speaker 1 (15:48):
No, no, that's how my kids are out of school.
That's your kids are out ofschool.
That's a wow, and how old areyour kids?
Speaker 2 (15:51):
Seven and nine.
Speaker 1 (15:52):
Seven and nine.
Speaker 2 (15:53):
First grade and fourth grade.
Speaker 1 (15:55):
I got a long time yeah you do have a long time, so
do I, but I'm 53 and you're 41.
Speaker 2 (15:59):
41.
Is that right, that's?
Speaker 1 (16:00):
41.
Man, holy mackerel.
Well, is there anything elsethat you wanted to talk about at
all, or anything you want tosay to to anybody buying a
property, anybody that's arealtor you know in this
business today like to give themadvice.
Is there anything that you canthink of?
Speaker 2 (16:14):
To anybody buying or selling a property.
Whether you're using me oranyone in this business, make
sure you're educated, Make suresomeone's going to hold your
hand and know the exact process.
Don't don't do anything thatyou're pressured into, and all
the agents, especially in ouroffice, have been wonderful and
just keep learning.
Speaker 1 (16:32):
Because every day is a new day.
It is.
Speaker 2 (16:34):
It's amazing how this business changes and septic
inspections are back.
Speaker 1 (16:39):
So that's the.
That's funny because this isthe ending of the of the podcast
.
We want to let you know thatseptic inspections are back and
people are like, really, is thatwhat I'm, that's what I'm
supposed to get?
That's the wrap up of the wholething.
That's the wrap up.
Speaker 2 (16:51):
That's the wrap up.
I'm very educated on that, Ilove it.
Speaker 1 (16:54):
I love it All.
Right, there we go.
Septic inspections.
Inspections are back from KellySpade.
What a great conversation.
Please tune in every everyThursday at 7 pm and then we
will see you again next week.
Thank you so much, Thank you.
Hello, this is Brad Wiseman.
You'll listen to Real Estateand you.
We're back in the studio, andCarson always makes fun of me
when I say that, which is kindof funny.
That's why I keep doing it.
But we have a repeat guest herethat I'm very excited about.
This woman, this lady, she doesa serious amount of business.
(00:21):
She's on the top of her gamefor many, many years.
Her name is Kelly Spade.
She's from our office here.
She's also a good friend and Ijust want to say hello, hi, how
are you doing?
Speaker 2 (00:31):
I'm great.
How are you?
Speaker 1 (00:32):
I'm doing great.
I got back from Alaska not toolong ago, that's amazing.
So I'm doing great, and Ididn't get bit by a bear, so
that's good.
Speaker 2 (00:38):
And you came back.
Speaker 1 (00:39):
And I came back alive .
So I'm all good.
I'm all good.
So how long has it been sincewe talked?
Speaker 2 (00:45):
Well, we talk often, yeah, but like a year on the
show, probably over a year.
Speaker 1 (00:48):
Over a year.
Wow, way too long, right.
So since then, have you seenchanges?
Speaker 2 (00:53):
I have.
Every day has a change.
Speaker 1 (00:56):
Right, no, but I mean , okay, let's go with that, but
let's go with trend.
Is there any trend changes?
Is there anything changing?
Like you're seeing, wow, thisis definitely becoming a trend,
not just a blip.
Speaker 2 (01:06):
I do.
Well, obviously, the big talkis the rates.
Right, so from a year ago fromsix months ago they definitely
increased and we're alladjusting to that.
But this is the new day, thisis our new life.
With these rates, that's whatwe have.
Speaker 1 (01:22):
Correct.
If you want to buy a house,this is the way it is.
You're right.
We all know that.
Our parents tell us storiesabout 16%, 17%.
So we'll be telling thesestories someday.
I agree, our kids will betelling stories like this
someday, but it's not that weare not there.
We're at 7.5% around.
Speaker 2 (01:39):
Which is normal.
Speaker 1 (01:40):
Which is pretty much normal, exactly so, do you find?
Has it affected your business?
The rates?
Speaker 2 (01:48):
A tad.
Speaker 1 (01:49):
Okay.
Speaker 2 (01:50):
But I really don't.
I can't say it's because ofthat.
I feel if you educate yourclients and educate everyone
around you, even your co-agentsand everybody that you talk to,
it's gonna be okay.
