How to Attract Only Wealthy Qualified Buyers: Environment and Messaging

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Welcome in. All we talk about is hitting million-dollar months, and this blog is no different. We’re going to talk about messaging and how important it is.

In previous content, I’ve talked to you about this very simple concept that you’ve got to not only say the right things, you’ve got to be in the right environment, you’ve got to look the part, play the character, and a lot of what’s actually interpreted about messaging comes more from that rather than just the words that you say.

I don’t want to in any way, shape, or form take away from the importance of saying the right things, but I want to be very very clear when I say this, and I’m going to show you this today through a bunch of examples, that being the character, being in the right environment that matters so much more because it’s what’s interpreted faster than the words that you say.

So in this blog, we’re going to be going through a bunch of examples of how you can become a master at attracting consistently qualified leads that have the financial capacity to purchase your high ticket product or service on your journey to million dollar months.

For all those unfamiliar, that’s all we talk about around here is hitting million dollar months. We don’t make any income claims. You have a zero point one percent probability to ever hit ten million dollars a year according to the US Bureau of Labor Statistics.

You have an even smaller probability than that to ever hit million dollar months, which would be twelve million dollars a year. So again, there’s no income claims. We just simply take all the lessons from the people that have been there, done that, that we’ve helped and hand them down to you.

And of course, if you’re already following along, welcome back. It’s always a pleasure to have you. This is one of my favorite types of content to create. So for sure, it’s going to be a banger.

If your business is already generating $100k+ per month, My Inner Circle is where you break through to the next level. Inside, I’ll help you identify and solve the bottlenecks holding you back so you can scale faster and with more clarity.

All right, without further ado, let’s dive in.

Why Environment and Character Matter More Than What You Say

So let me show you firsthand what I’m talking about when I say how fast the human brain judges who something is for and who something’s not for solely based on the environment that the character is in and what the character also looks like, who’s communicating the message.

Let’s get started with a service where we have a person that is showcasing a backyard pool install. I guess you could call it a backyard renovation.

And I just want you to think to yourself if you got targeted by something like this. Immediately just think who this is for and who it’s not for. Not based on the words, but again, just based on what’s being shown and what’s demonstrated.

Let me walk you through it.

Case Study Million Dollar Pool Tour Shows House Before Backyard

“I’m going to check out this million dollar plus backyard. This is full of incredible features. And walking through this door is an adventure in and of itself. Let’s check it out.”

So it’s like just just in the first few seconds. This is a million dollar plus backyard. You’re approaching a home with a door the size of a wall in most people’s houses.

And the person looks exactly like what you’d expect somebody to look like who does these kind of things. This is like a high ticket blue collar service.

“Full of incredible features and walking through this door is an adventure in and of itself. Let’s check it out. How cool is this? Look at this. The way it connects inside from outside is incredible. These pocket doors hide away. And look at this yard.”

As soon as I see it, I’m impacted with a feeling of wow. That’s my first probably word that comes to my mouth.

“But there’s features in here from the unique coping that’s oversized with lighting. There’s the zeroed edge pool which allows us entry. Look at this oversized planter with this incredible olive tree. Come check this out. The wellness was a key area that was laid out with a sauna, a whole workout area, and takes advantage of the design that we put together for this client. This continues through and there’s multiple things that I’m about to show you.”

Like who do you think’s going to reach out to these people after they see this stuff? You think poor people are going to reach out to them and be like, “Hey, would love for you to come do an above ground pool for me.”

It’s like, do you think somebody who wants even just like a regular pool is going to be hitting this person up? Probably not.

He set the tone immediately by saying, “Come check out this million dollar backyard.” And he walked through the house first, which is a key. He didn’t start in the backyard. He started in the house to also link and anchor what he was doing for people and who he was doing it for based on the home that they’re living in.

“That I think you’ll be really inspired by. First is the floating steps. And I won’t walk all the way around, but it leads you to the spa that also contain the kids that are here. This area is amazing outdoor dining experience that leads you and connects you to the outdoor kitchen, custom cabinets. I mean, this thing is packed full of features. Look at the look at the wall in of itself. Architecturally, it has an incredible texture and and and really enhances the feeling.”

Now there’s two things I’m going to show. One, don’t miss out to the end. It’s incredible. The day beds. I just walked by them, but they really—

Everybody who’s wealthy knows attention to detail matters a lot when you’re rich. But you don’t want to be attentive to the detail yourself because you don’t like dwelling in the small things.

