Capturing more of the First-time Homebuyer Market

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1 Capturing more of the First-time Homebuyer Market Insights and Lending Solutions for a New Generation 1 of 10

2 First-time homebuyers A $78 Billion sales opportunity in 2017 In the Mid-Atlantic and Southeast, the First-Time Homebuyer (FTHB) market has huge potential: 1 1 out of every 3 purchases About 230,000 homes Average purchase price: $250,000 2 Average REALTOR commission: $15, Source: SunTrust Renter & First-Time Homebuyer Analysis (12/2016) 2 Based on $230,000 average loan amount, assuming 10% down payment 2 of 10 3 Based on 6% commission rate (Average combined commission for listing and selling agents)

3 What we know about today s FTHBs: 58% are married 90% Use an agent or broker 18% are single women $72,000 Median income Military FTHBs (no down payment) 51% are Active Duty 18% are Veterans Home Price: $182,500 National Average VS $250,000 Regional Average #1 Reason to Buy: 67% want to own their own home CONFUSED About the buying and financing process Obstacles to purchase: Credit card debt, student loans, & lack of funds for down payment 32 Median age WANT Personalized, individual support 3 of 10 Sources: Recent Home Buyer Profiles, NAR (11/4/16); SunTrust FTHB Insights research (November, 2015)

4 The FTHB Challenge Real concerns from today s renters: I wish I had someone personal that could guide me through the process. I think buying a home should be fun, but instead it s scary! I m afraid of getting taken advantage of. I wouldn t want to jump into a process I know nothing about. 4 of 10 Source: SunTrust FTHB Insights research, November 2015

5 Today s FTHBs want one thing: CONFIDENCE Confidence that they re making the right decisions to move forward. Confidence that comes from working with an expert lender who really listens and understands answers questions both big and small helps ensure their mortgage fits with everything else that really matters in their life 5 of 10

6 Confidence starts here. At Suntrust Mortgage, we believe that everyone can achieve the financial confidence to pursue a life well spent. More than a million people have joined the onup Movement because they know that financial confidence leads to life confidence. And they all share a desire and commitment to moving financially toward a life well spent. At onup.com, we share topics, resources and inspiration from real people who ve already started taking steps toward a more confident life. There s even a section dedicated to homeownership! Learn more or join the movement at onup.com. 6 of 10

7 FTHB concern: I m afraid of getting taken advantage of. We overcome this widespread concern with authentic personal service: Experienced, knowledgeable mortgage professionals dedicated to improving FTHBs financial well-being Flexible, competitive financing choices, many of them ideal for FTHBs Individual 1:1 consultations focused on client goals Key question: Not, What do you need? but, What do you want to achieve? Organizational purpose to help lead everyone, everywhere toward financial confidence and there is no better example of that than successful homeownership! 7 of 10

8 FTHB concern: I wouldn t want to jump into a process I know nothing about. Join SunTrust Mortgage, Inc. for a free first-time homebuyer s seminar where you ll learn about: Options for financing your new home Your credit score, and how to effectively manage it The importance of becoming pre-qualified* before searching for your dream home House hunting and the role of a real estate agent The mortgage process from application to closing When: Saturday, February 27, :00 a.m. to 11:00 a.m. Where: Cary Greens at Preston 2500 Grove Club Lane Clubhouse - Next to Fitness Center Cary, NC RSVP to mark.dries@suntrust.com Continental breakfast will be served PROOF Mark Dries Loan Officer SunTrust Mortgage, Inc Office Cell mark.dries@suntrust.com NMLSR# Skilled mortgage experts Flexible financing solutions Outstanding service and support An industry leader in client satisfaction * Pre-qualification is based on non-verified information and is not a commitment to make you a loan by SunTrust Mortgage, Inc. Loan approval will be subject to, but not limited to, verification of all income, asset and liability information provided by you, satisfactory property appraisal, compliance with SunTrust Mortgage s loan program guidelines and all required closing conditions such as survey and title examination. Equal Housing Lender. SunTrust Mortgage, Inc. - NMLS #2915, 901 Semmes Avenue, Richmond, VA 23224, toll free CA: licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act, IL: Illinois Residential Mortgage Licensee, MA: Mortgage Lender license #-ML-2915, NH: licensed by the New Hampshire Banking Department, NJ: Mortgage Banker License - New Jersey Department of Banking and Insurance, and RI: Rhode Island Licensed Lender SunTrust Banks, Inc. SunTrust and SunTrust Mortgage are federally registered service marks of SunTrust Banks, Inc. REV040114HJ-R STMR1020 Hosted by: We provide resources to make the loan process less stressful for your clients and ultimately for you. Free Planning for Homeownership Guide Free FTHB seminars Unlimited access to our online Resource Center Free Closing with Confidence Guide Multi-touch communications/engagement programs Loan status tracking from application to close 8 of 10

9 Our expertise means confidence for you, too. The next time a FTHB says I don t understand. Remember our many resources that help educate new buyers. I feel really stressed about this process. Think of the time we invest to help them get it right. I don t want to be treated like a number. Recall our personal service and customized financing, focused on what the buyer wants to achieve. Who can I talk to? Consider the weight we take off your shoulders, without taking you out of the loop. You can have confidence in referring SunTrust Mortgage the right choice for your FTHB clients. 9 of 10

10 Let s start now! This year, nearly 31% of your sales could come from FTHBs. 1 Are you ready? If not, here are 3 distinct ways we are committed to help you close more FTHBs and take advantage of this growth opportunity :1 Consultations Do you have clients who share these concerns? If so, put them in touch. Let us use our experience to help move them from concern to confidence and then closing. Events Give us 3 dates and times and we will host a free Planning for Homeownership Seminar for all of your prospects. At your place or ours. 3 Strategy Schedule a planning session and we can develop plans to identify new ways to reach, attract, retain and close even more FTHBs. Together, we can give FTHBs more confidence to move forward toward a home of their own a giant step in pursuing a life well spent. 1 Source: SunTrust Renter & FTHB Analysis (12/2016) The information contained herein is intended as informational material for the sole and exclusive use of the business entities to which it was distributed and is subject to change without written notice. Equal Housing Lender. SunTrust Mortgage, Inc. - NMLS #2915, 901 Semmes Avenue, Richmond, VA 23224, CA: licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act, IL: Illinois Residential Mortgage Licensee, MA: Mortgage Lender license #-ML-2915, NJ: Mortgage Banker License - New Jersey Department of Banking and Insurance, NY: Licensed Mortgage 10 of 10 Banker NYS Department of Financial Services, and RI: Rhode Island Licensed Lender SunTrust Banks, Inc. SunTrust and SunTrust Mortgage are federally registered service marks of SunTrust Banks, Inc. Rev: