November 6, 2025 • 41 mins
From refugee to Founder & Director of Bricks & Mortar Real Estate, Sahil Bhasin is a high-volume agent in VIC, making 170+ sales a year with an average sale price of $730K. He joined the Real Estate Gym before starting his career and still commits to regular training.Â
- 05:00 – Sahil Bhasin: From refugee to 170+ sales a year
- 10:00 – The most common ways agents use iD4me to get their ROI in the first week
- 12:37 – The fail-proof method to secure 20 listings a year using REA’s Ignite x iD4me map view
- 15:15 – How Sahil is turning the end-of-year rush into listing opportunitiesÂ
- 19:28 – The “insurance policy” analogy
- 21:35 – Finding the emotional buyer
- 22:46 – Sahil’s counterintuitive “List Now, Launch Later” and other strategies to finish the year strong
- 28:26 – The unconventional ways Sahil uses iD4me to find both buyers and sellers Â
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:02):
So good morning, ladies and gentlemen, guys and
girls.
I'm letting you know we are onthe home stretch.
What a great time of the year.
What a great time of the year.
The sun's out.
People have got air of optimismthat the finish line is not too
far away.
And in addition to that, I'vegot to say to you, the real
(00:24):
estate conditions have been asgood as I've seen in many, many,
many years.
We've got a marketplace herethat is flowing.
I wouldn't call it a crazyseller's market.
I wouldn't call it a crazybuyer's market.
But as I've said to everyonethat listens to me about what I
think about the market, as areal estate agent, if you're a
(00:44):
great agent, it makes nodifference what the market's
like.
Because if you know how to listand you know how to be a deal
maker, it's always a good marketbecause we are a volume-based
industry.
Volume, volume, volume.
Today, of course, we're goingto be speaking to Sahel Bassin.
(01:06):
And I have to say to you, he'sone guy we've seriously got to
get, we seriously got to get tospeak at Aric because, and I
know he's got a desire to do it,and I know he's very good.
One of the reasons I I justthink at times we haven't been
able to get him.
He's spoken, look at he spokeat a conference for me last
(01:26):
year.
This time last year, actually,Sahel, if I can remember, it was
in uh in Melbourne.
Um I am I right?
Sahil Bhasin (01:34):
One was with Manos and one was with another one
that you did as well.
Correct.
Tom Panos (01:38):
Correct.
So you actually spoke of both,correct.
And I've also got with me thegreat Joel Arnold, who's
becoming the face of ID for meum in the last six months.
Um good to see you too, Joel.
How you been?
Joel Arnold (01:57):
Been great, Tom.
Um I'm uh again, I'm excited.
This is my second uh webinarwith you, and it's great to have
Sahil with us as well.
And yeah, I I like that the airof optimism.
It's coming that you know, thefinish line is close, and so uh
yeah, it's it's exciting to behere, and uh hopefully ID for me
can uh continue to support itscustomers and uh to uh to grow
(02:22):
their business and grow theirlistings.
Tom Panos (02:24):
I'm gonna show everyone my age here.
I want to let you know beforeID for me was out, what Tom
Panos used to do was go toMarikville Council.
I would pay a small amount ofmoney to be given access to
(02:44):
council records, then what Iwould, because we had no
iPhones, we had no cameras onour phones, no, we had a pen and
paper, and I had a littlespiral pad, and I used to write
write down the names and detailsof people, and they used to
allow you to buy records andyou'd be there for like 15
(03:05):
minutes, writing down, right,writing down.
This was what life was like in1991 as a Ray White real estate
agent in the inner west ofSydney for me.
I was a hungry agent thatwasn't brought up in the area,
that needed to get names andnumbers, and that was the way I
(03:27):
would do it.
I'd probably get records of 10people in 15 minutes.
ID for me in 2025 with asubscription of around a hundred
bucks, thereabouts.
That's what it roughly is,isn't it, Joel?
You know, it's roughly there.
Roughly there, Tom.
Roughly there.
Okay.
You go in, 24-7, name, number,mobile, email, multiple
(03:53):
properties, social mediahandles, to work out whether
they're good guys, bankrupts,whether they've got legal
action.
Driving around, expiredlisting, you see it.
One of the biggest challengesthat we've ever had is not being
able to get onto the personthat we want to in speed.
ID for me changed the game.
It's been a couple of yearsnow.
(04:14):
Um, but we don't sit on ourwebinars and just, you know,
talk about the benefits of IDfor me.
We bring it awareness and wealways bring a practitioner
who's been using it, and also webring a practitioner that can
also lend their energy, theirbrain, their expertise, their
intel.
And today, none other thanSahel.
(04:37):
Now, I've got to tell you,before he tells you his story,
mate, this is a story.
This kid didn't go come up fromuh uh a $30 million mansion in
Turak to at a private school inMelbourne, go to Melbourne
University.
Now, well, I don't know, hemight have gone to Melbourne Uni
because I think by that stageyou were in Australia.
(04:57):
How long?
What stage did you get here inAustralia, Sahil?
Sahil Bhasin (05:00):
Uh 12.
Tom Panos (05:01):
You got to Australia at the age of 12.
Give everyone a quick giveeveryone a quick snapshot of
your story.
Sahil Bhasin (05:08):
Um yeah, I'll keep it as short as possible.
But um born in India, um, andthen we moved to um Iraq and uh
dad worked for Al Rashid Hotelthere.
Um and then we fled in the GulfWar in 1991 to Kuwait.
Um and we fled the border thereon the day that the war
started, got into a minibus withum seven other families that
(05:29):
were Indian and fled over toKuwait.
Um lived in a refugee camp forseven days on a basketball
court, you know, bumpingshoulders with people and eating
rice off the floor when itwould come in tip trucks once
every five days.
Um and then we applied to, wewere back to India, applied to
go to Australia and Canada.
Australia said come first, sowe uh came here.
(05:52):
Um and then, yeah, some ofthis, it's all got to do with
hard work, but it's basically wewalked from um if you know most
some people would be here fromMelbourne, but walk from
Melbourne Airport to BellStreet, which is the first
possible exit that you can geton, um, and then caught the tram
up, uh, walking with oursuitcases, caught the tram up to
Dunder Street and High Street.
(06:14):
We're actually do a lot of mywork now.
We've sold over 200 propertiesin the last three or four years
in that little golden trianglecomponent, um, and got a $100
Salvation Army with a uhSalvation Army voucher and
started from there, from uh thecorner of Dunder Street and High
Street.
And um, then around the cornerwas Woolies.
We used to push trolleys in fora dollar a trolley.
(06:34):
Um and then, yeah, worked atHungry Jack's $4.95 or $4.75 an
hour.
It started with, and thenworked our way through RMIT
University.
It was a sports center inBundura for people that know
Melbourne.
Um, and then made my way to thetop of the Sports Center era,
and they like Aric, they haveanother thing called Philex,
which is their biggestconference, and presented at
(06:55):
that, and then got employed bythe best leisure center in
Melbourne, Melbourne City Baths,and we won Leisure Center of
the Year, then went into projectmanagement, fire engineering,
state government advisory, andthen um what I actually the way
I got into real estate is um Ihad 10 or so rental properties
at the time, just working my assoff and remortgaging
everything.
(07:15):
And um one of the best uh oneof the best practitioners I had
in the property managementspace, because let's be honest,
property management it's veryhard to find a good practitioner
was Madeline Cahill, and um sheworked at Nelson Alexander at
the time.
And I said, Listen, you're thebest person I've got.
All these nine properties arenot managed that well.
Do you want to start a businesstogether?
And uh we started a propertymanagement business, that's what
(07:37):
we did, and I still keptworking as a fire engineer side
of things in at Roscon.
And then we went to uh Eric.
She said we should go to Eric.
We went to a couple of others,and um, yeah, the talks that
John McGrath and uh Tom did in2020, that's what inspired me to
throw in the towel in fireengineering on a comfortable,
you know, 200 odd, 250 odd Ksalary and um and start
(08:00):
something.
So here we are.
So from there we um started offdoing uh zero sales, no name,
started our own brand, and uhthis year's got a bit slower
because I've built our ownhouse.
Um, but normally try and doabout 200 sales a year at the
moment, and this year's about170.
Um, and the main thing as wellis we built an organic rent roll
(08:21):
of 600 without purchasinganything.
Um, and yeah, that was that wasit.
But Aric and um the gym, uh thereal estate gym were a big
inspiration, and I listened tothem.
Anyone that's on this should uhjoin up to the gym and uh
listen to it while you'redriving.
You do nothing else but scrollFacebook and Instagram, but
yeah, listen to the gym, it'sreally, really powerful.
(08:42):
Just repeat what they say thatworks.
So I've done it from a non-realestate background.
Tom Panos (08:48):
Yeah, well, everyone, thank you for that too.
I will I I love I loveinfomercials coming from from
clients, and I've got to tellyou, Sahil, real estate Susan
knows 2026 is my super focus, isjust um making real estate gym
go to the next level, and it'sgonna involve me working a lot
(09:11):
more closer because I'm lettinggo a lot of my one-on-one work
to focus on the real estate gym.
Now, Joel, um, whilst Sahal wasspeaking, we often don't talk
about ID for me in the propertymanagement context, but in fact,
a lot of people use um ID forme in property management.
(09:31):
Can I ask you what areas, Joel,and if you want to add in, if
you've got anything to say atall, Sahel, feel free.
But Joel.
Joel Arnold (09:40):
Yeah, so the two use cases that we get used for
is obviously owner-occupier,that's the first one, um, but
rightly so, looking for absenteeinvestors and so sorry, sorry,
absentee owners or investors.
