Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. Jill Gosse, Senior Account Executive TRENDS IN EDUCATION FINANCE SPRING 2014

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 2 This presentation is an overview of trends in the industry and how families are paying for college ► Total Cost of Education ► Is it Worth It? ► How America Pays for College ► Best Practices for Counseling Families Agenda

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 3 Total Cost of Education

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 4 College Costs Continue to Increase SOURCE: College Board Trends in College Pricing Average Published Charges for Undergraduates, AY

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 5 ► Rising cost of attendance ► Decline in availability of non-federal sources of funding –Decline in family contribution –Decline in state and institutional funding due to budget constraints ► Increase in enrollment ► Changes to PLUS loan eligibility ► Limited number of providers Trends Likely to Shape Student Aid

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 6 ► Higher Education Act (HEA) up for reauthorization –No official action expected –Extended on year-by-year basis –2013 hearings and proposals ► Sequestration –Increase in fees on Stafford Loans to 1.072% and PLUS Loans to 4.288% –Reduced funding for other higher education programs funded from non-exempt accounts, including federal work-study, SEOG, TRIO, GEAR UP, and other smaller programs. ► Federal loan interest rates –Rates reduced July 1, 2013, looks like over 1% increase in ‘14 ► Pell Grant shortfall –FY 2014 appropriations must find $6B to $9B to fund –Pell Grants at current levels for AY –10-year shortfall is nearly $80B Legislative / Regulatory Issues

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 7 Total Education Spend *Sources: Department of Education, College Board, McKinsey & Company team analysis, MeasureOne, National Student Clearinghouse 1) Total education spend includes “all-in” cost of attendance (e.g., in AY09-10, total spend of $387B was comprised of $203B in tuition and fees, $122B in room and board, $17B in books and supplies, and $45B in transportation/other costs). 2) Grants include federal, state, institutional, and private/employer. 3) Includes private loans based on MeasureOne data. 4) Fall enrollment – degree granting - AY1213 estimated.

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 8 Proportion using Federal and Private Student Loans Source: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 9 Average Individual Indebtedness Source: Federal Reserve Bank of New York Average outstanding student loan balance per borrower = $23,300. Median balance = $12,800 10% owe more than $ 54,000 3% owe more than $100,000

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 10 The Pell Grant Shortfall

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 11 Is it Worth It?

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 12 Education Pays Source: Bureau of Labor Statistics, Current Population Survey 2012 Data is for age 25 and over, earnings are for full-time wage and salary workers  31% of the total population ages 25 and older held a Bachelor’s degree or higher, 43% had a high school degree or less  The unemployment rate for individuals 25 and older with at least a bachelor’s degree averaged 4.0%, compared with an average unemployment rate of 6.8% for all individuals 25 and older.

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 13 Recent Research Reinforces Value of College Degree: College Degree Recipients Weather Recession Better Than Less Educated Source: Georgetown Public Policy Institute, Center on Education and the Workforce, “The College Advantage: Weathering the Economic Storm,”

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 14 Willing to Stretch Financially Rather Borrow Than Not Go An Investment in The Future Degree More Important Now Strongly Agree Somewhat Agree *Not asked in 2008 or 2009 Agreement with Value of College, Year-Over-Year Source: “How America Pays for College,” August 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 15 Recent Graduates & The Great Recession Sources: The John J. Heldrich Center for Workforce Development Chasing the American Dream: Recent College Graduates and the Great Recession, May 2012 Progress Students Have Made Paying Off Debt Confidence in the Next 10 Years That… Of those who graduated between

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 16 How Well Do Students Correlate Amount Borrowed and Repayment? The Future? Student Estimates of Monthly Loan Repayment Actual Monthly Cost

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 17 How America Pays for College

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 18 College Savings College savings reach new high in 2012 Total Assets in State-Sponsored Section 529 Savings Plans ($ Billions) Note: Values for 1999 through 2011 are as of December 31. Value for 2012 is as of June 30. SOURCE: College Board Trends in Student Aid Data provided by College Savings Plans Network (

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 19 ► 17% of families used parent savings from dedicated college savings plans/529s ► 5% used retirement savings ► 11% used parent savings from other types of investments ► 27% of families used student savings Role of Savings Source: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 20 Differences in Affordable Actions Taken by School Type SOURCE: Sallie Mae (with Ipsos Public Affairs): How America Pays for College, 2013.

