7 figure Attraction Agent

The Competitive Edge in Prospecting | Avi Khan & iD4me

• Tom Panos - Real Estate Coach & Trainer

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  • 03:14 – How Avi Khan used iD4me to grow in a flat market
  • 06:30 – The different target markets you can find in iD4me, including: Expired listings, Investors, Buyers, Sellers, Absentee Owners, Orphaned Data, and other Verified Data
  • 12:00 – How to handle the objection of: “How did you get my number?”
  • 16:04 – Hotspotting List-to-List Strategy
  • 17:49 – Prospecting Scripts & Dialogue 
  • 19:20 – Answering your Q&A
  • 33:12 – Don’t be the 9-month agent! 


Guest: Avi Khan (Group CEO & Principal at Ray White Marsden AKG) and Joel Arnold from iD4me.

iD4me has just launched in Aotearoa!

*I am an iD4me brand ambassador

Avi Khan:

Great Tom. Thanks for having me.

Tom Panos:

So always a pleasure. It's always a pleasure to get your great insight into real estate and sp the specifically whatever subject we're talking about there and there. Dole, how are you going?

Joel Arnold :

Tom, I'm so excited. My first webinar with you uh and to a new audience in New Zealand as we go live.

Tom Panos:

And yeah, I'm yeah, stunned, great, happy. So let me tell you, a few years ago, a gentleman by the name of Mark Samboli from Bill in the St. George area said to me, Tom, I want to let you know, he's a long-term client, a very good operator. He said, I want to let you know there's this product. No one knows about it, but just picture this. You can get anyone's name, mobile, social media handles. In the moment, you're driving by, you see a property that you think, man, I've got a client that'll buy this. Within seconds, you can be calling up the client, even though you've never spoken to them. He said, Tom, do you know what an incredible tool this is? You're at an open for inspection, someone walks in, you get their name, you quickly go on and call logic RP data, you find out they own seven other properties. Right? And you get their mobile number and you can ring them up. He said, Tom, don't tell anyone. So what did Tom Pamos do? He went and signed an ambassador agreement with ID for me, and he told everyone. He told everyone, because Tom likes to tell people things that are gonna help them. And I've been screaming at ID for me for ages. It was so good. I said, listen, why are we keeping it a secret in Australia? We've gotta hit New Zealand. New Zealand and all that was said, Joel, we're getting there, we're getting there, we're getting there. And the good news is we got there, it's happening. Can I confirm it? Can I confirm it?

Joel Arnold :

Yes, you can confirm it, Tom. Monday, we were live and we've got uh sign-ups like you wouldn't believe. It's uh it's on like Donkey Kong. It's been fantastic.

Tom Panos:

Okay. Now, Arve, for our audience, in case they've missed you on some of our other segments that I've had you on, I only had you on four weeks ago um talking with uh Warwick from local agent finder. And who else did we have on that day, Arve? There was another agent with us, wasn't there?

Avi Khan:

Uh Stavros. Yes, Stavros. From O from O'Brien, yes.

Tom Panos:

So, firstly, Arve, let our audience know what part of Australia you work and what brand you're with and who you are.

Avi Khan:

So at the moment, I'm coming to you from Auckland. I'm at the Viaduct, so I'm having a good time in Auckland at the moment. But I run Fiverr A Whites in Brisbane South, um, so across from the Logan region to the Ipswich region and Brisbane. Um, I also own a law firm in Sydney as well. And um I do a lot of work with ID for me and talking about what they're doing out in the marketplace and how it's helped me and my agents elevate our game in the marketplace.

Tom Panos:

Well, let's talk about that specifically. How has it helped you elevate your game in the marketplace, um, Arvey?