Um, and yeah, uh, you know, wewe partner with a number of uh
influencers in that BDM world,but certainly um it's just as
(10:04):
useful and effective in in thatenvironment where um, you know,
uh one thing that the ourplatform's really good for is
you you can get a sense of whenyou look at a property, uh if
we've got uh some listinginformation on that property,
which is reasonably common, um,it will tell you whether it was
recently sold or whether it wasrecently leased.
It also shows you um uh the uhlike the brand or the uh the the
(10:31):
office or agency that uh listedthat property.
So from for just at an absoluteminimum, you can get, you can
understand whether that propertyis a is a rental.
And then the secondarycomponent from that is uh you
can do a bit of a background digto figure out whether or not
we've got the uh the owner's uhcontact details listed to that
property.
One thing that a lot of BDMs dois, and and so do sales agents,
(10:54):
they do the same thing, butthey'll work with a property
database, you know, you're youknow, where you get your title
information from.
And so you use that inconjunction with ID for me.
And in that sense, it's very,very effective to be able to go
and locate um where the uh theabsentee owner may be.
So it's really good in thatsense.
And we're actually piloting umuh what we're calling a BDM
(11:16):
white space service at themoment.
Now, it's not something we'vemade available, but um trying to
take the um for those of youthat may or may not may use us,
we do data washing.
So we can do our uh give you uhcontact data for owners at
scale across suburbs.
And we're trying to work out away to uh remove our
(11:36):
owner-occupied properties andleave only rental properties,
and therefore you can do asimilar process, but purely for
BDMs.
And we know that uh a hugeamount of time goes into just
firstly being able to understandis this property a rental or is
it not?
Um so we want to try and takethat out of that process and
leave you with a list of uh uhnumbers of uh owners to to call.
(11:58):
So this is something we'redeveloping, we're partnering
with a uh with a brand inQueensland.
I'll I'll I'll I'll leave themout of that.
But um so far the results werepretty promising.
So um, but in any case, uh theplatform on its own is is still
very, very effective for BDMs.
And uh yeah, so uh I absolutelyagree with uh with that use
(12:19):
case.
And Sahil, I didn't know thatyou you that your background was
uh so uh uh uh well sounds likeyou've been brushingly
successful with everything youdo, but particularly with
building out rent roles, um IDfor me can be be very, very
useful.
Sahil Bhasin (12:34):
Yeah, and in conjunction as well to jump in,
Tom, is that um we're obviouslya subscriber and use ID for me
absolutely every single day, andour VAs use it as well.
But one thing to add to Joel'slayer, if you put another layer
of the onion as well, is um Idon't know if many people have
seen the new the new features inIgnite.
(12:55):
If you're on the they used tocall it Premiere or whatever it
was, but now they've got a newthing on to make some more cash.
So basically, if you're on thetop level of membership with
realestate.com, you they've gota map view, and you can actually
look at it in map view, and itshows you in red dot points,
yeah, yeah, exactly, Joel.
It shows you in red dot pointswhich are um leased properties,
(13:15):
which are owner-occupiedproperties.
That is absolutely amazing.
If someone just did that.
Tom Panos (13:20):
Okay, you got you just got me here.
I I didn't know about this.
So you've got to be you've gotto be the the higher level on
the subscription of on Ignite,is it?
Sahil Bhasin (13:30):
Yeah, it's the REA platform, their monthly
subscription that they have.
All right, so they've got tiersof subscription now.
If you're on the highest one,in the back end of Ignite,
they're essentially trying to umyou know eat away at some of
the softwares that are outthere.
Um, and you can do proposalsfrom there and all sorts of
things.
But one good thing that's uhthat's really good about it is
(13:52):
when you use it in conjunctionwith ID for me, if you have one
screen open with realestate.com,it will literally show you a
map of Fitzroy, every singlehouse with a red dot at least,
every single house, and you canturn them on and off, and you
can put filters on them as well.
And if you just got a VA to dothat, um, and you could not get
10 or 20 listings a year out ofthat if the VA just concentrated
(14:15):
on one thing.
You had a set pro forma and aletter, and they send one out
for rentals, they sent one outfor sales, and um, and you
couldn't get listings from that,you're doing something wrong.
It's a very, very powerfulfeature with ID for me combined.
Tom Panos (14:31):
Beautiful.
Team, I feel like I need tofilter today's conversation with
as much useful information withfive weeks to go.
I gotta say to you, I reckonthese are the words that I want
coming out of your mouths toevery client you speak to at
your CRM system or calls fromyour ID for me.
(14:51):
It's a very simple sentence.
What's your plan for the newyear?
I want you to know Januarylistings are built in December.
And I want you to get on thephone and be calling as many
people as possible, and I wantyou to check in with care, not
(15:12):
with commission, at this time ofthe year.
So Hill, what are you doing,brother, to turn this
end-of-year rush?
You know, like tradespeople, Isee them in the morning getting
their coffees, but I've got toget these jobs done, everyone's
driving me nuts.
There's this rush to Christmasin all industries.
And no difference in realestate, no difference in real
(15:34):
estate.
How are you turning, how areyou turning the end-of-year rush
into a listing advantage?
What are you doing to try andreactivate, you know, past
appraisals or anything that'sstalled or yeah.
Sahil Bhasin (15:49):
Yeah.
One thing just to add on towhat you said before, just you
know, January's made inDecember.
Get a spreadsheet, an oldschool spreadsheet.
We all use way too muchsoftware, and I am not finishing
the year without a spreadsheetthat's on the wall, having 15
listings on there that's signedup.
If you come to work everysingle morning and you know
you've got to do three or fourlistings a week to get to that
(16:11):
January launch, if everyone doesthat, you'll have a very, very
successful January and um andFebruary.
But um That's what the winnersdo.
Tom Panos (16:19):
The winners set a target and they say, by the 23rd
of December, I would havelisted these.
No, they're not launching.
I get it.
They're being listed, butyou're gonna go away on a break
knowing I've got this stocksecured.
And so, Hill, how do you feelabout a lot of real estate
agents do like soft, softlaunches of this stock before
(16:41):
they come back?
Because there's a lot of peoplescrolling.
They're not there physically atopens, but they're scrolling on
their mobiles on Boxing Day.
You know, you've had enough ofthe mother-in-law, you've had
enough of the turkey, you'relying down watching the Boxing
Day test, you know, on um Whereis the Boxing Day Test?
Is it Sydney or Melbourne?
I keep forgetting.
Boxing day test.
Melbourne, Boxing Day.
(17:02):
Day one, Boxing Day test.
Sahil Bhasin (17:05):
Uh, we're telling vendors, we're telling vendors
about low stock numbers inJanuary.
So you've got to have your ownUST first, develop it.
So you've got your stock liston one wall.
What's your USP on the other?
So this Christmas, we're onlygoing away, um, we're only going
away for a week.
We come back on the 12th ofJanuary.
Our VAs come back the V uh theweek before.
(17:26):
Okay, so sell in isolation, notin competition when everyone
else launches after Australia.
We're going to be here for you.
Um, you know, you can use yourum highest buyer sort of
competition and explain thecompetitive buyer pool and show
them spreadsheets once again,turn up and go, you know, Mr.
and Mrs.
Vendor, we're averaging five tosix bidders per auction.
(17:49):
How many, you know, we've we'vegot so many people with still
empty hands, you know, knowingI've got a backlog of eager
buyers and showing them the listand go, Mr.
and Mrs.
Smith, we had the you know, wehad Mr.
Smith that missed out on 22Panel Street.
Um, and they need to findsomething and link it to a
heartstring.
They need to find somethingbefore the school year starts.
(18:11):
They're changing, they're adoctor, they're changing
hospitals, they need to findsomething before January.
Um, you know, the marketrealizes that they're, you know,
you basically you're trying tomake the owners have a spark
that you're going to get abeating frenzy for them.
Um, and and tell them thatyou've got a backlog of buyers.
Tell them um that, you know.
Tom Panos (18:34):
Every Mel every Melbourne real estate agent that
is on this, don't get me wrong,we've got a fair few.
We got some heavy hittersthere.
You know, Peter ain't no slouchthere with his lime green
jacket there.
You look a million dollars,brother.
You're no slouch either, butI've got to tell you, you know
what I've noticed a lot about alot of real estate agents in
Melbourne, you know, comeMelbourne Cup Day of spring
(18:54):
carnival.
I mean, I know it's stillhappening next week because I've
got to come to Melbourne forwork.
I can't get in the hotel room.
Every hotel room's booked inthe city.
I'm trying to work outMelbourne Cup's finish.
Oh, no, no, we're stillcelebrating everything's going
on.
Next thing you know, you're inDecember.
Next thing you know, they'resaying to you, oh, the
Australian Open's on.
Nothing happens on theAustralian Open.
When does it start?
(19:14):
And it starts on Australia Day.
It starts on Australia Day.
What do you basically say?
We stop work on Melbourne CupDay and we start again on
Australia Day.
Welcome to the nine-monthagent.
Congratulations.
The nine-month Sahal's got theright idea, uh, mate.
Sahil Bhasin (19:31):
Sit there use your script, Tom.
Use your script.
You know, Mr.
and Mrs.
Vendor, I completely understandthat you're not ready to put
your home on the market today.
What I suggest is like takingout an insurance policy.
Remember you said that oneyear, Tom?
Yes.
Taking out an insurance policy.
We can list a property now, butlaunch the full campaign later
in 2026.
It's called our list now launchlater strategy.
(19:54):
And what it allows me to do isI do all the paperwork now.
So you're probably aware, Tom,that lawyers and conveyances go
away on the 13th of um December.
They don't come back untilafter Australia.
So then you've basically lostall of January.
We can't sell your property.
What I suggest we do now ishave an agency authority signed.
I can get your contract of saleprepared.
(20:16):
I can um get the marketingfloor plan done and keep your
listing in my back pocket.
