Twenty years ago we began studying how people become wealthy.
Initially, we did it just as you might imagine, by surveying people in

so-called upscale neighborhoods across the country. In time, we dis-
covered something odd. Many people who live in expensive homes and

drive luxury cars do not actually have much wealth. Then, we discov-
ered something even odder: Many people who have a great. deal of

wealth do not even live in upscale neighborhoods.
That small insight changed our lives. It led one of us, Tom Stanley,

out of an academic career, inspired him to write three books on mar-
keting to the affluent in America, and made him an advisor to corpo-
rations that provide products and services to the affluent. In addition,

he conducted research about the affluent for seven of the top ten finan-
cial service corporations in America. Between us, we have conducted

hundreds of seminars on the topic of targeting the wealthy.
Why are so many people interested in what we have to say? Because
we have discovered who the wealthy really are and who they are not.
And, most important, we have determined how ordinary people can
become wealthy.