38 | Drop the Act, Do the Work: How Authenticity 10X'd My Success with Travis Smart

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 If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Connect with Shayla: Shayla on Instagram: https://www.instagram.com/shaygiff/ Shayla on LinkedIn: https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: Shayla's Website: https://shaylagifford.com/ The Mortgage Rainmaker Podcast: https://shaylagifford.com/podcast/ The Catalyst Coaching Community: https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/