lives—often they don’t care—is to link financial well-being
with family happiness and charity. If the success of their
portfolio will allow them to help their family and those in
need, then they will see financial growth as a positive. Oth-
erwise, they tend to view wealth as unimportant or even
downright evil.The more you can reassure dolphins that you will be there to
help them and take care of their money concerns, the more they
will trust and like you. Taking an interest in them as people, their
families and their hobbies, is an excellent way to build rapport
with dolphins. Relationships with dolphins may have little to do
with their portfolio and everything to do with trust and friendship.
Whatever you do, don’t schmooze dolphins. They will run, not
walk, away from anything wearing a plaid jacket and cowboy boots.
They appreciate simplicity, authenticity, and honesty.Briefly, those are the guidelines for dealing with money and
relationships. As you can see, the way different types relate to money
is completely different; using the simple guidelines listed in this
chapter will open huge opportunities for you. As you begin to
recognize and understand different types, you will gain skill in
handling them differently and effectively. Just as you would care
for a goldfish very differently from a German shepherd, likewise
you would treat an owl investor very differently from a fox.
Having briefly visited the use of temperament with client
relationships, we now expand our discussion of investment col-
laboration to investigate how investment teams can become more
creative.Temperament and Client Service 11708-13 ware 117 1/19/01, 1:12 PM