Trust is not created through pressure

Trust. His name is a pseudonym, like his cover names used to be: Leo Martin, former agent of the Federal Intelligence Service, will speak on Wednesday about the "Art of Winning People Over." By Eva Gabriel Leo Martin (41) was an agent for the Federal Intelligence Service BND in Germany for ten years. His task: Recruiting and leading informants from the criminal milieu, so-called V-men or confidential informants. With the aim of uncovering organized crime. On Wednesday, Martin will speak at the Casineum Velden about the "Art of Winning People Over" at the invitation of Raiffeisen and "Women in Business." Is Leo Martin your real name? It is a pseudonym, like my cover names used to be. How do you win over informants? It is important - under difficult conditions and with a minimum of time - to establish a relationship level. You say: You have to stir people, not shake them. What does that mean? Trust cannot be bought, forced, or argued into with rational arguments. It arises through experiences. You must emotionally reach your counterpart. In doing so, you should address two basic needs. First: the need for security. Meaning: The other person must know where they stand with me - even if they may not like it. Knowing where one stands - even when what is, is not liked. And second: the need for recognition and appreciation. By this, I mean: My counterpart must always be able to save face - no matter how big our conflict is at the moment. What should one definitely avoid? Commitment and reliability are the most important. Being wishy-washy or playing hot and cold destroys trust. Also, revealing others' secrets is a no-go. And what if someone is good at pretending? I have learned to listen less to what someone says and pay more attention to how they behave. Behavior holds more truth than words. In your lectures and leadership trainings, you mainly have people from the business world in front of you. How can your experience from the intelligence service be useful to you? The same principles apply wherever people interact with people. Whether it's employees/boss, buyer/seller, or in a partnership. Which industries do you work with? I am booked for conferences and congresses across all industries. Currently, a lot in the finance and insurance sector. The need there is particularly high. Keyword: loss of trust. I already know where my next focus will be, namely in the automotive industry. Guess why. Short-term goals are becoming increasingly important... Those who want to gain and retain trust must have long-term goals in mind. This applies in every partnership. Do you have a family? I am in a long-term relationship. We do not have children yet.

Trust is not created through pressure.

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