November 11, 2025 • 33 mins
In this episode of the Be The Solution Podcast, Maria Quattrone welcomes Simon Westfall-Kwong, CEO and Team Leader of the LuxeLife Group in North Jersey. Simon shares how he built one of the most admired real estate relationship systems in the region — his SOI Playbook — focused on authentic connection, consistent communication, and community-driven events.
From hosting 11 years of pumpkin patch gatherings to creating detailed systems of follow-up, Simon reveals how to build a thriving referral-based business that grows year after year. Maria and Simon also discuss consistency, intentional follow-ups, and how to serve your clients in meaningful ways that extend far beyond the transaction.
💡 Key Takeaways
- Your database is your goldmine. Stay top of mind by consistently engaging your sphere of influence (SOI).
- Community events create connection. Host authentic, value-based events like pumpkin patches, pie giveaways, or Mother’s Day flower stations to strengthen your relationships.
- Consistency beats intensity. Execute a few well-chosen activities regularly, instead of chasing every new idea.
- The FORD Model Works: Family, Occupation, Recreation, Dreams — a simple framework for meaningful conversations.
- Give Back Often. Align your business with local causes to build community goodwill and deeper purpose.
- Plan Ahead. Use Q4 to gear up for the next year — every conversation you have today plants a seed for future growth.
- Start Small, Then Scale. Pick one initiative and go all in. Excellence compounds.
🗣️ Quotes
Maria Quattrone:
“It’s not about doing everything—it’s about doing the right things consistently and going all in on what works.”
Simon Westfall-Kwong:
“If you’re not staying in touch with your clients, they’re just names in a database. The goal is to know them—and be the person they remember to call.”
🌟 Episode Highlights
- How COVID inspired a deeper focus on relationship-driven business
- The LuxeLife SOI Playbook — a 12-month calendar of client events
- Why Simon’s team measures connection calls instead of cold calls
- Turning small gestures (like whipped cream with a pie) into memorable brand touchpoints
- How to use philanthropy and community sponsorships to expand reach
- Why going “vertical” — focusing deeply on one system — outperforms multitasking across ten ideas
- How to build a business that feeds itself through relationships, not lead lists
💬 Guest Contact
Simon Westfall-Kwong
CEO / Team Leader — The LuxeLife Group
📍 North Jersey | Serving NJ & NY Metro Areas
🌐 www.luxelifegroup.com
📧 info@luxelifegroup.com
📱 Instagram: @luxelifegroup
Connect with Maria Quattrone:
Facebook: Maria Quattrone
Facebook Page: REMAX at Home Facebook
Facebook Page: Rise in Real Estate Facebook
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Maria Quattrone (00:00):
So this is the Be the Solution Podcast and your
host Maria Quatron today, firsttime guest, Simon Westfall
Kwang from the Lux Life Group upin North Jersey.
Simon and I recently becamefriends from a panel actually
that we were both on from amutual colleague of ours.
(00:24):
So welcome Simon.
Simon Kwong (00:27):
Thank you for having me, Maria.
Maria Quattrone (00:30):
Oh well, I'm excited to unpack with you today
what you do uh in your area uhwith your clients that makes you
guys different and how youstand out.
So we were just talking alittle bit about your SOI
playbook.
How did this come to be?
Simon Kwong (00:52):
Uh, you know, it really uh it really started more
intensely uh you know duringCOVID, you know, when no one can
really go to anybody or youknow, show homes.
So we started really, you know,um dig in and be in touch
intentional with uh uh SOI uh tomaking sure we making sure
(01:16):
they're okay, um, make you know,do a care cause and just making
sure they don't need anything,and you know, if uh we can help
them with anything else, and um,you know, they can reach out to
us.
And that's how it reallystarted.
And and we we build onbusiness.
Um, SOI is probably one of thelargest um lead gen level that
(01:38):
we use, and uh we definitely geta lot of business from it,
pipeline-wise.
We have a whole playbook uhfrom SOI.
Um, we also do a lot of clientevents to make sure we stay in
touch in front of our clientsand past client and future
client also.
Maria Quattrone (01:55):
So, what is your what are your events look
like?
What's the next event you havecoming up?
Simon Kwong (02:01):
Uh the next event we have coming up, which I mean
we just had one.
So uh the one we just had ispumpkin patch.
Uh we've been doing it for 11years, and uh we bring in about
400 pumpkins from a farm intoone of most of the times one of
a listing.
And uh and to showcase thelisting, uh people do know the
(02:22):
helm is for sale, and um, wehave all our past client clients
and some of the future clientsand also all our team members,
um, also you know who they thinkthat they will um do business
with as well.
And they come with theirfamilies and kids and they you
know have a good time, pickpumpkins up, and you know, we
(02:44):
serve pizza and um face paintand do all the good stuff.
They can take pictures and uhyou know, generally real state
conversation comes up.
We don't really ask them.
And also when we do this, um,you know, we we generally, you
know, we used to send a postcardout um to get RSP, but we uh we
(03:06):
actually track it that we getbetter um success rate by
actually reaching out by phonecall or text.
So every event that we do, wealways reach out to our client
uh prior and also after.
Uh from so when we launch anevent, let's say the pumpkin
patch is happening, um, we willyou know talk call and say, Hey
(03:29):
Maria, hi, how you doing?
What's going on?
Uh just want to invite you to a11-annual pumpkin patch event.
It's gonna be really fun and uhlove to see you there.
By the way, also bring a friendwith you because in case I may
be you know busy with otherpeople that you have someone you
can talk to.
Uh, one of the reasons that weuh have them invite a fan friend
(03:50):
is that we can actually thenadd them onto our database also,
and then then they becomesomeone who likes us and trusts
us.
Uh, the key thing is really youwant to work with people first
uh who like you and trust youbecause they already you know
will do the business with you,versus you go um you know
prospecting co-call and circlecall circle prospecting.
(04:10):
Uh, this is people who are whoalready really know you and you
want to stay on top of minds,um, especially when everyone in
an in the area knows about 10realtors.
Uh, so you want to make sureyou're the person they remember
to call you.
Maria Quattrone (04:26):
Yeah, absolutely.
So that's crazy.
So 11 years pumpkin patch, youknow, 400 pumpkins at a half at
one of your listings.
Smart.
Simon Kwong (04:35):
Yeah, and we we just have about 200 to 250
people come to the event, whichis probably one of the big
biggest events.