This is a normal right now andyou can always refinance when
the rates do come back down.
I don't think they're gonna behere to stay.
Speaker 1 (02:09):
No, and I don't think so either.
And every indicator is sayingthat.
They're all saying the mortgagebusiness, what is it?
The mortgage bankersassociation, the MBA?
They're saying it's gonna comedown, possibly by the end of
this year, which would bewonderful.
They're saying that next year.
I know like even NAR, nationalAssociation Realtors, is saying
rates are gonna come down,correct.
(02:29):
I think what's interestingabout this whole thing and you
can tell me, we still have a lotof buyers.
Speaker 2 (02:34):
We do Right, they're just waiting.
Right.
I want them to be able topurchase a house because rent is
more than a mortgage payment at7.5%.
Speaker 1 (02:46):
You're exactly right.
I'm seeing people paying forrental like 2200, 2500, 2600,.
Speaker 2 (02:52):
yes, that's the average right now, which is a
lot for Berks County.
Speaker 1 (02:56):
It is a lot for Berks County.
So what are you telling buyersthat have put in?
I'm sure you have buyers thathave several offers.
Yes, they get discouraged, ofcourse.
What do you say to them to keepthem going?
Speaker 2 (03:07):
Well, in the past couple of months you can see
that maybe we're not offering30K over asking.
Maybe the buyers that might nothave as much in the bank they
have 25,000 out of pocket,they're having a better chance
of winning an offer and theirexcitement can come back to
(03:28):
having a chance of getting thathouse.
So a lot of homes are nowselling 10 to 15K over and not
the crazy 50, 60k.
So there is still competition.
There's still not enough houses, but I feel like our first time
home buyers have a better shotright now.
They have a chance, Even thoughtheir mortgage payment is
(03:50):
higher than it was a year ago,two years ago.
I always relate to them that Ido feel they're gonna be able to
refi in the next two to threeyears, even in six months.
They might be able to come backin and have a lower rate.
So the education for them isimportant and hold their hand
and just tell them it will beokay.
Speaker 1 (04:09):
Expectations right, Correct Building expectations
For sure.
What's up, Hugo?
Speaker 2 (04:14):
I have a question Is there any drawback or
disadvantages on refinancing, oris this refinancing just
getting a better rate, correct?
Speaker 1 (04:25):
Yeah, there's some costs.
Speaker 2 (04:26):
It depends on how yeah out of pocket.
Not much Not much equity youhave in the home.
But, okay, your lender will goover that with you at the time
if they feel it's right.
Most lenders put you on a in asystem that if they see in six
months, if you just purchased ahouse that it might be a good
time, and they'll reach out toyou and go over all the numbers,
that's the first time I sawHugo raise his hand.
Speaker 1 (04:49):
I'm excited.
He normally just like, saidsomething.
I mean I thought there wassomething wrong with the podcast
.
I'm like what happened?
Are we canceling this or we?
What's going on?
That's a great question and youknow it's a question that most
people will ask.
Speaker 2 (05:01):
But you know, I think the money that you'll save if
you do pay a little bit torefinance it's not much you roll
it into the mortgage and it's,it's, it's back to you're good
to get and I think, with alender Educating you from the
start, you know when you'reputting offers in now they can
talk about what could happen inthe future.
They could talk about if therates at five and a half percent
verse seven and a half percent,so you can, you know, look
(05:24):
forward to something and andwhat it could be, which is a
good possibility, yeah he's gota good lender.
Speaker 1 (05:29):
We're one of our sponsors.
Mike Bauer from CMG home loansis actually doing Hugo's
mortgage, which is cool.
He's looking for a house wemight find out today.
Speaker 2 (05:38):
That's right.
Speaker 1 (05:39):
We might find out today if Hugo is gonna be a
homeowner, so it's gonna be veryexciting.
So, we'll see, we'll see, butyes, so going over that, so it.
There is a trend that I'mseeing, that you're even saying
there is that I'm starting tosee FHA Correct.
Speaker 2 (05:53):
I had one just after it over the weekend.
My, my buyer, a high schoolfriend, very good friend of mine
, has been looking for about sixmonths.
Wow, and every time we talk orwe go look at a house, you know,
obviously we have to see if theseller is accepting FHA.
