Today is lesson three, which is motivation as part of the introduction to human intelligence, advanced one course. Quick look back, we've touched on motivation as far as talent spotting goes in the introductory course, a very small component in the introduction, but this is a critical component as far as the access motivation point of contact capability process goes the talents button. So that's what we're going to do in a little bit more detail. Our previous lesson to this was number two access which obviously the a of a MP OCC and this is going to lead on a little bit more about source development source identification, source management source handling. So the aim of this is obviously to introduce you to the concept of motivation as it relates to the source as well. relates to the talent spawning process, but also the source management and handling process that comes after that.

The day to day working and management of sources will include a lot of appreciation of what drives these sources out on the ground. And that, of course, is what motivates them to keep coming back, keep providing you with the information and introduce you to the importance of systematically and continually assessing the motivation of a source. Because, as I say, time and again over this lesson, it will change considerably over time, just like your motivation for going to work will change. From day one, you start the job, you're all excited to day 365 you're really bored with the commute, you're bored with a job and you're just doing it for the money. So that sort of process is also what drives your source. And to keep an eye on that motivation means you can potentially trigger some sort of tricks that you may be up to to try I give you false information for money for instance, or provide you information they've researched online rather than gone out and look for it themselves because a lot easier, more cost effective for them.

So there's motivation when it becomes more developed, you'll be able to understand and appreciate each individual's motivating factors can be different, and they will change over time. So, as I've just said, it's variable and changing the whole process from day to day. Delivery of information is very changeable. Just look at yourself in your motivation will change for various things from day to day, it may skip one day, you're really happy to be doing a job the next day, you're just happy that you're getting paid for it and you're not really interested in the work. So that motivating factor is exactly the same in sources. But how that impacts on you is they may start like I said, Delivering different information to you want, they may start delaying the delivery of information, they may start asking for more money.

They may come in with more problems when you do the welfare checks with them and we'll cover that later later lessons. There are also reports important for report building. So, motivation is very much a driver of how the source delivers the money sorry, delivers the money delivers the information to you. So assessing and motivating, and sorry assessing the motivation helps build maintain rapport and it can be extremely useful to exploit during the talent spotting phase. And also if you're having challenges in the payment as it says on the screen there. You can rely on the motivation factor for if for people who are doing it because they want to do it.

They're excited to do it. They enjoy working with you but that is That you can rely on to delay the sort of buildup of anger process if they're not getting paid, for instance. So that's sort of a motivating factor if they're motivated for money. If they're motivated to be paid on the last day of the month, then obviously, you know, you're going to get trouble with them. If you're having payment difficulties, the bank is messing around. So then you have to plan ahead and realize that this may be impacting the rapport between you and your him or her.

Of course, if they're smart, they may try and mask or hide demotivating factors, they may give you a motivating factor that they think you want to hear. So don't believe everything you're told they could lie to you. So you have to keep digging, asking questions, asking questions about their family, ask questions about their income, their status, and then ask the next time you speak to them the same sort of questions, see if you get the same answers, test questions, and then you can quickly build up an idea of what the source Doing, you may wonder why we're that interested in the source. It's part of rapport. If you appreciate what's going on in the background for these sources, you can build rapport a lot easier. But the critical part is if you understand how the source works and how the source get gathers information for you, then you can understand and appreciate the veracity of the information they bring back to you.

And that's important because if you're giving your client bad information, then a lot of that is down to you for not detecting it and not managing the source properly. Got some at the top there, look at that, and motivation. Just to clarify is a desire to do something or an interest or a driver. What gets you out of bed in the morning? What's your motivating factor? And it's a process that arouses sustains and regulates our human behavior.

And that's right. I mean, what think about itself what makes you get out of bed in the morning Work. Money is usually the most critical components of that. But it could be you're really excited about something. Give you an example. I don't know taking your children to school, for instance, you want to get out of bed, you want to get them out of bed, you're excited, they go to school, they learn, they get jobs, and they can keep you in your old age.

So why does someone want to talk with you or work for you in the information? business? Why do you think? Generally, it could be money related, as I've said on previous courses, a lot of people just want to do the right thing and pass information. And it could be something as simple as I've said previously, the price of tomatoes, potatoes and cucumbers or whatever is in the marketplace, so that a client can build up a better structure of What's happening in countries and what food services they need to apply? When they're delivering foods to markets?

There's a variety of reasons we're going to cover them. Why would they want to keep speaking with you? So we can week out? Why do they want to do that? If it's if it's money, then it's obvious. They get paid, say, $50, for answering a question.

And they're going to come back next week for another $50. For another question to be answered. That's quite a simple process. But there are some complications behind this. And why would they want to go into risky situations because you asked them well, bearing in mind that their security is critical, it sources security, so you won't be asking them potentially to go into risky situations, but it may be that they already live in a risky situation. Syria, for instance, Yemen, Libya, northeast Nigeria can be risky, certainly for us.

Not too risky for this Guys who live there all the time. So you have to balance out what you consider to be a risky situation and what they consider to be just day to day routine. But why would they keep doing it? day in day out week in week out depending on what relationship you have with them. And they do do the strangest things for the strangest reasons. I think I said previously that at the beginning of the Iraq War, I had the sources running backwards and forwards across the battle line.