Uh, and then the next one we doenter before, and then when
we're done with the events, uhwe we also uh get in touch with
uh you know client as well, andjust say if the one who didn't
make it, we will say, you know,I'm so sorry we miss you.
(04:57):
Uh just want to make sure youknow you had a great time at you
know wherever event you wereat.
Uh because we normally uh takenotes uh into our CRM.
If they cannot make it, theyhave one reason or another.
So it would be, oh, I have togo watch my daughter's uh you
know game or something, or oh,I'm going out to a wedding.
So um we generally we say uhyou know, how was your we
(05:18):
remember all this stuff becausewe have everyone take notes.
So um we making sure that weask, you know, sorry that you
know you missed a pumpkin patch,but you know, how was your
wedding?
Just to make sure we have aconversation dialogue going and
making sure that we werelistening and say, Oh wow, you
remember that, you know, um wewere going to a wedding or
something like that, right?
And then then we let them know,oh, by the way, you know what?
(05:41):
We'd love to see the next one,and then we'll tell them about
the next one a little bitearlier, and then then give them
reason that you know what wecan follow up within a couple
weeks when we have the um allthe information and we can give
you a call.
So that always gives youconstantly um reason to call
them.
You have an item of value.
You're not just calling themand say asking for like, do you
(06:02):
have any real estate needs?
Um, you are wanting to makesure that you always provide
value when you call, especiallySOI, um, because they will
remember you uh differently.
Uh so yeah.
And and then then we do thenext event.
Uh, next event, I'm sure a lotof people do, is which is the
Thanksgiving pie giveaway.
(06:23):
We used to deliver the pie, butget to the point that we have
so many people that we have todeliver it to, it's it's harder
and harder.
So, what we do is that we havethem come to our office now and
we do a whole bunch spread, andum, and for two hours.
We actually do it the daybefore Thanksgiving and the day
(06:43):
of Thanksgiving.
Uh and the day of Thanksgiving?
Yeah, in the morning.
Uh oh no, sorry, the two daysbefore.
Uh so we do two days before orthe day before Thanksgiving.
Um, and uh we offer them threedifferent types of pies:
(07:04):
pumpkin, pecan, and apple.
And then also for the pumpkinor any of the pie, if they want
to have whipped creams, um, thenthey can actually get a bottle
of whipped cream as well.
And then we also have um havethe serving tool that engraved
with our logo on it, Lux LifeGroup, uh, to give it to them.
(07:24):
And you know, and so they canactually serve the pie.
When it serves the pie, theyremember, oh yeah, this pie is
coming from my realtor.
And uh, and people always talkabout it because they they all
love the pie, and they'll say,Oh my god, the pie is so
delicious.
And like we definitely have pieorders, people are asking, say,
when are you doing your pie?
I want to put my pie orders in.
(07:45):
So um, again, we also createconversation.
We we we definitely do do thecare calls a lot.
We do the FORD model.
So um F for family, O foroccupation, um, R for
recreations, and D for dreams.
So we a lot of time we havethose conversations, you know.
So conversations are like, youknow, how's your family?
(08:06):
What's going on?
They generally talk to youabout that, you know, what's the
kids and if their kids can goto college, and you know, so we
make that know on that.
And then, you know, at certaintime we'll make sure, say, by
the way, you know, since youyou're you uh give you empty
nets the next year, uh, whatwhat's your real estate plan?
Right?
But you're building up to it,you you're finding this out from
(08:27):
them, they're telling you allthis stuff, and uh they may say,
Oh, we may not be ready foranother year or so.
We'll put the notes in andwe'll just stay in touch with
them.
And then like six months, youknow, prior and say, Hey, by the
way, we had a conversationabout six months ago that you
were thinking about you knowselling.
Uh, what's your plan now?
Uh, do you know where you wantto go?
You know, so we found out thatmotivation is that there as
(08:49):
well.
Uh, and then occupations aboutwork, you know, say how's your
work going?
Um, you know, some people tellyou that, oh, I just got you
know a new job, or they say, Oh,I might need to be relocate,
relocate to a different city,and then you have a conversation
going, right?
And then also when you ask themabout you know their job, they
generally ask you about yourjob.
(09:10):
So, and then you can tell themthat, yeah, the real estate is
interesting right now, and uhdepending where you are, the
markets as you know really havelimited inventory.
So, if you're thinking aboutselling, it's an amazing time to
um you know put your house onthe market.
And um, and they'll say we canyou know stop by, show you data,
and see what makes sense foryou or not, you know.
(09:32):
Uh, and then you go to your umrecreations, say, you know, what
do you do for funds and and allthe good stuff, and then then
say, hey, they plan to govacations and find out their
lifestyle because then you know,end of the year, you want to
plan it out and just say, hey,you know, I'm thinking about
you, and I know that you know,you could be taking on
vacations, I'm gonna be going onvacation.
(09:52):
So I want to slide out sometime that talk to you about you
know what your needs are for fornext year, you know.
So those are differentconversations you have, but just
like you know, having callingthem for uh, you know, uh uh a
pie, or just having a friendlyconversation and don't really
always be in a real estatebusiness because generally real
(10:15):
estate business naturally comeback to you and it's always get
you know, uh they always talkabout it.
Maria Quattrone (10:23):
Yeah, board F-O-R-D, something that F-O-R-D,
yeah, is always something thatis easy to remember and to ask
people how they're doing, right?
Just like normal humanconversation, really what it
comes down to.
So you have this, so you haveyou have your pumpkin patch, you
(10:47):
have your pie event, yep, andthen where are some of the other
events?
Simon Kwong (10:51):
Yeah, so uh we can do the whole whole year so you
can so you know what we do.
Um, so then we do December, wegenerally generally do drop-off
pop eyes uh for our VIP clients,which is their VIP premiums or
um their A A plus or A sphere.
Uh so we tag all uh uh ourclients and past clients and
(11:11):
friends who they are, andgenerally they are the one who's
gonna get the most attentionbecause they're the one who like
us and trust us, and we knowthey're gonna refer us to
business.
Um and so we have uh that inDecember.
What are so you pop by to dowhat we pop by, we drop off a we
drop off uh uh you know sometype of um give item.
(11:32):
Uh we have done uh from candlesto wine cooler to um we used to
do we used to do more winestuff, but recently we actually
kind of stopped that because ofuh for liability reason.
