April 3, 2025 • 38 mins
Hi This is Brad Weisman - Click Here to Send Me a Text Message
Sylvie Di Giusto shares her journey from corporate executive to international keynote speaker, revealing how she turned perceived limitations into her greatest strengths and pioneered innovative presentation technology. Through personal stories and psychological insights, she demonstrates how first impressions shape experiences, why success can diminish self-awareness, and the importance of constant reinvention for professional longevity.
• Overcoming the fear of public speaking in a non-native language
• How Sylvie's accent became her "unique selling point" after initially seeing it as a limitation
• The psychology of first impressions and how our brains form judgments in seconds
• Why our brains actively look for evidence to confirm our initial impressions
• The concept of "CEO disease" - how success can reduce self-awareness
• Importance of surrounding yourself with people who have different perspectives
• How political opinions can affect business relationships and referrals
• The necessity of reinvention for business longevity
• Sylvie's development of 3D immersive technology for keynote presentations
• The responsibility speakers have to honor their audience's time
See Sylvie Di Giusto speak live or check out her books, including "The Image of Leadership" and its ten special editions for specific industries, at sylviedigiusto.com.
#sylviedigiusto #bradweisman #thepowerofchoice #theimageofleadership
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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
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
from real estate affects the market as a whole,
which then sometimes will affectthe right it'll come in to real
life.
We all learn in different ways.
If you think about it, waynedyer might not attract everybody
, and everything in between.
The mission was really to helppeople just to reach their full
potential.
The br Brad Wiseman Show andnow your host, brad Wiseman.
(00:26):
All right, we are back, man,we're back and this is going to
be a good one, hugo.
Speaker 2 (00:32):
I can see it and I can feel it.
Speaker 1 (00:34):
You can feel it.
You can feel it, I can feel ittoo.
So we had a guest on not toolong ago and you might remember
her.
Her name is Sylvie DiGiusto.
She is phenomenal.
We talked about all kinds ofstuff first impressions,
professional image, we wentthrough online reputation, your
digital footprint, all differentkinds of things and we have her
(00:54):
back.
But we have her back in thestudio.
Before it was streaming.
Now she's here live in thestudio and I just want to say
thanks for being here, Sylvie.
I appreciate it.
Speaker 3 (01:03):
Thank you very much for having me.
I'm so excited.
Speaker 1 (01:05):
You're so excited.
Good, good, good.
Speaker 3 (01:07):
I'm so excited to finally be in the famous studio.
Speaker 1 (01:10):
I don't know if it's famous.
Speaker 3 (01:12):
I'm even wearing sneakers.
Speaker 1 (01:14):
I was going to ask you what are those?
They're nice.
Speaker 3 (01:17):
That's the only red stripe that I could offer.
I was prepared for this.
Speaker 1 (01:24):
I am so impressed when I saw the sneakers when you
came in I was like those arenice sneakers, they're really
nice.
Speaker 3 (01:29):
My team was very worried.
Where I'm going, you're wearingsneakers.
Who is this guy?
Speaker 1 (01:35):
You should see me.
You should see what my wifesays when we go to weddings and
I'm dressed in a, in a reallynice suit, and she's like you're
not going to wear the redsneakers, are you?
I'm like, well, I probablyshould.
And then when I don't, peopleget mad that I don't have them
on.
It's crazy, it's crazy.
So thanks for being here.
You know you are all over theworld.
You were just up in New YorkCity, you were in Chicago.
I think you said before thatyou are a keynote speaker all
(01:58):
over the place and I know you'regoing to be in Philadelphia
tomorrow.
I'm just super excited becausewe're going down there to see
you.
Hugo and I are making the tripdown.
That's right, and excited tosee you speak there.
And I just wanted to dig in alittle bit about what you're
doing.
You're writing books.
You're speaking everywhere.
How did you get into that?
Speaker 3 (02:21):
How did I get into that?
I spent 20 years in corporatemyself.
Speaker 1 (02:25):
Okay.
Speaker 3 (02:26):
And I had the pleasure to build up a
management academy for Europe'sbiggest retail and tourism
company, and I was hiringspeakers for most of my career
Get out of here, so I was on theother side.
Did you think that at thatmoment you could do that?
No, no, not at all.
You thought there's no way, Icould ever do this, no way.
Speaker 1 (02:46):
Why?
Because of fear of being up infront of people, or just not
your thing.
Speaker 3 (02:50):
A fear of being in front of people and, in
particular, not in a languagethat isn't my first language,
right.
Speaker 1 (02:57):
Yeah, I never even think about that part.
I mean, and you have the samesituation I mean Hugo's from
Guatemala and you know so thisis not his native language, but
that is very intimidating right.
Speaker 3 (03:10):
And then something life-changing happened.
I almost had a lifelong dreamto live in the United States.
Oh wow, since I'm a child andyou know, I applied for
internships.
I applied for a visa.
I tried to come over for work.
I always say I dated probablyevery single American who ever
(03:31):
crossed Europe to come here.
It never worked out.
Oh, that's hilarious.
And then, in the mostunexpected moment, when I
already gave up, the day mydaughter was born, my husband
walked into the hospital andsaid I have a job offer in
Philadelphia.
Speaker 1 (03:47):
Get out of here that he had a job offer in
Philadelphia.
So that's weird, right?
That's how things work.
Speaker 3 (03:54):
That's how things work.
And then he said but you'regoing to stay here and settle in
with the baby.
Speaker 1 (04:01):
Yeah.
Speaker 3 (04:01):
And I'm going to fly back forth for a while and then
you come over in half a year orso oh my goodness, that's a lot.
I said no, I was just gonna sayno.
Did you go for that?
No, because I'm waiting forthat day since I am five years
old, that's cool so nine dayslater, with a newborn on my lap,
I was on a plane and moved tothe united states oh my gosh,
(04:23):
that's crazy.
Speaker 1 (04:24):
And and then and moved to the United States oh my
gosh, that's crazy.
And you didn't look back atthat point.
That was it.
You were here.
And where did you land?
In Philadelphia, inPhiladelphia.
So Philly is really where youlanded.
Speaker 3 (04:35):
Yes.
Oh my gosh, and after one yearthey wanted us back and I said
no, this is my home Wow.
So at one point I wanted to goback to work.
I struggled with the idea to goback into corporate and thought
what else could I do?
And then I thought maybe Iswitch sides and share something
(04:55):
I learned during my corporatetime, became a speaker, highly
unsuccessful.
The first two years I had noidea what I was doing, so you
just jumped into it.
I just jumped into it, wow.
And nowadays, hugo, I have totell you what has become my most
unique selling point.
Speaker 1 (05:15):
Is your accent.
Speaker 3 (05:16):
Is actually my accent .
Speaker 1 (05:17):
Absolutely.
Speaker 2 (05:18):
I read that on your website that your exotic accent
is included.
Yes, yes.
Speaker 1 (05:22):
It is and it's a great accent.
And it is, it's, yes, it is,and it's, it's a great accent,
it's a and it is.
It's interesting for, for,especially for Americans.
We, we love a good accent, Imean we really do.
I don't know what it is, wejust do, and it just you
actually want to listen.
You want to listen but alsobeyond that and just real quick.
obviously your message and your,your passion and your
(05:44):
authenticity comes through.
Yeah, if you just had theaccent, it wouldn't be
everything.
You have to have all thatcontent behind it.
Yeah, exactly.
Speaker 3 (05:52):
But one day, when we lived in New York city after
Philadelphia, one day I got acall from a TV producer and they
asked me to come into theirstudio If I would comment on the
public persona and perceptionof Chris Christie.
Back then, oh, wow, and I said,sure, I had no idea.
To be honest, who ChrisChristie?
(06:12):
Was.
I was never in front of acamera, but which entrepreneur
doesn't jump onto the first?
big media opportunity.
So I jumped into a cab, droveinto that studio, said something
about Chris Christie and theyinvited me back.
Speaker 1 (06:27):
Oh, wow.
Speaker 3 (06:29):
And back, again and again, and every single week, I
found myself in between thosewell-spoken political experts
with their picture-perfectEnglish that used words that
were so sophisticated, brad, andthey sounded so yummy to me.
Speaker 2 (06:46):
I had no idea what they meant.
Speaker 3 (06:48):
And watching myself on TV.
I hated it.
I hated to hear myself inbetween those well-spoken
experts.
So at the holiday party oneevening I approached the
producer and shared thatinsecurity with him.
One evening I approached theproducer and shared that
insecurity with him and helooked at me and said that's the
(07:09):
reason why we invite you,because you sound like an
international expert oh my gosh,that's crazy and you say things
so simple that our viewersunderstand you, but they don't
understand the others.
Oh, that's amazing.
Speaker 1 (07:23):
That changed everything for me and gave me
also a huge push off.
Viewers understand you, butthey don't understand the others
.
Speaker 3 (07:24):
Oh, that's amazing.
That's changed everything forme and gave me also a huge push
off.
So you had a limiting belief.
Speaker 1 (07:30):
You had a limiting, limiting belief that you're,
that.
You're not, you not having themaybe the english language at
that moment mastered, which noneof us do.
Just so you know, I'm hearingnew words and I'm 54 and I've
been around here forever stillhearing new words.
I like what the heck, is thatyeah?
especially when he says words.
