January 30, 2025 • 32 mins
Hi This is Brad Weisman - Click Here to Send Me a Text Message
Unlock the secrets to enhancing your leadership image with Sylvie Di Giusto, a leading expert in leadership and image. Imagine being recognized as a leader, not because of your job title, but through the power of perception, behavior, and appearance. Sylvie challenges conventional leadership ideas, showing how first impressions and personal branding can be pivotal, especially in people-centric fields like real estate. As technology transforms human interaction, discover how it impacts trust and communication, and learn how a strong personal brand can help you stand out in our competitive world.
Unconscious biases shape more of our decisions than we might think, and Sylvie reveals how to harness them for success. With just 5% of our brain processing factual information, emotional biases often hold sway. From leveraging the bandwagon effect to understanding the nuances of executive and leadership presence, Sylvie provides practical insights on how recognizing and utilizing these biases can boost your influence in business settings. The discussion sheds light on how these elements play into the broader dynamics of effective leadership.
In an industry where trust is paramount, particularly real estate, learn how to craft a credible professional identity that speaks volumes. Reputation is what others say about you when you’re not in the room, but your professional identity is yours to shape. Sylvie walks us through aligning appearance, behavior, and digital presence with a unique brand identity, emphasizing the role of digital platforms like LinkedIn in building client trust. Join us as we reflect on the challenges and rewards of maintaining a consistent narrative across different environments and climates, figuratively and literally.
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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):
All right, here we go , from real estate to real life
and everything in between, theBrad Wiseman Show and now your
host, brad Wiseman.
All right, yeah, this is gonnabe a great show.
I've been looking at thisperson online for quite some
(00:22):
time.
I've been looking at thecontent and how different she is
at getting the message outabout image and about leadership
and about perception and aboutimpressions, first impressions,
things like that.
These are all things that arevery important in business today
and I think a lot of times someof these things get maybe
forgotten.
(00:42):
And the thing about leadership,with the image of leadership, I
think, also today, sometimes,what happens is, you know, we
don't know what a great leaderlooks like sometimes, because
maybe we don't have the rightleaders in our world or in our
life.
So I have just an amazingspeaker.
She's been all over the world.
I'm going to say, uh, speakingto thousands and thousands of
(01:04):
people.
Her name is Sylvie DiGiusto.
She's now with me from Tampa,florida, and I'm very excited to
have her on here.
So, sylvie, how are you doingtoday?
Speaker 2 (01:16):
Hello Brad, I am looking at this person you since
quite a while too, and I'm soexcited that I finally made it
on your show.
I love everything that you aredoing, the variety of topics
that you cover and the amazingguests that you have, and thank
you very much for having metoday yes, and also I did
compliment the red uh blousethat you have on, because that's
(01:38):
definitely a color that workswell with me.
Speaker 1 (01:40):
You see, you even have a red eight ball.
Have a red eight ballpreparation to this morning
preparation.
Speaker 2 (01:45):
I felt a little bit of pressure on red shoes for you
, but since you can't see those,we're going to have to start
doing shoe cameras.
Speaker 1 (01:55):
You know what I mean.
I don't know what else to do.
I'm time shoe cameras, but no,but you're traveling all over
the place and you're.
You're talking about thingsthat just really really hit home
for me and things that I reallyreally admire, and that's about
leadership and perception,image and all the things that we
talk about today.
And I just want to right offthe bat you have a book called
(02:16):
the Image of Leadership.
It's a great book.
You sent it to me.
I did not get a chance to readit yet, but I've been reading
about it, and it's all aboutappearance, behavior,
communication, digital footprint, environment, like all these
different things.
Tell me what the image ofleadership means to you.
Speaker 2 (02:34):
Well, first of all, let's define leadership, okay.
That sounds great, because veryoften, especially when I talk to
real estate professionals, thefirst thought is well, I'm not a
leader, right, I just work onmy own, I have my own agency and
I'm not a leader.
I don't have a big team and Ialways have to correct them
(02:57):
because, in my sense, we are allleaders in our communities,
right, we all represent our ownbrand, we all want to lead in
the market, we all want to becompetitive in the market.
So I want you to forget aboutleader in terms of titles, of
management, positions, ofhierarchy, and more think in
(03:19):
terms of leading by example,being the best version of
yourself.
Yeah, now the challenge withleadership is of leading by
example being the best versionof yourself.
Now, the challenge withleadership is, honestly,
leadership is a lot aboutperception.
Do people perceive you as aleader or not?
Do you represent yourself as aleader or not?
Do you have the image of aleader or not?
(03:42):
And do people buy instantlyinto you, rather than they buy
the property or whatever youoffer them as a product or
service?
Because we know that,especially real estate agents,
we are, or you are, in a peoplebusiness.
Yes, there is data, facts andfigures that will help you to
sell or rent or buy a property,but the first interaction that
(04:06):
your clients have with you arewith you, the human being, yeah,
and what's fun and we all talkabout.
Speaker 1 (04:13):
when you go back to the human being, I think that's
even becoming more important.
Because of AI, because ofsocial media, because of all
these things that have comeabout.
I think the people-to-peoplebusiness is really what is
actually becoming more important, Because we're lacking that, we
don't see it enough.
Speaker 2 (04:39):
Yes, absolutely.
But also augmented reality andall the things that are coming
against us in the future willchange our human behavior, and
not just ours, also the humanbehavior of our clients.
For example, they will be lesspatient, because artificial
(05:00):
intelligence teaches usunconsciously that everything is
available with a mouse clickevery piece of information.
But they will also trust usless right?
Because is it from us, from ahuman being, or is it from chat,
gpt or is it from a robot?
Where does this informationcome from?
(05:21):
How often did you go on a realestate website, for example, and
you used their chat feature andyou are not sure?
Is this really a human beingresponding to me or is this some
sort of chatbot, right?
So they will be lesstrustworthy, but they will also
be less accountable.
At one point, people will leanback and say it was not me, it
(05:41):
was just GPT or some chatbot orsome artificial intelligence.
So the human behavior willchange over the course of time
on the one side and on the otherside, the more important it is
that we think about how are wegoing to interact with each
other and, as a real estateagent in particular, how are you
(06:02):
going to interact with yourclients, real estate agent in
particular.
How are you going to interactwith your clients that you can
instantly imprint an image ofleadership on them, which means
that you are the person, and theonly person, that they should
trust with selling their home,renting their home, buying a
home?
Speaker 1 (06:18):
Yeah, yeah, and and you know it's funny too, I think
about this too too.
You, you travel all over theall over the world.
Um, speaking on this is there.
Do we find that the youngerpeople if you talk to some of
the younger people, do they havea harder time with the people,
to people, uh interaction, thanmaybe somebody I'm 54, somebody
(06:39):
my age who we weren't?
This kind of technology was notaround when I was being, when I
was coming up through, so theywere born with this stuff.
Do you feel that maybe they arethey able to actually do the
people-to-people business, orwould they rather be on a
computer?
