When Being Expensive Is the Selling Point

It was a rainy Thursday evening at The Jade Room, a hidden speakeasy where crystal decanters outnumbered the patrons. If you weren’t handed a Baccarat tumbler within five minutes of stepping in, you didn’t belong there.

In this episode, we step into an intimate conversation between four industry insiders, where the real game isn’t about wealth—it’s about the psychology of price. Olivia “Keys” Dubois, a real estate virtuoso known for selling properties that never officially hit the market, shares a simple but powerful story: how a twenty percent premium on a penthouse wasn’t a negotiation hurdle but a selling point.

Through this story, we break down why affluent buyers don’t just pay for luxury—they pay for the meaning behind the price tag. You’ll learn how pricing can be a tool of influence, why perception trumps affordability, and how the most successful service providers position themselves as the only choice for high-net-worth clients.

What You’ll Learn in This Episode:

✔️ The hidden psychology behind high-ticket pricing

✔️ Why “Because it’s worth it” is sometimes the only justification you need

✔️ How exclusivity creates demand and eliminates resistance

✔️ The strategic role of price in reinforcing status and desirability

Thanks for listening to The Velvet Rope Podcast! 

Be sure to visit  the http://VelvetRopePodcast.com to catch up on all my episodes and claim a free copy of my Amazon #1 best selling book- The Affluent Marketing Blueprint 

Thanks again for listening. This is Mark Satterfield-I’ll be back with you soon with another chapter in the Velvet Rope Playbook…Bye for now