I'm like what is that?
Yeah, we speak real good, realgood, that's right.
(07:51):
So, yeah, it's an interestingstory and that gave you the
confidence to keep movingAbsolutely Amazing.
And now you're speaking.
Now, for how many years?
10 years.
No, for how many years?
10 years, no more than that 1515 years 15 years wow, and it's
funny you'd say so.
What do your kids think of this?
Speaker 3 (08:08):
oh, they are so embarrassed.
They are so embarrassed same asmine.
Yeah, their mom is on socialmedia, which is so that is
hilarious their mom is on stages, which is so embarrassing
sometimes, uh, in the airport,people recognize me because they
have been in some sort ofaudience.
Sure so embarrassing that ishilarious, but they are now in
an age where everything relatedto parents is just embarrassing.
Speaker 1 (08:30):
Oh, yeah, yeah, we had a little talk about this
before we went on and we had tokind of have the same time.
It's the same thing.
You know your parents asparents, they're like you're a
dork.
I mean like really, like,really, I'm like, well, you're
not, you're not fun, you're noteven cool at all.
It's funny.
So let's get back into some ofthe stuff that I really, I
really enjoyed and I was tellingyou this before we went live is
(08:50):
that one of the things thatreally caught my attention and
maybe we can just dig into it alittle bit more and just repeat
it, cause I thought it was goodWas the first impression stuff,
cause no matter what you do inlife, I don't care if it could
be in your relationships, itcould be, you know, dating, you
know we talked about that.
It could be business, it couldbe you're an entrepreneur,
(09:11):
whatever it is.
First impressions are just hugeand we even talked about I
think, what you brought up withwas relating to the business of
real estate was, you know, firstimpression on a house?
You know we think of firstimpressions a lot of times,
maybe on just people, butobjects have first impression
effects, absolutely.
Yeah, so let's dig into that alittle bit.
(09:32):
When we talked about that, wetalked about how the brain tries
to justify.
Can you go over that again andkind of explain how our brains
work?
Let's take a different yeah,different, different way yeah
all of us traveled at one point.
Speaker 3 (09:48):
Yes, right and we, we checked in into a hotel.
Yeah, let's walk into a lobbyof a hotel for a moment and the
receptionist is distracted anddoesn't take care of you
instantly, and you are alreadyannoyed because you really just
want to go into your room.
And then finally thereceptionist looks up and checks
you in and then finally you endup at the elevator, and then do
(10:12):
you notice how long it takesyeah, yeah that's the that the
elevator comes down yeah andthen you go into the elevator
and then you look at the menuthat is in the elevator and, oh
my god, they it's too, I don'tknow, too small or too yeah
right right but you're alreadyannoyed about the options.
And then your room happened tobe just next to the ice machine
(10:34):
and then you open the door andit has some sort of weird smell.
And then you find that littlepiece of paper that the cleaning
lady didn't catch when shecleaned the room I did, were you
in my room at one.
Speaker 1 (10:45):
This sounds like my experience almost every time.
So yeah, you see that, go ahead.
Now what happens?
Speaker 3 (10:52):
It's a variety of unconscious biases working
against that hotel brand,because at the very beginning,
you had an interaction thatwasn't positive and your brain
is looking for proof, becausehuman beings want to be right.
We don't enjoy being wrong oh,it's so true right.
So we are looking for proof andignore anything that goes
(11:15):
against our first initialopinion about something or
somebody.
Yeah, let's imagine we wouldhave walked into that hotel and
the receptionist would havewelcomed us with a big aha with
our name already, or somethingvery positive.
I promise you you would havewalked to that elevator still so
impressed by the welcome youwouldn't even have noticed that
(11:37):
it took a little bit longer it'scrazy that that elevator took.
So that changes the whole thing.
Yes, you don't even notice themenu then in the in the elevator
, you don't you might havewalked up and think oh, I'm so
glad that I'm next to the icemachine because I'm gonna have a
bottle of rosé in my roomtonight, which sounds like a
great idea.
Yeah, it's right around thecorner.
(11:58):
Yeah that's.
Speaker 1 (11:59):
That is amazing.
So we, so we, basically, andthat's why planning that seed
for any business, and when theyalways say that, you know, in
Keller Williams we call theperson at the front desk the
director of first impressions.
You probably know that becauseyou know KW very well, but
that's why they call it thatthey're the director of first
impressions.
Speaker 3 (12:18):
Our brain is actually quite lazy.
It doesn't like to work, andthat's why we always take
shortcuts, and those shortcutsthat we take are based on past
experiences that we have.
And that's why we always thinkoh yeah, we're right, we have
done this before.
This is going to happen.
Yeah, area that very often youare just very much influenced by
(12:43):
your past experiences and bystereotypes that are influenced
by the culture you grew up in,by the family that raised you,
by the generation you are from,by your friends, your mentors,
your colleagues, your bosses.
Your brain is not as logical andrational as you think.
Speaker 1 (13:06):
It's funny.
So now my thing with that then,okay, so there's two things
there.
We have the person that gavethe experience, which would be
the front desk girl, and there'sthe person that gained the
experience, whether it be goodor bad.
Yeah, obviously, as a businessowner, we really really have to
make sure that that that rightthere, that interaction in the
(13:27):
beginning, is absolutely thebest that can possibly be,
because otherwise, it doesn'tmatter how good the chef is, it
doesn't matter how clean theroom is, those kinds of things,
those it starts to, just itstarts there.
Speaker 3 (13:39):
It's way harder for everybody else to recover from
that, and you know, one of mykeynotes actually my signature
keynote is called the power ofchoice, Because that person has
the power of choice here to makethe intentional choice to
create an environment and aninteraction with that person, to
(14:01):
set a tone.
It's all about setting theright tone in the very beginning
to help the rest of the team tohave an easier path to fulfill
the customer experience in a waythat this customer not just
leaves happy but also comes backand talks with others about the
experience.
Speaker 1 (14:21):
It's amazing.
And that and then that too wordof mouth I mean that can kill
business right there.
It's incredible.
And you know the person thathad the experience.
You know, when we talk aboutthis side of that story too, is
there's a responsibility, Ithink, a little bit on that
person to try to get to anotherlevel where they can look beyond
those things too, and we talkabout that a lot in different
(14:45):
things that we do in sales.
You can't just like go, oh,that person's terrible, and then
that makes your whole dayhorrible.
That doesn't work either.
Speaker 3 (14:52):
I catch myself every single day that I'm heavily
biased.
Speaker 1 (14:56):
Yeah.
Speaker 3 (14:57):
Heavily.
Speaker 1 (14:58):
We all are.
We all are, yeah, exactly.
Speaker 3 (15:00):
But I think that that's a huge step, that you are
aware that, or self-aware, thatnot all of your decisions that
you make are as rational as youthink.
Now here's the challenge withself-awareness.
We very often think the olderwe become, the more experienced
we are, the more successful weare in our business, the higher
(15:24):
we are on a career ladder, themore self-aware we are.
The opposite is true.
Speaker 1 (15:30):
Now, why is that?
Speaker 3 (15:31):
I call it the CEO disease CEO disease, got it yeah
.
Because that's a bias too.
You are just confirmingyourself that everything in the
past you have done right.
Speaker 1 (15:43):
So we're doing this, we're patting ourselves on the
back yeah sure.
Speaker 3 (15:46):
And, on top of this, the higher you are and the more
power you have and the moreinfluence you have, the less
people are telling you the truthto your face.
Speaker 1 (15:55):
So true.
So that's true too.
Yeah, you're right, that's verytrue.
You know, that is somethingthat you don't even think about
most of the time is that as youget older, more experience, more
wisdom, you're actually worseat the self-aware.
Being self-aware is soimportant.
Speaker 3 (16:11):
It is so important it is, and the only way to treat
that is to again intentionallythe power of choice to surround
yourself with people of oppositeopinions.
I think as humans we have alsoa tendency to surround ourselves
with a likes.
Speaker 1 (16:32):
Yeah, yeah, absolutely.
Speaker 3 (16:33):
Because we feel safe.
And I consciously try tosurround myself with people
where I know we are on theopposite of opinions.
Yeah, with people, where I knowwe are on the opposite of
opinions, where we are on theopposite of lifestyles, where we
are on the opposite of businessexperiences, because that helps
me to become more self-aware,because it's like a mirror that
(16:58):
they put in front of me where Isee oh yeah, there's another
perspective that I haven't seen.
Speaker 1 (17:04):
And also with what you do.
As far as a keynote speaker,that type of person is probably
in your audience.
It might not be that exactperson, but that, that makeup of
personality is in your audienceand they always say you got to
know your audience.
Right, it's, it's, it's very,you know, it's fun.
One of the things I do when Icome into a place like that,
whether it be a bar, lobby oranything, and I get met with
(17:26):
that type of not-so-good service, I make it my goal to make them
smile.
I really do.
I tell my wife this a lot.
I said, you know, and if Ican't, I get kind of like mad.
I'm usually pretty good atgetting them to smile.
I'll say something.
It might be some smart asscomment I make or whatever, but
(17:48):
usually I'll get them to smile.
But to me, at that point Ibroke that little barrier there
for a little bit, you know, andhopefully made a difference in
their day or whatever.
