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
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