Permission for Position

This document contains a multi-point plan of action to grow your business. This is a long term
marketing strategy to develop relationships and get mass exposure through developing strong
online and offline connections. The strategies discussed in this document are solely owned by
Push To Excellence.
 Background
If you are anything like me, you want to know a person’s credentials and qualifications for an important
position like this. I want to share with you a little about my background and who I am.

My father was the GM of a local car wash chain, and he taught me the valuable lessons of hard work and
strong work ethics. By the time I was 14, I was the service advisor for the locations around the area.
Service Advisor is a nice way of saying “car wash salesman”. Based upon my quick learning and
instinctual sales skills, I was able to talk to and sell car wash packages to over 600 customers in 10 hours
on any given day. I learned quickly what triggers caused a client to buy or deny the package I was selling.
By the age of 16, I had broken all of the sales records in the company. Still to this day, most of those
records still stand. By late 2000, I was working as a manager of a full service car wash. Following 12
years of dedicated service to the car wash industry, I had worked my way up all of the ranks.

It was during my time at the car wash that I developed relationships with many repeat customers, and in
late 2000, one of our regularly visiting customers offered me a job as a loan officer. Since my life had
been dedicated to my salesmanship skills in the car wash industry alone, I was scared to death to dive
into a new industry that I knew nothing about. But I knew that if I wanted to go places in life I had to get
out of my comfort zone. Another plus was that I liked the way the opportunity sounded, so I decided to
jump in full force. I stayed up countless hours learning from scratch what a loan program was and how
the industry worked. I studied twice as hard as anyone in the company, and within 6 months, I was the
sales manager for the company as well as the top producer.

In 2004, I took up real estate investing and I personally bought, owned and managed 33 properties. I
spent my nights listening to Robert Kiyosaki, Robert Allen and Russ Whitney. I learned their programs
inside and out. I took action, elaborated on their strategies, and in 2005, I made $774,000 in gross
income from real estate investing. I was approached by another mortgage company to be the “Investor
Relations Consultant”. My job description was to train the Loan Officers, and to coordinate with the
clients that were real estate investors. I also worked directly with the lenders to make sure that the loans
that were originated fit the guidelines and would be bought.

By 2006, I was exhausted with property management and fixing renters credit in order to sell them the
houses, so I got back in to mortgage origination full time. I went to work for my first mortgage banker,
and within 5 months I was a top producer in a company that had some of the best LOs in the business. I
did not always make the most money in the company, but I consistently did the most loans. During this
whole time I further educated myself and became a full on student of the industry.

In 2008, I was offered a job with the biggest privately held mortgage company in Texas. I started from
the bottom there, but within 3 months, I was the top producer and stayed there for 18 months. In early
2009 the sales manager approached me with an opportunity to take on an assistant. What I did not know
at the time was that they were about to fire the guy. Since he was nice guy and a hard worker, they
basically pushed him off on me.
Due to the fact that this gentleman was 62 years old, I agreed to hire him solely on the fact that he would
have to listen to me and implement every task I set before him. He agreed, and we set out on an
interesting journey (to say the least). When I first started working with him, he printed every email he
got, had horrible organization skills and could not close his way out of a paper bag. Within 2 months, not
only did I have this gentleman closing more loans than the average LO in the company, but he did it with
minimal hours and efforts. Together we had built a business that ran mostly on autopilot. As 2009 came
to an end, I had closed 153 loans and taken over 300 applications. I am proud to say that this gentleman
is now the assistant to the CEO of that company.

In 2010 I was approached with a job offer that I could not refuse. This was the deal of a lifetime and I
accepted the job. During my time there, the rules and requirements changed so much that I became
frustrated with the industry. It was this frustration that led me to start looking for other streams of
income. I started a network marketing business on the side, and to my surprise it really took off. With
success with a completely different industry on one hand and frustrations with career industry on the
other, I allowed those frustrations to get the best of me, and I decided to leave the mortgage business to
pursue a life of network marketing. From January to August of 2010 I originated and closed 88 loans.

I began training and marketing online to network marketers. I built a team of 679 people in which I
trained them on sales that consisted of online and offline methods. In December of 2010, I truly
discovered that my passion and skill set were meant for coaching and putting systems in place that are
easily duplicatible.

Since this discovery I have developed a bug to use what I know now about mortgages and network
marketing and combine them to build a winning team of successful mortgage officers. I have noticed that
realtors have all sorts of tools and marketing systems available to them to attract clients but there are
little to no loan officer tools out there. Realtors pay for coaching and seminars while most LOs do not.

