The Principals

House it going? Welcome to The Principals, a Real Estate podcast.Success in Real Estate is simple, but not always easy! I’m Ashley Baillio and I believe Real Estate is an evolving art, with constant opportunities to refine and improve how I serve the principals and my fellow professionals. Join me and many of my favorite people, as we share our experience and the lessons learned to help prepare you for another exciting day selling Real Estate! Follow along on Apple Podcasts, Spotify, or anywhere else you listen to your shows.

The Principals is a business podcast hosted by Ashley Baillio, with 131 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Ashley Baillio hosts The Principals, a business show with 131 episodes published.

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  The Principals

  Ep. 122 - Summer Book Series: Captivate by Vanessa Van Edwards — Body Language, Rapport & Building Influence

  Aug 18, 202649 min

  Welcome back to The Principles Summer Book Series. Hosts Ashley Ballio and Lauren McDermott are digging into Captivate: The Science of Succeeding with People by Vanessa Van Edwards — a book they call one of the best they've ever read for anyone in a relationship-driven business like real estate. Ashley and Lauren break the book into its three core parts: first impressions and body language, how to read a room and find the right spots to network, and how to spark real conversations instead of small talk. They cover the non-negotiables of a strong first impression (hand visibility, eye contact ratios, posture), Van Edwards' concept of "thrive zones" versus "no-go zones" at any social or networking event, and a long list of conversation-starting questions that go deeper than "what do you do." The episode also covers: The OCEAN personality model and how understanding someone's personality type changes how you connect with them Reading micro-expressions in real time, and which ones actually matter in business relationships The five professional "values" that drive people — love, service, status, money, gifts, information, and time — and how to spot which one motivates the person in front of you The Franklin Effect and why asking for a small favor can build more rapport than offering one Why storytelling is one of the fastest ways to build trust, and the neuroscience behind why stories create connection Whether you're building rapport with a client, working a room at a networking event, or just trying to be more intentional in everyday conversations, this episode is packed with practical, learnable social skills you can start using immediately. This episode originally aired as part of The Principles catalog and returns now as part of the Summer Book Series.

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  The Principals

  Ep 121 - Summer Book Series- How to Fail at Nearly Everything and Still Win Big

  Aug 11, 202655 min

  We're back with our Summer Book Series! This week Ashley and Lauren dig into How to Fail at Nearly Everything and Still Win Big by Scott Adams (yes, the Dilbert guy) — a masterclass in reframing failure as fuel instead of an ending. They break down why "goals are for losers" and why building systems instead is the real path to consistency, then spend serious time on Adams' signature idea: the talent stack, stacking several above-average (not expert-level) skills together into something nobody else can replicate. Along the way they unpack managing your energy instead of your time, why passion actually follows success rather than the other way around, and a deep dive into the psychology of persuasion — the power of "because," framing requests as opportunities, and knowing when to introduce a little productive insanity into a negotiation. Expect real scripts, real client stories, and a few uncomfortable confessions about their own talent stacks along the way. A couple of things worth flagging before you post this one, since it's a bit different from your other book reports: The hosts spend a chunk of the episode discussing the author's personal controversies (political comments they characterize as misogynistic/racist) before getting into the book itself — worth knowing if you want a content note or to trim that section from the audio. There's also a passing, unprompted reference to a real public event/scandal partway through — just flagging in case you want to review that portion before it goes out, since it's a departure from the usual book-report format of this series.

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  The Principals

  Ep. 120 - Summer Book Series- Obstacle is the Way

  Aug 4, 202648 min

  Book report, using principles of Stoicism to reframe your reality and own your success.

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  The Principals

  Ep. 119 - Summer Book Series- Power of Moments

  Jul 28, 202639 min

   For this installment of our Summer Book Series, Ashley and Lauren dig into The Power of Moments by Chip and Dan Heath — and why real estate agents, despite sitting at the center of some of life's biggest peaks and pits, are often the last ones to capitalize on it. They break down the book's four building blocks of a meaningful moment (elevation, insight, pride, and connection), and get specific about how to apply them across a real transaction: curated showing experiences, inspection-day distraction kits, closing-day gifts, and a genuinely brilliant idea for turning a buyer's move-in day into a full scavenger hunt. They also talk through why one well-placed peak matters more than a hundred "reasonable" gestures, how to soften the inevitable pits (rejected offers, slow transitions, radio silence anxiety), and why the goal isn't to be reasonable — it's to be unforgettable enough that clients tell your story for you. 

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  The Principals

  Ep. 118 - Summer Book Series Unreasonable Hospitality: The Real Estate Playbook Hiding in a Michelin-Starred Restaurant

  Jul 21, 202637 min

  This week on our Summer Book Series, Ashley and Lauren dig into Unreasonable Hospitality by Will Guidara — the book behind the rise of Eleven Madison Park, once ranked the #1 restaurant in the world. From the infamous hot dog story to the "rule of 95.5," they break down how obsessive attention to the little things creates unforgettable experiences — and why that same philosophy is the untapped edge in real estate. Expect talk of rookie smarts, choosing your rivals wisely, the difference between excellence and hospitality, and how to build enough margin in your business to be generous without being irresponsible. If you've ever wondered how to turn a transaction into a moment your client remembers for years, this one's for you. 

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