🎙️ Real Talk with Andres & Heather | Podcast🚀

Hey everyone, welcome back to Real Talk with Heather and Andres. I'm excited today. Um, today I have a special guest on, um, Mr. Jesse Kat. And unfortunately, Heather was not able to make it in today, but we are going to to run the show through as usual, just like she did on Tuesday. I wasn't able to make it and uh, and we still got it done.

So today I have a special guest in Jessica Nuke, a good friend of mine that I've had the pleasure to work with for over the past years. And um, man, what a journey. I'm I'm curious to hear what what that transpired before I met him. U because there's so much that we can dive into and I'm excited to have him here today as a guest. Jesse, um, again, thank you. Thank you for joining me here and appreciate it, brother.

Ah, it's a great honor to be on the show. I've heard some great things about your and Heather being on this this live. Like, it's great that people are actually getting a chance to listen to the experts and uh, yeah, you guys are doing great. So, it's an honor to be here. I'm really excited to share and uh, tell me a little bit more what we do here. Andreas, you want me to talk about myself because I could go all day long.

>> We'll we'll dive into that. We'll dive into that. And I just want to remind everyone they can follow us live on um on YouTube at head of the clouds, Andres Realtor on YouTube channels, on our Facebook and our Instagram. So, thank you guys for following us and Jesse, we can jump right into so many things, right? Um, but why don't you why don't we start one of the things I want to talk to you first uh in the process today is um we want to hear your story, right? What got you into real estate space? Also, uh once you got into the real estate space, I know you've been talking to to a lot of leads, right? As real estate agents, a lot of times we don't we don't pick up the phone and make the phone calls. So, I want to hear from your experience, you know, how are those conversations? How are you doing that? And then your involvement with cloud realy. I know you've been plugging into cloud realy for a year now. um, what's working for you here at cloud realy and now in the same capacity those cold calls with real estate agents how are those conversations so I want to dive into some of those details but before we get there Jesse why don't you give me a quick introduction about what got you into the real estate who's Jesse can the Canadian?

>> Oh um, well, I'm excited to share that with you. I am Canadian and I am from the heart and soul of the Canadian Rocky Mountains. And uh, I lived in Vancouver for 14 years. I made my first purchase in real estate under the years of 30 years old. And that's what kind of got me started. And then uh, I had an opportunity to go work in Mexico. I jumped on it. And I ended up, you know, thinking maybe I'll be here 3 months. We'll see how it goes. But funny thing, man. um, when you find success and you you find actually you find something you love to do, life just kind of works around it. So I ended up falling in love with Mexico. Um, I was originally working in time share down there and then, uh, after I got my permanent residence, I figured, you know what? I'm so good at reading contracts and I like actually helping people. Uh, which was what one of the reasons I was successful in time shares because I wanted to help people and there was lots of opportunity to help people because there's a lot of confusion where people just don't understand and they don't read the contracts. It's those fine details that really make a difference. So I started working for a developer and uh, that gave me a great opportunity to start working on exclusive preconstructions. Um, I was partnered with uh International Living Magazine where we'd be running real estate trend alert campaigns. So we would focus on marketing an entire building to try and well to sell it in a weekend, right? Uh, so we we would send out like alerts saying, "Hey, new prospect coming out next Thursday. Can't tell you much more about it, but it's best time to call in." And of course, there'd be little uh threads, breadcrumbs of information that'd be sent out. And then, of course, people would be calling in, and it would be like working on the New York Stock Exchange floor. People are calling in, hey, what's this? What's that? and you'd pick out the best unit available to what was best for them at the time because people were insanely taking advantage of the opportunities in Mexico. So, that's what got me motivated and uh, got me going. And then uh, after working for a developer, I uh partnered into a brokerage and decided, you know what, I love this. It's a little bit slower pace where we're not doing campaigns, but I'm open to not being just exclusive to one developer. It gave me an opportunity to work at with so many other developers and many different developments and it opened my eyes to you know the old saying square pegs round holes well not every place is for everybody right? So sometimes people something a little bit more unique and I really enjoyed the fact that it gave me opportunity to explore more of Mexico but also focus on what the actual needs of the person were instead of um, you know, giving them the best available option. Right.

>> Nice. How how were those early days where now you left the main developer, you you work in in different areas of Mexico. How how were your what challenges were you coming across during that time?