With the refi boom over and rates rising, I know the time has never been more important than now to
start a long term attraction marketing system for LOs and mortgage companies. The number one priority
in this new online economy is to attract home buyers and develop relationships with realtors and title
companies. To do this, you must reach the customers of the world on their own platform.

I have mastered that art, and now I am offering to bring my services to your company. In the following
pages you will see an innovative and highly effective long term marketing strategy for loan officers and
mortgage companies to attract referrals and realtors.
 Plan of Action
In today’s world of social media (SM) and video marketing (VM), there has never been such affordable
and effective means to market. The key to marketing online is to create fans and not customers. You
must be “cool” for the new wave of clients to want to interact and do business with you. The days of posts
saying “buy my stuff” is dead; you must bring tremendous amounts of value to the fans and engage them
to want to reach out to you. Much like real life relationships, this does not happen overnight and you
must prove yourself in order to earn their trust and respect.

Facebook
The first and most effective way is through facebook. I know almost everyone in the world has a
facebook account. This tells me the whole world is available for me to attract to look at my page and the
possibilities are limitless. The key is to attract people to reach out and “fan” you, not to sell them your
products. You must engage them to buy but let it be a decision they make without a hard sale involved.
TV, Radio and Direct Mail have been effective tools in the past but with TiVo, Junk Mail and Satellite
Radio, they are not as good as they used to be. In addition, they are very expensive mediums with give
little return. (1-14% on average)

Facebook (FB) is a place for friends. People don’t get on FB to buy stuff. People get on FB to see what the
people they like are doing. You must present yourself as a fun company with real people; you do not
want to come across as a guy in a nice suit stating that you can get a low rate. That is what everyone
does, and it is imperative that you stand out from the crowd.

First plan of attack is to have all LOs in the company be aware of the fact that potential customers are
looking at their profiles and they don’t even know it. They must be cool but professional on FB. There
should be no cussing or posting pics of drunken nights out on the town. They need to post encouraging
ideas and quotes in addition to posting pictures of events and family outings. They need to promote their
values and ethics so that the potential customers like them and, in turn, want to reach out to them.

The second part is to have me personally take over and run the company FB fan page. The key any
company fan page is to drive traffic (likes) to the page, and engage the clients to leave feedback, both
positive and negative, to show others that we solve problems. We post LO of the month posts, weekly
videos of LOs giving money saving tips and cool news stories. We show that we are a fun loving but
serious organization of people. In this new economy, people want to work with people not a company so
it is essential that we show that we are a people first company.

The first way to start driving individuals to the fan page is to have all LOs post this on their status: “My
company is having a contest and I need your help. The person that gets the most likes to the company fan
page gets an all expenses paid dinner for their whole family at their restaurant of choice. Please visit our
company fan page and hit “like”. And while you are there leave a comment if you want.”
The next thing is to have all employees send fan page suggestions to their list of friends. We do not want
to advertise; we simply want people to take it upon themselves to visit and like the company fan page.
This creates a large list of interactive prospects that get to know about the company on a daily basis. We
also ask all of our current realtor and title company contacts to suggest us as well. This is a backdoor way
to get a great list.

From there I will manage all posts and solicit comments and suggestions from the customers. Once we
close a loan for a client, I will call the client and ask them how happy they were with their LO. I will then
direct them to our fan page so they can like us and leave a comment on our page. This creates not only an
online relationship but an offline contact as well. When the heat of the loan process is over, the clients
are relieved and excited. They will be more than happy to post a comment on the page if they are asked.
This exposes their list of friends to our page as well. This creates a crazy amount of momentum and
traffic to our fan page.

YouTube
The next step is setting up a YouTube account to put out the weekly money saving tips on FB. Youtube
(YT) is an amazing tool if used correctly. All of our lives we are used to seeing people on video and
assuming they are celebrities. YT works the same way. Once a person watches your videos, they will see
you as an authority figure in the industry that brings value to them. We will talk about paying down
mortgages, cutting credit card costs and many other money saving outlets. The key here is to show all
our viewers that we are about helping them save money and not about just getting their business. They
will give us the business when the time is right simply because we have built rapport and a relationship
with them.

Utilizing YouTube (YT) as a way of connecting with clients is easy and effective. We shoot a few videos to
help connect and educate with the clients. For example, when a person fills out their application online
or over the phone, the LO will then send a template email to the client with a link to a YT video in it. The
video then tells the client “Thanks for applying” and what to expect next. After the clients turn in all their
documents and sign the application, they get another video educating them on the next steps. We repeat
the process at clear to close and after funding.