So we don't want someone to uhto drink and open a bottle and
(11:53):
then something happened to themand they come back to us.
So um so we actually stoppeddoing events that have alcohol
in it, uh, or at least we don'tbuy it, so we don't we're not
liable for it.
So that's really importantbecause uh you can cut it could
definitely come back to hauntuon that one.
Uh so um we drop off we lastyear we dropped off a gift box
(12:17):
that has uh you know um arechargeable batteries, a
notebook, uh umbrella, um, alittle speaker thing, and then
um uh a USB, you know, little umthing that they can use.
So so use useful item.
So um once one year we we dropoff like uh almost like a
(12:39):
converter that you can actuallyput all your different like um
discs into it and like yourpictures and stuff.
Uh so every year we come upwith something different.
So um we always uh we have likeeverything with us is branded,
so it's all with like Lux Liveon it.
So our candle has Lux Live onit, uh you know, uh um uh
(13:00):
sweatshirt has Lux Live on it.
Um uh notebook has Lux Live onit, everything have you know,
just so they remember.
And inside in there, there's uhinformation on it.
Um so uh we it people alwayslove uh using our stuff.
Uh they love using actually umwe have a cooler bag that you
can bring to um um the grocerystore.
(13:22):
So when you when you goshopping, you can put all your
frozen stuff in it, and that's areally good item for people to
use as well.
Um then January we do um youknow, because December is always
a really busy month for a lotof people for holiday parties.
So we we skip doing a holidayparty in that month because you
know they tend to have lots ofstuff going on with the company
(13:43):
with their friends.
So we generally do our uh eventin January.
It's called we call it theclient appreciation party.
And so we have everyone youknow come together and have a
good time in the office.
Um, and then uh and then wehave we have sponsor on some of
the big events, so um things arepaid for, by the way, just so
(14:06):
you know.
Uh so each of the events wehave a sponsor uh to help book
the cost of the event.
And uh then uh we usually dosomething for February, but we
skipped, and then March we doeither um a movie night, roller
skating, or bowling.
(14:26):
Uh, but we found out that umroller skating is much easier
because you can actually have alot of people there and also
cost efficient.
Um, because once you go to acertain number and each person
is only five dollars a person,so it's very cost efficient
instead, you know, $25 a person.
So then we go to um uh thenApril is National Dog Month.
(14:51):
So with someone that we knowthey have dogs, we you know drop
off uh you know a treat forthem, a doggy treat, if if they
like to have ones.
And then uh May we have uh forMother's Day, which is another
big event, um, the day beforeMala's Day, we bring in all
gosh, about thousand to probably1500 to 2,000, like different
(15:15):
types of flowers from roses tohydrangeas to lilies to you know
to fillers to all that stuff,and um and the any and all you
know, VIP can come in uh todecorate uh a bouquet and put it
in a vase.
And they all love that kidscome in to do it for their
parents, husband comes in to doit for you for their spouse, or
(15:38):
you know, spouse versus spouse.
Uh so it's a really fun event.
They come and we take pictures,we have a drop, you know, we
have a backdrop of all theflowers on it, and then logo on
it.
It's really cool.
Um, that's one of my one of myfavorite events because I really
like that event because it'sreally it's it's it's very nice.
Um then we do and then we doice cream show show for um end
(16:02):
of the school year.
So we normally pick one of theless things and uh and do ice
cream showshow and face pain andall the good stuff, and just
checking on people because nottime each event with different
people come, so we generallytalk to different people because
also we try to do one eventmore guitar, uh you know, family
focused, and some just likeadult, and some just uh really
(16:25):
more focused on kids, so then wecan bring different people on
you know into the events, uh,which is nice, and we can get to
talk to different people.
Um, then July and August, wetend to taper off because people
go on vacations and people uhthe kids are asleep over cam or
summer camp.
And then September we used todo um a back to school uh event.
(16:49):
Uh again, like almost likesomeone who has a pool will do a
back to school like pool partytype of event.
Uh then also in September, lateSeptember, we do a mom's drop
off.
Uh, you know, in the Northeast,you know, we have change of
season, right?
So uh we drop off um a pot ofplants and uh again a VIP
(17:12):
premium, A plus and A uh thatyou know who would like to
entrust us and refer usbusiness, uh or someone who we
think that they could be uheither listing a house and
buying a house to us, uh we alsohave that for them as well.
Then you go to October, so it'slike every like the whole year,
it's all planned out.
There's no so uh you know, oncein a while we add something
(17:36):
new, but we generally this is uhplaybook and schedule.
We have it all scheduled foryou know monthly basis, you
know.
Maria Quattrone (17:43):
So yeah, it's amazing.
Very um, very smart in the wayto stay in front of people, stay
in front of your clients, givevalue, have fun, right?
Simon Kwong (17:58):
Yeah, absolutely.
And you know, we we post themonline so people see it and you
know they recognize how we arevery connected with our with our
client uh or database, uh,because you know most people are
you know doing a lot ofdifferent legion uh you know
that will bring them business.
(18:19):
Uh, but a lot of time peopledon't realize database is
really, you know, in whatwhoever is in your database, you
get you know business in there.
But if you're not staying intouch with them, you know, they
they're just like someone nameon the database if you don't
know them.
You really want to get to knowthem and you know use your CRM
that you can actually put allthe data in and information.
(18:41):
So each time you call them, youknow, you may not talk to them
one month, two months, you know,uh you have all the
information.
But if they're if you're ifthey're your VIP and you know
your A and A plus, you reallyshould stay in touch with them
probably once a month.
Maria Quattrone (18:56):
And then when they're ready, they call them.
Simon Kwong (18:58):
And when they're ready, they know they they, you
know, I mean all all VIP friendsor you know, past client, when
they're ready, they alwaysremember the cost.
And you know, when we talk tothem, say, you know what, you
don't even have to tell us thatyou refer you because we'll
definitely refer to you, andlike when we know someone that's
uh you know, either thinkingabout buying, selling,
investing.
We almost like kind of put intothe mind that they know that
(19:21):
because we we talk to them andwe see them uh so often, and
they remember you, right?
So you gotta remember, yougotta stay top of mind because
again, there's there's so manypeople in our industry, and you
know, we live in a smallcommunity and uh people know
everybody, and you want to beyou know you know the person
that they remember to call.
Maria Quattrone (19:43):
100%.
And you know, and I say thisall the time to with agents,
like real estate can be donedifferent ways, you know.
