SELL TO
THE RICH
Understand the complex behavior, nuanced mindset, and emotions of the luxury buyer
(and sell to them effortlessly)
Speaker Reel
For a 7 minute unedited clip of a talk, click here.
SELL TO THE RICH
Suite of Services
Insider secrets for success for success in the luxury market
Choose your adventure.....Keynote, Workshop, or Sales Training
Keynote
45-90 minutes
What does it take to capture the attention of the luxury buyer, win their trust, exceed their expectations, and keep them coming back time and again, especially in changing times and volatile markets? There's no shortage of market analysis and sales tools out there. But nothing will ever be more important than understanding your customers' emotions, lifestyle, and behaviors will always be more important. Having been the go-to, family-portrait photographer for the rich and famous for 40 years, Jeffrey Shaw reveals the insider secrets you want to know and gives the final word on who the affluent are, what they want, and how to sell it to them. As Jeffrey says, “I don’t just understand this market, I was in their closets.” With this intimate knowledge of the wealthy, Jeffrey will remove the guesswork from your business strategy and replace what you presume about the affluent with the reality of how their minds work and how they make buying decisions. In this eye-opening talk, attendees will learn: The emotional triggers that get the luxury market to buy, Proven (but not obvious) strategies to create brand obsession and keep luxury clients forever, How intimate details make all the difference in customer experience, and How to leverage changing times and adapt to luxury-buyer psychology. Fulfill the ultimate potential—and avoid the harrowing pitfalls—of your luxury business by learning to see the world your clients see from the guy who literally built his career capturing it.
Workshop
2-4 hours
Selling to the affluent isn’t about selling at all—it’s about understanding who they are, how they think, and what truly earns their trust. In this immersive, hands-on workshop, Jeffrey goes beyond the insights of the Sell to the Rich keynote and helps business owners and leaders apply them directly to their business. This is where learning turns into mastery. Using the Luxury Service Mindset workbook as a guide, workshop participants will explore the emotional triggers that drive luxury buying decisions, uncover the hidden expectations of affluent clients, and refine the strategies that create brand obsession. Through a combination of guided learning, group discussion, and individual coaching, participants will develop a personalized approach to attracting, serving, and keeping high-net-worth clients—no guesswork required. Attendees will also have the opportunity to troubleshoot real-world challenges, refine brand messaging, and get direct feedback on market positioning. By the end of this workshop, participants will not only understand the psychology of luxury buyers but also know how to apply it with precision in their businesses. From possibly missing the mark with high-end clients to confidently winning and keeping them, this workshop offers the clarity, strategies, and confidence to sell to the rich—ethically, effectively, and effortlessly.
Sales Training
Multi-day, short-term, or long-term
Luxury clients don’t just buy—they invest in experiences, relationships, and brands that reflect their own story. Selling to them demands mastery of the subtle yet powerful nuances of luxury sales. That’s where Jeffrey Shaw’s bespoke sales training transforms possibility into reality. With over 40 years of firsthand experience working with and selling to the affluent, Jeffrey brings unparalleled insight into the mindset, behaviors, and expectations of high-net-worth clients. Following his five-step E.L.I.T.E. Luxury Sales Framework, participants will refine their ability to build trust, control the sales environment, and confidently navigate high-stakes conversations. The training challenges sales professionals to elevate their approach, deeply understand their luxury buyer, and develop the resilience needed to thrive in this elite space. Each engagement is customized—whether an intensive workshop, a multi-day immersive experience, or ongoing training for sales teams. Participants will gain the confidence and skills to build rapport, handle complex relationships, and deliver exceptional service with ease. Messaging will be refined to resonate emotionally, positioning your brand as an essential part of a client’s world. Sales conversations will feel natural and effortless, leading to deeper connections, greater loyalty, and higher conversions. For businesses that serve the affluent, there is no room for guesswork. This sales training experience will redefine how your brand engages with luxury clients, ensuring your team sells with confidence, clarity, and precision.
Companion Book
Added value for your attendees!
Bulk pricing available
Who Will Benefit?
Luxury Service Providers
Luxury Sales Associates
Luxury Goods Retailers
“Jeffrey Shaw was the #1 rated speaker (out of 15) at ProfitCon. You have a powerful message, Mr. Shaw!”
Mike Michalowicz
ProfitCon founder and host, keynote speaker, author of Profit First, Clockwork, and Pumpkin Plan
Author of Trailblazing Business Books
Meet Jeffrey Shaw
As a portrait photographer to the wealthy, I didn’t just take pictures—I built relationships. I learned how they think, what they value, and why they buy. Selling to the rich never felt like selling at all; it was about trust, connection, and understanding the subtle nuances that make all the difference.
At the same time, for more than 40 years, I was running a business—figuring out marketing, pricing, client management, and everything in between. Like all business owners, I had to learn how to make things work. Over time, I mastered not just the art of selling to high-net-worth clients, but the systems, mindset, and strategies that enable a business to thrive.
Now, I help others do the same.
I share everything I know about the complex behavior and nuanced mindset of luxury buyers, helping business owners and leaders of luxury brands attract, sell to, and retain the kind of clients who don’t just buy but become lifelong advocates. Because when you understand how the wealthy think, selling no longer feels like selling—it feels natural.
The common denominator is it all starts with understanding the people you serve. Today, I fully understand my audiences and clients and help them to better understand those they serve.
Bio
From humble beginnings, Jeffrey Shaw became one of the most preeminent portrait photographers in the United States. His portraits have appeared on The Oprah Winfrey Show and CBS News, in People and O Magazine, and hang in the halls of Harvard University and The Norman Vincent Peale Center, as well as countless beautiful homes across the U.S.
Today, Jeffrey speaks about how to sell to the rich at association events and conferences such as Luxury Home Design Summit, Pearl Collective, ASID events, HOW Design, and Growth Marketing, and for corporations like Verizon and BMW. He is the author of three books, Sell to the Rich, The Self-Employed Life, and LINGO, a LinkedIn Learning instructor, and host of the top-rated podcast, The Self-Employed Life.
Jeffrey is also the founder of The Exceptional Business Academy, The Self-Employed Business Institute, and his TEDx Talk is featured on TED.com. Jeffrey is also responsible for the creation of National Self-Employed Day, which falls on May 4th of the U.S. National Calendar and honors the hard work and contribution of independent business owners.
TEDx LincolnSquare
During my talks, I often tell a story about being 23 years old, starting out in the luxury market, and studying the behavior of customers in an exclusive one-of-a-kind department store in NYC.
Wanting to understand the market well, I asked the woman at the gift wrap window if she'd show me how to package a votive candle because I was trying to learn "what rich people like".
She invited me into the backroom of this exclusive department store and showed me how to package the candle beautifully. I have to believe the only reason she took the risk and invited me into the back room was because she saw something in me: my potential and a genuine desire to serve this discriminating clientele.
That moment inspired my TEDx Talk about how people often see more in us than we see in ourselves.
Serving the luxury market has so much to do with working with a clientele that sees us, our full potential, and our genuine intentions, that I have included this talk here to give you a sense of what I'm all about and to help you get to know me a little better. I hope you enjoy it.
Industries Served:
Interior Design, home design, home building, kitchen design and remodeling,
livery, jewelry, country club, home staging, luxury suites, hospitality.