October 23, 2025 • 36 mins
- 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
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Avi Khan (00:02):
Great Tom.
Thanks for having me.
Tom Panos (00:04):
So always a pleasure.
It's always a pleasure to getyour great insight into real
estate and sp the specificallywhatever subject we're talking
about there and there.
Dole, how are you going?
Joel Arnold (00:16):
Tom, I'm so excited.
My first webinar with you uhand to a new audience in New
Zealand as we go live.
Tom Panos (00:23):
And yeah, I'm yeah, stunned, great, happy.
So let me tell you, a few yearsago, a gentleman by the name of
Mark Samboli from Bill in theSt.
George area said to me, Tom, Iwant to let you know, he's a
long-term client, a very goodoperator.
He said, I want to let you knowthere's this product.
(00:44):
No one knows about it, but justpicture this.
You can get anyone's name,mobile, social media handles.
In the moment, you're drivingby, you see a property that you
think, man, I've got a clientthat'll buy this.
Within seconds, you can becalling up the client, even
though you've never spoken tothem.
He said, Tom, do you know whatan incredible tool this is?
(01:07):
You're at an open forinspection, someone walks in,
you get their name, you quicklygo on and call logic RP data,
you find out they own sevenother properties.
Right?
And you get their mobile numberand you can ring them up.
He said, Tom, don't tellanyone.
So what did Tom Pamos do?
(01:28):
He went and signed anambassador agreement with ID for
me, and he told everyone.
He told everyone, because Tomlikes to tell people things that
are gonna help them.
And I've been screaming at IDfor me for ages.
It was so good.
I said, listen, why are wekeeping it a secret in
(01:49):
Australia?
We've gotta hit New Zealand.
New Zealand and all that wassaid, Joel, we're getting there,
we're getting there, we'regetting there.
And the good news is we gotthere, it's happening.
Can I confirm it?
Can I confirm it?
Joel Arnold (02:03):
Yes, you can confirm it, Tom.
Monday, we were live and we'vegot uh sign-ups like you
wouldn't believe.
It's uh it's on like DonkeyKong.
It's been fantastic.
Tom Panos (02:14):
Okay.
Now, Arve, for our audience, incase they've missed you on some
of our other segments that I'vehad you on, I only had you on
four weeks ago um talking withuh Warwick from local agent
finder.
And who else did we have onthat day, Arve?
There was another agent withus, wasn't there?
Avi Khan (02:31):
Uh Stavros.
Yes, Stavros.
From O from O'Brien, yes.
Tom Panos (02:37):
So, firstly, Arve, let our audience know what part
of Australia you work and whatbrand you're with and who you
are.
Avi Khan (02:44):
So at the moment, I'm coming to you from Auckland.
I'm at the Viaduct, so I'mhaving a good time in Auckland
at the moment.
But I run Fiverr A Whites inBrisbane South, um, so across
from the Logan region to theIpswich region and Brisbane.
Um, I also own a law firm inSydney as well.
And um I do a lot of work withID for me and talking about what
they're doing out in themarketplace and how it's helped
(03:06):
me and my agents elevate ourgame in the marketplace.
Tom Panos (03:10):
Well, let's talk about that specifically.
How has it helped you elevateyour game in the marketplace,
um, Arvey?
Avi Khan (03:18):
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 longerbooming, it hasn't boomed, it's
not crashing, it's very stable.
It's a very stable market, andthey don't see prices going up
too much in the next three tosix months.
So then you look at it andsaying, okay, how do what do I
(03:38):
do with this?
It's a stable market.
So when the market is stable,you need to convince your
sellers more, you need to keepin touch with them more, you
need to work with them more toget them to the market.
So I look at the marketconditions awkward and say,
okay, how are we going toutilize this tool to get these
sellers?
The first thing you need to dois you need to become a market
leader in market knowledge.
Because if you're not a marketleader in market share, the
(04:00):
first thing you need to know iswhat's my market doing?
Yes, it's not booming, yes,it's not crashing, yes, it's
stable.
Do your prep for the market andthen reach out to sellers.
So this is where ID for mecomes in so well.
Because you can top, you canliterally 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 datain ID for me to target that
(04:22):
market.
Go and be the market expert,know what's happening in the
market, know what you're gonnasay to sellers, and then find
sellers.
ID for me gives you the uniqueability to target specific
suburbs or micro suburbs in thatregion.
Tom Panos (04:36):
Okay, let's just simplify basically what you've
just said is ID for me allowsyou, once you've selected and
you've made a commitment, I'mgoing after this little micro
pocket.
What it allows you is thepeople that you already don't
(04:59):
have relationships with thosemicro pockets, it gives you an
automatic list and says, hereare the people.
This is who they are, this iswhere they live.
And because you're so hungry,we're also going to give you
their phone number, you canactually give them a ring and
start a relationship.
And to me, Avi, it doesn't getmore basic than that.
(05:21):
Work out the market that youwant, then work out what you're
going to say to them, thencontact them.
And one of the hardest bitswe've ever had in real estate is
the ability to contact them.
And what ID for me does is it'ssort of it's like the neurofin
(05:41):
to the headache of where do Iget these people, right?
Where do I get these people?
So, Arvi, can I ask you?
You've got how many salespeoplework in in your corporations?
Because it is a 29 agents.
29 agents, Tom.
You've got 29 agents.
And do all 29 agents have IDfor me?
Avi Khan (06:03):
Yes, the the whole company.
Every agent has access to IDfor me.
Okay.
Tom Panos (06:08):
So can I ask Arby, where where where and I'll get
you, Joel, if you feel, feelfree to unmute and join in the
conversation.
Where at the moment are youfinding are the real big users
of ID for me by agents, right?
Where do you do it?
I mean, I know in certainmarketplaces that the market has
(06:29):
not been great.
Example, certain parts ofMelbourne where it's been slow,
a lot of agents use it to as achase up of expired listings,
right?
So they'll drive by, they'llsee this property, and they'll
use it to contact the owners,obviously in a in an ethical and
legal way.
(06:49):
Where else do you see it, Arveyor Joel?
Avi Khan (06:53):
Yeah, so Tom, going um into it, I think traditionally
uh we used to be known as theindustry that we're the only
industry that know where ourclients live, right?
We know their addresses, weknow they live there.
But that traditional aspect ofreal estate has changed because
so many purchases over the lastfive, six years have been
investors.
So your traditional aspect ofreal estate where you go door
(07:15):
knock, where you try to get thedata, it's it's so hard to do
now because you do we actuallydon't know where these people
live.
Like sometimes when you send aletter, it goes to their
accountant or their financialadvisor.
What we use ID for me is tofind out the actual phone number
for these people.
So the first port of call islike you can actually know where
what the what the number is forthe investor.
(07:35):
And these are the people, Tom,at the moment, selling more
quickly than the homeowners outthere as well.
So ID for me is a great tool,firstly, for investors because
we don't know where these peoplelive.
So you get their numbersstraight away.
And if they're transactingquicker, these are the people
you need to hit first.
So that's that's the firstportal call for us in terms of
trying to find investor data.
Joel Arnold (07:57):
Got it.
Joel?
Yeah, so look, we we see a aheap of different use cases.
Um more often though, and I andagain, Arve's at the coal face
um selling homes and workingwith uh buyers and sellers, but
we we tend to be used more ortrying to impart how do you use
(08:18):
ID for me in some really basicfundamentals.
So one of the things that um wework with um our you know, our
supporters and our influencersis um I think there can be a
little bit of a misnomer aroundtechnology solves all your
problems.
But really, what technologydoes is, or at least in our in
our uh in our use case, is weempower you to be super
(08:41):
successful at the basics thatyou would always do.
So, you know, Arvey's talkedabout investors, uh, tons of
people use this in that in thatuse case where they're looking
for the absentee landlord andfor business development
managers, it's very, very usefulin in that scenario.
The other thing that uh we weget used quite a lot for is
where you know you have your ownlisting in a particular street
(09:03):
and you want to start doingoutreach.
The tools are absolutely uhspectacular at being able to
help you target who you want tocall.
So, you know, at a very basiclevel, we can give you
information that is verydifficult to get hold of,
contact data.
So that's one thing.
Um, but what we also have is isa lot more information about
how to profile and target peoplethat actually probably want to
(09:25):
talk to you.
So, you know, you could a basicexample 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 10very active or very ready uh
buyers that missed out.
You can then target houses inthe general area that match the
(09:46):
profile of the property that youjust sold.
Um, you can reach out to thoseparticular owners.
You can also see certaininformation 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 bemotivated 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 spectacularprice, I've got many buyers left
(10:07):
over.
Um, at a minimum, let me comeand have a let you know what
your house is worth and youknow, maybe maybe there's some
business there to be done.
That's a really common usecase.
Uh that and I'd probably saythe third uh common way we get
used or or you know, very uhprominently get used is people
that are either new to realestate or they've just moved to
(10:30):
a new office and they'rebasically having to start
afresh.
They don't have the data, theyneed to build out that contact
patch.
Um so our tool's really, reallyuseful there for being able to
get verified data quickly.
Um, and again, if you're ifyou're a little bit clever about
how you use it, you can besuper efficient at who you call
and you can be you can rely thatthe numbers, you know, it's
(10:52):
verified, it's the person youneed to speak to, and and so uh
that that that certainly doesappear to take a lot of the uh
the pain out of the process ofof of that outreach.
Tom Panos (11:02):
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 (11:11):
but Tom You don't work for them, you're their
sponsor.
There's a difference.
Tom Panos (11:15):
Oh, okay.
Thank you, Susan.
Susan Zheng (11:17):
You're welcome.
Tom Panos (11:18):
Thank you.
Avi Khan (11:19):
Um just take Susan along, Tom.
That's that's a lot easier way.
Tom Panos (11:25):
Susan he does.
Susan, Susan is um Susan'soriginally, she was actually
born in
Susan Zheng (11:30):
Oh my god, we don't need to know this.
Get on with the webinar.
Tom Panos (11:33):
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 (11:44):
I can tell you now, they don't need to go to Chat
GPT, we are.
Case settled.
Tom Panos (11:48):
But but thank you, Dylan.
We're just having a bit of fun.
Susan is hilarious, says Karen.
Anyway, let me just go on andsay that for me, I get asked a
lot, and I'd like to hear yourview, 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.
(12:08):
And to me, it doesn't, it's nota complicated response.
It's like your details are onpublic records, and I am calling
off those records.
It's not like there's somemysterious thing.
Is there a better way of sayingthat, or is that what it is?
Avi Khan (12:27):
Yeah, look, I I think when you go um talk about this,
that there's other platforms outthere that have data as well.
The difference is ID for me hasa lot more data.
It's more relevant, it's moretimely, it's not historical,
it's constantly updated.
So I think that's where thepeople don't generally
understand that it's it's thesame platform as everything
else.
It's just a much betterplatform.
(12:49):
Um, so that's one thing that wealways say to people that ask
about this platform is yeah,there's other things out there
that you guys have been usingfor 20, 25 years.
The problem with those are thatit's historical now.
They don't update data, it'snot relevant.
So what we say to the public,hey, I'm so sorry if I've
reached out to you and youdidn't want me to, I'll take
your name of the database.
Um, there's certain places thatwe get data from.
(13:10):
One is, you know, historicallyit's in our database, or two, we
we purchase data and we contactdata.
It's somewhere you've givenconsent to it.
So we apologize if we'veintruded.
We'll just make sure we don'tcall you again.
So it's a very simple sort ofconversation.
And no one really gets angrywith us, Tom, if we just
apologize and move on.
Uh, but they have consented toit somewhere down the line,
(13:30):
somewhere.
Tom Panos (13:31):
Okay, Joel, is there anything you want to extend on
that?
Joel Arnold (13:34):
Yeah, absolutely.
Um our whole business, our IP,is all based on the data sets
that we hold.
And so um what's superimportant for us as a business
is that um the way that wecollect this information, the
way that we, you know, and thepeople that we work with, where
we aggregate it from, um, is uhdone in the most highly
(13:58):
compliant and legal way that itcan possibly be done.
Um, and you know, from thatstandpoint, we've got compliance
frameworks that we have toabide by uh in our business that
ensures that from cradle tograve, in terms of where that
information is captured all theway through to how it's used,
um, that it's uh it's beenmanaged and looked after in uh
(14:19):
in a compliant way.
Now, I'll go one step furtherthan Arvey.
Um we we don't mind if youmention you got it from ID for
me.
Um so uh, and we say thatbecause what we are doing is
completely compliant and uh uhin line with you know Privacy
Act, both in New Zealand and inAustralia.
(14:40):
Um and we also provide uhpeople the option to be able to
call us and have theirinformation removed.
So, you know, in the uhscenario that Arvi just
provided, um, you know, forthose 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'veI've used ID for me for this.
(15:00):
Um here is here's a link totheir website.
Um they're more than happy toremove you from that web uh from
from their database if youlike.
Um and then that that thatdata's you know taken off the
table, as it were.
Um so there's no issue there.
Uh and I think one of thethings as time goes on, and
depending I guess on the on thedemographic that you're speaking
(15:20):
to, but you know, most peopledo understand as they're going
around the internet and they'reand they're you know signing up
to things and agreeing tocertain things, um, they are
consenting for their informationto be used for marketing
purposes.
So I think over time this isbecoming you know less and less
of an issue.
Um, you know, we've been doingthis now for a good number of
(15:41):
years.
We've got you know 350,000searches a day being done on our
platform.
Um, it it is very rare that wethat that that we're hearing
that this is is causing an upsetum with users, and it's very,
very rare that people contact usto get uh their data removed.
Tom Panos (15:57):
So okay.
It would be remiss of me.
Uh Arvi, you want to saysomething?
Avi Khan (16:02):
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 thepet peeves, there's the agent as
a principal, is you list theproperty in Smith Street Tom,
four weeks later, 54 SmithStreet comes on, then 64 Smith
Street comes on.
I think ever since we startedusing ID for me, we can hand on
hard say, I've done everything Ican to prospect on that street.
(16:24):
Um I've got the number for mydifferent, I've called them,
I've spoken to them, I've leftthem a message, I've tried to
get through the door.
If you lose it, you lose it.
But now with this product, thenwe can actually say that we've
actually given it our best.
Because the hotspotting, as youknow, Tom, when you list
something, another listing popsup three doors down, four doors
down, that you haven't managedto contact somehow because they
weren't there when you're doorknocking.
So those sort of things are areare really amazing what ID for
(16:47):
me can do for us.
Tom Panos (16:48):
I read I read there's American data, and I don't
know, you know, how relevant itis to Australian data, but it is
definitely an indicator, andthat is that a home will be
coming on the market within an80 home radius within 90 days of
the sold by going up.
And I presume the psychology isthat the vendor is waiting for
(17:11):
the other property to get soldto see what it sells for, what
the market's like, maybe notactually compete against that
listing.
So you're 100% right.
One useful thing to be doing isbuilding relationships with the
79 other properties around it.
I would also I'm gonna answersome of these questions that are
(17:32):
coming in.
So, team, don't think that I'mignoring them, but I just want
to make sure that we give someprospecting information as per
our session that's been um umpromoted as uh a prospecting
session.