>> Oo. Okay. Yeah. The biggest challenge that I was experiencing back then was um qualified leads. Of course, that's a big one. um how to get my own leads. That was another one. And uh, of course, the challenge of like contacting with people, you know, sometimes you'd have a great conversation with people and then they disappear, right? So some of those were the earliest challenges, but uh, thanks to my sales experience, um, it it gave me motivation, right? Cuz you you put a picture up, there's your wife, there's your kids, you look over there, gives you that mindset of like, you know what, life is not that bad. It's beautiful. Let's keep going. Because yeah, there can be some dark moments. And that that that would be some of the biggest challenges when you know, you you got a new lead, you're excited, you call, and what do you get? Nothing but a a voicemail, right?

And then >> We all been there, right? As agents.

>> Absolutely. Yeah. So, keeping a strong mindset was always a challenge because you you don't have much other than an imagination like why isn't this person answering what's going on? I thought they're interested, you know. So, you got to kind of keep a strong mindset so that you don't go down those avenues of imagination because people are busy. Once you kind of put yourself in uh the perspective of like, you know what, maybe they just missed the call. They're a human person. You know, they they've got a life going on, so maybe that's what it is. So, I always approached uh in a more conversational kind of tone, right? And I love it. Um, it reminded me uh what Well, tell me, Andreas, do you like doing cold calling?

>> I don't mind. I like I'm I learned a lot over the past year. I I'm enjoying it more. The more you get used to it, the more u you realize that it's all in your head. It's that mindset, right?

>> Like you said, you need to have a certain mindset to be able to move from one call to the next, right? Uh, cuz not every call is going to go the way you expect it. Not every call is going to be like that unicorn lead that people are are looking for. So, it's it's having the mindset after repetition to be able to move on, make the next call, and have a conversation with that next one. Um, just like just like nothing. And and that's the beauty of it. So, yes, I'm enjoying it as I do it more often. Um, but I'll tell you what, at the beginning, same mindset. I I was holding back a lot like I didn't want to make the call. Um, because you're always afraid of that rejection. How do you how do you handle those situations where you got rejected multiple times? Uh, and you're like, "Okay, I'm in the sinkhole right now, like nothing's going my way."

>> Oo. Yeah, that's a pretty powerful foothold that you can get stuck in. It's kind of like quicksand as well. Um, I would say that some of my experience when I used to be an actor in Vancouver, I would go to auditions every single day. So, I was pretty used to rejection. Um, I also jokingly, you know, whenever I'd meet a girl in a bar, be like, I'm not worried about rejection. And I think that kind of made me a little bit more attractive or powerful. I don't know, I had some great relationships. And I would say that that's kind of the same mentality that you have to have when you're making cold calls. You're used to rejection. It's just another part of the day, right? And when you get comfortable with cold calling and having a conversation, it really becomes an asset because now you can have a conversation with anybody and it's not that difficult if you treat them like a person, right?

>> Treat them like a person. That's a key, very important key there, right? Um, I hear a lot of calls and that doesn't always happen.

>> Yeah, I can. Yeah, actually that's that's one of the things that I really love working with cloud about is uh we do call reviews on Thursdays so people can get a chance our clients come in with calls to be like, "Hey, I want to improve." They're thirsty to improve on Thursdays. So, we take a look at the call and sometimes it could be just a simple way that you say something, the ums, the a's, like you really want to focus on providing value in every word you say. And uh, it has to be conversational. And I really, if I can quote Aaron Rose here, I love what he said. People don't care how much you know until they know how much you care. And that's that's a secret right there that a lot of people need to apply and they'll all of a sudden start see uh, they'll see a different response to things like I I know it from personal experience like if I started talking about the features of a house sometimes people go okay, yeah, yeah, send me an email. But then once you start talking about what their interests are all of a sudden you start discovering oh they like outdoor activities oh maybe they are a homebody oh they love to Look, these are little tidbits of information that are super valuable, especially when it comes to finding and matching a person with that beautiful place that they love, right? And you got to be a listener. Active listening is an important part of making a call.

>> What is your mindset before you pick up the phone call?

>> Oh, okay. Mine. Okay. Um, I love having a sense of humor. Okay. And energy is so transferable. Like you got to if you're sad before you make a call, you're going to sound sad on that call. But if you're excited to make that call, that excitement transfers. So I always have clarity. Clarity is power. And uh, I jokingly, you know, kind of think like oo uh, remember radio contest, Andreas?

>> Radio contest, no.

>> Really? Okay. Like uh Z95.3 ninth caller. You call in, you get two tickets to the show, right?

>> So, I kind of put my mindset that hey, I'm calling. This could be my winner. This could be my next >> car. This could be the next thing that, you know, helps me in my life.

>> Right. Exactly.

