Real Estate Insights and Personal Journeys w/ Kelly Spayd

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

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Welcome to The Brad Weisman Show, where we dive into the world of real people, 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 #RealPeopleRealLife 

Credits - The music for my podcast was written and performed by Jeff Miller. 

Transcript

Real Estate Trends and Advice

Speaker 1 0:31

Hello, this is Brad Wiseman. You'll listen to Real Estate and you. We're back in the studio, and Carson always makes fun of me when I say that, which is kind of funny. That's why I keep doing it. But we have a repeat guest here that I'm very excited about. This woman, this lady, she does a serious amount of business. She's on the top of her game for many, many years. Her name is Kelly Spade. She's from our office here. She's also a good friend and I just want to say hello, hi, how are you doing?

Speaker 2 1:02

I'm great. How are you?

Speaker 1 1:03

I'm doing great. I got back from Alaska not too long ago, that's amazing. So I'm doing great, and I didn't get bit by a bear, so that's good.

Speaker 2 1:09

And you came back.

Speaker 1 1:10

And I came back alive. So I'm all good. I'm all good. So how long has it been since we talked?

Speaker 2 1:16

Well, we talk often, yeah, but like a year on the show, probably over a year.

Speaker 1 1:19

Over a year. Wow, way too long, right. So since then, have you seen changes?

Speaker 2 1:24

I have. Every day has a change.

Speaker 1 1:27

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, this is definitely becoming a trend, not just a blip.

Speaker 2 1:37

I do. Well, obviously, the big talk is the rates. Right, so from a year ago from six months ago they definitely increased and we're all adjusting to that. But this is the new day, this is our new life. With these rates, that's what we have.

Speaker 1 1:53

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 stories about 16%, 17%. So we'll be telling these stories someday. I agree, our kids will be telling stories like this someday, but it's not that we are not there. We're at 7.5% around.

Speaker 2 2:10

Which is normal.

Speaker 1 2:11

Which is pretty much normal, exactly so, do you find? Has it affected your business? The rates?

Speaker 2 2:19

A tad.

Speaker 1 2:20

Okay.

Speaker 2 2:21

But I really don't. I can't say it's because of that. I feel if you educate your clients and educate everyone around you, even your co-agents and everybody that you talk to, it's gonna be okay. This is a normal right now and you can always refinance when the rates do come back down. I don't think they're gonna be here to stay.

Speaker 1 2:40

No, and I don't think so either. And every indicator is saying that. They're all saying the mortgage business, what is it? The mortgage bankers association, the MBA? They're saying it's gonna come down, possibly by the end of this year, which would be wonderful. They're saying that next year. I know like even NAR, national Association Realtors, is saying rates are gonna come down, correct. I think what's interesting about this whole thing and you can tell me, we still have a lot of buyers.

Speaker 2 3:05

We do Right, they're just waiting. Right. I want them to be able to purchase a house because rent is more than a mortgage payment at 7.5%.

Speaker 1 3:17

You're exactly right. I'm seeing people paying for rental like 2200, 2500, 2600,.

Speaker 2 3:23

yes, that's the average right now, which is a lot for Berks County.

Speaker 1 3:27

It is a lot for Berks County. So what are you telling buyers that have put in? I'm sure you have buyers that have several offers. Yes, they get discouraged, of course. What do you say to them to keep them going?

Speaker 2 3:38

Well, in the past couple of months you can see that maybe we're not offering 30K over asking. Maybe the buyers that might not have as much in the bank they have 25,000 out of pocket, they're having a better chance of winning an offer and their excitement can come back to having a chance of getting that house. So a lot of homes are now selling 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 shot right now. They have a chance, Even though their mortgage payment is higher than it was a year ago, two years ago. I always relate to them that I do feel they're gonna be able to refi in the next two to three years, even in six months. They might be able to come back in and have a lower rate. So the education for them is important and hold their hand and just tell them it will be okay.

Speaker 1 4:40

Expectations right, Correct Building expectations For sure. What's up, Hugo?

Speaker 2 4:45

I have a question Is there any drawback or disadvantages on refinancing, or is this refinancing just getting a better rate, correct?

Speaker 1 4:56

Yeah, there's some costs.

Speaker 2 4:57

It depends on how yeah out of pocket. Not much Not much equity you have in the home. But, okay, your lender will go over that with you at the time if they feel it's right. Most lenders put you on a in a system that if they see in six months, if you just purchased a house that it might be a good time, and they'll reach out to you and go over all the numbers, that's the first time I saw Hugo raise his hand.

Speaker 1 5:20

I'm excited. He normally just like, said something. I mean I thought there was something 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 you know it's a question that most people will ask.

Speaker 2 5:32

But you know, I think the money that you'll save if you do pay a little bit to refinance 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 a lender Educating you from the start, you know when you're putting offers in now they can talk about what could happen in the future. They could talk about if the rates at five and a half percent verse seven and a half percent, so you can, you know, look forward to something and and what it could be, which is a good possibility, yeah he's got a good lender.

Speaker 1 6:00

We're one of our sponsors. Mike Bauer from CMG home loans is actually doing Hugo's mortgage, which is cool. He's looking for a house we might find out today.

Speaker 2 6:09

That's right.

Speaker 1 6:10

We might find out today if Hugo is gonna be a homeowner, so it's gonna be very exciting. So, we'll see, we'll see, but yes, so going over that, so it. There is a trend that I'm seeing, that you're even saying there is that I'm starting to see FHA Correct.

Speaker 2 6:24

I had one just after it over the weekend. My, my buyer, a high school friend, very good friend of mine, has been looking for about six months. Wow, and every time we talk or we go look at a house, you know, obviously we have to see if the seller is accepting FHA. And I don't want him to get too excited. I kept telling him each week let's keep saving money, yeah, yeah.

Speaker 1 6:45

Your credit score higher and boom. Yeah.

Speaker 2 6:49

We, we made it happen over the weekend.

Speaker 1 6:50

That's great advice is is to is why you're waiting, why you're, why you're not winning the homes. Save up money, work on your credit score and that's perfect, and you know it's funny. What that does is every single time you write an offer for him. He's a better buyer. Yes right, and so six months later that's a lot. That could be a lot of money saved. That could be a much better credit score. For sure that could be going from FHA to conventional.

Speaker 2 7:15

Yep, and we had him go over of what he would have to pay down to increase his credit score. So you know, if you're educating your client and they want to listen and I do listen good things happen.

Speaker 1 7:28

You're exactly right. I love that. So you're seeing FHA VA we talked about. You said pH FA, you saw. You saw that, which is a Pennsylvania Program, and that's what I'm seeing too. My, I'm definitely seeing exciting. It is exciting because I feel so bad for buyer clients over the past Two years. I mean, I had people that I I wrote 11 offers for until I actually got him a home and that's not fun.

Speaker 2 7:53

No, and I do feel the people that maybe were there a year ago and maybe they went into a rental for a year. Their lease is coming due, true. I think now it's a good time for Asians to reach out to them.

Speaker 1 8:03

Absolutely.

Speaker 2 8:04

Just let them know how the market did shift. Yeah, I mean not promise them.

Speaker 1 8:08

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 when you make an offer. You don't lose your down payment. You don't lose anything.

Speaker 2 8:18

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 to get out.

Speaker 1 8:28

Yeah, maybe they push you out, maybe they make your bedroom very small, maybe you're homeless? We don't. We're not in the business to make people homeless, though. That is not. That's not our business. That's that's not us. So I have a question for you here. You've been producing at a really high level For a very long time, and I might have asked you this question before. I don't know if I did, but what do you feel is your secret sauce?

Speaker 2 8:51

There's a lot of different things. Um I, it's all about relationships, hugo, when I came in today, he asked me to describe myself with three adjectives.

Speaker 1 9:00

I don't know. Very good, hugo was all over it. Hugo was going to start his own podcast.

Speaker 2 9:06

So he put me on the spot.

Speaker 1 9:08

Yeah.

