110 THE INVESTMENT TEAM
almost every workshop I deliver, one person refuses to take the test
because he or she sees it as an invasion of privacy. Fair enough; I
don’t argue with them. But when it comes to your clients, if you
can gain their confidence and get them to take it, then you will
have a blueprint for successful communication with them.
Here are some tips on doing that. First off, it’s free and only
takes five minutes. (Earlier in the book I gave the Website address.)
Remind your clients that this test will help ease their financial fears.
A good way to introduce the idea is to tell clients that you want
to work effectively and smoothly with them and that this will really
aid the process. If you emphasize the common goal of a successful,
constructive meeting, it may help overcome some initial client re-
sistance.
Money matters are extremely sensitive areas of our lives. When
cash is the topic, many of us brace our bodies as if the dentist had
just turned on the high-speed drill. We can’t help it; we carry all
kinds of baggage from our past. (“Money is the root of all evil,”
“It’s easier for a camel to pass through the eye of a needle than for
a rich man to get into heaven,” “Money doesn’t grow on trees,”
etc.) Be prepared to tread lightly through this “mindfield.”
Imagine, though, the advantage of having a map for getting
through this treacherous terrain. Importantly, the MBTI gives you
a customized map, because each temperament relates differently to
money.
Here are some tips for dealing with clients (or loved ones) based
on personality style.- If you are discussing money with introverts (I), give them
time to digest what you are saying. Remember, their pref-
erence is to process internally, not out loud. They may need
some silence to think through the implications. Also, intro-
verts like to read, so perhaps you could write out your points
and send them in advance. If you are requesting informa-
tion from an introvert, you may want to have her write it
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