>> So, clarity is power and it's a it's a superpower. So, um, I always go with that into a conversation knowing, hey, this person, I'm going to like them. I'm looking forward to hearing about them. I'm looking forward to hearing how I can help them. And, uh, it doesn't have to always be about me. If somebody gives me an opportunity to talk about myself, I know that my life I know that I, this is a saying that I jokingly do with my own family because they already tell me like, Jesse, you live a pretty unbelievable life. So it's like, yeah, I I don't have to convince you of anything because my life is pretty exciting. So I've noticed that a lot of times when I talk about living in Mexico and how it works, people are very interested in it because it's like, oh, you experienced that. So yeah, there's a little bit of personal experience that I bring to it that I can say, hey, you probably want to avoid this uh when you make a purchase in Mexico. So yeah, here's how you know. And of course, that's value right there added to uh the person's inquiry.

Yep. That's something Aaron always mention as well. It's the conversation don't necessarily have to be about real estate all the time, right?

>> Make it personal, get to know the person and and going into that before picking up the phone. I put music on. I I'm I'm big and it kind of resets me, get me in the mood, get me going. I sometimes I put I have a list, a playlist that I call DJ people. So it could be salsa, it could be bachat, it could be some some soft music, it could be some classical music. So I don't know what's coming up next.

>> So.

>> Beautiful.

>> Boom. I just let it go.

>> That's amazing. Yeah, that's great.

>> And and and keep it going. Um on on that aspect of things, when you're having a conversation on co calling, how do you turn a no to a not yet?

>> What?

>> Okay. I I always Okay, if somebody says no and hangs up on me, that's not a problem. Look how much time they just saved you. Now you can call the next one, right? What is no? Next one, right? Or next offer. So, whenever you get no, sometimes it's relieving because um it saves your energy. And we all know that sometimes, you know, people aren't the perfect match. So, if they do hang up, remember they're kind of doing you a favor. They're saving you from possibly wasting some time or energy with respect. Right.

>> Absolutely. What are some based on your experience, what are some of the biggest myth about cold calling that you've seen?

>> Oh, um, I think the biggest myth is like the rejection or you know what, sometimes people are just scared cuz they're like, I don't know what I'm going to say to them. Well, you know, like you already know why you're calling them. You're calling them because they made an inquiry about real estate. So, that's a huge myth is like, why are you calling them? Well, know why. You're interested to see who this person is and oh, you made an inquiry. I'm answering that inquiry. And uh, another big myth is uh, I don't want to be annoying, right? So maybe I'll call them at uh you try and guess the time that they'd be available. And that is just just to dispel that you don't know their life. So remember what we said at the beginning of our conversation here is like you got to keep that mindset. Don't go down the avenue of imagination. Keep it real, right? This is the person that you're going to be talking to. Chances are good they're a professional. Chances are good they've got kids. So obviously you can avoid like the 3:00s and like the 8:30 times. So give them a call in between those times. Like I've found that the best pickup rates are usually just before like between 10 and 12 and then always always just afternoon 2 till 4 and then in the evenings as well, right? So like there's just a time frame that you can get into the habit of um because you want to be a professional, you know? I think uh it gets overlooked. Uh, as real estate agents, we have a specific uh right a specific responsibilities we want to do. We want to schedule a time block to colleagues. Uh, but we also tend to forget that these people have a life, that these people have a routine, that they have work, that they have kids, that they take the kids to school. Um, and the time that we have dedicated to making those calls may not align with the leads that we're calling. And because they don't pick up one or twice that we keep calling at the same time, we get this, you know, discouraged like, okay, nobody picks up the phone. But like you said, try calling at a different time. That might make the biggest difference. It could be in the morning, could be in the afternoon, middle of the day, lunch break. It could be right the top of the evening, right? When they finally have a chance to sit down, relax, cuz they also got to look at properties. If people are looking to buy, they're looking to find a time to be able to get that done. And with a busy life, that first call, that second call may not align with their time frame.

>> Absolutely. And I would recommend uh having uh a teaspoon of gratitude always goes a long way because remember, it's it's not so much they have to respect your schedule. We work in real estate, you know, we we got to be adaptable. We got to be the bartender. We got to be the psychologist. we got to be the best friend. We got to be the professional and the expert. But if you have a teaspoon of gratitude, like, ooh, I got a new lead. It kind of changes the perspective a little bit so that you don't have that mindset of like, don't you understand that I'm calling you, right? It gives you that like, this person might be busy, let me give them another call later. Or if somebody responds to you by text, respect that, right? Because that might be their way to communicate because maybe they're in business all the time or sorry not business maybe they work in business but they're having meetings all the time. So if they text keep going with that until until you get to that point where it's like okay, let's have a face to face or even a Zoom call. That was the the one thing that I really noticed. Um, like I if you would have asked me Andreas uh 2020 is coming along, you're going to be selling real estate virtually over Zoom. I would have been like, "Haha, that sounds like Monopoly to me." Right.

>> I think it did for a lot of people, right? It's like, "What? Really? Really?" Not even walk through the property.

>> Oh, yeah. And uh Well, I I definitely recommend like pick up a couple extra skills, you know, like uh remember, we got a toolbox as real estate agents. Um, cold calling is definitely one tool. Um, setting up open houses is another tool. So, remember you can always add another one like even like picking up a drone license and being like, you know what, maybe I can do a fly through the house. That really helped me because it gave people a visual perspective of where their place is, the view from the balcony. So, don't be scared to always continually grow and challenge yourself. And, uh, if you are challenging yourself, you're going to experience some growing pains. Yes. But that is a part of the process. Embrace that because um I some of the best of us say be comfortable being uncomfortable because that that creates growth right there.

>> I wrote that quote like uh two years ago. Embrace the moment and enjoy the journey. Always.

>> Love it.

>> Always. Before we dive in into, you know, how you got into cloud realy, just real quick, what's one of the most ridiculous rejections that you heard?

>> Um, you know, humor in there.

>> Thank you. I would I would think uh I Okay, the most hilarious moment was when a prospect accused me of being AI. Um, and this is hilarious for me because like you know how like uh we have those captures where it says prove to me you're not a robot. Sure, no problem. But like how do I prove to someone over the phone that I'm not a robot? So like yeah, I started, you know, I told him a joke and said, uh, does that sound like a robot? Laughter. So yeah, it was pretty funny because it's like, how do I prove to you I'm not a robot? I know someone else run.

>> I know someone else who runs into that problem quite a bit. Coach Ross.

>> Oh yeah, that's hilarious.

>> He gets that quite often. Like they think he's AI.

>> It's hilarious because Yeah. And I know that uh my my instinctual reaction was, "Oh, wow. That's that's quite an incredible compliment, sir. Thank you." You know, like it it complimented my professionalism I felt. So yeah, it's fun. It's good. It's funny.

>> And now let's let's move forward to um cloud realy. You how how do you got into cloud realy? How how's that coming along?

>> Oh my gosh, I'm so blessed. Um, when when you take a moment to kind of uh express gratitude, you realize that the universe works in such an amazing way. Um, like like I mentioned, if you would have asked me a few years ago like, "Hey, Jess, did you know you're going to be working with cloud and doing this, this, this, and this?" I'd been like, "I don't know. How would I know?" Right? But, uh, when you keep yourself open to opportunity, I'm a big fan that when things are meant to be, they they unfold for you in that direction, right? Anything that's got like resistance or it's super hard. Yes, there's a level of it, but there's also you you got to be ready and willing to kind of let go of some things that you're forcing the work that is creating resistance. So, cloud came into my life just like a cloud does. It floated right in. And uh, I remember Sean interviewed me and uh, he basically was super excited that I speak English and that I'm a real person. And he said, "I I think you can do this." And uh, it just so happens that at the time uh I was relocating with my wife. We were moving from Cancun up to Miami. So I was looking for, you know, just something to keep me busy because uh real estate wasn't moving as fast as it was. and uh balancing my schedule with moving and stuff became a bit of a challenge to take people on tours. Luckily, I had business partners and colleagues that I could be like, "Hey, can you run that tour for me? I'm moving house." Uh, but when cloud came into my life, they they said, "Hey, we are comfortable with your schedule. When you're available, we're here for you." And I said, "Great." Uh, that was the first thing that won my heart. And then there was a huge amount of freedom that came to me where I was like, "Wait, I'm only calling and setting up the appointment. Like I don't have to sell them anything. Like I don't have to do a tour. Like I can do this. This is no problem at all." And so it gave me a chance to bring some pizzazz and uh, just enjoyed talking to people because these are people that are asking for help and they just want to get connected and uh, you know, they're looking for value. They're not looking to waste their time. Yes, there are some people that are tire kickers, but you can always find a way. You know, winners do always find a way. So, what I've been doing with Cloud was I started with as an ISA agent. I started vetting and I was enjoying that. Um, we actually created the ghost recovery uh through some of my experience there because I I know for a fact that these are human beings. Sometimes I've missed a dentist appointment and you know like I feel nervous and it's like do I call the guy back? So I know that these prospects enjoyed and actually thanked me for giving them a call and saying hey I'm so glad you got me back on the calendar again cuz I wasn't sure if the agent wanted to work with me because I didn't hear from them again. So, it it's kind of both people on the fence where it's like, you know, if you let your imagination run away with it, you think like, "Oh, maybe they don't want to work with me." And they're over here thinking, "Oh, I don't know. Maybe they don't want to work with me." But you got to call them. Call your damn leads.

>> Yep. This is something so important there. You know, the the lead felt like the agent didn't call them back, that didn't want to work with them. And I mentioned that I think it was last week where sometimes the agents ghosted the leads, right? Cuz there's no followup. There's no consistent follow up. Uh, and like we said earlier, sometimes time frame doesn't align with that lead.

>> And they're just not available. Um, we started diving into cloud reality. What is cloud realy for anyone that doesn't know yet what what cloud realy is and what they do and what makes them different?

>> Well, um, cloud realy, we we don't just generate leads. We we generate business models, okay? And we build machines for them. So, what we do with cloud is we show up every day. Discipline over motivation. So, we win the morning for you so that you can own the day. Um, and you you don't miss if you show up, right? So a lot of what cloud does is organic marketing. So we focus on the targeted areas that people want to focus on, you know, um, and we we work with you. It's a service that's done with you and for you. So not only do we with agents that are looking for vetted leads and full marketing support and coaching without paying upfront for it, it's not a fit for everybody, but when it is a fit, it's a gamecher. So, we have pay it at closed business model. Um, and a lot of times it's just a matter of finding out if it's a fit for how you want to grow your real estate business.

>> Well said. I think that uh that that's so impactful, right? Uh, you pay a close, it's not a fit for everybody, but when it fits, it's a game changer for your business. Uh, we've talked to I've interviewed a number of agents that had tremendous success and are closing deals and and and you can ask them some of them uh, they were question at the beginning right but when they suck when they had that breakthrough and saw the consistency on cloud realies then uh, it's incredible to see the results nowadays right.

>> It's exciting because it it's a shared enthusiasm.

>> We've helped agents in similar situations double their pipeline without taking on more risk. So, that's something that I've noticed is there's a lot of agents that are like, I'll put my toe in, you know, because they're scared of the risk. And that's the old uh montage of business, right? Where um, it's the cost of doing business. But there's a smart way to do things, too. Money doesn't solve everything, right?

>> You need to repeat that again. You said doubled your business.

>> Yeah. Uh, well, what we've done is we've helped agents double their pipeline without taking on more risk.

>> That's that is that what you wanted me to think?

>> That's that's incredible incredible to see. And what's your vision for next year?

>> Oh wow. Okay. So, my vision is to focus mostly on helping agents. Um, my Okay, so my vision also includes what I'm going to be doing on the daily. So, I'm going to be showing up every day. I'm going to be I'm going to obsess over my skill. I'm going to role play. I'm going to practice. I'm going to record. I'm going to repeat because top closers do rehearse like athletes. Um, anchor my my why. Why am I doing doing this, freedom, family, fueling my fire with purpose? Okay. Um, I'm going to streng my my cell with belief. I'm going to I'm going to well, I'm going to I'm going to transfer energy. Sorry, I had trouble saying the word there. I'm going to transfer my energy to other people because it's passion, right? And I want to be certain about that. So I know that uh they they don't buy information, they buy energy. Okay? And of course, I'm going to track and adapt. Uh, what gets measured gets managed. That's a big thing. So uh track the calls, own the close rate, and then uh, of course, I'm going to be setting myself up for the next year. I'm going to be raising my standard. Uh, so I'm gonna be 1% better every day. You know, just challenge myself with 1%. I don't have to like be 50% better or 100% better. I don't need to change everything, but just add something 1% every day. Master the tone, objection handling, body language. That's an important one. And of course, stay hungry, stay humble, celebrate the wins, then reset. You're you're just getting started every time you, you know, have a new goal, right? Like uh we had this saying when I used to work in sales is like yesterday you were a hero but today you're coming in as a zero again, right? So don't don't linger too much in the celebration, right? Or else you're going to have a celebration hangover and people aren't really interested in people that are just talking about the wins that are like way back there, right? So celebrate those wins but get ready to reset. Um, but also celebrate the small wins too. That's important, right? If you if you hit a goal, if You said, "Hey, I'm going to have 20 conversations today." Great. Reset. Momentum is your best friend. Right? And then uh my mantra for this year, which next year I'm going to create another one, but this year's mantra has been clarity, discipline, skill, belief, action, feedback, repeat, and then let's go crush it.

>> Every day. Absolutely.

>> Every day.

>> Well said. Well said. You mentioned you you work with agents now. you you're looking to get involved with agents. Uh, in what capacity do you work with the agents and what's your approach?