My buddy Brandon Carter always says you don’t want to major in the minor things. So we pay other people to major in the minor things for us and be attentive to the details.

Case Study $46K Oven Price Anchor Builds Trust by Pointing Out Flaws

Check this one out. Here’s a different one.

“If you want to buy something to look at it and never ever use it, forty six thousand dollars in the oven. Open the oven.”

It’s like, you need Arnold Schwarzenegger here to open that oven door and it’s tiny.

“Do a little promo for them. See if they give me a better price. They probably won’t. They don’t care. They sell so much. What do you think? So here’s here’s the appliance package. Wolf with that cooktop forty eight inch. Now here’s the Subzero. Here’s a Subzero refrigerator. This is like the classic, but look, you can—What’s the price on this Subzero again? Sixteen. Yeah. Open the door. So good. Sixteen thousand dollars.”

I love this example. Let me explain something first.

So a lot of the times people think that when they’re selling to a richer demographic that they have to have a super upstanding quality.

A great example of this, more than eighty plus percent of the content that you’re consuming literally right here was shot on an iPad. And the iPad shoots in 4K, sixty frames per second.

As an example of that, I’ve gotten a tremendous amount of wealthy people to be responsive to this content that have consumed this content all as a result of not necessarily having the most upstanding quality.

It’s like right now, literally as I create this with you, I have a content person behind the scenes. I have a DSLR camera that we’re shooting on. I’m officially mic’d up. It’s not how we do it a majority of the time.

A majority of the time, it’s just on iPads with a little road mic and it’s just me and my tripod. You see what I’m saying?

Now this person doing a phone video and he’s walking around and he’s demonstrating the prices again as a blue collar high ticket subcontractor providing these appliances to different homes.

He’s walking around, he’s showcasing like, “Look, this oven’s awesome. It’s forty six thousand dollars. You’re never actually going to use it. Just something to look at.”

So if you’re never actually going to use your kitchen, this is great. If you want a fully functional one, here’s one from Wolf. This one only cost sixteen thousand dollars. Here’s a giant fridge made by Sub-Zero, this is sixteen thousand dollars.

How to Use Price Anchoring Starting High Then Showing Lower Options

It’s price anchoring things that are perceptually more costly at a cheaper price, especially when you start the content by showcasing something at forty six thousand dollars.

This is also really important to understand as an advanced messaging tip. He starts the content by immediately building trust by saying, “Yeah, like look at this. This thing’s awesome. Looks great. You’re actually never going to use it.”

This is more of like a you look at it and don’t actually touch it kind of oven. As you can see here, like look how crazy it is to even pull this little oven door open and it’s super tiny.

Everything else the person says from there is going to be interpreted at a really high level of trust because he started off not trying to sell you something.

He essentially started off by pointing out the flaw within something and selling why you would buy it if you chose to buy it that way.

Again, think about the example again. But from that perspective, “This is if you want to buy something to look at it and never ever use it. Forty-six thousand dollars.”

Look at that. It’s within the first three seconds.

“Oven. Open the oven. It’s like, you need Arnold Schwarzenegger here to open that oven door and it’s tiny. Do a little promo for them. See if they give me a better price. They probably won’t.”

Now again, for those who aren’t into building custom homes that are probably millions or tens of millions of dollars, you probably have no idea who AJ Madison is.

But for anybody who’s actually in the game of trying to build a big custom home, you actually would have a high association to that specific brand. Because again, this is typically a brand that is selling all these other high end appliances.

“They don’t care. They sell so much. What do you think?”

He’s also then telling you you’re not going to get a discount. That’s essentially what he peppered in there whether you realize it or not.

“So here’s here’s the appliance package. Wolf with that cooktop forty eight inch. Now here’s the Subzero. Here’s a Subzero refrigerator. This is like the classic. But look, you can—What’s the price on this Subzero again? Sixteen. Yeah. Open the door here. Sixteen thousand dollars. It’s getting cold in here. Look at this. The comparison. So Subzero compared to Thermador. So Thermador is a great solid, you know, a fraction of the price and beautiful the panels on this to match with the kitchen. I don’t really like the oven so much. You did look at induction for half a second.”

It’s so good.

