What Do Realtors Do for Buyers? (Arizona Home Buying Guide)

by Heath Sullivan

If you’re buying a home in Arizona, especially in the East Valley (Gilbert, Chandler, Mesa, Queen Creek, San Tan Valley) it’s easy to assume a Realtor’s job is mostly showings and paperwork.

The truth is: a great buyer’s agent is your strategist, negotiator, risk manager, timeline enforcer, and calm voice when emotions get loud.

I’m Heath Sullivan, a 4th-generation Arizona native, Realtor Extraordinaire, relocation and selling expert, and someone who also operates heavily on the investor side (distressed situations, value analysis, off-market opportunities). That investor brain helps my retail buyers constantly, because buying smart is buying with clarity.

Here’s what I (and a good Realtor) actually do for buyers start to finish.

1) Get You Truly Pre-Approved (Not “Sort Of” Approved)

Before we ever fall in love with a home, we make sure you’re positioned to win.

That means connecting you with a lender who will give a real pre-approval, verified income, verified assets, clean structure, not a flimsy letter that collapses mid-escrow.

Why that matters:

Sellers and listing agents can smell a weak pre-approval.
A deal that falls apart can put your earnest money at risk.
A strong lender + strong agent combo can win you the home even against competing offers.

2) Build a Target Search (So You Don’t Waste Weeks)

Most buyers don’t need “more homes.” They need better filtering.

I help you define:

Target areas and micro-neighborhoods (especially for relocations)
The real tradeoffs (commute, schools, HOA rules, resale value)
Must-haves vs. nice-to-haves

Then we set up a search that brings you the right homes fast.

3) Tour Homes With a “Value & Risk” Lens

When we walk homes, I’m not just looking at features. I’m looking at:

Condition and hidden costs
Layout, function, and resale appeal
Neighborhood factors buyers miss (noise, access, traffic patterns)
Red flags that can become inspection/appraisal issues later

A buyer without representation often sees the house.
A good Realtor sees the deal.

4) Craft the Offer Strategy (Price + Terms = Winning)

The offer isn’t just a number, it’s a full strategy.

I help you decide:

What the home is worth based on recent comparable sales
How aggressive to be (and when not to)
Which terms strengthen you: closing timeline, concessions structure, inspection period, etc.

One of my goals is to reduce surprises later, especially at appraisal, by making sure the offer is grounded in the market.

5) Inspection: This Is Where Buyers Underestimate the Work

In Arizona, after inspections, buyers use the BINSR to request repairs or credits.

This is commonly the most intense part of a transaction because it’s where:

Concerns surface
Emotions spike
Negotiations get real

Here’s what I do during inspection:

Help you hire the right inspector (thorough, but not dramatic)
Bring in specialized trades (HVAC, plumbing, electrical, roofing) to verify the real issues
Help you separate “important” from “noise”
Negotiate hard for credits (often preferred over repairs so you control quality)

In many deals, this is where buyers save thousands, sometimes tens of thousands, and where an agent can earn their fee through negotiation alone.

Quick case study (1953 home purchase)

I helped a close friend buy a 1953 home with a long inspection list. We narrowed down the most important items, brought in trusted vendors to validate the real concerns, and negotiated roughly $4,000 in concessions so repairs could be done by my buyer’s preferred pros. That’s the difference between “inspection panic” and a confident purchase.

6) Appraisal Management (Preventing the Deal From Going Sideways)

Appraisal issues often come down to pricing and comps.

Because I’m constantly analyzing value, and because I’ve got an investor acquisition mindset—most of my buyers are positioned well before the appraiser even shows up.

Behind the scenes, I’m: