Velvet Rope Playbook

There was a $10 million yacht sitting unsold for two years.

Perfect condition. Gorgeous lines. Engine purred like a symphony. Priced below market.

It should have been gone in a month.

But it wasn’t.

Because of the name.

“Sea-duction.”

And just like that, every serious buyer ran the other way.

No billionaire wanted to be photographed stepping onto a boat that sounded like a low-budget Vegas revue

Those little cracks in brand tone are what turn million-dollar opportunities into long stretches of silence.

I...

True story: a guy near me bought a tank.

A real one. British, decommissioned, painted desert beige. Parked it in his driveway like it was a particularly aggressive SUV.

Apparently, he drives it on weekends.

He told me, “It’s the one thing no one else in the neighborhood has.”

And that right there—that one sentence—is your marketing lesson of the week.

Because the affluent don’t crave luxury. They crave distinction.

That’s what I teach at GetWealthyClients.com—how to develop the kind of positioning tha...

There’s an old saying that “free advice is worth what you pay for it.” But in the affluent market, your free advice might actually cost you six figures.

Every time you “just have a quick chat” or “offer a few thoughts,” you’re showing your cards without collecting a single ante.

That might work in mass-market sales, where volume compensates for generosity. But in the high-net-worth world, scarcity is the asset. What’s rare commands respect.

That’s why the best luxury advisors, consultants, and agents don’t give away their thinking. They sell access to it.

There are few phrases in the English language more silly than “spray-on hair.”

But in the late 1980s, spray-on hair wasn’t a joke — it was a multimillion-dollar empire.

And it sold for one reason: hope has better margins than shampoo.

Now If you love the psychology behind these glorious marketing disasters-turned-empires — and you want to use those same emotional levers to attract affluent clients — go to http://www.GetWealthyClients.com.

There’s a vault of programs, books, and free resources that’ll teach you to sell transformation without a spray can

In today’s episode of The Velvet Rope Podcast, we dive deep into the elusive art of creating the “Wow Factor” in service delivery. Affluent clients expect a baseline of excellence, but securing their loyalty requires something more—a level of service that surprises, delights, and leaves them talking long after the experience ends. Learn how to elevate your service game, create unforgettable moments, and turn one-time clients into lifelong advocates.

What You’ll Learn in This Episode:

Ever overthink every word when speaking to a wealthy prospect?

Talk yourself in circles trying to impress?

Yeah—most professionals do.

And it costs them the deal.

In today’s episode, you’ll hear the story of a financial advisor who almost lost a $20 million client—not because he lacked expertise…

But because he was trying too hard to sound like he had it.

We’re breaking down one of the most common sales mistakes in high-end markets: using complexity to prove competence.

And we’ll show you the...

It starts like every college reunion story that ends in emotional damage.

“On a beautiful late spring afternoon, twenty-five years ago, two young men graduated from the same college…”

You can feel the foreshadowing.

Two guys. Same cap, same gown, same parents crying in the bleachers.

Fast-forward twenty-five years: one’s the boss, the other’s Googling “how to look productive on Zoom.”

And according to the ad, the only difference?

One subscribed to The Wall Street Journal.

That’s it.

Forget hard work, talent, or...

Let me take you back to the golden age of mail-order marketing — when every kid in America wanted two things: a jetpack and not to get sand kicked in his face at the beach.

Enter Charles Atlas.

The man. The myth. The original “before and after” guy.

Atlas was a bodybuilder turned marketer who managed to turn humiliation into one of the most profitable emotions in human history — and he did it with one ridiculous little cartoon.

Picture this: It’s the 1960s. You’re eating sugary cereal, reading a Superman comic, and s...

In this fascinating episode of The Velvet Rope Podcast, I dive into the glittering world of ultra-wealthy dating, where romance meets exclusivity. For these individuals, finding a partner isn’t about love at first sight—it’s about ticking every box on a lifestyle résumé. Forget mainstream dating apps; in this sphere, matchmaking involves high-end curation, exclusivity, and a personal brand that matches their lofty standards.

We’ll explore:

In this episode of The Velvet Rope Podcast, we dive into the often-overlooked art of exceeding expectations. Success isn’t built on grand gestures alone; it’s in the small, intentional details that leave lasting impressions. From anticipating client needs to resolving challenges seamlessly, we explore how to create unforgettable experiences that turn clients into lifelong advocates.