Why Pool Content Without Narration House Context Fails to Attract Wealthy Buyers

Now I’m going to show you one that’s not so good in comparison. So I got targeted by this random content on TikTok. I was like, “What is this,” probably because I’ve been liking the Fox Terra design business’s pool tours that they’ve been giving for the million dollar pools.

And I came across this random content. Now notice what this example lacks in comparison. Imagine that this exact content is ran in an ad, as an example, something that targeted you on Facebook or Instagram.

What would you be thinking about it comparatively? It lacks narration. It doesn’t have any messaging paired with it. You got to come to your own conclusions. Would you even engage with this content for more than a few seconds just based on how I’m about to describe it to you?

The post just shows a pool with no narration—only background music playing over the footage.

See? So it’s like, yeah, I mean, it’s a nice pool, but it was a much smaller backyard. Had way less features than the million dollar pool did by far. There was no story to it.

Again, just comparatively, look at this person one more time.

“Here’s a front yard pool. Can’t wait to show you this front yard pool and truly a yard full of discovery and elements that are so unique and artistic. This individually of itself is like this unique entryway. We’re not sure quite what you’re entering into. And then you walk down these steps which leads you to the front door, but as you walk through the front door, you realize there’s a pool and a water feature, just all these artistic discovery elements that are really unique. And I can either go to the second seating area or I can go to the front door. Let’s go to the front door. Look at this beautiful open space. Now I want to bring you to this room that’s my favorite in this.”

See, just to stop right there. If you were the company that posted this one, you’re probably going to complain about, oh well, why am I not getting any wealthy people that are coming through wanting a pool?

Well, it’s like your content looks weak. You see, it’s like, yeah, you technically built a great pool that I’m sure was a couple hundred grand, but it’s like think about the differences there.

It’s like there’s no narration. What’s that house look like that this pool’s been built at?

The content shows the pool but provides no context about the property or the homeowner.

See, it looks like such a small backyard. There’s no anchor to whatever the house looks like. Again, there’s content that’s shot in landscape and not even optimized for mobile viewing on a vertical phone screen.

Why Narration Walking Through Property Outperforms Silent B Roll Footage

And again, just think about the subtle differences between this person’s content.

“Can’t wait to show you this front yard pool.” Right away. “Truly a yard full of—” Just immediately you’re like, “Okay, what what are we about to walk into here? Discovery and elements that are so unique and artistic. This individually of itself is like this unique entryway. We’re not sure quite what you’re entering into. And then you walk down these steps.”

See what I’m saying? They’re barely even showing the pool. The other person’s doing all these pano shots of the pool. It’s like this person’s walking through the house. He’s walking through the pool. He’s walking through everything that they designed throughout the whole property.

And it just sets such a different tone.

Case Study $30K to $250K Wardrobe Membership Shows Closet Size First

Now, besides things like this, we also have to look at just services in general, like any kind of high-ticket service. So let me show you a great one.

This person’s up in Michigan. He goes to—I’ll actually just write it here for you. You can make your own conclusions.

“We’re at a client’s house who purchased our membership packages. What we’re doing here today is assessing his wardrobe. We’re going to start with part two, which is looking at all of his sport coats. This is going to give us a good idea and an indication of which ones he wears the most and which ones he leaves and may have some type of wear and tear. So let’s begin by assessing some of these sport coats by Loro Piana. It’s a great fabric has linen, cashmere, wool, and silk. What we’re looking at is one, the wear and tear on the elbows. A lot of times if you’re sitting in an office and you have armrest on the chair, the elbows tend to wear out quickly. There’s no wear and tear. We also want to look at—”

What helps. There’s no sign of—again this is so important to understand. If you understand how to sell to wealthy people, I talked about this in one of those previous examples that we went through together there.

Wealthy people don’t want to be attentive to whether the elbows on their sport coat are wearing out or some of the other things that he’s going to talk about next. They want to pay somebody else who cares deeply about that. 

Studies on affluent consumer behavior show that high-net-worth individuals prioritize time-saving services and delegate tasks they consider low-value to preserve time for higher-leverage activities.

So this person within the first few seconds of the content immediately establishes, first of all, just based on the environment alone, which is the point I’m trying to emphasize here, look at the closet size.

The person is in what looks like a room in some people’s apartments, but it’s this person’s closet that he’s in. He’s showcasing an entire wardrobe with dozens of dress shirts, sport coats, pants, all kinds of things in this person’s wardrobe.