Speaker 2 9:09

But I do feel, you know, being kind I think I talked about this before and just talking with your client and making them feel comfortable is still why I'm doing what I'm doing. Yeah, exactly, I base all of my business off of referral friends, family, you know, not paying for leads. I'm proud to say that, yes, I do advertising, but I'm not you know creating anything on Zillow or Realtorcom. It's all people.

Speaker 1 9:35

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, I think, agents to hear and this shows for agents and for our clients and the consumer out there. So it's good to hear that you're not doing that, that you truly believe in building the relationships is where it's all about, and it's proven that it works, because you did not just do this one year, did not just do this two years. You're how many years now? 10, 18 years. At the top of your game. Maybe 15 of those 18, maybe I don't know really, yeah, Is that right. Okay, I thought it was around there. So that just shows you this is not a blip, that's a trend and it also lets people know. And when agents come in, newer agents come into our office. Now these days I kind of use that also and say, look, you know, don't go spending money when you first start out, what you need to do is let everybody in the world know that you're in the business. I agree, and that's the most important part, because people need to know you're in the business and then they'll work with you. If they like you, they will work with you.

Speaker 2 10:41

I agree.

Speaker 1 10:41

You know, and that's what you do. You're building rapport, you're building trust, because nobody's going to work with somebody that is a salesperson. Yes, they're going to work with somebody that they trust and that they feel good about and that makes them feel good when they're around them.

Speaker 2 10:53

Right, I agree, and at the end of the day, I want them to be happy. Not one deal is just perfect and smooth. There's always a glitch.

Speaker 1 11:03

Yeah, of course, absolutely.

Speaker 2 11:04

Maybe my client doesn't know, but I'm behind the scenes making that as smooth as possible and I want them to smile at the end of the day and feel 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 every day, and that's what makes me want to keep loving what I do.

Speaker 1 11:22

Do you find because of that, when people refer you, do you find that the people that you work with are always kind of the same kind of people?

Speaker 2 11:29

because of that it depends.

Speaker 1 11:31

Are there times where your personality maybe doesn't fit as well as you wish it would?

Sales, Drive, and Personal Life

Speaker 2 11:35

It doesn't but I feel that I can adapt very easily. Camelia Correct, I have first time homebuyers. I have 90 year old clients. I have people that maybe are completely opposite of me, but I make it happen and I love people, no matter who they are, what they like, what I don't like, what it makes.

Speaker 1 11:58

Well, and the common thing is we are all people. Yes, like when they always talk about common bonds. Well, the first common bond is we're all people, so that's the most important common bond to start with. That's your foundation. And then you go from there. Maybe they like golf, maybe they don't like golf, maybe they like this, and then you can find something that you can come on to a different level that has nothing to do with real estate, I agree that you can talk about, and now, all of a sudden, the guard comes down and now it's about us being people.

Speaker 2 12:22

Correct as opposed to being sales people, and I typically say that you know there's some people strict business. You know no kind, you know no personal conversations. I know when to have that or when not, to Some people don't give a rip about your personal business.

Speaker 1 12:36

Some people do, some people won't.

Speaker 2 12:38

He goes like he goes like yeah, you're right, they don't give a rip, they just don't care Okay.

Speaker 1 12:45

It's totally okay.

Speaker 2 12:45

I still make it happen.

Speaker 1 12:47

Absolutely, absolutely. That's cool. You're driven to produce at a high level. Okay, what fuels that drive? Because drive needs fuel. So you can call it your why. You can the why thing gets used too much. I don't say what's the fuel, what's behind it all?

Speaker 2 13:04

I'm a very competitive person. I know that, and guess what? I look at my own numbers and what I can do, and it's about you know keep doing that.

Speaker 1 13:20

How do I get better?

Speaker 2 13:22

How. What makes my life complete. You know saving towards my kids' college, or you know different organizations I'm donating to. That's what makes me happy and it's really about me. You know beating those numbers myself. Yes, I am competitive. I love sports. Yeah, but you were being in sports when you got here, yes. So you know I'm used to the team. I love that part. But, at the end of the day, I want to keep doing better for myself. Yeah, and that's my why.