Speaker 2 (06:54):
I don't think so.
That's.
The problem is in thegenerations themselves.
Speaker 1 (06:58):
It's more cross-generations.
Speaker 2 (07:00):
When we cross them right, that's very often the
misunderstanding happens ifsomebody from this generation
interacts with this generationand we have very different
communication channels and verydifferent ways to approach
things.
Speaker 1 (07:14):
That's a good point, because, yeah, because I can
tell you right now there'speople that I work with and we
go to sign an agreement of saleand next thing, you know, you
send them DocuSign.
Well, somebody and nothingagainst Adra, somebody that's
maybe not as technologicallysound is is not going to be able
to do the DocuSign.
I have to then meet with themor have them come into the
(07:35):
office, which we don't do thatmuch anymore, you know, and
that's one of those things thatwe don't.
Speaker 2 (07:40):
Right, right, but in terms of the client interaction,
I always say it's important tobe adaptable and to have
situational awareness.
So if you work with somebodyfrom a generation that isn't
very assumed to sign somethingwith DocuSign, is there a way
you can still make it happen forthem because in the end you
(08:02):
want to make the business withthem right?
You want to acknowledge thattheir generation maybe is not
used to the ways that we do itnowadays, or how can you help
them make this process or thisinteraction in your customer
journey as easy as possible forthem?
Speaker 1 (08:17):
yeah, yeah, and that's pretty much what we do
and that's what I mean.
That's the good, that's theright thing to do as far as
being in sales and stuff.
So let's talk about the firstimpression.
We've we've heard that term somany times in our life, you know
, some people say you have onlyseconds and first impression is
lasting impression.
Has anything changed with that?
What's?
What's your opinion of firstimpressions?
Speaker 2 (08:38):
Well, you know I use one study that says, just for my
work, that it takes sevenseconds, but I always clarify
that with any research out there.
This is just a view into onestudy and one situation that
cannot be replicated into dailylife.
There are many other studiesout there.
Some say it takes 13 seconds.
(09:00):
Some say it takes millisecondsif it happens online.
Some say trust is the mostimportant factor that people
identify in those micro moments.
Others say other factors areimportant.
But what all of them have incommon, no matter in which study
you look at, is that it happensautomatically.
It has nothing to do with thefact if you're a good human
(09:22):
being or not, if you want to doit or not.
It's just automatic brainperformance.
It's our survival mode that weinstantly walk into a room and
our brain scans the room, readsthe room and wants to know are
we in danger or not?
Are we friends or not?
You know.
And so, more important that thenumbers themselves, it's just
(09:44):
the fact that it happens andthen, unfortunately, a variety
of unconscious biases are eitherworking for you or against you.
Unconscious biases areingrained in us since the moment
we are born and they areinfluenced by our parents or the
community we grew up or theculture we grew up in, the
(10:06):
generation we are from, and ourbrain is wired in a way that we
always want to be right.
We don't want to be wrong, sowe always look for proof moments
, no matter how long that ittakes.
Unfortunately, their brainafterwards looks for proof and
(10:29):
ignores anything that goesagainst their initial first
opinion.
Speaker 1 (10:34):
Oh, that's interesting.
So there's justification.
So when you make thatjudgmental, it's judgment.
When you walk in and you judgethat's the first impression, you
say, okay, this person, blah,blah, blah, whatever.
When you walk in and you judge,that's the first impression,
you say, okay, this person, blah, blah, whatever.
Then what we do after that isthen we look for more
justification to define that,that what you thought right,
that's incredible, that's funny.
Speaker 2 (10:57):
Let's take a situation from Europe.
Let's take an open house.
Right, you host an open houseon a weekend and you have
prepared the house, the property, picture perfect.
But for whatever reason,somewhere in the entrance there
is a stain on the carpet.
Speaker 1 (11:13):
Yeah.
Speaker 2 (11:13):
It's a random example , right?
Speaker 1 (11:15):
Right right.
Speaker 2 (11:16):
Your guests come in and one of the guests noticed
that stain.
What are they doing?
Instantly and unconsciously,they walk through that property
and look for other things thatare wrong and come with all the
complaints to you about theproperty that are actually wrong
, while they don't see theamazing view out of the windows,
while they don't see thebeautiful kitchen, while they
(11:38):
don't see all the other thingsthat speak in the favor of this
home, and the same happens toyou, right?
you interact with a human, withanother human, or with another
person, or with your client, andat the very beginning there is
something off.
They don't like something aboutit, and sometimes it's the
micro moments.
(11:58):
You didn't look into their eyes, you didn't shake their hands,
you were on their phone insteadof acknowledging them and
afterwards, unfortunately, theirhuman brain looks for proof
that you don't care about them,that you don't give them the
attention that they deserve,that you don't give them the
attention that they deserve, andthey ignore subconsciously that
(12:19):
you are doing your best topresent yourself and the
solution that you have to offerto them.
Right now, science knows aboutaround 185 biases, and what I
just described is confirmationbias.
We look for confirmation of ourinitial opinion Unbelievable,
(12:39):
or?
negativity bias is another biaswe look for confirmation of our
initial opinion or negativitybias is another bias.
We rather see the things thatare wrong than the things that
are right.
Speaker 1 (12:49):
Yeah, it's funny, you know, and we disguise that as
oh, I don't, I'm just notgetting the warm fuzzy feeling
from them or I'm not, I'm notfeeling it.
There's something about that.
I'm just not feeling it, youknow, and those are things that
we say, you know, that areinteresting because but that's a
, that's a bias, you know,that's, that's something, and I
don't even know the person forfive seconds and I'm like I
didn't get a warm fuzzy feeling.
Well, how would you?
Speaker 2 (13:20):
you don't know them that well, and I love that you
use the word feeling bread,because that's actually also how
our brain is built.
Our brain consists of a fivepercent conscious part.
In those five percent is wheredata, facts and figures and
information is transmitted.
So this is where all yourcontracts, your proposal, all
the data that you provide toyour clients is transmitted,
which is important yeah.
But it's only captured andtransmitted in 5% of your
(13:44):
client's brain.
The other around 95% are allunconscious biases, gut feelings
, their emotions that very oftenwe are not aware of or don't
take advantage of.
And this is what I teach myaudiences is to take advantage
of those unconscious biases.
(14:05):
If you give them in the firstmoment what they are looking for
, they are also looking forproof.
Speaker 1 (14:13):
Yeah.
Speaker 2 (14:13):
Because then they also want to be right that you
are that one real estate agentor broker, the only one they
want to work with.
If you deliver what they wantin those first micro moments,
unconscious biases will work inyour favor.
Speaker 1 (14:29):
Oh, interesting.
Yeah, it's using what we knowwe're doing to other people to
our advantage, knowing.
Well, if that's what they'redoing to me, then I should be
aware of that, because then I'mgoing to be, uh, I'm going to
show up better for them, I'mgoing to show up in a different
way.
That's, that's some.
That's some good stuff there.
