Velvet Rope Playbook

How Do You Command $100,000 When Nobody Has Ever Paid You That Much?

How do you convince someone to pay you $50,000, $100,000, or even $200,000 when you've never commanded anything close to those prices before? Imagine an artist who wants

The Skills AI Can't Replace

Artificial intelligence is making it easier than ever to produce polished proposals, sophisticated presentations, marketing campaigns, and business analyses. But if ever

Is Velvet Rope Marketing Just an American Idea?

Americans often associate luxury with prestige, status, and exclusivity. But what happens when you take that same marketing approach to countries where wealthy people pre

Being Comfortable In Your Own Skin

The Secret to Being Comfortable Around Wealthy People Has Nothing to Do With Money Ever walked into a room full of wealthy, successful people and suddenly felt the need

The Private Salon Strategy — How to Get Wealthy Prospects to Come to You

What if you could bring a dozen affluent prospects and influential people together for an evening they'd genuinely enjoy—without making a single sales pitch? Most profes

The Right 200 People

You can't sell to someone who doesn't know you exist. But does that mean you need more followers, more views and a bigger audience? Not necessarily. In this episode of

THE AFFLUENT MARKET ISN’T A MARKET

A retired Fortune 500 executive, a tech founder who just sold a company, a professional athlete and a wealthy widow may have similar net worths—but almost nothing else ab

Nobody Wants What You Do: They Want the Problem Gone

Here's something most professionals selling to affluent clients misunderstand: Wealthy people aren't necessarily impressed by what you sell. They're interested in what yo

Marketing The Concierge Medical Practice

Why does someone who could have afforded concierge medicine for years suddenly decide to join a practice now? That question may be considerably more valuable than simply

How to Gain Access to Affluent Clients

How do you get access to affluent prospects when you don't move in their circles? You may be starting in the wrong place. In this episode of The Velvet Rope Playbook, y

The Question You Should Be Able to Answer in 10 Seconds—but Probably Can’t

There's one question many successful professionals have a surprisingly difficult time answering: What problem do you solve? Ask what they do and the answer comes easily

THE CONFIDENCE GAP: Why Affluent Clients Need to Believe You Believe in Yourself

You can have the credentials, experience, expertise and results—and still undermine yourself in front of an affluent prospect without realizing you're doing it. Maybe yo

The Art of Working a Room: How to Turn Introductions Into Relationships

Most people walk into a networking event with the wrong objective: meet as many people as possible. That can leave you with 20 business cards and absolutely nothing else

Luxury Isn’t Defined By Price

What actually makes a service luxurious? It’s tempting to think luxury means higher prices, beautiful surroundings, premium gifts and expensive finishing touches. But af

The Velvet Rope Effect: Why Being Selective Can Make Affluent Clients Want You More

In 1977, Steve Rubell and Ian Schrager opened Studio 54 in Manhattan—and one of the most famous parts of the club wasn't the dance floor. It was the door. Getting throu

The Five-Second Website Test

Your website can be beautiful, sophisticated and expensive—and still fail one of the most basic jobs it's supposed to do: Tell the right prospect what you do and whether

The Activity Trap: Turn Random Marketing Into a System That Actually Produces Clients

You can have a website, post regularly on social media, send emails, attend events, ask for referrals—and still not have a marketing system. You simply have a lot of mar

The Riches Aren't Always in the Niches

Professional athletes. Family offices. Tech founders. Luxury homeowners. Private-equity executives. It's easy to look at an affluent market and think: There's a lot of m

The Secret Room: How to Make Selling to Affluent Clients Feel Like an Experience

Podcast DescriptionWhat if selling to affluent clients felt less like a sales presentation—and more like an experience they actually wanted to be part of? In this episod

Proof Before Promises: How to Make Prospects Believe You Know What You’re Doing

Why should an affluent prospect believe you know what you’re doing? It’s not enough to get their attention. It’s not even enough to talk about something they care about.