What Does a Real Estate Agent Do? (Arizona Edition)

by Heath Sullivan

If you’ve ever thought, “A real estate agent just unlocks doors and writes up paperwork, right?” — this one’s for you.

My name is Heath Sullivan, a 4th-generation Arizona native, Realtor Extraordinaire, relocation and selling expert, and an investor with a big book of distressed and off-market business. I work all over the Valley, with a special focus on the East Valley cities of Gilbert, Chandler, Mesa, Queen Creek, and San Tan Valley.

In this article, I want to pull back the curtain and honestly answer:

What does a real estate agent actually do for you — before, during, and after the sale?

We’ll talk about buyers, sellers, investors, and relocation… and I’ll show you some real-world examples of how much happens behind the scenes that you never see.

Big Picture: What a Good Real Estate Agent Is Really Doing

At the simplest level, a real estate agent helps you:

Buy a home
Sell a home
Or invest in real estate

But a good Arizona real estate agent is doing much more than that:

Protecting your money
Protecting your time
Protecting your sanity
And helping you navigate one of the most emotional and expensive decisions of your life

Most of my job happens in three lanes:

Strategy & Education – helping you understand your options and next steps.
Execution & Negotiation – contracts, timelines, inspection, appraisal, and problem-solving.
People & Emotions – keeping everyone grounded so personalities don’t blow up a great deal.

Let’s break it down by situation.

What a Real Estate Agent Does for Buyers

Here’s the typical journey when I’m working with a buyer in Gilbert, Chandler, Queen Creek, Mesa, or San Tan Valley.

1. Get You Truly Pre-Approved (Not Fake-Approved)

The first thing I do is connect you with one of my trusted lender partners for a real pre-approval — not a “yeah, you’re good” pre-qual that falls apart later.

Why this matters:

Some lenders will issue shaky pre-approvals just to get a deal started.
If that loan collapses mid-escrow, you risk losing earnest money and ticking off the seller.
I push for full transparency up front so we know exactly what we’re working with.

I treat this like a fiduciary should: I’d rather walk away from a deal than put you into something that isn’t solid.

2. Build Your Search & Tour Homes

Once we have a solid pre-approval:

We set up a targeted home search based on your budget, location, lifestyle, and non-negotiables.
We start touring properties in person — not just “pretty photos,” but real-life condition, layout, neighborhood feel, traffic, etc.

Here I’m not just opening doors. I’m:

Pointing out red flags and hidden value
Helping you compare homes against true market value
Giving you context from living in the East Valley my entire life

3. Write a Smart Offer (That Actually Has a Chance)

Once you find “the one,” we go into contract phase:

We determine the right offer price and terms
I pull comparables (recent similar sales) so we don’t overpay or set ourselves up for an appraisal disaster
I present your offer strategically to the listing agent

Because I also work in investor acquisitions, I’m very good at identifying real value.
Many of my buyers see instant equity at appraisal because of how carefully we price our offers.

4. Inspection & BINSR: Where Your Agent Earns Their Keep

In Arizona, after the inspection we use a form called BINSR (Buyer’s Inspection Notice and Seller’s Response). This is where the buyer formally requests repairs or credits.

This is one of the hardest and most important parts of the whole process — and where buyers dramatically underestimate what I do.

Here’s what I’m handling for you:

Hiring the right inspector – thorough, but not alarmist
Bringing in specialized trades (roofers, plumbers, electricians, HVAC, etc.) to scope specific concerns
Helping you separate:
- “This is a real safety/structural issue”
- vs. “This is just a recommendation or cosmetic”
Strategizing what to ask for and what to let go

In most transactions, I’m negotiating thousands — sometimes tens of thousands — of dollars in repairs or credits here.

And 90% of the time, I prefer to negotiate credits instead of repairs, so your trusted contractors do the work after closing, not the seller’s cousin’s handyman.

Case Study: 1953 Home, Big Concerns, Big Win

Recently I helped a close friend buy a 1953 home — old homes always come with big inspection reports.

Inspection turned up a long list of issues.
We narrowed it down to the truly important items.
I brought in trusted trades to confirm what really needed fixing.
We negotiated about $4,000 in concessions so my client’s preferred vendors could handle the repairs.
On top of that, I’d already negotiated a strong purchase price thanks to my rapport with the listing agent (I had just closed a deal with him a few weeks before).

That combination — relationship with the agent, strong lender reputation, and smart negotiating — is how we won the home and protected my client’s wallet.

