The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life -- Copyright -- Contents -- Chapter 1: The World of Today's Affluent -- Profile of Today's Affluent -- Affluent Macro Shifts -- About This Book -- The Research Behind This Book: 2012 and 2013 Affluent Purchasing Decision Research -- Summary -- Chapter 2: The Affluent Mind-Set Shift -- Pre- and Postcrisis Decision Making -- Pre- and Postcrisis Lifestyles -- Summary -- Chapter 3: Wowing Today's Affluent -- Your "Wow" Service Experience -- Surprise and Delight: A Simple Way to Wow Affluent Clients -- The Law of Reciprocity -- Uncovering Client Information -- Major Life Events -- Vacations -- The Right Gifts -- Client Information Tracker -- Service That Goes Beyond Expectations -- Summary -- Chapter 4: Affluent Buzz Factor -- Hosting an Intimate Client Event -- Reasons to Avoid Large-Scale Client Events -- Three Objectives -- Five Steps to Activate Affluent Buzz via Intimate Events -- Step 1: Select the Right Clients -- Step 2: Create the Right Event -- Step 3: Master the Invitation Process -- Step 4: Conduct the Event -- Step 5: Follow Up with Attendees -- Intimate Event Planning Form -- Social Media -- Visibility Campaign -- Getting Involved -- Social Prospecting -- Revisiting Past Opportunities -- Beware! Top Five Ways Salespeople Appear Salesy -- Summary -- Chapter 5: Building Personal Relationships -- Referrals versus Introductions -- Professional Alliances -- Getting Personal -- Becoming Social -- Cultivate Personal Relationships -- The Digital Impact -- Keep It Simple and Personal -- Summary -- Chapter 6: Creating the Right First Impression -- The Great Recession's Impact -- The Impact of Environment -- The Power of Personal Presence -- Exuding Gravitas (Power Pose) -- How to Make a Good First Impression -- A Handful of Simple Tips.

Summary -- Chapter 7: Today's Affluent Female -- Teachable Moments -- Paradise Lost -- The Affluent Female's "Gift of Gab" -- Top Turnoffs -- Five Steps to Strengthen Your Relationships with Affluent Women -- Female to Female -- Connecting -- Summary -- Chapter 8: The Emerging Affluent -- The Generational Divide -- Word-of-Mouth Power through Social Media -- Decision Making -- Communication -- Generational Similarities -- Summary -- Chapter 9: The Amazon Effect -- The Apple Experience -- Online Research -- Summary -- Chapter 10: How to Move Upmarket -- America on 250,000 a Year -- The Working Affluent -- Mind-Set -- Knowledge -- Opportunity -- P.S.: Create Opportunities -- Worst Fear Exercise -- Summary -- Chapter 11: Overcoming Affluent Sales Reluctance -- Thou Shalt Overcome -- Is This a Problem? -- Taking Action -- Step 1. Preparation -- Step 2. Mental Rehearsal -- Step 3. Power Pose -- Step 4. Action -- Controlling the Devilish Voice of Doubt -- Technique 1: Starting Out Right -- Technique 2: Getting Back on Track -- Technique 3: Associating with the Right People -- Technique 4: Creating a Self-Affirmation Recording -- Summary -- Chapter 12: Maximizing Your Affluent Sales Opportunities -- Can You Envision Your Affluent Future? -- Closing the Gaps -- Activating Your Achievement Cycle -- Achievements of the Past -- Staying on Your Critical Path -- Four Key Traits of Top Affluent Sales Professionals -- Ambition -- Discipline -- Self-Awareness -- Deliberate Practice -- Summary -- Appendix: The 12 Commandments of Affluent Selling -- Commandment 1: Be Totally Committed -- Commandment 2: Be As Advertised -- Commandment 3: Be a Problem Solver -- Commandment 4: Be a Servant -- Commandment 5: Be a Trusted Source of Information -- Commandment 6: Provide Value that Exceeds Price -- Commandment 7: Disclose All Costs -- Commandment 8: Stand By Everything.

Commandment 9: You are the Firm -- Commandment 10: Covet Your Reputation -- Commandment 11: Become Social Media and Internet Savvy -- Commandment 12: No Hassles -- Index.