And I want to let you know thatfor me there are four or five
repeat, rinse, repeat sentencesthat you'll be using using ID
(17:55):
for me.
The first one is when aproperty is just listed.
Hi, it's Tom Panos here from XYReal Estate.
I know you're not selling, andI'll be very brief.
The reason I'm calling is oneof your neighbors has just put
their home on the market, andwe're just letting all the local
people know.
How open would you be for us tocall you once it's sold, as it
(18:18):
might not get published, so youknow 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 hasbeen sold.
Would you like to know the newvalue of your home?
We're doing health updates allweek in the street.
We're gonna be out there.
(18:39):
That's your second call.
Your third phone call can beyour expired listing phone call.
Hi, it's Tom Panos here fromthe real estate.
I notice you've been on themarket for some time and I'm
hoping it's going well for you.
How open would you be for us tosit down where I can show you
(18:59):
how we've been selling homes inthree weeks that other agents
couldn't sell in three monthsusing our passive aspirational
buyer retargeting strategy?
I mean, the goal of an expiredlisting call, by the way,
everyone, is to simply get anappointment.
Simply get an appointment.
Um so let me just come in andlook at some of these questions
(19:20):
that have come in here and let'stry if we can go through some
of these together.
How that Safdar says, how willyou tell that XYZ is an investor
based on RV Khan's example?
Is there any way you can tellwhether someone is uh um uh uh
an investor or a non-investor onum ID for me?
Joel Arnold (19:43):
Uh there is ways to infer that they might be.
Um, and so one thing just toclear up that uh is often a
misconception, we don't have wedon'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 bestagents that use us often will
(20:03):
use us in conjunction with somekind of title platform.
And what they'll do is they'llgo, okay, um there's a property
that I like, or you know, forwhatever reason I want to target
it, they can then look up whothe owner of that property is,
and then they'll search theowner's details within ID for
me.
Um now in some title platforms,they will have what's called a
(20:25):
secondary address, or they'llhave some level of indication
that there's a second addressfor 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 thesecond address that's listed and
then narrow down the search.
So one of the things that we dohere all the time uh with our
(20:48):
customer success team is is kindof show people how to uh how to
uh maximize the use of theplatform.
Um if you don't have thatsecondary address, there are
things in uh that you canactually, as I said, you can
start to infer.
So for example, if you look upthat owner and they aren't at
the address uh that uh that thetitled uh uh platform says that
(21:12):
they own, well, that's obviouslya pretty good start.
Um and we also timestampeverything as to when we collect
the information, and you canoften see uh historic movements
of where someone's been.
Um again, uh this is a tool ora technique that we show people
how to uh how to do in theplatform.
And so when you're getting ademo from us, or if you sign up
and you're having a bit of atough time, we can we can show
(21:34):
you in detail how to do that.
Um so yeah, there's there'sdirect ways to do it, Tom,
depending on what you've gotaccess to in the start.
Uh, but there's also inferredways that you use the platform.
But I think um, you know, we wedo need to set the expectation.
We are not a silver bullet,right?
What we're gonna do is we'regonna give you a helpful
advantage over and above whereyou're at now.
(21:54):
So it would be remiss of me tosay every time you do a search,
you're gonna find the personevery single time.
That's not the case.
Um, but I can say uh in termsof what's available now and what
uh agents need to uh be moresuccessful to build those
relationships, there is anabsolute plethora of information
in there that if you're willingto put the time in, you will
(22:16):
get the best out of it, you willbe successful.
Tom Panos (22:19):
Okay, beautiful.
Question from Marie Can IT forme provide information on
companies or super entities asthere is no phone number or
investor name?
Joel Arnold (22:32):
Uh in New Zealand, specifically not yet.
Yeah.
Um within Australia, in someinstances, um, this is a little
bit like the the investorquestion.
So uh commercial agents uh willoften use us, but again,
they'll use it in conjunctionwith, say, a commercial credit
(22:54):
bureau, right?
So they'll be looking up um uhuh say they know a company owns
a particular building, they'lllook up that company, they'll
find a director, then theysearch 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 atsome point, but just in terms of
(23:14):
where we're at today, um it inAU, you can search properties,
and if we do have a record thatthere's been some level of
transaction or a listing pieceof information that's related to
a commercial entity, we willshow that.
Again, what you can then do islook that commercial entity up,
find a director, and then searchthat director within the
(23:35):
platform.
Um with look again, with within a commercial use case, there
is a little bit more digging youhave to do.
But certainly the experiencewe've had with some of the
larger commercial brands inAustralia, um, because if you do
get that listing and thoseproperties are worth so much in
that commercial uh use case, itoften is worth going that little
(23:57):
bit of an extra mile because ifyou do find the that contact,
um, you know, it first in, firstdress, uh best dressed that,
you know, as it were.
So um, you know, if you cansecure that listing, it's
definitely worth spending someextra time.
But again, you you just have todo a little bit of digging.
Our team here can show you howto do that.
So um, yeah.
Tom Panos (24:17):
Okay.
If they are, there's a questionfrom Leonard Anderson.
If they are new to an agencyand need to build out the
contact patch, wouldn't you do aletterbox drop or door knocking
in conjunction?
So, Arvey, you know, maybe Iput that, you know, that's to me
less about the product and moreabout the sales approach, you
know?
Avi Khan (24:37):
Um and yeah, Tom, sorry, prospecting is all about
layering, right?
ID for me is not there toreplace your traditional forms
of prospecting.
It's not there to replacemarketing, it's not there to
replace social media.
It goes alongside it.
So the more familiarity thatyou build with your clients in
your marketplace, the better itis.
So letterbox drop works, doorknock works, cold call works,
(24:59):
morbid calls work.
So you have to do it all inconjunction with each other.
Um, you know, otherwise it'snot going to work.
Everything is contiguous toeach other.
So ID for me help you do that.
But the more you letterbox, themore your social media, the
more you door knock, the betterthe your call will be.
They'll recognise you, theyrecognise your name or your face
or your results.
So you have to do all of theabove.
Tom Panos (25:21):
Okay.
Beautiful.
There's a question that's comehere whether it's applicable to
outside of Australia and NewZealand.
I would say the answer is no,isn't it, Joel?
Joel Arnold (25:30):
Which question, Tom?
Sorry.
Tom Panos (25:32):
It's applicable to countries outside of Australia
and New Zealand.
The answer would be no, isn'tit?
As in where is I sorry, I'm I'mat the moment this service is
only available in Australia, NewZealand.
I think that's what they'reasking.
Joel Arnold (25:46):
Yeah, sorry.
Tom Panos (25:47):
Yes, correct.
Yes, sorry.
Okay, then we've got what isthe drop-off rate?
I'm not quite sure what Leonardmeans by what is your data
drop-off rate.
Uh, I'm not quite sure whatyou're referring to there,
Leonard.
Susan Zheng (25:58):
I think he means how often is the data updated?
Joel Arnold (26:02):
Yeah, great question.
Um it depends.
So we've got multiple suppliersand we've got many, many uh
different data points that wecapture.
Um, there's some pieces ofinformation that we get daily.
There's some that gets monthly.
Um uh there's some that isevery other month.
But I think for for thoselistening in, um, again, I'll
(26:24):
come back to my my point whereyou know the data that we hold
is our entire IP.
So uh as a business, one of ourmain strategies is we have to
keep consuming more and moreinformation.
And then the other thing thathappens when you do that, um, it
also then makes what you'realready holding yet more
valuable, right?
(26:44):
So, for example, if you've gotthree pieces of info on me and
uh you then get five more, evenif that information's old, it
still allows you ways to linkinformation 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 anindividual or a property, uh,
(27:07):
there'll be lots of differentrecords for that property, and
it's done in a chronology overtime.
So we don't remove things, wejust 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 tocall, you've got more
information to profile the homesthat are relevant of uh the,
(27:29):
you know, what you might beselling or what you specialize
in.
Um, and there's also more andmore information as uh about
people as they age, which can bereally helpful.
I mean, certainly in Australia,one of our other ambassadors,
Josh Fegan, talks a lot aboutyou know, um, you know, the
certain incentives around uh uhself-managed super and what you
can do with property, and as youget older, you certain things
(27:51):
that become available to you.
Um, again, this is anotherpiece of information that's
that's there where you can befar more targeted around who
you're reaching out to uh asopposed as opposed to just
blindly going out into uh to themarket.
But yeah, I I hope thatanswers.
I hope that answers that one.
Tom Panos (28:07):
So I've got to get through some of these questions.
If someone requests their dataremoved, does that data not stop
new data of theirs going backon the site later?
Joel Arnold (28:19):
Yes.
So if I was to ask for ID forme to remove me, yeah, if we
purchase then more data and I'min that, I will be flagged and I
will be removed.
Tom Panos (28:30):
Okay.
Now, ashola's asking, are aretheir multi-user accounts more
cost effective?
Joel Arnold (28:37):
Um they can be.
At the moment, um what we'reyou know, our go-to-market in
New Zealand was really centeredaround individual agents.
Uh, that certainly is the moreum prevalent use case.
We don't we do do multi-leveluh agreements, but they tend to
be rare.
Um it's it's more around umagents uh purchasing this
(29:02):
information for themselves.
However, what I would say, umif you are an ABID user and you
are in a larger office and youdo have other people that are
wanting to use the service, umthere are things that we we can
work out.
Um but uh predominantly our ourservice is a SaaS-based service
based at individual individualagents.
(29:22):
So uh yes and no.
Um, but yeah, that's that's howI'll leave that one.
Tom Panos (29:28):
Okay.
Um Williams asks, will there bea feature in the future that
will show only the current houseowner compared to other people
that have live rented at theaddress?
I think that's a developmentissue that they're talking
about.
Will you develop that?
No comment there?
Joel Arnold (29:46):
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 muchmore uh depth of data, which
would help um that particular.
Question, but I'll leave it atthat because I don't want to
blow the surprise.
Avi Khan (30:03):
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 allthree.
You might find otherappraisals, other listings,
other buys.
I think we just get too caughtup on making sure data's 100%
accurate.
It doesn't have to be.
Beautiful things happen fromjust a simple hello.
So just pick up the phone.
Tom Panos (30:23):
Yeah, I'm gonna echo that.
I yeah, I can't help but I'vegot a small group of real estate
agents that I notice have gotthis obsession to get this sort
of perfect strategy right beforethey do anything.
And I often find Arvey, they'rethe ones that are the least
productive because they oftenhave this paralysis by
(30:43):
overanalysis.
And you know what it's like?
You know, perfectionism isactually married to
procrastination, and sales isthe opposite to procrastination.
It is just do something.
If you do something, somethinghappens.
If you do nothing, nothinghappens, right?
Um now uh the the questionskeep coming in.
(31:04):
Let me just see here.
Uh uh, does ID for me linkowners and their contact info to
specific apartment numbers orjust the building address only?
Um I think it does.
I think it gives it the uhyeah, it gives it the exact
unit.
I mean, I've done it, I've doneit myself.
(31:25):
By the way, if people arewatching, Susan, let's get
people easy access to ID for me.
Joel, if they if they gotinspired 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 (31:45):
All they need to do is go to id for me.biz,
www.idforme.biz.
Um, and uh there's a the littlebutton that says book a demo.
Book a demo.
Susan Zheng (31:57):
And the link is in the comment section.
Joel Arnold (31:58):
Oh, there you there you go.
Tom Panos (31:59):
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 onsocial media because we've had
it's posted on Facebook too.
It's posted, okay, beautiful.
So um the main thing is, andand what I'd say is there's a
lot of other questions.
Why don't you reach out to IGfor me?
(32:21):
Because a lot of them aretechnical questions.
But what I can say, I mean, isit competitively priced in New
Zealand, Joel?
Or you've is that somethingyou'll speak about to people
when you talk to them?
Joel Arnold (32:35):
Uh look, what we've done is we've mirrored uh
the price in New Zealand that itis that it is in Australia.
So um certainly we think it'suh amazing value at what we're
charging.
Tom Panos (32:46):
I never have I never have agents ever complain to me
ID for me is too expensive.
Never I don't I don't havethat.
So if what you're saying isyou've mirrored that over to New
Zealand and converted to theircurrency, that means that that
is your sign to go straight toID for me.
We've put the link on there,and I want to let everyone know
(33:09):
watching this, Arvi, there'seight weeks of real real estate
left.
And you know, I had a boss,John Alznick, and he said to me,
Tom, the most important eightweeks of your year is, and I'll
never forget it, he said, it'sthe middle of October to the
(33:29):
middle of December.
And I said, Why is that?
He said, I'll tell you why.
Because there's a highpropensity for vendors and
buyers wanting to do dealsbecause they want to bring
closure.
So that's the first thing.
The second thing is becauseit's good weather and there's
this notion out there thatproperty looks better in
springslash summer, there ismore volume, which we all know
(33:52):
that that is the case.
And then he said, but the thirdreason is this Tom, if you nail
those eight weeks, you've alsonailed your launch to the
following year.
Because what's happening ispeople are looking at who's
getting the listings and who'sgetting the sales, and they're
(34:14):
the ones that get theappraisals.
And when you nail this strategyright, not only will you
actually sell a lot ofproperties till December the
15th, you'll also have all theseother listings that you've
signed up that you're going tolaunch in the new year that is
ready, and you're gonna have agreat holiday because you sold a
(34:35):
lot, you've got a lot tolaunch, 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 (34:46):
It's so crucial.
I'll just say before you join63 days left to get to
Christmas.
You've got to make it can,because in our business, what we
say, exactly what you get, Codehere, Tom, you win January, you
win January, you win 2026.
So, what's your strategy to winJanuary?
Because you know what?
We have in our industry, Tom,nine-month agents.
(35:07):
They take December off, they'reslow in January, by the time
they get their first settlement,it's February, they've lost
three months of the yearalready.
You don't want to be anine-month agent.
You want to be a 12-monthagent.
So it's about time that youstrategize.
When are you gonna launch yourproperties?
Is it boxing day?
Is it second of Jan?
Because if you're a nine-monthagent, you're gonna be broke.
You're gonna have no profile,you've got no strategy, you've
(35:28):
got no listings, you've got nobuyers, 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 (35:36):
Yeah, I had a Melbourne agent say to me
yesterday, he goes, Tommy, whenare you coming over this month?
But let's get a Christmas drinkin.
I said, No, I'm not coming overthis month, but I said it's a
bit early for a Christmas drink.
He goes, Oh, what are youtalking about?
He goes, Melbourne Cup's aroundthe corner.
I go, it sounds like whatyou're basically saying is that
Melbourne Cup is the definingdate that you say, that's it,
(36:00):
you know, summer's here, sun'sout, 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 andthen say, oh, well, nothing's
gonna happen until afterAustralia Day.
And that's how you end upgetting a nine-month year, I
suppose.
Avi Khan (36:20):
There are a lot of nine-month agents out there,
Tom.
What we say to our sellers isthat I want you to enter the
market in January when buyersare entering the market, as
opposed to when sellers areentering the market.
Very crucial.
I want you to enter the marketwhen buyers are entering the
market, not other sellers.
You've got to be ready inDecember, Tom.
Tom Panos (36:40):
Ladies and gentlemen, ID for me has hit New Zealand.
Kiara! Looking forward to beingover there.
See you soon.