And he’s diving into the fact that this person purchased one of his packages where they come to the home. And if you notice, literally at the very very very beginning of the content, it shows him pulling up to the house and what the house looks like.

Now back to the point.

“There’s a chip on the button. And what we’re going to do is put this on the side. Make sure we replace this sport coat. Next, we have this purple garment over here. It’s a bamboo window pane. Now as you could see—”

Just it’s so good. This person’s got a few other examples too. Check this one out.

“So our client purchased a membership package. This is what we do for those who purchase our packages. Again, they range from thirty thousand to two hundred fifty thousand dollars. We come out to you, whether you live in California, New York, anywhere across the country. A lot of our clients like it because they have one home or multiple homes. What we do is we assess their wardrobe. We go over all of their needs and some of their travel garments.”

Then he walks through the entire wardrobe service process, showing you step by step what’s included in these packages.

Love it. Packages range from thirty to two hundred fifty thousand dollars.

“I love all of our clients. When you’re purchasing a membership package from us, which is a consultation service, packages range from thirty thousand to two hundred fifty thousand dollars. Every client has his own needs, whether it’s one house or multiple homes. This client in particular has trusted us to walk into his house, go through his closet, itemize everything, and make sure he’s ready to do his job. A lot of clients really wardrobe is something that they lack or they leave behind. This client is on top of his look, and because of that, he’s trusted us to come into his home, look at everything, and whatever recommendations we can add to his wardrobe, he’s given us the green light to do that. As you end up choosing one of these packages, we’re going to build a relationship together. You’re going to be able to trust me, come out and see you whether you’re home or whether you’re not at home. We will assess everything and then we’ll do a follow-up letting you know what we’re adding to your closet. If you have any questions, please feel free to call us or email us.”

That’s so good. I love these types of offers.

How to Use Environment and Character for Info Products Not Just Physical Services

So again, high ticket products or services a majority of the time really struggle to consistently get financially qualified people through because what they’ll do is first of all, they don’t look the part. They don’t sound the part. They don’t play the character.

They essentially aren’t shooting where you would actually expect for them to shoot at.

So a great example of this, sometimes we get people in the info space that are like, “Oh, well, you know, I’m not necessarily selling something like a physical pool or I’m not even going into a person’s wardrobe and technically selling them a service like that. I’m just selling info to help people with some kind of result or outcome.”

Think about what you’re consuming literally right now. Do you know how much this costs? Do you know how much this costs? Do you know how much this costs where I’m shooting to you from?

If you go to my content library, look at some of the things that I’ve shot with as an example. Think about the tonality. Think about the confidence. Think about the stories in which I’ve entailed and woven into what I’m communicating to you.

There’s all kinds of little things that you can still work in. No matter what it is that you’re selling, whether it’s an intangible that doesn’t even exist. It’s just words and info and something of the mind or again all these other people that have the opportunity to be in physical environments.

You can still align to it perfectly and you can do it in super cheesy ways or you can do it in super authentic ways. You get what I mean?

It’s like I made a joke one time where I was shooting at my second house in the same city here and I said, “You know what? If you’re learning how to make million dollar months from somebody who’s not shooting at their second house in the same city, who are you learning from?”

I don’t even have to say things like that out loud a majority of the time because again, they’re implied based on the fact that I’m shooting in all these random environments. And I typically make it known where I’m shooting at.

I digress though. There are several more examples in which I would like to pepper in just to emphasize my point that messaging is not only what specifically you communicate and what you choose to be direct and transparent about, it’s also where you shoot it at.

Case Study Luxury Tree Installation Implies Price Through Home Environment

There are these people, they call themselves the plant daddies, and they sell very costly trees and other landscaping based services and products to wealthy people. Watch this one.

“It’s so beautiful. Thank you.”

[Shows high-end tree installation in luxury home]

“There you go. Crazy. This is what could be. It can make you cry. It’s so—It’s beyond life. It’s stunning.”

See, so they don’t have to sit here and say, “We’ll come to you and we’ll install a tree in your house.” They don’t have to imply the price of it because the environment that they’re placing the tree implies the price of it.

Again, notice the little attentive to detail things that they’re doing within the content to demonstrate to you that they care about not putting dirt throughout your home. Look at it.

“So beautiful. Thank you. So good.”

