Hey there, Rainmakers!

Today’s episode is an absolute powerhouse. I sat down with Travis Smart—a Navy veteran, husband, father of four girls, and one of the most authentic, all-heart loan officers I know. I’ve had the honor of working alongside Travis for eight years at Guild Mortgage, and watching him rise from a brand-new loan officer barely closing 15 loans to a $40-million-a-year producer has been remarkable.

Travis didn’t have a safety net or a silver spoon. What he did have was the same fire that drove him as a rescue swimmer—jumping out of helicopters into freezing water to save lives—and he brought that same grit, courage, and self-belief into mortgage. His story is a masterclass in leadership, resilience, and the power of being real in sales.

He learned the hard way that you can’t fake confidence, connection, or care. The moment he dropped the act, stopped dressing to impress, and started showing up as himself—his business exploded. This is what it looks like when you build a career on authenticity, discipline, and heart.

💡Key insights:

• How Travis’ military training shaped his loan officer mindset and discipline
• Why authenticity and emotional connection are non-negotiable in mortgage sales success
• How to gamify rejection and make prospecting fun again
• The “protect your commission” rule that transforms realtor partnerships
• How to balance being a technician and a trust-builder in every deal
• The importance of vulnerability, storytelling, and servant leadership
• How to stay consistent even when doubt creeps in
• What it really takes to build a $40M business from scratch

If you’ve ever felt like you’re grinding with nothing to show for it, this conversation will remind you: the breakthrough always lives on the other side of authenticity and persistence.

Because being a Rainmaker isn’t about perfection. It’s about heart. It’s about showing up, doing the work, and refusing to quit—especially when it’s hard.

Are you ready to make it rain? Let’s do this!

Guest Links:

LinkedIn

Instagram

Guild Mortgage

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PLUS :

Do you feel like you've hit a plateau or lost some of your enthusiasm, focus, and fire? Has business become a grind and you often wonder what it’s going to take to get you excited again? Or do you feel like your world is constant chaos and you aren’t driving your life forward with clarity of vision?

If so - check out my catalyst coaching community, where we accelerate your success!

Connect with Shayla:

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On LinkedIn

Show Links:

Shaylagifford.com

The Mortgage Rainmaker Podcast

The Catalyst Coaching Community

Guild Mortgage