116 THE INVESTMENT TEAM
and let them know that you, too, are a winner. This is not
the group to show your weak side to. They won’t be in-
clined to “rescue” you. They will instead find a new—com-
petent—account manager.- The foxes (SPs) are yet another profile, altogether different
from lions and owls. The core need of a fox is freedom.
They love to act on impulse and to make an impact. They
value action and adventure. Hence, the approach with foxes
is much different. They will want to be entertained. They
want variety; they want an adrenaline rush. If you use the
lion strategy (stable, solid, secure), you will bump up against
the fox’s big fear: being bored. A fox projects the image,
“Look, I’m special!” They don’t want to simply live an
ordinary, decent life. They like charisma and good stories.
They spend money to be admired, and they take risks. As
their financial adviser, you will want to build an element of
adventure into their portfolios. You want to give them a bit
of Las Vegas, without jeopardizing their future. Perhaps you
would invest a small portion of their funds in very high-risk
vehicles, like hedge funds and options, or other investments
that move every day. - The final temperament, the dolphin (NF), is the least inter-
ested in money. Their core need is about finding the mean-
ing of life and establishing a unique identity. They value
authenticity, ethics, relationships, and cooperation. Their
primary use for money is to do good in the world. Their
relationship to money usually involves giving it away, par-
tially to reinforce their self-image, which is “I’m wholesome.”
They also use money to create safety: warm, nurturing fam-
ily and friendly relationships. They do not pride themselves
on having lots of money. Hence, the owl tactic of using
money as a badge of success doesn’t work at all for dol-
phins. The main fear for dolphins is isolation or abandon-
ment. The best way to get them interested in their financial
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