A competency model won’t answer the mail when it comes to building trustworthiness—in fact, there’s risk in attempting to reduce trust to a series of behavioral definitions. At the same time, there is value in culling down the essential skills of a trusted advisor to a practical number. Charlie Green and I specifically identified five in The Trusted Advisor Fieldbook. Heads up:  each skill is at risk of being easily dismissed as too basic to merit your attention. Don’t be fooled.

Adam Grant shares a compelling story in his book Originals: How Nonconformists Move the World, from which every single person who has ever attempted to be influential can learn. The big lesson within it flies in the face of just about every piece of wisdom out there on how to be compelling and build others’ confidence in you—which is, of course, why I love it so much.

I have yet to meet someone in a consultative role who doesn’t understand—and even extoll—the virtues of listening. I have also yet to meet someone who doesn’t have room to improve, including myself. Today’s tip features a four-point assessment to help you hone your listening skill.