This document discusses strategies for mortgage lenders to target and better serve first-time home buyers (FTHBs). It notes that FTHBs currently make up around 30% of the housing market and that targeting this segment can provide lenders with loyal, long-term clients. The document recommends focusing marketing and outreach efforts on younger generations using tools like social media, blogging, and videos. It also suggests tailoring the lending process to address common FTHB concerns about jobs, down payments, and credit. Finally, the summary emphasizes embracing FHA loans, which are well-suited for many FTHBs.

1. Scoring with First Time Home Buyers Unlocking Hidden Value Shashank Shekhar Arcus Lending

3. Agenda

4. %age of FTHBs Source - NAR

5. Home Affordability Peaks! Source – www.car.org

6. Age of First Time Home Buyers Source - NAR

7. Status of FTHBs Source - NAR

8. Primary reason for buying the first home Source - NAR

14. They will reverse the decline in 25-44 age group.

15. The number of echo boomers 25-44 will eclipse the numbers of baby boomers when they were of the same age by 5.9 million

18. Use of internet to search for homes Source - NAR

19. First step taken during the Home Buying process Source - NAR

23. Deadlines

24. The Paradox of NOW! Highest prices BUT LOWEST payment Lowest prices BUT HIGHEST payment Sales Price $425,000 $403,750 $382,500 Loan Amount $410,125 $389,618 $369,112 Interest Rate 5.00% 5.50% 6.00% P&I Payment $2,240 $2251 $2,252

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