Speaker 3 (17:56):
But that's a challenge I love yes, exactly,
and it's funny and you and somepeople it ticks them off.
You know I become yeah it'sexactly and it's funny.
Speaker 1 (18:02):
And some people it ticks them off.
You know they get worse, butsome people they actually
lighten up.
You know One of the things theyalways say too when you're at
the restaurant or a bar learnthe person's name.
I always do that.
I have a good friend of mine.
His name is John Gerhard.
He was very good.
He's very good with people,good sales.
You will get so much betterservice if you ask for their
(18:23):
name.
Exactly Right, yes, do you seethat too?
Speaker 3 (18:25):
Yeah, Because you travel a lot.
It's the small details thatmatter.
Speaker 1 (18:29):
Yeah.
Speaker 3 (18:29):
You know, micro choices that have a macro impact
.
Speaker 1 (18:33):
Yeah, and you say seven, and you were saying
before seven seconds we have.
Speaker 3 (18:38):
Yes, yes and no.
Speaker 1 (18:39):
Yes and no.
Speaker 3 (18:40):
Yes and no.
You know, there are manystudies out there.
Speaker 1 (18:43):
Yeah.
Speaker 3 (18:44):
Some.
I use one that says sevenseconds, 11 decisions.
There are others that say 13seconds, four decisions.
I don't know milliseconds.
Speaker 1 (18:59):
What they all have in common is that, first of all,
people misuse studies just forthe fact that they have a
certain number To make it fortheir thing.
Speaker 3 (19:02):
Yes, exactly, and I don't want to do that.
Speaker 1 (19:04):
No, I got you.
Speaker 3 (19:06):
But the second thing that they have in common is it
happens automatically and it hasnothing to do with the fact if
you're a good human being or notIf you want to do it or not.
It's just automated brainperformance.
It's survival.
Speaker 1 (19:21):
Is there a second impression?
Speaker 3 (19:23):
Absolutely.
Speaker 1 (19:23):
There is.
Speaker 3 (19:24):
There's a third.
There's a third.
Speaker 1 (19:25):
There's a third, a fifth A sixth, there are
thousands.
How far does this go?
Yes, there are thousands, so isit hard, but it's hard to break
through that.
First I would think, right, yes, so once the human mind, if I
meet somebody, shake their hand,get their name and all that
stuff.
It's a very short period oftime.
We know there's going to besome kind of opinion that was
(19:46):
made oh, that guy's red sneakersare stupid that kind of opinion
, something like that.
But from there on it's hard toreverse that back.
Speaker 3 (19:56):
Yes, brad, if I would give you a list of 30 items to
memorize.
Speaker 1 (20:02):
That would be a problem.
Speaker 3 (20:03):
But I give you five minutes okay.
Speaker 1 (20:05):
Right, okay.
Speaker 3 (20:07):
And in half an hour I would ask you about those 30
items on that list.
Which one would you most likelyremember?
Speaker 1 (20:15):
The first five.
Speaker 3 (20:17):
And.
Speaker 1 (20:18):
And the last one Ah darn it, I fell right into her
trap.
Gosh darn it, yeah that intoher trap.
Gosh darn it, yeah, that's sofunny right.
Speaker 3 (20:27):
It's a scientific.
Speaker 1 (20:28):
So the middle part doesn't matter.
Speaker 3 (20:30):
The middle part, it matters.
Speaker 1 (20:32):
Yeah, but it's not.
Speaker 3 (20:33):
But again, the brain is lazy, so it focuses in the
beginning and then it goes torest.
It's so wild.
And then, when it realizes theend is coming, it gets a week
again.
And so the first impressionmatters, but the last one
matters too.
We always say the firstimpression opens the door and
(20:53):
the last one will determine ifthe client comes back through
that door.
Speaker 1 (20:58):
You know one of the issues I have with that.
Go up to meet somebody.
Hi, my name is Brad Wiseman.
Right, they say their name.
My mind is doing the judgingthing and if they ask me their
name, like five seconds I haveno idea what their name is.
That's terrible.
But they say have you everheard of what you're supposed to
repeat their name?
I guess a couple of times.
Do you have issues with that?
(21:19):
Have you gotten past that?
No, and it's gotten worse forme, since we are in a virtual
world.
Speaker 3 (21:26):
Oh yeah, it makes it worse people on the screen first
and then they walk up to me inperson and they, they remember
me and I'm kind of.
Speaker 1 (21:35):
I know I have seen you somewhere, but I have no
idea who you are yeah, so it'snot just me, then it's not just
you know what I have maybe weare getting old.
Speaker 3 (21:43):
Look, look, this show could be over right now.
You know what I have noticed.
Or maybe we are getting old.
Is there an option?
Speaker 1 (21:45):
Look, this show could be over right now?
Speaker 2 (21:47):
No, you know, what I have noticed is that, depending
on if you make a good impressionon the person, at the end the
person will say what was yourname again, because they want to
remember your name.
They always ask you.
Speaker 1 (22:06):
So that's a good one too, Cause then that's at the
end.
And now you, you've done withthe, it's the telling you,
you're, you're measuring peopleup.
When you first meet somebodyand you shake their hand, you
say your name and then they saytheirs.
I never hear that name thefirst time it's it's, it's
everything else is going on.
It's hard to get past that.
I always tell my wife this.
Know what I mean when I do this.
But I always tell her whenwe're anywhere if I don't
introduce you, that means Idon't know their name.
(22:26):
So what that means is whatshe'll do is put her hands out
high on Brad's wife Jess, andnow they say, oh, I'm so-and-so
and I'll go.
Oh, I'm sorry, and then I getthe name, yeah.
So there's my secret, everybody.
Speaker 2 (22:38):
There's my secret.
Speaker 1 (22:40):
Everybody's going to be like he doesn't know who the
heck I am.
It's funny.
But yeah, let's go into some ofthis other stuff.
We didn't cover One of the ones, I mean, and obviously anything
politics is always.
It's just a touchy subject andwe're not going to talk about
sides of politics or anything.
We're just going to talk abouttalking about politics.
But there's a thing inpolitical reputation.
Speaker 3 (23:09):
You know, do we alienate 50% of the people in
our sphere for business if wetalk about what we believe in?
No, you alienate more than 50%.
It's more than 50%, yeah.
For the following reason Ithink the saying with the 50%
just comes from the two parties.
Speaker 1 (23:21):
Two parties, yeah, okay, got it, got it.
Speaker 3 (23:22):
You will always offend one of the two, whatever
you say.
Speaker 1 (23:25):
Right right.
Speaker 3 (23:26):
But I give you an example from my world, the
speaking world.
You lose more people than justthe 50% in terms of, for example
, referral business.
Let's imagine you are a fellowspeaker and I see you posting on
your facebook page youropinions about uh, whatever site
(23:49):
you are on and you are veryoutspoken, then you are off my
list of referrals wow because Ican't trust you anymore.
I can't send you to one of myvalued clients right because you
are a risk oh man, that's whatnever thought about.
Speaker 1 (24:03):
The referrals part that's good, that's really good.
You are a risk.
Oh man, that's what neverthought about.
The referrals part, that's good, that's really good you become
a risk to every single speakerbureau in the market right
because nobody wants to book you, then yeah, because if you, if
you, you say one word, you'reyou're gonna tick off a lot of
people a lot of people.
Speaker 3 (24:18):
You become a risk to event planners.
You become a risk maybe even tothe people that agree with you
politically yeah because theythink wait, what if he's so
outspoken online, will he bringthat topic on the stage?
I want to book him for his realestate business right right
(24:39):
right for his business insights.
I don't want to book him forhis political insights.
You might even lose the peoplewho are politically on your side
.
Speaker 1 (24:52):
Yeah, that's crazy.
Speaker 3 (24:53):
Make yourself a risk.
Speaker 1 (24:55):
Yeah, and that's why you just don't do it.
I mean, yeah, but it was funny,it was on here before.
I'm not sure exactly why I hadon there.
Let's go into one of the thingsI've been talking about
recently on some podcasts andstuff like that is longevity in
business.
What is your take on that?
That is something that's hardto do.
A lot of times people willbounce around or they'll just
(25:15):
get sick of it.
So what do you think aboutlongevity in business?
Speaker 3 (25:20):
I can only say that from my perspective of being a
speaker that I have to reinventmyself constantly.
When I entered this industry, Ithought that at the very
beginning I'm going to go up andthen at one point, after a lot
of hard work, right, that I canfly this way for a long time.
Speaker 1 (25:44):
Didn't happen.
Speaker 3 (25:45):
Didn't happen.
It's always up down, up down,up down, and then you get tired
and think when is this evergoing to stop?
And it's never going to stop.
But you know, the waves up justbecome higher and higher yeah
and they become higher if youreinvent yourself constantly.
Four years ago no, five yearsago I was at cirque de soleil.
(26:10):
Oh, I love those shows and outof a sudden, I saw horses
running across.
The happened and it turned outthat they used holographic
(26:39):
technology, because they didn'twant to use living animals
anymore.
And then during the pandemic,when everybody went to virtual
presentations which.
I never really fell in lovewith because I missed the human
connection.
I remembered that moment andstarted researching again, and
(27:01):
during the entire pandemic Ireinvented my entire speaking
business and developed atechnology that I now use on
stage I've seen videos.