It depends, you know, you itdepends who your clientele is,
it depends where you live, likewhat things make sense, you
know.
For uh, for example, like wework with a lot of investors, a
(20:06):
lot of people that own multipleproperties.
The pumpkin patch with the it,and we live in the in we live in
downtown Philly, right?
We don't have like big houseswith sprawling yards to put the
pumpkins in.
I'm saying not every noteverything works in every
(20:26):
market.
You have to do that.
Simon Kwong (20:27):
Absolutely, yeah, definitely.
Maria Quattrone (20:28):
We have people in family-oriented market, kids
are going to soccer and they'regoing to day camp I mean night
camp and they're doing thisdifferent, right?
So you have to do you have tofind what your your thing is,
your solution is, and then goall in.
So, and that's what I see withwhat you just explained, is that
(20:50):
you guys went all in on whatyou do and you're dug in on it,
and you have sponsors and youhave systems and you have it all
planned out.
So it's like whatever it isthat you're gonna do and is your
superpower, go all in on it.
Simon Kwong (21:08):
Yeah, absolutely, definitely.
Uh, because you know you'reright, it depends where you are,
where you live, and you know,and what you know, you know your
client best, right?
You know what they get, youknow, enjoy or coming to your
events.
So if you're living in a youknow, area that's all you know
in complex and condos and nogreen grass, you can have to do
(21:31):
something different.
You still can do client events,but it's just you just have to
you know think differently.
And it could be, you know, youcan do movie nights, you can do
uh, you know, at the theater,you can do, you know, there's so
many things that you can thinkas long as you put your mind to
it and but you want to do allin, you don't you don't want to
just dip it in, um, because thistook us you know a while to you
(21:52):
know with a playbook andeverything, so now we have it
perfected, but you really wantto sink your you know both feet
in to make sure that if you dosomething, pick one thing and do
it really, really good, and youknow, and you can see results.
But if you go to 10 differentplaces and just dip your feet in
on everything, it's not gonnahappen, and and you're not gonna
get the result that you want.
Maria Quattrone (22:14):
Exactly.
So it's more about going uhvertical than horizontal.
So you go vertical, heap onsomething, get that going, and
then add and add layer in thenext one.
Yeah, you're not gonna start2026 and you didn't never did an
(22:35):
event and do uh 11 of uh 10events in a year.
Simon Kwong (22:40):
Well, no, if you haven't started, don't do 10, 11
events a year.
You you want to probably picklike you know, you can do it
generally.
I think it's really smart to doquarterly events, so each
quarter you can stay in touchwith your VIP and your SOI and
your you know your A and A plusclient, and then you have item
of value to provide them, likeyou know, um to stay in touch to
(23:04):
have conversation uh with usbecause we know uh you know, we
know uh a database that we knowwe have to do something
different for each of my each ofthe groups.
That's why we do so many ofthem.
But generally, I would suggestthat if you do if you if you're
just starting doing events, youhaven't done it, you want to
stay in touch with your SOI, youcan do two a year, like every
(23:26):
six months, and then you buildup to like and then go to four
four times a year, and then thenyou can see like does it make
sense for you to do more?
We generally gear up a lotstronger for September, October,
November, December, and youknow that every month we do
something because we know thisis the last quarter for us to
start building a business for 20for the next year.
So now we're really buildingfor a 2026 pipeline at this
(23:49):
moment.
Maria Quattrone (23:50):
100 2026.
2026 is is is basically here.
We're at the end of October.
Simon Kwong (23:58):
Yeah, we only we only have a couple more, you
know, maybe a few weeks left todo business in uh you know, in
in this year, uh pretty much uptill Thanksgiving.
Yeah, yeah, or if it's uh ifit's a cash offer and someone
who can get quick uh mortgage,yeah, right just before
(24:21):
Thanksgiving.
You have about two two to threeweeks for the count it out.
Maria Quattrone (24:25):
There's like 35 working days left in before
Christmas.
Simon Kwong (24:31):
Okay, so it make that 30 make that next 35 day
counts.
So that's right.
Maria Quattrone (24:37):
Make that make the make this time count, go all
in on whatever it is.
Simon Kwong (24:42):
Whatever you do, it doesn't matter.
It doesn't have to be so i, itdoesn't have to be clients
event.
Maria Quattrone (24:47):
It could be anything for us.
We do a ton, we do a lot ofexpireds, like yeah, yeah.
So let's go deeper on that.
Simon Kwong (24:54):
Yeah, I can't wait for you to come to speak to my
event on the big about expire,which you you will be, because
that you know that's your that'syour super powerful DJ.
So uh then absolutely that wewant you to talk about it, yeah,
definitely.
Maria Quattrone (25:08):
Yeah, it's and and I say this, you know, we're
all different, we're all uniquein our own way, and we all have
something to share, right, withother people.
And the in regards to like theevents, like something easy for
the people to do, from what Iheard from you, because we did
pie day for years, up until twoyears ago.
(25:30):
Like I had pie day going on for15 years, right?
But two years ago, I got reallymad about the pie day.
And I said, I'm not doing thepie day anymore.
I was really mad.
It was Thanksgiving, and I wasstuck with like 50 pies that
(25:50):
people didn't come and pick up.
And uh I was driving around thecity looking for shelters or
retirement.
Simon Kwong (26:01):
We've done that, we have done that, but now we now
we get smarter.
Now we actually call themadvanced for shelters and say,
hey, by the way, we might havesome pie leftovers and would you
like to take them?
And they say, sure, absolutely.
So we actually know if in casepeople don't pay a pie, we
haven't had that happen lately,uh, because we also donate
(26:21):
donate pies too.
That's another thing I didn'tbring up.
We also try to each event wetry to tie on with some kind of
community, um, you know, donatesomething or you know, so um, so
for Thanksgiving pie, weactually um we call a couple of
different shelters and find outwhat how many pies they need.
And then when we make the phonecall of the people, you know if
(26:43):
they you know if they can'tmake it the event and they say
thank you so much and say, Hey,would you like to donate your
pie?
They are like, Yeah,absolutely.
And then we let them know thatwe donated 100 pies to this
location, dislocation,dislocation.
And they love that.
You know, it's it's really coolto do that.
Maria Quattrone (27:00):
But yes, I think very smart to do in
advance.