And I don't want him to get tooexcited.
I kept telling him each weeklet's keep saving money, yeah,
(06:13):
yeah.
Speaker 1 (06:14):
Your credit score higher and boom.
Yeah.
Speaker 2 (06:18):
We, we made it happen over the weekend.
Speaker 1 (06:19):
That's great advice is is to is why you're waiting,
why you're, why you're notwinning the homes.
Save up money, work on yourcredit score and that's perfect,
and you know it's funny.
What that does is every singletime you write an offer for him.
He's a better buyer.
Yes right, and so six monthslater that's a lot.
That could be a lot of moneysaved.
(06:40):
That could be a much bettercredit score.
For sure that could be goingfrom FHA to conventional.
Speaker 2 (06:44):
Yep, and we had him go over of what he would have to
pay down to increase his creditscore.
So you know, if you'reeducating your client and they
want to listen and I do listengood things happen.
Speaker 1 (06:57):
You're exactly right.
I love that.
So you're seeing FHA VA wetalked about.
You said pH FA, you saw.
You saw that, which is aPennsylvania Program, and that's
what I'm seeing too.
My, I'm definitely seeingexciting.
It is exciting because I feelso bad for buyer clients over
the past Two years.
I mean, I had people that I Iwrote 11 offers for until I
(07:19):
actually got him a home andthat's not fun.
Speaker 2 (07:22):
No, and I do feel the people that maybe were there a
year ago and maybe they wentinto a rental for a year.
Their lease is coming due, true.
I think now it's a good timefor Asians to reach out to them.
Speaker 1 (07:32):
Absolutely.
Speaker 2 (07:33):
Just let them know how the market did shift.
Yeah, I mean not promise them.
Speaker 1 (07:37):
No, no, it's getting there give it a try again.
Yeah, exactly.
Well, here's the thing.
What do you have to lose?
You're not losing anything whenyou make an offer.
You don't lose your downpayment.
You don't lose anything.
Speaker 2 (07:47):
You lose time and you lose a little bit of effort and
sometimes a little depressing,but you move into with family.
It could be good or bad.
Yeah, some money.
Yeah, exactly encourage you toget out.
Speaker 1 (07:57):
Yeah, maybe they push you out, maybe they make your
bedroom very small, maybe you'rehomeless?
We don't.
We're not in the business tomake people homeless, though.
That is not.
That's not our business.
That's that's not us.
So I have a question for youhere.
You've been producing at areally high level For a very
long time, and I might haveasked you this question before.
I don't know if I did, but whatdo you feel is your secret
(08:19):
sauce?
Speaker 2 (08:20):
There's a lot of different things.
Um I, it's all aboutrelationships, hugo, when I came
in today, he asked me todescribe myself with three
adjectives.
Speaker 1 (08:29):
I don't know.
Very good, hugo was all over it.
Hugo was going to start his ownpodcast.
Speaker 2 (08:35):
So he put me on the spot.
Speaker 1 (08:37):
Yeah.
Speaker 2 (08:38):
But I do feel, you know, being kind I think I
talked about this before andjust talking with your client
and making them feel comfortableis still why I'm doing what I'm
doing.
Yeah, exactly, I base all of mybusiness off of referral
friends, family, you know, notpaying for leads.
I'm proud to say that, yes, Ido advertising, but I'm not you
(09:01):
know creating anything on Zillowor Realtorcom.
It's all people.
Speaker 1 (09:04):
I know that's important to bring out, not to
stop you there.
I don't want to stop your role,but the whole not paying for
leads is really important for, Ithink, agents to hear and this
shows for agents and for ourclients and the consumer out
there.
So it's good to hear thatyou're not doing that, that you
truly believe in building therelationships is where it's all
(09:25):
about, and it's proven that itworks, because you did not just
do this one year, did not justdo this two years.
You're how many years now?
10, 18 years.
At the top of your game.
Maybe 15 of those 18, maybe Idon't know really, yeah, Is that
right.
Okay, I thought it was aroundthere.
So that just shows you this isnot a blip, that's a trend and
(09:48):
it also lets people know.
And when agents come in, neweragents come into our office.
