We had a really interesting discussion in a team meeting the other day about a trust-building technique that we’ve been espousing for years (one that Charlie Green first wrote about in Trust-Based Selling in 2005 and has been a favorite of mine ever since he taught it to me). We talked about how that technique, when used by women, might unintentionally compromise their trust-building efforts in a big way. This week’s tip digs a little deeper into the issue and proposes a solution that actually applies to women as well as men.

I’ve been mining The Trusted Advisor Fieldbook for stories lately—like the one about Harold the client for life, the one about how saying “no” can transform a relationship, and the one about a surprising way out of a thorny problem. Here’s one more favorite (for now) about the risks of not taking a risk.

A few weeks ago, I re-told Jane’s story from The Fieldbook about the power of discovering a blind spot. This week I’m featuring a story about Wayne and me, with a lesson about how saying “no” can transform a relationship.

Apparently the email auto-reply strategy I started writing about in 2012 is gaining more and more popularity. Read on if you’re looking for an interesting and inspiring way to stay in touch with your clients—even when you’re out of touch.

The Roman poet, Ovid, was on to something really important for us modern business people when he said, “Take rest; a field that has rested gives a bountiful crop.”