That way, if I come across anybuyers in the next month who are
perfect for your home, I'm ableto quietly mention um it to the
uh potentially mention it tothem and show them, would that
be okay with you?
And just shut up.
And they'll be like, they getreally excited.
(20:37):
They're like, yeah, that'd beamazing, you know?
Like uh, yeah.
Tom Panos (20:43):
So Hale, and I've got to say to you, what you've just
repeated is beautiful, but it'snot an anime sales line.
I have to tell you, every yearI see the same thing over and
over again.
A golden opportunity for anowner to get top dollar because
there's no other stock around.
People have got time, they'researching, right?
(21:03):
People don't sell, they seem towant to come back when all the
vendors come back.
Don't come back when thevendors come back, come back
when the buyers are back, right?
And then what they do is theywhack their property, and we and
we and we see this, we see thisthe last week of December.
So I think it's not right tohave someone auctioning their
(21:23):
biggest asset on the 20th.
I've changed my view.
I didn't think so, but I thinkon the 20th of December, right?
I think there are people atWestfield, I think there are
people that are nursinghangovers, I think people are at
the beach, and I just thinkwith three, four days to go, it
drops.
But on the 26th, 27th, they'reback out there again because
(21:44):
this Christmas shopping thinghas come to a bit of a pause.
So I suppose what I'm saying iswork counter-cyclical.
When the other sellers arethere, you don't have to be
there.
When the buyers are there,that's what you've got to do.
Real estate is simply a demandand supply equation.
You know that, don't you sayhow that's what it is.
It's demand supply.
Sahil Bhasin (22:06):
It's emotional getting getting the buyers
excited, getting the vendorsexcited.
And you can use things likethis, like you know, um, you
might find that we get anemotional, eager buyer that's
willing to pay top dollar evenbefore we formally go live.
And um, and if it's like, andwe'll officially launch on the
12th of January, if you prefer,with no marketing cost lost.
(22:29):
Um, and you know, Mr.
and Mrs.
Panos, did you know that BoxingDay is one of the most viewed
days on realestate.com um onlinewhen people are sitting at
home, scrolling on their phonesand doing nothing.
What we're actually suggestingas well, Tom, um, and this is
the second year we're doing it,is that you might want to launch
your property.
I'm happy to come in on the24th of December, and all of our
(22:52):
staff are working.
We'll launch your propertyonline, and I'll just explain
why.
It goes a little bitcounterintuitive to what you've
said, Tom, but this works.
So, what you do is you youlaunch on the 21st.
It's at the top of REA on the25th and 26th when they're doing
nothing after eating Christmasturkey, right?
And then what happens with REAis it rotates to the top on the
(23:13):
15th day.
So if you can display all thisto them in a graph, so the 15th
day after the 24th of January isthe 8th of January, ladies and
gentlemen.
And then what happens, Mr.
and Mrs.
Panos, is your listing is goingto be at the top of REA again
on the 8th of January.
And I come back to work on the12th and we start doing open for
inspections.
And I'll I'll have 20 or 30people that want to go flying
(23:38):
through your property in thefirst week when everyone else is
asleep, no other properties areon the market, and you'll end
up with a fantastic result.
Tom Panos (23:47):
Oh, so well.
Listen, Sahil, there are twotypes of agents in January, and
you're in the good bunch.
You're the ones that take offlike a rocket with momentum, and
there's the other type thatcome in.
Where do I start?
For a start, they're feelingunhappy.
They probably smash themselveswith heaps of booze.
The belt on their stomach isreally pushing their belly
(24:11):
button really hard.
They put on two to three K's,but that's not their biggest
problem.
Their biggest problem isthey're thinking, where do I
start?
I got no listings, I got noopens, I got no buyers.
What am I gonna do?
I'm gonna go home early, watchround one of the tennis
Australian Open.
Not so hail, mate.
(24:32):
This guy's here.
We're gonna launch withmomentum.
We're a momentum business.
We're a momentum business.
Sahil Bhasin (24:38):
I want to ask you just two other two other little
quick things is that you can sonot having commission breath is
you can work on the buyer sideas well and get them.
We work a lot with blankfinancial, you know, um Bernard
Tom.
Buyers pre-approved.
Okay, so it takes him two orthree days to get buyers
pre-approved, so then that wayyou've got a buyer when you've
(25:00):
got a listing.
The next thing you can do aswell is work with owners to say,
hey, listen, it's been spring.
We need to get your propertyready.
Like my background, althoughit's in construction as well,
and I specialize in minimakeovers.
If we list this property foryou, even if you don't want to
list now, part of our list nowlaunch later strategy is you
don't want to list with me inJanuary, and it takes us a month
(25:21):
to get a property ready for youby the time you do styling,
photos, garden, painting.
Let's get let's list today.
I'll send all of our tradesaround and I deal with trades
that don't take, um, I can'tdeal with anyone that takes the
whole school holidays off.
So that's just my mentality.
I've got a whole trade bankready.
We'll have your whole houseready to go.
And even if you want tophotograph it in the first week
(25:41):
of January, I've gotphotographers ready to go.
So that way you're still amonth in front.
So if you want to list in ifyou want to launch at the end of
January or even at the start ofFebruary, we need to start
preparing your property today,like now.
Tom Panos (25:56):
Gold team, grab get your mobile or get your computer
to take some snapshots of theslides I'm about to give you.
Number one, I want you tofinish the year strong while
everyone's winding down.
We're winding up.
We're here today.
We were here on Melbourne CupDay.
We were training at fouro'clock.
Play offense, not defense.
(26:18):
Don't wait for momentum.
You make it.
Pick up the phone, knock thedoor, send the text, you create
energy through activity.
Average agents wait for themarket.
Sahale doesn't.
He creates the market.
2026 listings.
Every Merry Christmas callequals a future listing.
Check in with care not com.
(26:38):
Ask questions.
What's your plan for the newyear?
January listings are built inDecember.
Next, I want you to educateyour vendors early.
Smart sellers, list now, launchlater.
Let's take out insurance.
List now, launch in January.
That's the strategy Sahal'sbeen talking about.
List now, launch in January.
(26:59):
Fewer listings equals morebuyer retention.
Be the agent who leadsstrategy, not follows the herd.
And then be visible when othersare vanishing, when everyone's
disappearing.
You stay active online.
You stay in people's faces.
You stay in the area.
What the good ones are doingright now is buying themselves
(27:20):
50 bottles of red.
I don't know.
If you're in Melbourne, go geta $20.
No, if you're in mate, ifyou're in Taylor's Lake, I
reckon a nice $20 bottle willget you what you need.
$20 bottle, Taylor's Lake.
Maybe if you're in Turak, youmight actually go $35.40.
Right?
I'm not sure.
All I'm saying to you is grabyourself 50 bottles of red.
(27:43):
Eyeball to eyeball.
Belly to belly.
Say thank you.
Before I forget, Joel, can Ijust ask you?
Um, New Zealand is up andrunning, because we've got a lot
of New Zealand, Joel.
We've got a lot of New Zealandpeople.
New Zealand is up and running.
Can I confirm that?
Joel Arnold (28:00):
Yep, we're live.
Uh we're now in our third week,I think.
So yeah, we're uh yeah, it'sall gone.
Tom Panos (28:08):
Now, can I ask you, Sahel, what what is one thing
that you picture you and youroffice seem to use in the sales
side with ID for me?
Sahil Bhasin (28:20):
Um, we use it for a lot of things that you
probably everyone knows the themain, you know, find a vendor,
look up their number.
And I'll give you some examplesof where we do use it where you
might not have thought of.
When you get an email inquirycome through, a lot of people
are not, a lot of lead agentsare not concentrating on buyer
work.
They've got a buyer's person,and all they do is go, this
(28:43):
person only had an email, Icouldn't get in contact with
them.
I've emailed them 20 times.
You know what you do?
Get your VAs.
Every email in like now, morethan 50% of people don't put
their phone number.
Get your VAs to get their phonenumbers and email, like you'll
get their email, but from theiremail, get their phone numbers
through ID for me.
And when you call these people,they're so surprised.
(29:05):
And if you're just energeticand not scared of anything, like
sometimes I just tell people,like, I'm a refugee man, just
calm down.
I just got your details fromhere.
Um, I'm just trying to help youout.
You want to buy a home, you'vemade an inquiry.
I'm trying to set you up withthe right house.
Can I can I just find out whatyou're looking at buying?
Rather than going, are youinterested in 156 Smith Street,
(29:26):
Paramount?
You know, like so you can useID for me for getting contact
numbers from inquiries becauseyou'll have more traction
through your open forinspections.
And what normally happens ispeople that are making inquiries
are also turning up to youropen homes who are also
potential listers.
Do you know the amount ofpeople I list since we've got ID
(29:47):
for me that say, I can'tbelieve that you looked up my
phone number, you got myLinkedIn because you can get a
LinkedIn plugin for Outlook.
So when they inquire, REA leadcomes in, our VA double clicks
their name.
Up comes their email, comes up80% of their time with their
LinkedIn profile.
So I know what they're doing.
So I know how to talk todifferent people.
If you're a Sparky, I know howto talk to you.
(30:09):
If you're a surgeon, I'm notgoing to talk to you like that.
If you're a doctor, I'll justbe like, I understand you're
busy.
You're in quite a uh live onplace.
Can I assist you?
I know that you're what shiftsare you working next week?
I can get you in to have alook.
And when you get them in frontof you, you normally list their
property as well because youexplain how you got their
details, and no one else haseven got their details.
So that's one version of howyou can use ID for me.
(30:31):
Um and the second one is saysorry.
Tom Panos (30:40):
And a guy, I don't know whether he was trying to
stump me or something.
He goes, Oh, there's aprospecting session.
