How to "Trade in the Zone" - FTMO
Trading Psychology

How to "Trade in the Zone"

Why is trading psychology often neglected by traders? Does it really have an impact on the trading results? Isn’t it enough to just analyze the market better, backtest, and forwardtest more strategies? Psychology, unfortunately, for a lot of people is still an undiscovered area and this subject is rarely taught at primary school, therefore, the importance of it is often overlooked. You may have the best trading strategy in the world that has a proven track record and delivered robust test results, however, when something unexpected occurs, which will inevitably happen, it will come down to your ability of dealing with adversity and your mental state.


Mark Douglas (1948–2015) was a renowned author and trading psychologist known for his expertise in the field of trading psychology. He gained recognition for his work in helping traders develop their mental discipline and mindset necessary for success in the financial markets. His book "Trading in the Zone" is considered a seminal work in the area of trading psychology. Douglas's approach to trading psychology focused on helping traders overcome common psychological barriers such as fear, greed, and impulsivity. He emphasized that understanding and managing these emotions were key to becoming a consistently profitable trader. His work also stressed the importance of embracing uncertainty in trading and maintaining a structured trading plan.

In this article we will provide a summary of his book “Trading in the zone”. We will also discuss the ideas covered in the book, and will also try to outline the advantages and disadvantages of its use in the modern trading world.


First two chapters can be defined as an introduction part of the book in which Mark lays out the basic characteristics of the market. The book starts by highlighting how fundamental analysis was once considered the primary approach to making trading decisions. In the late 1970s and early 1980s, technical analysis was largely dismissed as unconventional and even considered mystical by most of the trading community. However, the tables turned as technical analysis gained acceptance and prominence among traders. In the book, the author emphasizes that the shift from fundamental to technical analysis was primarily driven by the desire for consistent profitability. While fundamental analysis tries to predict future prices based on mathematical models that incorporate various factors, it often fails to account for the emotional behavior of traders and their influence on price movements. As a result, trading decisions based solely on fundamental analysis proved challenging to execute profitably.

Technical analysis, on the other hand, focuses on understanding repetitive patterns in the behavior of traders. These patterns emerge due to consistent behavior exhibited by traders, creating opportunities for predicting future price movements. Technical analysis became a powerful tool as it allowed traders to adapt their strategies to these patterns and develop a better understanding of market behavior.

However, the book does not merely focus on technical analysis; it delves deeper into the concept of mental analysis, which Mark Douglas considered to be the next step in successful trading. The author points out that even with technical analysis, traders often find themselves in a state of fear, anxiety, or frustration due to their inability to execute trades effectively. The root of this challenge lies in traders' psychological reactions to uncertainty, losses, and missed opportunities.

The shift from a technical analysis of markets to a self-analysis of trading psychology has been prompted by traders' dissatisfaction with the gap between perceived potential profits and actual results. Technical analysis offers numerous opportunities, but the struggle lies in translating market understanding into consistent gains. Many traders have experienced moments of market insight but struggle with executing trades effectively. This discrepancy between predictions and actions is known as the "psychological gap," which hampers successful trading.

The book delves into the psychological aspect of trading, emphasizing that the ability to think like a successful trader is key to consistent profits. Successful traders possess a unique set of attitudes that enable them to remain disciplined, confident and focused in the face of uncertainty. Fear is a common hindrance, leading traders to make errors and distort market information. The book argues that the root cause of these issues is traders' inability to accept and embrace the inherent risks of trading.

Traditional approaches to trading, such as an extensive market analysis, may not address the core psychological challenges. Instead, traders need to develop attitudes that foster trust, confidence, and objectivity in their decision-making. The book's goal is to guide traders toward adjusting their beliefs and attitudes, allowing them to trade without fear while maintaining prudent risk management. Successful trading is seen as a process of personal growth and adaptation, challenging existing beliefs to pave the way for more efficient trading behavior.