Avi Khan:

So, firstly, Tom, I think you have to look at what market you're in, right? So when I look at New Zealand, uh Westpac came out last month saying the market's no longer booming, it hasn't boomed, it's not crashing, it's very stable. It's a very stable market, and they don't see prices going up too much in the next three to six months. So then you look at it and saying, okay, how do what do I do with this? It's a stable market. So when the market is stable, you need to convince your sellers more, you need to keep in touch with them more, you need to work with them more to get them to the market. So I look at the market conditions awkward and say, okay, how are we going to utilize this tool to get these sellers? The first thing you need to do is you need to become a market leader in market knowledge. Because if you're not a market leader in market share, the first thing you need to know is what's my market doing? Yes, it's not booming, yes, it's not crashing, yes, it's stable. Do your prep for the market and then reach out to sellers. So this is where ID for me comes in so well. Because you can top, you can literally say, I'm doing this area, I'm doing a micro suburb, or I'm doing units in this suburb. I'm gonna utilize all the data in ID for me to target that market. Go and be the market expert, know what's happening in the market, know what you're gonna say to sellers, and then find sellers. ID for me gives you the unique ability to target specific suburbs or micro suburbs in that region.

Tom Panos:

Okay, let's just simplify basically what you've just said is ID for me allows you, once you've selected and you've made a commitment, I'm going after this little micro pocket. What it allows you is the people that you already don't have relationships with those micro pockets, it gives you an automatic list and says, here are the people. This is who they are, this is where they live. And because you're so hungry, we're also going to give you their phone number, you can actually give them a ring and start a relationship. And to me, Avi, it doesn't get more basic than that. Work out the market that you want, then work out what you're going to say to them, then contact them. And one of the hardest bits we've ever had in real estate is the ability to contact them. And what ID for me does is it's sort of it's like the neurofin to the headache of where do I get these people, right? Where do I get these people? So, Arvi, can I ask you? You've got how many salespeople work in in your corporations? Because it is a 29 agents. 29 agents, Tom. You've got 29 agents. And do all 29 agents have ID for me?

Avi Khan:

Yes, the the whole company. Every agent has access to ID for me. Okay.

Tom Panos:

So can I ask Arby, where where where and I'll get you, Joel, if you feel, feel free to unmute and join in the conversation. Where at the moment are you finding are the real big users of ID for me by agents, right? Where do you do it? I mean, I know in certain marketplaces that the market has not been great. Example, certain parts of Melbourne where it's been slow, a lot of agents use it to as a chase up of expired listings, right? So they'll drive by, they'll see this property, and they'll use it to contact the owners, obviously in a in an ethical and legal way. Where else do you see it, Arvey or Joel?

Avi Khan:

Yeah, so Tom, going um into it, I think traditionally uh we used to be known as the industry that we're the only industry that know where our clients live, right? We know their addresses, we know they live there. But that traditional aspect of real estate has changed because so many purchases over the last five, six years have been investors. So your traditional aspect of real estate where you go door knock, where you try to get the data, it's it's so hard to do now because you do we actually don't know where these people live. Like sometimes when you send a letter, it goes to their accountant or their financial advisor. What we use ID for me is to find out the actual phone number for these people. So the first port of call is like you can actually know where what the what the number is for the investor. And these are the people, Tom, at the moment, selling more quickly than the homeowners out there as well. So ID for me is a great tool, firstly, for investors because we don't know where these people live. So you get their numbers straight away. And if they're transacting quicker, these are the people you need to hit first. So that's that's the first portal call for us in terms of trying to find investor data.

Joel Arnold :

Got it. Joel? Yeah, so look, we we see a a heap of different use cases. Um more often though, and I and again, Arve's at the coal face um selling homes and working with uh buyers and sellers, but we we tend to be used more or trying to impart how do you use ID for me in some really basic fundamentals. So one of the things that um we work with um our you know, our supporters and our influencers is um I think there can be a little bit of a misnomer around technology solves all your problems. But really, what technology does is, or at least in our in our uh in our use case, is we empower you to be super successful at the basics that you would always do. So, you know, Arvey's talked about investors, uh, tons of people use this in that in that use case where they're looking for the absentee landlord and for business development managers, it's very, very useful in in that scenario. The other thing that uh we we get used quite a lot for is where you know you have your own listing in a particular street and you want to start doing outreach. The tools are absolutely uh spectacular at being able to help you target who you want to call. So, you know, at a very basic level, we can give you information that is very difficult to get hold of, contact data. So that's one thing. Um, but what we also have is is a lot more information about how to profile and target people that actually probably want to talk to you. So, you know, you could a basic example would be I've got my, you know, I'm a I'm an agent, I'm listing a home, uh, I sell that house, and I've got say 10 very active or very ready uh buyers that missed out. You can then target houses in the general area that match the profile of the property that you just sold. Um, you can reach out to those particular owners. You can also see certain information around how long they've been there for. So you can get a sense of, well, if this person's been there for a while, they might be motivated to sell. Let's give them a call. Let's call them, let them know, hey, I just sold the house up the road, we got a spectacular price, I've got many buyers left over. Um, at a minimum, let me come and have a let you know what your house is worth and you know, maybe maybe there's some business there to be done. That's a really common use case. Uh that and I'd probably say the third uh common way we get used or or you know, very uh prominently get used is people that are either new to real estate or they've just moved to a new office and they're basically having to start afresh. They don't have the data, they need to build out that contact patch. Um so our tool's really, really useful there for being able to get verified data quickly. Um, and again, if you're if you're a little bit clever about how you use it, you can be super efficient at who you call and you can be you can rely that the numbers, you know, it's verified, it's the person you need to speak to, and and so uh that that that certainly does appear to take a lot of the uh the pain out of the process of of of that outreach.