Videos are easy to make and highly effective. As far as I know, at this point, there is not another company
out there using videos to help educate and take the uneasiness off of their clientele.

Twitter
Twitter is another great medium to share news stories and create fans of your material. Again, the case
with twitter is to bring information and value but not to just post rates and fees. Twitter is a great way to
connect with realtors and mortgage news sources to gain exposure and grow your network.

Every time we get a new client we ask them to follow us on twitter. When they get their application in we
send out a tweet saying: “We just received an application from [@twittername]. Thanks for applying! We
will be with you shortly #mortgage”. This not only shows 3rd parties that we are doing loans, but it also
helps the client know their application has been received. We ask every single client to follow us and we
emphasize how important it is because we will keep them updated via twitter.
 Education and Training
The next step in the process is to educate LOs with marketing and sales tools. I propose a once a month
mandatory sales seminar for all employees but especially the LO and sales force where Management must
attend too. It is important to understand that I will be no one’s boss and not give orders; my purpose is to
only give great content. The seminar will last approximately 1-2 hours, and it will be held the first
Saturday of every month. There will be no complaining or mentioning of sales numbers; it is strictly a
content rich marketing seminar for your LOs to learn and implement strategies I teach. Management’s
job will be to oversee the LOs in order to make sure they are implementing the strategies taught to them
in the seminar. I will give the LOs the tools, ideas and scripts on how to engage customers to buy and use
their services.

Maybe currently you have a relaxed atmosphere in your office and that is ok. The seminar will be casual
and comfortable. I will not wear a suit. I will wear jeans and t shirt so the focus is not business but
making money and getting ahead. With all the new changes coming to compensation, the focus needs to
be on more deals coming in the door.

Offline Connecting
Another key ingredient of all of this is that the realtors will also be using our material to help their clients
as well. We will get massive exposure on a national level. What must be taught in the seminars is how
the LO deals with the contact once the prospect or realtor reaches out to them. We must be conscious of
the fact that the next wave of home buyers is the Millennial Generation. These people grew up spoiled, in
most cases, and are all about the choices that benefit them with instant gratification as the main focus.
They are easy to attract but if you rub them the wrong way, they will lash out against you quickly.

We must promote our own by having the loan officer of the month on FB. It does not have to be about
production as it can relate to ethics, family or hard work. This encourages the LO and gives them
something to strive for. When our fan page has 10,000 likes and we promote a LO of the month, they will
know that this is huge 3rd party validation for them. They will want and enjoy that exposure if they are
smart.
 Conclusion
In today’s market, follow up and consistency are the key. You have a once in a lifetime chance to connect
with thousands of people on their level. To grow a company you must invest in your resources. In this
case, your resources are your sales force. The mortgage industry does not offer much training, and if
there is training, it is for details of the GFE or compensation plan. It is not based on what matters most
and that is to connect with people. Networking and outside of the box thinking are the keys to staying
ahead. It’s not customary for other companies to have a real live person follow up with their clients via
email, FB and phone. There are no other companies out there asking for likes and testimonials on
facebook and youtube.

With all of this available at your disposal, your business will grow. You will be generating positive
feedback and great testimonials that everyone’s connections will see. There is an extreme art to this and
it is best left up to the expert. I offer a unique proposal for a position in your company. I have tons of real
estate and mortgage origination experience but I also have a huge online following and fan base. I am an
expert at online marketing as well as a great sales coach. You have the chance here to get a trifecta of
energy, production and knowledge to bring to your company.

My pay for this full time position will be $8,000 per month plus quarterly bonuses. Like I mentioned
before this is a long term strategy and will be driving full force within 6 months. If $8,000 seems pricey
to you, think of it this way: If you have 15 loan officers in your company and each does only one extra
loan a month because of my marketing and training and the average net revenue is only $1,000, you will
have already more than paid for the cost of my services. This is an exclusive offer. I am only doing this
for one company and it is a full time employed job. This is a highly valuable position in today’s market.
Think of me as a PR and marketing executive. The payment for this position should be derived from the
marketing budget and you can in turn now cancel all other means of marketing such as direct mail. I will
also manage the contact management system like icontact or constant contact to send out a meaningful
email once a month with value and not just a sales pitch.

The time is now to take your organization to the next level and I am just the guy to help you do that.

-Ryan Stewman
Phone (214)616-6434
Email [email protected]
Website www.PushToExcellence.com
Find me on Facebook www.facebook.com/ryan.stewman
Follow me on Twitter www.twitter.com/ryanstewman
Great tools for LOs http://budurl.com/squeeze