Index
The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.
A
AARP
ability to buy
ACE formula
Adelson, Sheldon
affluence, psychology of
affluencers
affluent boomers
about
advertising to
aging, attitudes toward
buying healthy as status symbol
buying new homes
commuter couples and
conglomeration of services and
credibility and
experience-seeking nature of
health, attitudes toward
investments and
marketing to
retirement, attitudes toward
service consumers vs. product buyers
service demands of
single women
social networks and organizations and
spending and investing patterns
split-time residences and
starting or buying businesses
wants of
what they want and will buy
affluent category
about
generosity and
reviews and
segregationist nature of
affluent customers, connecting with. authority marketing; direct mail; direct marketing; social media to reach the affluent about, direct outreach for, global reach for, mailing lists for, social media for, unobvious places for
affluent E-factors
affluent LGBTQ consumers
affluent population categories
affluent population, growth of
affluent single women
affluent tribalism
affluent women
aging, attitudes toward
Anglis, Len
aspirational acquisitions
asset management company example
attached privilege
authoring. authority marketing
authority marketing
about authority
ACE formula
blueprint for
building authority
self-confidence and
who you are vs. what you do
writing books
average transaction size (ATS)
B
bling, money spent on
books, writing. authority marketing
boomers, affluent. affluent boomers
branding
Burleson, Dustin
buyer experience
buying decisions
buying for validation
buying healthy as status symbol
C
case studies. client hero stories
celebrity status. authority marketing
children, money spent on
client hero stories
about
determining your objective for
example
getting affluent clients to agree to interviews
identifying heroes
writing
collecting, money spent on
commuter couples
comparative ability to buy
comparative willingness to buy
complacency
content marketing
contrast, law of
cosmetic surgery
credibility
Cuban, Mark
customer experience
customer service
customer-centric vs. company-centric mindset
customers, determining your best
D
De Beers
debt
demand, creating
dental practice transformation example
desire vs. need
DeVos, Rich
diamonds
dining out, money spent on
direct mail
direct marketing about
capturing in the trap
email address capture
extending invitations
following up
problems and solutions
referrals and social proof from
direct outreach
divorce
double-squeeze pages
E
education, money spent on
E-factors
ELKS
email address capture
emotional emptiness
entertainment spending
about
dining out
experiences, money spent on
travel
estate planning
events
experiences, money spent on
expert status. authority marketing
eyewear style consultations
F
fear of being found out
financial investment field direct-mail methods
Financially Uninvolveds
following up
G
gated communities
gender differences affecting marketing
generosity
grandchildren, money spent on
H
Heaney, Conor
Highpoint University (HPU)
home buying
homes, money spent on
I
Illitch, Marian
indulgences, money spent on
inflation, self-induced
info-first marketing
information marketing
insecurity
J
Jay-Z
K
Knight, Phil
L
Lange, Jim
language use
gender differences and
matching to audience
pretentious language
product description language
spoken language
Lauder, Leonard
law of contrast
lead generation
LGBTQ consumers
liberty, money spent on
luxflation
M
Ma, Jack
mailing lists
making your business for someone
mass-affluent
mass-affluent E-factors
mass-affluent women
Mateschitz, Dietrich
McMahon, Vince
media and PR (public relations)
medical field direct-mail methods
men, marketing to
middle class, shrinking
Millennials, spending by
N
necessities, money spent on
O
omnipresence
optical practice repositioning example
avoiding price comparison
changing the sales process
crafting effective sales scripts
introducing eyewear style consultations
law of contrast applied
making your business for someone
making your business stand for something
premium pricing
prospects, attracting
reason optical practices struggle
showing up differently
testing and tweaking
optimism about the economy
orthodontist practice marketing strategy transition example
ownership
P
passions, money spent on
personal brands
pessimism about the economy
pets, money spent on
plastic surgery
premium pricing
pretentious language
price comparison
price strategy
price-product link
Prime Time women
product description language
product placement by affluencers
profit
prospects, attracting
prosperity requirements
public relations (PR) and media
Q
Qubein, Nido
Qunfei, Zhou
R
real estate investing direct-mail methods
recognition, seeking
Red Hat Society
referral marketing
referrals and social proof
retirement
reverse mortgages
reviews. client hero stories
(Frank)
S
sales scripts
Savvy Investor Women
Schwarzenegger, Arnold
self-confidence
self-employed affluents
about
admirers of others who remind them of themselves
independent nature of
recognizing value
self-made affluents
service consumers vs. product buyers
service demands of affluent boomers
marketing
branding and omnipresence
content marketing
events
lead generation
PR and media
referral marketing
speaking
single women demographic
social media to reach the
affluent
about
customer service and
leveraging reputation as an expert
photo-worthiness and
posting strategies
product placement by affluencers
setting up for success
which networks to use
who to target
social networks and organizations
social proof
speaking
specialty market groups
spending and investing patterns of affluent boomers
split-time residences
spoken language
Starbucks
starting or buying businesses
status
storytelling
client hero stories
stress-relief buying
T
target ranges, business
top income earners
travel spending
tribalism
Trump, Donald
two-income affluent households
U
ultra-affluent category
about
age bracket
estate planning and
Forbes 400 members
geographic concentration of
higher education levels in
marriage and families of
ultra-rich category. ultraaffluent category
unretirement
upper middle class
urgency
V
value
value and price pyramid
values, marketing to
visible tiered pricing
W
wants of affluent boomers
wants vs. needs
wealth building, teaching your children about
wellness industry
wellness technology
wellness tourism
Wexner, Leslie
who you are vs. what you do
authority marketing
Williams Sonoma
willingness to buy
women
marketing to
money spent on
single
women in their 50s and 60s
writing books
authority marketing
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