You have a question, you go?
yeah, I was wondering what is a,what is another uh um, bias
(14:52):
that we have that we can use toour advantage that is just
transcendent of industries andbusiness.
Speaker 2 (15:00):
So the bandwagon effect, for example, is a very
common bias.
I mean, how often have youexperienced online?
Somebody shares something and,without checking the facts or
figures, everybody just clicksthe share button and reposts the
information because somehow wethink if this person is right,
(15:22):
well then it must be right right, If this person is right then
we're just going to share itwith the world too.
This is what we call a bandwagoneffect, and the bandwagon
effect for you is important,especially when it comes to
client recommendations or clienttestimonials.
Or you know, when you're usingyour language terms that your
(15:46):
client said about you why?
I give you a very practicalexamples.
When you were young, hugo, didyour parents sometimes ask you
well, if your friend would jumpoff that cliff, would you jump
off that cliff too?
Speaker 1 (16:01):
Yes, I've heard that.
Speaker 2 (16:04):
Many of us, at least our generation, has heard that,
and back then we would have saidno, never.
And nowadays I'm kind of well,you know what, if that cliff, if
it looks fun and if the guy I'mjumping off looks fun, and
maybe after a glass of SauvignonBlanc it looks even more fun.
I would do it.
The same is true for yourclients.
(16:25):
If somebody else jumped offthat cliff before, they are more
likely to jump off that clifftoo.
Speaker 1 (16:32):
Gotcha yeah.
Speaker 2 (16:33):
Because the bandwagon effect is in play.
Speaker 1 (16:36):
Interesting, very interesting, good stuff.
So let's move on to the next,next.
Next thing we were talkingabout here and this was a
question I talked to you, hugo,about before we went live here
was executive presence andleadership presence.
What my question?
What's the difference betweenexecutive presence and
leadership presence?
Like, I'm looking at executiveas being a leader, but maybe
(16:58):
that's not the right executiveor the right word.
Speaker 2 (17:00):
Yes, I wouldn't.
I wouldn't really say thatthere is a difference.
You know, in the market we usedifferent terms some call it
image, some call it executivepresence, some call it a
leadership presence.
I started to call itprofessional identity.
Because it's the identity thatyou build around you, which, in
(17:21):
the end, will lead to yourreputation.
Speaker 1 (17:24):
Yes.
Speaker 2 (17:25):
And the identity that you craft can only be
controlled and crafted byyourself.
Very often, when it comes tojudgmental thinking, we think
that we are the victim of others.
And yes, to a certain degree wemight be given the
circumstances, but it alwaysstarts with yourself.
(17:47):
If you don't control it,somebody else will control it,
that's that right.
I use the term professionalidentity, which has those five
core elements that I work with,and you craft your professional
identity with your appearance.
Like it or not, humans arevisual creatures.
(18:08):
We just look at others and wethink that we know something
about the other person, and thathas less to do with
old-fashioned and outdated dresscode rules.
It has more to do with oldfashioned and outdated dress
code rules.
It has more to do with theentire visual picture that you
create, and our brain isactually quite lazy.
That's why it takes a shortcutthrough the eyes.
(18:29):
You just look.
Speaker 1 (18:31):
That's pretty funny.
Yeah, so true, and what's funnyyou talk about that was the.
When it comes back to thatpresence, reputation is not
inside us, and we talked aboutthis a little bit before before
we went on, and I've heard thisbefore.
I don't know who it was.
It might have been Wayne Dyer,it might have been Jim Rohn or
somebody.
I don't know who it was.
I listened to a lot ofdifferent things and you know,
reputation is not within us.
Speaker 2 (18:51):
We like what you're saying, it identity, that's what
we control, so we can controlthat, but how somebody perceives
that we can't control.
And also, you will never knowwhat your reputation really is,
because what people tell you toyour face is also true, that's
so true.
Right, that's not yourreputation, that's them being
(19:13):
nice about your reputation yes,exactly, your reputation is what
people say and think about youwhen you're not in the room.
Speaker 1 (19:22):
Yeah.
Speaker 2 (19:22):
And that's something you probably will never find out
.
Exactly so you only have acertain amount of control, and
it starts with you and yourprofessional identity.
But if you don't even controlthat, you lose any control and
give it up to others.
Speaker 1 (19:38):
Exactly, and that's good stuff.
I agree with that a hundredpercent.
Let's get into some of the um,uh, the personal branding.
Like um, you know, what do youfeel with personal branding in
our business and real estate?
We're, we're all about personalbranding.
I mean that's because you knowwe're, we're branding ourselves.
People are, you know, yeah, wesell houses, but the reality is
they're buying us, they'rebuying into the professionalism
(20:00):
that we have, the experiencethat we have.
What, how, what are yourthoughts on personal branding
when it comes to realtor orsomebody like that?
Speaker 2 (20:09):
Two thoughts that I would like to share with you.
First, it always starts withyourself.
So I would never follow a onesize fits, allfits-all formula
that says as a realtor, you haveto brand yourself this way
because you are all individuals,you are human beings.
A realtor Brad will neverappear, behave and communicate
(20:33):
like realtor Susan, who is indowntown Manhattan and sells
luxury condos in New York.
Yeah, she doesn't have to,because those are two different
individuals.
So I always encourage you tostart with yourself and define
it with one word.
(20:53):
What is the one word thatshould pop up in everybody's
mind when they think of you andyour personal brand?
And then cross-check yourappearance, does it communicate
that one word?
Your behavior, does it reallycommunicate that word when you
speak, do you really communicatethat word in between the lines?
(21:16):
And how about your digitalfootprint or your environment?
And then cross-check yourclients, the expectations,
because, again, your clientsthat you work with might have
very different expectations, asthe clients who live in
manhattan right, my propertiesthere, for example.
(21:37):
And when I speak at events, atreal estate um organizations,
then I bring them the top termsthat come to clients minds and
obviously I can't go into allthe areas, but at least I can
split it into residential andindustrial and land.
There is a huge difference.
And when it comes toresidential, for example, one of
(21:59):
the top words that they want toinstantly feel is trust.
It's one of the top three words.
Speaker 1 (22:06):
And you know what's funny about that.
How many times have I talkedabout that, hugo, where I think
the top thing in my businessafter 32 years, I'm writing a
lot about this.
Right now I don't have a bookor anything written, but I'm
writing a lot about this andit's about trust and and it's
about it's it's huge, huge partof our business and and and one
of the things the reason being,I feel, is you know, we are told
(22:27):
, we were told as agents, thatwe are dealing with the largest
investment that most people willhave in their lives.
And I actually, I actually haverecently come up with a little
bit of a different twist on that.
Instead of us being real estateagents, I think we should be
called real change agents.
It's the biggest change thatanybody makes in their life.
(22:48):
You're collecting all yourpersonal items, you're moving
where memories were made toanother place.
We look at it as an investment,but investment is kind of a
cold word, whereas your home ismore of a warm word and and
trust is what it's all about.
Speaker 2 (23:02):
they have to trust you to do that they have to
trust you, and a funny thing isthat I call it an emotionally
charged environment.
You might be surprised verymuch so the terms that came came
.
The top terms for real estateare very close to health care.
Oh, interesting.
(23:22):
Those are two industries thatcouldn't be further apart, right
, but in one there is my life,right, my health, on the display
, and in the other it's more orless not my life, but it's one
of my biggest life decisionspossibly, that I trust you to
(23:43):
find me a new home or to sell myhome.
So it's a highly emotionallycharged environment, and so I
encourage you.
What in your appearance tellssomebody instantly trust?
What in your behavior tellsomebody instantly trust?
What in your communication?
And the second point that is soimportant for real estate is,
unfortunately, nowadays, what ismore has become most important
(24:09):
out of those five elements thatI always quote, out of those a,
b, c, d, e is the d your digitalfootprint yeah because most of
your interactions nowadays don'thappen in person anymore.
They happen in some sort ofdigital way.
Before you will meet yourpotential client in a home or in
person, you have had severaldigital interactions with them.
(24:32):
They found you on a website,they checked out your social
media, you might have had emailconversations with them, maybe
you met them in a virtualmeeting or you gave them a
virtual tour of a home, and soyour digital interactions,
unfortunately, have become waymore important time-wise, than
(24:54):
the in-person interactions,because they will determine if
you ever have the chance to meetthat client in person or not.
Speaker 1 (25:02):
You know, what's really funny about that is that.
So we mentioned trust and thenwe mentioned digital footprint.
Right, those two things arevery hard to do together.
Most times on digital footprint, there's no trust.
You know what I mean, and sohow do you build trust on a
digital footprint?
You know that's, that's that isvery interesting.
Speaker 2 (25:20):
If you don't control it, somebody else will control
it.
Speaker 1 (25:24):
That's so true, so true.
Speaker 2 (25:26):
You don't control it, somebody else.
Speaker 1 (25:27):
Well, we talk about that in Keller Williams all the
time.
Tell your story or somebodyelse, will you?
Know, what I mean, and it'sbetter to come from you.
Speaker 2 (25:34):
Even if you say I don't want to be out there on
social media because that's justnot my lifestyle and that's not
what I want to do, then craftat least a LinkedIn profile yeah
, at least one profile that'sdefined instantly and put all
your work into that profile.
Maybe you don't have to TikTok.
(25:55):
Maybe you don't have to TikTok.
Maybe you don't have toInstagram.
Maybe you don't have to be onour platforms Although I always
say you need to own your name onall platforms but craft and
design at least one profile thatinstantly imprints, for example
, trust if that is your word onpotential clients who search you
(26:17):
online.
Before you send an email,cross-check it.
Is that an email that, inbetween the lines, signals trust
, or is it full of grammarerrors?
Is it full with emojis?
Is it full with messages inbetween the lines?
Who is on C, c.
Who is on B, ccc?
What is the subject line?
(26:38):
So you know, it's like digitalbody language that you play here
.
Speaker 1 (26:43):
Yeah, no, that's good , and I like what you said there
too.
You know, if there's somethingyou need, if you need to be on
social media, why not LinkedIn?
If it's something that you feelcomfortable with, you know,
figure out which social medialike.
I also like the that you shouldown your name on all the social
medias, regardless if you usethem or not, because somebody
could be incriminating you ortake over your identity.
(27:05):
Yes, so that's very important.
Also, good stuff.
Great, it's great stuff.
So, before we wrap up here,this is just a great
conversation.
You know, I think you're goingto be coming back in march, if
I'm not mistaken.
Speaker 2 (27:15):
I'm hoping you're going to be right here in the
studio.
Yes, yeah, although it's alittle bit scary for me to come
from warm and sunny florida topennsylvania in march.
It's not that bad in march,it's really not, it's not that
bad a year long in melbourne,pennsylvania and where
pennsylvania in melbourne.
Oh, you lived there.
Yes, I live there.
(27:36):
Oh, yes, so.
Speaker 1 (27:37):
I can't fool you on anything.
Yeah, yeah, sorry, I thoughtmaybe you would trust me on
March.
I'm going to have to work onthat trust issue there.
With the month of March, let'stalk about you have a new book
coming out.
Let's just talk about thatbriefly here, and then we're
going to have you back.
Speaker 2 (27:59):
You are going to be in an event in Philly.
Are there tickets for that orsomehow?
Speaker 1 (28:03):
people can go to that .
Speaker 2 (28:03):
Yes, but it's a very specific group.
It's not for real estate agents, it's actually for professional
speakers.
If you want to enter theprofessional speaking circus and
want to be successful in thatarea I'm sharing a little bit
give a behind the scenes view ofmy speaking business.
Speaker 1 (28:20):
Oh, that's great, that's, and you're very good at
that.
I've seen your all your videosand things like that.
So let's talk about your bookthat's coming up.
It's called make me feelimportant.
Is that correct?
Yes, tell me a little bit aboutthat.
Speaker 2 (28:30):
Make me feel important is my book number 13.
Speaker 1 (28:33):
Wow, that's great.
Speaker 2 (28:35):
And I'm very excited about it, and the title actually
says it all, because, as aclient, isn't that all that we
want?
We want to feel important, wewant to feel valued, we want to
feel respected, and I love thatwe end this conversation the way
we started it.
(28:55):
I'm going to take a close lookinto the digital transformation
that we are going through andhow it impacts the client
interactions that we have andhow we can put more effort into
making sure that our clientsstill feel important and
respected and valued, inparticular, through the human
(29:15):
interactions we have with them.
Speaker 1 (29:17):
That's awesome.
Sounds like it's going to be agreat book.
Actually, that sounds reallygood.
Is there anything else you wantto say to the audience or
anything to talk about?
How?
About how we find you?
How do we find you?
What's the best place to go?
Speaker 2 (29:29):
Well, type in my name , my very simple name, sylvie D
Juster, into any search engine.
You should be good with anytypos, because there are not
very versions of it out there.
And if you can't find me basedon my name, either my website or
on Instagram or LinkedIn orFacebook or YouTube or TikTok,
(29:53):
well then you probably don'thave internet at this moment,
because you're going to stumbleover me somewhere.
Speaker 1 (29:59):
That's right.
They're going to find you,whether they like to or not.
Right, that's right.
That's what I always say.
Speaker 2 (30:04):
Please reach out anytime if you have any
questions related to the imageof leadership and real estate.
It's one of my favoriteindustries to work with.
Speaker 1 (30:13):
That's great.
That's great, and we're glad towork with you too, and I'm glad
you were on the show.
That was just so muchinformation.
We're definitely going to haveyou back, hopefully in person,
next time.
If not, we'll have you backjust the way we are right now.
Speaker 2 (30:25):
All right.
Thank you very much for havingme and say hello to Hugo around
the corner and the family andonce again, congratulations.
To now more than 200 episodes.
