Corporate Advisory & Training
Help Your Company Win More Business From Affluent Clients
Private strategy, advisory, and team development engagements designed to strengthen your marketing, sharpen your competitive position, and turn more affluent prospects into profitable clients.
What would it mean for your business if you could consistently attract more of the affluent clients you most want to serve?
I work directly with business owners and senior leadership teams to evaluate and strengthen the marketing strategies, positioning, and sales processes that determine whether affluent prospects choose their companies. When appropriate, I also work with their teams to develop the skills needed to put those strategies into practice.
A Personal Introduction
How We Can Work Together
Three Ways We Can Work Together
A Format Built Around Your Objectives
Depending on your objectives, we can focus on executive strategy, team development, or a combination of both.
Executive Strategy & Marketing System Development
We work with your leadership team to assess your current approach to the affluent market, identify where you’re losing opportunities, sharpen your positioning, and build a more coordinated system for attracting and converting the clients you most want to serve.
Objective: A clearer strategy and a practical plan for winning more high-value business.
Customized Sales & Marketing Team Training
I develop workshops around the particular skills your team needs to strengthen, from affluent buyer psychology and persuasive communication to relationship development, sales presentations, and converting high-value opportunities.
Objective: More capable people who can put the right strategy into practice.
Strategy, Training & Implementation Advisory
For organizations seeking a more comprehensive engagement, we can combine leadership strategy sessions with customized team workshops and follow-up advisory support to help turn the work into action.
Objective: Stronger strategy, better execution, and a clearer path from recommendations to results.
The Approach
Two Ways to Make Your Organization More Effective
A Better Marketing Strategy
I’ll work with your leadership team to examine and strengthen the components of your affluent marketing system, from positioning and prospect generation to messaging, credibility, conversion, and follow-up.
The objective is to identify missed opportunities and develop a more effective, coordinated approach to winning affluent clients.
A More Capable Team
I’ll work with your sales, marketing, and client-facing people to strengthen the skills that make a difference when dealing with affluent prospects.
That might include persuasive communication, effective sales presentations, relationship development, referral generation, and more sophisticated selling techniques.
For many organizations, the greatest opportunity comes from combining both: a stronger strategy and people who know how to execute it.
Signature Workshops & Executive Programs
Practical Strategies and Skills for Winning More Business From Affluent Clients
Every organization faces different challenges when it comes to attracting and converting affluent clients.
Some need a more effective marketing strategy. Others need to improve the skills of their sales and marketing teams. And many would benefit from both.
The following are examples of workshops and executive programs I can customize around your organization, your market, and the specific results you’re trying to achieve.
How to Win More High-Value Clients in Competitive Luxury Markets
Why do affluent prospects choose one advisor, agent, or service provider over another when everyone appears equally qualified? This workshop explores the positioning, credibility, communication, and relationship-building strategies that help professionals stand apart from competitors and win more business from affluent clients.
Ideal for: Luxury real estate, wealth management, professional services.
Discuss This WorkshopBuilding an Affluent Marketing System That Actually Works
Most companies don’t have a marketing system. They have a collection of activities that may or may not produce results. In this executive working session, we’ll examine the essential components of an effective affluent marketing system, from identifying your most valuable prospects and developing stronger positioning to generating opportunities and improving conversion.
Ideal for: CEOs, business owners, marketing executives, senior leadership teams.
Discuss This WorkshopThe Psychology of Selling to Affluent Clients
Affluent clients often have different expectations, concerns, and decision-making priorities. Conventional selling techniques can be ineffective, or even counterproductive. This program helps your team understand what influences affluent purchasing decisions and how to conduct more persuasive conversations, communicate value, address concerns, and guide prospects toward confident decisions.
Ideal for: Financial advisors, luxury sales teams, high-value professional services.
