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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549
 FORM 10-Q (Mark one) þ
    
    QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
 For the quarterly period ended March 31, 2005 OR o
    
    TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
 Commission file number: 000-31376 ZIPREALTY, INC. (Exact name of registrant as specified in its charter)
 DELAWARE
    
    94-3319956(State of incorporation)
    
    (IRS employer identification number)2000 POWELL STEET, SUITE 1555EMERYVILLE, CA
    
    94608(Address of principal executive offices)
    
    (Zip Code)
 (510) 735-2600
(Registrants telephone number) Indicate by check mark whether the registrant: (1) has filed all reports required to be
filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months
(or for such shorter period that the registrant was required to file such reports), and (2) has
been subject to such filing requirements for the past 90 days. Yes þ No o Indicate by check mark whether the registrant is an accelerated filer (as defined in Rule
12b-2 of the Exchange Act). Yes o No þ We
had 19,911,765 shares of common stock outstanding at May 1, 2005.




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TABLE OF CONTENTS PagePART I  FINANCIAL INFORMATION
    
    
    4Item 1. Unaudited Condensed Financial Statements
    
    
    4Unaudited Condensed Balance Sheets as of March 31, 2005 and December 31, 2004
    
    
    4Unaudited Condensed Statements of Operations for the Three Months Ended March 31, 2005 and March 31, 2004
    
    
    5Unaudited Condensed Statements of Cash Flows for the Three Months Ended March 31, 2005 and March 31, 2004
    
    
    6Notes to Unaudited Condensed Financial Statements
    
    
    7Item 2. Managements Discussion and Analysis of Financial Condition and Results of Operations
    
    
    12Item 3. Quantitative and Qualitative Disclosures About Market Risk
    
    
    31Item 4. Controls and Procedures
    
    
    32PART II  OTHER INFORMATION
    
    
    33Item 1. Legal Proceedings
    
    
    33Item 2. Unregistered Sales of Equity Securities and Use of Proceeds
    
    
    33Item 6. Exhibits
    
    
    33SIGNATURES
    
    
    34EXHIBITS INDEX
    
    
    35EXHIBIT 10.11EXHIBIT 31.1EXHIBIT 31.2EXHIBIT 32.1EXHIBIT 32.2
  2




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Statement regarding forward-looking statements This report includes forward-looking statements. All statements other than statements of
historical facts contained in this report, including statements regarding our future financial
position, business strategy and plans and objectives of management for future operations, are
forward-looking statements. The words believe, may, will, should, could, estimate,
continue, anticipate, intend, expect, plan, potential, predict and similar
expressions, as they relate to us, are intended to identify forward-looking statements.
Forward-looking statements contained in this report include, but are not limited to, statements
relating to:  Ø
    our future financial results;  Ø
    our future growth and expansion into new markets;  Ø
    our future advertising and marketing activities; and  Ø
    our future investment in technology. We have based these forward-looking statements largely on our current expectations and projections
about future events and financial trends that we believe may affect our financial condition,
results of operations, business strategy and financial needs. These forward-looking statements are
subject to a number of risks, uncertainties and assumptions, including those described in Risk
Factors in Item 2 of Part I. No forward-looking statement is a guarantee of future performance and
you should not place undue reliance on any forward-looking statement. In light of these risks, uncertainties and assumptions, the forward-looking events and
circumstances discussed in this report may not occur and actual results could differ materially
from those anticipated or implied in the forward-looking statements. Except as otherwise required
by law, we undertake no obligation to update or revise any forward-looking statement contained in
this report. Trademarks ZipRealty,  ZipAgent and ZipNotify are our registered trademarks in the United States.
Our pending trademarks appearing in this report include Your home is where our heart is and
ZipAgent Platform. REALTOR and REALTORS are registered trademarks of the National Association
of REALTORS®. All other trademarks, trade names and service marks appearing in this report are the
property of their respective owners. Internet Site Our Internet address is www.ziprealty.com. We make publicly available free of charge
on our Internet website our annual report on Form 10-K, quarterly reports on Form 10-Q, current
reports on Form 8-K, and amendments to those reports filed or furnished pursuant to Section 13(a)
or 15(d) of the Securities Exchange Act of 1934 as soon as reasonably practicable after we
electronically file such material with, or furnish it to, the Securities and Exchange Commission.
Information contained on our website is not a part of this report. 3




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PART I  FINANCIAL INFORMATION 
 Item 1. Unaudited Condensed Financial Statements: 
 UNAUDITED CONDENSED BALANCE SHEETS (In thousands) March 31,
    
    
    December 31,2005
    
    
    2004AssetsCurrent assetsCash and cash equivalents
    
    $
    7,142
    
    
    $
    11,525Short-term investments
    
    
    75,757
    
    
    
    71,972Accounts receivable, net of allowance of $39
and $29 at March 31, 2005 and December 31,
2004, respectively
    
    
    1,579
    
    
    
    1,089Prepaid expenses and other current assets
    
    
    2,161
    
    
    
    2,102Total current assets
    
    
    86,639
    
    
    
    86,688Restricted cash
    
    
    190
    
    
    
    190Property and equipment, net
    
    
    1,468
    
    
    
    1,236Other assets
    
    
    12
    
    
    
    12Total assets
    
    $
    88,309
    
    
    $
    88,126Liabilities and Stockholders EquityCurrent liabilitiesAccounts payable
    
    $
    817
    
    
    $
    1,478Accrued expenses
    
    
    4,766
    
    
    
    4,287Total current liabilities
    
    
    5,583
    
    
    
    5,765Other long-term liabilities
    
    
    74
    
    
    
    90Total liabilities
    
    
    5,657
    
    
    
    5,855Commitments and contingencies (Note 7)Stockholders equityCommon stock: $0.001 par value; 100,000 shares
authorized; 19,895 and 19,880 shares issued
and outstanding at March 31, 2005 and December
31, 2004, respectively
    
    
    20
    
    
    
    20Additional paid-in capital
    
    
    128,588
    
    
    
    128,555Common stock warrants
    
    
    6,369
    
    
    
    6,369Deferred stock-based compensation
    
    
    (390
    )
    
    
    (438
    )Accumulated other comprehensive income (loss)
    
    
    (467
    )
    
    
    (105
    )Accumulated deficit
    
    
    (51,468
    )
    
    
    (52,130
    )Total stockholders equity
    
    
    82,652
    
    
    
    82,271Total liabilities and stockholders equity
    
    $
    88,309
    
    
    $
    88,126
 The accompanying notes are an integral part of these unaudited condensed financial statements. 4




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UNAUDITED CONDENSED STATEMENTS OF OPERATIONS (In thousands, except per share data) Three months ended March 31,2005
    
    
    2004Net transaction revenues
    
    $
    17,318
    
    
    $
    10,660Referral and other revenues
    
    
    500
    
    
    
    239Net revenues
    
    
    17,818
    
    
    
    10,899Operating expensesCost of revenues
    
    
    10,063
    
    
    
    6,093Product development
    
    
    593
    
    
    
    447Marketing and business development
    
    
    2,806
    
    
    
    1,660General and administrative
    
    
    4,239
    
    
    
    2,788Stock-based compensation
    
    
    35
    
    
    
    38Total operating expenses
    
    
    17,736
    
    
    
    11,026Income (loss) from operations
    
    
    82
    
    
    
    (127
    )Other income (expense), netInterest income
    
    
    600
    
    
    
    17Other income (expense), net
    
    
    (1
    )
    
    
    (5
    )Total other income (expense), net
    
    
    599
    
    
    
    12Income (loss) before income taxes
    
    
    681
    
    
    
    (115
    )Provision for income taxes
    
    
    19
    
    
    
    Net income (loss)
    
    $
    662
    
    
    $
    (115
    )Cumulative preferred stock dividends
    
    $
    
    
    
    $
    157Amount allocated to participating preferred
stockholders
    
    
    
    
    
    
    Net income (loss) available to common stockholders
    
    $
    662
    
    
    $
    (272
    )Net income (loss) per share:Basic
    
    $
    0.03
    
    
    $
    (0.19
    )Diluted
    
    $
    0.03
    
    
    $
    (0.19
    )Weighted average common shares outstanding:Basic
    
    
    19,885
    
    
    
    1,469Diluted
    
    
    25,711
    
    
    
    1,469Stock-based compensation can be allocated to the
following:Cost of revenues
    
    $
    10
    
    
    $
    13Product development
    
    
    1
    
    
    
    4Marketing and business development
    
    
    1
    
    
    
    3General and administrative
    
    
    23
    
    
    
    18Total stock-based compensation
    
    $
    35
    
    
    $
    38
 The accompanying notes are an integral part of these unaudited condensed financial statements. 5




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UNAUDITED CONDENSED STATEMENTS OF CASH FLOWS (In thousands) Three months ended March 31,2005
    
    
    2004Cash flows from operating activitiesNet income (loss)
    
    $
    662
    
    
    $
    (115
    )Adjustments to reconcile net income (loss) to net
cash provided by operating activitiesDepreciation and amortization
    
    
    286
    
    
    
    170Amortization of deferred stock-based compensation
    
    
    35
    
    
    
    38Amortization of short-term investment premium
    
    
    190
    
    
    
    Changes in operating assets and liabilitiesAccounts receivable, net
    
    
    (490
    )
    
    
    (551
    )Prepaid expenses and other current assets
    
    
    (59
    )
    
    
    (112
    )Other assets
    
    
    
    
    
    
    Accounts payable
    
    
    (661
    )
    
    
    2Accrued expenses
    
    
    480
    
    
    
    964Other long-term liabilities
    
    
    (16
    )
    
    
    (10
    )Net cash provided by operating activities
    
    
    427
    
    
    
    386Cash flows from investing activitiesPurchases of short-term investments
    
    
    (5,052
    )
    
    
    Purchases of property and equipment
    
    
    (518
    )
    
    
    (456
    )Proceeds from sale of short-term investments
    
    
    715
    
    
    
    Net cash used in investing activities
    
    
    (4,855
    )
    
    
    (456
    )Cash flows from financing activitiesProceeds from stock option exercises
    
    
    39
    
    
    
    2Proceeds from common stock warrant exercises
    
    
    6
    
    
    
    Net cash provided by financing activities
    
    
    45
    
    
    
    2Net decrease in cash and cash equivalents
    
    
    (4,383
    )
    
    
    (68
    )Cash and cash equivalents at beginning of period
    
    
    11,525
    
    
    
    10,357Cash and cash equivalents at end of period
    
    $
    7,142
    
    
    $
    10,289Supplemental cash flow informationNon-cash investing and financing activitiesDeferred stock-based compensation
    
    $
    
    
    
    $
    363Recapture of deferred stock-based compensation
upon employee terminations
    
    $
    12
    
    
    $
    37Unrealized loss on available-for-sale securities
    
    $
    (362
    )
    
    $
    
 The accompanying notes are an integral part of these unaudited condensed financial statements. 6




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NOTES TO UNAUDITED CONDENSED FINANCIAL STATEMENTS 1.
BACKGROUND AND BASIS OF PRESENTATION The accompanying unaudited interim balance sheet as of March 31, 2005, the statements of operations
and cash flows for the three months ended March 31, 2005 and 2004, together with the related notes,
have been prepared in accordance with accounting principles generally accepted in the United States
of America for interim financial information and the rules and regulations of the U. S. Securities
and Exchange Commission. Accordingly, the interim financial statements do not include all of the
information and footnotes required by generally accepted accounting principles for annual financial
statements. In the opinion of the Companys management, the unaudited interim financial statements
have been prepared on the same basis as the audited financial statements and include all
adjustments, consisting only of normal recurring adjustments, necessary for the fair presentation
of the Companys financial position for the periods presented. The results for the three months
ended March 31, 2005 are not necessarily indicative of the results to be expected for the year
ending December 31, 2005, or any other period. The balance sheet at December 31, 2004 has been
derived from the audited balance sheet at that date but does not include all of the information and
footnotes required by accounting principles generally accepted in the United States of America for
complete financial statements. These financial statements and notes should be read in conjunction
with the audited financial statements and notes thereto included in the Companys annual report on
Form 10-K for the year ended December 31, 2004. Stock split In August 2004, the Companys stockholders approved a reverse stock split of the Companys common
and redeemable convertible preferred stock in a range of one for two to one for three shares. The
actual split ratio of one for three shares of the Companys common and redeemable convertible
preferred stock was approved by the Board of Directors on October 21, 2004, following stockholder
approval of the range. On November 8, 2004, the reverse stock split became effective. All share,
per share and stock option data information in the financial statements for all periods have been
retroactively restated to reflect the reverse stock split. Initial public offering On November 9, 2004, the Securities and Exchange Commission declared effective the Companys
Registration Statement on Form S-1 (File No. 333-115657) for the initial public offering. The
Company commenced the offering immediately thereafter. The Company completed the sale of 4,550,000
shares of common stock on November 15, 2004 at a price of $13.00 per share, and on November 18,
2004 the Company sold the remainder of the registered shares of common stock (682,500 shares) at
the same price per share pursuant to the underwriters exercise of the over-allotment option. UBS
Securities LLC, Deutsche Bank Securities Inc., Thomas Weisel Partners LLC and Pacific Growth
Equities, LLC acted as the underwriters for the offering. The aggregate purchase price of the offering was $68,022,500. The net offering proceeds received by
the Company after deducting total estimated expenses were
$61,402,757. The Company incurred total estimated expenses
in connection with the offering of $6,619,743, which consisted of $1,795,943 in legal, accounting
and printing fees, $4,761,575 in underwriters discounts, fees and commissions, and $62,225 in
miscellaneous expenses. No payments for such expenses were made directly or indirectly to (i) any
of the Companys directors, officers or their associates, (ii) any person owning 10% or more of any class of
the Companys equity securities or (iii) any of the Companys affiliates. Upon the closing of the Companys initial public offering on November 15, 2004, 13,025,620 shares
of outstanding redeemable convertible preferred stock converted into common stock. Therefore, at
March 31, 2005 and December 31, 2004, there were no shares of outstanding redeemable convertible
preferred stock. All outstanding warrants to acquire preferred stock automatically became exercisable for common
stock upon the first closing of the Companys initial public offering. Seasonality The Companys net transaction revenues and income from operations have historically varied from
quarter to quarter. Such variations are principally attributable to home sales activity and
listings inventories. The Company has historically experienced lower net transaction revenues
during the first quarter because holidays and adverse weather conditions in certain regions reduce
the level of sales activity and listings inventories between the Thanksgiving and Presidents Day
holidays. Net transaction revenues during the three months ended March 31, 2004 and 2003 accounted
for approximately 17.5% and 16.3% of annual net transaction revenues in 2004 and 2003,
respectively. 7