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 21 Affordable Actions **Among students not living at home *Among non-freshmen Source: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 22 Cumulative Elimination of Colleges Based on Cost, Year-Over-Year Source: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 23 Completion of FAFSA by grade level, year-over year Source: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 24 ► FAFSA completion is growing ► Freshman rates continue to increase ► Reasons for not completing the FAFSA: –Didn’t need aid –Didn’t believe their family would qualify –Weren’t aware of FAFSA FAFSA Trends SOURCE: Sallie Mae (with Ipsos Public Affairs): How America Pays for College,

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 25 How the Typical Family Pays for College, Funding Source Share Source: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 26 Use of Grants and Scholarships, by School Type Source: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2013

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 27 Best Practices for Counseling Families

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 28 ► Families should look for resources that offer: –FREE, easy-to-use database –Calendar listing scholarships by deadline –Filtering capabilities By name By deadline By award amount –Rating of scholarships –Adjustable settings Scholarship Search – Best Practices

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 29 ► Sallie Mae’s free scholarship search provides access to more than 3 million scholarships –SallieMae.com/ScholarshipSearch ► Fastweb.com features over 1.5 million scholarships –Fastweb.com/College-Scholarships ► Private Scholarship Resources –KFC Scholarship –Coca-Cola Scholarship –Ronald McDonald Scholarship –Scholarships for Women –Wal-Mart Scholarship Scholarship Tools –African American Scholarships –Target Scholarship Application –Scholarship America –ScholarshipAmerica.org

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 30 ► Parents are key contributors to college education, paying 36% of the overall cost: –73% of parents believe paying for college should be a shared responsibility –13% say parents should be entirely responsible for costs –42% of parents do not want the loan in their name ► The College Savings Foundation’s 2011 Survey of Parents found that: –94% of parents intend to pay some of the costs of college for their child –72% are planning to pay half or more of the cost ► Parents use various sources to fund the gap: –Parent’s current income –529 plans –401(k) loans and withdrawals –Other savings & investments Parents Want Shared Responsibility SOURCES: Sallie Mae (with Ipsos Public Affairs); How America Pays for College, 2012; College Savings Foundation 2012 Survey of Parents; Rockbridge –PLUS Loans –Private Loans –Home Equity Loans –Credit Cards

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 31 ► Families should understand the total cost of funding and should consider a package of gap financing options and not limit themselves to just one –Cash, Tuition Payment Plans, PLUS Loans and Private Loans ► Families should only borrow what they need ► Responsible borrowing: A creditworthy borrower has good or excellent credit, an ability to repay the loan and the capacity to take on the debt –The Ability to Pay: A comparison of the applicant’s total debt to their total income and a review of their outstanding student loan indebtedness –Stability: How long they have been at their current address, job stability, and established credit history –Willingness to Pay: Credit score and payment history on other types of credit Gap Financing Tips

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 32 ► Most colleges and universities offer tuition payment plans ► 52% of families report using parents’ current income to pay for college – many of them are using a tuition payment plan ► Allows parents and students to pay their tuition in manageable monthly payments using their income ► Tuition payment plans help attract and retain students by giving them an additional funding solution ► Provides an interest free funding option Tuition Payment Plans

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 33 ► Some lenders are offering fixed rates as good or better than PLUS loans to highly qualified graduate students ► Schools are becoming concerned about debt in the student’s name ► Death and disability discharge ► Families are becoming concerned about using 401K to pay for their child’s education ► Some lenders have programs available for cohorts of students not eligible for federal programs –LTHT students –Prior balances Private Loan Trends

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 34 Questions

Confidential and proprietary information © 2013 Sallie Mae, Inc. All rights reserved. 35 The information contained in this presentation is not comprehensive, is subject to constant change, and therefore should serve only as general, background information for further investigation and study related to the subject matter and the specific factual circumstances being considered or evaluated. Nothing in this presentation constitutes or is designed to constitute legal advice. For school use only. Not to be distributed to students. MKT8043