ASCP Esty Talk – Ep 348: Esty Book Club

Date: September 17, 2025
Host: Ella Cressman (Licensed Esthetician & ASCP Content Contributor)
Guest: Maggie Stasik (Licensed Esthetician & ASCP Program Director)

Episode Overview

In this episode of ASCP Esty Talk, Ella and Maggie dive into the intersection of psychology, human behavior, and aesthetics by spotlighting three bestselling books by Malcolm Gladwell: Talking to Strangers, Blink, and Outliers. Ella shares her enthusiasm for Gladwell’s accessible insights and examines how these concepts can elevate consultations, client relationships, and career growth in the esthetics industry.

Key Discussion Points & Insights

1. Why Psychology and Human Behavior Matter in Aesthetics

• [01:41] Ella introduces the episode theme, questioning how psychology bestsellers relate to aesthetics.
  • “More than you might think. …He’s best known for making complex ideas about psychology or sociology and my favorite, human behavior, easy to understand.” —Ella [01:48]
• Gladwell's work provides a framework for estheticians to better understand decision-making, success, and human connection in both their personal and professional environments.

2. Book #1: Talking to Strangers – The Danger of Assumptions

• [03:23] Ella shares her experience with “Talking to Strangers,” highlighting misreading social cues and the pitfalls of assumptions.
  • “We think, well, we can read based on body language… but most of the time we’re wrong.” —Ella [03:59]
• Key Concepts:
  • Default to Truth: We assume others are honest by default, making us “really poor lie detectors.”
  • Transparency Illusion: We believe facial expressions reveal true feelings—often, they don’t.
  • Mismatching Problems: Unexpected behaviors can lead to misinterpretation.
  • Context Matters: Without cultural/situational awareness, judgments are often inaccurate.
• Implications for Estheticians:
  • The importance of humility in consultations; don’t jump to conclusions about clients’ needs or skin concerns.
  • Real-world application: Ella recounts misjudging a client due to assumptions based on referral connections [07:26].

Memorable Exchange

“The takeaway is: don’t make assumptions. And also sometimes our training doesn’t lead us the way we’re supposed to go.” —Ella [08:34]

• Maggie’s Observation: Even with long-term clients, estheticians may misjudge, as they only see the facets clients allow.

“We develop our ideas of who those people are… and in truth, it’s only what those clients are allowing us to know.” —Maggie [07:10]

3. Book #2: Blink – The Pros and Cons of Snap Judgments

• [09:50] Discussion of “Blink” focuses on Gladwell’s concept of “thin slicing”—making judgments based on limited information.
  • “Sometimes these thin slicing opportunities are surprisingly accurate… other times they can really lead us astray.” —Ella [09:52]
• Key Concepts:
  • Snap Judgments: Quick, intuitive assessments—sometimes correct if grounded in experience but risky if fueled by bias.
  • Intuition vs. Bias: Intuition is “your brain processing years of experience in seconds,” but unchecked, may reinforce stereotypes.
  • Consultation Balance: Trusting instinct is valuable—but should be confirmed with follow-up and structured intake.
• Real-World Example (Maggie):

  “There was this client who... she doesn’t look it… no makeup, her hair is like a rat’s nest… So if you were not given the backstory on this woman and you’re making that snap judgment, you may fail to retail to her…” —Maggie [13:10]

• Fix: Don’t let financial assumptions or first impressions prevent you from offering full service and recommendations.
  • “Don’t assume what your client can and cannot spend… Know your worth, know your knowledge.” —Maggie [14:03]

Memorable Moment

“I made a snap judgment based on my experience with somebody else, and I failed.” —Ella [14:08]

4. Book #3: Outliers – The Reality of Success

• [16:05] Outliers explores how hard work, timing, opportunity, and cultural background shape high achievers.
  • “It’s not just talent… His theory is that success is a mix of hard work, timing, opportunity, and cultural background.” —Ella [17:06]
• Key Concepts:
  • 10,000 Hour Rule: Mastery requires thousands of hours of practice, not instant genius alone.
  • Timing & Opportunity: Being in the right place at the right time is crucial (e.g., the rise of esthetic influencers during the pandemic).
  • Cultural Legacy: Family, culture, and environment influence success.
• Industry Relevance: Early adopters and those who say yes to new modalities or business opportunities can differentiate themselves.

  “Trying to be the best at what we already know is great, but why not try to think of something else?... There’s always something else in this space.” —Ella [21:13]

• Maggie’s Take: Success comes from being open to new experiences, not just grinding.

  “First, it’s early adopters… Second, they were a yes man. They said yes to all the opportunity that was presented in front of them…” —Maggie [20:27]

Actionable Takeaways & Final Thoughts

Ella’s Three Reflections for Estheticians [22:41]:

1. Consultations: Are you seeing what’s really there, or what you expect to see?
2. Intuition: When are your instincts spot-on, and where do you need to ask more questions?
3. Opportunity: How can you position yourself to seize new possibilities in this ever-evolving industry?

Call to Action:

• “We really wanna hear from you. What’s one takeaway from today’s episode? Are you going to download these books on your Audible?” —Ella [23:04]

Notable Quotes with Timestamps

• “He’s really best known for making complex ideas about psychology or sociology and my favorite, human behavior easy to understand.” —Ella [01:50]
• “We need humility and caution when judging or assessing strangers.” —Ella [06:05]
• “We develop ideas of who we believe those people to be… In truth, it’s only what those clients are allowing us to know.” —Maggie [07:10]
• “Sometimes these thin slicing opportunities are surprisingly accurate… other times it can really lead us astray.” —Ella [09:53]
• “Don’t assume what your client can and cannot spend… Know your worth, know your knowledge.” —Maggie [14:03]
• “His theory is that success is a mix of hard work, timing, opportunity, and cultural background.” —Ella [17:06]
• “There’s always something else in this space… Differentiating yourself and not being afraid… will be key.” —Ella [21:13]

Timestamps for Important Segments

• [01:41] – Main theme: Psychology and behavior in aesthetics
• [03:23] – Discussion of “Talking to Strangers”
• [09:50] – Insights from “Blink” and application to retail and consultations
• [16:05] – Overview of “Outliers” and success realities
• [22:41] – Actionable takeaways and closing reflections

Episode Tone & Style

Warm, conversational, and full of real-world anecdotes, Ella and Maggie use humor (“Unless you’re me and it’s your brother’s potential girlfriends, and I think they’re all liars” —Ella [05:36]) and relate Gladwell’s theories to everyday esthetician experiences. Their tone is supportive, insightful, and encourages growth and self-reflection.

Conclusion

“Tune in, think outside the (treatment room) box, and consider adding Malcolm Gladwell’s works to your esty book club list. Your consultations, business approach, and client relationships might just level up.”

Connect with ASCP and the hosts via the show notes or social media to share your takeaways or book club thoughts!