In this deal, the seller was only offering a 1% commission, and instead of fighting over my paycheck, I used it strategically so my client could bid stronger and win the house. People over profits, always.

5. Appraisal & Loan: Keeping Things on Track

Once we’re through inspection:

The lender and underwriter take over most of the paperwork.
I keep everyone on track with deadlines, documents, and communication.
I watch the appraisal closely — but because we priced right, appraisal issues with my buyers are rare.

Behind the scenes, I’m constantly:

Talking to the lender
Talking to the listing agent
Tracking contingency dates
Solving problems before they blow up

What a Real Estate Agent Does for Sellers

On the seller side, my job is to help you net the most money possible with the least stress and fewest surprises.

Here’s the basic roadmap.

1. Understand Your Goals & Evaluate the Property

We always start with:

A real conversation about your goals and timeline
A walkthrough of the home
An honest evaluation of condition and value

Then we talk about prep.

I’ll often say:

“Let’s get this home depersonalized and model-ready.
When you walk into a model home, what do you see? Clean, simple, beautiful presentation. That’s our goal.”

2. Pricing: Art, Science, and Experience

Because of my investor background and acquisition experience, I’m laser-focused on pricing correctly:

I’m constantly tracking the heartbeat of the East Valley market.
We price based on real data, but also adjust for the direction of the market.
If we’re not getting the traction we expect, I don’t bury my head in the sand — we pivot and adjust.

3. Pre-Listing Prep: Staging, Decluttering & Strategy

Before you hit the market, I help you:

Declutter and depersonalize
Decide where small repairs or updates will pay off
Arrange staging advice and services if needed

For certain homes (especially older ones), we may even do a pre-inspection so we know exactly what’s coming and can:

Fix big issues before buyers see them
Or use that clean inspection strategically in negotiations later

4. Marketing: More Than Just Putting It on the MLS

This is where my “master marketer” side kicks in.

For my listings, I typically:

Hire top-notch photography and videography
Create professional brochures for showings and open houses
Host open houses to drive traffic
Advertise on Facebook Marketplace and social media
Write strong listing copy that sells the lifestyle, not just the specs

But marketing isn’t just about pretty pictures — it’s about strategy:

Who is the most likely buyer?
Where do they spend time online?
What features will hook their attention?

And, just as important:

How do I show up as the kind of listing agent other agents actually want to work with?

Because here’s a huge insider secret…

The Secret Ingredient: Agent Relationships

One of the most underrated parts of my job is my relationship with other agents and lenders.

When agents know how I operate, they know I’ll communicate, stay on top of deadlines, and problem-solve.
In a multiple-offer situation, that can be the difference between your offer winning or getting passed over.

In the 1953 home story earlier:

I had recently closed another deal with the listing agent. We already had trust and rapport.
My partner lender had a strong reputation and personally called the listing agent to vouch for my clients.
We structured the offer to be clean and strong — and my willingness to flex on my own commission helped us win.

When you hire an agent, you’re not just hiring their skills — you’re hiring their reputation in the market.

Distressed, Divorce, Death & “Messy” Situations

A big part of my business involves:

Distressed properties
Divorce situations
Estate sales and death
People who are just overwhelmed and need a clean, simple solution

These are the deals where I’m not just a Realtor — I’m often part project manager, part counselor, part life coach.

Real Story: From Agent to “Life Coach”

A few years ago, I helped a divorcing couple sell their home. The wife was having a really hard time emotionally.

To get the home sold at the best price, we needed it:

Decluttered
Depersonalized
“Model-home ready”

Instead of just saying “let me know when it’s done,” I:

Checked in almost daily
Helped her stay on track with the plan we’d created
Walked her through tough decisions and emotional moments

By the end of the transaction, she told me I was more like her life coach than her real estate agent.

That’s what I mean when I say: I’m playing the long game.
This isn’t about one commission check — it’s about relationships and doing right by people.

In these messy situations, I also:

Connect clients with attorneys, tax strategists, and CPAs when needed
Bring in contractors, clean-out crews, and movers
Help them decide whether a traditional sale or a quick investor offer makes the most sense

And yes — I actually have these resources on speed dial, not just in theory.

For mor information On Selling a House During Divorce in Arizona Read this 👉 Keep It Simple and Fair during a during a Divorce

Investors, Flips & Creative Deals

I’m very active on the investment side — fix and flips, BRRRR deals, off-market opportunities, assignments, and assumable loans.

