Karen Nichols, a 14-year Perry & Co. broker associate likes to prepare her clients in advance of listing their homes about the process they are about to undertake. “It’s an exciting time to be selling your home and considering moving, but it also can be trying – with showings, and feedback on price and often times, waiting for the right buyer.”

It’s the waiting that can be hard for sellers. Counseling patience with sellers in today’s market was the topic in an article in March/April 2012 issue of The Residential Specialist, the magazine published for real estate brokers who have completed their coursework as Certified Residential Specialists (CRS). Karen was recently asked to chime in on how she works with her sellers when their homes haven’t sold.

From the magazine: Karen Nichols, CRS, with Perry & Co. in Denver spends time up front discussing the all-important issue of pricing. Using statistics from the MLS showing days-on-market for similar homes at various price points helps her clients understand how long to expect the sale to take, she says. She shows her sellers both the neighborhood and the broader marketing area. “We look at where things are priced and where they end up selling and the percentage difference between the original price and sold price and ho long it took to get there,” she says.

 Karen likes her clients to understand what to expect before they put their home on the market. “If we can help clients set their expectations realistically, price their home correctly for the market and to understand the process, then everyone is going to be happier.”