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2. RECENT ACCOUNTING PRONOUNCEMENTS In December 2004, the FASB issued SFAS No. 123 (Revised 2004), Share-Based Payment(SFAS No. 123
(R)). The new pronouncement replaces the existing requirements under SFAS No.123 and APB 25.
According to SFAS No. 123 (R), all forms of share-based payments to employees, including employee
stock options and employee stock purchase plans, would be treated the same as any other form of
compensation by recognizing the related cost in the statement of operations. This pronouncement
eliminates the ability to account for stock-based compensation transactions using APB No. 25 and
generally would require instead that such transactions be accounted for using a fair-value based
method, with a binomial or lattice model preferred to the Black-Scholes valuation model. The
lattice model can explicitly capture expected changes in dividends and stock volatility over the
expected life of the options, in contrast to the Black-Scholes option-pricing model, which uses
weighted average assumptions about option pricing. SFAS No. 123 (R) is effective for awards and stock options granted, modified or settled in cash for
annual periods beginning after June 15, 2005. SFAS No. 123 (R) provides transition alternatives for
public companies to restate prior interim periods or prior years. The proforma disclosures
previously permitted under SFAS 123 no longer will be an alternative to financial statement
recognition. The Company is in the process of evaluating the requirements under SFAS No. 123 (R)
including which fair value model and transition method to select and expects the adoption could
potentially have a significant adverse impact on the statement of operations and net income per
share. In December 2004, the FASB issued FASB Staff Position No. FAS 109-1 (FAS 109-1), Application of
FASB Statement No. 109, Accounting for Income Taxes, to the Tax Deduction on Qualified Production
Activities Provided by the American Jobs Creation Act of 2004. The AJCA introduces a special 9%
tax deduction on qualified production activities. FAS 109-1 clarifies that this tax deduction
should be accounted for as a special tax deduction in accordance with Statement 109. Pursuant to
the AJCA, the Company will not be able to claim this tax benefit until the first quarter of fiscal
2006. The Company does not expect the adoption of these new tax provisions to have a material
impact on its financial position, results of operations or cash flows. In March 2004, the FASB issued EITF Issue No. 03-01 (EITF 03-01), The Meaning of
Other-Than-Temporary Impairment and Its Application to Certain Investments, which provides new
guidance for assessing impairment losses on investments. Additionally, EITF 03-01 includes new
disclosure requirements for investments that are deemed to be temporarily impaired. In September
2004, the FASB delayed the accounting provisions of EITF 03-01; however, the disclosure
requirements remain effective for annual periods ending after June 15, 2004. The Company will
evaluate the impact of EITF 03-01 once the final guidance is issued. 3. NET INCOME (LOSS) PER SHARE In April 2004, the EITF issued EITF No. 03-6, Participating Securities and the Two-Class Method
under FASB Statement No. 128, which provides for a two-class method of calculating earnings per
share computations that relate to certain securities that would be considered to be participating
in conjunction with certain common stock rights. This guidance became applicable to the Company
starting with the second quarter beginning April 1, 2004. The Company has adopted the provisions of
this pronouncement as of April 1, 2004. Prior period earnings per share amounts presented have been
restated to conform with EITF No. 03-6. The following table sets forth the computation of basic and dilutive net income (loss) per share
for the period indicated: 8




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Three Months ended March 31,2005
    
    
    2004(in thousands, except per share data)Numerator:Net income (loss)
    
    $
    662
    
    
    $
    (115
    )Cumulative preferred stock dividends
    
    
    
    
    
    
    157Amount allocated to participating preferred stockholders
    
    
    
    
    
    
    Net income (loss) available to common stockholders (for
basic and dilutive EPS computations)
    
    $
    662
    
    
    $
    (272
    )Denominator:Weighted average common shares outstanding used to
compute EPS:Basic
    
    
    19,885
    
    
    
    1,469Diluted
    
    
    25,711
    
    
    
    1,469Net income (loss) per share:Basic
    
    $
    0.03
    
    
    $
    (0.19
    )Diluted
    
    $
    0.03
    
    
    $
    (0.19
    )
 The following table sets forth potential common shares that are not included in the diluted net
income (loss) per share calculation because to do so would be antidilutive for the periods
presented: Three Months Ended March 31,2005
    
    
    2004(in thousands)Stock options to purchase common stock
    
    
    551
    
    
    
    2,667Participating convertible preferred stock
    
    
    
    
    
    
    10,805Warrants to purchase preferred and common stock
    
    
    3
    
    
    
    7,058
 4. STOCK BASED COMPENSATION The Company accounts for employee stock-based compensation arrangements in accordance with
provisions of Accounting Principles Board Opinion No. 25, Accounting for Stock Issued to Employees
(APB 25) and Financial Accounting Standards Board Interpretation No. 44, Accounting for Certain
Transactions Involving Stock Compensationan Interpretation of APB No. 25(FIN 44) and complies
with the disclosure provisions of Statement of Financial Accounting Standard No. 123, Accounting
for Stock-Based Compensation(SFAS No. 123) as amended by Statement of Financial Accounting
Standard No. 148, Accounting for Stock-Based CompensationTransaction and Disclosure(SFAS No.
148).Under APB 25, compensation expense is based on the difference, if any, on the date of the
grant, between the fair value of the Companys stock and the exercise price of the option. The
Company amortizes deferred stock-based compensation using the straight-line method. Deferred
stock-based compensation is recorded to stock-based compensation. The Company accounts for equity instruments issued to non-employees in accordance with the
provisions of SFAS No. 123 and Emerging Task Force Issue No. 96-18, Accounting for Equity
Instruments That Are Issued to Other Than Employees for Acquiring, or in Conjunction with Selling,
Goods or Services(EITF 96-18). The following table illustrates the effect on net income (loss) if the Company had applied the
fair-value recognition provisions of SFAS No. 123, as amended by SFAS 148, to stock-based employee
compensation. Three Months Ended March 31,2005
    
    
    2004(in thousands, except per share data)Net income (loss) as reported
    
    $
    662
    
    
    $
    (272
    )Add: Stock-based compensation expense
included in reported net income (loss)
    
    
    35
    
    
    
    38Deduct: Total stock-based employee
compensation expense determined under the
fair value based method for all awards
    
    
    (285
    )
    
    
    (63
    )Pro forma net income (loss)
    
    $
    412
    
    
    $
    (297
    )Net income (loss) per share, as reported:Basic
    
    $
    0.03
    
    
    $
    (0.19
    )Diluted
    
    $
    0.03
    
    
    $
    (0.19
    )Proforma
income (loss) per share:Basic
    
    $
    0.02
    
    
    $
    (0.20
    )Diluted
    
    $
    0.02
    
    
    $
    (0.20
    )
 9




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The fair value of each option grant is estimated on the date of grant using the following weighted
average assumptions: Three Months Ended March 31,2005
    
    
    2004Expected volatility
    
    
    33.03
    %
    
    
    0
    %(1)Risk-free interest rate.
    
    
    4.14
    %
    
    
    2.51-2.67
    %Expected life
    
    
    4 years
    
    
    
    4 yearsExpected dividend yield.
    
    
    0
    %
    
    
    0
    %
   (1)
    
    The Company was a private company and, therefore, used the minimum value method, under which volatility is not considered, until the
initial Form S-1 was filed on May 20, 2004. The per share weighted average fair value of options granted during the three months ended March
31, 2005 and 2004 was $4.74 and $1.40, respectively. Because options vest over several years and additional option grants are expected to be made in
future years, the above pro forma results are not necessarily representative of the pro forma
results for future years. The accounting for and disclosure of employee and non-employee equity instruments, primarily stock
options, requires judgment by management on a number of assumptions, including the fair value of
the underlying instrument prior to the filing of the registration statement for an initial public
offering, estimated lives of the outstanding instruments, and the instruments volatility prior to
the filing of the registration statement for an initial public offering. Changes in key assumptions
will impact the valuation of such instruments. 5. SHORT-TERM INVESTMENTS At March 31, 2005 short-term investments were classified as available-for-sale securities, except
for restricted cash, and are reported at fair value as follows: Gross
    
    
    GrossGross Amortized
    
    
    Unrealized
    
    
    Unrealized
    
    
    EstimatedCost
    
    
    Gains
    
    
    Losses
    
    
    Fair Value(in thousands)Money market securities
    
    $
    2,396
    
    
    $
    
    
    
    $
    
    
    
    $
    2,396Repurchase agreements
    
    
    6,293
    
    
    
    
    
    
    
    (11
    )
    
    
    6,282Asset backed
    
    
    10,120
    
    
    
    
    
    
    
    (31
    )
    
    
    10,089Corporate obligations
    
    
    31,126
    
    
    
    
    
    
    
    (224
    )
    
    
    30,902US Government and agency obligations
    
    
    33,431
    
    
    
    3
    
    
    
    (204
    )
    
    
    33,230Total short-term investments
    
    $
    83,366
    
    
    $
    3
    
    
    $
    (470
    )
    
    $
    82,899
 March 31,2005(in thousands)Recorded as:Cash equivalents
    
    $
    7,142Short-term investments
    
    
    75,757$
    82,899
 At March 31, 2005, the Companys unrealized losses on investments were all in loss positions for
less than 12 months. The estimated fair value of short-term investments classified by date of contractual maturity at
March 31, 2005 are as follows: March 31,2005(in thousands)Due within one year or less
    
    $
    43,561Due after one year through two years
    
    
    34,347Due after two years through three years
    
    
    4,991$
    82,899
 6. COMPREHENSIVE INCOME (LOSS) Comprehensive income (loss) includes net income (loss) and unrealized gains (losses) on
investments. Comprehensive income (loss) is comprised of the following (in thousands): 10




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Three Months Ended March 31,2005
    
    
    2004Net income (loss)
    
    $
    662
    
    
    $
    (115
    )Other comprehensive income (loss):Change in accumulated unrealized
loss on available-for-sale
securities, net
    
    
    (362
    )
    
    
    Comprehensive incomes (loss)
    
    $
    300
    
    
    $
    (115
    )
 7. COMMITMENTS AND CONTIGENCIES The
Company leases office space under noncancelable operating leases with
various expiration dates through March 2008. Future
minimum lease payments under noncancelable operating leases at
March 31, 2005 are as follows, in thousands: OperatingleasesYear ending
December 31,2005
    
    
    5302006
    
    
    7232007
    
    
    1432008
    
    
    20Total minimum lease payments
    
    $
    1,416 Legal Proceedings The Company is not currently subject to any material legal proceedings. From time to time the
Company has been, and it currently is, a party to litigation and subject to claims incident to the
ordinary course of the business. The amounts in dispute in these matters are not material to the
Company, and management believes that the resolution of these proceedings will not have a material
adverse effect on the business or financial results. Indemnifications The Company has entered into various indemnification agreements in the ordinary course of our business.
Pursuant to these agreements, the Company has agreed to indemnify, hold harmless and reimburse the
indemnified parties, which include certain of the Companys service providers as well as others, in
connection with certain occurrences. In addition, the Companys charter documents require the Company to provide
indemnification rights to the Companys directors and officers to the fullest extent permitted by the
Delaware General Corporation Law, and permit the Company to provide indemnification rights to Companys other
employees and agents, for certain events that occur while these persons are serving in these
capacities. The Company has also entered into indemnification agreements with each of the Companys directors and
officers. Further, the underwriting agreement for the Companys initial public offering requires the Company to
indemnify the Companys underwriters and certain of their affiliates and agents for certain liabilities
arising from the Companys offering and the related registration statement. The maximum potential amount of future payments the Company could be required to make under these
indemnification agreements is unspecified. The Company is not aware of any material indemnification
liabilities for actions, events or occurrences that have occurred to date. The Company maintains insurance on
some of the liabilities the Company has agreed to indemnify, including liabilities incurred by the Companys
directors and officers while acting in these capacities, subject to certain exclusions and
limitations of coverage. 11