What I Do for Investor Clients

For my investors and flippers, I’m doing a lot more than forwarding Zillow links:

Sourcing off-market and distressed opportunities
Analyzing ARV (After Repair Value)
Helping underwrite deals:
- Purchase price
- Rehab budget
- Holding costs
- Likely resale or rent value
Connecting them with contractors and trades
Talking through exit strategies: flip, long-term hold, BRRRR, 1031, etc.

Case Study: The BRRRR Deal I Took for Myself

Recently, I went on a traditional listing appointment.
The sellers:

Didn’t want showings
Didn’t want to worry about commissions
Just wanted the home gone quickly

They were talking with local and national investment buyers. After reviewing the property, I decided I liked it enough to buy it myself.

I matched one of their best offers.
Closed on it as an investor.
Did a full renovation.
Rented it out and then refinanced — the classic BRRRR strategy (Buy, Rehab, Rent, Refinance, Repeat).

I look for those opportunities for myself, but I also constantly bring these kinds of deals to my investor clients, depending on what fits their goals.

Creative Strategies: Assumable Loans & More

In today’s market, assumable loans are a big opportunity:

There are still plenty of 2–5% interest rate loans out there.
Every 1% lower interest rate drops a payment by roughly 10%.
For the right buyer and property, assuming a low-rate loan can be a game changer.

Because I wear both investor and retail hats, I can help:

Investors find retail-ish plays that make sense
Retail buyers take advantage of creative strategies usually reserved for investors

Relocation & Local Expertise: 41 Years in the East Valley

I’ve lived in the East Valley my entire life — over 40 years.

My great grandfather had 80 acres in Buckeye for his excavation business.
My mom grew up in Maryvale.
My dad grew up in South Phoenix.
They moved to Mesa, then we migrated to Gilbert, where my family still lives and works.

When someone is relocating from California, Washington, Illinois, or anywhere else to the Valley, my job isn’t just:

“Here are some houses.”

It’s:

Explaining neighborhoods and micro-markets
Talking about schools and districts
Going over commute patterns and traffic realities
Matching their lifestyle to the right areas of Gilbert, Chandler, Mesa, Queen Creek, San Tan Valley, and beyond

On my website, I’ve built interactive local guides where people can:

Explore restaurants and coffee shops
Click to call, order online, or grab an Uber right from the guide
Read blogs on top schools, top restaurants, and neighborhood breakdowns

It’s basically a local’s library of East Valley information — which makes the relocation process smoother and way less scary.

The Boring (But Critical) Behind-the-Scenes Work

From the outside, it looks like I’m:

Showing homes
Hosting open houses
Taking photos with “Sold” signs

In reality, a huge chunk of my job is what you never see:

Reading and explaining contracts and addenda
Watching deadlines so you don’t accidentally lose rights or money
Coordinating inspection trades and making sure repairs are actually completed
Communicating with lenders, title, appraisers, and other agents
Keeping everyone focused so emotions don’t kill the deal
Being there when something goes wrong after closing, so you’re not alone

Roughly 50% of my work is behind the scenes:

On the phone
In the car
Wrangling vendors and timelines
Solving problems so you never have to hear about them

And one more thing most people don’t think about:

We live in a very litigious world.

If you go it alone and negotiate on your own behalf, you have:

No broker support
No agent who owes you fiduciary duties
No industry expert helping you navigate if something goes sideways later

I get calls all the time from people who didn’t hire me, had a problem, and now want advice because they don’t trust their agent.
My honest thought is always: “You could’ve avoided this if we had worked together from the start.”

So… What Does a Real Estate Agent Do?

A good real estate agent:

Communicates clearly and often
Understands the market because they’re in it every day — not doing one deal a year
Protects your interests and your money
Manages personalities and emotions so the deal stays alive
Thinks long-term, not transaction-to-transaction
And does a lot more than open doors and write contracts

People call me the “Wizard of Real Estate” because I have a habit of pulling rabbits out of hats — making deals happen that probably shouldn’t have, and finding solutions where other people only saw dead ends.

That’s what I love about this business.

Thinking About Buying, Selling, Investing, or Relocating in Arizona?

If you’re:

Buying your first home
Selling a property in the East Valley
Navigating divorce, inheritance, or a distressed situation
An investor looking for opportunity
Or relocating to Gilbert, Chandler, Mesa, Queen Creek, San Tan Valley, or anywhere in the Valley

…I’d love to talk and help you map out a game plan.

👉 Call or text: 480-201-5555
👉 Email: heath@ownphxaz.com
👉 Learn more & explore my local guides: www.ownphxaz.com

Even if you’re six months or a year out, we can start with a simple conversation, go over your options, and make sure you’re set up to win when the time is right.