Tom Panos:

I get often asked because people know that you know I do work for ID for me, and often when I'm at events, Joel, I get asked by people, oh,

Susan Zheng:

but Tom You don't work for them, you're their sponsor. There's a difference.

Tom Panos:

Oh, okay. Thank you, Susan.

Susan Zheng:

You're welcome.

Tom Panos:

Thank you.

Avi Khan:

Um just take Susan along, Tom. That's that's a lot easier way.

Tom Panos:

Susan he does. Susan, Susan is um Susan's originally, she was actually born in

Susan Zheng:

Oh my god, we don't need to know this. Get on with the webinar.

Tom Panos:

And I'm what I'd like to say is that people should go to Chat GPT and actually say, are Shanghai females very aggressive? Please do.

Susan Zheng:

I can tell you now, they don't need to go to Chat GPT, we are. Case settled.

Tom Panos:

But but thank you, Dylan. We're just having a bit of fun. Susan is hilarious, says Karen. Anyway, let me just go on and say that for me, I get asked a lot, and I'd like to hear your view, Arvee. I get asked by agents, but Tom, if we call them, they'll say, Where'd you get our details? I get asked that a lot. And to me, it doesn't, it's not a complicated response. It's like your details are on public records, and I am calling off those records. It's not like there's some mysterious thing. Is there a better way of saying that, or is that what it is?

Avi Khan:

Yeah, look, I I think when you go um talk about this, that there's other platforms out there that have data as well. The difference is ID for me has a lot more data. It's more relevant, it's more timely, it's not historical, it's constantly updated. So I think that's where the people don't generally understand that it's it's the same platform as everything else. It's just a much better platform. Um, so that's one thing that we always say to people that ask about this platform is yeah, there's other things out there that you guys have been using for 20, 25 years. The problem with those are that it's historical now. They don't update data, it's not relevant. So what we say to the public, hey, I'm so sorry if I've reached out to you and you didn't want me to, I'll take your name of the database. Um, there's certain places that we get data from. One is, you know, historically it's in our database, or two, we we purchase data and we contact data. It's somewhere you've given consent to it. So we apologize if we've intruded. We'll just make sure we don't call you again. So it's a very simple sort of conversation. And no one really gets angry with us, Tom, if we just apologize and move on. Uh, but they have consented to it somewhere down the line, somewhere.

Tom Panos:

Okay, Joel, is there anything you want to extend on that?

Joel Arnold :

Yeah, absolutely. Um our whole business, our IP, is all based on the data sets that we hold. And so um what's super important for us as a business is that um the way that we collect this information, the way that we, you know, and the people that we work with, where we aggregate it from, um, is uh done in the most highly compliant and legal way that it can possibly be done. Um, and you know, from that standpoint, we've got compliance frameworks that we have to abide by uh in our business that ensures that from cradle to grave, in terms of where that information is captured all the way through to how it's used, um, that it's uh it's been managed and looked after in uh in a compliant way. Now, I'll go one step further than Arvey. Um we we don't mind if you mention you got it from ID for me. Um so uh, and we say that because what we are doing is completely compliant and uh uh in line with you know Privacy Act, both in New Zealand and in Australia. Um and we also provide uh people the option to be able to call us and have their information removed. So, you know, in the uh scenario that Arvi just provided, um, you know, for those on the call, if they do use us or do end up using us, you can feel quite comfortable to say, well, um, you know, I've I've used ID for me for this. Um here is here's a link to their website. Um they're more than happy to remove you from that web uh from from their database if you like. Um and then that that that data's you know taken off the table, as it were. Um so there's no issue there. Uh and I think one of the things as time goes on, and depending I guess on the on the demographic that you're speaking to, but you know, most people do understand as they're going around the internet and they're and they're you know signing up to things and agreeing to certain things, um, they are consenting for their information to be used for marketing purposes. So I think over time this is becoming you know less and less of an issue. Um, you know, we've been doing this now for a good number of years. We've got you know 350,000 searches a day being done on our platform. Um, it it is very rare that we that that that we're hearing that this is is causing an upset um with users, and it's very, very rare that people contact us to get uh their data removed.

