A client of mine once spent $900 on a haircut. When I asked him why, he said, “Because I don’t want a haircut. I want confidence walking into any room.” That line stuck with me. Because it perfectly captures what separates people who sell to the wealthy from those who serve the wealthy. The first group focuses on features: square footage, yield percentages, deliverables, dashboards. The second group understands that the affluent aren’t buying the service. They’re buying the sensation the service provides. Confidence. Certainty. Permission to relax. That’s one of the core lessons I teach at GetWealthyClients.com : how to transform what you sell into what the affluent actually buy. You’ll find programs and books that help you reframe your service—from “here’s what I do” to “here’s how you’ll feel after working with me.” Because at the top end of the market, emotion beats explanation every time.
