Velvet Rope Playbook

In the world of high-net-worth clients, sales don’t happen through persuasion—they happen through perfect timing. The ultra-wealthy don’t like to be sold, but they love to buy when the moment is right.
I learned this lesson from Fat Tony, a hedge fund manager with a Bond-villain aesthetic—Brioni suits, a vintage Reverso, and a smirk that says he’s always ahead of the game. His golden rule?
💡 “You don’t sell to the wealthy. You let them buy.”
This episode is a masterclass in understanding timing from the people who sell to the elite every day:
✨ Serena “The Velvet Hammer” Devereaux—How an art dealer worked on a client for months, only to close a $200K deal in seconds.
✨ Didi Ritz, the Luxury Broker—The psychology behind the “soft no” that landed a billionaire his Malibu mansion.
✨ Dr. Alain “The Whisperer” Voss—Why concierge doctors play the long game—and how one casual mention turned a prospect into a lifelong client.
✨ Lexi “Jet Set” Carrington—How a well-timed luxury escape turned a divorcee into a high-spending, lifelong client.
✨ Captain Morgan, the Yacht Broker—The Cannes Film Festival deal that closed because of one well-placed moment of envy.
🔑 What You’ll Learn in This Episode:
✔️ The real reason the ultra-wealthy buy when they do
✔️ How to position yourself so clients feel like they’re making the decision
✔️ The psychological triggers that turn hesitation into immediate action
✔️ Why timing isn’t everything—it’s the only thing
🚀 If you’re in luxury sales, high-end real estate, wealth management, or any business that serves the one percent, this episode will change how you approach selling.
Make sure to visit https://VelvetRopePodcast.com to get notified when I drop new episodes and claim a FREE copy of my Amazon #1 Best Selling book: The Affluent Marketing Blueprint
Want to learn more about me?
https://www.getwealthyclients.com/bio

Alright, my friend—let’s talk about something the top-tier players understand but almost no one else does: discretion. And no, I’m not just talking about keeping secrets (though that helps). Discretion isn’t just about what you say—it’s about how you make people feel.
Think about it…
🧐 Ever been in a room where someone commanded presence without saying much?
😏 Ever met someone who made you feel like the most important person in the world—without being over the top?
💎 Ever wonder why the wealthiest clients are drawn to people who just “get it”?
That’s the power of discretion. And today, we’re diving into how to use it like a pro to attract and keep high-net-worth clients.
What You’ll Learn in This Episode:
✅ Why the best in the game never overshare—and how you can master the art of saying just enough.
✅ The underrated power of well-timed silence (because sometimes, what you don’t say speaks the loudest).
✅ How to create an atmosphere of exclusivity that makes people lean in.
✅ The secret weapon of luxury service providers: making clients feel seen, understood, and valued—without trying too hard.
This episode is a masterclass in subtlety—and trust me, when you get this right, your clients won’t just stick around… they’ll bring their high-net-worth friends with them.
Make sure to visit https://bit.ly/49Z3rzJ to get notified when I drop new episodes and claim a FREE copy of my Amazon #1 Best Selling book: The Affluent Marketing Blueprint

When it comes to selling to the affluent, the gatekeepers—those trusted advisors, tastemakers, and influencers—hold the keys to success. In this episode, we delve into the art and strategy of winning over these decision-makers to unlock access to high-net-worth individuals.
From stylists and interior designers to personal assistants and travel consultants, these gatekeepers are the ones who guide the affluent on what to wear, where to vacation, and how to enhance their lifestyles. Learn how to build relationships with them and position your product or service as their next recommendation.
What You’ll Learn in This Episode:
Who the gatekeepers are and why they matter in affluent marketing.
How to build trust and credibility with these tastemakers.
The art of offering value to gatekeepers without coming across as transactional.
Examples of successful strategies for leveraging gatekeeper relationships.

Key Takeaways:
The Gatekeepers Are the Influencers: They shape the decisions of the wealthy, making them critical allies in your sales strategy.
Trust is the Currency: To win over gatekeepers, you must demonstrate expertise, reliability, and alignment with their standards.
Offer Value First: Understand what the gatekeepers need and how your product or service can enhance their role.
Relationships Over Sales Pitches: Gatekeepers are more likely to recommend those who invest in genuine relationships with them.

Action Steps:
Identify the gatekeepers in your niche (e.g., stylists, personal shoppers, interior designers).
Research their needs, preferences, and challenges.
Develop a value-driven pitch that highlights how your offering aligns with their goals.
Build rapport through consistent, genuine communication.

Make sure to visit https://VelvetRopePodcast.com to get notified when I drop new episodes and claim a FREE copy of my Amazon #1 Best Selling book: The Affluent Marketing Blueprint
Want to learn more about me?
https://www.getwealthyclients.com/bio
#VelvetRopePodcast #LuxuryMarketing #HighTicketSales #WealthyClients #AffluentMarketing #SellingExclusivity #LuxurySales #StorySelling #ExclusiveBrands #ClientExperience #HighTouchBusiness #SalesStrategies #howtoattractwealthyclients

In this episode of The Velvet Rope Podcast, we delve into the nuanced world of networking in elite circles. Unlike traditional networking, operating in spaces like country clubs, charity galas, and private events requires a delicate dance of timing, discretion, and perception. Success in these rarefied environments isn’t just about who you know—it’s about how you’re perceived.
Explore the “Art of the Soft Introduction,” breaking down the subtle strategies that build trust, foster connections, and position you as a valued insider within these exclusive circles.
Key Takeaways:
Networking as a Dance: Why timing and subtlety are critical in elite spaces.
The Power of Perception: How to ensure you’re seen as credible, approachable, and desirable to connect with.
The Soft Introduction: Techniques for seamlessly introducing yourself without appearing intrusive.
Building Long-Term Relationships: How to nurture connections in a way that feels natural and authentic.

In this episode of The Velvet Rope Podcast, we explore the art of the follow-up through the lens of Lila "Velvet Touch" Vance, a luxury concierge whose dedication to her clients extends far beyond the initial sale. With a client list that includes royalty and tech moguls, Lila exemplifies how the follow-up isn’t just a task—it’s a transformative experience.
Insights are gained from observing Lila at a private gala in Monaco, where her effortless charm and meticulous attention to detail turned every interaction into a masterclass in client care. Discover how Lila’s approach to follow-ups can elevate your business and deepen client relationships.
Key Takeaways:
The Follow-Up as an Art Form: Why the post-sale experience defines long-term client loyalty.
Beyond the Thank-You Note: Creative and personalized ways to keep clients feeling valued.
Building Emotional Connections: How to make your clients feel more than satisfied—they feel adored.
The ROI of Thoughtful Follow-Ups: Why investing in client care leads to exponential returns.

Featured Insights:
Lila’s Philosophy: “The sale is just the beginning. The real magic happens afterward.”
Practical Examples: How Lila uses personal touches to create unforgettable client experiences.
Actionable Tips: Strategies for turning your follow-ups into opportunities for connection and growth.

Make sure to visit https://VelvetRopePodcast.com to get notified when I drop new episodes and claim a FREE copy of my Amazon #1 Best Selling book: The Affluent Marketing Blueprint
Want to learn more about me?
https://www.getwealthyclients.com/bio
#VelvetRopePodcast #LuxuryMarketing #HighTicketSales #WealthyClients #AffluentMarketing #SellingExclusivity #LuxurySales #StorySelling #ExclusiveBrands#ClientExperience #HighTouchBusiness #SalesStrategies