Now these days I kind of usethat also and say, look, you
know, don't go spending moneywhen you first start out, what
you need to do is let everybodyin the world know that you're in
the business.
I agree, and that's the mostimportant part, because people
need to know you're in thebusiness and then they'll work
with you.
(10:08):
If they like you, they willwork with you.
Speaker 2 (10:10):
I agree.
Speaker 1 (10:10):
You know, and that's what you do.
You're building rapport, you'rebuilding trust, because
nobody's going to work withsomebody that is a salesperson.
Yes, they're going to work withsomebody that they trust and
that they feel good about andthat makes them feel good when
they're around them.
Speaker 2 (10:22):
Right, I agree, and at the end of the day, I want
them to be happy.
Not one deal is just perfectand smooth.
There's always a glitch.
Speaker 1 (10:32):
Yeah, of course, absolutely.
Speaker 2 (10:33):
Maybe my client doesn't know, but I'm behind the
scenes making that as smooth aspossible and I want them to
smile at the end of the day andfeel good about what they just
did, whether they bought a house, sold a house, sold a parents
house, an estate.
That's what makes me tick everyday, and that's what makes me
want to keep loving what I do.
Speaker 1 (10:51):
Do you find because of that, when people refer you,
do you find that the people thatyou work with are always kind
of the same kind of people?
Speaker 2 (10:58):
because of that it depends.
Speaker 1 (11:00):
Are there times where your personality maybe doesn't
fit as well as you wish it would?
Speaker 2 (11:04):
It doesn't but I feel that I can adapt very easily.
Camelia Correct, I have firsttime homebuyers.
I have 90 year old clients.
I have people that maybe arecompletely opposite of me, but I
make it happen and I lovepeople, no matter who they are,
what they like, what I don'tlike, what it makes.
Speaker 1 (11:27):
Well, and the common thing is we are all people.
Yes, like when they always talkabout common bonds.
Well, the first common bond iswe're all people, so that's the
most important common bond tostart with.
That's your foundation.
And then you go from there.
Maybe they like golf, maybethey don't like golf, maybe they
like this, and then you canfind something that you can come
on to a different level thathas nothing to do with real
estate, I agree that you cantalk about, and now, all of a
(11:47):
sudden, the guard comes down andnow it's about us being people.
Speaker 2 (11:51):
Correct as opposed to being sales people, and I
typically say that you knowthere's some people strict
business.
You know no kind, you know nopersonal conversations.
I know when to have that orwhen not, to Some people don't
give a rip about your personalbusiness.
Speaker 1 (12:05):
Some people do, some people won't.
Speaker 2 (12:07):
He goes like he goes like yeah, you're right, they
don't give a rip, they justdon't care Okay.
Speaker 1 (12:14):
It's totally okay.
Speaker 2 (12:14):
I still make it happen.
Speaker 1 (12:16):
Absolutely, absolutely.
That's cool.
You're driven to produce at ahigh level.
Okay, what fuels that drive?
Because drive needs fuel.
So you can call it your why.
You can the why thing gets usedtoo much.
I don't say what's the fuel,what's behind it all?
Speaker 2 (12:33):
I'm a very competitive person.
I know that, and guess what?
I look at my own numbers andwhat I can do, and it's about
you know keep doing that.
Speaker 1 (12:49):
How do I get better?
Speaker 2 (12:51):
How.
What makes my life complete.
You know saving towards mykids' college, or you know
different organizations I'mdonating to.
That's what makes me happy andit's really about me.
You know beating those numbersmyself.
Yes, I am competitive.
I love sports.
Yeah, but you were being insports when you got here, yes.
(13:13):
So you know I'm used to theteam.
I love that part.
But, at the end of the day, Iwant to keep doing better for
myself.
Yeah, and that's my why.
Speaker 1 (13:22):
That's awesome.
Speaker 2 (13:23):
Make my family complete and happy.
Speaker 1 (13:25):
That's awesome, very cool, and you seem to do a good
job with that.
Yes, watch on social media.
We talked about changes.
We talked about interest rates.
What do you like to do besidesreal estate?
Speaker 2 (13:37):
I love to golf.
Speaker 1 (13:37):
I've been doing it.
Which is newer for you?
Speaker 2 (13:39):
Not new, but like kind of new it's been about
three summers now and I feel Imean there could be good days
and bad days.