And he said, Oh, that soundsall good, but you're not at the
coal face making the calls likeus.
We're constantly asked, where'dyou get our number from?
And I just looked at him and Isaid to him, Um, why wouldn't
(31:04):
you just say the truth?
And he goes, like, what's thetruth?
I said, The truth is, are you asubscriber to ID for me?
He goes, Yes.
I said, so you pay the monthlyfee, he goes, Yes.
I said, Well, all you say is wesubscribe to various databases.
ID for me is one of them, yourdetails on it.
(31:25):
And he goes, Okay, fair enough.
That was it.
I said, I mean, what's socomplicated?
I I can't understand, like,where did I get my details?
Mate, relax, mate.
Like, there's data everywhere.
Meta's got data, ID for me'sgot data.
Why pages, the data's there,like, relax.
Anyway, tell me about yoursecond the second application
(31:47):
that is not so commonlyunderstood by people on using ID
for me that you use.
Sahil Bhasin (31:52):
It's um it's very along the same lines as um the
one that I just spoke about, butwe do a lot of project sales as
well, so off-the-plan projects,and in that no one puts their
phone number whatsoever.
But if you can find out wherethat person lives um and what
and their phone number and sendthem a brochure uh and land it
(32:13):
in their letterbox, like I justgive it, like it's three bucks
for the post, you know, likedevelopers paying for the
marquee.
All you've got to do is ifsomeone told me every comms 20,
25 grand, you know, like someonetold me here's the thousand
letterbox, I'll give you threebucks in a heartbeat per
letterbox now.
Um, so it's more that if youcan get someone to aggregate the
data, you don't have to be thatperson.
(32:34):
All I hear in real estate allthe time is we haven't got time,
we haven't got time, we haven'tgot time.
All I do during the day iscalls.
Your prep was done at 11o'clock last night, reviewed it
again at six o'clock thismorning.
During the day, you should onlybe calling.
We're up to 48 calls from thismorning, and um have Tom's
clicker here and just run themthrough that and have a back-end
(32:56):
person aggregating this datafor you.
But what you need to do is havea business plan.
All these ideas are great.
I don't do everything thatevery agent does, I do things
that work for me.
You need to set up a businessplan.
Um, and Tom and Manos are doingone next week, I believe it is.
And no one can Tuesday.
Yep, no one can stop learning,and I'll be at that one, even if
(33:16):
you pick up one or two things.
Everyone needs to pick 10strategies they're gonna work
on.
Two of them might involve IDfor me, two of them might
involve Tom's Gym, two of themmight involve, you know,
Santaletas, dumps with wines,Christmas presents.
Pick your 10, 15 things thatyou can do.
Don't be sporadic, be regularand be consistent.
(33:37):
And if you're regular,consistent, just doing them
things and you're coming to workand these things are happening
all the time, you will getleads, you'll get listings, no
doubt about it, whatsoever.
Just turn up every morning,just keep making calls.
If someone doesn't like me,that's fine.
I'll just do what Tom's doing.
Just walk around the just keepwalking around the park making
calls and getting phone numbers.
Tom Panos (33:56):
That's it.
That's it.
I just I just worry up, I don'tworry about results, I worry
about the process because I knowat the end of the day, water
finds its level ground byitself.
That's the way that I operatein my head.
I don't get too caught up.
Now I want to let you know,team, here is some of the things
that you should be doing uhalso this time of the year.
Be ready before the rest.
(34:17):
Schedule post deals, get yourID for me subscription and set
up.
It probably takes a how longdoes it take, Joel?
If you want to be set up for IDfor me for 2026, the process is
uh what is it?
Uh Susan, do you mind puttinginto the chat box?
Joel Arnold (34:33):
It's already there.
Tom Panos (34:35):
Thank you.
What's the process, Joel?
Joel Arnold (34:38):
Just go uh you can jump on our website.
Um if you are happy to sign upthere and then it takes about a
minute and a half uh and youraccount gets verified overnight,
and then you've got accessimmediately if you're wanting to
get a little bit more of ademo.
So uh Sahil's given uh some ofthe secrets away there, but uh
(34:58):
we've got a team there that uhwill give uh you a walkthrough.
Generally, you can book a demosame day, um, worst case the
following day.
Uh demo goes for about 15minutes, and if uh you're happy
with what you see, same deal.
You can just sign up straightaway.
Um so yeah, there's there's uhthere's no nothing stopping you
(35:18):
from getting access to thatdata.
Uh it's really just as quicklyas you want to uh to do it.
Sahil Bhasin (35:25):
And now add on to no, I was just saying uh adding
on to your points there, Tom, isum aside from ID for me as
well, is do some other bits andpieces to launch for next year.
So, like if you know you'regoing to be selling in Fitzroy,
Carlton, get some lifestylephotos done.
(35:45):
These cafes go broke every 12months.
I'm big on lifestyle photos andpainting the picture of where
you're going to be living.
Get new drone photography done.
Invest in sporting clubs, tryand work with your sporting
clubs and find out what theyneed.
It's not always money.
Sometimes they turn around andgo, you know, Billy broke 50
cones, or we lost 80 cricketbats, or might just slam 80
cricket bats on their frontdoor.
(36:06):
Uh, we got broken into and thishappened.
Get your marketing plan done.
You know, work with the gym,work with Tom.
They've got a set structure.
Tom, you've got that flowchart.
I use that with Cinner in ouroffice.
Um, that flow chart's amazing.
Um, you utilize that.
It has most of what we'retalking about.
And be choose your niche.
Like you might become um, youknow, the deceased estate
(36:28):
specialist.
Just give you a you know uh uhan idea.
Become the deceased estatespecialist, go on to consumer
affairs, you can purchase everyreal estate agent's database,
you can also purchase everylawyer's database.
Just spam every single lawyer,start having coffees and
meetings with lawyers and tellthem how good you are at
deceased estates, getting thingsready, throwing things in.
Tom Panos (36:49):
You know, you know, niche niche niche works.
I was sitting on a plane with aguy, with a guy that get ready
for this.
This is what he does for aliving.
He was he was on a he was on aniPad playing baggammon.
You know that game bagammon?
Sahil Bhasin (37:04):
Right?
Tom Panos (37:05):
He was on there, and uh, we've got chatting.
I said, Oh, you're playing thecomputer.
He goes, yeah, he goes, justsharpening the skills.
I go, all right, we've gotchatting, what do you do for
work?
Guess what he does for work?
He's a professional baggamoncoach for billionaires.
Work that out.
Like he goes, I make a living.
He goes, he goes, it's a trueniche.
He goes, you've got tounderstand, there's a group of
(37:25):
old men, a lot of these people,uh Israel, Russia.
He said, I go, I spent a lot oftime in Monte Carlo with a few
billionaires, and they likeplaying baggamon against me.
He goes, you only need five orsix billionaires to have a good
life.
He goes, Life's good.
Anyway, Shim, what I want tosay, and I haven't done, I've
never, I haven't done it thisyear so far.
(37:46):
I'm letting everyone know whatSahar was talking about is
working with us, is um we havelaunched a new program.
There's only two ways that youwork with us.
It's through the real estategym, and Susan's gonna put the
link up there.
If you join the real estate gymnow, you get all of this year
(38:07):
training for free.
So you get November, December,free, and you get 12 months
membership.
Thank you for doing that,Susan.
In addition to that, there is29 spots left in Black Belt.
I'm gonna read out what BlackBelt is.
This is my first introductionon Black Belt.
It is a 12-month transformationprogram that includes four
(38:34):
two-day masterminds everyquarter that are laser focused
so we can sprint and sharpen ourprospecting, listing,
negotiation, and mindset skills.
Every month you'll get aone-on-one for 30 minutes with a
high-end executive coach,qualified executive coaches.
And if you want, you can makethat fortnightly.
(38:55):
But we worked out aftersurveying our people, what you
want is me involved more in theroom.
So you get four of those a yearevery quarter, as well as a
monthly check-in, a one-on-onecoaching session, and of course,
you get our monthlyaccountability.
We're only giving one postcodeper agent.
(39:17):
So if a postcode goes, right?
Um, so Susan, if you don't mindputting in the expressions of
interest, because this is notdeciding that you want to join,
we also have to approve youbecause we're gonna be with you
very close for 12 months.
We're also gonna feelcomfortable that you're gonna
feel comfortable and that it'sgonna be valuable for you,
(39:41):
right?
So that is black belt.
In addition to that, we'regonna be doing a one-on-one
immersion session in JohnMcGrath's office on the 24th of
March.
And that's gonna be with himand me, and he's gonna give
everyone a backstage view of howall his EPUs operate.
Now, Susan, have you put ID forme?
(40:04):
All the links are there, allthe links are there.
Black Belt Real Estate Gym, IDfor me is there.
Um, Asil, send an email to Donat ID for me, and he will sort
you out.
Asil, good to see you, Asil.
Asil, and I think I haven'tseen you for ages.
Good to see you.
She's in New Zealand.
Thank you.
Love heart, back to you.
(40:25):
Now, Sahil, I want to thank youso much.
I want you and your family tohave a good a good uh uh one
week one week off.
That's all.
Listen, as far as I'mconcerned, if you love what you
do, yeah, leisure time'soverrated.
But don't get me wrong, I doI'm not taking away.
(40:47):
I I I think this is a time forfamily, and I actually put a
post up.
Your family, your kids, 90% oftheir life with you is up to the
age of 18.
Then you only have 10% left,like it goes.
So never feel guilty havingtime with your family because
you only get 18 years of it.
(41:08):
The rest of it is just sort ofepisodes.
If you'd like, Joel, get greatto have you as the face of ID
for me.
You're a considerate person,you don't oversell it.
Um, but at the end of the day,let me tell you what I've heard
people say to me.