I was stuck by myself drivingaround the city in some crazy
outfit I had on, like not crazy,but like not dressed, you know,
like I just rode out of bed andhad a deal with I got a turkey
in the oven and I have 50 piesthat have to get out of my
(27:23):
office.
Yeah, right.
And the thing we tied it tomana, which is a local community
organization who makes pies.
So the pies were like $30, $35a pie.
Simon Kwong (27:35):
Wow, okay.
Maria Quattrone (27:36):
So I was really mad about the whole thing, and
then I nixed the pie.
Simon Kwong (27:40):
I was like, I'm not doing yeah, that's why actually
we do it two.
That's why we don't do it twodays because we do it the the
actual event happened like twodays before, and then the day
before Thanksgiving, that's whenwe remind people and say, Hey,
by the way, you think forgot topick up your pie.
You have the next two hoursfrom 9 to 11 to pick it up.
(28:01):
If you're not picking up, thisis going away, it goes to the
shelter, whatever.
So people say, I'm so sorry,I'm coming by pick up the pie.
Maria Quattrone (28:08):
You know, well, they must be nicer people than
the people who were picking upmine because they had two days
to pick up the pie, too.
Simon Kwong (28:16):
Yeah, so so now do you do anything?
But it's a good it's a goodconversation.
It's like listen, you youwanted a pie and you didn't pick
up, what's going on?
You know, so it's another wayto call it.
Maria Quattrone (28:30):
Maybe this year.
Well, it's coming up in a fewweeks.
Simon Kwong (28:33):
We'd have to do uh we would have to order the pies
now soon, yeah, yeah.
Maria Quattrone (28:38):
Or I can I figure it out, be the solution.
Simon Kwong (28:41):
We do listen, it doesn't have to be pie, it could
be something else, like youknow, whatever you can be like
listen, someone maybe say, youknow what, maybe you could do a
like a mac and cheese like sidedish.
You know what, you want likefree up your time not to make
mac and cheese, call up arestaurant and have all this mac
and cheese over, whatever itis.
(29:01):
Like, think of something that'skind of cool.
I mean, I think that's in theidea.
Um, you know, instead becauseinstead of pie, someone always
liked to have extra thigh, soyou can do like sweet potatoes,
like, oh, they got the pieagain, you know.
Maria Quattrone (29:14):
Meanwhile, then don't take the pie.
Simon Kwong (29:16):
Right.
I mean, they might have theirown pie, right?
So if they they'll have theirown pie.
Maria Quattrone (29:20):
It's all good, it's all good.
Yeah, we do an event.
This we started last year witha uh a charity called Frankie's
World.
They basically are a daycarefor children one day like three
weeks old till eleven, ten.
(29:43):
And they're disabled children.
So um they go to the statecare, they either are dropped
off, most of them are picked upby you know the special buses or
disabled.
Children, people and they giveus a list last year.
(30:05):
I think we had 48 kids of eachkid, their name, the age, and
what they want.
And then we went and wepurchased we invited people to
purchase and we purchased thegifts.
And then we had a party, like alittle event.
And uh then we had them, theypicked up the gifts, and then
(30:30):
they had an event for the kidsthe following week with Santa
Claus and stuff.
But it was a really like wecollected so much so many things
last year.
It was pretty crazy.
unknown (30:42):
Yeah.
Maria Quattrone (30:43):
And then we got gift cards for the stuff that
you know a couple kids thatdidn't they they didn't get, so
they were able to go buy theexact gift.
So every kid got whatever it isthat they wanted.
And some we actually got, Ithink, like they got to end up
getting like a couple differentgifts.
Simon Kwong (30:58):
So that's that's awesome.
Yeah, the other thing that youknow we also do really uh like
we we really involved with acommunity as well.
That's one thing you want to beinvolved with.
That's in if if you do anythingelse, also.
Um speaking of the gift, we weevery year, gosh, I think this
is maybe the 15 years now thatuh we we involve with uh uh um
(31:23):
um it's called caring kids, andit's similar.
They uh we also like you know,we normally get like you know 10
to 15 and to you know kids or20 kids, and you know, they are
all kind in a you know um in asituation that they're not able
to um you know uh have a greatyou know holidays.
(31:44):
So we provide you know fromwinter jackets to you know
wherever that's on the wishlist, we try to get them.
Sometimes those items arepretty crazy, but uh we try to
manage to get some of thoseitems, and uh and we go and wrap
all the gifts, and uh it's justamazing.
It's a great feeling that youcan give back to the community,
right?
Um the other thing also wereally in where we live is
(32:08):
education.
So you know, everywhereeducation is very important,
right?
So we are involved with um atfoundation, which is a local uh
organization.
I was actually one of the um uhco-presidents a while back on
it.
Uh, it's raising money for theschool system, and we have give
back uh millions of millions ofdollars uh based on fundraising.
(32:30):
So we stay um throughout theyou know the last gosh uh 10-15
years being the sponsor.
Uh they have this event thatthey uh that they do in
September.
Uh we always sponsor it, and wehave a booth, and you know, we
just have give out all swag itemand just be visible, and uh it
it's people see it that weinvolve, and that's really key.
(32:52):
You want to be involved withthe community too.
That's that's really important.
Maria Quattrone (32:56):
Yeah, I think some type of charity
involvement, communityinvolvement is always a good
thing to do.
Absolutely, and pick somethingthat you know that you feel good
about, not just because youknow somebody asked you to do
it, but yeah, pick somethingmeaningful, absolutely.
(33:17):
Yeah, something meaningful.
Well, Simon, you've been awealth of knowledge today, and
thank you for your time and forbeing the solution with the Lux
Life Group and all the greatideas that you shared.
I'm sure that um anyone who islistening to this, you're gonna
get some really great nuggets.
So get a pen, paper, and writethem all down and then execute.
Simon Kwong (33:44):
Yeah, you got just pick one.
You know, you haven't done one,just pick one of the van.
Just start start with one, thengo to two, go to three, go to
four.
Maria Quattrone (33:52):
And that's it.
But go all in.
And that's how we do it.
So this is the Be the Solution Podcast and your
host Maria Quatron today, firsttime guest, Simon Westfall
Kwang from the Lux Life Group upin North Jersey.
Simon and I recently becamefriends from a panel actually
that we were both on from amutual colleague of ours.
(00:24):
So welcome Simon.
Simon Kwong (00:27):
Thank you for having me, Maria.