It looks amazing world's first3d immersive, where I turned the
stage now into a 3D immersiveenvironment with holograms and
(27:22):
3D imaging.
So, long story short, this tookfive years.
Four years of development.
Since one year we areperforming it.
It took an enormous amount ofmoney.
Speaker 1 (27:34):
I was going to say that can't be cheap.
Speaker 3 (27:35):
It took a lot of failure.
I've learned a lot of lessonsyeah, yeah, the first provider I
learned worked with didn't workout.
Speaker 1 (27:46):
It took so many naysayers you're always gonna
have that Because you're doingsomething different.
Speaker 3 (27:55):
And it took so much marketing and education of the
market to launch something thathas never existed before.
Speaker 1 (28:04):
Yeah, I've never seen it.
Speaker 3 (28:06):
But if I wouldn't have done it, I would be just
another keynote speaker.
Speaker 1 (28:11):
Yeah, and I just encourage you when you think
(28:40):
about your question and when youlisten to this out there.
Speaker 3 (28:41):
If you just swim with all the others, then reinvent
yourself and be ahead of thecurve and do something brave.
And do something uncomfortable,because the comfort zone is a
very dangerous place to be.
Speaker 1 (28:46):
How many times do we talk about that?
Speaker 2 (28:48):
That's right.
Speaker 1 (28:49):
Nothing good happens in the comfort zone.
No, it just doesn't.
It's so funny and you're righton.
I talk about longevity a lot inour business, because I've been
doing this for 33 years and notevery realtor makes it that
long.
And it's reinventing yourselfEven down to the point where I
say, change your picture everythree to five years even more if
(29:09):
you want to.
A lot of people in businessthat use photos with their
business they end up using theones when they graduated from
high school or you know stuffthat's 10, 15 years old and
people see you.
They don't even know who theheck you are.
They don't even recognize you.
So it's that kind of stuff.
But it's reinventing yourself,staying in your industry and
actually pioneering something inyour industry, which you did.
(29:30):
Are we going to see that whenwe see you on stage that?
Speaker 3 (29:32):
when we see you on stage?
No, not tomorrow.
Speaker 1 (29:33):
I got to see that at some point.
But if I ever I mean, if you'reever around here anywhere near,
I'd love to see that.
Yeah, I'd love to see that.
So, longevity, that was good.
That was very good.
Is there anything else?
Let's talk about your bookshere.
So you, you wrote a book awhile ago called the image of
leadership.
10 years ago.
10 years ago, 10 years ago, Iwrote my first ever book, the
(30:02):
Image of Leadership.
So your book's in like what?
Fifth grade, fourth grade now?
But you, so you wrote this.
And now what you did is youwent back and you added all
these different, 10 differenttopics, right?
Or 10 different specialization.
Speaker 3 (30:08):
Longevity.
After 10 years, I had to lookinto the mirror and I realized,
you know what?
What I thought 10 years ago isnot as accurate anymore the
world has moved on.
You stopped talking about faxmachines, right for example but
you have one updated and then,to celebrate the 10th year
(30:30):
anniversary, I released 10special editions, my favorite
one though is this one, that onethere.
Because it's here in youroffice.
Speaker 1 (30:39):
Yes, this one here is up on the shelf.
It's been there for quite sometime actually.
Since we talked to you last,it's been there.
Speaker 3 (30:48):
This is the image of leadership for real estate.
Speaker 1 (30:50):
Yep and then I have for women which is a good one.
Women yes, and then I gotanother one here, which is for
sales.
Speaker 3 (30:58):
There's also one for healthcare, there is one for
builders, movers and makers,there is one for government,
there is one for hospitality.
Wow, ten special editions outthere specifically for the
audiences.
I am so blessed, brett, I wasable to serve during the last 10
(31:18):
years.
Speaker 1 (31:18):
Yeah, that's amazing.
How many thousands of peoplehave you influenced?
Do you think it's a lot?
It's thousands.
Speaker 3 (31:27):
And I actually have an Excel spreadsheet.
Oh my gosh, and it's alwaysdifficult because I don't go
through and count them.
But I know kind of, is this a500-people crowd?
Is this a 5,000-people crowd?
And I'm a little above half amillion.
Speaker 1 (31:44):
Oh my gosh.
Now you want to talk aboutlegacy, right yeah.
Speaker 3 (31:48):
You got to be proud of that.
It's such a gift yeah.
Speaker 1 (31:53):
Well, you exude that.
You are definitely one of themost out of anybody that we've
interviewed and I love all myguests, but you have a radiance
and a way about you.
When you were on the streaming,Hugo and I talked about it
after we're done with the showUm, we did the streaming show
and you definitely have you'revery authentic, very warm with
your, with authenticity, theauthenticity, and it's just
(32:14):
great.
I love it.
So keep up what you're doing.
It's really, really cool andwe're going to be seeing you
tomorrow.
Is there anything else youwanted to ask?
Speaker 2 (32:21):
Yes, I have many questions, but I just limit
myself to two.
Okay, go ahead, go ahead.
So, beyond Sylvie, beyondSylvie, the speaker, but just
Sylvie, the little girl thatgrew up that wanted to come to
America.
At be, the little girl thatgrew up that wanted to come to
America, at the end of your life, what will you, what would you
(32:43):
say, will be your greatestsatisfaction?
By by what will you measure thesuccess of your?
Speaker 3 (32:46):
life as a person.
At the end, at the end of mylife, that is, oh my God, I'm
going to cry.
Speaker 1 (32:51):
He's really good at questions.
Yeah, he's going to fire mesoon.
Speaker 3 (32:54):
He's really good at questions.
Yeah, he's going to fire mesoon.
Speaker 2 (32:56):
So I come from a very dysfunctional family very
dysfunctional and I'm going tomeasure at the end of my life
that I have created arelationship with my children
that is not as dysfunctional asit happened in my very own
upgrowing and my direct familywow, that's cool, good, that's
(33:20):
good, very good now, uh, ineverything that you do this is
my last question everything thatyou do, as you mentioned in
when you were talking, you weresaying that what you thought 10
years ago may not be, may havechanged, right, but what have
you identified is is thecharacteristics of yours, or a
guiding principle that, nomatter what you, you yours.
(33:44):
It's so in your identity, soingrained that you, you think
you'll always have it with you.
What is that guiding principle?
Speaker 3 (33:53):
oh many, but let me share the one that guides me on
the stage, if you don't mind.
I don't have television at home, not for a specific reason.
We just moved to Florida andnever installed.
I mean, there are sunsets,there are dolphins, there's the
ocean, and after a while werealized, oh wow, we never
(34:14):
installed the TV.
Speaker 1 (34:16):
So why install it?
You don't need it.
Speaker 3 (34:19):
But when I watch a movie, I download something or I
rent something.
It's a very intentional choice,sure, and I downloaded or
rented a movie.
And did you ever have that?
When you watch a movie andafter three minutes you know, oh
my God, probably that's goingto be bad Many times.
And then after 10 minutes, youknow, oh, God, it's going to be
(34:40):
really bad.
Speaker 1 (34:41):
Yeah, it's bad.
Speaker 3 (34:43):
And after 20 minutes you know, oh Lord, it is so bad.
And after 40 minutes you are sofar in that you think, well,
now I just got to watch it tothe end.
Speaker 1 (34:53):
Right.
Speaker 3 (35:03):
Because now you're committed, you're committed.
Now I'm gonna watch it to theend.
I watched this movie and after90 minutes.
Hugo, I was so angry at myself.
Oh, I was so disappointed inmyself because I thought to
myself they just, I just stole90 minutes out of my life that I
will never get back.
Speaker 1 (35:18):
You're so right 90 minutes out of my lifetime.
Speaker 3 (35:21):
I will never get back , and every time I go on stage I
do the math talking about halfa million people.
I do the math and think sothere are 500 people out there.
I'm going to speak for 45minutes.
How much lifetime am I going tosteal that they will never?
(35:43):
Get back, and that is myresponsibility as a speaker.
I'm going to steal time fromtheir life that they will never
get back.
And I honor this stage like noplace other earth, because I
have the responsibility to makeevery minute worth up there for
(36:05):
them that's great, that's good.
Speaker 1 (36:07):
Yeah, I, I agree with you.
I mean, that's amazing becauseyou are.
It's a responsibility, like yousaid, it's about perfect word
for it.
If I'm going to take up 45minutes of somebody's life, I
got to make sure I'm I'm, I'mputting value in there, I'm
putting in something that'sgoing to mean something,
something's going to changetheir life.
Speaker 3 (36:23):
And it's the greatest gift they give me to sit there
and to listen to my work.
Speaker 1 (36:31):
And you're good at it and that accent, Well, you're
very good at it.
So I want to say again thankyou for coming to the studio.
I know it was not easy for youto be coming from New York to
here and you had to rent a carand all this stuff and we really
appreciate that.
You did a lot out of your wayand out of your comfort zone to
be here and we appreciate it?
Speaker 3 (36:52):
No, I didn't.
It's such a pleasure to be here, appreciate it?
No, I didn't.
It's such a pleasure to be here.
I watched your 200th episodeand I just fell in love with it.
Speaker 1 (36:58):
Oh, that's so funny, so funny.