The psychological obstacles

The inner child

In the second chapter of the book, Mark Douglas explains how trading attracts people’s minds with the possible positive outcome and what dangers are awaiting a trader in the markets. It is important to note that while trading is often associated with gambling, however, the main advantage over us as traders, is that in trading, there is no end to the amount of losses as well. The fundamental attraction of trading is the unlimited freedom of creative expression it offers, a freedom often denied in other areas of life. Traders can establish their own rules and boundaries, fostering a sense of liberation. However, this freedom comes with unique psychological challenges that can lead to failure. Despite the enticing possibilities, many traders struggle due to the absence of proper psychological resources and awareness.

Mark compares trading to an environment without restrictions, where numerous possibilities exist, presenting both financial and psychological risks. The central challenge lies in creating an internal mental structure that balances the freedom to trade with the potential for damage. However, trading as a task is complicated by mental resistance rooted in early life experiences within structured social environments.

Curiosity emerges as a common trait among all newborns, reflecting an innate inner-directed force for learning and exploration. Children exhibit a natural inclination to explore their surroundings, driven by inner attractions. This inner-directed guidance, termed "natural attractions," governs individual interests. It aligns with a deeper level of identity, transcending acquired personality traits shaped by societal influences.

What was worth noting in this chapter were the following points. 

  • Conflicting Inner Needs and Societal Expectations:

The confluence of an individual's innate interests and the societal framework they are born into can lead to a dissonance between the two. Consider the scenario of a family of athletes raising a child with a natural inclination towards art. Such conflicts between personal passions and familial aspirations can arise early in life and lay the foundation for later challenges, including trading.

  • Impacts of Denied Expression:

When individuals' inner-directed needs clash with external expectations, a vacuum is created within their mental environment. This vacuum yearns to be filled, akin to the natural world's aversion to emptiness. Denial of self-expression or the imposition of contrary expressions, often witnessed during childhood, disrupts this balance. The resulting emotional pain stems from the incongruity between one's inner world and external circumstances.

  • Role of Denied Impulses:

Children's denied impulses, originating from genuine interests, tend to accumulate when left unresolved due to societal constraints or misguided parenting strategies. These accumulated impulses, driven by unreleased emotional energy, may later manifest as addictive or compulsive behaviors in adulthood. The unaddressed desires from childhood can inadvertently shape the patterns of behavior and decision-making, with potential ramifications for trading discipline.

  • Trading Discipline and Inner Equilibrium:

Trading demands discipline, focus, and consistency to navigate the ever-changing market landscape effectively. However, individuals carrying unresolved denied impulses may struggle with maintaining this level of discipline. The emotional undercurrent of these unresolved desires can influence trading decisions, leading to impulsive actions or erratic behavior.

  • Achieving Psychological Balance for Trading Success:

To succeed in trading, individuals must address their inner conflicts and achieve a state of psychological equilibrium. Acknowledging and reconciling denied impulses, whether through self-expression or conscious reconciliation, can free traders from the emotional burdens that might hinder effective decision-making. This process entails self-awareness, acceptance, and a deliberate effort to align personal desires with trading objectives.

Your beliefs and biases

At its core, the market consists of sequences of upward and downward movements known as tics, which create patterns. Technical analysis identifies these patterns as edges, suggesting a higher likelihood that the market will move in a certain direction. However, a paradox emerges: although patterns imply consistency, each occurrence is unique. While patterns might look identical, they're driven by different traders each time, rendering their outcomes random in relation to each other.

This paradox can be challenging due to our inherent mental tendency to associate patterns with consistency. These edges manifest across various time frames, creating a continuous stream of chances for traders to enter, exit, cut losses, take profits, or adjust positions. In essence, the market offers ongoing opportunities for traders to act in their own interest.

What prevents traders from perceiving each "now moment" as an opportunity to act effectively? Fears are the culprits. These fears, however, do not stem from the market itself, as the market's movements are neither positively nor negatively charged. Instead, fears arise from the way traders define and interpret the market information they perceive. Beliefs and assumptions shape how information is perceived, driving expectations.