Thank you, Avi.
Thank you, Joel.
Great Tom.
Thanks for having me.
Tom Panos (00:04):
So always a pleasure.
It's always a pleasure to getyour great insight into real
estate and sp the specificallywhatever subject we're talking
about there and there.
Dole, how are you going?
Joel Arnold (00:16):
Tom, I'm so excited.
My first webinar with you uhand to a new audience in New
Zealand as we go live.
Tom Panos (00:23):
And yeah, I'm yeah, stunned, great, happy.
So let me tell you, a few yearsago, a gentleman by the name of
Mark Samboli from Bill in theSt.
George area said to me, Tom, Iwant to let you know, he's a
long-term client, a very goodoperator.
He said, I want to let you knowthere's this product.
(00:44):
No one knows about it, but justpicture this.
You can get anyone's name,mobile, social media handles.
In the moment, you're drivingby, you see a property that you
think, man, I've got a clientthat'll buy this.
Within seconds, you can becalling up the client, even
though you've never spoken tothem.
He said, Tom, do you know whatan incredible tool this is?
(01:07):
You're at an open forinspection, someone walks in,
you get their name, you quicklygo on and call logic RP data,
you find out they own sevenother properties.
Right?
And you get their mobile numberand you can ring them up.
He said, Tom, don't tellanyone.
So what did Tom Pamos do?
(01:28):
He went and signed anambassador agreement with ID for
me, and he told everyone.
He told everyone, because Tomlikes to tell people things that
are gonna help them.
And I've been screaming at IDfor me for ages.
It was so good.
I said, listen, why are wekeeping it a secret in
(01:49):
Australia?
We've gotta hit New Zealand.
New Zealand and all that wassaid, Joel, we're getting there,
we're getting there, we'regetting there.
And the good news is we gotthere, it's happening.
Can I confirm it?
Can I confirm it?
Joel Arnold (02:03):
Yes, you can confirm it, Tom.
Monday, we were live and we'vegot uh sign-ups like you
wouldn't believe.
It's uh it's on like DonkeyKong.
It's been fantastic.
Tom Panos (02:14):
Okay.
Now, Arve, for our audience, incase they've missed you on some
of our other segments that I'vehad you on, I only had you on
four weeks ago um talking withuh Warwick from local agent
finder.
And who else did we have onthat day, Arve?
There was another agent withus, wasn't there?
Avi Khan (02:31):
Uh Stavros.
Yes, Stavros.
From O from O'Brien, yes.
Tom Panos (02:37):
So, firstly, Arve, let our audience know what part
of Australia you work and whatbrand you're with and who you
are.
Avi Khan (02:44):
So at the moment, I'm coming to you from Auckland.
I'm at the Viaduct, so I'mhaving a good time in Auckland
at the moment.
But I run Fiverr A Whites inBrisbane South, um, so across
from the Logan region to theIpswich region and Brisbane.
Um, I also own a law firm inSydney as well.
And um I do a lot of work withID for me and talking about what
they're doing out in themarketplace and how it's helped
(03:06):
me and my agents elevate ourgame in the marketplace.
Tom Panos (03:10):
Well, let's talk about that specifically.
How has it helped you elevateyour game in the marketplace,
um, Arvey?
Avi Khan (03:18):
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 longerbooming, it hasn't boomed, it's
not crashing, it's very stable.
It's a very stable market, andthey don't see prices going up
too much in the next three tosix months.
So then you look at it andsaying, okay, how do what do I
(03:38):
do with this?
It's a stable market.
So when the market is stable,you need to convince your
sellers more, you need to keepin touch with them more, you
need to work with them more toget them to the market.
So I look at the marketconditions awkward and say,
okay, how are we going toutilize this tool to get these
sellers?
The first thing you need to dois you need to become a market
leader in market knowledge.
Because if you're not a marketleader in market share, the
(04:00):
first thing you need to know iswhat's my market doing?
Yes, it's not booming, yes,it's not crashing, yes, it's
stable.
Do your prep for the market andthen reach out to sellers.
So this is where ID for mecomes in so well.
Because you can top, you canliterally 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 datain ID for me to target that
(04:22):
market.
Go and be the market expert,know what's happening in the
market, know what you're gonnasay to sellers, and then find
sellers.
ID for me gives you the uniqueability to target specific
suburbs or micro suburbs in thatregion.
Tom Panos (04:36):
Okay, let's just simplify basically what you've
just said is ID for me allowsyou, once you've selected and
you've made a commitment, I'mgoing after this little micro
pocket.
What it allows you is thepeople that you already don't
(04:59):
have relationships with thosemicro pockets, it gives you an
automatic list and says, hereare the people.
This is who they are, this iswhere they live.
And because you're so hungry,we're also going to give you
their phone number, you canactually give them a ring and
start a relationship.
And to me, Avi, it doesn't getmore basic than that.
(05:21):
Work out the market that youwant, then work out what you're
going to say to them, thencontact them.
And one of the hardest bitswe've ever had in real estate is
the ability to contact them.
And what ID for me does is it'ssort of it's like the neurofin
(05:41):
to the headache of where do Iget these people, right?
Where do I get these people?
So, Arvi, can I ask you?
You've got how many salespeoplework in in your corporations?
Because it is a 29 agents.
29 agents, Tom.
You've got 29 agents.
And do all 29 agents have IDfor me?
Avi Khan (06:03):
Yes, the the whole company.
Every agent has access to IDfor me.
Okay.
Tom Panos (06:08):
So can I ask Arby, where where where and I'll get
you, Joel, if you feel, feelfree to unmute and join in the
conversation.
Where at the moment are youfinding are the real big users
of ID for me by agents, right?
Where do you do it?
I mean, I know in certainmarketplaces that the market has
(06:29):
not been great.
Example, certain parts ofMelbourne where it's been slow,
a lot of agents use it to as achase up of expired listings,
right?
So they'll drive by, they'llsee this property, and they'll
use it to contact the owners,obviously in a in an ethical and
legal way.
(06:49):
Where else do you see it, Arveyor Joel?
Avi Khan (06:53):
Yeah, so Tom, going um into it, I think traditionally
uh we used to be known as theindustry that we're the only
industry that know where ourclients live, right?
We know their addresses, weknow they live there.
But that traditional aspect ofreal estate has changed because
so many purchases over the lastfive, six years have been
investors.
So your traditional aspect ofreal estate where you go door
(07:15):
knock, where you try to get thedata, it's it's so hard to do
now because you do we actuallydon't know where these people
live.
Like sometimes when you send aletter, it goes to their
accountant or their financialadvisor.
What we use ID for me is tofind out the actual phone number
for these people.
So the first port of call islike you can actually know where
what the what the number is forthe investor.
(07:35):
And these are the people, Tom,at the moment, selling more
quickly than the homeowners outthere as well.
So ID for me is a great tool,firstly, for investors because
we don't know where these peoplelive.
So you get their numbersstraight away.
And if they're transactingquicker, these are the people
you need to hit first.
So that's that's the firstportal call for us in terms of
trying to find investor data.
Joel Arnold (07:57):
Got it.
Joel?
Yeah, so look, we we see a aheap of different use cases.
Um more often though, and I andagain, Arve's at the coal face
um selling homes and workingwith uh buyers and sellers, but
we we tend to be used more ortrying to impart how do you use
(08:18):
ID for me in some really basicfundamentals.
So one of the things that um wework with um our you know, our
supporters and our influencersis um I think there can be a
little bit of a misnomer aroundtechnology solves all your
problems.
But really, what technologydoes is, or at least in our in
our uh in our use case, is weempower you to be super
(08:41):
successful at the basics thatyou would always do.