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##### Table of Contents



Item 2.Managements Discussion and Analysis of Financial Condition and Results of Operations: The following discussion should be read together with our financial statements and related
notes appearing elsewhere in this report. This discussion contains forward-looking statements based
upon current expectations that involve numerous risks and uncertainties. Our actual results could
differ materially from those anticipated in these forward-looking statements for many reasons,
including but not limited to those set forth under Risk factors and elsewhere in this report. We
undertake no obligation to update any information contained in these forward-looking statements. OVERVIEW General We are a full-service residential real estate brokerage firm, using the Internet, proprietary
technology and efficient business processes to provide home buyers and sellers with high-quality
service and value. Our solution includes a client-centric business approach, a sophisticated
website that empowers home buyers and sellers with relevant information, a proprietary business
management technology platform and significant financial savings for consumers. We share a portion
of our commissions with our buyer clients in the form of a cash rebate, and typically represent our
seller clients at fee levels below those offered by most traditional brokerage companies in our
markets. Generally, our seller clients pay a total brokerage fee of 4.5% to 5.0% of the transaction
value, of which 2.5% to 3.0% is paid to agents representing buyers. Our net revenues are comprised primarily of commissions earned as agents for buyers and sellers in
residential real estate transactions. We record revenues net of rebate or commission discount, if
any, paid to our clients. We also receive revenues from certain co-marketing
arrangements, such as our relationship with E-LOAN, Inc., which provides the mortgage center on our
website and pays us a flat monthly fee that is established on a periodic basis. Generally,
non-commission revenues represent less than 5% of our net revenues during any period. Our net
revenues are principally driven by the number of transactions we close and the average net revenue
per transaction. Average net revenue per transaction is a function of the home sales price and
percentage commission we receive on each transaction. We were founded in 1999, currently have operations in 13 major metropolitan areas, and as of March
31, 2005 employed 1,124 people, of whom 983 were ZipAgents. We commenced operations in Las Vegas
in April 2005, have announced plans to open Houston, and plan to open one additional market later
in the year. Trends in our business Our business has experienced rapid growth since our inception in 1999, primarily as a result of
increased transaction volume and increased average net revenue per transaction. In the three months
ended March 31, 2005 we generated $17.8 million in net revenues, compared to $10.9 million in the
three months ended March 31, 2004. The number of our closed transactions increased to approximately
2,343 in the three months ended March 31, 2005 from approximately 1,600 in the three months ended
March 31, 2004, and our average net revenue per transaction increased to approximately $7,391 in
the three months ended March 31, 2005 from $6,662 in the three months ended March 31, 2004. Our
transaction volume is primarily driven by the number of ZipAgents we employ, which increased to 983
at March 31, 2005 from 547 at March 31, 2004. Our average net revenue per transaction increased
over this time primarily as a result of increasing home prices and a reduction in our rebate paid
to buyers. As we add additional ZipAgents, we believe we will continue to increase our transaction
volume and grow our business. Historically, we have maintained our agent productivity in excess of
the industry average as we have added ZipAgents, and we expect to continue to do so in the future.
In order to help agents become productive more quickly, we intend to hire agents who already work for
competing brokerage firms in our existing markets. By hiring those established agents who we
anticipate will be successful within our business model, we believe we can increase our transaction
volume without materially diluting the number of potential transactions per agent allowing us to
further increase our market share. In addition, we believe that customer acquisition is one of our
core competencies, and while we anticipate that the difficulty of acquiring a sufficient number of
leads online may increase over time, we expect that we can mitigate some of that impact with repeat
and referral business, as well as by increasing our visibility and credibility to potential clients
over time. Since our market share has averaged less than 1% over the past twelve months in our
existing markets in aggregate, we believe that there is significant opportunity to increase our
market share and grow our revenues, even if the overall level of sales decline due to changing
consumer sentiment, interest rate increases or other economic or geopolitical factors. However, we
anticipate the pace of our growth in percentage terms to slow as our company increases in size. Over time, we have made significant adjustments to our cost structure and revenue model in order to
improve the financial results of our business. We have modified the compensation structure for
ZipAgents over time and may do so again in the future. Currently, our ZipAgents earn a compensation
package consisting of a percentage of the commissions they generate for us that ranges from 40% to 12




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##### Table of Contents



80% of our net revenues after deducting certain other items, as well as an expense allowance of up
to $1,500 per month. We also provide our ZipAgents with health, retirement and other benefits, and
pay for certain marketing costs. ZipAgents may also be granted equity incentives based on
performance. We have lowered our buyer rebate percentage several times to improve our revenue model. In March
2004, we reduced our buyer rebate to 20% of our commission from 25% of our commission, up to a
maximum of 1% of the home sales price. The effect of the buyer rebate reduction was recognized
over a phase-in period of approximately two to four months as the reduction only affected new
clients immediately while existing clients continued under the prior rebate policy for transactions
already in progress and for transactions opened within a short period after the reduction was
announced. We implemented these buyer rebate percentage reductions for several reasons, including
our determination that our growing reputation for service allowed us not to compete solely on
price, our efforts to improve our revenue model and agent compensation model, and our desire to
offer a simplified rebate structure to our clients. We achieved profitability for the first time in the third quarter of 2003 and maintained
profitability for the fourth quarter as well, primarily as a result of increased transaction
volume, higher average net revenue per transaction and improved management of discretionary
expenses. However, as a result of the seasonality to which our business is subject, we again
experienced a net loss in the first quarter of 2004. We returned to profitability in the second,
third and fourth quarters of 2004, primarily as a result of higher average net transaction revenue
and increased transactional volume due to our increased ZipAgent force and seasonal factors. Over the past several years there has been a slow but steady decline in average commissions charged
in the real estate brokerage industry, in part due to companies such as ours exerting downward
pressure on prices with a lower commission structure, as well as by what, in our view, appears to
be an increase in consumer willingness to negotiate fees with their agents. We believe that many
consumers are focusing on absolute commission dollars paid to sell their home as opposed to
accepting a traditional standard market commission percentage. According to REAL Trends, while the
average commission percentage decreased from 5.44% in 2000 to 5.14% in 2003, total commission
revenues increased from $42.6 billion to $59.6 billion during that same period, influenced by
steadily increasing sales volumes and higher median sales prices. In the event that commissions
continue to decline, we have designed our business model around an attractive cost structure and
operational efficiencies which we believe should allow us to continue to offer our services at
prices less than those charged by the majority of our competitors. While data for 2004 commissions
from REAL Trends was not available as of this writing, based upon data from our markets, we believe
that the average commission percentage in 2004 should approximate those experienced in 2003. Market seasonality, cyclicality and interest rate influences The residential real estate brokerage market is influenced both by annual seasonality factors, as
well as by overall economic cycles. While individual markets vary, transaction volume activity
nationally tends to progressively increase from January through the summer months, then gradually
slows over the last three to four months of the calendar year. Revenues in each quarter are
significantly affected by activity during the prior quarter, given the typical 30- to 45-day time
lag between contract execution and closing. While we believe that seasonality has been somewhat
masked by our overall growth, we have been, and believe we will continue to be, influenced by
overall market activity and seasonal forces. We generally experience the most significant impact in
the first and fourth quarters of each year, when our revenues are typically lower relative to the
second and third quarters as a result of traditionally slower home sales activity and reduced
listings inventory between Thanksgiving and Presidents Day. Net transaction revenues during the
three months ended March 31, 2004 and 2003 accounted for approximately 17.5% and 16.3% of annual
net transaction revenues in 2004 and 2003, respectively. We believe that the overall macroeconomic environment and periodic business cycles can influence
the general health of the residential real estate market at any given point in time. Generally,
when economic times are fair or good, the housing market tends to perform well. If the economy is
weak, interest rates dramatically increase, or there are market shocks such as terrorist attacks or
threats, the outbreak of war or geopolitical uncertainties, the housing market could be negatively
impacted. Over the past several decades, the national residential real estate market has
demonstrated significant growth, with annual existing home sales volume growing from 1.6 million in
1970 to over 6.0 million in 2003 and median existing home sales prices increasing every year during
that period. During that period, the volume of existing home sales has declined for at least two
consecutive years only twice, namely 1979 through 1982 and 1989 through 1990. The declines in sales
volumes in the 1979 through 1982 period occurred while interest rates were at historic highs, with
long-term U.S. Treasury rates exceeding 10%. With rates remaining at similarly high levels, housing
activity expanded during the period from 1983 through 1986. Average interest rates were lower
during the second period of consecutive year declines, 1989 through 1990, than in 1988. Many factors influence an individuals decision to buy or sell a home, and we believe that no one
factor alone determines the health of the residential real estate market. For example, while a rise
in interest rates could lead to lower demand for housing or put downward pressure on prices, it is
our experience that lifestyle influences, such as job relocation, changes in family dynamics or a
desire to change neighborhoods, significantly impact the demand for residential real estate. In
addition, periods of interest rate increases are 13




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##### Table of Contents



often characterized by improving economic
fundamentals, which can create jobs, increase incomes and bolster consumer confidence, all of which
are factors that positively influence housing demand. It is difficult to predict which influences
will be strongest, and ultimately whether the housing market will be affected positively or
negatively when faced with numerous influences. While we do not believe that increasing interest rates will necessarily have a negative impact on
the housing market, increasing interest rates may lead to a lower demand for housing or put
downward pressure on prices. Higher interest rates could increase monthly housing payments or
reduce the amount an individual can pay, which may have an adverse effect on pricing and
affordability. It is also possible that home ownership rates, which reached an all time high in
2004 during the recent period of record low interest rates, could drop as a result of fewer
first-time buyers being able to afford homes. Should overall transaction activity or sales prices
decline, overall commissions generated in the industry could decline as well, potentially causing
the roughly $60 billion in annual commissions generated in 2003 to decline. However, should the
addressable market for our services decline somewhat due to decreasing sales volume or prices, we
believe the overall size of the market on an absolute basis will remain very large, providing ample
addressable opportunity for us to continue to grow our business through increasing our market
share. CRITICAL ACCOUNTING POLICIES AND ESTIMATES Our financial statements are prepared in accordance with accounting principles generally accepted
in the United States. The preparation of these financial statements requires us to make estimates
and assumptions that affect the reported amounts of assets, liabilities, revenues, costs and
expenses and related disclosures. On an ongoing basis, we evaluate our estimates and assumptions.
Accordingly, our actual results may differ from these estimates under different assumptions or
conditions. We believe that the following accounting policies involve the greatest degree of judgment and
complexity. Accordingly, these are the policies we believe are the most critical to understand and
evaluate our financial condition and results of operations. Revenue recognition We derive the substantial majority of our revenues from commissions earned as agents for buyers and
sellers in residential real estate transactions. We recognize commission revenues upon closing of
a sale and purchase transaction, net of any rebate or commission discount, or transaction fee
adjustment, as evidenced by the closure of the escrow or similar account and the transfer of these
funds to all appropriate parties. We recognize non-commission revenues from our other business
relationships, such as our E-LOAN marketing relationship, as the fees are earned from the other
party typically on a monthly fee basis. Revenues are recognized when there is persuasive evidence
of an arrangement, the price is fixed or determinable, collectibility is reasonably assured and the
transaction has been completed. Internal-use software and website development costs We account for internal-use software and website development costs, including the development of
our ZipAgent Platform, in accordance with the guidance set forth in Statement of Position 98-1,
Accounting for the Cost of Computer Software Developed or Obtained for Internal Useand Emerging
Task Force Issue No. 00-02, Accounting for Website Development Costs.We capitalize the payroll and
direct payroll-related costs of employees who devote time to the development of internal-use
software. We amortize these costs over their estimated useful lives, which is generally 15 months.
Our judgment is required in determining the point at which various projects enter the stages at
which costs may be capitalized, in assessing the ongoing value of the capitalized costs, and in
determining the estimated useful lives over which the costs are amortized. The estimated life is
based on managements judgment as to the product life cycle. Deferred stock-based compensation We account for employee stock-based compensation in accordance with provisions of Accounting
Principles Board Opinion No. 25, Accounting for Stock Issued to Employees,or APB 25, and Financial
Accounting Standards Board Interpretation No. 44, Accounting for Certain Transactions Involving
Stock Compensationan Interpretation of APB No. 25, and comply with the disclosure provisions of
Statement of Financial Accounting Standards No. 123, Accounting for Stock-Based Compensation,or
SFAS 123, and related Statement of Financial Accounting Standard No. 148, Accounting for
Stock-Based CompensationTransaction and Disclosure.Under APB 25, compensation expense is based on
the difference, if any, on the date of the grant, between the fair value of our stock and the
exercise price of the option. We amortize deferred stock-based compensation using the straight-line
method over the vesting period. We account for equity instruments issued to non-employees in
accordance with the provisions of SFAS 123 and Emerging Task Force Issue No. 96-18, Accounting for
Equity Instruments That Are Issued to Other Than Employees for Acquiring, or in Conjunction with
Selling, Goods or Services.Effective with annual periods beginning after June 15, 2005, we will
account for employee stock-based compensation in accordance with the provisions of Statement of
Financial Accounting Standard No.123 (Revised 2004), Share-Based Paymentwhich requires companies
to expense the value of employee stock options and similar awards.. 14