Whether you’re a service provider, entrepreneur, or just someone aiming to elevate your client experience, this episode is packed with actionable insights to help you stand out in a crowded marketplace.

What You’ll Learn in This Episode:<...

Most professionals think scaling means more clients, more volume, more chaos.

But the real power move?

Fewer clients. Better experience. Higher fees.

In today’s episode of The Velvet Rope Playbook, I’m sharing the story of luxury consultant Felix “Five-Star” Fontaine, an eccentric billionaire known as Jet-Set Jerry, and the moment Felix discovered a game-changing truth:

Exclusivity beats accessibility. Every single time.

This episode is all about the strategy of working less… with better clients… while charging more. If you’ve ever felt like you’re working too hard for clients wh...

In this episode of The Velvet Rope Playbook, we step off the crowded streets and into the candlelit world of DuBois—a quiet little French restaurant nestled between an antique bookshop and a florist that only takes clients by appointment.

At the heart of it all is Coco DuBois—chef, poet, and mistress of ambiance. Her food is exquisite, her presence magnetic, and her world is an unforgettable lesson in how luxury is never loud—it’s felt.

This episode explores:

Not long ago, at a rooftop dinner in Miami, Arielle Sharp shared how a $48 million Coral Gables estate was sold—privately, quietly, and without ever being listed.

No Instagram teaser. No open house. No splashy marketing.

Just one powerful detail:

The name behind the listing—Sotheby’s International Realty.

In this episode, we break down the real reason ultra-high-net-worth buyers move fast, trust without hesitation, and pay premium prices—because of brand signals that whisper, not shout.

You’ll learn:

— Why high-end brands like Sotheby’s don’t just sell luxury...

Say the words “gold digger” and most people smile knowingly. They picture the young woman on the arm of an older man at a gala, or walking out of a Bentley in Beverly Hills. It’s an image wrapped in judgment, gossip, and cynicism.

But set aside the stereotypes for a moment. Look closer, and what you’ll see is a playbook. A set of strategies about positioning, psychology, and influence. Gold diggers, whether you like them or not, are masters of understanding what the wealthy respond to.

And here’s the uncomfortable truth: they often succee...

Most people think of security as locks, alarms, maybe a guard at the gate. Necessary, but hardly glamorous.

But for billionaires, A-list celebrities, and CEOs whose faces appear on magazine covers, security isn’t just a side concern. It’s a central part of life. It’s not just about keeping intruders out. It’s about protecting freedom, privacy, and reputation in a world where everyone is watching.

And what these firms really sell isn’t bodyguards, bulletproof cars, or intelligence briefings. They sell three intangibles: discretion, loyalty, and the promise of being “always on.”

And here’s...

Some deals aren’t made in boardrooms.

They’re made between courses at private dinners—where no one says what they do, because everyone already knows.

In this episode, we take you inside a candlelit brownstone in the West Village…

Where Jules Whitman, a man without a title, orchestrates seven-figure introductions—without pitching, promoting, or even speaking much at all.

What you’ll learn:

Welcome to the 100th episode of The Velvet Rope Playbook, the podcast where selling to the wealthy isn’t just strategy—it’s theater.

Today, we meet Marian “Moxie” Martindale—a painter with the soul of a poet and the hustle of a card shark in pearls and vintage Chanel.

Moxie doesn’t just sell art. She sells aura. Her canvases buzz with memory, tension, and that rare kind of beauty that lingers. She had what most artists would call success: a real studio with northern light, a decent waitlist, and collectors who sent her holiday cards—a...

In this episode of The Velvet Rope Podcast, we explore what it truly takes to attract and captivate affluent clients. The wealthy don’t just buy products or services—they buy into dreams. They’re drawn to the promise of a lifestyle, the allure of a story, and the idea of acquiring more than just tangible value.

Learn why facts and figures are not enough and how crafting a compelling vision can make all the difference. Whether you're in luxury real estate, financial services, or any premium market, this episode will help you understand how to sell the dre...

In this episode of The Velvet Rope Playbook, we’re talking about something every professional faces—

but few handle correctly when selling to the affluent:

At the high end of the market, objections are rarely about needing more information.

They’re about something deeper:

Today, you’ll learn:

In this episode of The Velvet Rope Playbook, we’re unpacking a subtle—but critical—skill for selling to the affluent:

Because in high-ticket sales, objections are inevitable.