Speaker 1 13:53

That's awesome.

Speaker 2 13:54

Make my family complete and happy.

Speaker 1 13:56

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 besides real estate?

Speaker 2 14:08

I love to golf.

Speaker 1 14:08

I've been doing it. Which is newer for you?

Speaker 2 14:10

Not new, but like kind of new it's been about three summers now and I feel I mean there could be good days and bad days.

Speaker 1 14:19

So golf, that's golf. Everybody loves that. That's golf, that's golf, yeah.

Speaker 2 14:22

I do feel it's the only time I typically play nine holes and it's the only time I have to myself. I try not to go on my phone and check work.

Speaker 1 14:30

That's good. That's very good, though that's golf with me. I've been at it at me.

Speaker 2 14:33

You need to do that. I feel like it's the only time to myself that it's about, it's solely about me. Cool, and I can work on my golf game and not think about where I'm going in an hour or what my next appointment is, so I do enjoy that.

Speaker 1 14:49

And if you do that, your golf game will suck. Seriously if you're thinking about the next thing. If you're thinking, about tears. Yeah, that's golf, I mean if you're not in it, you're not going to do well.

Speaker 2 15:01

For sure. Yeah, it's definitely got to be in a type thing. Yeah, I love being with my kids. We've been at the pool quite a bit this summer. Sports going to sporting events.

Speaker 1 15:11

And so what's the goal or what to say? Where would you want to be in 10 years? Doing what I'm doing, Don't you do it still, so you just you see yourself keep doing it.

Speaker 2 15:22

I'm 41 and I don't. Oh, yeah, she's 41. Geez.

Speaker 1 15:26

I just turned 53. See if 10 years for me means 63. You know, it's a little different, I agree. No I want to Keep going.

Speaker 2 15:34

For sure, because I can do this wherever I'm at. I do love to vacation, and you might not know when I'm on vacation. I'm still working, but I don't see an end line at all right now. That's good. That's good, especially at my age.

Speaker 1 15:47

That's good Like this is so no, like basket weaving or anything like that. Yet I can't set still, I'm already ready to go.

Speaker 2 15:53

Let's go, she's already ticked off.

Speaker 1 15:55

She's like great. She's like this podcast is way too long. But no, because some people also have like like, do you want to become a private pilot? Do you want to do anything besides?

Speaker 2 16:04

I like to. I'm trying to keep building my book of buying properties for investments Okay. Having the residual income. Yes, I do think that's important. Best place to put your money no moving south.

Speaker 1 16:19

No, no, that's how my kids are out of school. That's your kids are out of school. That's a wow, and how old are your kids?

Speaker 2 16:22

Seven and nine.

Speaker 1 16:23

Seven and nine.

Speaker 2 16:24

First grade and fourth grade.

Speaker 1 16:26

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 16:30

41. Is that right, that's?

Septic Inspections Are Back

Speaker 1 16:31

41. Man, holy mackerel. Well, is there anything else that you wanted to talk about at all, or anything you want to say to to anybody buying a property, anybody that's a realtor you know in this business today like to give them advice. Is there anything that you can think of?

Speaker 2 16:45

To anybody buying or selling a property. Whether you're using me or anyone in this business, make sure you're educated, Make sure someone's going to hold your hand and know the exact process. Don't don't do anything that you're pressured into, and all the agents, especially in our office, have been wonderful and just keep learning.

Speaker 1 17:03

Because every day is a new day. It is.

Speaker 2 17:05

It's amazing how this business changes and septic inspections are back.

Speaker 1 17:10

So that's the. That's funny because this is the ending of the of the podcast. We want to let you know that septic inspections are back and people are like, really, is that what I'm, that's what I'm supposed to get? That's the wrap up of the whole thing. That's the wrap up.

Speaker 2 17:22

That's the wrap up. I'm very educated on that, I love it.

Speaker 1 17:25

I love it All. Right, there we go. Septic inspections. Inspections are back from Kelly Spade. What a great conversation. Please tune in every every Thursday at 7 pm and then we will see you again next week. Thank you so much, Thank you.