Summary

This book serves as a manual for managers so they learn how to motivate and mediate even the toughest brokers once they are able to categorize each individual they deal with. Cass explores the unique and problematic on-the-job circumstances surrounding Wall Street managers and their top performers as well as the stressful situations these individuals face that are inherent to the profession. Using Cass's strategies, which are rooted in Cognitive Behavioral Therapy, managers learn how to identify serious behavioral problems, and how to implement the solutions needed to run a healthy and profitable office. It offers immediate solutions for short-and long- term help and provides branch managers ways to proactively reduce their own job and home life stressors, as well as that of their advisors. With true stories about investment professionals whose lives have been uprooted and disrupted by the very nature of their jobs, this book teaches managers how to successfully manage their top performers in the midst of chaos around them, how to focus on and achieve their goals, and how to learn emotional discipline.

Author Biography

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.

Preface
Acknowledgments
About the Authors
Introduction
Take Stock of Your Advisors Today
Is There any Doubt This Book Can Help You and Your Advisors?
Bullish Thinking Strategies for Positive Change
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
Bullish Thinkinga??
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?
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?
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
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
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
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
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
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
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
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