2. Discovering the Finance Difference Pat Zaby, CCIM, CRS, RFC © 2011 Pat Zaby, Inc.

3. Discovering the Finance Difference Pat Zaby, CCIM, CRS, RFC © 2011 Pat Zaby, Inc.

4. Page NIB

5. What Buyers Want Most from Agents NAR Profile of Home Buyers and Sellers 2010 Help find the right home to purchase – 51% Help buyer negotiate the terms of sale-14% Help w/Price negotiations- 12% Help w/paperwork-10% Comps-6% Qualify buyer-3% Financing-2% other - 2% Page 7

6. What Buyers Want Most from Agents Help find the right home to purchase – 51% Financial Advice & Negotiations 47% other - 2% Page 7

7. Building a Lifetime Brand

8. Point of Difference I help people understand the tax advantages, financing alternatives, and investment aspects of homeownership and what makes now an incredible time to buy. 8 Page 1

9. Principal Residence Place you live Principal Residence Place you live Income Property Sec 1231 Income Property Sec 1231 Investment Property Sec 1221 Investment Property Sec 1221 Dealer Property Inventory Dealer Property Inventory Types of Property Page 8

10. Graduated Federal Income Tax $0 > 10% $17,000 > 15% $69,000 > 25% $139,350 > 28% $212,300 > 33% $379,150 > 35% Thresholds Marginal Tax Brackets 2010 Married Filing Jointly Table Page 9 When taxable income exceeds…you pay or save at your marginal rate

11. Original Mortgage Acquisition Debt Original Mortgage Acquisition Debt Refinancing Unpaid Balance Acquisition Debt Refinance Unpaid Balance Substantially Improve Home Equity $100,000 max Personal Debt Original Mortgage Refinanced Mortgage Acquisition Debt Page NIB

12. Pre-approval Gives You Confidence Amount you can borrow Bargaining power Close quicker Discover issues early Establish best loan “Right” Look at the “Right” homes Page 19 “Right” The “Right” home without financing will never have the Buyer’s address!

13. FICO Score 300 850 740 “A” Payment History Amounts Owed Length of Credit New Credit Types of Credit Page 23

14. Average Fixed Rates VA - 3/1/88 FHA – 12/14/89 Qualifying Required

15. Page 37 BUYERSELLER BUYER & SELLER Rent vs. Own RFC Financial Apps

16. Page 37

17. Page 43

18. Type of Mortgage Page NIB

19. Page 48 BUYERSELLER BUYER & SELLER ARM Comparison RFC Financial Apps

20. Adjustable Rate Mortgage Components Page 50

21. Page 48

22. Page 51 BUYERSELLER BUYER & SELLER Interest Affects Price RFC Financial Apps

23. Page 51

24. 100%95%90%85% ½% increase in rates equals 5% decrease in price The Buyer can afford less home for the same payment Current Rate+.5%+1%+1.5%   Marketing Pages

25. ½% increase in rates equals 5% decrease in price The pool of qualified buyers shrink       Marketing Pages

26. Page 91 Member.patzaby.com/app/DFD/test

27. It Really Will Make a Difference! www.ResidentialFinanceConsultant.com www.PatZaby.com 972-407-1337