Speaker 1 (30:36):
Thank you.
Speaker 2 (30:37):
I really enjoyed your anniversary episodes.
Speaker 1 (30:40):
Appreciate it.
Thanks so much, sylvie.
We appreciate it.
All right, all right.
Wow, what a great show, amazingshow.
Yes, sylvie D, yeah, make sureyou get this right.
Dejusto, the power of choice,the image of leadership.
She's just amazing.
Pick up her book, for sure.
It's a great book.
She's going to be writing a newone called Make Me Feel
(31:01):
Important.
That'll be coming out, I'm sure, hopefully in 2025.
All right, that's about it.
Thanks for joining us everyThursday at 7 pm.
We'll see you next week.
All right, bye.
All right, here we go , from real estate to real life
and everything in between, theBrad Wiseman Show and now your
host, brad Wiseman.
All right, yeah, this is gonnabe a great show.
I've been looking at thisperson online for quite some
(00:22):
time.
I've been looking at thecontent and how different she is
at getting the message outabout image and about leadership
and about perception and aboutimpressions, first impressions,
things like that.
These are all things that arevery important in business today
and I think a lot of times someof these things get maybe
forgotten.
(00:42):
And the thing about leadership,with the image of leadership, I
think, also today, sometimes,what happens is, you know, we
don't know what a great leaderlooks like sometimes, because
maybe we don't have the rightleaders in our world or in our
life.
So I have just an amazingspeaker.
She's been all over the world.
I'm going to say, uh, speakingto thousands and thousands of
(01:04):
people.
Her name is Sylvie DiGiusto.
She's now with me from Tampa,florida, and I'm very excited to
have her on here.
So, sylvie, how are you doingtoday?
Speaker 2 (01:16):
Hello Brad, I am looking at this person you since
quite a while too, and I'm soexcited that I finally made it
on your show.
I love everything that you aredoing, the variety of topics
that you cover and the amazingguests that you have, and thank
you very much for having metoday yes, and also I did
compliment the red uh blousethat you have on, because that's
(01:38):
definitely a color that workswell with me.
Speaker 1 (01:40):
You see, you even have a red eight ball.
Have a red eight ballpreparation to this morning
preparation.
Speaker 2 (01:45):
I felt a little bit of pressure on red shoes for you
, but since you can't see those,we're going to have to start
doing shoe cameras.
Speaker 1 (01:55):
You know what I mean.
I don't know what else to do.
I'm time shoe cameras, but no,but you're traveling all over
the place and you're.
You're talking about thingsthat just really really hit home
for me and things that I reallyreally admire, and that's about
leadership and perception,image and all the things that we
talk about today.
And I just want to right offthe bat you have a book called
(02:16):
the Image of Leadership.
It's a great book.
You sent it to me.
I did not get a chance to readit yet, but I've been reading
about it, and it's all aboutappearance, behavior,
communication, digital footprint, environment, like all these
different things.
Tell me what the image ofleadership means to you.
Speaker 2 (02:34):
Well, first of all, let's define leadership, okay.
That sounds great, because veryoften, especially when I talk to
real estate professionals, thefirst thought is well, I'm not a
leader, right, I just work onmy own, I have my own agency and
I'm not a leader.
I don't have a big team and Ialways have to correct them
(02:57):
because, in my sense, we are allleaders in our communities,
right, we all represent our ownbrand, we all want to lead in
the market, we all want to becompetitive in the market.
So I want you to forget aboutleader in terms of titles, of
management, positions, ofhierarchy, and more think in
(03:19):
terms of leading by example,being the best version of
yourself.
Yeah, now the challenge withleadership is of leading by
example being the best versionof yourself.
Now, the challenge withleadership is, honestly,
leadership is a lot aboutperception.
Do people perceive you as aleader or not?
Do you represent yourself as aleader or not?
Do you have the image of aleader or not?
(03:42):
And do people buy instantlyinto you, rather than they buy
the property or whatever youoffer them as a product or
service?
Because we know that,especially real estate agents,
we are, or you are, in a peoplebusiness.
Yes, there is data, facts andfigures that will help you to
sell or rent or buy a property,but the first interaction that
(04:06):
your clients have with you arewith you, the human being, yeah,
and what's fun and we all talkabout.
Speaker 1 (04:13):
when you go back to the human being, I think that's
even becoming more important.
Because of AI, because ofsocial media, because of all
these things that have comeabout.
I think the people-to-peoplebusiness is really what is
actually becoming more important, Because we're lacking that, we
don't see it enough.
Speaker 2 (04:39):
Yes, absolutely.
But also augmented reality andall the things that are coming
against us in the future willchange our human behavior, and
not just ours, also the humanbehavior of our clients.
For example, they will be lesspatient, because artificial
(05:00):
intelligence teaches usunconsciously that everything is
available with a mouse clickevery piece of information.
But they will also trust usless right?
Because is it from us, from ahuman being, or is it from chat,
gpt or is it from a robot?
Where does this informationcome from?
(05:21):
How often did you go on a realestate website, for example, and
you used their chat feature andyou are not sure?
Is this really a human beingresponding to me or is this some
sort of chatbot, right?
So they will be lesstrustworthy, but they will also
be less accountable.
At one point, people will leanback and say it was not me, it
(05:41):
was just GPT or some chatbot orsome artificial intelligence.
So the human behavior willchange over the course of time
on the one side and on the otherside, the more important it is
that we think about how are wegoing to interact with each
other and, as a real estateagent in particular, how are you
(06:02):
going to interact with yourclients, real estate agent in
particular.
How are you going to interactwith your clients that you can
instantly imprint an image ofleadership on them, which means
that you are the person, and theonly person, that they should
trust with selling their home,renting their home, buying a
home?
Speaker 1 (06:18):
Yeah, yeah, and and you know it's funny too, I think
about this too too.
You, you travel all over theall over the world.
Um, speaking on this is there.
Do we find that the youngerpeople if you talk to some of
the younger people, do they havea harder time with the people,
to people, uh interaction, thanmaybe somebody I'm 54, somebody
(06:39):
my age who we weren't?
This kind of technology was notaround when I was being, when I
was coming up through, so theywere born with this stuff.
Do you feel that maybe they arethey able to actually do the
people-to-people business, orwould they rather be on a
computer?
Speaker 2 (06:54):
I don't think so.
That's.
The problem is in thegenerations themselves.
Speaker 1 (06:58):
It's more cross-generations.
Speaker 2 (07:00):
When we cross them right, that's very often the
misunderstanding happens ifsomebody from this generation
interacts with this generationand we have very different
communication channels and verydifferent ways to approach
things.
Speaker 1 (07:14):
That's a good point, because, yeah, because I can
tell you right now there'speople that I work with and we
go to sign an agreement of saleand next thing, you know, you
send them DocuSign.
Well, somebody and nothingagainst Adra, somebody that's
maybe not as technologicallysound is is not going to be able
to do the DocuSign.