Traders' mental states link their internal beliefs to external market information. Consequently, these beliefs trigger emotional states that correspond to the connected memories, affecting how traders perceive market data. This dynamic creates the illusion that the market confirms the truth of their emotions, even though beliefs might not align with market realities.

This process can hinder traders from acknowledging the unknown forces always at play in the market. Thinking they "know" what to expect from the market leads to disregard for these unknown factors. The key is to focus on recognizing edges, managing risks, and maintaining a carefree, objective state of mind. A carefree state of mind implies acceptance of risk and the five fundamental truths about the market, allowing traders to trade without an agenda and make the most of opportunities. Trading in the "now moment" means engaging with the present without associating it with past experiences.

Our minds aren't naturally wired for objectivity and staying in the present moment, which means active training is necessary. Additionally, there might be conflicting beliefs that hinder your efforts to operate objectively. For instance, if you previously believed that knowing future market movements is crucial for success, but now understand the opposite, conflicting beliefs might arise.

It's not an instant process to neutralize these conflicting beliefs. While some traders might quickly align with new perspectives, for many, it requires substantial mental work and time to integrate new understandings about trading.

Our beliefs significantly influence our life experiences. Beliefs are not inherent; they are acquired over time and shape how we perceive and navigate life. Imagine how different your life would be if you were born into a different culture, religion, or political system. Your beliefs about life and the world would be distinct from your current ones, yet you would hold these beliefs with the same conviction.

Beliefs serve various functions in shaping our behavior and experiences:

Perception and Interpretation: Beliefs influence how we perceive and interpret information from our environment in alignment with what we believe.

Expectations: Beliefs create expectations, projecting what we know or believe into future moments.

Behavior: Our beliefs guide our actions and behavior, ensuring consistency between our beliefs and outward expressions.

Emotional Responses: Beliefs shape our emotional reactions to the outcomes of our actions.

An example illustrates these functions: On a TV show, a man held a sign offering "Free money. Today only." on a busy street. Most people ignored him because their belief that "free money doesn't exist" influenced their perception, expectations, behavior, and emotional responses. A panhandler, who believed in free money, acted in alignment with his belief and received money. Another hypothetical person, while initially holding the belief that free money doesn't exist, suspends it temporarily, receives money, and experiences elation. However, if he realizes he could have asked for more money, his state of mind shifts to regret due to his belief about missing out.

The solution lies within you

In the first chapters of the book, as a reader, we can see immediately in which direction the author aims to with valid arguments. In our lives, as we grow up, we tend to manifest what was missing in our childhoods and Mark precisely compared it to as a vacuum that sucks us into activities to compensate what we were denied as childs. With this strong believe and the association of trading with immense wealth often fuels the addiction to trading and to the idea of becoming wealthy and rich through trading. However, there are certain rules and boundaries that you as a trader need to develop in order to direct yourself towards a consistent and successful trading. You may start by:

  • Taking responsibility 

Understanding the concept of "taking responsibility" in trading is more complex than it appears, and its connection to learning success principles is profound. Recognizing one's responsibility for trading outcomes is essential for becoming a consistently successful trader. This understanding transforms you, enabling you to embody the traits of traders who consistently excel in the markets. Similar to envisioning a future self, you're crafting a new version of yourself as a successful trader, akin to a sculptor creating a likeness of a model. Before creating a trading strategy, and establishing rules and boundaries, as a trader, you must be committed to taking responsibility first. The market will inevitably present you a losing scenario, or in a worse case, a losing streak. However, it is your responsibility not to be shaken and fall off of your trading strategy and your plan.

  • The attitude 

The key to creating a new version of yourself is driven by your willingness and desire to learn, along with your passion for success. The medium for this transformation is your mental environment, where your beliefs and attitudes shape your personality. To become a consistent and successful trader, you must cultivate a trader's mindset, which involves eliminating fear and recklessness from your trading behavior.