>> Oo, okay. Um, well, right now I I'm focused on the discovery calls. I like talking to agents to hear how they're running their business. Um, I love it when they they talk about their successes. I love it when they talk about their wins. It's great. It's like that's good energy. You got momentum. Let's build on it. So when I do my discovery calls, I listen to what's going on in their world. So we everybody knows that like if you got Instagram, not everybody's there to see your down times, but everybody sees your wins. So, I got to tell you, I like working with agents because they I I share with them that luck is prepared for an opportunity. So, the luckiest agents that I've worked with get prepared. They work on themselves so that when they are going to go into a cold call, just like we talked about, they got that mindset. They know this is going to be a listening situation. I don't know what I'm going to say. Try not to have a presscript. So, I love working with the agents that work on themselves continuously get better so that they challenge themselves so that they're at that peak. I like that. And then, of course, other agents look at them and say, "Ah, he's always so lucky." But now they they've been working with cloud. We got mindset Mondays. We got tech Tuesdays. We got what's working Wednesdays. We got call review on Thursdays. I like to call it Thursday. Thursday for improvement Thursdays. We'll see if the boss approves it, right? And then uh we got the CEO power hour on Fridays. So these are people that are building momentum and um I don't know if you've experienced this, you probably have, but there's days where people can't say no to you, right? Andreas?

>> Yeah, absolutely. It's just.

>> And that.

>> You have that energy, you have that momentum. Like you said earlier, I think energy is a big part of uh of of how that day is going. If you have a great energy and I and I'm big on that because I show up to some places where the energy is just like what the what's going on here like you feel it like.

>> Like and my wife and I we always talk about that. We're one of those people that we walk into a place, next thing you know, it's packed.

>> Energy is important. Energy is important.

>> And we're like, "You're welcome. We lead the line and like, we're you're welcome. Have a great day. We just pack your business." Um, and that's a big thing. You You definitely have some days where nothing is going your way. Sometimes that prolongs into a week, right? And then you can reset. And next thing you know, nobody says no to you for that day. Nobody says no to you for that whole week. And and it's just the way it is. You need to have that energy consistently in you because it's a game changer.

>> Absolutely. And and if you are going through a dry spell, take a look at the fundamentals, right? Um, if you've ever done any martial arts or any sports, um, people go through downtimes, it is what it is. But if you go back to focus on the fundamentals like gratitude, um, staying hungry, clarity, uh, reverse engineer your calls, show up every day, you know, if you look uh like if you obsess over your skills like I was mentioning, anchor your why, sell with belief and track and adapt, raise your standard, stay hungry, stay humble, celebrate your small wins. If you look at those fundamentals and you're like, now I can kind of figure out why I went through a dry spell there because I wasn't doing this part because this part leads into the next part. So it it's a matter of like I don't know, it's it's old school, but back in the day, even soldiers these days, they put on their armor. We're we're salespeople. Um, to borrow Aaron Rose, hey, you got to put your pads on. Like if you're going to be a skateboarder, put your skate pads on. If you're going to be a real estate agent, put your your your cell pads on, too, because Yeah. It's a it's a process. And for a professional.

>> Yeah. And you can't take any call personal. Like that's that's one thing that that I've learned, not a single call you can take personal. Yes. You are talking to people, you want to build a relationship. Um, but when you start hearing those rejections, um, you can't take it personal. Nothing against you. And I absolutely remember the call I had where this guy just >> just said all kinds of things and I was like, have a great day. And I think that bothering me even more.

>> Yeah. And.

>> There was so much relief I'm sure after that call where you're like, hm, that person just disqualified themsself.

>> It really did. Have a great day. You did somebody I don't need to follow up right.

>> Yeah.

>> That's the beauty of it, right? But going back, what makes I know you mentioned briefly uh, you know, when you're talking to an agent, uh, what makes an agent stand out as someone you want to work with, like your your your client?

>> Well, um, there has to be some hunger, right? Um, I like people that know their strengths and their weaknesses. Okay? Because if you're great and you're doing it all well, then you probably don't need any help. But if you go past that first layer of like, no, everything's good. Um, and they're honest with themselves. I definitely love working with people that are motivated, humble, honest, coachable. These are qualities of an agent that transfer to the prospect because the prospect doesn't want to talk to somebody that's, "Oh, no, you need this." No, it's me. I this is what I want. Why are you telling me what I need when I'm telling you what I want? Right? So, you got to be impressionable. Um, so that that's an important part of working with agents as well. And then of course, it doesn't matter if they're they're not techy, you know, like I know that uh there's a lot of agents out there that are like, "Oh, you're not even going to be in the industry because 85% are going to be gone because next year there's going to be all this new tech." So that could be intimidating for an agent. And I love working with agents that are at least willing to go the distance, right?