Tom Panos:

So okay. It would be remiss of me. Uh Arvi, you want to say something?

Avi Khan:

No, I was just gonna go back to um Joel's point about hot spotting, if if I can. Because one of the one of the pet peeves, there's the agent as a principal, is you list the property in Smith Street Tom, four weeks later, 54 Smith Street comes on, then 64 Smith Street comes on. I think ever since we started using ID for me, we can hand on hard say, I've done everything I can to prospect on that street. Um I've got the number for my different, I've called them, I've spoken to them, I've left them a message, I've tried to get through the door. If you lose it, you lose it. But now with this product, then we can actually say that we've actually given it our best. Because the hotspotting, as you know, Tom, when you list something, another listing pops up three doors down, four doors down, that you haven't managed to contact somehow because they weren't there when you're door knocking. So those sort of things are are are really amazing what ID for me can do for us.

Tom Panos:

I read I read there's American data, and I don't know, you know, how relevant it is to Australian data, but it is definitely an indicator, and that is that a home will be coming on the market within an 80 home radius within 90 days of the sold by going up. And I presume the psychology is that the vendor is waiting for the other property to get sold to see what it sells for, what the market's like, maybe not actually compete against that listing. So you're 100% right. One useful thing to be doing is building relationships with the 79 other properties around it. I would also I'm gonna answer some of these questions that are coming in. So, team, don't think that I'm ignoring them, but I just want to make sure that we give some prospecting information as per our session that's been um um promoted as uh a prospecting session. And I want to let you know that for me there are four or five repeat, rinse, repeat sentences that you'll be using using ID for me. The first one is when a property is just listed. Hi, it's Tom Panos here from XY Real Estate. I know you're not selling, and I'll be very brief. The reason I'm calling is one of your neighbors has just put their home on the market, and we're just letting all the local people know. How open would you be for us to call you once it's sold, as it might not get published, so you know what the new value of your home is. Second phone call. Hi, it's Tom Panos here. I spoke to you five weeks ago. I got great news that home has been sold. Would you like to know the new value of your home? We're doing health updates all week in the street. We're gonna be out there. That's your second call. Your third phone call can be your expired listing phone call. Hi, it's Tom Panos here from the real estate. I notice you've been on the market for some time and I'm hoping it's going well for you. How open would you be for us to sit down where I can show you how we've been selling homes in three weeks that other agents couldn't sell in three months using our passive aspirational buyer retargeting strategy? I mean, the goal of an expired listing call, by the way, everyone, is to simply get an appointment. Simply get an appointment. Um so let me just come in and look at some of these questions that have come in here and let's try if we can go through some of these together. How that Safdar says, how will you tell that XYZ is an investor based on RV Khan's example? Is there any way you can tell whether someone is uh um uh uh an investor or a non-investor on um ID for me?

Joel Arnold :