ID fee ID for me subscriptionpaid for itself in the first
(41:30):
week.
That's what people say to me.
In the first week, paying forit.
Sahil, thank you so much, sir.
Sahil Bhasin (41:38):
No problems at all.
Thanks for having me on, Tom.
Tom Panos (41:41):
Thank you so much.
Thank you to all of you.
Thank you to all of you.
Joel Arnold (41:44):
Thank you, Sahil.
Appreciate it.
All right, we'll chat soon.
So good morning, ladies and gentlemen, guys and
girls.
I'm letting you know we are onthe home stretch.
What a great time of the year.
What a great time of the year.
The sun's out.
People have got air of optimismthat the finish line is not too
far away.
And in addition to that, I'vegot to say to you, the real
(00:24):
estate conditions have been asgood as I've seen in many, many,
many years.
We've got a marketplace herethat is flowing.
I wouldn't call it a crazyseller's market.
I wouldn't call it a crazybuyer's market.
But as I've said to everyonethat listens to me about what I
think about the market, as areal estate agent, if you're a
(00:44):
great agent, it makes nodifference what the market's
like.
Because if you know how to listand you know how to be a deal
maker, it's always a good marketbecause we are a volume-based
industry.
Volume, volume, volume.
Today, of course, we're goingto be speaking to Sahel Bassin.
(01:06):
And I have to say to you, he'sone guy we've seriously got to
get, we seriously got to get tospeak at Aric because, and I
know he's got a desire to do it,and I know he's very good.
One of the reasons I I justthink at times we haven't been
able to get him.
He's spoken, look at he spokeat a conference for me last
(01:26):
year.
This time last year, actually,Sahel, if I can remember, it was
in uh in Melbourne.
Um I am I right?
Sahil Bhasin (01:34):
One was with Manos and one was with another one
that you did as well.
Correct.
Tom Panos (01:38):
Correct.
So you actually spoke of both,correct.
And I've also got with me thegreat Joel Arnold, who's
becoming the face of ID for meum in the last six months.
Um good to see you too, Joel.
How you been?
Joel Arnold (01:57):
Been great, Tom.
Um I'm uh again, I'm excited.
This is my second uh webinarwith you, and it's great to have
Sahil with us as well.
And yeah, I I like that the airof optimism.
It's coming that you know, thefinish line is close, and so uh
yeah, it's it's exciting to behere, and uh hopefully ID for me
can uh continue to support itscustomers and uh to uh to grow
(02:22):
their business and grow theirlistings.
Tom Panos (02:24):
I'm gonna show everyone my age here.
I want to let you know beforeID for me was out, what Tom
Panos used to do was go toMarikville Council.
I would pay a small amount ofmoney to be given access to
(02:44):
council records, then what Iwould, because we had no
iPhones, we had no cameras onour phones, no, we had a pen and
paper, and I had a littlespiral pad, and I used to write
write down the names and detailsof people, and they used to
allow you to buy records andyou'd be there for like 15
(03:05):
minutes, writing down, right,writing down.
This was what life was like in1991 as a Ray White real estate
agent in the inner west ofSydney for me.
I was a hungry agent thatwasn't brought up in the area,
that needed to get names andnumbers, and that was the way I
(03:27):
would do it.
I'd probably get records of 10people in 15 minutes.
ID for me in 2025 with asubscription of around a hundred
bucks, thereabouts.
That's what it roughly is,isn't it, Joel?
You know, it's roughly there.
Roughly there, Tom.
Roughly there.
Okay.
You go in, 24-7, name, number,mobile, email, multiple
(03:53):
properties, social mediahandles, to work out whether
they're good guys, bankrupts,whether they've got legal
action.
Driving around, expiredlisting, you see it.
One of the biggest challengesthat we've ever had is not being
able to get onto the personthat we want to in speed.
ID for me changed the game.
It's been a couple of yearsnow.
(04:14):
Um, but we don't sit on ourwebinars and just, you know,
talk about the benefits of IDfor me.
We bring it awareness and wealways bring a practitioner
who's been using it, and also webring a practitioner that can
also lend their energy, theirbrain, their expertise, their
intel.
And today, none other thanSahel.
(04:37):
Now, I've got to tell you,before he tells you his story,
mate, this is a story.
This kid didn't go come up fromuh uh a $30 million mansion in
Turak to at a private school inMelbourne, go to Melbourne
University.
Now, well, I don't know, hemight have gone to Melbourne Uni
because I think by that stageyou were in Australia.
(04:57):
How long?
What stage did you get here inAustralia, Sahil?
Sahil Bhasin (05:00):
Uh 12.
Tom Panos (05:01):
You got to Australia at the age of 12.
Give everyone a quick giveeveryone a quick snapshot of
your story.
Sahil Bhasin (05:08):
Um yeah, I'll keep it as short as possible.
But um born in India, um, andthen we moved to um Iraq and uh
dad worked for Al Rashid Hotelthere.
Um and then we fled in the GulfWar in 1991 to Kuwait.
Um and we fled the border thereon the day that the war
started, got into a minibus withum seven other families that
(05:29):
were Indian and fled over toKuwait.
Um lived in a refugee camp forseven days on a basketball
court, you know, bumpingshoulders with people and eating
rice off the floor when itwould come in tip trucks once
every five days.
Um and then we applied to, wewere back to India, applied to
go to Australia and Canada.
Australia said come first, sowe uh came here.
(05:52):
Um and then, yeah, some ofthis, it's all got to do with
hard work, but it's basically wewalked from um if you know most
some people would be here fromMelbourne, but walk from
Melbourne Airport to BellStreet, which is the first
possible exit that you can geton, um, and then caught the tram
up, uh, walking with oursuitcases, caught the tram up to
Dunder Street and High Street.
(06:14):
We're actually do a lot of mywork now.
We've sold over 200 propertiesin the last three or four years
in that little golden trianglecomponent, um, and got a $100
Salvation Army with a uhSalvation Army voucher and
started from there, from uh thecorner of Dunder Street and High
Street.
And um, then around the cornerwas Woolies.
We used to push trolleys in fora dollar a trolley.
(06:34):
Um and then, yeah, worked atHungry Jack's $4.95 or $4.75 an
hour.
It started with, and thenworked our way through RMIT
University.
It was a sports center inBundura for people that know
Melbourne.
Um, and then made my way to thetop of the Sports Center era,
and they like Aric, they haveanother thing called Philex,
which is their biggestconference, and presented at
(06:55):
that, and then got employed bythe best leisure center in
Melbourne, Melbourne City Baths,and we won Leisure Center of
the Year, then went into projectmanagement, fire engineering,
state government advisory, andthen um what I actually the way
I got into real estate is um Ihad 10 or so rental properties
at the time, just working my assoff and remortgaging
everything.
(07:15):
And um one of the best uh oneof the best practitioners I had
in the property managementspace, because let's be honest,
property management it's veryhard to find a good practitioner
was Madeline Cahill, and um sheworked at Nelson Alexander at
the time.
And I said, Listen, you're thebest person I've got.
All these nine properties arenot managed that well.
Do you want to start a businesstogether?
And uh we started a propertymanagement business, that's what
(07:37):
we did, and I still keptworking as a fire engineer side
of things in at Roscon.
And then we went to uh Eric.
She said we should go to Eric.
We went to a couple of others,and um, yeah, the talks that
John McGrath and uh Tom did in2020, that's what inspired me to
throw in the towel in fireengineering on a comfortable,
you know, 200 odd, 250 odd Ksalary and um and start
(08:00):
something.
So here we are.
So from there we um started offdoing uh zero sales, no name,
started our own brand, and uhthis year's got a bit slower
because I've built our ownhouse.
Um, but normally try and doabout 200 sales a year at the
moment, and this year's about170.
Um, and the main thing as wellis we built an organic rent roll
(08:21):
of 600 without purchasinganything.
Um, and yeah, that was that wasit.
But Aric and um the gym, uh thereal estate gym were a big
inspiration, and I listened tothem.
Anyone that's on this should uhjoin up to the gym and uh
listen to it while you'redriving.
You do nothing else but scrollFacebook and Instagram, but
yeah, listen to the gym, it'sreally, really powerful.
(08:42):
Just repeat what they say thatworks.
So I've done it from a non-realestate background.
Tom Panos (08:48):
Yeah, well, everyone, thank you for that too.
I will I I love I loveinfomercials coming from from
clients, and I've got to tellyou, Sahil, real estate Susan
knows 2026 is my super focus, isjust um making real estate gym
go to the next level, and it'sgonna involve me working a lot
(09:11):
more closer because I'm lettinggo a lot of my one-on-one work
to focus on the real estate gym.
Now, Joel, um, whilst Sahal wasspeaking, we often don't talk
about ID for me in the propertymanagement context, but in fact,
a lot of people use um ID forme in property management.
(09:31):
Can I ask you what areas, Joel,and if you want to add in, if
you've got anything to say atall, Sahel, feel free.
But Joel.
Joel Arnold (09:40):
Yeah, so the two use cases that we get used for
is obviously owner-occupier,that's the first one, um, but
rightly so, looking for absenteeinvestors and so sorry, sorry,
absentee owners or investors.
Um, and yeah, uh, you know, wewe partner with a number of uh
influencers in that BDM world,but certainly um it's just as
(10:04):
useful and effective in in thatenvironment where um, you know,
uh one thing that the ourplatform's really good for is
you you can get a sense of whenyou look at a property, uh if
we've got uh some listinginformation on that property,
which is reasonably common, um,it will tell you whether it was
recently sold or whether it wasrecently leased.
It also shows you um uh the uhlike the brand or the uh the the
(10:31):
office or agency that uh listedthat property.
So from for just at an absoluteminimum, you can get, you can
understand whether that propertyis a is a rental.