Successful traders think uniquely and have mental structures that allow them to trade without fear and avoid reckless decisions. This mindset involves two aspects: eradicating fear and developing self-restraint. Eliminating fear is crucial as it leads to errors like rationalizing, distorting information, hesitating, or acting impulsively. Self-restraint counters overconfidence from winning streaks and prevents poor decision-making.

While many traders focus on market knowledge, the key to consistency lies in your attitudes and beliefs about trading. Attitude has a more significant impact on results than analysis or technique. To illustrate, a trader with the right mindset but simple techniques often outperforms an exceptional analyst with fear-based behaviors.

It's important to recognize that consistency comes from your mindset, not the markets. Your attitudes toward loss, mistakes, and fear drive your trading success. An ideal attitude is one of positive expectation and acceptance of results, allowing you to learn and improve continually. Entering a carefree state of mind after initial wins can be misleading, as it doesn't guarantee lasting success without the right attitudes and beliefs.

Developing a positive winning attitude, marked by expecting positive results and accepting failures as opportunities to learn, is crucial. It creates a carefree mindset that enhances decision-making. Putting on winning trades can temporarily create this mindset, but true success requires aligning your attitudes and beliefs with your trading behavior.

  • The correct mindset 

In the book, Douglas introduces a concept of a “winner’s mindset”. Traders with this mindset recognize the probabilistic nature of trading and remain emotionally detached from individual trade outcomes. They embrace uncertainty, prioritize following a well-defined trading plan, and focus on the process rather than fixating on profits. Winners exhibit discipline, patience, and resilience, learning from both wins and losses to adapt their strategies. They maintain a positive self-talk, trust their skills, and keep their attention on long-term goals. Overall, a winner's mindset involves a blend of self-confidence, adaptability, and a strong mental framework that aligns with consistent and rational trading behavior."

Fear is a common emotion that can lead to poor decision-making in trading. The book provides insights into recognizing and addressing fear-based reactions, helping traders develop a mindset that allows them to trade without being hindered by fear.

Emotional discipline is crucial for successful trading. Traders need to manage their emotions, such as greed, impatience, and frustration, to avoid making impulsive or irrational decisions. Developing a consistent mindset is key. Successful traders maintain their mental state regardless of whether they are in a winning or losing streak. They avoid emotional highs and lows and remain steadfast in their approach.

Douglas introduces the concept of staying present in the trading moment. This involves focusing on the current trade rather than dwelling on past losses or anticipating future gains. Being fully engaged in the present can improve decision-making and reduce emotional biases.

  • Accept the risk

Douglas highlights that uncertainty is an inherent part of trading. Traders must accept that losses and drawdowns are a natural part of the process. An effective mindset involves embracing uncertainty and being comfortable with the fact that not every trade will be a winner. In the book, the author emphasizes the importance of taking full control over what we can control - ourselves and also learning to accept the things we cannot - external factors. Every entry carries a certain amount of risk and there is no guarantee what will happen in the future, although Douglas also teaches how to think in probabilities, acceptance of a future loss is part of the process and inevitably, by creating a strong foundation that you have followed your trading strategy and that you have actually tried your best, you cannot eliminate the randomness of future occurrences.

Enter the zone

When you fully embrace the psychological realities of trading, you simultaneously embrace its inherent risks. This acceptance eliminates the potential for interpreting market information negatively. By eliminating negative interpretations, you remove the need for mental defenses. This openness allows you to access all your knowledge about market movement without any mental blocks. As a result, you not only perceive all previously learned possibilities objectively, but you also become capable of identifying new opportunities that were previously hidden.

To achieve this open mental state, you must let go of the notion of already knowing future market movements. Being comfortable with not knowing enables you to engage with the market in a way that lets it reveal its insights to you. This mindset positions you to enter "the zone," where you set yourself to the present moment's opportunities and can experience the "now moment opportunity flow."