Uh there is ways to infer that they might be. Um, and so one thing just to clear up that uh is often a misconception, we don't have we don't have title information in our platform. So just to be clear with that, um, what we do find the use case or or the you know the the best agents that use us often will use us in conjunction with some kind of title platform. And what they'll do is they'll go, okay, um there's a property that I like, or you know, for whatever reason I want to target it, they can then look up who the owner of that property is, and then they'll search the owner's details within ID for me. Um now in some title platforms, they will have what's called a secondary address, or they'll have some level of indication that there's a second address for the uh for the owner. Uh and so in that use case, what would happen is that the agent would look up the owner, uh, they would they'd probably start in the suburb of the second address that's listed and then narrow down the search. So one of the things that we do here all the time uh with our customer success team is is kind of show people how to uh how to uh maximize the use of the platform. Um if you don't have that secondary address, there are things in uh that you can actually, as I said, you can start to infer. So for example, if you look up that owner and they aren't at the address uh that uh that the titled uh uh platform says that they own, well, that's obviously a pretty good start. Um and we also timestamp everything as to when we collect the information, and you can often see uh historic movements of where someone's been. Um again, uh this is a tool or a technique that we show people how to uh how to do in the platform. And so when you're getting a demo from us, or if you sign up and you're having a bit of a tough time, we can we can show you in detail how to do that. Um so yeah, there's there's direct ways to do it, Tom, depending on what you've got access to in the start. Uh, but there's also inferred ways that you use the platform. But I think um, you know, we we do need to set the expectation. We are not a silver bullet, right? What we're gonna do is we're gonna give you a helpful advantage over and above where you're at now. So it would be remiss of me to say every time you do a search, you're gonna find the person every single time. That's not the case. Um, but I can say uh in terms of what's available now and what uh agents need to uh be more successful to build those relationships, there is an absolute plethora of information in there that if you're willing to put the time in, you will get the best out of it, you will be successful.

Tom Panos:

Okay, beautiful. Question from Marie Can IT for me provide information on companies or super entities as there is no phone number or investor name?

Joel Arnold :

Uh in New Zealand, specifically not yet. Yeah. Um within Australia, in some instances, um, this is a little bit like the the investor question. So uh commercial agents uh will often use us, but again, they'll use it in conjunction with, say, a commercial credit bureau, right? So they'll be looking up um uh uh say they know a company owns a particular building, they'll look up that company, they'll find a director, then they search the director in ID for me. So that's one way to do it. Um but within um our platform, again in Australia, this is going to come to New Zealand at some point, but just in terms of where we're at today, um it in AU, you can search properties, and if we do have a record that there's been some level of transaction or a listing piece of information that's related to a commercial entity, we will show that. Again, what you can then do is look that commercial entity up, find a director, and then search that director within the platform. Um with look again, with with in a commercial use case, there is a little bit more digging you have to do. But certainly the experience we've had with some of the larger commercial brands in Australia, um, because if you do get that listing and those properties are worth so much in that commercial uh use case, it often is worth going that little bit of an extra mile because if you do find the that contact, um, you know, it first in, first dress, uh best dressed that, you know, as it were. So um, you know, if you can secure that listing, it's definitely worth spending some extra time. But again, you you just have to do a little bit of digging. Our team here can show you how to do that. So um, yeah.

Tom Panos:

Okay. If they are, there's a question from Leonard Anderson. If they are new to an agency and need to build out the contact patch, wouldn't you do a letterbox drop or door knocking in conjunction? So, Arvey, you know, maybe I put that, you know, that's to me less about the product and more about the sales approach, you know?

Avi Khan:

Um and yeah, Tom, sorry, prospecting is all about layering, right? ID for me is not there to replace your traditional forms of prospecting. It's not there to replace marketing, it's not there to replace social media. It goes alongside it. So the more familiarity that you build with your clients in your marketplace, the better it is. So letterbox drop works, door knock works, cold call works, morbid calls work. So you have to do it all in conjunction with each other. Um, you know, otherwise it's not going to work. Everything is contiguous to each other. So ID for me help you do that. But the more you letterbox, the more your social media, the more you door knock, the better the your call will be. They'll recognise you, they recognise your name or your face or your results. So you have to do all of the above.

Tom Panos:

Okay. Beautiful. There's a question that's come here whether it's applicable to outside of Australia and New Zealand. I would say the answer is no, isn't it, Joel?

Joel Arnold :

Which question, Tom? Sorry.

Tom Panos:

It's applicable to countries outside of Australia and New Zealand. The answer would be no, isn't it? As in where is I sorry, I'm I'm at the moment this service is only available in Australia, New Zealand. I think that's what they're asking.

Joel Arnold :

Yeah, sorry.

Tom Panos:

Yes, correct. Yes, sorry. Okay, then we've got what is the drop-off rate? I'm not quite sure what Leonard means by what is your data drop-off rate. Uh, I'm not quite sure what you're referring to there, Leonard.

Susan Zheng:

I think he means how often is the data updated?

Joel Arnold :

Yeah, great question. Um it depends. So we've got multiple suppliers and we've got many, many uh different data points that we capture. Um, there's some pieces of information that we get daily. There's some that gets monthly. Um uh there's some that is every other month. But I think for for those listening in, um, again, I'll come back to my my point where you know the data that we hold is our entire IP. So uh as a business, one of our main strategies is we have to keep consuming more and more information. And then the other thing that happens when you do that, um, it also then makes what you're already holding yet more valuable, right? So, for example, if you've got three pieces of info on me and uh you then get five more, even if that information's old, it still allows you ways to link information together to just validate who I am. Um, and so what we what we do, and people who use the platform will see this. Um, often when you look up an individual or a property, uh, there'll be lots of different records for that property, and it's done in a chronology over time. So we don't remove things, we just keep stacking it and stacking it. And so the benefit there is um, you know, I was talking a little bit about, you know, you've got more information to profile the people you want to call, you've got more information to profile the homes that are relevant of uh the, you know, what you might be selling or what you specialize in. Um, and there's also more and more information as uh about people as they age, which can be really helpful. I mean, certainly in Australia, one of our other ambassadors, Josh Fegan, talks a lot about you know, um, you know, the certain incentives around uh uh self-managed super and what you can do with property, and as you get older, you certain things that become available to you. Um, again, this is another piece of information that's that's there where you can be far more targeted around who you're reaching out to uh as opposed as opposed to just blindly going out into uh to the market. But yeah, I I hope that answers. I hope that answers that one.

Tom Panos:

So I've got to get through some of these questions. If someone requests their data removed, does that data not stop new data of theirs going back on the site later?

Joel Arnold :

Yes. So if I was to ask for ID for me to remove me, yeah, if we purchase then more data and I'm in that, I will be flagged and I will be removed.

Tom Panos:

Okay. Now, ashola's asking, are are their multi-user accounts more cost effective?

Joel Arnold :

Um they can be. At the moment, um what we're you know, our go-to-market in New Zealand was really centered around individual agents. Uh, that certainly is the more um prevalent use case. We don't we do do multi-level uh agreements, but they tend to be rare. Um it's it's more around um agents uh purchasing this information for themselves. However, what I would say, um if you are an ABID user and you are in a larger office and you do have other people that are wanting to use the service, um there are things that we we can work out. Um but uh predominantly our our service is a SaaS-based service based at individual individual agents. So uh yes and no. Um, but yeah, that's that's how I'll leave that one.

Tom Panos:

Okay. Um Williams asks, will there be a feature in the future that will show only the current house owner compared to other people that have live rented at the address? I think that's a development issue that they're talking about. Will you develop that? No comment there?

Joel Arnold :

Uh what I'll say is we have some very, very exciting things in the works, particularly around apps, uh, as well as um uh including much more uh depth of data, which would help um that particular. Question, but I'll leave it at that because I don't want to blow the surprise.

Avi Khan:

Can I add to that, Tom? It doesn't matter. Like uh if you've got three, four pieces of data attached to one address, just call all three. You might find other appraisals, other listings, other buys. I think we just get too caught up on making sure data's 100% accurate. It doesn't have to be. Beautiful things happen from just a simple hello. So just pick up the phone.

Tom Panos:

Yeah, I'm gonna echo that. I yeah, I can't help but I've got a small group of real estate agents that I notice have got this obsession to get this sort of perfect strategy right before they do anything. And I often find Arvey, they're the ones that are the least productive because they often have this paralysis by overanalysis. And you know what it's like? You know, perfectionism is actually married to procrastination, and sales is the opposite to procrastination. It is just do something. If you do something, something happens. If you do nothing, nothing happens, right? Um now uh the the questions keep coming in. Let me just see here. Uh uh, does ID for me link owners and their contact info to specific apartment numbers or just the building address only? Um I think it does. I think it gives it the uh yeah, it gives it the exact unit. I mean, I've done it, I've done it myself. By the way, if people are watching, Susan, let's get people easy access to ID for me. Joel, if they if they got inspired by sitting here today and thinking to themselves, man, let's get on to this. Can I ask you? Where do they contact? Who do they contact?