Maria Quattrone (00:30):
Oh well, I'm excited to unpack with you today
what you do uh in your area uhwith your clients that makes you
guys different and how youstand out.
So we were just talking alittle bit about your SOI
playbook.
How did this come to be?
Simon Kwong (00:52):
Uh, you know, it really uh it really started more
intensely uh you know duringCOVID, you know, when no one can
really go to anybody or youknow, show homes.
So we started really, you know,um dig in and be in touch
intentional with uh uh SOI uh tomaking sure we making sure
(01:16):
they're okay, um, make you know,do a care cause and just making
sure they don't need anything,and you know, if uh we can help
them with anything else, and um,you know, they can reach out to
us.
And that's how it reallystarted.
And and we we build onbusiness.
Um, SOI is probably one of thelargest um lead gen level that
(01:38):
we use, and uh we definitely geta lot of business from it,
pipeline-wise.
We have a whole playbook uhfrom SOI.
Um, we also do a lot of clientevents to make sure we stay in
touch in front of our clientsand past client and future
client also.
Maria Quattrone (01:55):
So, what is your what are your events look
like?
What's the next event you havecoming up?
Simon Kwong (02:01):
Uh the next event we have coming up, which I mean
we just had one.
So uh the one we just had ispumpkin patch.
Uh we've been doing it for 11years, and uh we bring in about
400 pumpkins from a farm intoone of most of the times one of
a listing.
And uh and to showcase thelisting, uh people do know the
(02:22):
helm is for sale, and um, wehave all our past client clients
and some of the future clientsand also all our team members,
um, also you know who they thinkthat they will um do business
with as well.
And they come with theirfamilies and kids and they you
know have a good time, pickpumpkins up, and you know, we
(02:44):
serve pizza and um face paintand do all the good stuff.
They can take pictures and uhyou know, generally real state
conversation comes up.
We don't really ask them.
And also when we do this, um,you know, we we generally, you
know, we used to send a postcardout um to get RSP, but we uh we
(03:06):
actually track it that we getbetter um success rate by
actually reaching out by phonecall or text.
So every event that we do, wealways reach out to our client
uh prior and also after.
Uh from so when we launch anevent, let's say the pumpkin
patch is happening, um, we willyou know talk call and say, Hey
(03:29):
Maria, hi, how you doing?
What's going on?
Uh just want to invite you to a11-annual pumpkin patch event.
It's gonna be really fun and uhlove to see you there.
By the way, also bring a friendwith you because in case I may
be you know busy with otherpeople that you have someone you
can talk to.
Uh, one of the reasons that weuh have them invite a fan friend
(03:50):
is that we can actually thenadd them onto our database also,
and then then they becomesomeone who likes us and trusts
us.
Uh, the key thing is really youwant to work with people first
uh who like you and trust youbecause they already you know
will do the business with you,versus you go um you know
prospecting co-call and circlecall circle prospecting.
(04:10):
Uh, this is people who are whoalready really know you and you
want to stay on top of minds,um, especially when everyone in
an in the area knows about 10realtors.
Uh, so you want to make sureyou're the person they remember
to call you.
Maria Quattrone (04:26):
Yeah, absolutely.
So that's crazy.
So 11 years pumpkin patch, youknow, 400 pumpkins at a half at
one of your listings.
Smart.
Simon Kwong (04:35):
Yeah, and we we just have about 200 to 250
people come to the event, whichis probably one of the big
biggest events.
Uh, and then the next one we doenter before, and then when
we're done with the events, uhwe we also uh get in touch with
uh you know client as well, andjust say if the one who didn't
make it, we will say, you know,I'm so sorry we miss you.
(04:57):
Uh just want to make sure youknow you had a great time at you
know wherever event you wereat.
Uh because we normally uh takenotes uh into our CRM.
If they cannot make it, theyhave one reason or another.
So it would be, oh, I have togo watch my daughter's uh you
know game or something, or oh,I'm going out to a wedding.
So um we generally we say uhyou know, how was your we
(05:18):
remember all this stuff becausewe have everyone take notes.
So um we making sure that weask, you know, sorry that you
know you missed a pumpkin patch,but you know, how was your
wedding?
Just to make sure we have aconversation dialogue going and
making sure that we werelistening and say, Oh wow, you
remember that, you know, um wewere going to a wedding or
something like that, right?
And then then we let them know,oh, by the way, you know what?
(05:41):
We'd love to see the next one,and then we'll tell them about
the next one a little bitearlier, and then then give them
reason that you know what wecan follow up within a couple
weeks when we have the um allthe information and we can give
you a call.
So that always gives youconstantly um reason to call
them.
You have an item of value.
You're not just calling themand say asking for like, do you
(06:02):
have any real estate needs?
Um, you are wanting to makesure that you always provide
value when you call, especiallySOI, um, because they will
remember you uh differently.
Uh so yeah.
And and then then we do thenext event.
Uh, next event, I'm sure a lotof people do, is which is the
Thanksgiving pie giveaway.
(06:23):
We used to deliver the pie, butget to the point that we have
so many people that we have todeliver it to, it's it's harder
and harder.
So, what we do is that we havethem come to our office now and
we do a whole bunch spread, andum, and for two hours.
We actually do it the daybefore Thanksgiving and the day
(06:43):
of Thanksgiving.
Uh and the day of Thanksgiving?
Yeah, in the morning.
Uh oh no, sorry, the two daysbefore.
Uh so we do two days before orthe day before Thanksgiving.
Um, and uh we offer them threedifferent types of pies:
(07:04):
pumpkin, pecan, and apple.
And then also for the pumpkinor any of the pie, if they want
to have whipped creams, um, thenthey can actually get a bottle
of whipped cream as well.
And then we also have um havethe serving tool that engraved
with our logo on it, Lux LifeGroup, uh, to give it to them.
(07:24):
And you know, and so they canactually serve the pie.
When it serves the pie, theyremember, oh yeah, this pie is
coming from my realtor.
And uh, and people always talkabout it because they they all
love the pie, and they'll say,Oh my god, the pie is so
delicious.
And like we definitely have pieorders, people are asking, say,
when are you doing your pie?
I want to put my pie orders in.
(07:45):
So um, again, we also createconversation.
We we we definitely do do thecare calls a lot.
We do the FORD model.
So um F for family, O foroccupation, um, R for
recreations, and D for dreams.
So we a lot of time we havethose conversations, you know.