They were doing it for free. They do because they wanted to they wanted to help. Gamma is the the regime sedans regime, and they wanted to be sure that they were part of the new regime, or what was going to happen in the future. And they would sometimes come across the battle lines with their families in the car, primarily as cover, but also because they wanted to show their families that they were doing They're doing good, or they thought they were doing good. So they, it's it's very, very strange. They do things for strange reasons.

And these guys didn't want anything apart from petrol money. Historically, sources work because they want to well, yep, that's obvious. But sometimes you've got to incentivize them that incentivize ation may be money. They may want to just work for a UK US company. So they can demonstrate that on their LinkedIn page, for instance. And often it's linked to your force of personality, how you speak to them, how you build that rapport, how you deliver the information requirements to them, it's all part of your force of personality.

If you don't have that force, then they are going to find difficult to work with you. So you are a driver. You have to take interest in them. You have to take interest in their families. You Take interest in their day to day routines, which is all good background information. But that builds up the rapport.

And behind that pushing that is your force of personality. And that all sort of links together and becomes your handling skills, your handling capabilities. How do you handle these people who you may be speaking to face to face, so you have to use all your body languages, your eye accessing cues, your verbal communications, or maybe online you may be asking someone 10s of thousands of miles away to do something, look at the market prices. And all this is encapsulated in your handling capabilities. So the motivating factors were positive, negative and personal. Have a look at these.

Tell me what you think one of a quick glass of water. Thank you. And let's go through them positive factors. They have principles. Some of their principles include maybe working For us, is working for NGOs, for instance, to help restore communications or food delivery into their towns or villages, they've got a conscience, maybe they think we're helping out and we're going to better improve their situation. And this is one good way that they can do that.

Idealism, conviction, altruism, altruism. It's very close to principles, for instance, and conscience, idealism and conviction. And altruism sort of wraps it all up as being for the greater good. So they think that the information they provide will help the greater good of their community as an example, or just their families or their towns or cities or their country. And obviously, based on whatever information requirements you've asked them to do. So negative factors, these are ones to watch out for certainly, for the most part.

Any of these could indicate that the information that they provide the source provides could be tainted. So if you're asking about market activities in the next town down the road, if your source hates those people, for whatever reason, religious, political, they don't like the color of their hair, then there's a good chance that the information that they provide is going to be tainted. Now, that's fine. You just have to factor that in to the answers to the information requirements. So that you appreciate there may be some bias built in there. Same with all the revenge and jealousy and guilt and disillusionment, there will be some tainting of the information going on there.

And that so that's good to establish at the start. If they're being driven by negative factors into personal factors. They're bored. They want to go out and do more interesting things. So if we can encourage them to go out and check a route between A and B so that food trucks can get along. Fantastic.

They may be curious about being a millionaire. So you being Americans, or British or Europeans or from a different country, they may be fascinated by that. And they'll just want to contact you and they're happy to go out and do those tests that you give them that may be happy because of what's going on. I mean, your governments may be helping their country out and they grab their the good Lord, they feel an obligation to give something back even if it's just answering a few questions. Character weakness, that's the they think what what you're asking them to do is sexy. It makes them into Some sort of crazy information gatherer.

But it can be something as simple as how many marketplaces do you have in your city, or they think it's a James Bond type task. And this could be taken as some sort of character weakness. So establishing personal factors is good. Another one, of course, is finances. Personal factor. I think so.

Is it negative? Is it positive? It can depend, it could start off being positive and turn into a negative factor if they start getting greedy. But it could be a personal factor. And a lot of the sources I work with have this and it's financial, they want to feed their families. And this is another way of getting money for relatively simple tasks.

And so I see that as a personal factor, but also it could be a positive factor because then you can clearly understand that there's now a business relationship. You asked the question, he gets the information, you paid for that information. And that's fine. But it could become a character weakness further along the line if they're starting to lie a little bit to get more money. And, or it can be a negative factor as well. So definitely the finance side of things, mixes in there and crosses the borders between the factors.

Loneliness, they just want to speak to someone. I can appreciate that. You know, they're in a town village or in their apartment, they're in the house wherever they are, and feeling lonely. And this is a good way of reaching out and just chatting with someone on a weekly basis. You go they think they're doing something really important and you're feeding that importance, and that's a driver for them. insecurity.

They may feel that, that that what they're doing is feeding actually the security of their community in their environment. So it helps And feel less insecure. And fear they might be scared of what's going on. So they'll they'll be, let's see, taking additional risks in their fear to go out and ask for this information. Or they're gathering information on groups and organizations, criminals, for instance, that is causing a lot of problems, a lot of fear in their neighborhood. And that could be a driver would also be a character witness.

So what keeps our sources working? Well, if you're paying them them, obviously, that's an encouragement to keep working. So that's a clear one, money greed, not necessarily the same thing. I've sources who work day in day out for the same amount of money. They're not getting greedy. I checked their information.