And then the secondarycomponent from that is uh you
can do a bit of a background digto figure out whether or not
we've got the uh the owner's uhcontact details listed to that
property.
One thing that a lot of BDMs dois, and and so do sales agents,
(10:54):
they do the same thing, butthey'll work with a property
database, you know, you're youknow, where you get your title
information from.
And so you use that inconjunction with ID for me.
And in that sense, it's very,very effective to be able to go
and locate um where the uh theabsentee owner may be.
So it's really good in thatsense.
And we're actually piloting umuh what we're calling a BDM
(11:16):
white space service at themoment.
Now, it's not something we'vemade available, but um trying to
take the um for those of youthat may or may not may use us,
we do data washing.
So we can do our uh give you uhcontact data for owners at
scale across suburbs.
And we're trying to work out away to uh remove our
(11:36):
owner-occupied properties andleave only rental properties,
and therefore you can do asimilar process, but purely for
BDMs.
And we know that uh a hugeamount of time goes into just
firstly being able to understandis this property a rental or is
it not?
Um so we want to try and takethat out of that process and
leave you with a list of uh uhnumbers of uh owners to to call.
(11:58):
So this is something we'redeveloping, we're partnering
with a uh with a brand inQueensland.
I'll I'll I'll I'll leave themout of that.
But um so far the results werepretty promising.
So um, but in any case, uh theplatform on its own is is still
very, very effective for BDMs.
And uh yeah, so uh I absolutelyagree with uh with that use
(12:19):
case.
And Sahil, I didn't know thatyou you that your background was
uh so uh uh uh well sounds likeyou've been brushingly
successful with everything youdo, but particularly with
building out rent roles, um IDfor me can be be very, very
useful.
Sahil Bhasin (12:34):
Yeah, and in conjunction as well to jump in,
Tom, is that um we're obviouslya subscriber and use ID for me
absolutely every single day, andour VAs use it as well.
But one thing to add to Joel'slayer, if you put another layer
of the onion as well, is um Idon't know if many people have
seen the new the new features inIgnite.
(12:55):
If you're on the they used tocall it Premiere or whatever it
was, but now they've got a newthing on to make some more cash.
So basically, if you're on thetop level of membership with
realestate.com, you they've gota map view, and you can actually
look at it in map view, and itshows you in red dot points,
yeah, yeah, exactly, Joel.
It shows you in red dot pointswhich are um leased properties,
(13:15):
which are owner-occupiedproperties.
That is absolutely amazing.
If someone just did that.
Tom Panos (13:20):
Okay, you got you just got me here.
I I didn't know about this.
So you've got to be you've gotto be the the higher level on
the subscription of on Ignite,is it?
Sahil Bhasin (13:30):
Yeah, it's the REA platform, their monthly
subscription that they have.
All right, so they've got tiersof subscription now.
If you're on the highest one,in the back end of Ignite,
they're essentially trying to umyou know eat away at some of
the softwares that are outthere.
Um, and you can do proposalsfrom there and all sorts of
things.
But one good thing that's uhthat's really good about it is
(13:52):
when you use it in conjunctionwith ID for me, if you have one
screen open with realestate.com,it will literally show you a
map of Fitzroy, every singlehouse with a red dot at least,
every single house, and you canturn them on and off, and you
can put filters on them as well.
And if you just got a VA to dothat, um, and you could not get
10 or 20 listings a year out ofthat if the VA just concentrated
(14:15):
on one thing.
You had a set pro forma and aletter, and they send one out
for rentals, they sent one outfor sales, and um, and you
couldn't get listings from that,you're doing something wrong.
It's a very, very powerfulfeature with ID for me combined.
Tom Panos (14:31):
Beautiful.
Team, I feel like I need tofilter today's conversation with
as much useful information withfive weeks to go.
I gotta say to you, I reckonthese are the words that I want
coming out of your mouths toevery client you speak to at
your CRM system or calls fromyour ID for me.
(14:51):
It's a very simple sentence.
What's your plan for the newyear?
I want you to know Januarylistings are built in December.
And I want you to get on thephone and be calling as many
people as possible, and I wantyou to check in with care, not
(15:12):
with commission, at this time ofthe year.
So Hill, what are you doing,brother, to turn this
end-of-year rush?
You know, like tradespeople, Isee them in the morning getting
their coffees, but I've got toget these jobs done, everyone's
driving me nuts.
There's this rush to Christmasin all industries.
And no difference in realestate, no difference in real
(15:34):
estate.
How are you turning, how areyou turning the end-of-year rush
into a listing advantage?
What are you doing to try andreactivate, you know, past
appraisals or anything that'sstalled or yeah.
Sahil Bhasin (15:49):
Yeah.
One thing just to add on towhat you said before, just you
know, January's made inDecember.
Get a spreadsheet, an oldschool spreadsheet.
We all use way too muchsoftware, and I am not finishing
the year without a spreadsheetthat's on the wall, having 15
listings on there that's signedup.
If you come to work everysingle morning and you know
you've got to do three or fourlistings a week to get to that
(16:11):
January launch, if everyone doesthat, you'll have a very, very
successful January and um andFebruary.
But um That's what the winnersdo.
Tom Panos (16:19):
The winners set a target and they say, by the 23rd
of December, I would havelisted these.
No, they're not launching.
I get it.
They're being listed, butyou're gonna go away on a break
knowing I've got this stocksecured.
And so, Hill, how do you feelabout a lot of real estate
agents do like soft, softlaunches of this stock before
(16:41):
they come back?
Because there's a lot of peoplescrolling.
They're not there physically atopens, but they're scrolling on
their mobiles on Boxing Day.
You know, you've had enough ofthe mother-in-law, you've had
enough of the turkey, you'relying down watching the Boxing
Day test, you know, on um Whereis the Boxing Day Test?
Is it Sydney or Melbourne?
I keep forgetting.
Boxing day test.
Melbourne, Boxing Day.
(17:02):
Day one, Boxing Day test.
Sahil Bhasin (17:05):
Uh, we're telling vendors, we're telling vendors
about low stock numbers inJanuary.
So you've got to have your ownUST first, develop it.
So you've got your stock liston one wall.
What's your USP on the other?
So this Christmas, we're onlygoing away, um, we're only going
away for a week.
We come back on the 12th ofJanuary.
Our VAs come back the V uh theweek before.
(17:26):
Okay, so sell in isolation, notin competition when everyone
else launches after Australia.
We're going to be here for you.
Um, you know, you can use yourum highest buyer sort of
competition and explain thecompetitive buyer pool and show
them spreadsheets once again,turn up and go, you know, Mr.
and Mrs.
Vendor, we're averaging five tosix bidders per auction.
(17:49):
How many, you know, we've we'vegot so many people with still
empty hands, you know, knowingI've got a backlog of eager
buyers and showing them the listand go, Mr.
and Mrs.
Smith, we had the you know, wehad Mr.
Smith that missed out on 22Panel Street.
Um, and they need to findsomething and link it to a
heartstring.
They need to find somethingbefore the school year starts.
(18:11):
They're changing, they're adoctor, they're changing
hospitals, they need to findsomething before January.
Um, you know, the marketrealizes that they're, you know,
you basically you're trying tomake the owners have a spark
that you're going to get abeating frenzy for them.
Um, and and tell them thatyou've got a backlog of buyers.
Tell them um that, you know.
Tom Panos (18:34):
Every Mel every Melbourne real estate agent that
is on this, don't get me wrong,we've got a fair few.
We got some heavy hittersthere.
You know, Peter ain't no slouchthere with his lime green
jacket there.
You look a million dollars,brother.
You're no slouch either, butI've got to tell you, you know
what I've noticed a lot about alot of real estate agents in
Melbourne, you know, comeMelbourne Cup Day of spring
(18:54):
carnival.
I mean, I know it's stillhappening next week because I've
got to come to Melbourne forwork.
I can't get in the hotel room.
Every hotel room's booked inthe city.
I'm trying to work outMelbourne Cup's finish.
Oh, no, no, we're stillcelebrating everything's going
on.
Next thing you know, you're inDecember.
Next thing you know, they'resaying to you, oh, the
Australian Open's on.
Nothing happens on theAustralian Open.
When does it start?
(19:14):
And it starts on Australia Day.
It starts on Australia Day.
What do you basically say?
We stop work on Melbourne CupDay and we start again on
Australia Day.
Welcome to the nine-monthagent.
Congratulations.
The nine-month Sahal's got theright idea, uh, mate.
Sahil Bhasin (19:31):
Sit there use your script, Tom.
Use your script.
You know, Mr.
and Mrs.
Vendor, I completely understandthat you're not ready to put
your home on the market today.
What I suggest is like takingout an insurance policy.
Remember you said that oneyear, Tom?
Yes.
Taking out an insurance policy.
We can list a property now, butlaunch the full campaign later
in 2026.
It's called our list now launchlater strategy.
(19:54):
And what it allows me to do isI do all the paperwork now.
So you're probably aware, Tom,that lawyers and conveyances go
away on the 13th of um December.
They don't come back untilafter Australia.
So then you've basically lostall of January.
We can't sell your property.
What I suggest we do now ishave an agency authority signed.
I can get your contract of saleprepared.
(20:16):
I can um get the marketingfloor plan done and keep your
listing in my back pocket.
That way, if I come across anybuyers in the next month who are
perfect for your home, I'm ableto quietly mention um it to the
uh potentially mention it tothem and show them, would that
be okay with you?
And just shut up.
And they'll be like, they getreally excited.
(20:37):
They're like, yeah, that'd beamazing, you know?
Like uh, yeah.
Tom Panos (20:43):
So Hale, and I've got to say to you, what you've just
repeated is beautiful, but it'snot an anime sales line.