I have to then meet with themor have them come into the
(07:35):
office, which we don't do thatmuch anymore, you know, and
that's one of those things thatwe don't.
Speaker 2 (07:40):
Right, right, but in terms of the client interaction,
I always say it's important tobe adaptable and to have
situational awareness.
So if you work with somebodyfrom a generation that isn't
very assumed to sign somethingwith DocuSign, is there a way
you can still make it happen forthem because in the end you
(08:02):
want to make the business withthem right?
You want to acknowledge thattheir generation maybe is not
used to the ways that we do itnowadays, or how can you help
them make this process or thisinteraction in your customer
journey as easy as possible forthem?
Speaker 1 (08:17):
yeah, yeah, and that's pretty much what we do
and that's what I mean.
That's the good, that's theright thing to do as far as
being in sales and stuff.
So let's talk about the firstimpression.
We've we've heard that term somany times in our life, you know
, some people say you have onlyseconds and first impression is
lasting impression.
Has anything changed with that?
What's?
What's your opinion of firstimpressions?
Speaker 2 (08:38):
Well, you know I use one study that says, just for my
work, that it takes sevenseconds, but I always clarify
that with any research out there.
This is just a view into onestudy and one situation that
cannot be replicated into dailylife.
There are many other studiesout there.
Some say it takes 13 seconds.
(09:00):
Some say it takes millisecondsif it happens online.
Some say trust is the mostimportant factor that people
identify in those micro moments.
Others say other factors areimportant.
But what all of them have incommon, no matter in which study
you look at, is that it happensautomatically.
It has nothing to do with thefact if you're a good human
(09:22):
being or not, if you want to doit or not.
It's just automatic brainperformance.
It's our survival mode that weinstantly walk into a room and
our brain scans the room, readsthe room and wants to know are
we in danger or not?
Are we friends or not?
You know.
And so, more important that thenumbers themselves, it's just
(09:44):
the fact that it happens andthen, unfortunately, a variety
of unconscious biases are eitherworking for you or against you.
Unconscious biases areingrained in us since the moment
we are born and they areinfluenced by our parents or the
community we grew up or theculture we grew up in, the
(10:06):
generation we are from, and ourbrain is wired in a way that we
always want to be right.
We don't want to be wrong, sowe always look for proof moments
, no matter how long that ittakes.
Unfortunately, their brainafterwards looks for proof and
(10:29):
ignores anything that goesagainst their initial first
opinion.
Speaker 1 (10:34):
Oh, that's interesting.
So there's justification.
So when you make thatjudgmental, it's judgment.
When you walk in and you judgethat's the first impression, you
say, okay, this person, blah,blah, blah, whatever.
When you walk in and you judge,that's the first impression,
you say, okay, this person, blah, blah, whatever.
Then what we do after that isthen we look for more
justification to define that,that what you thought right,
that's incredible, that's funny.
Speaker 2 (10:57):
Let's take a situation from Europe.
Let's take an open house.
Right, you host an open houseon a weekend and you have
prepared the house, the property, picture perfect.
But for whatever reason,somewhere in the entrance there
is a stain on the carpet.
Speaker 1 (11:13):
Yeah.
Speaker 2 (11:13):
It's a random example , right?
Speaker 1 (11:15):
Right right.
Speaker 2 (11:16):
Your guests come in and one of the guests noticed
that stain.
What are they doing?
Instantly and unconsciously,they walk through that property
and look for other things thatare wrong and come with all the
complaints to you about theproperty that are actually wrong
, while they don't see theamazing view out of the windows,
while they don't see thebeautiful kitchen, while they
(11:38):
don't see all the other thingsthat speak in the favor of this
home, and the same happens toyou, right?
you interact with a human, withanother human, or with another
person, or with your client, andat the very beginning there is
something off.
They don't like something aboutit, and sometimes it's the
micro moments.
(11:58):
You didn't look into their eyes, you didn't shake their hands,
you were on their phone insteadof acknowledging them and
afterwards, unfortunately, theirhuman brain looks for proof
that you don't care about them,that you don't give them the
attention that they deserve,that you don't give them the
attention that they deserve, andthey ignore subconsciously that
(12:19):
you are doing your best topresent yourself and the
solution that you have to offerto them.
Right now, science knows aboutaround 185 biases, and what I
just described is confirmationbias.
We look for confirmation of ourinitial opinion Unbelievable,
(12:39):
or?
negativity bias is another biaswe look for confirmation of our
initial opinion or negativitybias is another bias.
We rather see the things thatare wrong than the things that
are right.
Speaker 1 (12:49):
Yeah, it's funny, you know, and we disguise that as
oh, I don't, I'm just notgetting the warm fuzzy feeling
from them or I'm not, I'm notfeeling it.
There's something about that.
I'm just not feeling it, youknow, and those are things that
we say, you know, that areinteresting because but that's a
, that's a bias, you know,that's, that's something, and I
don't even know the person forfive seconds and I'm like I
didn't get a warm fuzzy feeling.
Well, how would you?
Speaker 2 (13:20):
you don't know them that well, and I love that you
use the word feeling bread,because that's actually also how
our brain is built.
Our brain consists of a fivepercent conscious part.
In those five percent is wheredata, facts and figures and
information is transmitted.
So this is where all yourcontracts, your proposal, all
the data that you provide toyour clients is transmitted,
which is important yeah.
But it's only captured andtransmitted in 5% of your
(13:44):
client's brain.
The other around 95% are allunconscious biases, gut feelings
, their emotions that very oftenwe are not aware of or don't
take advantage of.
And this is what I teach myaudiences is to take advantage
of those unconscious biases.
(14:05):
If you give them in the firstmoment what they are looking for
, they are also looking forproof.
Speaker 1 (14:13):
Yeah.
Speaker 2 (14:13):
Because then they also want to be right that you
are that one real estate agentor broker, the only one they
want to work with.
If you deliver what they wantin those first micro moments,
unconscious biases will work inyour favor.
Speaker 1 (14:29):
Oh, interesting.
Yeah, it's using what we knowwe're doing to other people to
our advantage, knowing.
Well, if that's what they'redoing to me, then I should be
aware of that, because then I'mgoing to be, uh, I'm going to
show up better for them, I'mgoing to show up in a different
way.
That's, that's some.
That's some good stuff there.
You have a question, you go?
yeah, I was wondering what is a,what is another uh um, bias
(14:52):
that we have that we can use toour advantage that is just
transcendent of industries andbusiness.
Speaker 2 (15:00):
So the bandwagon effect, for example, is a very
common bias.
I mean, how often have youexperienced online?
Somebody shares something and,without checking the facts or
figures, everybody just clicksthe share button and reposts the
information because somehow wethink if this person is right,
(15:22):
well then it must be right right, If this person is right then
we're just going to share itwith the world too.
This is what we call a bandwagoneffect, and the bandwagon
effect for you is important,especially when it comes to
client recommendations or clienttestimonials.
Or you know, when you're usingyour language terms that your
(15:46):
client said about you why?