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##### Table of Contents



The accounting for and disclosure of employee and non-employee equity instruments, primarily stock
options and preferred and common stock warrants, requires judgment by management on a number of
assumptions, including the fair value of the underlying instrument, estimated lives of the
outstanding instruments, and the instruments volatility. Changes in key assumptions will impact
the valuation of such instruments. Because there was no public market for our stock prior to our
initial public offering in November 2004, our board of directors determined the fair value of our
common and preferred stock based on several factors, including, but not limited to, our operating
and financial performance, recent sales of convertible debt instruments and internal valuation
analyses considering key terms and rights of the related instruments. We have issued warrants
primarily in relation to our convertible debt arrangements, and to a lesser degree, to certain
service providers. Amounts recorded in conjunction with our convertible debt arrangements are
generally amortized to interest expense over the expected life of the debt using the effective
interest method. For options granted after our initial public offering, the fair value of our common stock is the
closing price of our stock on the Nasdaq National Market on the date the option was granted. For
options which were granted prior to our initial public offering, the deemed fair value of our
common stock was determined by our board of directors, with input from management, utilizing the
market approach, considering a number of factors, including, but not limited to:  Ø
    comparable values of similar companies and the pricing of recent rounds of financing;  Ø
    revenue growth and profitability milestones achieved and as measured to budget;  Ø
    continued growth in experience of our management team;  Ø
    marketplace activity and competition;  Ø
    barriers to entry; and  Ø
    status of capital markets. We recorded deferred stock-based compensation of $0 and $363,000 and amortization of such deferred
compensation of approximately $35,000 and $38,000 in the three months ended March 31, 2005 and
2004, respectively. Had different assumptions or criteria been used to determine the deemed fair
value of the stock options, materially different amounts of stock compensation expenses could have
been reported. Income taxes Deferred tax assets and liabilities arise from the differences between the tax basis of an asset or
liability and its reported amount in the financial statements as well as from net operating loss
and tax credit carry forwards. Deferred tax amounts are determined by using the tax rates expected
to be in effect when the taxes will actually be paid or refunds received, as provided under current
tax law. Valuation allowances are established when necessary to reduce deferred tax assets to the
amount expected to be realized. Income tax expense or benefit is the tax payable or refundable,
respectively, for the period plus or minus the change during the period in deferred tax assets and
liabilities. We have recorded a full valuation allowance against our deferred tax assets at March 31, 2005, due
to uncertainties related to our ability to utilize our deferred tax assets, primarily consisting of
net operating loss carryforwards, before they expire. We regularly review deferred tax assets for
recoverability and establish a valuation allowance based on historical taxable income, projected
future taxable income, and the expected timing of the reversals of existing temporary differences.
If we conclude that it is more likely than not that we will realize the benefit of all or some of
our deferred tax assets, we will reduce or eliminate the valuation allowance and will record a
significant benefit to our results of operations. We have incurred annual losses for both financial
and income tax reporting purposes since inception through December 31, 2003. Although we generated
net income for the year ended December 31, 2004, uncertainty still remains as to the realizability
of our net deferred tax assets. In the event we were to determine that we would be able to realize
all of our deferred tax assets in the future, an adjustment to the valuation allowance would
increase net income in the period such determination was made. 15




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##### Table of Contents



RESULTS OF OPERATIONS The following table summarizes certain financial data related to our operations: Three months endedMarch 31,2005
    
    
    2004(in thousands, except perStatements of operations data
    
    share data)Net transaction revenues
    
    $
    17,318
    
    
    $
    10,660Referral and other revenues
    
    
    500
    
    
    
    239Net revenues
    
    
    17,818
    
    
    
    10,899Operating expenses:Cost of revenues
    
    
    10,063
    
    
    
    6,093Product development
    
    
    593
    
    
    
    447Marketing and business development
    
    
    2,806
    
    
    
    1,660General and administrative
    
    
    4,239
    
    
    
    2,788Stock-based compensation
    
    
    35
    
    
    
    38Total operating expenses
    
    
    17,736
    
    
    
    11,026Income (loss) from operations
    
    
    82
    
    
    
    (127
    )Other income (expense):Interest income
    
    
    600
    
    
    
    17Other income (expense), net
    
    
    (1
    )
    
    
    (5
    )Total other income (expense), net
    
    
    599
    
    
    
    12Income (loss) before income taxes
    
    
    681
    
    
    
    (115
    )Provision for income taxes
    
    
    19
    
    
    
    Net income (loss)
    
    $
    662
    
    
    $
    (115
    )Cumulative preferred stock dividends
    
    $
    
    
    
    $
    157Amount allocated to participating preferred shares
    
    
    
    
    
    
    Net income (loss) available to common stockholders
    
    $
    662
    
    
    $
    (272
    )Net income (loss) per share:Basic
    
    $
    0.03
    
    
    $
    (0.19
    )Diluted
    
    $
    0.03
    
    
    $
    (0.19
    )Weighted average common shares outstanding:Basic
    
    
    19,885
    
    
    
    1,469Diluted
    
    

    25,711
    
    
    
    1,469
 Net income (loss) available to common stockholders reflects the effect of cumulative and
non-cumulative dividends on the Companys redeemable convertible preferred stock which all
converted to common stock upon the closing of the Companys initial public offering on November 15,
2004. No dividend was ever declared or paid by the Company, and all rights to such dividends
terminated on the date of the Companys initial public offering. The following table presents our historical operating results as a percentage of net revenues for
the periods indicated: Three Months EndedMarch 31,Statements of operations data
    
    2005
    
    
    2004Net transaction revenues
    
    
    97.2
    %
    
    
    97.8
    %Referral and other revenues
    
    
    2.8
    
    
    
    2.2Net revenues
    
    
    100.0
    
    
    
    100.0Operating expenses:Cost of revenues
    
    
    56.5
    
    
    
    55.9Product development
    
    
    3.3
    
    
    
    4.1Marketing and business development
    
    
    15.7
    
    
    
    15.2General and administrative
    
    
    23.8
    
    
    
    25.6Stock-based compensation
    
    
    0.2
    
    
    
    0.3Total operating expenses
    
    
    99.5
    
    
    
    101.1Income (loss) from operations
    
    
    0.5
    
    
    
    (1.1
    )Other income (expense):Interest income
    
    
    3.4
    
    
    
    0.2Other income (expense)
    
    
    
    
    
    
    Total other income (expense), net
    
    
    3.4
    
    
    
    0.2Income (loss) before income taxes
    
    
    3.9
    
    
    
    (0.9
    )Provision for income taxes
    
    
    0.1
    
    
    
    Net income (loss)
    
    
    3.8
    %
    
    
    (0.9
    )%
 16




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##### Table of Contents



Three Months EndedMarch 31,Other operating data
    
    2005
    
    
    2004Number of ZipAgents at end of period
    
    
    983
    
    
    
    547Total value of real estate transactions closed during period (in billions)
    
    $
    0.8
    
    
    $
    0.5Number of transactions closed during period (1)
    
    
    2,343
    
    
    
    1,600Average net revenue per transaction during period (2)
    
    $
    7,391
    
    
    $
    6,662
   (1)
    
    The term transaction refers to each representation of a buyer or seller in a real estate
purchase or sale.(2)
    
    Average net revenue per transaction equals net transaction revenues divided by number of
transactions with respect to each period. Comparison of the three months ended March 31, 2005 and 2004 Net revenues Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    change(in thousands)Net revenues
    
    $
    17,818
    
    
    $
    10,899
    
    
    $
    6,919
    
    
    
    63.5
    %
 The substantial increase in our net revenues for the three months ended March 31, 2005 compared to
the three months ended March 31, 2004 was primarily due to increased transaction volume and an
increase in average net revenue per transaction. Transaction volume increased by 46% and
contributed $5.0 million resulting from 2,343 transactions closed in the three months ended March
31, 2005 compared to 1,600 transactions closed in the three months ended March 31, 2004. Our
transaction volume increased as we added additional ZipAgents in our existing markets which allowed
us to attract and service new clients. We had 983 ZipAgents at March 31, 2005 compared to 547 at
March 31, 2004. Average net revenue per transaction increased by 11% and contributed $1.7 million
resulting primarily from representing buyers and sellers in transactions for higher priced homes in
the three months ended March 31, 2005 and as a result of a consumer rebate reduction. Of the 11%
increase in average net revenue per transaction, approximately 3% and $0.5 million were due to
higher home prices, and 8% and $1.2 million were due to our consumer rebate reductions. In March
2004, we lowered the rebate from 25% to 20%; the phase in of this reduction was completed by the
end of the second quarter of 2004. We anticipate average net revenue per transaction to remain
relatively flat in 2005 as we anticipate the rate of price inflation in existing home sales to slow
down relative to recent levels and we continue to grow on presence in markets of various price
points around the country. The increase in referral and other revenues was not significant. We expect that the overall market for our services will continue to improve in 2005 as we expand
our force of ZipAgents in existing markets and expand into new markets. Cost of revenues Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    

    2004
    
    
    (decrease)
    
    
    change(in thousands)Cost of revenues
    
    $
    10,063
    
    
    $
    6,093
    
    
    $
    3,970
    
    
    
    65.1
    %
 Our cost of revenues consists principally of commissions, related payroll taxes, benefits and
expense allowances paid to our ZipAgents, and the amortization of internal-use software and website
development costs which relate primarily to our ZAP technology. The increase in cost of revenues for the three months ended March 31, 2005 compared to the three
months ended March 31, 2004 was due primarily to an increase in commissions, related payroll costs
and expense allowances of approximately $3.9 million related to our growth in net transaction
revenues. As a percentage of net revenues, cost of revenues for the same periods increased by 0.6
percentage points due primarily to the mix of commission splits earned by our ZipAgents. We expect our cost of revenues to increase in 2005 in absolute dollars as we continue to grow our
business, but to remain relatively consistent as a percentage of net revenues. 17




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##### Table of Contents



Product development Three Months EndedMarch 31,
    
    
    Increase
    
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    
    change(in thousands)Product development
    
    $
    593
    
    
    $
    447
    
    
    $
    
    
    146
    
    
   
    32.8
    %
 Product development expenses include our information technology costs, primarily compensation and
benefits for our product development personnel, depreciation of equipment, communications expenses
and other operating costs relating to the maintenance of our website and our proprietary technology
systems. The increase in product development expenses for the three months ended March 31, 2005 compared to
the three months ended March 31, 2004 was due to growth in our business and consisted of increases
in salaries and benefits of approximately $0.1 million. As a percentage of net revenues, product
development expenses decreased 0.8 percentage points for the same periods due primarily to the
growth in our net revenues. We expect our product development expenses to increase in 2005 in absolute dollars as we continue
to grow our business but to remain relatively consistent as a percentage of net revenues. Marketing and business development Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    change(in thousands)Marketing and business development
    
    $
    2,806
    
    
    $
    1,660
    
    
    $
    1,146
    
    
    
    69.0
    %
 Marketing and business development expenses include compensation and benefits of our marketing and
business development personnel and costs relating to our marketing, advertising and client
acquisition activities. The increase in marketing and business development expenses in the three months ended March 31,
2005 compared to the three months ended March 31, 2004 was due to growth in our business and
consisted primarily of increased lead generation spending of approximately $1.0 million necessary
to support the increase in the number of ZipAgents and an increase of approximately $0.1 million in
advertising. As a percentage of net revenues, marketing and business development expenses for the
same periods increased 0.5 percentage points in the period due primarily to increase cost of
customer leads. We expect our marketing and business development expenses to increase in 2005 in absolute dollars,
and to modestly increase as a percentage of net revenues, as we acquire more leads for our
expanding ZipAgent force and potentially expand offline marketing and advertising campaigns to
enhance our brand and expand geographically. General and administrative Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    change(in thousands)General and administrative
    
    $
    4,239
    
    
    $
    2,788
    
    
    $
    1,451
    
    
    
    52.0
    %
 General and administrative expenses consist of compensation and benefits costs of our corporate
employees, field support and management personnel, occupancy costs, legal and accounting fees, and
other general operating support costs. The increase in general and administrative expenses in the three months ended March 31, 2005
compared to the three months ended March 31, 2004 was due to growth in our business and additional
costs incurred with being a public company, and consisted primarily of approximately $ 0.3 million
related to increased salaries and benefits, $0.1 million of related operating costs for our
additional management and support personnel in our district sales offices and approximately $0.1
million related to recruiting and training our expanding ZipAgent force. Additionally corporate
office expenses increased for the same periods due to approximately $0.3 million of salaries and
benefits, $0.2 million of operating costs and approximately $0.2 million of outside accounting and
other professional costs. As a percentage of net revenues, general and administrative expenses
decreased 1.8 percentage points for the same periods due primarily to the significant growth in our
net revenues. As we expand our business and incur additional costs associated with being a public company, we
expect our general and administrative expenses to increase in absolute dollars but to decrease as a
percentage of net revenues. 18




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Stock-based compensation Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    change(in thousands)Stock-based compensation
    
    $
    35
    
    
    $
    38
    
    
    $
    (3
    )
    
    
    (6.8
    %)
 We record deferred employee stock-based compensation for the excess of the estimated fair value of
the shares of common stock subject to such options over the exercise price of these options at the
date of grant. We amortize deferred stock-based compensation expense over the vesting periods of
the individual options on the straight-line method. Outstanding options will continue to vest over
future periods as long as the optionee continues in service to us. At March 31, 2005, we had
approximately $0.4 million in deferred employee stock-based compensation on our balance sheet. Future compensation expense from options granted through March 31, 2005 is estimated to be
approximately $0.2 million in the remainder of 2005, $0.1 million in 2006 and $0.1 million in 2007.
These amounts may decrease if stock options for which deferred stock-based expense has been
recorded are forfeited through cancellation or repurchase prior to vesting. These amounts will
increase in annual periods beginning after June 15, 2005 when we will begin accounting for employee
stock-based compensation in accordance with the provisions of Statement of Financial Accounting
Standard No.123 (Revised 2004), Share-Based Paymentwhich requires companies to expense the value
of employee stock options and similar awards. Interest income Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    change(in thousands)Interest income
    
    $
    600
    
    
    $
    17
    
    
    $
    583
    
    
    
    3,460.0
    %
 Interest income relates to interest we earn on our money market deposits and short-term
investments. Interest income will fluctuate as our cash and short-term investment balances change

and applicable interest rates increase or decrease. The increase in interest income in the three
months ended March 31, 2005 compared to the three months ended March 31, 2004 was due primarily to
interest earned on investing the proceeds from our initial public offering in November, 2004. Other income (expense), net Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    change(in thousands)Other income (expense), net
    