So, you know, Arvey's talkedabout investors, uh, tons of
people use this in that in thatuse case where they're looking
for the absentee landlord andfor business development
managers, it's very, very usefulin in that scenario.
The other thing that uh we weget used quite a lot for is
where you know you have your ownlisting in a particular street
(09:03):
and you want to start doingoutreach.
The tools are absolutely uhspectacular at being able to
help you target who you want tocall.
So, you know, at a very basiclevel, we can give you
information that is verydifficult to get hold of,
contact data.
So that's one thing.
Um, but what we also have is isa lot more information about
how to profile and target peoplethat actually probably want to
(09:25):
talk to you.
So, you know, you could a basicexample 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 10very active or very ready uh
buyers that missed out.
You can then target houses inthe general area that match the
(09:46):
profile of the property that youjust sold.
Um, you can reach out to thoseparticular owners.
You can also see certaininformation 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 bemotivated 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 spectacularprice, I've got many buyers left
(10:07):
over.
Um, at a minimum, let me comeand have a let you know what
your house is worth and youknow, maybe maybe there's some
business there to be done.
That's a really common usecase.
Uh that and I'd probably saythe third uh common way we get
used or or you know, very uhprominently get used is people
that are either new to realestate or they've just moved to
(10:30):
a new office and they'rebasically having to start
afresh.
They don't have the data, theyneed to build out that contact
patch.
Um so our tool's really, reallyuseful there for being able to
get verified data quickly.
Um, and again, if you're ifyou're a little bit clever about
how you use it, you can besuper efficient at who you call
and you can be you can rely thatthe numbers, you know, it's
(10:52):
verified, it's the person youneed to speak to, and and so uh
that that that certainly doesappear to take a lot of the uh
the pain out of the process ofof of that outreach.
Tom Panos (11:02):
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 (11:11):
but Tom You don't work for them, you're their
sponsor.
There's a difference.
Tom Panos (11:15):
Oh, okay.
Thank you, Susan.
Susan Zheng (11:17):
You're welcome.
Tom Panos (11:18):
Thank you.
Avi Khan (11:19):
Um just take Susan along, Tom.
That's that's a lot easier way.
Tom Panos (11:25):
Susan he does.
Susan, Susan is um Susan'soriginally, she was actually
born in
Susan Zheng (11:30):
Oh my god, we don't need to know this.
Get on with the webinar.
Tom Panos (11:33):
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 (11:44):
I can tell you now, they don't need to go to Chat
GPT, we are.
Case settled.
Tom Panos (11:48):
But but thank you, Dylan.
We're just having a bit of fun.
Susan is hilarious, says Karen.
Anyway, let me just go on andsay that for me, I get asked a
lot, and I'd like to hear yourview, 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.
(12:08):
And to me, it doesn't, it's nota complicated response.
It's like your details are onpublic records, and I am calling
off those records.
It's not like there's somemysterious thing.
Is there a better way of sayingthat, or is that what it is?
Avi Khan (12:27):
Yeah, look, I I think when you go um talk about this,
that there's other platforms outthere that have data as well.
The difference is ID for me hasa lot more data.
It's more relevant, it's moretimely, it's not historical,
it's constantly updated.
So I think that's where thepeople don't generally
understand that it's it's thesame platform as everything
else.
It's just a much betterplatform.
(12:49):
Um, so that's one thing that wealways say to people that ask
about this platform is yeah,there's other things out there
that you guys have been usingfor 20, 25 years.
The problem with those are thatit's historical now.
They don't update data, it'snot relevant.
So what we say to the public,hey, I'm so sorry if I've
reached out to you and youdidn't want me to, I'll take
your name of the database.
Um, there's certain places thatwe get data from.
(13:10):
One is, you know, historicallyit's in our database, or two, we
we purchase data and we contactdata.
It's somewhere you've givenconsent to it.
So we apologize if we'veintruded.
We'll just make sure we don'tcall you again.
So it's a very simple sort ofconversation.
And no one really gets angrywith us, Tom, if we just
apologize and move on.
Uh, but they have consented toit somewhere down the line,
(13:30):
somewhere.
Tom Panos (13:31):
Okay, Joel, is there anything you want to extend on
that?
Joel Arnold (13:34):
Yeah, absolutely.
Um our whole business, our IP,is all based on the data sets
that we hold.
And so um what's superimportant for us as a business
is that um the way that wecollect this information, the
way that we, you know, and thepeople that we work with, where
we aggregate it from, um, is uhdone in the most highly
(13:58):
compliant and legal way that itcan possibly be done.
Um, and you know, from thatstandpoint, we've got compliance
frameworks that we have toabide by uh in our business that
ensures that from cradle tograve, in terms of where that
information is captured all theway through to how it's used,
um, that it's uh it's beenmanaged and looked after in uh
(14:19):
in a compliant way.
Now, I'll go one step furtherthan Arvey.
Um we we don't mind if youmention you got it from ID for
me.
Um so uh, and we say thatbecause what we are doing is
completely compliant and uh uhin line with you know Privacy
Act, both in New Zealand and inAustralia.
(14:40):
Um and we also provide uhpeople the option to be able to
call us and have theirinformation removed.
So, you know, in the uhscenario that Arvi just
provided, um, you know, forthose 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'veI've used ID for me for this.
(15:00):
Um here is here's a link totheir website.
Um they're more than happy toremove you from that web uh from
from their database if youlike.
Um and then that that thatdata's you know taken off the
table, as it were.
Um so there's no issue there.
Uh and I think one of thethings as time goes on, and
depending I guess on the on thedemographic that you're speaking
(15:20):
to, but you know, most peopledo understand as they're going
around the internet and they'reand they're you know signing up
to things and agreeing tocertain things, um, they are
consenting for their informationto be used for marketing
purposes.
So I think over time this isbecoming you know less and less
of an issue.
Um, you know, we've been doingthis now for a good number of
(15:41):
years.
We've got you know 350,000searches a day being done on our
platform.
Um, it it is very rare that wethat that that we're hearing
that this is is causing an upsetum with users, and it's very,
very rare that people contact usto get uh their data removed.
Tom Panos (15:57):
So okay.
It would be remiss of me.
Uh Arvi, you want to saysomething?
Avi Khan (16:02):
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 thepet peeves, there's the agent as
a principal, is you list theproperty in Smith Street Tom,
four weeks later, 54 SmithStreet comes on, then 64 Smith
Street comes on.
I think ever since we startedusing ID for me, we can hand on
hard say, I've done everything Ican to prospect on that street.
(16:24):
Um I've got the number for mydifferent, I've called them,
I've spoken to them, I've leftthem a message, I've tried to
get through the door.
If you lose it, you lose it.
But now with this product, thenwe can actually say that we've
actually given it our best.
Because the hotspotting, as youknow, Tom, when you list
something, another listing popsup three doors down, four doors
down, that you haven't managedto contact somehow because they
weren't there when you're doorknocking.
So those sort of things are areare really amazing what ID for
(16:47):
me can do for us.
Tom Panos (16:48):
I read I read there's American data, and I don't
know, you know, how relevant itis to Australian data, but it is
definitely an indicator, andthat is that a home will be
coming on the market within an80 home radius within 90 days of
the sold by going up.
And I presume the psychology isthat the vendor is waiting for
(17:11):
the other property to get soldto see what it sells for, what
the market's like, maybe notactually compete against that
listing.
So you're 100% right.
One useful thing to be doing isbuilding relationships with the
79 other properties around it.
I would also I'm gonna answersome of these questions that are
(17:32):
coming in.
So, team, don't think that I'mignoring them, but I just want
to make sure that we give someprospecting information as per
our session that's been um umpromoted as uh a prospecting
session.
And I want to let you know thatfor me there are four or five
repeat, rinse, repeat sentencesthat you'll be using using ID
(17:55):
for me.
