Nov 18, 2025

11: Selling Luxury with Antonio Paraíso: Desire, Mystique, and the New Luxury Buyer

Introduction In this episode of Selling Luxury , I'm joined by international luxury marketing consultant Antonio Paraíso , known for his work on emotional branding and “the art of making people dream.” Together, we explore how desire, not need, drives luxury buying, and how brands can create longing through beauty, storytelling, symbolism, scarcity, and mystique. Episode Summary We unpack why affluent clients buy with their emotions and “need of the soul,” not practicality. We discuss how...

Nov 11, 2025

10: Selling Luxury with Dr. Michael Spicher: Beauty and the Aesthetic Advantage

Introduction Luxury isn’t only what we make or how things look. It’s how it makes people feel. That's where beauty and aesthetics come in. In this episode, I have a wonderful conversation with Dr. Michael Spicher, consultant in aesthetics and philosophic thinker, about beauty as a strategic advantage. Drawing from philosophy, neuroscience, and psychology, we explore how beauty and aesthetics shapes behavior, creates radiance, and becomes a driver of loyalty and well-being in the luxury...

Nov 4, 2025

9: Selling Luxury with Tom Marchant: Luxury Travel and the Art of Anticipation

Introduction Luxury travel isn’t just about impressive amenities and thread counts. It’s first and foremost about feelings. In this episode, I sit down with Tom Marchant , co-founder of Black Tomato , the award-winning travel company known for designing emotionally rich, highly personalized journeys. We unpack a “feelings-first” approach, why anticipation is a core luxury element, and how thoughtful access and curiosity transform trips and customer relationships into lifelong bonds. Episode...