A wealthy prospect can easily afford what you're selling—and still think you're charging too much.

That's because wealth and willingness to pay are two entirely different things. Net worth tells you what someone canspend. It tells you very little about what they believe something is worth.

In this episode of The Velvet Rope Playbook, I tell the story of Douglas Whitmore, a successful entrepreneur worth more than $20 million, and Peter Langston, a vintage automobile expert who couldn't understand why Douglas balked at his $85,000 fee.

The problem wasn't Douglas's ability to pay. It was Peter's failure to make the value of his expertise unmistakable.

You'll discover why affluent clients can be surprisingly price-conscious, why premium pricing requires more than simply targeting people with money, and how to uncover the value in your expertise that may be obvious to you—but completely invisible to your prospective clients.

Because when an affluent prospect says, “You're too expensive,” they may actually be telling you something very different: “I don't yet see why you're worth it.”

For more strategies for attracting and converting affluent clients, visit http://www.GetWealthyClients.com.

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