Shafiq Hirani CCIMReal Estate Advisor, REMAX Distinctive · Real Estate Advisor at RE/MAX Distinctive Commercial | Washington, DC | Your Guide To Profitable Real Estate Ventures

Boost Your Sale: The Seller's Income Listing Secret! #shorts

19 Sept 2026 · 0 min

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0:29

In this short, Shafiq Hirani CCIM advises real‑estate sellers on how to structure and present income data to strengthen a listing. He recommends creating a one‑page, two‑column income list for the marketing package and ensuring the seller, not the buyer’s broker, controls the sorting of the data. He explains the tactical use of trailing‑12‑month versus trailing‑3‑month annualized figures: if the recent three months outperform the year‑to‑date, show both sets so the buyer must argue against the stronger metric; if the recent three months are weaker, the seller should improve that performance before listing. The overall message is to proactively shape financial disclosures to favor the seller’s position.

Here is the practical version. Build that 2-column list yourself on one page and put it in the marketing package. If you do not sort it, he sorts it, and he will sort it in his favor. Now trailing 12 versus trailing 3 annualized. If your last 3 months are stronger than your last 12, present both and make the buyer argue against the better one. If your last 3 are weaker, you fix that before you list, not during.