Bullish Thinking Guide for Managers: How to Save Your Advisors and Grow Your Bottom Line


Praise for The Bullish Thinking Guide for Managers

"Many of us in the financial services industry have, regrettably, known an advisor or executive who we should have helped but through our ignorance or inaction needlessly suffered. Our industry needs guidance on how to identify those in trouble, and in The Bullish Thinking Guide for Managers, we now have it. Please use this book to help those in need with whom we work every day."
—Christopher L. Davis, President, The Money ...

See more details below
BN.com price
(Save 21%)$39.95 List Price
Other sellers (Hardcover)
  • All (16) from $1.99   
  • New (8) from $2.83   
  • Used (8) from $1.99   
Sending request ...


Praise for The Bullish Thinking Guide for Managers

"Many of us in the financial services industry have, regrettably, known an advisor or executive who we should have helped but through our ignorance or inaction needlessly suffered. Our industry needs guidance on how to identify those in trouble, and in The Bullish Thinking Guide for Managers, we now have it. Please use this book to help those in need with whom we work every day."
—Christopher L. Davis, President, The Money Management Institute

"Bullish Thinking is a tool that all branch managers must have in their arsenal. It doesn't sugar-coat the problems and challenges these heroes face every day. The real case studies provide substantive food for thought and solutions that are easy to implement. It helps the manager on a personal level and shows him or her how to help their advisors who may be in crisis."
—Keith Gregg, President and co-CEO, First Allied Securities

"Dr. Cass's Bullish Thinking coaching, seminars, and private sessions have helped countless managers deal with personal challenges on the job, and the challenges their advisors face. The Bullish Thinking Guide for Managers is an excellent resource. The teamwork of Dr. Cass and Dr. Shaw is unmatched in the financial services industry."
—Leo Pusateri, President, Pusateri Consulting and Training, LLC, Buffalo; author, Mirror Mirror on the Wall Am I the Most Valued of Them All?

"Dr. Cass's and Dr. Shaw's observations are powerful and cut right to the underlying issues in our industry. Our only assets are people. They enter and leave the building every day. The health of our industry and the success of our clients are directly linked to the emotional well being of the professionals that serve."
—Timothy J. Pagliara, Managing Partner, Capital Trust Wealth Management

"With the minute-by-minute demands on financial advisors and their managers, it is hard not to believe that many, if not most, of these dedicated professionals experience some form of anxiety, depression, or burnout at a point in their careers—at least once! These professionals can embrace the Bullish Thinking strategies contained in this book to help them understand the emotional roller coaster their advisors and brokers are riding, how to deal with these stressful emotions, and discover the healthy and positive solutions to keep productive advisors on top of their game. An intelligent and unique read, an immense help for managers, and a positive solution for all in our industry!"
—J. William "Bill" Cooley, President and founder, Success Continuing Education

Read More Show Less

Product Details

  • ISBN-13: 9780470137697
  • Publisher: Wiley
  • Publication date: 3/3/2008
  • Edition number: 1
  • Pages: 215
  • Product dimensions: 6.34 (w) x 9.33 (h) x 0.94 (d)

Meet the Author

Dr. Alden Cass, PhD, is a licensed clinicalpsychologist and performance coach for competitiveexecutives, athletes, and musicians. He is Presidentand Chief Consultant of Catalyst Strategies Group, a team of psychologists specializing incoaching financial services executives andindividuals performing under stressful jobconditions. Dr. Cass conducted the nation'sfirst clinical investigation in twenty-five yearson the mental health of stockbrokers. He also writes a Web column for Trader Monthly magazine and TheStreet.com, and is a bimonthly columnist for On Wall Street magazine.

Dr. Brian F. Shaw, PhD, is a professor of psychiatry and public health science, a clinical psychologist, and one of the originators of applied cognitive-behavioral therapy. He is the coauthor of Addiction and Recovery For Dummies (Wiley) and Cognitive Therapy of Depression, and the principal of BFS Consulting, a sports and entertainment consulting firm based in Toronto, Canada.

Sydney LeBlanc is a thirty-year financial services industry veteran, journalist, publisher, and author, as well as a codirector of The Fisher LeBlanc Group.

Read More Show Less

Table of Contents



About the Authors.


Take Stock of Your Advisors Today.

Is There any Doubt This Book Can Help You and Your Advisors?

Bullish Thinking Strategies for Positive Change.

Chapter 1. Stop the "Dance".

Are You Turning a Blind Eye to Problems in Your Office?

Unsung Heroes: Kicking or Kissing Butt?

Finding Your "Inner Coach".

Help Yourself First; Then You Can Help Others.

Facing the Hard Issues on Your Desk.

Chapter 2. Bullish Thinking™.

How to Change Negative Behavior and Destructive Thoughts.

Are You Listening to Their "Silent Cries" for Help?

The Symptoms Emerge.

A Wall Street Tragedy: The Descent of Dave.

What are the Consequences of Dave’s Bearish Thinking?

Chapter 3. Linking Emotions/Feelings, Behavior and Thinking.

The Science Behind Bullish Thinking.

The Science: Or, "How to Be A Mind Reader".

Are You a Good Poker Player?

Chapter 4. Getting to Know Yourself and Your Advisors.

Introducing the O.C.E.A.N System of Personalities.