Speaker 3 (37:00):
I appreciate that, but I was a little bit nervous
because I had to step into theshoes or footprints of your
children and your wife, and soI'm kind of I am nervous because
you know they set the bar highin the studio.
Yeah, they do they do.
Speaker 1 (37:14):
They definitely do.
All right well, thank you somuch for being here.
I appreciate it.
All right there, you have it,sylvia de justo man second time
here or on the show and we areso grateful to have her.
Looking forward to see her liveon stage.
Come see us here every thursdayat 7 pm and meet some amazing
people, just like sylvia, andhear some great stories.
We appreciate you so much.
(37:35):
All right, that's about it.
from real estate affects the market as a whole,
which then sometimes will affectthe right it'll come in to real
life.
We all learn in different ways.
If you think about it, waynedyer might not attract everybody
, and everything in between.
The mission was really to helppeople just to reach their full
potential.
The br Brad Wiseman Show andnow your host, brad Wiseman.
(00:26):
All right, we are back, man,we're back and this is going to
be a good one, hugo.
Speaker 2 (00:32):
I can see it and I can feel it.
Speaker 1 (00:34):
You can feel it.
You can feel it, I can feel ittoo.
So we had a guest on not toolong ago and you might remember
her.
Her name is Sylvie DiGiusto.
She is phenomenal.
We talked about all kinds ofstuff first impressions,
professional image, we wentthrough online reputation, your
digital footprint, all differentkinds of things and we have her
(00:54):
back.
But we have her back in thestudio.
Before it was streaming.
Now she's here live in thestudio and I just want to say
thanks for being here, Sylvie.
I appreciate it.
Speaker 3 (01:03):
Thank you very much for having me.
I'm so excited.
Speaker 1 (01:05):
You're so excited.
Good, good, good.
Speaker 3 (01:07):
I'm so excited to finally be in the famous studio.
Speaker 1 (01:10):
I don't know if it's famous.
Speaker 3 (01:12):
I'm even wearing sneakers.
Speaker 1 (01:14):
I was going to ask you what are those?
They're nice.
Speaker 3 (01:17):
That's the only red stripe that I could offer.
I was prepared for this.
Speaker 1 (01:24):
I am so impressed when I saw the sneakers when you
came in I was like those arenice sneakers, they're really
nice.
Speaker 3 (01:29):
My team was very worried.
Where I'm going, you're wearingsneakers.
Who is this guy?
Speaker 1 (01:35):
You should see me.
You should see what my wifesays when we go to weddings and
I'm dressed in a, in a reallynice suit, and she's like you're
not going to wear the redsneakers, are you?
I'm like, well, I probablyshould.
And then when I don't, peopleget mad that I don't have them
on.
It's crazy, it's crazy.
So thanks for being here.
You know you are all over theworld.
You were just up in New YorkCity, you were in Chicago.
I think you said before thatyou are a keynote speaker all
(01:58):
over the place and I know you'regoing to be in Philadelphia
tomorrow.
I'm just super excited becausewe're going down there to see
you.
Hugo and I are making the tripdown.
That's right, and excited tosee you speak there.
And I just wanted to dig in alittle bit about what you're
doing.
You're writing books.
You're speaking everywhere.
How did you get into that?
Speaker 3 (02:21):
How did I get into that?
I spent 20 years in corporatemyself.
Speaker 1 (02:25):
Okay.
Speaker 3 (02:26):
And I had the pleasure to build up a
management academy for Europe'sbiggest retail and tourism
company, and I was hiringspeakers for most of my career
Get out of here, so I was on theother side.
Did you think that at thatmoment you could do that?
No, no, not at all.
You thought there's no way, Icould ever do this, no way.
Speaker 1 (02:46):
Why?
Because of fear of being up infront of people, or just not
your thing.
Speaker 3 (02:50):
A fear of being in front of people and, in
particular, not in a languagethat isn't my first language,
right.
Speaker 1 (02:57):
Yeah, I never even think about that part.
I mean, and you have the samesituation I mean Hugo's from
Guatemala and you know so thisis not his native language, but
that is very intimidating right.
Speaker 3 (03:10):
And then something life-changing happened.
I almost had a lifelong dreamto live in the United States.
Oh wow, since I'm a child andyou know, I applied for
internships.
I applied for a visa.
I tried to come over for work.
I always say I dated probablyevery single American who ever
(03:31):
crossed Europe to come here.
It never worked out.
Oh, that's hilarious.
And then, in the mostunexpected moment, when I
already gave up, the day mydaughter was born, my husband
walked into the hospital andsaid I have a job offer in
Philadelphia.
Speaker 1 (03:47):
Get out of here that he had a job offer in
Philadelphia.
So that's weird, right?
That's how things work.
Speaker 3 (03:54):
That's how things work.
And then he said but you'regoing to stay here and settle in
with the baby.
Speaker 1 (04:01):
Yeah.
Speaker 3 (04:01):
And I'm going to fly back forth for a while and then
you come over in half a year orso oh my goodness, that's a lot.
I said no, I was just gonna sayno.
Did you go for that?
No, because I'm waiting forthat day since I am five years
old, that's cool so nine dayslater, with a newborn on my lap,
I was on a plane and moved tothe united states oh my gosh,
(04:23):
that's crazy.
Speaker 1 (04:24):
And and then and moved to the United States oh my
gosh, that's crazy.
And you didn't look back atthat point.
That was it.
You were here.
And where did you land?
In Philadelphia, inPhiladelphia.
So Philly is really where youlanded.
Speaker 3 (04:35):
Yes.
Oh my gosh, and after one yearthey wanted us back and I said
no, this is my home Wow.
So at one point I wanted to goback to work.
I struggled with the idea to goback into corporate and thought
what else could I do?
And then I thought maybe Iswitch sides and share something
(04:55):
I learned during my corporatetime, became a speaker, highly
unsuccessful.
The first two years I had noidea what I was doing, so you
just jumped into it.
I just jumped into it, wow.
And nowadays, hugo, I have totell you what has become my most
unique selling point.
Speaker 1 (05:15):
Is your accent.
Speaker 3 (05:16):
Is actually my accent .
Speaker 1 (05:17):
Absolutely.
Speaker 2 (05:18):
I read that on your website that your exotic accent
is included.
Yes, yes.
Speaker 1 (05:22):
It is and it's a great accent.
And it is, it's, yes, it is,and it's, it's a great accent,
it's a and it is.
It's interesting for, for,especially for Americans.
We, we love a good accent, Imean we really do.
I don't know what it is, wejust do, and it just you
actually want to listen.
You want to listen but alsobeyond that and just real quick.
obviously your message and your,your passion and your
(05:44):
authenticity comes through.
Yeah, if you just had theaccent, it wouldn't be
everything.
You have to have all thatcontent behind it.
Yeah, exactly.
Speaker 3 (05:52):
But one day, when we lived in New York city after
Philadelphia, one day I got acall from a TV producer and they
asked me to come into theirstudio If I would comment on the
public persona and perceptionof Chris Christie.
Back then, oh, wow, and I said,sure, I had no idea.
To be honest, who ChrisChristie?
(06:12):
Was.
I was never in front of acamera, but which entrepreneur
doesn't jump onto the first?
big media opportunity.
So I jumped into a cab, droveinto that studio, said something
about Chris Christie and theyinvited me back.
Speaker 1 (06:27):
Oh, wow.
Speaker 3 (06:29):
And back, again and again, and every single week, I
found myself in between thosewell-spoken political experts
with their picture-perfectEnglish that used words that
were so sophisticated, brad, andthey sounded so yummy to me.
Speaker 2 (06:46):
I had no idea what they meant.
Speaker 3 (06:48):
And watching myself on TV.
I hated it.
I hated to hear myself inbetween those well-spoken
experts.
So at the holiday party oneevening I approached the
producer and shared thatinsecurity with him.
One evening I approached theproducer and shared that
insecurity with him and helooked at me and said that's the
(07:09):
reason why we invite you,because you sound like an
international expert oh my gosh,that's crazy and you say things
so simple that our viewersunderstand you, but they don't
understand the others.
Oh, that's amazing.
Speaker 1 (07:23):
That changed everything for me and gave me
also a huge push off.
Viewers understand you, butthey don't understand the others
.
Speaker 3 (07:24):
Oh, that's amazing.
That's changed everything forme and gave me also a huge push
off.
So you had a limiting belief.
Speaker 1 (07:30):
You had a limiting, limiting belief that you're,
that.
You're not, you not having themaybe the english language at
that moment mastered, which noneof us do.
Just so you know, I'm hearingnew words and I'm 54 and I've
been around here forever stillhearing new words.
I like what the heck, is thatyeah?
especially when he says words.
I'm like what is that?
Yeah, we speak real good, realgood, that's right.
(07:51):
So, yeah, it's an interestingstory and that gave you the
confidence to keep movingAbsolutely Amazing.
And now you're speaking.
Now, for how many years?
10 years.
No, for how many years?
10 years, no more than that 1515 years 15 years wow, and it's
funny you'd say so.
What do your kids think of this?
Speaker 3 (08:08):
oh, they are so embarrassed.
They are so embarrassed same asmine.
Yeah, their mom is on socialmedia, which is so that is
hilarious their mom is on stages, which is so embarrassing
sometimes, uh, in the airport,people recognize me because they
have been in some sort ofaudience.
