Sam Chang argues wealthy prospects expect formality, so a casual, conversational tone cuts through the noise and makes you stand out. Rich people are used to polished sales pitches, so being relaxed and bro-like surprises them into paying attention.
because that cuts through the bullshit because they're like, oh, this guy just talked to me like a regular person. So I'm gonna talk about casualness a little bit more in depth. So remember how I said the richer the client is, the more casual you need to be. The poorer the client is, typically the more professional you can be. Why that's true is because people react differently to what they don't usually expect. Rich people, they already expect a ton of professionalism because everybody wants something from them. So when you talk to 'em like a bro or you talk to them casually, what that does is that cuts through the bullshit because they're like, oh, this guy just talked to me like a regular person. So and they're not used to that. So it, it's not what they're usually used to. So what you wanna do is you wanna basically present yourself— in sales, the key is to present yourself as something that they're not usually used to. Like they're not usually used to it. So if they're not usually used to it, it's gonna cut through the noise. And that's, that's gonna be the key.