I have to tell you, every yearI see the same thing over and
over again.
A golden opportunity for anowner to get top dollar because
there's no other stock around.
People have got time, they'researching, right?
(21:03):
People don't sell, they seem towant to come back when all the
vendors come back.
Don't come back when thevendors come back, come back
when the buyers are back, right?
And then what they do is theywhack their property, and we and
we and we see this, we see thisthe last week of December.
So I think it's not right tohave someone auctioning their
(21:23):
biggest asset on the 20th.
I've changed my view.
I didn't think so, but I thinkon the 20th of December, right?
I think there are people atWestfield, I think there are
people that are nursinghangovers, I think people are at
the beach, and I just thinkwith three, four days to go, it
drops.
But on the 26th, 27th, they'reback out there again because
(21:44):
this Christmas shopping thinghas come to a bit of a pause.
So I suppose what I'm saying iswork counter-cyclical.
When the other sellers arethere, you don't have to be
there.
When the buyers are there,that's what you've got to do.
Real estate is simply a demandand supply equation.
You know that, don't you sayhow that's what it is.
It's demand supply.
Sahil Bhasin (22:06):
It's emotional getting getting the buyers
excited, getting the vendorsexcited.
And you can use things likethis, like you know, um, you
might find that we get anemotional, eager buyer that's
willing to pay top dollar evenbefore we formally go live.
And um, and if it's like, andwe'll officially launch on the
12th of January, if you prefer,with no marketing cost lost.
(22:29):
Um, and you know, Mr.
and Mrs.
Panos, did you know that BoxingDay is one of the most viewed
days on realestate.com um onlinewhen people are sitting at
home, scrolling on their phonesand doing nothing.
What we're actually suggestingas well, Tom, um, and this is
the second year we're doing it,is that you might want to launch
your property.
I'm happy to come in on the24th of December, and all of our
(22:52):
staff are working.
We'll launch your propertyonline, and I'll just explain
why.
It goes a little bitcounterintuitive to what you've
said, Tom, but this works.
So, what you do is you youlaunch on the 21st.
It's at the top of REA on the25th and 26th when they're doing
nothing after eating Christmasturkey, right?
And then what happens with REAis it rotates to the top on the
(23:13):
15th day.
So if you can display all thisto them in a graph, so the 15th
day after the 24th of January isthe 8th of January, ladies and
gentlemen.
And then what happens, Mr.
and Mrs.
Panos, is your listing is goingto be at the top of REA again
on the 8th of January.
And I come back to work on the12th and we start doing open for
inspections.
And I'll I'll have 20 or 30people that want to go flying
(23:38):
through your property in thefirst week when everyone else is
asleep, no other properties areon the market, and you'll end
up with a fantastic result.
Tom Panos (23:47):
Oh, so well.
Listen, Sahil, there are twotypes of agents in January, and
you're in the good bunch.
You're the ones that take offlike a rocket with momentum, and
there's the other type thatcome in.
Where do I start?
For a start, they're feelingunhappy.
They probably smash themselveswith heaps of booze.
The belt on their stomach isreally pushing their belly
(24:11):
button really hard.
They put on two to three K's,but that's not their biggest
problem.
Their biggest problem isthey're thinking, where do I
start?
I got no listings, I got noopens, I got no buyers.
What am I gonna do?
I'm gonna go home early, watchround one of the tennis
Australian Open.
Not so hail, mate.
(24:32):
This guy's here.
We're gonna launch withmomentum.
We're a momentum business.
We're a momentum business.
Sahil Bhasin (24:38):
I want to ask you just two other two other little
quick things is that you can sonot having commission breath is
you can work on the buyer sideas well and get them.
We work a lot with blankfinancial, you know, um Bernard
Tom.
Buyers pre-approved.
Okay, so it takes him two orthree days to get buyers
pre-approved, so then that wayyou've got a buyer when you've
(25:00):
got a listing.
The next thing you can do aswell is work with owners to say,
hey, listen, it's been spring.
We need to get your propertyready.
Like my background, althoughit's in construction as well,
and I specialize in minimakeovers.
If we list this property foryou, even if you don't want to
list now, part of our list nowlaunch later strategy is you
don't want to list with me inJanuary, and it takes us a month
(25:21):
to get a property ready for youby the time you do styling,
photos, garden, painting.
Let's get let's list today.
I'll send all of our tradesaround and I deal with trades
that don't take, um, I can'tdeal with anyone that takes the
whole school holidays off.
So that's just my mentality.
I've got a whole trade bankready.
We'll have your whole houseready to go.
And even if you want tophotograph it in the first week
(25:41):
of January, I've gotphotographers ready to go.
So that way you're still amonth in front.
So if you want to list in ifyou want to launch at the end of
January or even at the start ofFebruary, we need to start
preparing your property today,like now.
Tom Panos (25:56):
Gold team, grab get your mobile or get your computer
to take some snapshots of theslides I'm about to give you.
Number one, I want you tofinish the year strong while
everyone's winding down.
We're winding up.
We're here today.
We were here on Melbourne CupDay.
We were training at fouro'clock.
Play offense, not defense.
(26:18):
Don't wait for momentum.
You make it.
Pick up the phone, knock thedoor, send the text, you create
energy through activity.
Average agents wait for themarket.
Sahale doesn't.
He creates the market.
2026 listings.
Every Merry Christmas callequals a future listing.
Check in with care not com.
(26:38):
Ask questions.
What's your plan for the newyear?
January listings are built inDecember.
Next, I want you to educateyour vendors early.
Smart sellers, list now, launchlater.
Let's take out insurance.
List now, launch in January.
That's the strategy Sahal'sbeen talking about.
List now, launch in January.
(26:59):
Fewer listings equals morebuyer retention.
Be the agent who leadsstrategy, not follows the herd.
And then be visible when othersare vanishing, when everyone's
disappearing.
You stay active online.
You stay in people's faces.
You stay in the area.
What the good ones are doingright now is buying themselves
(27:20):
50 bottles of red.
I don't know.
If you're in Melbourne, go geta $20.
No, if you're in mate, ifyou're in Taylor's Lake, I
reckon a nice $20 bottle willget you what you need.
$20 bottle, Taylor's Lake.
Maybe if you're in Turak, youmight actually go $35.40.
Right?
I'm not sure.
All I'm saying to you is grabyourself 50 bottles of red.
(27:43):
Eyeball to eyeball.
Belly to belly.
Say thank you.
Before I forget, Joel, can Ijust ask you?
Um, New Zealand is up andrunning, because we've got a lot
of New Zealand, Joel.
We've got a lot of New Zealandpeople.
New Zealand is up and running.
Can I confirm that?
Joel Arnold (28:00):
Yep, we're live.
Uh we're now in our third week,I think.
So yeah, we're uh yeah, it'sall gone.
Tom Panos (28:08):
Now, can I ask you, Sahel, what what is one thing
that you picture you and youroffice seem to use in the sales
side with ID for me?
Sahil Bhasin (28:20):
Um, we use it for a lot of things that you
probably everyone knows the themain, you know, find a vendor,
look up their number.
And I'll give you some examplesof where we do use it where you
might not have thought of.
When you get an email inquirycome through, a lot of people
are not, a lot of lead agentsare not concentrating on buyer
work.
They've got a buyer's person,and all they do is go, this
(28:43):
person only had an email, Icouldn't get in contact with
them.
I've emailed them 20 times.
You know what you do?
Get your VAs.
Every email in like now, morethan 50% of people don't put
their phone number.
Get your VAs to get their phonenumbers and email, like you'll
get their email, but from theiremail, get their phone numbers
through ID for me.
And when you call these people,they're so surprised.
(29:05):
And if you're just energeticand not scared of anything, like
sometimes I just tell people,like, I'm a refugee man, just
calm down.
I just got your details fromhere.
Um, I'm just trying to help youout.
You want to buy a home, you'vemade an inquiry.
I'm trying to set you up withthe right house.
Can I can I just find out whatyou're looking at buying?
Rather than going, are youinterested in 156 Smith Street,
(29:26):
Paramount?
You know, like so you can useID for me for getting contact
numbers from inquiries becauseyou'll have more traction
through your open forinspections.
And what normally happens ispeople that are making inquiries
are also turning up to youropen homes who are also
potential listers.
Do you know the amount ofpeople I list since we've got ID
(29:47):
for me that say, I can'tbelieve that you looked up my
phone number, you got myLinkedIn because you can get a
LinkedIn plugin for Outlook.
So when they inquire, REA leadcomes in, our VA double clicks
their name.
Up comes their email, comes up80% of their time with their
LinkedIn profile.
So I know what they're doing.
So I know how to talk todifferent people.
If you're a Sparky, I know howto talk to you.
(30:09):
If you're a surgeon, I'm notgoing to talk to you like that.
If you're a doctor, I'll justbe like, I understand you're
busy.
You're in quite a uh live onplace.
Can I assist you?
I know that you're what shiftsare you working next week?
I can get you in to have alook.
And when you get them in frontof you, you normally list their
property as well because youexplain how you got their
details, and no one else haseven got their details.
So that's one version of howyou can use ID for me.
(30:31):
Um and the second one is saysorry.
Tom Panos (30:40):
And a guy, I don't know whether he was trying to
stump me or something.
He goes, Oh, there's aprospecting session.
And he said, Oh, that soundsall good, but you're not at the
coal face making the calls likeus.
We're constantly asked, where'dyou get our number from?
And I just looked at him and Isaid to him, Um, why wouldn't
(31:04):
you just say the truth?
And he goes, like, what's thetruth?
I said, The truth is, are you asubscriber to ID for me?
He goes, Yes.
I said, so you pay the monthlyfee, he goes, Yes.
I said, Well, all you say is wesubscribe to various databases.