Sure so embarrassing that ishilarious, but they are now in
an age where everything relatedto parents is just embarrassing.
Speaker 1 (08:30):
Oh, yeah, yeah, we had a little talk about this
before we went on and we had tokind of have the same time.
It's the same thing.
You know your parents asparents, they're like you're a
dork.
I mean like really, like,really, I'm like, well, you're
not, you're not fun, you're noteven cool at all.
It's funny.
So let's get back into some ofthe stuff that I really, I
really enjoyed and I was tellingyou this before we went live is
(08:50):
that one of the things thatreally caught my attention and
maybe we can just dig into it alittle bit more and just repeat
it, cause I thought it was goodWas the first impression stuff,
cause no matter what you do inlife, I don't care if it could
be in your relationships, itcould be, you know, dating, you
know we talked about that.
It could be business, it couldbe you're an entrepreneur,
(09:11):
whatever it is.
First impressions are just hugeand we even talked about I
think, what you brought up withwas relating to the business of
real estate was, you know, firstimpression on a house?
You know we think of firstimpressions a lot of times,
maybe on just people, butobjects have first impression
effects, absolutely.
Yeah, so let's dig into that alittle bit.
(09:32):
When we talked about that, wetalked about how the brain tries
to justify.
Can you go over that again andkind of explain how our brains
work?
Let's take a different yeah,different, different way yeah
all of us traveled at one point.
Speaker 3 (09:48):
Yes, right and we, we checked in into a hotel.
Yeah, let's walk into a lobbyof a hotel for a moment and the
receptionist is distracted anddoesn't take care of you
instantly, and you are alreadyannoyed because you really just
want to go into your room.
And then finally thereceptionist looks up and checks
you in and then finally you endup at the elevator, and then do
(10:12):
you notice how long it takesyeah, yeah that's the that the
elevator comes down yeah andthen you go into the elevator
and then you look at the menuthat is in the elevator and, oh
my god, they it's too, I don'tknow, too small or too yeah
right right but you're alreadyannoyed about the options.
And then your room happened tobe just next to the ice machine
(10:34):
and then you open the door andit has some sort of weird smell.
And then you find that littlepiece of paper that the cleaning
lady didn't catch when shecleaned the room I did, were you
in my room at one.
Speaker 1 (10:45):
This sounds like my experience almost every time.
So yeah, you see that, go ahead.
Now what happens?
Speaker 3 (10:52):
It's a variety of unconscious biases working
against that hotel brand,because at the very beginning,
you had an interaction thatwasn't positive and your brain
is looking for proof, becausehuman beings want to be right.
We don't enjoy being wrong oh,it's so true right.
So we are looking for proof andignore anything that goes
(11:15):
against our first initialopinion about something or
somebody.
Yeah, let's imagine we wouldhave walked into that hotel and
the receptionist would havewelcomed us with a big aha with
our name already, or somethingvery positive.
I promise you you would havewalked to that elevator still so
impressed by the welcome youwouldn't even have noticed that
(11:37):
it took a little bit longer it'scrazy that that elevator took.
So that changes the whole thing.
Yes, you don't even notice themenu then in the in the elevator
, you don't you might havewalked up and think oh, I'm so
glad that I'm next to the icemachine because I'm gonna have a
bottle of rosé in my roomtonight, which sounds like a
great idea.
Yeah, it's right around thecorner.
(11:58):
Yeah that's.
Speaker 1 (11:59):
That is amazing.
So we, so we, basically, andthat's why planning that seed
for any business, and when theyalways say that, you know, in
Keller Williams we call theperson at the front desk the
director of first impressions.
You probably know that becauseyou know KW very well, but
that's why they call it thatthey're the director of first
impressions.
Speaker 3 (12:18):
Our brain is actually quite lazy.
It doesn't like to work, andthat's why we always take
shortcuts, and those shortcutsthat we take are based on past
experiences that we have.
And that's why we always thinkoh yeah, we're right, we have
done this before.
This is going to happen.
Yeah, area that very often youare just very much influenced by
(12:43):
your past experiences and bystereotypes that are influenced
by the culture you grew up in,by the family that raised you,
by the generation you are from,by your friends, your mentors,
your colleagues, your bosses.
Your brain is not as logical andrational as you think.
Speaker 1 (13:06):
It's funny.
So now my thing with that then,okay, so there's two things
there.
We have the person that gavethe experience, which would be
the front desk girl, and there'sthe person that gained the
experience, whether it be goodor bad.
Yeah, obviously, as a businessowner, we really really have to
make sure that that that rightthere, that interaction in the
(13:27):
beginning, is absolutely thebest that can possibly be,
because otherwise, it doesn'tmatter how good the chef is, it
doesn't matter how clean theroom is, those kinds of things,
those it starts to, just itstarts there.
Speaker 3 (13:39):
It's way harder for everybody else to recover from
that, and you know, one of mykeynotes actually my signature
keynote is called the power ofchoice, Because that person has
the power of choice here to makethe intentional choice to
create an environment and aninteraction with that person, to
(14:01):
set a tone.
It's all about setting theright tone in the very beginning
to help the rest of the team tohave an easier path to fulfill
the customer experience in a waythat this customer not just
leaves happy but also comes backand talks with others about the
experience.
Speaker 1 (14:21):
It's amazing.
And that and then that too wordof mouth I mean that can kill
business right there.
It's incredible.
And you know the person thathad the experience.
You know, when we talk aboutthis side of that story too, is
there's a responsibility, Ithink, a little bit on that
person to try to get to anotherlevel where they can look beyond
those things too, and we talkabout that a lot in different
(14:45):
things that we do in sales.
You can't just like go, oh,that person's terrible, and then
that makes your whole dayhorrible.
That doesn't work either.
Speaker 3 (14:52):
I catch myself every single day that I'm heavily
biased.
Speaker 1 (14:56):
Yeah.
Speaker 3 (14:57):
Heavily.
Speaker 1 (14:58):
We all are.
We all are, yeah, exactly.
Speaker 3 (15:00):
But I think that that's a huge step, that you are
aware that, or self-aware, thatnot all of your decisions that
you make are as rational as youthink.
Now here's the challenge withself-awareness.
We very often think the olderwe become, the more experienced
we are, the more successful weare in our business, the higher
(15:24):
we are on a career ladder, themore self-aware we are.
The opposite is true.
Speaker 1 (15:30):
Now, why is that?
Speaker 3 (15:31):
I call it the CEO disease CEO disease, got it yeah
.
Because that's a bias too.
You are just confirmingyourself that everything in the
past you have done right.
Speaker 1 (15:43):
So we're doing this, we're patting ourselves on the
back yeah sure.
Speaker 3 (15:46):
And, on top of this, the higher you are and the more
power you have and the moreinfluence you have, the less
people are telling you the truthto your face.
Speaker 1 (15:55):
So true.
So that's true too.
Yeah, you're right, that's verytrue.
You know, that is somethingthat you don't even think about
most of the time is that as youget older, more experience, more
wisdom, you're actually worseat the self-aware.
Being self-aware is soimportant.
Speaker 3 (16:11):
It is so important it is, and the only way to treat
that is to again intentionallythe power of choice to surround
yourself with people of oppositeopinions.
I think as humans we have alsoa tendency to surround ourselves
with a likes.
Speaker 1 (16:32):
Yeah, yeah, absolutely.
Speaker 3 (16:33):
Because we feel safe.
And I consciously try tosurround myself with people
where I know we are on theopposite of opinions.
Yeah, with people, where I knowwe are on the opposite of
opinions, where we are on theopposite of lifestyles, where we
are on the opposite of businessexperiences, because that helps
me to become more self-aware,because it's like a mirror that
(16:58):
they put in front of me where Isee oh yeah, there's another
perspective that I haven't seen.
Speaker 1 (17:04):
And also with what you do.
As far as a keynote speaker,that type of person is probably
in your audience.
It might not be that exactperson, but that, that makeup of
personality is in your audienceand they always say you got to
know your audience.
Right, it's, it's, it's very,you know, it's fun.
One of the things I do when Icome into a place like that,
whether it be a bar, lobby oranything, and I get met with
(17:26):
that type of not-so-good service, I make it my goal to make them
smile.
I really do.
I tell my wife this a lot.
I said, you know, and if Ican't, I get kind of like mad.
I'm usually pretty good atgetting them to smile.
I'll say something.
It might be some smart asscomment I make or whatever, but
(17:48):
usually I'll get them to smile.
But to me, at that point Ibroke that little barrier there
for a little bit, you know, andhopefully made a difference in
their day or whatever.
Speaker 3 (17:56):
But that's a challenge I love yes, exactly,
and it's funny and you and somepeople it ticks them off.
You know I become yeah it'sexactly and it's funny.
Speaker 1 (18:02):
And some people it ticks them off.
You know they get worse, butsome people they actually
lighten up.
You know One of the things theyalways say too when you're at
the restaurant or a bar learnthe person's name.
I always do that.
I have a good friend of mine.
His name is John Gerhard.
He was very good.
He's very good with people,good sales.
You will get so much betterservice if you ask for their
(18:23):
name.
Exactly Right, yes, do you seethat too?
Speaker 3 (18:25):
Yeah, Because you travel a lot.
