Velvet Rope Playbook

How do you get more referrals without constantly asking people for them?

Most professionals would love more referrals. What they don’t particularly enjoy is repeatedly asking their clients, “Do you know anyone you could introduce me to?” In t

How Do You Get Clients Who Have Never Heard of You?

What happens when you've built a successful business largely through referrals and relationships—but now you want to attract clients outside the circle of people who alre

What to Say When a Wealthy Prospect Tells You You're Too Expensive

What should you do when a prospect looks at your proposal and says, “That's too expensive”? The instinct is usually to defend your price—explain your experience, list ev

Why More Leads May Be the Last Thing You Need

What if your marketing is working exactly as intended—more traffic, more inquiries, more sales calls—and it's actually making your business worse? In this episode of The

How to Follow Up Without Becoming a Pain in the Ass

How often should you follow up with a prospective client without becoming annoying? The answer may have less to do with how frequently you follow up and much more to do

Stop Looking for Clients in the Wrong Places

If you want more affluent clients, the answer may not be doing more marketing. It may be focusing your effort in places where trust already exists. In this episode of Th

The Most Dangerous Number on Your Website

Should you put your prices on your website? In this episode of The Velvet Rope Playbook, I explain why publishing your price can either help qualify the right prospects—

The Hidden Job of Instagram That Most Businesses Completely Miss

You may be thinking about Instagram all wrong. For professionals trying to attract affluent clients, Instagram isn’t simply a place to post content, accumulate followers

How to Sell Without Feeling Like You're Selling

If you hate the idea of selling, you're not alone. I don't particularly like sales either—and that's one of the reasons I became a marketer. Because when your marketing

Why Wealthy People Ask Other Wealthy People Who to Hire

If you want more affluent clients, it may be more valuable to stop asking only, “How do I reach more wealthy people?”and start asking: “How do I become the person people

Stop Letting New Business Slip Through Your Fingers

Most businesses spend an enormous amount of time and money trying to attract new prospects while overlooking something potentially far more valuable: the people who alrea

The Savile Row Strategy: How to Make Your Services Feel Custom-Built for the Elite

There’s a street in London that doesn’t need flashing lights or signage. Savile Row. It’s narrow. Quiet. Almost invisible. But behind its doors? A masterclass in luxu

Your Lead Magnet Is Not Your Marketing Funnel

A great lead magnet can turn an anonymous visitor into an interested prospect—but it’s only one part of an effective marketing funnel. In this video, I share a simple lea

The $40,000 Website Nobody Wanted to Read

If you’re trying to attract affluent clients, making your marketing sound more sophisticated may actually be making it less effective. Your prospects shouldn’t have to wo

What People REALLY Pay Premium Prices For

Why are some professionals able to charge substantially more than equally qualified competitors? Often, it's because they're not selling the service itself. They're selli

What can a 60-year-old advertising idea teach us about attracting affluent clients today? Quite a lot.

Advertising legend Rosser Reeves popularized the Unique Selling Proposition—the idea that your marketing should give people one compelling reason to choose you. That's pa

The 2 Stories That Give Affluent Clients a Reason to Choose You.

If you want to attract more affluent clients, there are two types of stories that can make your marketing considerably more persuasive. Today , I explain The Cost of a C

Why Someone Worth $20 Million Might Still Tell You You're Too Expensive

A wealthy prospect can easily afford what you're selling—and still think you're charging too much. That's because wealth and willingness to pay are two entirely differen

Whoops! That Was a Waste of Marketing Dollars

When business slows down, the natural reaction is to start fixing things. A new website. More social media. Different messaging. A new CRM. Maybe an entirely new marketin

Can't Get in Front of Affluent Clients? Here's a Better Way In

If you're trying to attract more affluent clients, you may be looking in the wrong place. Instead of asking, "How do I meet more wealthy people?" ask a different question