There are a few really important things we go to work on in our deep dive workshops on trusted advisorship and trust-based selling and one of them is uncovering blind spots. This week’s tip offers three specific ways you can do a little self-study on the topic. And by the way, if you think you don’t have any blind spots, read on; that might be your biggest and most worrisome blind spot.

Last week’s tip on the importance of knowing who you are (and aren’t) had me thinking about a striking example that we can all learn from, thanks to … the state of Nebraska? Yes, the state of Nebraska.

Apparently, Nebraska has had a tourism problem. For four years in a row, it ranked last on the list of states that Americans wanted to visit.

Bring to mind someone you know who’s confident without being arrogant, humble yet not overly self-deprecating, and generally enjoyable to be around. What is it that we universally admire about people with these traits? This week’s tip answers the question and helps us all be a little more like them.

I’m always on the lookout for examples of distinctive—and real—communications. This week’s tip features a great illustration from the software development world. While techies aren’t usually known for their interpersonal prowess (I can say that because I used to be one), in this case we could all borrow a page from their book.

I have a client who’s a senior leader in a large consulting firm and looking hard at whether or not it’s time to go elsewhere. This isn’t a trivial move as there are many years of investment to consider (mental, emotional, financial). He’s seriously exploring his options anyway. Not surprisingly, he’s being recruited by several other companies (all competitors with his current firm). One of them made an unconventional offer as part of the courtship that’s well worth sharing here—not to mention finding ways to emulate.

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.”