It's the small details thatmatter.
Speaker 1 (18:29):
Yeah.
Speaker 3 (18:29):
You know, micro choices that have a macro impact
.
Speaker 1 (18:33):
Yeah, and you say seven, and you were saying
before seven seconds we have.
Speaker 3 (18:38):
Yes, yes and no.
Speaker 1 (18:39):
Yes and no.
Speaker 3 (18:40):
Yes and no.
You know, there are manystudies out there.
Speaker 1 (18:43):
Yeah.
Speaker 3 (18:44):
Some.
I use one that says sevenseconds, 11 decisions.
There are others that say 13seconds, four decisions.
I don't know milliseconds.
Speaker 1 (18:59):
What they all have in common is that, first of all,
people misuse studies just forthe fact that they have a
certain number To make it fortheir thing.
Speaker 3 (19:02):
Yes, exactly, and I don't want to do that.
Speaker 1 (19:04):
No, I got you.
Speaker 3 (19:06):
But the second thing that they have in common is it
happens automatically and it hasnothing to do with the fact if
you're a good human being or notIf you want to do it or not.
It's just automated brainperformance.
It's survival.
Speaker 1 (19:21):
Is there a second impression?
Speaker 3 (19:23):
Absolutely.
Speaker 1 (19:23):
There is.
Speaker 3 (19:24):
There's a third.
There's a third.
Speaker 1 (19:25):
There's a third, a fifth A sixth, there are
thousands.
How far does this go?
Yes, there are thousands, so isit hard, but it's hard to break
through that.
First I would think, right, yes, so once the human mind, if I
meet somebody, shake their hand,get their name and all that
stuff.
It's a very short period oftime.
We know there's going to besome kind of opinion that was
(19:46):
made oh, that guy's red sneakersare stupid that kind of opinion
, something like that.
But from there on it's hard toreverse that back.
Speaker 3 (19:56):
Yes, brad, if I would give you a list of 30 items to
memorize.
Speaker 1 (20:02):
That would be a problem.
Speaker 3 (20:03):
But I give you five minutes okay.
Speaker 1 (20:05):
Right, okay.
Speaker 3 (20:07):
And in half an hour I would ask you about those 30
items on that list.
Which one would you most likelyremember?
Speaker 1 (20:15):
The first five.
Speaker 3 (20:17):
And.
Speaker 1 (20:18):
And the last one Ah darn it, I fell right into her
trap.
Gosh darn it, yeah that intoher trap.
Gosh darn it, yeah, that's sofunny right.
Speaker 3 (20:27):
It's a scientific.
Speaker 1 (20:28):
So the middle part doesn't matter.
Speaker 3 (20:30):
The middle part, it matters.
Speaker 1 (20:32):
Yeah, but it's not.
Speaker 3 (20:33):
But again, the brain is lazy, so it focuses in the
beginning and then it goes torest.
It's so wild.
And then, when it realizes theend is coming, it gets a week
again.
And so the first impressionmatters, but the last one
matters too.
We always say the firstimpression opens the door and
(20:53):
the last one will determine ifthe client comes back through
that door.
Speaker 1 (20:58):
You know one of the issues I have with that.
Go up to meet somebody.
Hi, my name is Brad Wiseman.
Right, they say their name.
My mind is doing the judgingthing and if they ask me their
name, like five seconds I haveno idea what their name is.
That's terrible.
But they say have you everheard of what you're supposed to
repeat their name?
I guess a couple of times.
Do you have issues with that?
(21:19):
Have you gotten past that?
No, and it's gotten worse forme, since we are in a virtual
world.
Speaker 3 (21:26):
Oh yeah, it makes it worse people on the screen first
and then they walk up to me inperson and they, they remember
me and I'm kind of.
Speaker 1 (21:35):
I know I have seen you somewhere, but I have no
idea who you are yeah, so it'snot just me, then it's not just
you know what I have maybe weare getting old.
Speaker 3 (21:43):
Look, look, this show could be over right now.
You know what I have noticed.
Or maybe we are getting old.
Is there an option?
Speaker 1 (21:45):
Look, this show could be over right now?
Speaker 2 (21:47):
No, you know, what I have noticed is that, depending
on if you make a good impressionon the person, at the end the
person will say what was yourname again, because they want to
remember your name.
They always ask you.
Speaker 1 (22:06):
So that's a good one too, Cause then that's at the
end.
And now you, you've done withthe, it's the telling you,
you're, you're measuring peopleup.
When you first meet somebodyand you shake their hand, you
say your name and then they saytheirs.
I never hear that name thefirst time it's it's, it's
everything else is going on.
It's hard to get past that.
I always tell my wife this.
Know what I mean when I do this.
But I always tell her whenwe're anywhere if I don't
introduce you, that means Idon't know their name.
(22:26):
So what that means is whatshe'll do is put her hands out
high on Brad's wife Jess, andnow they say, oh, I'm so-and-so
and I'll go.
Oh, I'm sorry, and then I getthe name, yeah.
So there's my secret, everybody.
Speaker 2 (22:38):
There's my secret.
Speaker 1 (22:40):
Everybody's going to be like he doesn't know who the
heck I am.
It's funny.
But yeah, let's go into some ofthis other stuff.
We didn't cover One of the ones, I mean, and obviously anything
politics is always.
It's just a touchy subject andwe're not going to talk about
sides of politics or anything.
We're just going to talk abouttalking about politics.
But there's a thing inpolitical reputation.
Speaker 3 (23:09):
You know, do we alienate 50% of the people in
our sphere for business if wetalk about what we believe in?
No, you alienate more than 50%.
It's more than 50%, yeah.
For the following reason Ithink the saying with the 50%
just comes from the two parties.
Speaker 1 (23:21):
Two parties, yeah, okay, got it, got it.
Speaker 3 (23:22):
You will always offend one of the two, whatever
you say.
Speaker 1 (23:25):
Right right.
Speaker 3 (23:26):
But I give you an example from my world, the
speaking world.
You lose more people than justthe 50% in terms of, for example
, referral business.
Let's imagine you are a fellowspeaker and I see you posting on
your facebook page youropinions about uh, whatever site
(23:49):
you are on and you are veryoutspoken, then you are off my
list of referrals wow because Ican't trust you anymore.
I can't send you to one of myvalued clients right because you
are a risk oh man, that's whatnever thought about.
Speaker 1 (24:03):
The referrals part that's good, that's really good.
You are a risk.
Oh man, that's what neverthought about.
The referrals part, that's good, that's really good you become
a risk to every single speakerbureau in the market right
because nobody wants to book you, then yeah, because if you, if
you, you say one word, you'reyou're gonna tick off a lot of
people a lot of people.
Speaker 3 (24:18):
You become a risk to event planners.
You become a risk maybe even tothe people that agree with you
politically yeah because theythink wait, what if he's so
outspoken online, will he bringthat topic on the stage?
I want to book him for his realestate business right right
(24:39):
right for his business insights.
I don't want to book him forhis political insights.
You might even lose the peoplewho are politically on your side
.
Speaker 1 (24:52):
Yeah, that's crazy.
Speaker 3 (24:53):
Make yourself a risk.
Speaker 1 (24:55):
Yeah, and that's why you just don't do it.
I mean, yeah, but it was funny,it was on here before.
I'm not sure exactly why I hadon there.
Let's go into one of the thingsI've been talking about
recently on some podcasts andstuff like that is longevity in
business.
What is your take on that?
That is something that's hardto do.
A lot of times people willbounce around or they'll just
(25:15):
get sick of it.
So what do you think aboutlongevity in business?
Speaker 3 (25:20):
I can only say that from my perspective of being a
speaker that I have to reinventmyself constantly.
When I entered this industry, Ithought that at the very
beginning I'm going to go up andthen at one point, after a lot
of hard work, right, that I canfly this way for a long time.
Speaker 1 (25:44):
Didn't happen.
Speaker 3 (25:45):
Didn't happen.
It's always up down, up down,up down, and then you get tired
and think when is this evergoing to stop?
And it's never going to stop.
But you know, the waves up justbecome higher and higher yeah
and they become higher if youreinvent yourself constantly.
Four years ago no, five yearsago I was at cirque de soleil.
(26:10):
Oh, I love those shows and outof a sudden, I saw horses
running across.
The happened and it turned outthat they used holographic
(26:39):
technology, because they didn'twant to use living animals
anymore.
And then during the pandemic,when everybody went to virtual
presentations which.
I never really fell in lovewith because I missed the human
connection.
I remembered that moment andstarted researching again, and
(27:01):
during the entire pandemic Ireinvented my entire speaking
business and developed atechnology that I now use on
stage I've seen videos.
It looks amazing world's first3d immersive, where I turned the
stage now into a 3D immersiveenvironment with holograms and
(27:22):
3D imaging.
So, long story short, this tookfive years.
Four years of development.
Since one year we areperforming it.
It took an enormous amount ofmoney.
Speaker 1 (27:34):
I was going to say that can't be cheap.
Speaker 3 (27:35):
It took a lot of failure.
I've learned a lot of lessonsyeah, yeah, the first provider I
learned worked with didn't workout.
Speaker 1 (27:46):
It took so many naysayers you're always gonna
have that Because you're doingsomething different.