The first one is when aproperty is just listed.
Hi, it's Tom Panos here from XYReal Estate.
I know you're not selling, andI'll be very brief.
The reason I'm calling is oneof your neighbors has just put
their home on the market, andwe're just letting all the local
people know.
How open would you be for us tocall you once it's sold, as it
(18:18):
might not get published, so youknow 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 hasbeen sold.
Would you like to know the newvalue of your home?
We're doing health updates allweek in the street.
We're gonna be out there.
(18:39):
That's your second call.
Your third phone call can beyour expired listing phone call.
Hi, it's Tom Panos here fromthe real estate.
I notice you've been on themarket for some time and I'm
hoping it's going well for you.
How open would you be for us tosit down where I can show you
(18:59):
how we've been selling homes inthree weeks that other agents
couldn't sell in three monthsusing our passive aspirational
buyer retargeting strategy?
I mean, the goal of an expiredlisting call, by the way,
everyone, is to simply get anappointment.
Simply get an appointment.
Um so let me just come in andlook at some of these questions
(19:20):
that have come in here and let'stry if we can go through some
of these together.
How that Safdar says, how willyou tell that XYZ is an investor
based on RV Khan's example?
Is there any way you can tellwhether someone is uh um uh uh
an investor or a non-investor onum ID for me?
Joel Arnold (19:43):
Uh there is ways to infer that they might be.
Um, and so one thing just toclear up that uh is often a
misconception, we don't have wedon'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 bestagents that use us often will
(20:03):
use us in conjunction with somekind of title platform.
And what they'll do is they'llgo, okay, um there's a property
that I like, or you know, forwhatever reason I want to target
it, they can then look up whothe owner of that property is,
and then they'll search theowner's details within ID for
me.
Um now in some title platforms,they will have what's called a
(20:25):
secondary address, or they'llhave some level of indication
that there's a second addressfor 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 thesecond address that's listed and
then narrow down the search.
So one of the things that we dohere all the time uh with our
(20:48):
customer success team is is kindof show people how to uh how to
uh maximize the use of theplatform.
Um if you don't have thatsecondary address, there are
things in uh that you canactually, as I said, you can
start to infer.
So for example, if you look upthat owner and they aren't at
the address uh that uh that thetitled uh uh platform says that
(21:12):
they own, well, that's obviouslya pretty good start.
Um and we also timestampeverything as to when we collect
the information, and you canoften see uh historic movements
of where someone's been.
Um again, uh this is a tool ora technique that we show people
how to uh how to do in theplatform.
And so when you're getting ademo from us, or if you sign up
and you're having a bit of atough time, we can we can show
(21:34):
you in detail how to do that.
Um so yeah, there's there'sdirect ways to do it, Tom,
depending on what you've gotaccess to in the start.
Uh, but there's also inferredways that you use the platform.
But I think um, you know, we wedo need to set the expectation.
We are not a silver bullet,right?
What we're gonna do is we'regonna give you a helpful
advantage over and above whereyou're at now.
(21:54):
So it would be remiss of me tosay every time you do a search,
you're gonna find the personevery single time.
That's not the case.
Um, but I can say uh in termsof what's available now and what
uh agents need to uh be moresuccessful to build those
relationships, there is anabsolute plethora of information
in there that if you're willingto put the time in, you will
(22:16):
get the best out of it, you willbe successful.
Tom Panos (22:19):
Okay, beautiful.
Question from Marie Can IT forme provide information on
companies or super entities asthere is no phone number or
investor name?
Joel Arnold (22:32):
Uh in New Zealand, specifically not yet.
Yeah.
Um within Australia, in someinstances, um, this is a little
bit like the the investorquestion.
So uh commercial agents uh willoften use us, but again,
they'll use it in conjunctionwith, say, a commercial credit
(22:54):
bureau, right?
So they'll be looking up um uhuh say they know a company owns
a particular building, they'lllook up that company, they'll
find a director, then theysearch 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 atsome point, but just in terms of
(23:14):
where we're at today, um it inAU, you can search properties,
and if we do have a record thatthere's been some level of
transaction or a listing pieceof information that's related to
a commercial entity, we willshow that.
Again, what you can then do islook that commercial entity up,
find a director, and then searchthat director within the
(23:35):
platform.
Um with look again, with within a commercial use case, there
is a little bit more digging youhave to do.
But certainly the experiencewe've had with some of the
larger commercial brands inAustralia, um, because if you do
get that listing and thoseproperties are worth so much in
that commercial uh use case, itoften is worth going that little
(23:57):
bit of an extra mile because ifyou do find the that contact,
um, you know, it first in, firstdress, uh best dressed that,
you know, as it were.
So um, you know, if you cansecure that listing, it's
definitely worth spending someextra time.
But again, you you just have todo a little bit of digging.
Our team here can show you howto do that.
So um, yeah.
Tom Panos (24:17):
Okay.
If they are, there's a questionfrom Leonard Anderson.
If they are new to an agencyand need to build out the
contact patch, wouldn't you do aletterbox drop or door knocking
in conjunction?
So, Arvey, you know, maybe Iput that, you know, that's to me
less about the product and moreabout the sales approach, you
know?
Avi Khan (24:37):
Um and yeah, Tom, sorry, prospecting is all about
layering, right?
ID for me is not there toreplace your traditional forms
of prospecting.
It's not there to replacemarketing, it's not there to
replace social media.
It goes alongside it.
So the more familiarity thatyou build with your clients in
your marketplace, the better itis.
So letterbox drop works, doorknock works, cold call works,
(24:59):
morbid calls work.
So you have to do it all inconjunction with each other.
Um, you know, otherwise it'snot going to work.
Everything is contiguous toeach other.
So ID for me help you do that.
But the more you letterbox, themore your social media, the
more you door knock, the betterthe your call will be.
They'll recognise you, theyrecognise your name or your face
or your results.
So you have to do all of theabove.
Tom Panos (25:21):
Okay.
Beautiful.
There's a question that's comehere whether it's applicable to
outside of Australia and NewZealand.
I would say the answer is no,isn't it, Joel?
Joel Arnold (25:30):
Which question, Tom?
Sorry.
Tom Panos (25:32):
It's applicable to countries outside of Australia
and New Zealand.
The answer would be no, isn'tit?
As in where is I sorry, I'm I'mat the moment this service is
only available in Australia, NewZealand.
I think that's what they'reasking.
Joel Arnold (25:46):
Yeah, sorry.
Tom Panos (25:47):
Yes, correct.
Yes, sorry.
Okay, then we've got what isthe drop-off rate?
I'm not quite sure what Leonardmeans by what is your data
drop-off rate.
Uh, I'm not quite sure whatyou're referring to there,
Leonard.
Susan Zheng (25:58):
I think he means how often is the data updated?
Joel Arnold (26:02):
Yeah, great question.
Um it depends.
So we've got multiple suppliersand we've got many, many uh
different data points that wecapture.
Um, there's some pieces ofinformation that we get daily.
There's some that gets monthly.
Um uh there's some that isevery other month.
But I think for for thoselistening in, um, again, I'll
(26:24):
come back to my my point whereyou know the data that we hold
is our entire IP.
So uh as a business, one of ourmain strategies is we have to
keep consuming more and moreinformation.
And then the other thing thathappens when you do that, um, it
also then makes what you'realready holding yet more
valuable, right?
(26:44):
So, for example, if you've gotthree pieces of info on me and
uh you then get five more, evenif that information's old, it
still allows you ways to linkinformation 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 anindividual or a property, uh,
(27:07):
there'll be lots of differentrecords for that property, and
it's done in a chronology overtime.
