“Let me tell you about the very rich. They are different from you and me,” F. Scott Fitzgerald famously wrote.
We beg to differ – at least to a degree.
We understand Fitzgerald’s need to spin an engaging yarn, but wealthy people generally live like regular folks, albeit with nicer automobiles. Their conversation tends to revolve around certain subjects, though, and if you want to gain them as clients, you’d best be prepared to hold up your end. Our featured author shows you how.
They like to talk about how well things are going at work. Stay current on developments at your prospect’s company and ask specific questions, thereby providing them the chance to hold forth. There’s your foot in the door.
Real estate doesn’t bore them. This isn’t so unusual – people at all economic levels are worried about the direction of mortgages and rents. Know the local market and stay informed on neighboring districts, particularly the tonier zones. It’s not a bad idea to be current on the latest vacation or retirement areas, as well.
Sports interest spans the globe and all economic classes. We don’t really care if you prefer bridge to baseball: follow the local teams and be ready to rant about last night’s game. Even if you aren’t a sports person, you’ll likely find it’s an enjoyable diversion. Most of your interlocutors will be glad to relax and jaw about the local team.
Sports do offer a slight chance of creating offense: if you love the Yankees and your contact adores the Red Sox, a sales pitch might not be in the offing – unless you’re really good, of course.
Our linked author makes a fine point: busy people don’t cook, they eat out. You already have favorite restaurants, so don’t be afraid to share. The good thing about food is there’s no right or wrong – I like Thai, you prefer Cantonese, there’s no reason to fight – obviating the danger, however minor, that’s linked to sports.
For more information, please read:
15 Things Wealthy People Talk About | ThinkAdvisor