So conversations are like, youknow, how's your family?
(08:06):
What's going on?
They generally talk to youabout that, you know, what's the
kids and if their kids can goto college, and you know, so we
make that know on that.
And then, you know, at certaintime we'll make sure, say, by
the way, you know, since youyou're you uh give you empty
nets the next year, uh, whatwhat's your real estate plan?
Right?
But you're building up to it,you you're finding this out from
(08:27):
them, they're telling you allthis stuff, and uh they may say,
Oh, we may not be ready foranother year or so.
We'll put the notes in andwe'll just stay in touch with
them.
And then like six months, youknow, prior and say, Hey, by the
way, we had a conversationabout six months ago that you
were thinking about you knowselling.
Uh, what's your plan now?
Uh, do you know where you wantto go?
You know, so we found out thatmotivation is that there as
(08:49):
well.
Uh, and then occupations aboutwork, you know, say how's your
work going?
Um, you know, some people tellyou that, oh, I just got you
know a new job, or they say, Oh,I might need to be relocate,
relocate to a different city,and then you have a conversation
going, right?
And then also when you ask themabout you know their job, they
generally ask you about yourjob.
(09:10):
So, and then you can tell themthat, yeah, the real estate is
interesting right now, and uhdepending where you are, the
markets as you know really havelimited inventory.
So, if you're thinking aboutselling, it's an amazing time to
um you know put your house onthe market.
And um, and they'll say we canyou know stop by, show you data,
and see what makes sense foryou or not, you know.
(09:32):
Uh, and then you go to your umrecreations, say, you know, what
do you do for funds and and allthe good stuff, and then then
say, hey, they plan to govacations and find out their
lifestyle because then you know,end of the year, you want to
plan it out and just say, hey,you know, I'm thinking about
you, and I know that you know,you could be taking on
vacations, I'm gonna be going onvacation.
(09:52):
So I want to slide out sometime that talk to you about you
know what your needs are for fornext year, you know.
So those are differentconversations you have, but just
like you know, having callingthem for uh, you know, uh uh a
pie, or just having a friendlyconversation and don't really
always be in a real estatebusiness because generally real
(10:15):
estate business naturally comeback to you and it's always get
you know, uh they always talkabout it.
Maria Quattrone (10:23):
Yeah, board F-O-R-D, something that F-O-R-D,
yeah, is always something thatis easy to remember and to ask
people how they're doing, right?
Just like normal humanconversation, really what it
comes down to.
So you have this, so you haveyou have your pumpkin patch, you
(10:47):
have your pie event, yep, andthen where are some of the other
events?
Simon Kwong (10:51):
Yeah, so uh we can do the whole whole year so you
can so you know what we do.
Um, so then we do December, wegenerally generally do drop-off
pop eyes uh for our VIP clients,which is their VIP premiums or
um their A A plus or A sphere.
Uh so we tag all uh uh ourclients and past clients and
(11:11):
friends who they are, andgenerally they are the one who's
gonna get the most attentionbecause they're the one who like
us and trust us, and we knowthey're gonna refer us to
business.
Um and so we have uh that inDecember.
What are so you pop by to dowhat we pop by, we drop off a we
drop off uh uh you know sometype of um give item.
(11:32):
Uh we have done uh from candlesto wine cooler to um we used to
do we used to do more winestuff, but recently we actually
kind of stopped that because ofuh for liability reason.
So we don't want someone to uhto drink and open a bottle and
(11:53):
then something happened to themand they come back to us.
So um so we actually stoppeddoing events that have alcohol
in it, uh, or at least we don'tbuy it, so we don't we're not
liable for it.
So that's really importantbecause uh you can cut it could
definitely come back to hauntuon that one.
Uh so um we drop off we lastyear we dropped off a gift box
(12:17):
that has uh you know um arechargeable batteries, a
notebook, uh umbrella, um, alittle speaker thing, and then
um uh a USB, you know, little umthing that they can use.
So so use useful item.
So um once one year we we dropoff like uh almost like a
(12:39):
converter that you can actuallyput all your different like um
discs into it and like yourpictures and stuff.
Uh so every year we come upwith something different.
So um we always uh we have likeeverything with us is branded,
so it's all with like Lux Liveon it.
So our candle has Lux Live onit, uh you know, uh um uh
(13:00):
sweatshirt has Lux Live on it.
Um uh notebook has Lux Live onit, everything have you know,
just so they remember.
And inside in there, there's uhinformation on it.
Um so uh we it people alwayslove uh using our stuff.
Uh they love using actually umwe have a cooler bag that you
can bring to um um the grocerystore.
(13:22):
So when you when you goshopping, you can put all your
frozen stuff in it, and that's areally good item for people to
use as well.
Um then January we do um youknow, because December is always
a really busy month for a lotof people for holiday parties.
So we we skip doing a holidayparty in that month because you
know they tend to have lots ofstuff going on with the company
(13:43):
with their friends.
So we generally do our uh eventin January.
It's called we call it theclient appreciation party.
And so we have everyone youknow come together and have a
good time in the office.
Um, and then uh and then wehave we have sponsor on some of
the big events, so um things arepaid for, by the way, just so
(14:06):
you know.
Uh so each of the events wehave a sponsor uh to help book
the cost of the event.
And uh then uh we usually dosomething for February, but we
skipped, and then March we doeither um a movie night, roller
skating, or bowling.
(14:26):
Uh, but we found out that umroller skating is much easier
because you can actually have alot of people there and also
cost efficient.
Um, because once you go to acertain number and each person
is only five dollars a person,so it's very cost efficient
instead, you know, $25 a person.
So then we go to um uh thenApril is National Dog Month.
(14:51):
So with someone that we knowthey have dogs, we you know drop
off uh you know a treat forthem, a doggy treat, if if they
like to have ones.
And then uh May we have uh forMother's Day, which is another
big event, um, the day beforeMala's Day, we bring in all
gosh, about thousand to probably1500 to 2,000, like different
(15:15):
types of flowers from roses tohydrangeas to lilies to you know
to fillers to all that stuff,and um and the any and all you
know, VIP can come in uh todecorate uh a bouquet and put it
in a vase.
And they all love that kidscome in to do it for their
parents, husband comes in to doit for you for their spouse, or
(15:38):
you know, spouse versus spouse.
Uh so it's a really fun event.
They come and we take pictures,we have a drop, you know, we
have a backdrop of all theflowers on it, and then logo on
it.