But here’s the catch:

Today you’ll learn:

In this episode of The Velvet Rope Playbook, we’re dismantling a quiet lie that keeps too many talented professionals stuck on the sidelines of the affluent market:

Meet Marcus Hall.

Son of a mechanic.

Raised in a modest household.

No legacy last name. No insider mentor. No Ivy League club tie.

And yet—

There’s a certain kind of man who commands a room—

Not by volume.

Not by flash.

But by precision.

No logos.

No ostentation.

Just sharp lines, quiet confidence, and a jacket that says, I didn’t come to audition.

And if you peek inside that jacket?

Chances are, the label reads Hugo Boss.

Not Gucci.

Not Balmain.

Not something designed to shock or chase trends.

Because Hugo Boss isn’t about fashion—it’s about position...

Forget the mass market.

Formula 1 doesn’t sell to the many—it captivates the elite.

In this episode, we unpack how Formula 1 has become the masterclass in marketing to the ultra-wealthy—and what service professionals can learn from its playbook.

You’ll discover:

You can have the polished website.

The fancy credentials.

The glowing testimonials.

And still—wealthy clients politely pass you by.

That’s exactly what happened to James.

In today’s episode, you’ll hear how James—armed with all the “right” marketing—still couldn’t land decisive, high-net-worth clients… until one night changed his entire approach.

🎯 Inside this episode:

For most of history, space was something only astronauts dreamed of. Kids imagined themselves in rocket ships, but only a select few ever got close.

But today? The game has changed.

Now, if you’ve got the money—and a lot of it—you can buy your way into orbit. You don’t need NASA. You don’t need military training. What you need is the ability to cut a very large check.

Blue Origin, SpaceX, Virgin Galactic, and Axiom Space are making it possible for private citizens to leave Earth’s atmosphere.

And her...

A few years back, I got a frantic call from a private wealth consultant in New York. It was the kind of call that starts with, “Please tell me I’m not insane.”

She had just spent thirty-two thousand dollars on what she described as a “complete digital presence overhaul.”

Her new website?

Gorgeous. I mean, truly spectacular. It looked like it had been art-directed by Ralph Lauren, scripted by Aaron Sorkin, and hand-coded by a team of caffeinated MIT dropouts who’d just watched Succession on loop.

Every image was high-gloss. Ever...

In this episode of The Velvet Rope Playbook, we're diving deep into the secrets of selling to the ultra-wealthy. If you've ever wondered why some professionals effortlessly attract high-net-worth clients while others struggle to break into the luxury market, this episode is for you. I'll reveal the key psychological drivers that motivate wealthy clients, how to position yourself as a trusted advisor, and why exclusivity is your most powerful tool.

We’ll cover:

✅ The #1 mistake professionals make when trying to attract wealthy clients

✅ Why wealthy clients value exclusivity—and how to create it in your b...

If you’re not in the room, you’re not in the deal.

That’s the unspoken rule behind exclusive investor clubs like Tiger 21. For those who aren’t familiar, Tiger 21 is a private peer network where ultra-high-net-worth individuals—usually people with at least $10 million to invest—come together to share ideas, evaluate opportunities, and hold each other accountable.

It isn’t just about investing. It’s about belonging.

And here’s what makes it fascinating: people aren’t paying $30,000 a year just for stock tips or deal flow. They’re paying for something much rarer—cu...

Michael Jordan built himself a golf course. Not just any golf course — the golf course. The Grove XXIII. People call it “Slaughterhouse 23.” Why? Because if you get an invite to play and you think you’ve got game, Jordan’s going to eat you alive. The course is designed to tilt the odds ever so slightly in his favor. Not obvious. Not unfair. Just sneaky enough that the greatest competitor of all time still gets his edge.

Now, before you think this is just another story about a billionaire ex-athlete flexing his wallet, pay attention: this place is a mastercl...

In business, we obsess over messaging.

We fine-tune our stories.

We practice our pitch.

But in rooms where real money moves—

Your words are secondary.

In today’s episode of The Velvet Rope Playbook, we unpack a truth that separates professionals from power players:

And if you want to be taken seriously in elite rooms, your nonverbal presence must say:

You’ll learn:

✅ Why posture, stillness, and micro-movements matter more than your script

✅ Ho...

In this episode of The Velvet Rope Playbook, we’re unpacking one of the most misunderstood truths in high-end marketing:

At the center of this story is a boutique law firm in Manhattan—no sign, no social presence, no ads. Just a name that carries weight in rooms where names matter most.

