Dear Loan Officer: The Law of the Dress Rehearsal

“Practice makes perfect. After a long time of practicing, our work will become natural, skillful, swift and steady.” – Bruce Lee

The Law of the Dress Rehearsal – another one of Todd Duncan’s foundational concepts of High Trust Selling – states that practicing your lines, elevates your level of performance.

I want you to think about what these things have in common:

1. Cirque Du Soleil
2. Taylor Swift
3. Maroon 5
4. Phantom of the Opera
5. Damian Lillard

…Were you able to guess?

They all spend far more time practicing their craft than they spend performing. Our own local hero Damian Lillard shoots probably hundreds of 3-pointers at every practice, to then play two to three games a week where he may ultimately shoot five or ten.

So my question for you, is this: how much time do you spent right now, practicing your lines?

The purpose is to win more business than you’re winning right now. I have spent thousands of hours on this law, building out client presentations, rehearsing my lines, etc.

HOURS are spent, so that when it comes time for us to perform, we are ready.

So, how much time are you going to spend practicing your lines? For the next quarter, second half of the year? What parts of your craft do you need to get better at?

About Trevor Hammond

Since 1998, Trevor Hammond has helped thousands of families finance their homes and make smart decisions when it comes to their personal finances. Now, as a sought-after mortgage advisor, coach, speaker, and author, Trevor Hammond continues to focus on helping people enjoy more money, less stress, and more life. As the co-author of Borrow Smart, Repay Smart and his 2018 follow up book, Mortgages, Money and Life, Trevor has created unique financial coaching programs and spoken in front of thousands of people on his book concepts ranging from improving cash flow and savings, managing liabilities, to advanced real estate financing strategies for homeowners. His passion for providing financial education and his ability to innovate unique processes that help both clients and originators excel, has led Trevor to become a top producer and build a #1 branch in the country for mortgage lending company Sierra Pacific Mortgage. Whether Trevor is speaking to hundreds of people from the stage, working on his next book or mentoring a Loan Officer one-on-one as a High Trust™ Leader, he is pursuing his greatest passion of all: Coaching.

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