[Shows careful installation process in pristine home]

“This is what it could be. Make you cry. It’s so—It’s beyond.”

It’s so good.

So anyway, my point is, wealthy people, they don’t just buy things or anybody, they don’t just buy things because of the words that are spoken or the words that are written.

They buy things because you played the part successfully and you were in the place in which they expected you to be.

Case Study High End Coffee Maker Messaging No Plastic No Glue All Glass

I want to show one more physical product, high ticket. Here we go.

“If your coffee tastes off, it might not be the beans. It might be the glue. Kazumi coffee maker is made entirely of glass. No plastic parts, no hidden linings, nothing coated or sealed. There’s no BPA, no adhesives, and nothing that reacts to heat or time. That means the flavor you get is the flavor you brewed. There’s no scent from new materials, no trace from the last cup, and nothing to break down or flake off. It’s not just clean, it stays clean because glass doesn’t take on flavor and it doesn’t give anything back. No part of the system holds anything you didn’t put in. Kazumi is made to brew coffee and only coffee. That’s what makes the difference.”

So good.

Think about all those little things that they said throughout the content. It’s like what do you think the implied price is of a laboratory of a coffee setup that you’ve got? You know what I mean?

Summary Environment Character and Location Matter More Than Your Words

I hope you got some value from this blog. I talk at length with plenty of examples of inner circle members inside of my inner circle offer and there’s information for it available.

You got to be making at least one hundred thousand a month to even apply. A recent person who joined in, he was at two point five million a month already. Seventeen people in there now that do more than a million dollars a month.

Average person typically joins in and is somewhere around two to three hundred thousand a month. You know what they’re all there for? Trying to get substantially wealthier.

That’s where I do my one on one mentoring, weekly group call mentoring. We do quarterly in-person masterminds here at the penthouse in Miami.

In addition to all of that, we include just shy of a thousand plus courses and unlimited access to AI Jeremy. So when you have things specifically that you know you need to know and you want an instantaneous answer, you can talk to AI Jeremy about it.

And it is trained on literally every single possible thing. Four point two million data points. And everything that I do today is uploaded into it and trained on it the following morning.

It is revolutionary for what it does to an education based offer. And whether you get the inner circle or whether you get master internet marketing, which is a seven week live class, three to five hours per class, extensive amounts of information all on digital marketing mastery, you get access to AI Jeremy in both.

You just get unlimited access to AI Jeremy inside of the inner circle offer. You get up to two thousand messages a month and a pay per minute for voice and a pay per minute for screen share. That’s right. You can call it and you can do video calls with it as well in both offers.

The inner circle just gets unlimited access to AI Jeremy. You can also reach out to real Jeremy anytime that you’d like. We go back and forth inside of the inner circle program.

And the whole point obviously is to help you get wealthier. So again, check out some of the information available for both of those opportunities.

I look forward to helping you regardless whether you pay me, whether you don’t. Check out some of the other content. I’m sure that you’ve missed a few bangers that have been posted since the last time you were here.

And follow along if you have not done so already.

Three Second Rule Prospects Decide If Offer Is For Them Before You Speak

Again, messaging matters an absolute lot. It matters the most. It’s what attracts and detracts the right people and the wrong people.

If you have inconsistency in the right people coming through exclusively, it’s likely a messaging problem. Could be a pixel conditioning problem. And I have a great piece on pixel conditioning mastery that you can check out, which I think would be a great follow-up to this one if you haven’t seen that one yet.

Go get richer.

Messaging isn’t just what you say. It’s where you say it. It’s how you look when you say it. It’s the environment you’re in when you say it.

The million dollar backyard tour started in the house. The appliance person price anchored at forty six thousand dollars. The wardrobe consultant showed the closet size first.

The plant daddies didn’t mention price. The environment did it for them.

Your prospects decide in three seconds if your offer is for them. Not based on your words. Based on everything else. Research on first impressions indicates that people form judgments about credibility and trustworthiness within the first few seconds of exposure, often before processing verbal information.

Play the character. Be in the right place. Look the part. Then your words will land.

Without those three things, your messaging fails before you even open your mouth.

Most business owners waste years figuring out what actually works. In my Master Internet Marketing program, I compress that learning curve into 7 weeks, covering copywriting, funnels, ads, and more. If you’re ready to invest $5k and get serious about your skills, apply here.

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