I give you a very practicalexamples.
When you were young, hugo, didyour parents sometimes ask you
well, if your friend would jumpoff that cliff, would you jump
off that cliff too?
Speaker 1 (16:01):
Yes, I've heard that.
Speaker 2 (16:04):
Many of us, at least our generation, has heard that,
and back then we would have saidno, never.
And nowadays I'm kind of well,you know what, if that cliff, if
it looks fun and if the guy I'mjumping off looks fun, and
maybe after a glass of SauvignonBlanc it looks even more fun.
I would do it.
The same is true for yourclients.
(16:25):
If somebody else jumped offthat cliff before, they are more
likely to jump off that clifftoo.
Speaker 1 (16:32):
Gotcha yeah.
Speaker 2 (16:33):
Because the bandwagon effect is in play.
Speaker 1 (16:36):
Interesting, very interesting, good stuff.
So let's move on to the next,next.
Next thing we were talkingabout here and this was a
question I talked to you, hugo,about before we went live here
was executive presence andleadership presence.
What my question?
What's the difference betweenexecutive presence and
leadership presence?
Like, I'm looking at executiveas being a leader, but maybe
(16:58):
that's not the right executiveor the right word.
Speaker 2 (17:00):
Yes, I wouldn't.
I wouldn't really say thatthere is a difference.
You know, in the market we usedifferent terms some call it
image, some call it executivepresence, some call it a
leadership presence.
I started to call itprofessional identity.
Because it's the identity thatyou build around you, which, in
(17:21):
the end, will lead to yourreputation.
Speaker 1 (17:24):
Yes.
Speaker 2 (17:25):
And the identity that you craft can only be
controlled and crafted byyourself.
Very often, when it comes tojudgmental thinking, we think
that we are the victim of others.
And yes, to a certain degree wemight be given the
circumstances, but it alwaysstarts with yourself.
(17:47):
If you don't control it,somebody else will control it,
that's that right.
I use the term professionalidentity, which has those five
core elements that I work with,and you craft your professional
identity with your appearance.
Like it or not, humans arevisual creatures.
(18:08):
We just look at others and wethink that we know something
about the other person, and thathas less to do with
old-fashioned and outdated dresscode rules.
It has more to do with oldfashioned and outdated dress
code rules.
It has more to do with theentire visual picture that you
create, and our brain isactually quite lazy.
That's why it takes a shortcutthrough the eyes.
(18:29):
You just look.
Speaker 1 (18:31):
That's pretty funny.
Yeah, so true, and what's funnyyou talk about that was the.
When it comes back to thatpresence, reputation is not
inside us, and we talked aboutthis a little bit before before
we went on, and I've heard thisbefore.
I don't know who it was.
It might have been Wayne Dyer,it might have been Jim Rohn or
somebody.
I don't know who it was.
I listened to a lot ofdifferent things and you know,
reputation is not within us.
Speaker 2 (18:51):
We like what you're saying, it identity, that's what
we control, so we can controlthat, but how somebody perceives
that we can't control.
And also, you will never knowwhat your reputation really is,
because what people tell you toyour face is also true, that's
so true.
Right, that's not yourreputation, that's them being
(19:13):
nice about your reputation yes,exactly, your reputation is what
people say and think about youwhen you're not in the room.
Speaker 1 (19:22):
Yeah.
Speaker 2 (19:22):
And that's something you probably will never find out
.
Exactly so you only have acertain amount of control, and
it starts with you and yourprofessional identity.
But if you don't even controlthat, you lose any control and
give it up to others.
Speaker 1 (19:38):
Exactly, and that's good stuff.
I agree with that a hundredpercent.
Let's get into some of the um,uh, the personal branding.
Like um, you know, what do youfeel with personal branding in
our business and real estate?
We're, we're all about personalbranding.
I mean that's because you knowwe're, we're branding ourselves.
People are, you know, yeah, wesell houses, but the reality is
they're buying us, they'rebuying into the professionalism
(20:00):
that we have, the experiencethat we have.
What, how, what are yourthoughts on personal branding
when it comes to realtor orsomebody like that?
Speaker 2 (20:09):
Two thoughts that I would like to share with you.
First, it always starts withyourself.
So I would never follow a onesize fits, allfits-all formula
that says as a realtor, you haveto brand yourself this way
because you are all individuals,you are human beings.
A realtor Brad will neverappear, behave and communicate
(20:33):
like realtor Susan, who is indowntown Manhattan and sells
luxury condos in New York.
Yeah, she doesn't have to,because those are two different
individuals.
So I always encourage you tostart with yourself and define
it with one word.
(20:53):
What is the one word thatshould pop up in everybody's
mind when they think of you andyour personal brand?
And then cross-check yourappearance, does it communicate
that one word?
Your behavior, does it reallycommunicate that word when you
speak, do you really communicatethat word in between the lines?
(21:16):
And how about your digitalfootprint or your environment?
And then cross-check yourclients, the expectations,
because, again, your clientsthat you work with might have
very different expectations, asthe clients who live in
manhattan right, my propertiesthere, for example.
(21:37):
And when I speak at events, atreal estate um organizations,
then I bring them the top termsthat come to clients minds and
obviously I can't go into allthe areas, but at least I can
split it into residential andindustrial and land.
There is a huge difference.
And when it comes toresidential, for example, one of
(21:59):
the top words that they want toinstantly feel is trust.
It's one of the top three words.
Speaker 1 (22:06):
And you know what's funny about that.
How many times have I talkedabout that, hugo, where I think
the top thing in my businessafter 32 years, I'm writing a
lot about this.
Right now I don't have a bookor anything written, but I'm
writing a lot about this andit's about trust and and it's
about it's it's huge, huge partof our business and and and one
of the things the reason being,I feel, is you know, we are told
(22:27):
, we were told as agents, thatwe are dealing with the largest
investment that most people willhave in their lives.
And I actually, I actually haverecently come up with a little
bit of a different twist on that.
Instead of us being real estateagents, I think we should be
called real change agents.
It's the biggest change thatanybody makes in their life.
(22:48):
You're collecting all yourpersonal items, you're moving
where memories were made toanother place.
We look at it as an investment,but investment is kind of a
cold word, whereas your home ismore of a warm word and and
trust is what it's all about.
Speaker 2 (23:02):
they have to trust you to do that they have to
trust you, and a funny thing isthat I call it an emotionally
charged environment.
You might be surprised verymuch so the terms that came came
.
The top terms for real estateare very close to health care.
Oh, interesting.
(23:22):
Those are two industries thatcouldn't be further apart, right
, but in one there is my life,right, my health, on the display
, and in the other it's more orless not my life, but it's one
of my biggest life decisionspossibly, that I trust you to
(23:43):
find me a new home or to sell myhome.
So it's a highly emotionallycharged environment, and so I
encourage you.
What in your appearance tellssomebody instantly trust?
What in your behavior tellsomebody instantly trust?
What in your communication?
