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Welcome to
The Greenleaf Guide
July 2010 Newsletter



Question
I recently put my house on the market. My real estate agent says that I should take the first offer that comes in.  He argues that sales are few and far between and any offer is a good offer. Do you agree? 

Answer
I agree that this is a challenging time to sell a house. Roughly one third of current real estate transactions are short sales or foreclosure sales. In addition, since home prices tend to follow employment trends, you likely won't see a turnaround in the local real estate market unless employment grows.

However,  it is critical to understand your realtor's incentives. Home buyers and sellers generally understand that the agent gets a percentage of the sales price, but few recognize what that means in dollar terms.

Let's say that you receive an offer of $250,000 for your home.  The 6% commission of $15,000 is split between your agent's brokerage firm and the buyer's agent's brokerage firm. Then, your agent gets half of his firm's half.  Therefore, your agent receives $3,750.

If you negotiate with the buyer for a price that is 5% higher (or $262,500), the total commission rises to $15,750.  However, your agent ultimately receives just $187.50 more as his or her portion of the commission.
 
As a result, agents working in lower- and middle-priced markets must necessarily aim for quick sales and more of them, instead of spending time on a drawn-out negotiation period. For better or worse, there isn't much monetary incentive to get a higher price for you.

Similarly, a buyer's agent won't necessarily encourage you to offer much less than a house's list price since it reduces their commission. 

In conclusion, if the offer doesn't please you, don't be afraid to counteroffer, even if your agent doesn't encourage you to continue the negotiations.


  Los Angeles Office
Jennifer Hartman, CFP, CFS
323-330-0579
jhartman@greenleaf-fg.com
  

Indianapolis Office
Kathleen Hartman, CFP, CFA
317-576-1727
khartman@greenleaf-fg.com


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Financial Tips for Travelers

Summer vacations are supposed to deliver a much-needed dose of R&R. However, vacations can be stressful due to high travel costs, cancelled flights, and other problems. Here are a few tips to relieve a few financial travel dilemmas.

Car Rental Insurance
Paying for insurance can substantially increase the cost of your rental car. Therefore, be careful not to pay for coverage you already have. Before your vacation, call your auto insurance agent AND the credit card that you will use to rent the car.  Ask about your personal coverage amounts.

Your auto policy generally covers rental-car damage unless you’ve dropped comprehensive or collision coverage.  In which case, the rental car will not be covered if it is damaged in an accident or stolen.  In this circumstance, buy the collision damage waiver (CDW) for $10 to $20 per day.

You may also wish to buy the CDW to keep any accidents off your record and avoid the headache of working with your auto insurer. In addition, car-rental agencies may assess a “loss of use” fee, which will not be in your standard auto policy.

Your credit card benefits may supplement your auto policy. Many credit cards will pick up the deductible and premium cards may do more.  However, credit-card protection does NOT include liability. In addition, many credit card companies will withhold coverage overseas.

One certain way to save money is to bring your own GPS system.

Travel Insurance
The Icelandic volcano eruption this past April resulted in more than 100,000 cancelled flights. Such situations are considered “an act of God” and the most a U.S. airline will do is provide a cash refund for the canceled portion of your flight.  European airlines may provide meals and lodging.

However, if your family of five is significantly delayed on the way to a cruise, you will likely bear the cost of the missed cruise.

Therefore, if you’re planning a tour or cruise that will go on without you, consider a trip-cancellation insurance package.  Full coverage for all non-refundable, prepaid travel expenses along with a daily allowance of $150 to $250 for lodging and meals will cost 4% to 8% of your trip’s price.

Some vacations won’t justify the cost of this insurance, but those once-in-a-lifetime travel plans make trip insurance a worthwhile expenditure. Compare plans and costs at InsureMyTrip.com, TravelGuard.com, and SquareMouth.com.


In the News:

Los Angeles Times
and New York Times
Jennifer Hartman, CFP, was quoted last month in a New York Times article on keeping downpayment money safe. 

 She also provided a "Money Makeover" profile to the Los Angeles Times, which helped a divorced and recently laid-off mother of two get control of her finances.

Five Star Wealth Manager
Kathleen Hartman, CFP, CFA, was named a Five Star Wealth Manager by Indianapolis Monthly magazine.  Results of the survey behind this award will be published in the September issue.

Unbiased advice from an independent,
fee-only firm.

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