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


Today's financial professionals—from stockbrokers andcommodities traders to wealth managers and investmentadvisors—are working under the peril of "producing at allcosts." The pressure produced by these situations hasincreased thelevels of stress and anxiety within this field and enhanced theamount of burnout and depression experienced by itsparticipants.

As a manager in the high-risk/high-reward worldof finance, youneed to identify, address, and eliminate these destructive ...

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Today's financial professionals—from stockbrokers andcommodities traders to wealth managers and investmentadvisors—are working under the peril of "producing at allcosts." The pressure produced by these situations hasincreased thelevels of stress and anxiety within this field and enhanced theamount of burnout and depression experienced by itsparticipants.

As a manager in the high-risk/high-reward worldof finance, youneed to identify, address, and eliminate these destructive forcesif you intend on maintaining your employees' mental well-being and,ultimately, improving their performance. But in order to do so, youmust first develop a specific set of skills that will allow you todeal with the volatility and unpredictability of thisenvironment.

In The Bullish Thinking Guide for Managers, Dr. Alden Cass andDr. Brian Shaw—with the help of Sydney LeBlanc—explorethe obstacles advisors must overcome on a daily basis, explain howthese challenges can lead to emotional breakdowns, and discusspositive ways of coping with them. Step by step, you'll learn howto use Cass and Shaw's strategies, which are rooted incognitive-behavioral therapy, to recognize the warning signs ofserious "Bearish Thoughts" in both yourself and your advisors,manage office conflicts, and implement appropriate solutions.

Along the way, you'll become familiar with proven approachesthat will allow you and your advisors to operate effectively inthis dynamic and demanding industry. Some of the methods coveredinclude:

  • The "Bullish Thinking" crisis management technique
  • The O.C.E.A.N. system (Openness, Conscientiousness,Extraversion, Agreeableness, Neuroticism) of understandingleadership styles
  • The descriptive process of discovering an advisor's mindset
  • And much more

While The Bullish Thinking Guide for Managers serves asaneducational tool for proactively dealing with emotional distressthat may affect your advisors, it can also be used as a personalresource to help avoid and alleviate your own job stressors. Filledwith in-depth insights, informative case studies, and engagingreal-world examples, this book will help you run a healthy andprofitable office as you lead your advisors through periods ofemotional distress and put them back on a more positive path toproductivity. Used in conjunction with the companion volume foryour advisors and brokers, Bullish Thinking: The Advisor's Guide toSurviving and Thriving on Wall Street, this book can help keep yourteam healthy and performing.

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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 andperformance coach for competitiveexecutives, athletes, andmusicians. He is Presidentand Chief Consultant of CatalystStrategies Group, a team of psychologists specializing incoachingfinancial services executives andindividuals performing understressful jobconditions. Dr. Cass conducted the nation'sfirstclinical investigation in twenty-five yearson the mental health ofstockbrokers. He also writes a Web column for Trader Monthlymagazine and TheStreet.com, and is a bimonthly columnist for OnWall Street magazine.

Dr. Brian F. Shaw, PhD, is a professor of psychiatry and publichealth science, a clinical psychologist, and one of the originatorsof applied cognitive-behavioral therapy. He is the coauthor ofAddiction and Recovery For Dummies (Wiley) and Cognitive Therapy ofDepression, and the principal of BFS Consulting, a sports andentertainment consulting firm based in Toronto, Canada.

Sydney LeBlanc is a thirty-year financial services industryveteran, journalist, publisher, and author, as well as a codirectorof The Fisher LeBlanc Group.

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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 Buttè

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 andThinking.

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 YourAdvisors.

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 BigFive.

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 OCEANCruise.

The Soup: Get the Right People on the Bus.

Are You Ready for Monday Morning?

Case Study: Command and Control Manager vs. ContrarianAdvisor.

Case Study: Decision Maker Manager vs. Catalyst Advisor.

Case Study: Igniter Manager vs. Perfectionist/Facts and DetailsAdvisor.

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 UnderStress, 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 YourAdvisors.

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 aSit-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 StrugglingAdvisors.

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 CommunicationProblems.

Combining Moods, Mindsets, and Skills, and Managing a Team inCrisis.

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

Put Yourself in Harold's Shoes.

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

Bullish Thinking Solutions.

Chapter 11. The Psychology of the SuperStar.

Managing Egos and Attitudes While Preserving the BottomLine.

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 WalkingWounded.









Appendix B. Bad Medicine for Wall Street.

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


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




Design and Procedure.


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  • 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
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