So we don't remove things, wejust 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 tocall, you've got more
information to profile the homesthat are relevant of uh the,
(27:29):
you know, what you might beselling or what you specialize
in.
Um, and there's also more andmore information as uh about
people as they age, which can bereally helpful.
I mean, certainly in Australia,one of our other ambassadors,
Josh Fegan, talks a lot aboutyou know, um, you know, the
certain incentives around uh uhself-managed super and what you
can do with property, and as youget older, you certain things
(27:51):
that become available to you.
Um, again, this is anotherpiece of information that's
that's there where you can befar more targeted around who
you're reaching out to uh asopposed as opposed to just
blindly going out into uh to themarket.
But yeah, I I hope thatanswers.
I hope that answers that one.
Tom Panos (28:07):
So I've got to get through some of these questions.
If someone requests their dataremoved, does that data not stop
new data of theirs going backon the site later?
Joel Arnold (28:19):
Yes.
So if I was to ask for ID forme to remove me, yeah, if we
purchase then more data and I'min that, I will be flagged and I
will be removed.
Tom Panos (28:30):
Okay.
Now, ashola's asking, are aretheir multi-user accounts more
cost effective?
Joel Arnold (28:37):
Um they can be.
At the moment, um what we'reyou know, our go-to-market in
New Zealand was really centeredaround individual agents.
Uh, that certainly is the moreum prevalent use case.
We don't we do do multi-leveluh agreements, but they tend to
be rare.
Um it's it's more around umagents uh purchasing this
(29:02):
information for themselves.
However, what I would say, umif you are an ABID user and you
are in a larger office and youdo have other people that are
wanting to use the service, umthere are things that we we can
work out.
Um but uh predominantly our ourservice is a SaaS-based service
based at individual individualagents.
(29:22):
So uh yes and no.
Um, but yeah, that's that's howI'll leave that one.
Tom Panos (29:28):
Okay.
Um Williams asks, will there bea feature in the future that
will show only the current houseowner compared to other people
that have live rented at theaddress?
I think that's a developmentissue that they're talking
about.
Will you develop that?
No comment there?
Joel Arnold (29:46):
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 muchmore uh depth of data, which
would help um that particular.
Question, but I'll leave it atthat because I don't want to
blow the surprise.
Avi Khan (30:03):
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 allthree.
You might find otherappraisals, other listings,
other buys.
I think we just get too caughtup on making sure data's 100%
accurate.
It doesn't have to be.
Beautiful things happen fromjust a simple hello.
So just pick up the phone.
Tom Panos (30:23):
Yeah, I'm gonna echo that.
I yeah, I can't help but I'vegot a small group of real estate
agents that I notice have gotthis obsession to get this sort
of perfect strategy right beforethey do anything.
And I often find Arvey, they'rethe ones that are the least
productive because they oftenhave this paralysis by
(30:43):
overanalysis.
And you know what it's like?
You know, perfectionism isactually married to
procrastination, and sales isthe opposite to procrastination.
It is just do something.
If you do something, somethinghappens.
If you do nothing, nothinghappens, right?
Um now uh the the questionskeep coming in.
(31:04):
Let me just see here.
Uh uh, does ID for me linkowners and their contact info to
specific apartment numbers orjust the building address only?
Um I think it does.
I think it gives it the uhyeah, it gives it the exact
unit.
I mean, I've done it, I've doneit myself.
(31:25):
By the way, if people arewatching, Susan, let's get
people easy access to ID for me.
Joel, if they if they gotinspired 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 (31:45):
All they need to do is go to id for me.biz,
www.idforme.biz.
Um, and uh there's a the littlebutton that says book a demo.
Book a demo.
Susan Zheng (31:57):
And the link is in the comment section.
Joel Arnold (31:58):
Oh, there you there you go.
Tom Panos (31:59):
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 onsocial media because we've had
it's posted on Facebook too.
It's posted, okay, beautiful.
So um the main thing is, andand what I'd say is there's a
lot of other questions.
Why don't you reach out to IGfor me?
(32:21):
Because a lot of them aretechnical questions.
But what I can say, I mean, isit competitively priced in New
Zealand, Joel?
Or you've is that somethingyou'll speak about to people
when you talk to them?
Joel Arnold (32:35):
Uh look, what we've done is we've mirrored uh
the price in New Zealand that itis that it is in Australia.
So um certainly we think it'suh amazing value at what we're
charging.
Tom Panos (32:46):
I never have I never have agents ever complain to me
ID for me is too expensive.
Never I don't I don't havethat.
So if what you're saying isyou've mirrored that over to New
Zealand and converted to theircurrency, that means that that
is your sign to go straight toID for me.
We've put the link on there,and I want to let everyone know
(33:09):
watching this, Arvi, there'seight weeks of real real estate
left.
And you know, I had a boss,John Alznick, and he said to me,
Tom, the most important eightweeks of your year is, and I'll
never forget it, he said, it'sthe middle of October to the
(33:29):
middle of December.
And I said, Why is that?
He said, I'll tell you why.
Because there's a highpropensity for vendors and
buyers wanting to do dealsbecause they want to bring
closure.
So that's the first thing.
The second thing is becauseit's good weather and there's
this notion out there thatproperty looks better in
springslash summer, there ismore volume, which we all know
(33:52):
that that is the case.
And then he said, but the thirdreason is this Tom, if you nail
those eight weeks, you've alsonailed your launch to the
following year.
Because what's happening ispeople are looking at who's
getting the listings and who'sgetting the sales, and they're
(34:14):
the ones that get theappraisals.
And when you nail this strategyright, not only will you
actually sell a lot ofproperties till December the
15th, you'll also have all theseother listings that you've
signed up that you're going tolaunch in the new year that is
ready, and you're gonna have agreat holiday because you sold a
(34:35):
lot, you've got a lot tolaunch, 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 (34:46):
It's so crucial.
I'll just say before you join63 days left to get to
Christmas.
You've got to make it can,because in our business, what we
say, exactly what you get, Codehere, Tom, you win January, you
win January, you win 2026.
So, what's your strategy to winJanuary?
Because you know what?
We have in our industry, Tom,nine-month agents.
(35:07):
They take December off, they'reslow in January, by the time
they get their first settlement,it's February, they've lost
three months of the yearalready.
You don't want to be anine-month agent.
You want to be a 12-monthagent.
So it's about time that youstrategize.
When are you gonna launch yourproperties?
Is it boxing day?
Is it second of Jan?
Because if you're a nine-monthagent, you're gonna be broke.
You're gonna have no profile,you've got no strategy, you've
(35:28):
got no listings, you've got nobuyers, 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 (35:36):
Yeah, I had a Melbourne agent say to me
yesterday, he goes, Tommy, whenare you coming over this month?
But let's get a Christmas drinkin.
I said, No, I'm not coming overthis month, but I said it's a
bit early for a Christmas drink.
He goes, Oh, what are youtalking about?
He goes, Melbourne Cup's aroundthe corner.
I go, it sounds like whatyou're basically saying is that
Melbourne Cup is the definingdate that you say, that's it,
(36:00):
you know, summer's here, sun'sout, 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 andthen say, oh, well, nothing's
gonna happen until afterAustralia Day.
And that's how you end upgetting a nine-month year, I
suppose.
Avi Khan (36:20):
There are a lot of nine-month agents out there,
Tom.
What we say to our sellers isthat I want you to enter the
market in January when buyersare entering the market, as
opposed to when sellers areentering the market.
Very crucial.
I want you to enter the marketwhen buyers are entering the
market, not other sellers.
You've got to be ready inDecember, Tom.
Tom Panos (36:40):
Ladies and gentlemen, ID for me has hit New Zealand.
Kiara! Looking forward to beingover there.
See you soon.
Thank you, Avi.
Thank you, Joel.
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