They're not they're not lying. They're not changing it. They're not just getting off the internet. Rather than going out and asking for it. So they just want the pay, they don't get greedy some do. And that's worth watching out for if you have that sort of form of business relationship, they do it for the excitement.

Excuse me what what you're asking them to do is go out and do something exciting travel this route from A to B, check the bridges to see if our food trucks can still cross them or are the bridges being damaged. It gets them out, they get excited, they have something to do for that day. They feel satisfied when they produce the report or produce the information and they get paid for it. The whole cycle is complete. They may want friendship and it's I would say a good 70 to 80% of sources want this maybe in conjunction with the money or as well as the money they want to establish a friendship. They want to know about more about you.

They want to know more About the US or the UK or Europe or Australia, or wherever you come from, and they want to build a friendship with someone who lives a different part of the world, from their village. So any one of these can be linked to the other. So it could be money and excitement and friendship, or satisfaction. They do it because it's a habit you've been doing every week, and you've been speaking to them and asking them for information on a regular basis. They're just used to it now. So it's that again, it's a formal sort of business relationship you've got and it could be that it makes them feel important they've got something to do someone from the US or New Zealand is reaching out and asking them for this bit of information and there's no one else in the village or the town that does this.

This makes them feel important. So the types of exchange money for information excitement, for sorry excitement for information, friendship, for information, revenge for information, this of course A negative one that we we don't really want to feed information for information, they may be asking us for information. And it could be anything to do with how do I get a visa into the country or What's New York like or tell me about London. So it could be a fair swap of information. And again, it could be that there are, these are connected, so it could be money for information, and they're also growing friendship with you for information and they also want a bit of information for you for the information they're providing. So it could be one, two or three component parts that go into the overall exchange and when you start building rapport with them, when you start handling and managing them, then it's going to come away from not just the money, but also they started looking at friendship, and they're gonna want to know what's going on in your background, and your daily routine.

What about your family? Sometimes you may not want to give information like that away. So, build another family. If you don't have a family, get one, get one in your imagination. Yep, I got two young kids. This is what they're doing today and they're doing this.

And that's fine. That's fine. You're I suppose you are lying to them. But what you're also doing if needs be is having a sort of protective buffer so that they don't learn too much about you because there are stories about sources turning up that handles doors and saying, Hey, we're friends. I'm here to stay for two weeks, and they can become let's see persistent. So if it goes a little bit too far, the other way.

They get stuck trying to contact you, day in day out, hour and hour out. So you have to you have to look at your own security. When you're building up this relationship and this exchange, you have to be very careful. And that goes with not only leaking information about your background, but also how you communicate with them. How else can they find out more information about you from LinkedIn, for instance, from Facebook, so you have to be very careful about the sort of background information that's leaking out that they could find from Nigeria or Iraq, and then just start digging a bit deeper into themselves. And of course, there's always there's always the potential that they may not be as nice as you hoped them to be.

So you've done your background, you've built rapport with them, they've been working for a few months, actually, they're criminals and they're trying to find out the same thing about you. So you have to be very careful about leaking information. Have a secondary family in your mind that you can start speaking about and have Why have parents living with you and so on and so forth. And this will build rapport, but it will also give you that security buffer. We'll be covering that in a, you know the lessons. So, a very quick lesson on motivation, but it's a very important factor.

So read it and reread it. There are numerous factors positive, negative and personal. Obviously, for sources where we'll be looking at more on the positive side, the negative ones aren't negative factors are harder to manage, they can be useful, but there will be while there's likely to be some tape to the information and personal factors. It may be that they're positive and personal or even negative and personal factors in the background, so you establish what the what the factors are, what the motivating factors are, and then that will be part of the background for the source, which will also be a check on the veracity of the information that he provided. So she provides Now it says here physical contact. That's not strictly true, because nowadays, there's much more remote source management going on.

So you'll have to also consider how you know how you're going to manage the source who's 3000 miles away, and you speak to them once a week on Skype or WhatsApp or whatever other communication process you work. But it's also very important physical contact, because you have to establish if the background factors while you're doing this at the start of source management, involved already got security concerns, because this the first time you've met them, who are they? Are they decent people? Are they going to do the job? Have they got the access? Or are they a bit more sensitive?

So you have to build insecurity at different levels on cyber level, the it level and you have to have your protective buffers. And then at the physical level, you've also got to have some protective buffers. And that's where co handling comes in how you use a handler, you will also have a number to potentially, if you're going to meet someone, certainly for the first few times. And bear in mind again, that motivation factors do change, they could start off positive, they could veer off negative, and that could impact on the physical, physical, the personal factors as well. So you have to at each point of contact with your source, you have to verify either motivate motivating factors the same as they were last time we spoke the same as they were at the start of contact, say six months ago. How are they changing?

Why are they changing all the good things, and bad things happen in their environment that's making them better or worse, or harder to handle or more difficult to get the information or impacting on their access to that information. So that's the end of it. Pretty quick one. Thanks very much. The next one is it says there is number four point of contact, which is also a very important one, but it's also a sort of quick one to get the details across. Thank you very much for your time.

Speak soon.