The Principals

Hosted by Ashley Baillio

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Episodes

133

Latest episode

Aug 2026

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About the show

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.

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60 recent

September 1, 20261 hr 14 min

Ep. 134 - Business Audit to Finish Strong

Momentum gain for the second half of the year is crucial. Join us while we run a sample business audit with Stephan Bronson.

August 25, 202655 min

Ep. 133 - Parlez Vous Real Estate?

Let's review key terms in the contract and make sure you have stories to anchor each- allowing clients to make effective decisons within a sale or purchase.

August 18, 202648 min

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

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.

August 11, 202654 min

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

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.

August 4, 202647 min

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

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

July 28, 202638 min

Ep. 119 - Summer Book Series- Power of Moments

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.

July 21, 202637 min

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

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.

July 14, 202648 min

Ep. 117 - Summer Book Series- Exactly What to Say Part 2

We're revisiting one of our favorite episodes as part of our summer book series! In this follow-up to our original breakdown of Exactly What to Say , Ashley and Lauren get tactical — pulling real scripts from the book's field guide and testing them against actual scenarios agents face every day. They dig into what to say when an expired listing seller refuses to lower their price, how to handle classic FSBO objections ("I can sell my house without you"), the right way to respond to "I'm just browsing" leads, buyer's remorse after a winning offer, and sellers who insist on waiting for the "busy season." Along the way, they don't just recite the book's suggested lines — they rework several of them into scripts that actually sound like a real person talking, not a sales robot. Whether you're new to the business or a seasoned agent looking to sharpen your talk tracks, this episode is packed with practical, ready-to-use language for the conversations that make or break a deal.

July 7, 202647 min

Ep. 116 - Summer Book Series: Exactly What to Say Part 1

Part of our Summer Book Series: revisiting a deep dive into one of the least glamorous but most important parts of real estate contracts. In this episode of The Principles, Ashley Ballio and Lauren McDermott tackle title defects — open or expired permits, liens, violations, and anything that could cloud a clean title transfer. Since Florida is a title state, buyers rely on title insurance to guarantee no hidden claims exist against a property. Ashley and Lauren break down how that process works, what can go wrong, and how contract language protects (or fails to protect) buyers and sellers. Show Notes Title searches and the 5-day buyer review period once evidence comes back The 30-day cure period for defects, plus up to 120-day extensions Florida Statute 153: water, sewage, and ad valorem taxes Why unpaid water bills can become a lien on your property HOA estoppels vs. city violations vs. CDD (Community Development District) assessments The "llama loophole": agricultural zoning variances and tax savings Property taxes in arrears — why new construction and long-held homes create surprise bill jumps Oil, gas, mineral, and air rights, including a real-life air rights negotiation Public utility easements and how small encroachments can (or can't) become issues A cautionary tale: a foreclosure notice appearing after closing due to a missed lien Why sellers rarely face real accountability for undisclosed unpermitted work Real horror stories: an old parking violation, a drywall cover-up lawsuit, and more Why buyers must complete diligence during the inspection period Advice for agents: disclose everything, document improvements, never assume no permit means no issue Closing Thought Title and permit issues rarely make for exciting conversation — but understanding them protects clients from expensive surprises. Giving clients an upper hand is exactly why they hire an agent. Part of our Summer Book Series — essential listening for agents and buyers heading into their next deal.

June 30, 202648 min

Ep. 115 - Summer Book Series: The 12 Week Year — Stop Making Annual Goals and Start Getting Results

Welcome to our Summer Book Series! While we recharge, we're bringing you some of our most valuable content — and this one is a fan favorite. Hosts Ashley Balio and Lauren McDermott break down one of the most impactful books in their lives: The 12 Week Year by Brian Moran and Michael Lennington. If you've ever made a New Year's resolution and abandoned it by February, this episode is for you. Ashley and Lauren unpack why annual goal-setting is basically a permission slip for procrastination — and how compressing your year into 12-week cycles creates the urgency, focus, and accountability that actually moves the needle. From SMART goals and completion ratios to the myth of willpower and the power of environment design, this conversation is equal parts book report, real talk, and real estate application. They even walk through a live example of building a full 12-week lead generation plan from scratch — so you can hear exactly how to apply this to your own business or life goals. Funny, honest, and genuinely useful — this is the episode to revisit every quarter.