Speaker 3 (27:55):
And it took so much marketing and education of the
market to launch something thathas never existed before.
Speaker 1 (28:04):
Yeah, I've never seen it.
Speaker 3 (28:06):
But if I wouldn't have done it, I would be just
another keynote speaker.
Speaker 1 (28:11):
Yeah, and I just encourage you when you think
(28:40):
about your question and when youlisten to this out there.
Speaker 3 (28:41):
If you just swim with all the others, then reinvent
yourself and be ahead of thecurve and do something brave.
And do something uncomfortable,because the comfort zone is a
very dangerous place to be.
Speaker 1 (28:46):
How many times do we talk about that?
Speaker 2 (28:48):
That's right.
Speaker 1 (28:49):
Nothing good happens in the comfort zone.
No, it just doesn't.
It's so funny and you're righton.
I talk about longevity a lot inour business, because I've been
doing this for 33 years and notevery realtor makes it that
long.
And it's reinventing yourselfEven down to the point where I
say, change your picture everythree to five years even more if
(29:09):
you want to.
A lot of people in businessthat use photos with their
business they end up using theones when they graduated from
high school or you know stuffthat's 10, 15 years old and
people see you.
They don't even know who theheck you are.
They don't even recognize you.
So it's that kind of stuff.
But it's reinventing yourself,staying in your industry and
actually pioneering something inyour industry, which you did.
(29:30):
Are we going to see that whenwe see you on stage that?
Speaker 3 (29:32):
when we see you on stage?
No, not tomorrow.
Speaker 1 (29:33):
I got to see that at some point.
But if I ever I mean, if you'reever around here anywhere near,
I'd love to see that.
Yeah, I'd love to see that.
So, longevity, that was good.
That was very good.
Is there anything else?
Let's talk about your bookshere.
So you, you wrote a book awhile ago called the image of
leadership.
10 years ago.
10 years ago, 10 years ago, Iwrote my first ever book, the
(30:02):
Image of Leadership.
So your book's in like what?
Fifth grade, fourth grade now?
But you, so you wrote this.
And now what you did is youwent back and you added all
these different, 10 differenttopics, right?
Or 10 different specialization.
Speaker 3 (30:08):
Longevity.
After 10 years, I had to lookinto the mirror and I realized,
you know what?
What I thought 10 years ago isnot as accurate anymore the
world has moved on.
You stopped talking about faxmachines, right for example but
you have one updated and then,to celebrate the 10th year
(30:30):
anniversary, I released 10special editions, my favorite
one though is this one, that onethere.
Because it's here in youroffice.
Speaker 1 (30:39):
Yes, this one here is up on the shelf.
It's been there for quite sometime actually.
Since we talked to you last,it's been there.
Speaker 3 (30:48):
This is the image of leadership for real estate.
Speaker 1 (30:50):
Yep and then I have for women which is a good one.
Women yes, and then I gotanother one here, which is for
sales.
Speaker 3 (30:58):
There's also one for healthcare, there is one for
builders, movers and makers,there is one for government,
there is one for hospitality.
Wow, ten special editions outthere specifically for the
audiences.
I am so blessed, brett, I wasable to serve during the last 10
(31:18):
years.
Speaker 1 (31:18):
Yeah, that's amazing.
How many thousands of peoplehave you influenced?
Do you think it's a lot?
It's thousands.
Speaker 3 (31:27):
And I actually have an Excel spreadsheet.
Oh my gosh, and it's alwaysdifficult because I don't go
through and count them.
But I know kind of, is this a500-people crowd?
Is this a 5,000-people crowd?
And I'm a little above half amillion.
Speaker 1 (31:44):
Oh my gosh.
Now you want to talk aboutlegacy, right yeah.
Speaker 3 (31:48):
You got to be proud of that.
It's such a gift yeah.
Speaker 1 (31:53):
Well, you exude that.
You are definitely one of themost out of anybody that we've
interviewed and I love all myguests, but you have a radiance
and a way about you.
When you were on the streaming,Hugo and I talked about it
after we're done with the showUm, we did the streaming show
and you definitely have you'revery authentic, very warm with
your, with authenticity, theauthenticity, and it's just
(32:14):
great.
I love it.
So keep up what you're doing.
It's really, really cool andwe're going to be seeing you
tomorrow.
Is there anything else youwanted to ask?
Speaker 2 (32:21):
Yes, I have many questions, but I just limit
myself to two.
Okay, go ahead, go ahead.
So, beyond Sylvie, beyondSylvie, the speaker, but just
Sylvie, the little girl thatgrew up that wanted to come to
America.
At be, the little girl thatgrew up that wanted to come to
America, at the end of your life, what will you, what would you
(32:43):
say, will be your greatestsatisfaction?
By by what will you measure thesuccess of your?
Speaker 3 (32:46):
life as a person.
At the end, at the end of mylife, that is, oh my God, I'm
going to cry.
Speaker 1 (32:51):
He's really good at questions.
Yeah, he's going to fire mesoon.
Speaker 3 (32:54):
He's really good at questions.
Yeah, he's going to fire mesoon.
Speaker 2 (32:56):
So I come from a very dysfunctional family very
dysfunctional and I'm going tomeasure at the end of my life
that I have created arelationship with my children
that is not as dysfunctional asit happened in my very own
upgrowing and my direct familywow, that's cool, good, that's
(33:20):
good, very good now, uh, ineverything that you do this is
my last question everything thatyou do, as you mentioned in
when you were talking, you weresaying that what you thought 10
years ago may not be, may havechanged, right, but what have
you identified is is thecharacteristics of yours, or a
guiding principle that, nomatter what you, you yours.
(33:44):
It's so in your identity, soingrained that you, you think
you'll always have it with you.
What is that guiding principle?
Speaker 3 (33:53):
oh many, but let me share the one that guides me on
the stage, if you don't mind.
I don't have television at home, not for a specific reason.
We just moved to Florida andnever installed.
I mean, there are sunsets,there are dolphins, there's the
ocean, and after a while werealized, oh wow, we never
(34:14):
installed the TV.
Speaker 1 (34:16):
So why install it?
You don't need it.
Speaker 3 (34:19):
But when I watch a movie, I download something or I
rent something.
It's a very intentional choice,sure, and I downloaded or
rented a movie.
And did you ever have that?
When you watch a movie andafter three minutes you know, oh
my God, probably that's goingto be bad Many times.
And then after 10 minutes, youknow, oh, God, it's going to be
(34:40):
really bad.
Speaker 1 (34:41):
Yeah, it's bad.
Speaker 3 (34:43):
And after 20 minutes you know, oh Lord, it is so bad.
And after 40 minutes you are sofar in that you think, well,
now I just got to watch it tothe end.
Speaker 1 (34:53):
Right.
Speaker 3 (35:03):
Because now you're committed, you're committed.
Now I'm gonna watch it to theend.
I watched this movie and after90 minutes.
Hugo, I was so angry at myself.
Oh, I was so disappointed inmyself because I thought to
myself they just, I just stole90 minutes out of my life that I
will never get back.
Speaker 1 (35:18):
You're so right 90 minutes out of my lifetime.
Speaker 3 (35:21):
I will never get back , and every time I go on stage I
do the math talking about halfa million people.
I do the math and think sothere are 500 people out there.
I'm going to speak for 45minutes.
How much lifetime am I going tosteal that they will never?
(35:43):
Get back, and that is myresponsibility as a speaker.
I'm going to steal time fromtheir life that they will never
get back.
And I honor this stage like noplace other earth, because I
have the responsibility to makeevery minute worth up there for
(36:05):
them that's great, that's good.
Speaker 1 (36:07):
Yeah, I, I agree with you.
I mean, that's amazing becauseyou are.
It's a responsibility, like yousaid, it's about perfect word
for it.
If I'm going to take up 45minutes of somebody's life, I
got to make sure I'm I'm, I'mputting value in there, I'm
putting in something that'sgoing to mean something,
something's going to changetheir life.
Speaker 3 (36:23):
And it's the greatest gift they give me to sit there
and to listen to my work.
Speaker 1 (36:31):
And you're good at it and that accent, Well, you're
very good at it.
So I want to say again thankyou for coming to the studio.
I know it was not easy for youto be coming from New York to
here and you had to rent a carand all this stuff and we really
appreciate that.
You did a lot out of your wayand out of your comfort zone to
be here and we appreciate it?
Speaker 3 (36:52):
No, I didn't.
It's such a pleasure to be here, appreciate it?
No, I didn't.
It's such a pleasure to be here.
I watched your 200th episodeand I just fell in love with it.
Speaker 1 (36:58):
Oh, that's so funny, so funny.
Speaker 3 (37:00):
I appreciate that, but I was a little bit nervous
because I had to step into theshoes or footprints of your
children and your wife, and soI'm kind of I am nervous because
you know they set the bar highin the studio.
Yeah, they do they do.
Speaker 1 (37:14):
They definitely do.
All right well, thank you somuch for being here.
I appreciate it.
All right there, you have it,sylvia de justo man second time
here or on the show and we areso grateful to have her.
Looking forward to see her liveon stage.
Come see us here every thursdayat 7 pm and meet some amazing
people, just like sylvia, andhear some great stories.
We appreciate you so much.
(37:35):
All right, that's about it.
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