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We need to look at short sales as a positive transaction instead of a negative one. There are so many Arizona short sales, foreclosures, REO’s and bank-owned properties on the market today. Short sales are by far leading the pack. We can no longer ignore these homes as it drastically limits our buyer’s choices.

If we take a positive approach, short sale transactions can be less painful and frustrating. Knowing the right questions to ask before writing an offer can give you and your buyer more leverage. To limit the amount of aggravation, disappointment and time for all parties, can be accomplished if we take the right approach from the beginning.

The difference between a “normal” sale and a “short sale is like the difference between night and day. Our buyers and sellers trust and depend on us as real estate professionals. Be sure your agent is well qualified and an expert in the short sale process.

Below are 5 simple but powerful questions for the Buyer’s agent to ask the listing agent prior to writing an offer: These questions will save everyone time and energy.

What lender(s) carry the mortgage? Knowing which banks hold the notes is important. Some banks are responding to offers in as little as a week while others are taking several weeks or months.

Is there more than one lien holder? If two or more lien holders are involved approval of the short sale may never come to fruition. All lien holders have to approve the short sale.

Do you have a complete short sale package from the seller? When a seller selects an agent to handle the short sale, the first critical step up front is to complete a short sale package for the lender. Offers will not even be “looked” at by the banks unless this package is complete. The buyer could be in for a long wait while the seller compiles their documents for the bank and the listing agent learns the ropes.

The listing agent should assist the seller in submitting the short sale package to the lender before or at time of listing the property. Banks will not even consider offers until the seller package is complete. The buyer should consider other options if the bank hasn’t received the seller package.

Arizona’s short sale homes will continue to saturate the market in Arizona for awhile. As a real estate professional, you want to become familiar with these types of questions so they are second nature. By doing so, will eliminate a lot of the frustrations and help determine the time line for you and your buyer when trying to find that perfect home.