>> Absolutely. Definitely. And as far as your call callings, working with agents, uh, any tools or system that you swear by that you're like, you need to have this in order to follow up, stay consistently, stay organized. Right.

>> Oh, being organized is super powerful. But yeah, it it really goes back to uh to like I I created for myself a a crush anything cloud realy sales power guide just for me, you know, cuz I wanted to keep myself uh I wanted to give myself daily fuel to win in life and sales and everything in between. So I I'd be happy to share that with you, Andreas. And if anybody wants to get a PDF version of how to crush anything cloud realy sales power guide, I believe uh my contacts somewhere around here, right, Andreas? And they can reach out to you or me and happy to send it to them. And uh, I'd also recommend come on in, join us at uh 12:00 p.m. Central Daylight Times and see what's working on Wednesdays or see some tech on Tuesdays. And of course, you're going to get drawn in. you're going to be like, "Whoa, this is a great sample, but I I want the whole package." So then give us a call at Cloud and we'll see if we can figure out a partnership that's comfortable for you, but it's a win for you first and then a win for us.

>> Absolutely. And that is meetclare.com if they want to join on on one of those calls Monday through Friday at 12:00 Central. We'll put the link on the episode for your contact information as well as the the cloud realy link if anyone wants to join at any of the meetings. Um, all right man, Jesse, that was great. Before we end it up, I want to rapid fire some some quick questions for you. Like one sentence answer just to boom boom. Have some fun with this.

>> Okay.

>> Um, you ready?

>> Yes, sir.

>> All right. On your first your first cold call, disaster or deal.

>> Oo, disaster.

>> Yep. Uh, what's your go-to pump up song before hitting the phones?

>> Ooh, my pump up song. Uh, pump up the jam. Actually, um, I'm a I'm a 90s, well 80s kid, but yeah, 90s power jams. I love it. Um, yeah. I won't go too much detail. Quick, short, and simple. Uh, what's more terrifying, public speaking or calling a FSBO who hates realtors?

>> Oh, to be honest, it's um public speaking, you know, there's there's that fraction of uh I'm in public. What if it goes wrong? Right? So, there's always the the butterflies in the tummy, but making a call, that person doesn't see you. So, you know, don't worry too much about it. You could be extending right next to him at the gas station in 20 minutes, right?

>> Yeah. You never know. Like, wait, hello.

>> Sounds a thing. Hey, what the hell? Just stuck to you.

>> Best excuse you've heard of why someone can't talk right now.

>> Oh. Um, yeah, I've heard lots. Um, I'd say the best excuse is that I've got to go walk my Chihuahua. Oh, okay. Okay.

>> Right.

>> One real estate term that secretly annoys you.

>> Oh, please repeat the question something.

>> What real estate term that secretly annoys you?

>> What real estate term secretly annoys me? Um, I wouldn't say, well, remember, if you let things annoy you, then it'll annoy you. Um, but not interested, you know, it's kind of like too short,

>> You know,

>> especially if you wrote a really nice email like, "Hey, all this subscription," and then you get back just not interested. Like.

>> Really?

>> Wait. Okay.

>> If real estate didn't exist, what would you be doing right now?

>> I would become a professional Monopoly player.

>> All right.

>> I'd find a way. We'd we'd create a Monopoly League. We'd have sports cast announcers all about rolling dice and moving around the Monopoly board. He rolled a five.

>> Oh my gosh. He avoided going directly to jail. He's got the boardwalk.

>> Dream celebrity client to work with.

>> Oh, say the first part. I think I heard dream clients.

>> Your dream celebrity client that you would like to work with.

>> Oh, wow. What a good one. Um, could they be alive or dead?

>> Yeah.

>> Oh man, I would have loved to be Robin Williams real estate agent. Could you imagine what a serious day at the office would have been like on a tour with him,

>> Right? That would have been awesome.

>> Exactly.

>> I agree.

>> You get one cocoa to do over. Who would you call differently and why?

>> One cold call to do over and why?

>> What would you do differently?

>> Well, you did ask what was my first one like. It would be awesome to revisit that one. Um, if it like if it was able to be recorded, I would love to hear it again and then be like, "Huh, I see how I'm different now." Because iron sharper iron sharpens iron. So if you keep at it daily, you're going to continually progress. So if I could go back to the first one just to like um, you know, Super Mario Kart, how you can have the ghost races just to like put myself beside each other to like ghost uh listen to the call.

>> Yeah, that would be the one where I'd be like, hm, wow, I've improved. Is it's an undeniable truth that from the first call to the most recent call I've made, there's been a huge difference.