This isn’t about reach.

It’s about resonance.

And no one embodies that more than the firm’s founder, Lillian Crest.

Harvard Law. Wellesley.

But you won’t hear h...

You know what kills more high-level success than failure? Comfort.

Most real estate agents, financial advisors, and consultants rely on what’s familiar—referrals, networking, and maybe an ad in a glossy magazine. It’s predictable. It’s safe. But here’s the hard truth: The strategies that got you here won’t necessarily take you to the next level.

If you want to attract ultra-high-net-worth clients—the kind who don’t just need your services but actively seek you out—you have to be willing to break out of your comfort zone.

In this episode of The...

Today, we leave the shore behind and dive into the opulent world of luxury yachting—where the price tags are massive, but the egos behind them? Even bigger.

At the helm is Eric Roth, founder of International Yacht Collection. But Roth wasn’t just selling boats—he was selling billion-dollar dreams. He transformed the yacht from a luxury item into the ultimate status symbol for the world’s elite.

In this episode, we explore:

In this episode, we uncover the art and science of storytelling as a game-changing tool for selling high-end experiences and services. Drawing from real-world examples of Luca “Canvas” Conti, a Milanese art dealer, and Gabriel “Odyssey” Ortega, a bespoke travel consultant, we explore how weaving compelling narratives can transform a pitch into an irresistible invitation.

Discover how Luca turned a haunting portrait into a $1.2 million sale and how Gabriel curated travel experiences that weren’t just trips but epic adventures. Whether you're selling art, luxury travel, or high-end services, these lessons will show you how to elevate your craft...

In this captivating episode of The Velvet Rope Podcast, we explore the artistry behind making luxury seem effortless. Cassandra “Velvet Touch” Leclerc, a high-stakes event planner renowned for transforming chaos into elegance, is the centerpiece of this story. Her nickname isn’t just a moniker—it’s her method. From turning logistical nightmares into Instagram-worthy galas to ensuring every detail feels divinely orchestrated, Cassandra embodies the mastery of luxury made easy.

Join me as we uncover the secrets behind Cassandra’s "Velvet Touch" and how her techniques can inspire you to create seamless, luxurious experiences for your clients.

Today’s story is about a real estate agent with a velvet touch—Ivy Rose, better known around the peninsula as The Whisper.

She doesn’t push. She doesn’t pitch.

And yet… her luxury listings sell faster, easier, and more discreetly than agents with double her marketing budget.

What changed? Ivy made a quiet but powerful shift:

She stopped selling features… and started selling the feeling.

In this episode of The Velvet Rope Playbook, you’ll learn:

✅ Why emotional resonance matters more than square footage in the luxury market

Most casinos in Vegas are designed to overwhelm.

But The Bellagio? It’s designed to elevate.

And if you’re trying to attract high-net-worth clients, there’s a world of strategy hidden behind those floral displays and marble floors.

In today’s episode, we explore:

Welcome back to The Velvet Rope Playbook—the podcast for professionals who want to work with affluent clients without chasing, discounting, or trying to impress the wrong audience.

Today’s story is about Jacqueline Trask, a wellness consultant from Atlanta who went from $200 sessions in her spare bedroom…

to becoming the private health advisor to a nine-figure family.

Not because she had a celebrity following.

Not because she gamed an algorithm.

But because she finally understood one key truth:

The wealthy don’t buy what you do.

They bu...

What do ShamWow and affluent marketing have in common? More than you think. Today, we’re diving into one of the most famous infomercial pitchmen of all time—Vince Offer, the man behind ShamWow—and breaking down how his high-energy, rapid-fire sales tactics contain lessons that can be applied to selling high-ticket services to the wealthy.

Infomercials might seem like the opposite of luxury marketing, but when you strip away the theatrics, they reveal timeless persuasion strategies that work just as well in high-end markets. From urgency to exclusivity, today’s episode will show you how to adapt th...

Ever heard a pitch so good you couldn’t say no? One that pulled you in, kept you hooked, and by the end, you were practically throwing your credit card at the person? That’s not luck—that’s AIDA in action: Attention, Interest, Desire, and Action.

In this episode of The Velvet Rope Playbook Podcast, we break down the art of the perfect pitch through a high-stakes story featuring a luxury real estate agent, a skeptical billionaire, and a single shot at closing the deal of a lifetime. You’ll discover:

✅ How to command attention and...