    $
    (1
    )
    
    $
    (5
    )
    
    
    ($4
    )
    
    
    (70.5
    %)
 Other income (expense), net consists of non-operating items, which have not been significant to
date. Provision for income taxes Three Months EndedMarch 31,
    
    
    Increase
    
    
    Percent2005
    
    
    2004
    
    
    (decrease)
    
    
    change(in thousands)Provision for income taxes
    
    $
    19
    
    
    $
    
    
    
    $
    19
    
    
    
    100.0
    %
 We recorded a provision for income taxes in the three months ended March 31, 2005 attributable to
federal and state alternative minimum taxes currently payable due to limits on the amount of net
operating losses that may be applied against income earned in 2005 under current tax regulations.
In the three months ended March 31,2004, no provision for income taxes was recorded due to our net
loss position. At March 31, 2005, we maintained a full valuation allowance against our deferred
tax assets based on the determination that it was more likely than not that the deferred tax assets
would not be realized. LIQUIDITY AND CAPITAL RESOURCES Prior to our initial public offering in November 2004, we funded our operations primarily through
the sale of preferred stock and convertible notes, which provided us with aggregate net proceeds of
approximately $65.8 million. In November 2004, we
completed  our initial public offering, which raised net proceeds, after underwriting discounts, commissions
and expenses, of approximately $61.4 million. 19




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##### Table of Contents



As of March 31, 2005, we had cash, cash equivalents and short-term investments of $82.9 million and
had no bank debt, line of credit or equipment facilities. Operating activities Our operating activities generated cash in the amount of $0.4 million and $0.4 million in the three
months ended March 31, 2005 and 2004, respectively. Net changes in working capital were due
primarily to growth in our business. Our primary source of operating cash flow is the collection
of our commission income from escrow companies or similar intermediaries in the real estate
transaction closing process. Due to the structure of our commission arrangements, our accounts
receivable are converted to cash on a short-term basis and our accounts receivable balances at
period end have historically been significantly less than one months net revenues. Our operating
cash flows will be impacted in the future by the timing of payments to our vendors for accounts
payable, which are generally paid within the invoice terms and conditions. Our cash outflows are
also impacted by the timing of the payment of our accrued liabilities relating to commissions and
related compensation costs and client acquisition costs. A number of non-cash items have been charged to expense and increased our net loss or decreased our
net income. These items include depreciation and amortization of property and equipment,
amortization of debt discounts and non-cash interest expense relating to our debt arrangements, and
amortization of deferred employee stock-based compensation expense and other stock-based charges.
To the extent these non-cash items increase or decrease in amount and increase or decrease our
future operating results, there will be no corresponding impact on our cash flows. Investing activities Our investing activities used cash in the amount of $4.9 million and $0.5 million in the three
months ended March 31, 2005 and 2004, respectively. Uses of cash for investing activities were
primarily related to purchases and sales of property and equipment, changes in restricted cash
collateralizing our office lease and purchases of short-term investments. We primarily maintain a minimum amount of cash and cash equivalents for operational purposes and
invest the remaining amount of our cash in investment grade, highly liquid interest-bearing
securities which allows for flexibility in the event our cash needs change. Currently, we expect our remaining 2005 capital expenditures to be approximately $1.5 million, with
approximately $0.5 million to be spent in the second quarter of 2005, principally to increase
server capacity and to outfit localized agent training facilities as we move from centralized to
field training. In the future, our ability to make significant capital investments may depend on
our ability to generate cash flow from operations and to obtain adequate financing, if necessary
and available. Financing activities Our financing activities provided insignificant cash in the three months ended March 31, 2005 and
2004. Sources of cash from financing activities primarily represented proceeds from common stock
warrant and common stock option exercises. As of March 31, 2005, we had warrants outstanding for the purchase of an aggregate of 4,809,655
shares of our common stock at a weighted average exercise price of $3.94 per share. All of these
warrants are currently exercisable at the option of the holders. If all or a portion of these
warrants were exercised for cash, we could receive significant proceeds at that time. Future needs We believe that cash flows from operations and our current cash, cash equivalents and short-term
investments will be sufficient to fund our operations for at least the next 12 months. Our future
capital requirements will depend on many factors, including our rate of growth into new geographic
markets, our level of investment in technology and advertising initiatives. Although we are
currently not a party to any agreement or letter of intent with respect in investments in, or
acquisitions of, complementary businesses, products or technologies, we may enter into these types
of arrangements in the future, which could also require us to seek additional equity or debt
financing. We currently have no bank debt or line of credit facilities. In the event that
additional financing is required, we may not be able to raise it on terms acceptable to us or at
all. If we are unable to raise additional capital when desired, our business, operations and
results will likely suffer. 20




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##### Table of Contents



CONTRACTUAL OBLIGATIONS AND COMMITMENTS We lease office space and equipment under non-cancelable operating leases with various expiration
dates through March 2008. The following table provides summary information concerning our future
contractual obligations and commitments at March 31, 2005. Payments due by periodLess than
    
    
    
    
    
    
    
    
    
    
    More than1 year
    
    
    1 to 3 years
    
    
    3 to 5 years
    
    
    5 years
    
    
    Total(in thousands)Operating lease commitments
    
    $
    708
    
    
    $
    708
    
    
    $
    
    
    
    $
    
    
    
    $
    1,416
 OFF-BALANCE SHEET ARRANGEMENTS We do not have any off balance-sheet arrangements, investments in special purpose entities or
undisclosed borrowings or debt. Additionally, we are not a party to any derivative contracts or
synthetic leases. EFFECT OF RECENT ACCOUNTING PRONOUNCEMENTS In December 2004, the FASB issued SFAS No. 123 (Revised 2004), Share-Based Payment(SFAS No. 123
(R)). The new pronouncement replaces the existing requirements under SFAS No.123 and APB 25.
According to SFAS No. 123 (R), all forms of share-based payments to employees, including employee
stock options and employee stock purchase plans, would be treated the same as any other form of
compensation by recognizing the related cost in the statement of operations. This pronouncement
eliminates the ability to account for stock-based compensation transactions using APB No. 25 and
generally would require instead that such transactions be accounted for using a fair-value based
method, with a binomial or lattice model preferred to the Black-Scholes valuation model. The
lattice model can explicitly capture expected changes in dividends and stock volatility over the
expected life of the options, in contrast to the Black-Scholes option-pricing model, which uses
weighted average assumptions about option pricing. SFAS No. 123 (R) is effective for awards and stock options granted, modified or settled in cash for
annual periods beginning after June 15, 2005. SFAS No. 123 (R) provides transition alternatives for
public companies to restate prior interim periods or prior years. The proforma disclosures
previously permitted under SFAS 123 no longer will be an alternative to financial statement
recognition. See Note 4 to the unaudited condensed financial statements for the proforma net income (loss) and net
income (loss) per share for the three months ended March 31, 2005 and the three months ended March
31, 2004, as if we used a fair-value-based method similar to the methods required under SFAS No.
123 (R) to measure compensation expense for employee stock incentive awards. The Company is in the
process of evaluating the requirements under SFAS No. 123 (R) including which fair value model and
transition method to select and expects the adoption could potentially have a significant adverse
impact on the statement of operations and net income per share. In December 2004, the FASB issued FASB Staff Position No. FAS 109-1 (FAS 109-1), Application of
FASB Statement No. 109, Accounting for Income Taxes, to the Tax Deduction on Qualified Production
Activities Provided by the American Jobs Creation Act of 2004. The AJCA introduces a special 9%
tax deduction on qualified production activities. FAS 109-1 clarifies that this tax deduction
should be accounted for as a special tax deduction in accordance with Statement 109. Pursuant to
the AJCA, the Company will not be able to claim this tax benefit until the first quarter of fiscal
2006. The Company does not expect the adoption of these new tax provisions to have a material
impact on its financial position, results of operations or cash flows. In March 2004, the FASB issued EITF Issue No. 03-01 (EITF 03-01), The Meaning of
Other-Than-Temporary Impairment and Its Application to Certain Investments, which provides new
guidance for assessing impairment losses on investments. Additionally, EITF 03-01 includes new
disclosure requirements for investments that are deemed to be temporarily impaired. In September
2004, the FASB delayed the accounting provisions of EITF 03-01; however, the disclosure
requirements remain effective for annual periods ending after June 15, 2004. The Company will
evaluate the impact of EITF 03-01 once the final guidance is issued. RISK FACTORS Because of the following factors, as well as other variables affecting our operating results
and financial condition, past financial performance may not be a reliable indicator of future
performance, and historical trends should not be used to anticipate results or trends in future
periods. 21




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##### Table of Contents



RISKS RELATED TO OUR BUSINESS AND INDUSTRY Our business model is new and unproven, and we cannot guarantee our future success. Our Internet-enabled residential real estate brokerage service is a relatively new and unproven
business model. Our business model differs significantly from that of a traditional real estate
brokerage firm in several ways, including our heavy reliance on the Internet and technology and our
employee agent model. The success of our business model depends on our ability to achieve higher
transaction volumes at an overall lower cost per transaction in order to offset the costs
associated with our technology, employee benefits, marketing and advertising expenses and discounts
and rebates. If we are unable to efficiently acquire clients and maintain agent productivity in
excess of industry averages, our ZipAgents may close fewer transactions and our net revenues could
suffer as a result. In addition, our agents generally earn a lower per transaction commission than
a traditional independent contractor agent. If we are unsuccessful in providing our agents with
more opportunities to close transactions than under the traditional model, our ability to hire and
retain qualified real estate agents would be harmed, which would in turn significantly harm our
business. We have been profitable in only six quarters and may incur losses in the future, and our limited
operating history makes our future financial performance difficult to assess. We were formed in January 1999 and therefore have a limited operating history upon which to
evaluate our operations and future prospects. We have had a history of losses from inception
through the first half of 2003 and at March 31, 2005 had an accumulated deficit of $51.5 million.
While we were profitable in the third and fourth quarters of 2003, the second, third and fourth
quarters of 2004 and the first quarter of 2005, we may not be profitable in future quarters or on
an annual basis. Our business model has evolved, and we have only recently achieved significant revenues. We may
incur additional expenses with the expectation that our revenues will grow in the future, which may
not occur. As a result, we could experience budgeting and cash flow management problems, unexpected
fluctuations in our results of operations and other difficulties, any of which could harm our
ability to achieve or maintain profitability, increase the volatility of the market price of our
common stock or harm our ability to raise additional capital. Additionally, as a newly public
company we must work towards compliance with the requirements of the Securities and Exchange
Commission, NASDAQ and the Sarbanes-Oxley Act of 2002 as those requirements become applicable to
us, and we may incur costs in connection with that effort that are significantly higher than
anticipated, which could negatively impact our profitability. We expect that we will continue to increase our expenses, including marketing and business
development expenses and expenses incurred as a result of increasing the number of agents we
employ. As we grow our business in existing markets and expand to new markets, we cannot guarantee
our business strategies will be successful or that our revenues will ever increase sufficiently to
achieve and maintain profitability on a quarterly or annual basis. Our business model requires access to real estate listing services provided by third parties that
we do not control, and the demand for our services may be reduced if our ability to display
listings on our website is restricted. A key component of our business model is that through our website we offer clients access to, and
the ability to search, real estate listings posted on the MLSs in the markets we serve. Most large
metropolitan areas in the United States have at least one MLS, though there is no national MLS. The
homes in each MLS are listed voluntarily by its members, who are licensed real estate brokers. The
information distributed in an MLS allows brokers to cooperate in the identification of buyers for
listed properties. If our access to one or more MLS databases were restricted or terminated, our service could be
adversely affected and our business may be harmed. Because participation in an MLS is voluntary, a
broker or group of brokers may decline to post their listings to the existing MLS and instead
create a new proprietary real estate listing service. If a broker or group of brokers created a
separate real estate listing database, we may be unable to obtain access to that private listing
service on commercially reasonable terms, if at all. As a result, the percentage of available real
estate listings that our clients would be able to search using our website would be reduced,
perhaps significantly, thereby making our services less attractive to potential clients. Additionally, the National Association of Realtors, or NAR, the dominant trade organization in the
residential real estate industry, has recently adopted a mandatory policy for NAR-affiliated MLSs
regarding the use and display of MLS listings data on virtual office websites, or VOWs. We operate
a VOW, which is a password protected website which allows us to show comprehensive MLS data
directly to consumers without their having to visit an agent. Individual MLSs affiliated with NAR,
which includes the vast majority of MLSs in the United States, will be required to implement their
own individual VOW policies consistent with the NAR policy by July 1, 2005. NAR has extended the
deadline for the implementation of its rules at least three times during an investigation by the
antitrust division of the U.S. Department of Justice into NARs policy that dictates how brokers
can display other brokers property listings on their websites. We presently do not know whether or
when the NAR rules will be implemented in their current form or in a revised form, if at all. Once
these individual MLS VOW policies are implemented, the NAR policy currently provides that member
brokerages will have up to six months to comply with the policy. The NAR policy is designed to provide structure to the individual MLS VOW policies, subject to a
number of areas in which the individual MLSs may tailor the policy to meet their local needs. One
NAR policy provision with which the individual MLSs must 22