>> Absolutely. That's a great take on it. That's awesome. What's your biggest Well, what's your biggest ick when taking a potential lead? When talking to a potential lead? My biggest like ick like guacala or ew. Um, I would see well see you can't really have too many walls up cuz then you you only just kind of create yourself a conflict or maybe even an unmatch, right? Um, but I definitely it's it's the highest well how do I say this? Politically correct or politely, right? Um, sometimes there's people that are really high maintenance and you know, sometimes the job is already difficult. Um, so the biggest ick is when it has to get a little bit more difficult due to complications. um, just you know, cuz sometimes the client doesn't understand something and I know that that's an opportunity for me to improve where it's like somewhere earlier in the relationship I can add something to avoid those things in the area. So I know the biggest ick can always be self-reflective and be like how can I improve so that I don't experience that again.

>> Absolutely. Um, we almost done. We got three more questions, right?

>> All right.

>> What's the weirdest place you're ever taking a call? Taking a war from.

>> Oh gosh, I would have to say like in a cenote, you know. Um, and I don't know if you know what a cenote is. A cenote is like a hole, like a cave in the ground in Mexico. So, I know that I was at the entrance to the cenote and there's water at the bottom of it. So, I'd say that that was probably one of the weirder spots because, you know, we've all been in elevators and of course they don't really work that well. So, you try calling them back. But, uh, yeah, I've always like I found that the weirder places that I am always turn into an interesting story for the client because then they'll be like, "Wait, where are you? Oh, what?" And then yeah, it helps you build rapport of course, you know, show like it if you're an interesting person, you never have to really worry about what to talk about if they ask you about you.

>> See, that's a good take right there. Excellent take. Your coffee order diffuse your follow-up game.

>> Oo, got my French vanilla right here.

>> See? And for the last the cold cold success skill, mindset or caffeine.

>> Uh, what's the question? Because I believe that's all of those are applicable. Like add it all together.

>> That's the right answer.

>> Absolutely.

>> You need to devel your skills. You need to have the mindsets. Continue to improve your skills and a cafe to keep you going. Absolutely. Yeah. Um, set yourself a routine like um 10 o'clock is usually when I have my coffee. That was about two hours ago, so I still have a little bit left. But, uh, yeah, set yourself a goal. Keep yourself accountable. If you said, "Hey, I'm going to start cold calling at 10." Grab your coffee at 9:50. Be in front of your computer at 10:00 and go forth and grow.

>> Absolutely. Hey, we're going to wrap it up. Right before we wrap it up, if someone is listening that want to level up the lead the real estate game, especially the lead genen, uh, what's your bigger advice?

>> Give me a call. Call Cloud Realy. You know, um, even some of the best athletes in the world have a support team to get them there. Like nutritionists, uh, physicians, like these folks, like if you break your ankle, who are you going to go to? You got to go to the doctor, right? If you want to lose some weight, you go to the nutritionist. You, you know, you go to the gym. You got these people there. So give them like give cloud reality a call because you'd be surprised that just having that extra little bit of support on your team really gives you that forward mentality because then you don't have to look behind you wondering like did I do this or oh I got to do that and no face forward go forth and win the day.

>> Absolutely. And where can people follow follow you and connect with you to learn more about you and cloud realy?

>> Absolutely. I I have an Instagram. I have a Facebook page. You can find me as Jesse_Kuck. And that is spelled Jes C A N U C K. And it's the same for Facebook. And if they want to email me, uh, and let's get a discovery call. I'd love to meet people. You know, even if you're not a fit, guess what? You get a following and you're going to get comments because I like to support people. I'm I'm a person like that, right? And uh, my email is jesse j ssecloudrealy.com.

>> Awesome. Awesome. Hey, thank you Jesse. This has been fun. Uh, it's great having you here and we can definitely get you on board again and go into more specific areas uh into the business.

>> Um, definitely it's been fun learning about your story uh your experience. With co leads cloud realy and now working with agents directly um man awesome conversation thank you for for for joining us here.

>> Thank you so much for h having me Andreas and uh, we'll see you around the virtual water cooler these days and uh, I'm looking forward when you call me back and uh, hopefully I can bring more well not hopefully because hope is a false uh emotion, right? So I'm going to bring more wins. I'm going to bring the energy back. So, I'm looking forward to the next time.

>> Absolutely, brother. And again, anyone listening, watching, you can um uh, we're going to put the link so you can book a call with Jesse directly, find more information about what he's doing with cloud realy as well on our website uh real talk ha.live. You can book a call with Heather and myself. We can dive into the specific details on cloud realy as well and uh, what we're doing with the community. So, thank you guys for joining us. It's been a pleasure having Jesse here, every anyone watching and stay tuned for next Tuesday on more Real Talk with Heather and Andreas. Take care.