Joel Arnold :

All they need to do is go to id for me.biz, www.idforme.biz. Um, and uh there's a the little button that says book a demo. Book a demo.

Susan Zheng:

And the link is in the comment section.

Joel Arnold :

Oh, there you there you go.

Tom Panos:

Susan's uh just put in the comment section there, right? And Susan, if you don't mind, because I know there's a lot of people that are watching this on social media because we've had it's posted on Facebook too. It's posted, okay, beautiful. So um the main thing is, and and what I'd say is there's a lot of other questions. Why don't you reach out to IG for me? Because a lot of them are technical questions. But what I can say, I mean, is it competitively priced in New Zealand, Joel? Or you've is that something you'll speak about to people when you talk to them?

Joel Arnold :

Uh look, what we've done is we've mirrored uh the price in New Zealand that it is that it is in Australia. So um certainly we think it's uh amazing value at what we're charging.

Tom Panos:

I never have I never have agents ever complain to me ID for me is too expensive. Never I don't I don't have that. So if what you're saying is you've mirrored that over to New Zealand and converted to their currency, that means that that is your sign to go straight to ID for me. We've put the link on there, and I want to let everyone know watching this, Arvi, there's eight weeks of real real estate left. And you know, I had a boss, John Alznick, and he said to me, Tom, the most important eight weeks of your year is, and I'll never forget it, he said, it's the middle of October to the middle of December. And I said, Why is that? He said, I'll tell you why. Because there's a high propensity for vendors and buyers wanting to do deals because they want to bring closure. So that's the first thing. The second thing is because it's good weather and there's this notion out there that property looks better in springslash summer, there is more volume, which we all know that that is the case. And then he said, but the third reason is this Tom, if you nail those eight weeks, you've also nailed your launch to the following year. Because what's happening is people are looking at who's getting the listings and who's getting the sales, and they're the ones that get the appraisals. And when you nail this strategy right, not only will you actually sell a lot of properties till December the 15th, you'll also have all these other listings that you've signed up that you're going to launch in the new year that is ready, and you're gonna have a great holiday because you sold a lot, you've got a lot to launch, and you're gonna actually go away feeling great. It's been a fantastic period. Do you agree with that, Arvey, about the importance of that those weeks?

Avi Khan:

It's so crucial. I'll just say before you join 63 days left to get to Christmas. You've got to make it can, because in our business, what we say, exactly what you get, Code here, Tom, you win January, you win January, you win 2026. So, what's your strategy to win January? Because you know what? We have in our industry, Tom, nine-month agents. They take December off, they're slow in January, by the time they get their first settlement, it's February, they've lost three months of the year already. You don't want to be a nine-month agent. You want to be a 12-month agent. So it's about time that you strategize. When are you gonna launch your properties? Is it boxing day? Is it second of Jan? Because if you're a nine-month agent, you're gonna be broke. You're gonna have no profile, you've got no strategy, you've got no listings, you've got no buyers, you're not gonna survive 2026. So you've got to go in hard, you've got to make the 63 days really count, Tom.

Tom Panos:

Yeah, I had a Melbourne agent say to me yesterday, he goes, Tommy, when are you coming over this month? But let's get a Christmas drink in. I said, No, I'm not coming over this month, but I said it's a bit early for a Christmas drink. He goes, Oh, what are you talking about? He goes, Melbourne Cup's around the corner. I go, it sounds like what you're basically saying is that Melbourne Cup is the defining date that you say, that's it, you know, summer's here, sun's out, guns out, we're on holidays. And I don't know why. Some of the Victorian agents, particularly the auction agents, they sort of, you are right. They sort of uh finish off and then say, oh, well, nothing's gonna happen until after Australia Day. And that's how you end up getting a nine-month year, I suppose.

Avi Khan:

There are a lot of nine-month agents out there, Tom. What we say to our sellers is that I want you to enter the market in January when buyers are entering the market, as opposed to when sellers are entering the market. Very crucial. I want you to enter the market when buyers are entering the market, not other sellers. You've got to be ready in December, Tom.

Tom Panos:

Ladies and gentlemen, ID for me has hit New Zealand. Kiara! Looking forward to being over there. See you soon. Thank you, Avi. Thank you, Joel.