Robin Dreeke knows a thing or two about human resources. As the FBI’s former chief of counterintelligence behavioral analysis, he recruited spies for the U.S. government.
Luckily, Dreeke is a lot easier to find as an author than a spy — his new book is Unbreakable Alliances: A Spy Recruiter’s Authoritative Guide to Cultivating Powerful and Lasting Connections — and he offered b. some (not quite) top-secret insights.
b.: You now apply your expertise to guiding businesspeople through interpersonal communication. How did you find your way to that transition?
Dreeke: A significant moment occurred while I was teaching a course on counterintelligence at the FBI Academy. As I discussed the art of interpersonal communication, particularly in recruiting sources, it struck me that these skills extended beyond the realm of national security. They were applicable to every aspect of human interaction — whether with friends, family, or colleagues.
During this time, I began to see how the principles of trust and relationship-building I had employed in high-stakes environments could benefit individuals in the business world. … Ultimately, in every human interaction, we are seeking to inspire the other person to feel safe with us. When they feel safe, trust ensues. From trust, a relationship can take root. This is not exclusive to any profession.
b.: What are some of the first actionable steps to build trust?
Dreeke: The first step is self-reflection. Acknowledge when your focus has been primarily on your success and consider how to shift that focus to the needs of others.
Start implementing open eyes communication, where you engage transparently and vulnerably with those around you. This means sharing not just your strengths, but also your challenges, thus fostering an environment of trust. Cultivating empathy through active curiosity — seeking to understand others’ perspectives — is also vital.
b.: You also recognize that much of our work has gone virtual, which recontextualizes how we connect.
Dreeke: Utilizing video-conferencing tools allows for visual cues, which are critical for understanding and interpreting communication. Seeing facial expressions and body language can significantly enhance engagement compared to audio-only or text-based communication.
Additionally, creating an inviting and transparent virtual environment can help establish trust. Ensure your surroundings reflect openness and professionalism, and if you’re in a less-than-ideal location, acknowledge it. Being transparent about your circumstances can also build rapport and trust with your audience.
b.: Can you share a particularly gratifying example of seeing the real-world results of your strategies?
Dreeke: One particularly notable instance involved an FBI agent tasked with recruiting a professor who was initially resistant to collaborating with the agency. … The agent dedicated two weeks to reading the professor’s published works. During their meeting, the agent referenced specific ideas from the professor’s research, demonstrating genuine interest and respect for his expertise. This approach not only broke down barriers, but also allowed the professor to feel valued and understood. As a result, the professor agreed to support the FBI’s national security initiatives, highlighting how deep empathy can facilitate trust and collaboration.
In my personal life, I’ve seen the benefits of these principles when working with my children’s teachers and coaches.
Unbreakable Alliances is available now.
This interview has been edited for length. Read the full Q&A at business.com
