Trust is the beginning of everything - mistrust is the beginning of the end!

Wolfgang Bosbach, CDU, in the interrogation with former secret agent Leo Martin A small group of selected journalists is in the Global Operation Room of the German Spy Museum in Berlin. The room is secure from eavesdropping. Former German Rail CEO Hartmut Mehdorn and his top management used to hold their meetings here. Former secret agent Leo Martin directs Wolfgang Bosbach to his place at the interrogation table. The interrogation on the topic of trust begins. Former secret agent and former politician interrogated on the topic of trust: Leo Martin studied criminal sciences and then worked for the German domestic intelligence service for ten years. His job was to recruit informants in the realm of organized crime. "That means building trust with someone who actually has no interest in making contact. That's when you quickly realize which methods work and which don't," says the former agent. Besides these challenging circumstances, he also had little time for it over the years. Thus, he became a professional in the field of trust. Wolfgang Bosbach, known as the Chancellor of Hearts, is familiar to everyone. He is one of the most popular politicians in Germany. During his time as a member of the Bundestag, he had approval ratings well over 60% in his constituency. He also enjoys great sympathy across party lines. "Although he was not always in line, he was always loyal to his party. He is an absolute expert in winning people over. That's why I wanted to know from HIM how HE does it," initiates Leo Martin the interrogation. The question of trust: In response to his attack: "Did the Chancellor always trust you?", Bosbach counters: "She definitely had no reason not to." Although trust is an important value for most people, few can precisely articulate what trust actually means. Often, answers like: "When I can rely on the other person completely," "When the other person is always there for me," "When I can talk to someone about anything," are given. Or buzzwords like "Loyalty, honesty, being able to let go of control, feeling safe, being able to trust," are mentioned. While these responses are on the right track, they are not yet specific. Nevertheless, we have a sense of it. Trust must be something very pleasant, important, and valuable. Something positive and absolutely desirable. "If I want to build trust as an agent, this feeling is not enough for me. I must be able to pinpoint it!", says Martin. Wolfgang Bosbach can pinpoint it for himself: "I have always only said what I really think. And if I don't know, then I don't speak. That creates trust!" Clarity is more important than harmony: Leo Martin agrees with him: "The other person must feel that I know what I'm talking about and that they are important to me!" After ten years in intelligence, Martin's most important insight is: The question is not "Can you trust me?", but rather "What can you trust when dealing with me?" Primarily, it is about clarity in communication. One must clearly take a stand on the questions: What do I stand for? What do I not stand for? How do I want to be seen by others? And how not? And what will I tolerate? What will I not? Only then will our counterpart know where they stand with us. What they can expect - and what they cannot. Wolfgang Bosbach also sees it this way: "One must take a stand, even if it means facing opposition." For the entrepreneur, this means deciding: Will you get the best price from me? The best service? Or the best quality? For Leo Martin, it means deciding who his trusted man is: A cowardly traitor? Or his ear in the organization? For Wolfgang Bosbach, it means taking a clear position on controversial political issues. "Because that is what citizens can expect from a politician," says Bosbach. The 007 formula for building trust: After 75 minutes of back and forth, both Wolfgang Bosbach and Leo Martin have clearly taken a stand: Winning trust does not mean always having to please others. Those who want to gain trust must give others the certainty of knowing where they stand with them, and also communicate respectfully and on equal terms in tense situations. Trust does not always have to be something positive. Rather, it is about clarity and predictability. Furthermore, trust cannot be forced, bought, or reasoned with rational arguments. It only arises through experiences and encounters. Therefore, Leo Martin's motto is: "If you want to win people over, you have to stir them, not shake them!"   Book recommendation - current release: In his bestseller "Ich krieg dich! Die Kunst, Menschen zu gewinnen - Ein Ex-Agent verrät die besten Strategien" (I'll get you! The art of winning people - A former agent reveals the best strategies), Leo Martin deciphers the "secret weapon trust." The book is currently being released in a fully revised edition. Three books - three bestsellers! With his works, he has established a new genre in Germany. His books tell exciting stories, real cases from his time in intelligence, written like thrillers, with useful everyday knowledge woven in: "Ich krieg dich! Die Kunst, Menschen zu gewinnen," "Ich durchschau dich! Die Kunst, Menschen zu lesen," and "Ich stopp dich! Gefühlsterroristen und Energiekiller eliminieren." His most successful book, "Ich krieg dich!", has been sold worldwide (including Russia, Japan, Taiwan, Italy, ...), with over 100,000 copies in Germany alone. Now, the classic is being released in a fully revised edition. More practical tips! More psychological strategies! Even more to the point!   You can find the book on Amazon here: https://www.amazon.de/Ich-krieg-dich-Strategien-Neuausgabe/dp/3453604903/ref=sr_1_1?ie=UTF8&qid=1532936917&sr=8-1&keywords=leo+martin+-+ich+krieg+dich