Mirror, Mirror on the Wall.

You've Got Personality!

Personality Meets a Challenge: The O.C.E.A.N. System and the Big Five.

The Four Management Leadership Styles.

Pros and Cons of the Most Common Leadership Styles.

Chapter 5. Advisor Mindset Categories.

What is Driving Their Behavior?

The Five Common Advisor Mindsets: Take Your Advisors on an OCEAN Cruise.

The Soup: Get the Right People on the Bus.

Are You Ready for Monday Morning?

Case Study: Command and Control Manager vs. Contrarian Advisor.

Case Study: Decision Maker Manager vs. Catalyst Advisor.

Case Study: Igniter Manager vs. Perfectionist/Facts and Details Advisor.

Reverse Engineering.

Mindsets, Leadership Styles, and Bullish Thinking.

Chapter 6. How to Talk to Each Type of Advisor.

Top Do's and Don'ts.

Establishing Clear Lines of Communication.

Define the Problem or Situation.

Ways to Get Your Advisor to “Open Up”.

Get Out Your Crystal Ball: The Five Advisor Mindsets Under Stress, and How to Predict Their Reactions and Help Them.

When Problem-Solving Doesn’t Work.

I Have This Teenager I’d Like You to Meet.

Chapter 7. Emotion Commotion.

The Moods, Vulnerabilities, and Emotional States of Your Advisors.

The Bottom Line: The Numbers.

What's All the Commotion? Knowing How to Approach Emotion.

Understand the Core Conflicts.

Bullish Thinking Resolves Core Stressors, Negative Thoughts.

How Bearish Thoughts Affect Performance.

The Quiet Spirit-Killer.

Using the H.A.R.D - E Technique with Your Advisors During a Sit-Down.

Emotional Discipline: The Glue That Holds it all Together.

Chapter 8. Therapy for Your Advisors.

It's All in the Family.

There's No Place Like Home? Our Findings.

The Solution.

What Happens at Home, Stays at Home?

Significant Stressors in an Advisor’s Personal Life.

Helping Your Advisors Work through Crises.

How to Channel a Crisis into Productivity for Your Advisor.

Chapter 9. How to Motivate Your Advisors.

Help Them Capture More Assets and Produce at Higher Levels.

Assertive or Demanding?

Motivating for Higher Production Levels.

There Is No Cookie-Cutter Approach.

Confidence-Building Strategies for Your Advisors.

Motivation: Get It Straight from the Horse's Mouth!

Dealing with Sensitive Topics.

Using Emotion as a Strategy to Encourage Struggling Advisors.

Chapter 10. Harnessing Your Team of Advisors.

Structuring, Profiling, and Managing.

How to Help Your Advisors Structure Their Team.

Using the O.C.E.A.N System to "Team" Profile Your Advisors.

Case Study.

How to Use Profiling Strategies to Solve Team Communication Problems.

Combining Moods, Mindsets, and Skills, and Managing a Team in Crisis.

"There Is a Major Crisis and I Need Help".

Put Yourself in Harold's Shoes.

Harold's Bullish Thinking Coaching Session: Help Is On the Way.

Bullish Thinking Solutions.

Chapter 11. The Psychology of the SuperStar.

Managing Egos and Attitudes While Preserving the Bottom Line.

Managing the Superstar Advisor.

The Everyday Superstar.

The Vulnerable Superstar.

How to Distinguish Snakes from Peacocks?

Narcissists And Psychopaths: The Danger Zone of Management.

Managing the Everyday Superstar Advisor.

Create the Environment.

Right and Wrong Ways to Deal with Entitlement and Arrogance.

A Coach's Perspective on High Achievers.

The Good News.

The Not-So-Good News.

Shaping Your Top Advisors.

Chapter 12. Think Like a Shrink: You are Not Alone.

Fighting Stigma in the Workplace.

What You Don't Know Could Hurt . . . Well . . . Everybody.

Think Like a Shrink: Trained Observations.

Which Drugs May Be Impacting Your Advisors?

Job One: Keep Your Eyes and Ears Open.

I Learned a Little Too Late.

A Fatal Lesson.

What to Do: The Next Steps.

A Darker Side of the Business.

The Room of Silence.

Other Avenues of Help for You.

Additional Support for Managers.

Hope for the Future: Remember, You are Never Alone.

The Last Word . . . the First Step.

Appendix A. Dr. Alden Cass’ Landmark Research Study.

Casualties of Wall Street: An Assessment of the Walking Wounded.









Appendix B. Bad Medicine for Wall Street.

Alcohol Use and Other Substance Abuse Trends during War and other Catastrophic. Events.


Bad Medicine for Wall Street: Alcohol Use Trends During War.




Design and Procedure.


Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted March 11, 2008

    A valuable and worthy read

    Although not in the financial services industry, I believe that book is extremely informative and helpful for anyone in a management position. I Chair an academic department of thirty-five professionals in a large urban business school and found this book to be a useful tool in helping to confront and resolve myriad issues and conflicts that arise on a regular basis. I particularly benefited from the chapters giving pragmatic insight into leadership styles. The sharp acumen reflected in Dr.Cass¿s and Dr. Shaw¿s writing makes this book a valuable and worthy read for all managers.

    Was this review helpful? Yes  No   Report this review
Sort by: Showing 1 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)