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##### Table of Contents



adhere, once required to be implemented,
is known as an opt-out. This provision creates a mechanism for individual brokers to prevent
their listings data from being displayed on certain competitors VOWs. MLS members and
participants, including individual brokers, could exercise a blanket opt-out, which would not
allow their listings to be displayed on any competing VOW, or a selective opt-out, in which they
could selectively prevent certain competing VOWs from displaying their listings, while allowing
other VOWs to do so. A few of the MLSs of which we are a member, as well as at least one of the
state Association of REALTORS® of which we are a member, have adopted VOW policies with opt-out
provisions, apparently in anticipation of their required implementation of the NAR policy. To our
knowledge, to date no members or participants of any of those MLSs have exercised such an opt-out
right. Should any such right be exercised, it could restrict our ability to display comprehensive
MLS home listings data to our consumers, which is a key part of our business model. Should our
ability to display MLS listings information on our website be significantly restricted, it may
reduce demand for our services and lead to a decrease in the number of residential real estate
transactions completed by our ZipAgents, as well as increase our costs of ensuring compliance with
such restrictions. If we fail to recruit, hire and retain qualified agents, we may be unable to service our clients
and our growth could be impaired. Our business requires us to hire employees who are licensed real estate agents, and our strategy is
based on consistently and rapidly growing our team of ZipAgents. Competition for qualified agents
is intense, particularly in the markets in which we compete. While there are many licensed real
estate agents in our markets and throughout the country, historically we have had difficulties in
recruiting and retaining properly qualified licensed agents due particularly to agent discomfort
with using technology and being actively managed by an employer. In addition, our lower per
transaction agent commission model may be unattractive to certain higher performing agents. If we
are unable to recruit, train and retain a sufficient number of qualified licensed real estate
agents, we may be unable to service our clients properly and grow our business. Historically we have experienced a high degree of agent turnover, most of which occurs in the first
few months after commencing employment. This turnover has required us to expend a substantial
amount of time and money to replace agents who have left as we have been growing our business. If
this situation worsens, our rate of expansion into new markets could be slowed and we will continue
to employ a significantly higher number of new agents with less experience operating in our
business model, which could cause us to be less effective at expanding our market share in our
existing markets and entering new markets. Furthermore, we rely on federal and state exemptions from minimum wage and fair labor standards
laws for our ZipAgents, who are compensated solely through commissions. Such exemptions may not
continue to be available, or we may not qualify for such exemptions, which could subject us to
penalties and damages for non-compliance. If similar exemptions are not available in states where
we desire to expand our operations or if they cease to be available in the states where we
currently operate, we may need to modify our agent compensation structure in such states. Our failure to effectively manage the growth of our ZipAgents and our information and control
systems could adversely affect our ability to service our clients. As our operations have expanded, we have experienced rapid growth in our headcount from 651 total
employees, including 547 ZipAgents, at March 31, 2004 to 1,124 total employees, including 983
ZipAgents, at March 31, 2005. We expect to continue to increase headcount in the future,
particularly the number of ZipAgents. Our rapid growth has demanded, and will continue to demand,
substantial resources and attention from our management. We will need to continue to hire
additional qualified agents and improve and maintain our technology to properly manage our growth.
If we do not effectively manage our growth, our client service and responsiveness could suffer and
our costs could increase, which could negatively affect our brand and operating results. As we grow, our success will depend on our ability to continue to implement and improve our
operational, financial and management information and control systems on a timely basis, together
with maintaining effective cost controls. This ability will be particularly critical as we
implement new systems and controls to help us comply with the more stringent requirements of being
a public company, including the requirements of the Sarbanes-Oxley Act of 2002, which require
management to evaluate and assess the effectiveness of our internal controls and our disclosure
controls and procedures. Effective internal controls are required by law and are necessary for us
to provide reliable financial reports and effectively prevent fraud. Effective disclosure controls
and procedures will be required by law and are necessary for us to file complete, accurate and
timely reports under the Securities Exchange Act of 1934. Any inability to provide reliable
financial reports or prevent fraud or to file complete, accurate and timely reports under the
Securities Exchange Act could harm our business, harm our reputation or result in a decline in or
stock price. We are continuing to evaluate and, where appropriate, enhance our systems, procedures
and internal controls. We are in the process of establishing our disclosure controls and
procedures. If our systems, procedures or controls are not adequate to support our operations and
reliable, accurate and timely financial and other reporting, we may not be able to successfully
satisfy regulatory and investor scrutiny, offer our services and implement our business plan. 23




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Our operating results are subject to seasonality and vary significantly among quarters during each
calendar year, making meaningful comparisons of successive quarters difficult. The residential real estate market traditionally has experienced seasonality, with a peak in the
spring and summer seasons and a decrease in activity during the fall and winter seasons. Revenues
in each quarter are significantly affected by activity during the prior quarter, given the typical
30- to 45-day time lag between contract execution and closing. Historically, this seasonality has
caused our revenues, operating income, net income and cash flow from operating activities to be
lower in the first and fourth quarters and higher in the second and third quarters of each year. Factors affecting the timing of real estate transactions that can cause our quarterly results to
fluctuate include:  Ø
    timing of widely observed holidays and vacation periods and availability home buyers and sellers, real estate agents
and related service providers during these periods;  Ø
    a desire to relocate prior to the start of the school year;  Ø
    inclement weather which can influence consumers desire or ability to visit properties;  Ø
    timing of employment compensation changes, such as raises and bonuses;  Ø
    the time between entry into a purchase contract for real estate and closing of the transaction; and  Ø
    the levels of housing inventory available for sale. We expect our revenues to continue to be subject to these seasonal fluctuations, which, combined
with our recent growth, make it difficult to compare successive quarters. Interest rates have been at historic lows for the past several years, and increases in interest
rates have the potential to negatively impact the housing market. When interest rates rise, all other things being equal, housing becomes less affordable, since at a
given income level people cannot qualify to borrow as much principal, or given a fixed principal
amount they will be faced with higher monthly payments. This result may mean that fewer people will
be able to afford homes at prevailing prices, potentially leading to fewer transactions or
reductions in home prices in certain regions, depending also on the relevant supply-demand dynamics
of those markets. Since we operate in only 13 markets around the country, it is possible that we
could experience a more pronounced impact than we would experience if our operations were more
diversified. Should we experience softening in our markets and not be able to offset the potential
negative market influences on price and volume by increasing our transaction volume through market
share growth, our financial results could be negatively impacted. If consumers do not continue to use the Internet as a tool in their residential real estate buying
or selling process, we may be unable to attract new clients and our growth and financial results
may suffer. We rely substantially on our website and web-based marketing for our client lead generation. As the
residential real estate business has traditionally been characterized by personal, face-to-face
relationships between buyers and sellers and their agents, our success will depend to a certain
extent on the willingness of consumers to increase their use of online services in the real estate
sales and purchasing process. In addition, our success will depend on consumers visiting our
website early in their selling or buying process so that we can interface with potential clients
before they have engaged a real estate agent to represent them in their transactions. If we are
unable to convince visitors to our website to transact business with us, our ZipAgents will have
fewer opportunities to represent clients in residential real estate transactions and our net
revenues could suffer. Our success depends in part on our ability to successfully expand into additional real estate
markets. We currently operate in 13 markets, including 12 of the 25 most populous U.S. metropolitan
statistical areas. A part of our business strategy is to grow our business by entering into
additional real estate markets and, to this end, we commenced operations in Las Vegas in April
2005, have announced plans to open in Houston, and plan to open one additional market later in the
year. Key elements of this expansion include our ability to identify strategically attractive real
estate markets and to successfully establish our brand in those markets. We consider many factors
when selecting a new market to enter, including:  Ø
    the economic conditions and demographics of a market;  Ø
    the general prices of real estate in a market; 24




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##### Table of Contents



Ø
    Internet use in a market;  Ø
    competition within a market from local and national brokerage firms;  Ø
    rules and regulations governing a market;  Ø
    the ability and capacity of our organization to manage expansion into additional geographic areas, additional headcount
and increased organizational complexity;  Ø
    the existence of local MLSs; and  Ø
    state laws governing cash rebates and other regulatory restrictions. Before opening Las Vegas we had not entered a new geographic market since July 2000 and have
limited experience expanding into and operating in multiple markets, managing multiple sales
regions or addressing the factors described above. In addition, this expansion could involve
significant initial start-up costs. We expect that significant revenues from new markets will be
achieved, if ever, only after we have been operating in that market for some time and begun to
build market awareness of our services. As a result, geographic expansion is likely to
significantly increase our expenses and cause fluctuations in our operating results. In addition,
if we are unable to successfully penetrate these new markets, we may continue to incur costs
without achieving the expected revenues, which would harm our financial condition and results of
operations. Unless we develop, maintain and protect a strong brand identity, our business may not grow and our
financial results may suffer. We believe a strong brand is a competitive advantage in the residential real estate industry
because of the fragmentation of the market and the large number of agents and brokers available to
the consumer. Because our brand is relatively new, we currently do not have strong brand identity.
In addition, we recently redesigned our logo and marketing slogan, which could result in loss of
the brand recognition we currently have and confusion among consumers. We believe that establishing
and maintaining brand identity and brand loyalty is critical to attracting new clients. In order to
attract and retain clients, and respond to competitive pressures, we expect to increase our
marketing and business development expenditures to maintain and enhance our brand in the future. We plan to continue testing our current online, radio, outdoor and newspaper advertising and
conduct future television advertising campaigns. We plan to increase our online advertising
expenditures substantially in the near future while maintaining our offline advertising
expenditures at current levels. While we intend to enhance our marketing and advertising activities
in order to promote our brand, these activities may not have a material positive impact on our
brand identity. In addition, maintaining our brand will depend on our ability to provide a
high-quality consumer experience and high quality service, which we may not do successfully. If we
are unable to maintain and enhance our brand, our ability to attract new clients or successfully
expand our operations will be harmed. We have numerous competitors, many of which have valuable industry relationships and access to
greater resources than we do. The residential real estate market is highly fragmented, and we have numerous competitors, many of
which have greater name recognition, longer operating histories, larger client bases, and
significantly greater financial, technical and marketing resources than we do. Some of those
competitors are large national brokerage firms or franchisors, such as Prudential Financial, Inc.,
RE/MAX International Inc. and Cendant Corporation, which owns the Century 21, Coldwell Banker and
ERA franchise brands, a large corporate relocation business and NRT Incorporated, the largest
brokerage in the United States. NRT owns and operates brokerages that are typically affiliated with
one of the franchise brands owned by Cendant. We are also subject to competition from local or
regional firms, as well as individual real estate agents. We also compete or may in the future
compete with various online services, such as InterActiveCorp and its LendingTree unit,
HouseValues, Inc., HomeGain, Inc., Homestore, Inc. and its Realtor.com affiliate and Yahoo! Inc.
that also look to attract and monetize home buyers and sellers using the Internet. Homestore is
affiliated with NAR, the National Association of Home Builders, or NAHB, a number of major MLSs and
Cendant, which may provide Homestore with preferred access to listing information and other
competitive advantages. In addition, our technology-focused business model is a relatively new
approach to the residential real estate market and many consumers may be hesitant to choose us over
more established brokerage firms employing traditional techniques. Some of our competitors are able to undertake more extensive marketing campaigns, make more
attractive offers to potential agents and clients and respond more quickly to new or emerging
technologies. Over the past several years there has been a slow but steady decline in average
commissions charged in the real estate brokerage industry, with the average commission percentage
decreasing from 5.44% in 2000 to 5.14% in 2003 according to REAL Trends. Some of our competitors
with greater resources may be able to
better withstand the short- or long-term financial effects of this trend. In addition, the barriers
to entry to providing an Internet-enabled 25