Discuss This WorkshopGetting in Front of More Affluent Prospects
Having an exceptional product or service doesn’t help if the people who can afford it don’t know you exist. Discover practical ways to identify, reach, and build relationships with affluent prospects through strategic networking, referral relationships, partnerships, authority-building, and other high-value marketing channels.
Ideal for: Business associations, professional services, entrepreneurs, sales organizations.
Discuss This WorkshopThe Art of Persuasion in High-Value Sales
When the stakes are high, the ability to communicate persuasively can make an enormous difference. This interactive workshop focuses on asking better questions, establishing credibility, presenting recommendations, overcoming resistance, and helping affluent prospects recognize the value of what you’re offering, without resorting to aggressive sales tactics.
Ideal for: Sales executives, financial advisors, consultants, luxury service providers.
Discuss This WorkshopBecoming the Recognized Expert Affluent Clients Want to Hire
When affluent prospects don’t know whom to trust, they often gravitate toward professionals who have already established reputations as recognized authorities. Learn how to build that reputation through distinctive positioning, compelling thought leadership, stronger credibility signals, and a marketing message that makes your expertise difficult to overlook.
Ideal for: Consultants, wealth advisors, attorneys, architects, luxury professionals.
Discuss This WorkshopDon’t See Exactly What You’re Looking For?
These are examples, not a fixed curriculum.
I can develop a customized executive working session, sales training program, or workshop around the particular challenges and opportunities facing your organization.
Whether you’re interested in a focused 90-minute presentation, a half-day workshop, a full-day intensive, or a more comprehensive advisory engagement, we can explore a format that makes sense for your objectives.
The Outcome
More Than Ideas. A Clearer Path to Winning More Affluent Clients.
This isn’t a generic seminar designed to generate excitement for a day and then be forgotten. The work is built around your business and the decisions, actions, and capabilities that can make a meaningful difference.
Your Best Opportunities
A clearer picture of the affluent prospects, segments, and opportunities worth pursuing.
Your Competitive Advantage
Stronger reasons for qualified prospects to choose your company rather than an alternative.
Your Marketing System
A more coordinated approach to visibility, credibility, lead generation, and conversion.
Your Team’s Effectiveness
Practical improvements in how your people communicate, build relationships, and win business.
Your Implementation Priorities
A focused set of next steps, tailored to your objectives and available resources.
Experience Matters
Especially When the Stakes Are High
My background includes marketing experience with PepsiCo and Kraft Foods, more than three decades of consulting, and teaching marketing at Georgia Tech.
Over the years, my work has included organizations such as Citigroup, Gulfstream Aerospace, Hilton Hotels, Sotheby’s, and A.T. Kearney.
I’m the author of 14 books, including The Affluent Marketing Blueprint and The One Week Marketing Plan, and host of The Velvet Rope Playbook podcast.
I’m not coming in to deliver a motivational speech. I’m coming in to help your company figure out what it should be doing differently to attract and win more affluent clients.
How We’ll Work
A Practical Process Built Around Your Business
We Start With Your Objectives
We discuss your business, the clients you want to attract, and the results you want to achieve.
I Prepare for Your Engagement
I review the relevant information and tailor the agenda and recommendations to your organization.
We Work Together
We conduct the agreed executive session, workshop, or combination of sessions with a practical focus.
We Establish the Next Steps
You leave with clear priorities and a framework for moving forward. Additional advisory support can be arranged where appropriate.
Investment
What an Engagement Involves
That includes pre-engagement preparation, a customized on-site working session or workshop, and a post-engagement action summary.
A 50% deposit reserves the engagement. The remaining balance is due 14 days before the scheduled date. Travel and accommodation expenses are additional.
Multi-day engagements, executive retreats, comprehensive marketing strategy projects, and ongoing 30- or 90-day advisory support are quoted individually based on scope.
Let’s Talk
What Your Company Could Accomplish
If you’d like to explore working together, tell me a little about your organization and what you’re trying to achieve. I’ll personally review your inquiry and, if I believe I can help, we’ll arrange a conversation.