And the second point that is soimportant for real estate is,
unfortunately, nowadays, what ismore has become most important
(24:09):
out of those five elements thatI always quote, out of those a,
b, c, d, e is the d your digitalfootprint yeah because most of
your interactions nowadays don'thappen in person anymore.
They happen in some sort ofdigital way.
Before you will meet yourpotential client in a home or in
person, you have had severaldigital interactions with them.
(24:32):
They found you on a website,they checked out your social
media, you might have had emailconversations with them, maybe
you met them in a virtualmeeting or you gave them a
virtual tour of a home, and soyour digital interactions,
unfortunately, have become waymore important time-wise, than
(24:54):
the in-person interactions,because they will determine if
you ever have the chance to meetthat client in person or not.
Speaker 1 (25:02):
You know, what's really funny about that is that.
So we mentioned trust and thenwe mentioned digital footprint.
Right, those two things arevery hard to do together.
Most times on digital footprint, there's no trust.
You know what I mean, and sohow do you build trust on a
digital footprint?
You know that's, that's that isvery interesting.
Speaker 2 (25:20):
If you don't control it, somebody else will control
it.
Speaker 1 (25:24):
That's so true, so true.
Speaker 2 (25:26):
You don't control it, somebody else.
Speaker 1 (25:27):
Well, we talk about that in Keller Williams all the
time.
Tell your story or somebodyelse, will you?
Know, what I mean, and it'sbetter to come from you.
Speaker 2 (25:34):
Even if you say I don't want to be out there on
social media because that's justnot my lifestyle and that's not
what I want to do, then craftat least a LinkedIn profile yeah
, at least one profile that'sdefined instantly and put all
your work into that profile.
Maybe you don't have to TikTok.
(25:55):
Maybe you don't have to TikTok.
Maybe you don't have toInstagram.
Maybe you don't have to be onour platforms Although I always
say you need to own your name onall platforms but craft and
design at least one profile thatinstantly imprints, for example
, trust if that is your word onpotential clients who search you
(26:17):
online.
Before you send an email,cross-check it.
Is that an email that, inbetween the lines, signals trust
, or is it full of grammarerrors?
Is it full with emojis?
Is it full with messages inbetween the lines?
Who is on C, c.
Who is on B, ccc?
What is the subject line?
(26:38):
So you know, it's like digitalbody language that you play here
.
Speaker 1 (26:43):
Yeah, no, that's good , and I like what you said there
too.
You know, if there's somethingyou need, if you need to be on
social media, why not LinkedIn?
If it's something that you feelcomfortable with, you know,
figure out which social medialike.
I also like the that you shouldown your name on all the social
medias, regardless if you usethem or not, because somebody
could be incriminating you ortake over your identity.
(27:05):
Yes, so that's very important.
Also, good stuff.
Great, it's great stuff.
So, before we wrap up here,this is just a great
conversation.
You know, I think you're goingto be coming back in march, if
I'm not mistaken.
Speaker 2 (27:15):
I'm hoping you're going to be right here in the
studio.
Yes, yeah, although it's alittle bit scary for me to come
from warm and sunny florida topennsylvania in march.
It's not that bad in march,it's really not, it's not that
bad a year long in melbourne,pennsylvania and where
pennsylvania in melbourne.
Oh, you lived there.
Yes, I live there.
(27:36):
Oh, yes, so.
Speaker 1 (27:37):
I can't fool you on anything.
Yeah, yeah, sorry, I thoughtmaybe you would trust me on
March.
I'm going to have to work onthat trust issue there.
With the month of March, let'stalk about you have a new book
coming out.
Let's just talk about thatbriefly here, and then we're
going to have you back.
Speaker 2 (27:59):
You are going to be in an event in Philly.
Are there tickets for that orsomehow?
Speaker 1 (28:03):
people can go to that .
Speaker 2 (28:03):
Yes, but it's a very specific group.
It's not for real estate agents, it's actually for professional
speakers.
If you want to enter theprofessional speaking circus and
want to be successful in thatarea I'm sharing a little bit
give a behind the scenes view ofmy speaking business.
Speaker 1 (28:20):
Oh, that's great, that's, and you're very good at
that.
I've seen your all your videosand things like that.
So let's talk about your bookthat's coming up.
It's called make me feelimportant.
Is that correct?
Yes, tell me a little bit aboutthat.
Speaker 2 (28:30):
Make me feel important is my book number 13.
Speaker 1 (28:33):
Wow, that's great.
Speaker 2 (28:35):
And I'm very excited about it, and the title actually
says it all, because, as aclient, isn't that all that we
want?
We want to feel important, wewant to feel valued, we want to
feel respected, and I love thatwe end this conversation the way
we started it.
(28:55):
I'm going to take a close lookinto the digital transformation
that we are going through andhow it impacts the client
interactions that we have andhow we can put more effort into
making sure that our clientsstill feel important and
respected and valued, inparticular, through the human
(29:15):
interactions we have with them.
Speaker 1 (29:17):
That's awesome.
Sounds like it's going to be agreat book.
Actually, that sounds reallygood.
Is there anything else you wantto say to the audience or
anything to talk about?
How?
About how we find you?
How do we find you?
What's the best place to go?
Speaker 2 (29:29):
Well, type in my name , my very simple name, sylvie D
Juster, into any search engine.
You should be good with anytypos, because there are not
very versions of it out there.
And if you can't find me basedon my name, either my website or
on Instagram or LinkedIn orFacebook or YouTube or TikTok,
(29:53):
well then you probably don'thave internet at this moment,
because you're going to stumbleover me somewhere.
Speaker 1 (29:59):
That's right.
They're going to find you,whether they like to or not.
Right, that's right.
That's what I always say.
Speaker 2 (30:04):
Please reach out anytime if you have any
questions related to the imageof leadership and real estate.
It's one of my favoriteindustries to work with.
Speaker 1 (30:13):
That's great.
That's great, and we're glad towork with you too, and I'm glad
you were on the show.
That was just so muchinformation.
We're definitely going to haveyou back, hopefully in person,
next time.
If not, we'll have you backjust the way we are right now.
Speaker 2 (30:25):
All right.
Thank you very much for havingme and say hello to Hugo around
the corner and the family andonce again, congratulations.
To now more than 200 episodes.
Speaker 1 (30:36):
Thank you.
Speaker 2 (30:37):
I really enjoyed your anniversary episodes.
Speaker 1 (30:40):
Appreciate it.
Thanks so much, sylvie.
We appreciate it.
All right, all right.
Wow, what a great show, amazingshow.
Yes, sylvie D, yeah, make sureyou get this right.
Dejusto, the power of choice,the image of leadership.
She's just amazing.
Pick up her book, for sure.
It's a great book.
She's going to be writing a newone called Make Me Feel
(31:01):
Important.
That'll be coming out, I'm sure, hopefully in 2025.
All right, that's about it.
Thanks for joining us everyThursday at 7 pm.
We'll see you next week.
All right, bye.
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