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real estate service are low, making it possible for
current or new competitors to adopt certain aspects of our business model, including offering
comprehensive MLS data to clients via the Internet, thereby reducing our competitive advantage. We
may not be able to compete successfully for clients and agents, and increased competition could
result in price reductions, reduced margins or loss of market share, any of which would harm our
business, operating results and financial condition. Changes in federal and state real estate laws and regulations, and rules of industry organizations
such as the National Association of REALTORS®, could adversely affect our business. The real estate industry is heavily regulated in the United States, including regulation under the
Fair Housing Act, the Real Estate Settlement Procedures Act, state and local licensing laws and
regulations and federal and state advertising laws. In addition to existing laws and regulations,
states and industry participants and regulatory organizations could enact legislation, regulatory
or other policies in the future, which could restrict our activities or significantly increase our
compliance costs. Moreover, the provision of real estate services over the Internet is a new and
evolving business, and legislators, regulators and industry participants may advocate additional
legislative or regulatory initiatives governing the conduct of our business. If existing laws or
regulations are amended or new laws or regulations are adopted, we may need to comply with
additional legal requirements and incur significant compliance costs, or we could be precluded from
certain activities. Because we operate through our website, state and local governments other than
where the subject property is located may attempt to regulate our activities, which could
significantly increase our compliance costs and limit certain of our activities. In addition,
industry organizations, such as NAR and other state and local organizations, can impose standards
or other rules affecting the manner in which we conduct our business. As mentioned above, NAR has
adopted rules that, if implemented, could result in a reduction in the number of home listings that
could be viewed on our website. NAR has extended the deadline for the implementation of its rules
at least twice during an investigation by the antitrust division of the U.S. Department of Justice
into NARs policy that dictates how brokers can display other brokers property listings on their
websites. We presently do not know whether or when the NAR rules will be implemented in their
current form or in a revised form, if at all. The implementation of the rules will not limit our
access to listing information, but could limit the display of listing information to our clients
through our website in the manner we currently utilize, as well as increase our costs of ensuring
compliance with such rules. Any significant lobbying or related activities, either of governmental
bodies or industry organizations, required to respond to current or new initiatives in connection
with our business could substantially increase our operating costs and harm our business. We derive a significant portion of our leads through third parties, and if any of our significant
lead generation relationships are terminated or become more expensive, our ability to attract new
clients and grow our business may be adversely affected. We generate leads for our ZipAgents through many sources, including leads from third parties with
which we have only non-exclusive, short-term agreements that are generally terminable on little or
no notice and with no penalties. Our largest third-party lead source in 2004, HomeGain, Inc., which
competes with us for online customer acquisition, generated approximately 21% of our leads during
that period. In addition, during the third quarter of 2004 our exclusive co-branded relationship
which we had in four markets with one third-party lead source, Yahoo! Inc., ended, effective July
31, 2004. Leads from this source accounted for approximately 8% of our leads and approximately 8%
of our net revenues during 2004. These leads were inexpensive relative to those generated from
competing sources, although they also were characterized by a lower conversion rate than is typical
from our other sources. As a result, our lead replacement strategy delivered fewer leads to the
agents in the areas impacted by the termination of the Yahoo! co-branded relationship but with
those leads characterized by what we believe to be higher conversion potential based upon
historical experience. Should this replacement strategy not be successful, or any of our other lead
generation relationships become materially more expensive such that we could not obtain substitute
sources on acceptable terms, our ability to attract new clients and grow our business may be
impaired. Our business could be harmed by economic events that are out of our control and may be difficult to
predict. The success of our business depends in part on the health of the residential real estate market,
which traditionally has been subject to cyclical economic swings. The purchase of residential real
estate is a significant transaction for most consumers, and one which can be delayed or terminated
based on the availability of discretionary income. Economic slowdown or recession, rising interest
rates, adverse tax policies, lower availability of credit, increased unemployment, lower consumer
confidence, lower wage and salary levels, war or terrorist attacks, or the public perception that
any of these events may occur, could adversely affect the demand for residential real estate and
would harm our business. Also, if interest rates increase significantly, homeowners ability to
purchase a new home or a higher priced home may be reduced as higher monthly payments would make
housing less affordable. In addition, these conditions could lead to a decline in new listings,
transaction volume and sales prices, any of which would harm our operating results. Our ability to expand our business may be limited by state laws governing cash rebates to home
buyers. A significant component of our value proposition to our home buyer clients is a cash rebate
provided to the buyer at closing. Currently, our clients who are home buyers represent a
substantial majority of our business and revenues. Certain states, such as
Alaska, Kansas, Kentucky, Louisiana, Mississippi, New Jersey, Oklahoma, Oregon and Tennessee, may
presently prohibit sharing any 26




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commissions with, or providing rebates to, clients who are not
licensed real estate agents. In addition, other states may limit or restrict our cash rebate
program as currently structured, including Missouri and New York. Should we decide to expand into
any of these states, we may have to adjust our pricing structure or refrain from offering rebates
to buyers in these states. Moreover, we cannot predict whether alternative approaches will be cost
effective or easily marketable to prospective clients. The failure to enter into these markets, or
others that adopt similar restrictions, or to successfully attract clients in these markets, could
harm our business. We may be unable to integrate our technology with each MLS on a cost-effective basis, which may
harm our operating results and adversely affect our ability to service clients. Each MLS is operated independently and is run on its own technology platform. As a result, we must
constantly modify our technology to successfully interact with each independent MLS in order to
maintain access to that MLSs home listings information. In addition, when a new MLS is created, we
must customize our technology to work with that new system. These activities require constant
attention and significant resources. We may be unable to successfully interoperate with the MLSs
without significantly increasing our engineering costs, which would increase our operating expenses
without a related increase in net revenues and cause our operating results to suffer. We may also
be unable to interoperate with the MLSs at all, which may adversely affect the demand for our
services. If we fail to comply with real estate brokerage laws and regulations, we may incur significant
financial penalties or lose our license to operate. Due to the geographic scope of our operations and the nature of the real estate services we
perform, we are subject to numerous federal, state and local laws and regulations. For example, we
are required to maintain real estate brokerage licenses in each state in which we operate and to
designate individual licensed brokers of record. In some states, these licenses are personal to the
broker. If we fail to maintain our licenses, lose the services of our designated broker of record
or conduct brokerage activities without a license, we may be required to pay fines or return
commissions received, our licenses may be suspended or we may be subject to other civil and/or
criminal penalties. As we expand into new markets, we will need to obtain and maintain the required
brokerage licenses and comply with the applicable laws and regulations of these markets, which may
be different from those to which we are accustomed, may be difficult to obtain and will increase
our compliance costs. In addition, because the size and scope of real estate sales transactions
have increased significantly during the past several years, both the difficulty and cost of
compliance with the numerous state licensing regimes and possible losses resulting from
non-compliance have increased. Our failure to comply with applicable laws and regulations, the
possible loss of real estate brokerage licenses or litigation by government agencies or affected
clients may have a material adverse effect on our business, financial condition and operating
results, and may limit our ability to expand into new markets. We may have liabilities in connection with real estate brokerage activities. As a licensed real estate broker, we and our licensed employees are subject to statutory due
diligence, disclosure and standard-of-care obligations. In the ordinary course of business we and
our employees are subject to litigation from parties involved in transactions for alleged
violations of these obligations. In addition, we may be required to indemnify our employees who
become subject to litigation arising out of our business activities, including for claims related
to the negligence of those employees. An adverse outcome in any such litigation could negatively
impact our reputation and harm our business. We may be subject to liability for the Internet content that we publish. As a publisher of online content, we face potential liability for negligence, copyright, patent or
trademark infringement, or other claims based on the nature and content of the material that we
publish or distribute. Such claims may include the posting of confidential data, erroneous listings
or listing information and the erroneous removal of listings. These types of claims have been
brought successfully against the providers of online services in the past and could be brought
against us or others in our industry. In addition, we may face liability if a MLS member or
participant utilizes an opt-out provision, as previously discussed, and we fail to comply with that
requirement. These claims, whether or not successful, could harm our reputation, business and
financial condition. Although we carry general liability insurance, our insurance may not cover
claims of these types or may be inadequate to protect us for all liability that we may incur. We monitor and evaluate the use of our website by our registered users, which could raise privacy
concerns. Visitors to our website that register with us receive access to home listing and related
information that we do not make available to unregistered users. As part of the registration
process, our registered users consent to our use of information we gather from their use of our
website, such as the geographic areas in which they search for homes, the price range of homes they
view, their activities while on our website and other similar information. They also provide us
with personal information such as telephone numbers and email
addresses. While our registered users consent to our internal use of this information, if we were
to use this information outside the 27




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scope of their consent or otherwise fail to keep this
information confidential from third parties, including our former agents, we may be subject to
legal claims or government action and our reputation and business could be harmed. While we do not
share website use and other personal information with any third parties, except with our clients
consent to third parties involved in the transaction process, concern among consumers regarding our
use of personal information gathered from visitors to our website could cause them not to register
with us. This would reduce the number of leads we derive from our website. Because our website is
our primary client acquisition tool, any resistance by consumers to register on our website would
harm our business and results of operations, and could cause us to alter our business practices or
incur significant expenses to educate consumers regarding the use we make of information. We may need to change the manner in which we conduct our business if government regulation of the
Internet increases. The adoption or modification of laws or regulations relating to the Internet could adversely affect
the manner in which we currently conduct our business. In addition, the growth and development of
the market for online commerce may lead to more stringent consumer protection laws that may impose
additional burdens on us. Laws and regulations directly applicable to communications or commerce
over the Internet are becoming more prevalent. For example, both the U.S. government and the State
of California have enacted Internet laws regarding privacy and sharing of customer information with
third parties. Laws applicable to the Internet remain largely unsettled, even in areas where there
has been some legislative action. It may take years to determine whether and how existing laws such
as those governing intellectual property, privacy, libel and taxation apply to the Internet. In addition, because each state in which we do business requires us to be a licensed real estate
broker, and residents of states in which we do not do business could potentially access our
website, changes in Internet regulation could lead to situations in which we are considered to
operate or do business in such states. This could result in potential claims or regulatory
action. If we are required to comply with new regulations or new interpretations of existing regulations,
we may not be able to differentiate our services from traditional competitors and may not attract a
sufficient number of clients for our business to be successful. Our reputation and client and agent service offerings may be harmed by system failures and computer
viruses. The performance and reliability of our technology infrastructure is critical to our reputation and
ability to attract and retain clients and agents. Our network infrastructure is currently
co-located at a single facility in Sunnyvale, California and we do not currently operate a back-up
facility. As a result, any system failure or service outage at this primary facility would result
in a loss of service for the duration of the failure or outage. Any system error or failure, or a
sudden and significant increase in traffic, may significantly delay response times or even cause
our system to fail resulting in the unavailability of our Internet platform. For example, earlier
this year we experienced an unscheduled outage that lasted approximately 12 hours. During this
period our clients and prospective clients were unable to access our website or receive
notifications of new listings. While we have taken measures to prevent unscheduled outages, outages
may occur in the future. In addition, our systems and operations are vulnerable to interruption or
malfunction due to certain events beyond our control, including natural disasters, such as
earthquakes, fire and flood, power loss, telecommunication failures, break-ins, sabotage, computer
viruses, intentional acts of vandalism and similar events. Our network infrastructure is located in
the San Francisco Bay area, which is susceptible to earthquakes and has, in the past, experienced
power shortages and outages, any of which could result in system failures and service outages. We
may not be able to expand our network infrastructure, either on our own or through use of third
party hosting systems or service providers, on a timely basis sufficient to meet demand. Any
interruption, delay or system failure could result in client and financial losses, litigation or
other consumer claims and damage to our reputation. Our business is geographically concentrated, which makes us more susceptible to business
interruption and financial loss due to natural disasters, inclement weather or other regional
events outside of our control. Presently, our business is conducted principally in a few states in the western United States,
especially California, and along the eastern seaboard. For example, we derived over half of our
revenues during the three months ended March 31, 2005 in the state of California. In addition, our
servers and other technology infrastructure are located principally in the state of California. Our
geographic concentration makes us as a whole more vulnerable to the effects of regional disasters
in these areas, such as earthquakes, harsh weather or other events outside of our control. These
events could cause us to sustain a business interruption or other financial loss that would be
greater than if our business were more dispersed geographically. Our intellectual property rights are valuable and our failure to protect those rights could
adversely affect our business. Our intellectual property rights, including existing and future patents, trademarks, trade secrets,
and copyrights, are and will continue to be valuable and important assets of our business. We
believe that our proprietary ZAP technology and ZipNotify, as well as our ability to interoperate
with multiple MLSs and our other technologies and business practices, are competitive advantages
and that any duplication by competitors would harm our business. We have taken measures to protect
our intellectual property, but these measures may not be sufficient or effective. For example, we
seek to avoid disclosure of our intellectual property by requiring employees and
consultants with access to our proprietary information to execute confidentiality agreements. We
also seek to maintain certain 28




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intellectual property as trade secrets. Intellectual property laws
and contractual restrictions may not prevent misappropriation of our intellectual property or deter
others from developing similar technologies. In addition, others may develop technologies that are
similar or superior to our technology, including our patented technology. Any significant
impairment of our intellectual property rights could harm our business. We may in the future be subject to intellectual property rights disputes, which could divert
management attention, be costly to defend and require us to limit our service offerings. Our business depends on the protection and utilization of our intellectual property. Other
companies may develop or acquire intellectual property rights that could prevent, limit or
interfere with our ability to provide our products and services. One or more of these companies,
which could include our competitors, could make claims alleging infringement of their intellectual
property rights. Any intellectual property claims, with or without merit, could be time-consuming
and expensive to litigate or settle and could significantly divert management resources and
attention. Our technologies may not be able to withstand any third-party claims or rights against their use.
If we were unable to successfully defend against such claims, we may have to:  Ø
    pay damages;  Ø
    stop using the technology found to be in violation of a third partys rights;  Ø
    seek a license for the infringing technology; or  Ø
    develop alternative non-infringing technology. If we have to obtain a license for the infringing technology, it may not be available on reasonable
terms, if at all. Developing alternative non-infringing technology could require significant effort
and expense. If we cannot license or develop alternative technology for the infringing aspects of
our business, we may be forced to limit our product and service offerings. Any of these results
could reduce our ability to compete effectively, and harm our business and results of operations. If we fail to attract and retain our key personnel, our ability to meet our business goals will be
impaired and our financial condition and results of operations will suffer. The loss of the services of one or more of our key personnel could seriously harm our business. In
particular, our success depends on the continued contributions of Eric A. Danziger, our President
and Chief Executive Officer, and other senior level sales, operations, marketing, technology and
financial officers. Our business plan was developed in large part by our senior level officers and
its implementation requires their skills and knowledge. None of our officers or key employees has
an employment agreement, and their employment is at will. We do not have key person life
insurance policies covering any of our executives. We intend to evaluate acquisitions or investments in complementary technologies and businesses and
we may not realize the anticipated benefits from, and may have to pay substantial costs related to,
any acquisitions or investments that we undertake. As part of our business strategy, we plan to evaluate acquisitions of, or investments in,
complementary technologies and businesses. We may be unable to identify suitable acquisition
candidates in the future or be able to make these acquisitions on a commercially reasonable basis,
or at all. If we complete an acquisition or investment, we may not realize the benefits we expect
to derive from the transaction. Any future acquisitions and investments would have several risks,
including:  Ø
    our inability to successfully integrate acquired technologies or operations;  Ø
    diversion of managements attention;  Ø
    problems maintaining uniform standards, procedures, controls and policies;  Ø
    potentially dilutive issuances of equity securities or the incurrence of debt or contingent liabilities;  Ø
    expenses related to amortization of intangible assets;  Ø
    risks associated with operating a business or in a market in which we have little or no prior experience;  Ø
    potential write offs of acquired assets;  Ø
    loss of key employees of acquired businesses; and 29