Speaker 1 (13:48):
So golf, that's golf.
Everybody loves that.
That's golf, that's golf, yeah.
Speaker 2 (13:51):
I do feel it's the only time I typically play nine
holes and it's the only time Ihave to myself.
I try not to go on my phone andcheck work.
Speaker 1 (13:59):
That's good.
That's very good, though that'sgolf with me.
I've been at it at me.
Speaker 2 (14:02):
You need to do that.
I feel like it's the only timeto myself that it's about, it's
solely about me.
Cool, and I can work on my golfgame and not think about where
I'm going in an hour or what mynext appointment is, so I do
enjoy that.
Speaker 1 (14:18):
And if you do that, your golf game will suck.
Seriously if you're thinkingabout the next thing.
If you're thinking, about tears.
Yeah, that's golf, I mean ifyou're not in it, you're not
going to do well.
Speaker 2 (14:30):
For sure.
Yeah, it's definitely got to bein a type thing.
Yeah, I love being with my kids.
We've been at the pool quite abit this summer.
Sports going to sporting events.
Speaker 1 (14:40):
And so what's the goal or what to say?
Where would you want to be in10 years?
Doing what I'm doing, Don't youdo it still, so you just you
see yourself keep doing it.
Speaker 2 (14:52):
I'm 41 and I don't.
Oh, yeah, she's 41.
Geez.
Speaker 1 (14:55):
I just turned 53.
See if 10 years for me means 63.
You know, it's a littledifferent, I agree.
No I want to Keep going.
Speaker 2 (15:03):
For sure, because I can do this wherever I'm at.
I do love to vacation, and youmight not know when I'm on
vacation.
I'm still working, but I don'tsee an end line at all right now
.
That's good.
That's good, especially at myage.
Speaker 1 (15:16):
That's good Like this is so no, like basket weaving
or anything like that.
Yet I can't set still, I'malready ready to go.
Speaker 2 (15:22):
Let's go, she's already ticked off.
Speaker 1 (15:24):
She's like great.
She's like this podcast is waytoo long.
But no, because some peoplealso have like like, do you want
to become a private pilot?
Do you want to do anythingbesides?
Speaker 2 (15:33):
I like to.
I'm trying to keep building mybook of buying properties for
investments Okay.
Having the residual income.
Yes, I do think that'simportant.
Best place to put your money nomoving south.
Speaker 1 (15:48):
No, no, that's how my kids are out of school.
That's your kids are out ofschool.
That's a wow, and how old areyour kids?
Speaker 2 (15:51):
Seven and nine.
Speaker 1 (15:52):
Seven and nine.
Speaker 2 (15:53):
First grade and fourth grade.
Speaker 1 (15:55):
I got a long time yeah you do have a long time, so
do I, but I'm 53 and you're 41.
Speaker 2 (15:59):
41.
Is that right, that's?
Speaker 1 (16:00):
41.
Man, holy mackerel.
Well, is there anything elsethat you wanted to talk about at
all, or anything you want tosay to to anybody buying a
property, anybody that's arealtor you know in this
business today like to give themadvice.
Is there anything that you canthink of?
Speaker 2 (16:14):
To anybody buying or selling a property.
Whether you're using me oranyone in this business, make
sure you're educated, Make suresomeone's going to hold your
hand and know the exact process.
Don't don't do anything thatyou're pressured into, and all
the agents, especially in ouroffice, have been wonderful and
just keep learning.
Speaker 1 (16:32):
Because every day is a new day.
It is.
Speaker 2 (16:34):
It's amazing how this business changes and septic
inspections are back.
Speaker 1 (16:39):
So that's the.
That's funny because this isthe ending of the of the podcast
.
We want to let you know thatseptic inspections are back and
people are like, really, is thatwhat I'm, that's what I'm
supposed to get?
That's the wrap up of the wholething.
That's the wrap up.
Speaker 2 (16:51):
That's the wrap up.
I'm very educated on that, Ilove it.
Speaker 1 (16:54):
I love it All.
Right, there we go.
Septic inspections.
Inspections are back from KellySpade.
What a great conversation.
Please tune in every everyThursday at 7 pm and then we
will see you again next week.
Thank you so much, Thank you.
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