ID for me is one of them, yourdetails on it.
(31:25):
And he goes, Okay, fair enough.
That was it.
I said, I mean, what's socomplicated?
I I can't understand, like,where did I get my details?
Mate, relax, mate.
Like, there's data everywhere.
Meta's got data, ID for me'sgot data.
Why pages, the data's there,like, relax.
Anyway, tell me about yoursecond the second application
(31:47):
that is not so commonlyunderstood by people on using ID
for me that you use.
Sahil Bhasin (31:52):
It's um it's very along the same lines as um the
one that I just spoke about, butwe do a lot of project sales as
well, so off-the-plan projects,and in that no one puts their
phone number whatsoever.
But if you can find out wherethat person lives um and what
and their phone number and sendthem a brochure uh and land it
(32:13):
in their letterbox, like I justgive it, like it's three bucks
for the post, you know, likedevelopers paying for the
marquee.
All you've got to do is ifsomeone told me every comms 20,
25 grand, you know, like someonetold me here's the thousand
letterbox, I'll give you threebucks in a heartbeat per
letterbox now.
Um, so it's more that if youcan get someone to aggregate the
data, you don't have to be thatperson.
(32:34):
All I hear in real estate allthe time is we haven't got time,
we haven't got time, we haven'tgot time.
All I do during the day iscalls.
Your prep was done at 11o'clock last night, reviewed it
again at six o'clock thismorning.
During the day, you should onlybe calling.
We're up to 48 calls from thismorning, and um have Tom's
clicker here and just run themthrough that and have a back-end
(32:56):
person aggregating this datafor you.
But what you need to do is havea business plan.
All these ideas are great.
I don't do everything thatevery agent does, I do things
that work for me.
You need to set up a businessplan.
Um, and Tom and Manos are doingone next week, I believe it is.
And no one can Tuesday.
Yep, no one can stop learning,and I'll be at that one, even if
(33:16):
you pick up one or two things.
Everyone needs to pick 10strategies they're gonna work
on.
Two of them might involve IDfor me, two of them might
involve Tom's Gym, two of themmight involve, you know,
Santaletas, dumps with wines,Christmas presents.
Pick your 10, 15 things thatyou can do.
Don't be sporadic, be regularand be consistent.
(33:37):
And if you're regular,consistent, just doing them
things and you're coming to workand these things are happening
all the time, you will getleads, you'll get listings, no
doubt about it, whatsoever.
Just turn up every morning,just keep making calls.
If someone doesn't like me,that's fine.
I'll just do what Tom's doing.
Just walk around the just keepwalking around the park making
calls and getting phone numbers.
Tom Panos (33:56):
That's it.
That's it.
I just I just worry up, I don'tworry about results, I worry
about the process because I knowat the end of the day, water
finds its level ground byitself.
That's the way that I operatein my head.
I don't get too caught up.
Now I want to let you know,team, here is some of the things
that you should be doing uhalso this time of the year.
Be ready before the rest.
(34:17):
Schedule post deals, get yourID for me subscription and set
up.
It probably takes a how longdoes it take, Joel?
If you want to be set up for IDfor me for 2026, the process is
uh what is it?
Uh Susan, do you mind puttinginto the chat box?
Joel Arnold (34:33):
It's already there.
Tom Panos (34:35):
Thank you.
What's the process, Joel?
Joel Arnold (34:38):
Just go uh you can jump on our website.
Um if you are happy to sign upthere and then it takes about a
minute and a half uh and youraccount gets verified overnight,
and then you've got accessimmediately if you're wanting to
get a little bit more of ademo.
So uh Sahil's given uh some ofthe secrets away there, but uh
(34:58):
we've got a team there that uhwill give uh you a walkthrough.
Generally, you can book a demosame day, um, worst case the
following day.
Uh demo goes for about 15minutes, and if uh you're happy
with what you see, same deal.
You can just sign up straightaway.
Um so yeah, there's there's uhthere's no nothing stopping you
(35:18):
from getting access to thatdata.
Uh it's really just as quicklyas you want to uh to do it.
Sahil Bhasin (35:25):
And now add on to no, I was just saying uh adding
on to your points there, Tom, isum aside from ID for me as
well, is do some other bits andpieces to launch for next year.
So, like if you know you'regoing to be selling in Fitzroy,
Carlton, get some lifestylephotos done.
(35:45):
These cafes go broke every 12months.
I'm big on lifestyle photos andpainting the picture of where
you're going to be living.
Get new drone photography done.
Invest in sporting clubs, tryand work with your sporting
clubs and find out what theyneed.
It's not always money.
Sometimes they turn around andgo, you know, Billy broke 50
cones, or we lost 80 cricketbats, or might just slam 80
cricket bats on their frontdoor.
(36:06):
Uh, we got broken into and thishappened.
Get your marketing plan done.
You know, work with the gym,work with Tom.
They've got a set structure.
Tom, you've got that flowchart.
I use that with Cinner in ouroffice.
Um, that flow chart's amazing.
Um, you utilize that.
It has most of what we'retalking about.
And be choose your niche.
Like you might become um, youknow, the deceased estate
(36:28):
specialist.
Just give you a you know uh uhan idea.
Become the deceased estatespecialist, go on to consumer
affairs, you can purchase everyreal estate agent's database,
you can also purchase everylawyer's database.
Just spam every single lawyer,start having coffees and
meetings with lawyers and tellthem how good you are at
deceased estates, getting thingsready, throwing things in.
Tom Panos (36:49):
You know, you know, niche niche niche works.
I was sitting on a plane with aguy, with a guy that get ready
for this.
This is what he does for aliving.
He was he was on a he was on aniPad playing baggammon.
You know that game bagammon?
Sahil Bhasin (37:04):
Right?
Tom Panos (37:05):
He was on there, and uh, we've got chatting.
I said, Oh, you're playing thecomputer.
He goes, yeah, he goes, justsharpening the skills.
I go, all right, we've gotchatting, what do you do for
work?
Guess what he does for work?
He's a professional baggamoncoach for billionaires.
Work that out.
Like he goes, I make a living.
He goes, he goes, it's a trueniche.
He goes, you've got tounderstand, there's a group of
(37:25):
old men, a lot of these people,uh Israel, Russia.
He said, I go, I spent a lot oftime in Monte Carlo with a few
billionaires, and they likeplaying baggamon against me.
He goes, you only need five orsix billionaires to have a good
life.
He goes, Life's good.
Anyway, Shim, what I want tosay, and I haven't done, I've
never, I haven't done it thisyear so far.
(37:46):
I'm letting everyone know whatSahar was talking about is
working with us, is um we havelaunched a new program.
There's only two ways that youwork with us.
It's through the real estategym, and Susan's gonna put the
link up there.
If you join the real estate gymnow, you get all of this year
(38:07):
training for free.
So you get November, December,free, and you get 12 months
membership.
Thank you for doing that,Susan.
In addition to that, there is29 spots left in Black Belt.
I'm gonna read out what BlackBelt is.
This is my first introductionon Black Belt.
It is a 12-month transformationprogram that includes four
(38:34):
two-day masterminds everyquarter that are laser focused
so we can sprint and sharpen ourprospecting, listing,
negotiation, and mindset skills.
Every month you'll get aone-on-one for 30 minutes with a
high-end executive coach,qualified executive coaches.
And if you want, you can makethat fortnightly.
(38:55):
But we worked out aftersurveying our people, what you
want is me involved more in theroom.
So you get four of those a yearevery quarter, as well as a
monthly check-in, a one-on-onecoaching session, and of course,
you get our monthlyaccountability.
We're only giving one postcodeper agent.
(39:17):
So if a postcode goes, right?
Um, so Susan, if you don't mindputting in the expressions of
interest, because this is notdeciding that you want to join,
we also have to approve youbecause we're gonna be with you
very close for 12 months.
We're also gonna feelcomfortable that you're gonna
feel comfortable and that it'sgonna be valuable for you,
(39:41):
right?
So that is black belt.
In addition to that, we'regonna be doing a one-on-one
immersion session in JohnMcGrath's office on the 24th of
March.
And that's gonna be with himand me, and he's gonna give
everyone a backstage view of howall his EPUs operate.
Now, Susan, have you put ID forme?
(40:04):
All the links are there, allthe links are there.
Black Belt Real Estate Gym, IDfor me is there.
Um, Asil, send an email to Donat ID for me, and he will sort
you out.
Asil, good to see you, Asil.
Asil, and I think I haven'tseen you for ages.
Good to see you.
She's in New Zealand.
Thank you.
Love heart, back to you.
(40:25):
Now, Sahil, I want to thank youso much.
I want you and your family tohave a good a good uh uh one
week one week off.
That's all.
Listen, as far as I'mconcerned, if you love what you
do, yeah, leisure time'soverrated.
But don't get me wrong, I doI'm not taking away.
(40:47):
I I I think this is a time forfamily, and I actually put a
post up.
Your family, your kids, 90% oftheir life with you is up to the
age of 18.
Then you only have 10% left,like it goes.
So never feel guilty havingtime with your family because
you only get 18 years of it.
(41:08):
The rest of it is just sort ofepisodes.
If you'd like, Joel, get greatto have you as the face of ID
for me.
You're a considerate person,you don't oversell it.
Um, but at the end of the day,let me tell you what I've heard
people say to me.
ID fee ID for me subscriptionpaid for itself in the first
(41:30):
week.
That's what people say to me.
In the first week, paying forit.
Sahil, thank you so much, sir.
Sahil Bhasin (41:38):
No problems at all.
Thanks for having me on, Tom.
Tom Panos (41:41):
Thank you so much.
Thank you to all of you.
Thank you to all of you.
Joel Arnold (41:44):
Thank you, Sahil.
Appreciate it.
All right, we'll chat soon.
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