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Ø
    our inability to recover the costs of acquisitions or investments. Accounting for employee stock options using the fair value method, could significantly reduce our
net income in future periods. In December 2004, the FASB issued its final standard on accounting for share-based payments, SFAS
No. 123R (revised 2004), that requires companies to expense the value of employee stock options and
similar awards. In April 2005, The Securities and Exchange Commission amended the compliance dates
and, accordingly, we will be required to record an expense for our stock-based compensation plans
using the fair value method beginning on January 1, 2006. This expense will exceed the expense we
currently record for our stock-based compensation plans and correspondingly reduce our net income
in future periods. The value of our services could be diminished if anti-spam software filters out an increasing
portion of the emails we send. Our ZAP system includes a feature that sends out personalized email messages to our registered
users on behalf of our agents. Given the volume of these messages, anti-spam software used by
Internet service providers and personal computer users sometimes treats these messages incorrectly
as unsolicited email, or spam, and filters them out. If this problem becomes more pervasive, the
value of this aspect of our marketing and communication approach could be diminished, which could
harm our business. OTHER RISKS RELATED TO OUR STOCK PRICE Our stock price may be volatile. The trading price of our common stock may fluctuate widely, depending upon many factors, some of
which are beyond our control. These factors include, among others, the risks identified above and
the following:  Ø
    variations in our quarterly results of operations;  Ø
    announcements by us or our competitors or lead source providers;  Ø
    the relatively low level of public float and average daily trading volumes of our common stock;  Ø
    changes in estimates of our performance or recommendations, or termination of coverage by securities analysts;  Ø
    inability to meet quarterly or yearly estimates or targets of our performance;  Ø
    the hiring or departure of key personnel, including agents or groups of agents or key executives;  Ø
    changes in our reputation;  Ø
    acquisitions or strategic alliances involving us or our competitors;  Ø
    changes in the legal and regulatory environment affecting our business; and  Ø
    market conditions in our industry and the economy as a whole. In addition, the stock market in general, and the market for technology companies in particular,
have experienced extreme price and volume fluctuations that have often been unrelated or
disproportionate to the operating performance of those companies. These broad market and industry
factors may seriously harm the market price of our common stock, regardless of our actual operating
performance. Also, in the past, following periods of volatility in the overall market and the
market price of a companys securities, securities class action litigation has often been
instituted against these companies. This litigation, if instituted against us, could result in
substantial costs and a diversion of our managements attention and resources and could harm the
price of our common stock. Although we carry general liability and errors and omissions insurance,
our insurance may not cover claims of these types or may be inadequate to protect us from all
liability that we may incur. Our share price could decline due to the large number of outstanding shares of our common stock
eligible for future sale. The market price of our common stock could decline as a result of sales of substantial amounts of
our common stock in the public market, or from the perception that these sales could occur. These
sales could also make it more difficult for us to sell our equity or equity-related securities in
the future at a time and price that we deem appropriate. As of March 31, 2005, we had 19,895,420 shares of common stock outstanding. The 5,232,500 shares
sold pursuant to our November 30




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2004 initial public offering are currently tradable without
restriction. Almost all of the remaining 14,662,920 shares will be eligible for sale upon the
expiration of lock-up agreements, subject in some cases to the volume and other restrictions of
Rule 144 and Rule 701 under the Securities Act of 1933. In addition, after the closing of our initial public offering, we registered approximately
4,131,875 shares of common stock that have been issued or reserved for future issuance under our
stock incentive plans. Of those shares, options for 1,677,934 shares were vested as of March 31,
2005 and, if those options are exercised, those shares will be eligible for sale after the
expiration of the lock-up agreements. Also as of March 31, 2005, we had outstanding warrants for
4,809,655 shares that were fully vested and, if those warrants are exercised, those shares will be
eligible for sale after the expiration of the lock-up agreements. The lock-up agreements expire 180 days after the November 9, 2004 date of the prospectus for our
initial public offering, provided that the 180-day lock-up period may be extended in most cases for
up to 37 additional days under certain circumstances where we announce or pre-announce earnings or
a material event within approximately 18 days prior to, or approximately 16 days after, the
termination of the 180-day period. We presently anticipate that the lock-up period will expire on
May 21, 2005. The representatives of the underwriters may, in their sole discretion and at any
time without notice, release all or any portion of the securities subject to lock-up agreements. Our principal stockholders, executive officers and directors own a significant percentage of our
stock, and as a result, the trading price for our shares may be depressed and these stockholders
can take actions that may be adverse to your interests. Our executive officers and directors and entities affiliated with them, in the aggregate,
beneficially own over two-thirds of our common stock. This significant concentration of share
ownership may adversely affect the trading price for our common stock because investors often
perceive disadvantages in owning stock in companies with controlling stockholders. These
stockholders, acting together, will have the ability to exert control over all matters requiring
approval by our stockholders, including the election and removal of directors and any proposed
merger, consolidation or sale of all or substantially all of our assets. In addition, these
stockholders who are executive officers or directors, or who have representatives on our board of
directors, could dictate the management of our business and affairs. This concentration of
ownership could have the effect of delaying, deferring or preventing a change in control, or
impeding a merger or consolidation, takeover or other business combination that could be favorable
to you. Our charter documents and Delaware law could prevent a takeover that stockholders consider
favorable and could also reduce the market price of our stock. Our amended and restated certificate of incorporation and our bylaws contain provisions that could
delay or prevent a change in control of our company. These provisions could also make it more
difficult for stockholders to elect directors and take other corporate actions. These provisions
include:  Ø
    providing for a classified board of directors with staggered, three-year terms;  Ø
    not providing for cumulative voting in the election of directors;  Ø
    authorizing the board to issue, without stockholder approval, preferred stock with rights senior to those of common stock;  Ø
    prohibiting stockholder action by written consent;  Ø
    limiting the persons who may call special meetings of stockholders; and  Ø
    requiring advance notification of stockholder nominations and proposals. In addition, the provisions of Section 203 of Delaware General Corporate Law govern us. These
provisions may prohibit large stockholders, in particular those owning 15% or more of our
outstanding voting stock, from merging or combining with us for a certain period of time. These and other provisions in our amended and restated certificate of incorporation, our bylaws and
under Delaware law could discourage potential takeover attempts, reduce the price that investors
might be willing to pay for shares of our common stock in the future and result in the market price
being lower than it would be without these provisions. 
 Item 3.Quantitative and Qualitative Disclosures About Market Risk: Interest rate sensitivity We do not have any debt and thus do not have any related interest rate exposure. Our investment
policy requires us to invest funds in 31




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excess of current operating requirements. The principal
objectives of our investment activities are to preserve principal, provide liquidity and maximize
income consistent with minimizing risk of material loss. As of March 31, 2005, our cash and cash equivalents consisted primarily of money market funds and
our short-term investments consisted primarily of investment grade, highly liquid interest-bearing
securities. As of March 31, 2004, our cash and cash equivalents consisted primarily of money market
funds. The recorded carrying amounts of cash and cash equivalents approximate fair value due to
their short maturities and short-term investments are carried at fair value. The amount of credit
exposure to any one issue, issuer and type of instrument is limited. Our interest income is
sensitive to changes in the general level of interest rates in the United States, particularly
since the majority of our investments are fixed income investments. If market interest rates were
to increase or decrease immediately and uniformly by 10% from levels at March 31, 2005 and 2004,
the increase or decline in fair market value of the portfolio would
be approximately $0.2 and $0
million, respectively. Exchange rate sensitivity We consider our exposure to foreign currency exchange rate fluctuations to be minimal, as we do not
have any sales denominated in foreign currencies. We have not engaged in any hedging or other
derivative transactions to date. 
 Item 4.Controls and Procedures:  (a)
    Disclosure controls and procedures. Our management evaluated, with the participation of our
Chief Executive Officer and Chief Financial Officer, the effectiveness of our disclosure
controls and procedures as of the end of the period covered by this report. Based on this
evaluation, our Chief Executive Officer and Chief Financial Officer have concluded that our
disclosure controls and procedures as of the end of the period covered by this report are
effective to provide reasonable assurance that information we are required to disclose in
reports that we file or submit under the Securities Exchange Act of 1934 is recorded,
processed, summarized and reported within the time periods specified in the Securities and
Exchange Commissions rules and forms, and that such information is accumulated and
communicated to our management, including our Chief Executive Officer and Chief Financial
Officer, as appropriate, to allow timely decisions regarding required disclosure.The evaluation included certain internal control areas in which we have made and are continuing
to make changes to improve and enhance controls. In designing and evaluating the disclosure
controls and procedures, management recognized that any controls and procedures, no matter how
well designed and operated, can provide only reasonable assurance of achieving the desired
control objectives, and management is required to apply its judgment in evaluating the cost
benefit relationship of possible controls and procedures.(b)
    Changes in internal control over financial reporting. In the first quarter of 2005, we
continued our assessment of our internal controls to comply with Section 404 of the
Sarbanes-Oxley Act of 2002. We accordingly made changes to our internal controls, primarily
with respect to better documentation and enhanced controls. We believe the changes made during
the first quarter of 2005 did not, individually or in the aggregate, have a material effect
on, and are not reasonably likely to materially affect, our internal control over financial
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PART II  OTHER INFORMATION 
 Item 1.Legal Proceedings: We are not currently subject to any material legal proceedings. From time to time we have

been, and we currently are, a party to litigation and subject to claims incident to the ordinary
course of our business. The amounts in dispute in these matters are not material to us, and we
believe that the resolution of these proceedings will not have a material adverse effect on our
business or financial results. 
 Item 2.Unregistered Sales of Equity Securities and Use of Proceeds: On November 9, 2004, the Securities and Exchange Commission declared effective our
Registration Statement on Form S-1 (File No. 333-115657) for our initial public offering. We
commenced our offering immediately thereafter. We completed our sale of 4,550,000 shares of common
stock on November 15, 2004 at a price of $13.00 per share, and on November 18, 2004 we sold the
remainder of our registered shares of common stock (682,500 shares) at the same price per share
pursuant to the underwriters exercise of the over-allotment option. UBS Securities LLC, Deutsche
Bank Securities Inc., Thomas Weisel Partners LLC and Pacific Growth Equities, LLC acted as the
underwriters for the offering. The aggregate purchase price of the offering was $68,022,500. The net offering proceeds received by
us after deducting total estimated expenses were $61,402,410. We incurred total estimated expenses
in connection with the offering of $6,620,090, which consisted of $1,796,117 in legal, accounting
and printing fees, $4,761,575 in underwriters discounts, fees and commissions, and $62,398 in
miscellaneous expenses. No payments for such expenses were made directly or indirectly to (i) any
of our directors, officers or their associates, (ii) any person owning 10% or more of any class of
our equity securities or (iii) any of our affiliates. We have not used any of the net offering proceeds from the offering for operational purposes. We
currently estimate that we will use the net proceeds as described in the prospectus for the
offering: for general corporate purposes, including working capital. We have not assigned specific
portions of the net proceeds for any particular uses, and we will retain broad discretion in the
allocation of the net proceeds. Although we evaluate potential acquisitions of complementary
businesses, technologies or other assets in the ordinary course of business, we have no specific
understandings, commitments or agreements with respect to any acquisition at this time. Pending such uses, we have invested all of the net proceeds from the offering in short-term,
investment-grade securities. We cannot predict whether the net proceeds invested will yield a
favorable return. 
 Item 6.Exhibits: The exhibits listed in the Exhibit Index are filed as a part of this report. 33




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SIGNATURE Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934,
the registrant has duly caused this report to be signed on its behalf by the undersigned, thereunto
duly authorized. ZIPREALTY, INC.By:

/s/ Gary M. BeasleyGary M. BeasleyExecutive Vice President and Chief Financial Officer Date: May 12, 2005 34




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Exhibit Index Exhibitnumber
    
    Description3.1(a)(1)
    
    Amended and Restated Certificate of Incorporation3.2(a)(1)
    
    Bylaws4.1(1)
    
    Form of Common Stock Certificate10.11*
    
    Director Compensation Policy
(adjusted to reflect November 8, 2004 1-for-3 reverse stock split)31.1
    
    Certification of Chief Executive Officer, as required by
Rule 13a-14(a) or Rule 15d-14(a) of the Securities Exchange
Act of 193431.2
    
    Certification of Chief Financial Officer, as required by
Rule 13a-14(a) or Rule 15d-14(a) of the Securities Exchange
Act of 193432.1
    
    Certification of Chief Executive Officer, as required by
Section 1350 of Chapter 63 of Title 18 of the United States
Code (18 U.S.C. 1350)32.2
    
    Certification of Chief Financial Officer, as required by
Section 1350 of Chapter 63 of Title 18 of the United States
Code (18 U.S.C. 1350)
   (1)
    
    Incorporated by reference to the exhibit of the same number to the Registrants Registration
Statement on Form S-1(File No. 333-115657) filed with the Securities and Exchange Commission
on May 20, 2004, as amended.(2)
    
    Incorporated by reference to the exhibit of the same number to the Registrants Annual
Report on Form 10-K (File No. 000-51002) filed with the Securities and Exchange Commission on
March 28, 2005.* 
    Identifies a management contract or compensatory plan of arrangement required to be filed as an
exhibit to this report. 35