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

by Cass, Alden; Shaw, Brian F.; LeBlanc, Sydney

• ISBN13: 9780470137697
• ISBN10: 047013769X
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-03-03
• Publisher: Wiley

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.

Table of Contents

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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