Hi, I actually never used to show short sales... even would "fire" clients who insisted on seeing them, because 99% would reincarnate as an "REO"... after the short sale would take so long, the banks would seemingly always end up foreclosing. During a short sale, it seemed it was always someone's "butt" at the bank if they approved taking the loss. Then, later, once the asset was switched to the other side of the balance sheet (i.e. after foreclosure, as an REO), that's when they were willing to cut a deal.
I say, used to, because lenders have recently switched their tune in a major way. I have found the key is to look for the listings that already have lender short sale approval. I'm currently closing one next week (30 days total) and about to make an offer on another. They are starting to move as both sides of the bank are starting to get on the same page. Meantime, there is no downside as far as existing liens or unpaid expenses go... the bank takes the hit on that stuff.