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

As a veteran of the mortgage industry, Trevor Hammond is the co-author of "Borrow Smart, Retire Rich," a Certified Mortgage Adviser and a founding Faculty Member and Contributor to the National Institute of Financial Education ( And he has provided thousands of homeowners with the clarity and confidence to make smarter decisions when it comes to their mortgages and money. In 2013 he launched an entirely new kind of mortgage company: Aspire Mortgage Group, which is committed to educating and empowering homeowners to increase savings, eliminate bad debt, and safely increase net worth. The specialized group of mortgage professionals at Aspire Mortgage Group have redefined what homeowners should expect from a mortgage company. To learn more about Trevor Hammond and our team of mortgage advisors please visit our website at or email Trevor directly: Aspire Mortgage is a Sierra Pacific Mortgage Partner.
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