Module 3

Who Wealthy Clients Are

Wealthy clients are not one kind of person. Inherited, self-made, earned, and unexpected wealth each behave differently. This module gives you a working map of who you are about to meet.

Start Lesson 1
An old private library with a wooden staircase and shelves of bound books

The Four Wealth Types

  1. 3.1 Inherited Wealth Wants Continuity An inherited household judges newcomers by how well they fit in, so learn its ways. 7 minute read
  2. 3.2 Self-Made Wealth Wants the Reward Ask what the work is for, and shape one part of it around the answer. 7 minute read
  3. 3.3 Earned Wealth Hires for Precision Answer a high earner's questions first, in the order asked, and add warmth after. 6 minute read
  4. 3.4 Unexpected Wealth Wants a Guide Explain what the whole job costs and what your price covers, before the client asks. 9 minute read
  5. 3.5 Which Kind of Wealth Are You Talking To? Listen to how a client talks about money and family, then test your guess. 7 minute read

What Changes as Wealth Increases

  1. 3.6 Affluent, Wealthy, and Ultra-Wealthy Work out each client's level, then ask what the household allows before you start. 6 minute read
  2. 3.7 Fast on Small Choices, Slow on Commitments Make the small choices for a wealthy client, and give the large ones time. 5 minute read
  3. 3.8 What Each Level Expects From You Make what impresses clients one level down your minimum, and learn each household's rules. 8 minute read

The Client's World

  1. 3.9 The World Your Client Lives In When a client mentions school, a second home, or travel, fit your work around it. 8 minute read
  2. 3.10 What They Worry About and Hope For Answer the worry under a client's question first, with a fact, and leave it unsaid. 6 minute read
  3. 3.11 Curiosity Closes the Lifestyle Gap When a client mentions something you do not know, say so and ask about it. 7 minute read

Reading Clients Without a Type Test

  1. 3.12 Watch the Client, Not a Personality Type Write down what a client says, and read it before every meeting. 6 minute read
Next module Why Wealthy Clients Buy What They Buy