Additionally, self-discipline is a technique to redirect focus towards a desired goal when it conflicts with existing beliefs. It's not an inherent trait but a learned technique for personal transformation. In this book, Mark demonstrates how conflicting beliefs can be managed through self-discipline, gradually transforming them into dominant beliefs that align with one's goals. The process of integrating principles becomes part of one's identity, making consistent success natural. This process applies to trading, where self-discipline aligns beliefs with trading principles, ultimately leading to effortless consistency.

Self-reflection is important

While the trading environment offers abundant opportunities for wealth accumulation, personal beliefs about self-worth can create a gap between desires for wealth and what's believed to be deserved. Self-valuation can be assessed by weighing positively and negatively charged beliefs, though their interactions are complex. Negative beliefs often stem from childhood experiences, such as associating pain with unworthiness due to accidents or guilt.

These subconscious self-sabotaging beliefs manifest in trading errors like lapses in focus or concentration, leading to mistakes such as placing incorrect trades or missing profitable opportunities. Some traders face an invisible barrier, like a glass ceiling, limiting their equity growth at specific points. This phenomenon, known as the "negative zone," occurs due to unresolved self-valuation issues influencing perception and behavior. While it's not necessary to eliminate every belief opposing self-worth, awareness of these beliefs is crucial. Traders should incorporate strategies to counter their effects when they arise during trading.

Final Word

In conclusion, mastering the market with confidence, discipline, and a winning attitude goes beyond technical analysis and strategy development. The often neglected field of trading psychology plays a significant role in trading success, impacting outcomes more than mere market analysis. While the allure of analyzing the market and testing strategies might seem sufficient, the psychological aspect is equally vital. Mark Douglas, a pioneering figure in trading psychology, emphasized that a trader's mindset, discipline, and ability to manage emotions are essential factors in achieving consistent profitability.

Trading psychology has often been disregarded due to its complexity and the lack of formal education on the topic. However, the significance of mental discipline and resilience cannot be underestimated. Douglas's work, particularly his influential book "Trading in the Zone," highlights the importance of understanding and managing psychological barriers like fear, greed, and impulsivity. He emphasizes that success lies not just in identifying market patterns but in developing attitudes that foster consistent, rational, and disciplined trading behavior.,

In the trading environment, establishing effective rules and boundaries is essential to prevent potential damage, given the market's inherent risk. Unlike other activities, the trading world lacks external structure to guide behavior. This absence of boundaries presents unique psychological challenges. Gambling games differ as they have set beginnings, middles, and ends, forcing active participation and decision-making. In contrast, trading operates without a formal ending, leading to erratic behavior due to psychological factors. The lack of externally imposed limits means traders can passively accumulate losses if not disciplined. Trading provides both control and uncertainty—while it empowers individuals, it also lacks external guidance. To succeed, traders must create internal mental structures to maintain restraint and self-control. However, this self-imposed discipline often encounters challenges due to the absence of external regulations.

Additionally, Douglas's insights emphasize that traders should not only focus on technical analysis but also undergo self-analysis of their psychological responses. A strong trader's mindset involves embracing uncertainty, acknowledging and learning from losses, and maintaining a disciplined, carefree, and positive attitude. It's about creating a mental environment that aligns beliefs with trading objectives and allows for objective decision-making. Traders should accept the risks inherent in trading, recognize and counter negative beliefs about self-worth, and ultimately strive for a state of "flow" where they are fully engaged with the present moment.

In today's trading world, where technology provides easy access to information and trading platforms, the difference between successful traders and those who struggle often lies in their psychological approach. Developing a winner's mindset involves personal growth and adaptation, transforming existing beliefs and attitudes to pave the way for consistent and effective trading behavior. By focusing on psychological discipline, self-awareness, and cultivating a positive, adaptive attitude, traders can truly master the market and achieve lasting success.

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