It's really cool.
Um, that's one of my one of myfavorite events because I really
like that event because it'sreally it's it's it's very nice.
Um then we do and then we doice cream show show for um end
(16:02):
of the school year.
So we normally pick one of theless things and uh and do ice
cream showshow and face pain andall the good stuff, and just
checking on people because nottime each event with different
people come, so we generallytalk to different people because
also we try to do one eventmore guitar, uh you know, family
focused, and some just likeadult, and some just uh really
(16:25):
more focused on kids, so then wecan bring different people on
you know into the events, uh,which is nice, and we can get to
talk to different people.
Um, then July and August, wetend to taper off because people
go on vacations and people uhthe kids are asleep over cam or
summer camp.
And then September we used todo um a back to school uh event.
(16:49):
Uh again, like almost likesomeone who has a pool will do a
back to school like pool partytype of event.
Uh then also in September, lateSeptember, we do a mom's drop
off.
Uh, you know, in the Northeast,you know, we have change of
season, right?
So uh we drop off um a pot ofplants and uh again a VIP
(17:12):
premium, A plus and A uh thatyou know who would like to
entrust us and refer usbusiness, uh or someone who we
think that they could be uheither listing a house and
buying a house to us, uh we alsohave that for them as well.
Then you go to October, so it'slike every like the whole year,
it's all planned out.
There's no so uh you know, oncein a while we add something
(17:36):
new, but we generally this is uhplaybook and schedule.
We have it all scheduled foryou know monthly basis, you
know.
Maria Quattrone (17:43):
So yeah, it's amazing.
Very um, very smart in the wayto stay in front of people, stay
in front of your clients, givevalue, have fun, right?
Simon Kwong (17:58):
Yeah, absolutely.
And you know, we we post themonline so people see it and you
know they recognize how we arevery connected with our with our
client uh or database, uh,because you know most people are
you know doing a lot ofdifferent legion uh you know
that will bring them business.
(18:19):
Uh, but a lot of time peopledon't realize database is
really, you know, in whatwhoever is in your database, you
get you know business in there.
But if you're not staying intouch with them, you know, they
they're just like someone nameon the database if you don't
know them.
You really want to get to knowthem and you know use your CRM
that you can actually put allthe data in and information.
(18:41):
So each time you call them, youknow, you may not talk to them
one month, two months, you know,uh you have all the
information.
But if they're if you're ifthey're your VIP and you know
your A and A plus, you reallyshould stay in touch with them
probably once a month.
Maria Quattrone (18:56):
And then when they're ready, they call them.
Simon Kwong (18:58):
And when they're ready, they know they they, you
know, I mean all all VIP friendsor you know, past client, when
they're ready, they alwaysremember the cost.
And you know, when we talk tothem, say, you know what, you
don't even have to tell us thatyou refer you because we'll
definitely refer to you, andlike when we know someone that's
uh you know, either thinkingabout buying, selling,
investing.
We almost like kind of put intothe mind that they know that
(19:21):
because we we talk to them andwe see them uh so often, and
they remember you, right?
So you gotta remember, yougotta stay top of mind because
again, there's there's so manypeople in our industry, and you
know, we live in a smallcommunity and uh people know
everybody, and you want to beyou know you know the person
that they remember to call.
Maria Quattrone (19:43):
100%.
And you know, and I say thisall the time to with agents,
like real estate can be donedifferent ways, you know.
It depends, you know, you itdepends who your clientele is,
it depends where you live, likewhat things make sense, you
know.
For uh, for example, like wework with a lot of investors, a
(20:06):
lot of people that own multipleproperties.
The pumpkin patch with the it,and we live in the in we live in
downtown Philly, right?
We don't have like big houseswith sprawling yards to put the
pumpkins in.
I'm saying not every noteverything works in every
(20:26):
market.
You have to do that.
Simon Kwong (20:27):
Absolutely, yeah, definitely.
Maria Quattrone (20:28):
We have people in family-oriented market, kids
are going to soccer and they'regoing to day camp I mean night
camp and they're doing thisdifferent, right?
So you have to do you have tofind what your your thing is,
your solution is, and then goall in.
So, and that's what I see withwhat you just explained, is that
(20:50):
you guys went all in on whatyou do and you're dug in on it,
and you have sponsors and youhave systems and you have it all
planned out.
So it's like whatever it isthat you're gonna do and is your
superpower, go all in on it.
Simon Kwong (21:08):
Yeah, absolutely, definitely.
Uh, because you know you'reright, it depends where you are,
where you live, and you know,and what you know, you know your
client best, right?
You know what they get, youknow, enjoy or coming to your
events.
So if you're living in a youknow, area that's all you know
in complex and condos and nogreen grass, you can have to do
(21:31):
something different.
You still can do client events,but it's just you just have to
you know think differently.
And it could be, you know, youcan do movie nights, you can do
uh, you know, at the theater,you can do, you know, there's so
many things that you can thinkas long as you put your mind to
it and but you want to do allin, you don't you don't want to
just dip it in, um, because thistook us you know a while to you
(21:52):
know with a playbook andeverything, so now we have it
perfected, but you really wantto sink your you know both feet
in to make sure that if you dosomething, pick one thing and do
it really, really good, and youknow, and you can see results.
But if you go to 10 differentplaces and just dip your feet in
on everything, it's not gonnahappen, and and you're not gonna
get the result that you want.
Maria Quattrone (22:14):
Exactly.
So it's more about going uhvertical than horizontal.
So you go vertical, heap onsomething, get that going, and
then add and add layer in thenext one.
Yeah, you're not gonna start2026 and you didn't never did an
(22:35):
event and do uh 11 of uh 10events in a year.
Simon Kwong (22:40):
Well, no, if you haven't started, don't do 10, 11
events a year.
You you want to probably picklike you know, you can do it
generally.
I think it's really smart to doquarterly events, so each
quarter you can stay in touchwith your VIP and your SOI and
your you know your A and A plusclient, and then you have item
of value to provide them, likeyou know, um to stay in touch to
(23:04):
have conversation uh with usbecause we know uh you know, we
know uh a database that we knowwe have to do something
different for each of my each ofthe groups.
That's why we do so many ofthem.
But generally, I would suggestthat if you do if you if you're
just starting doing events, youhaven't done it, you want to
stay in touch with your SOI, youcan do two a year, like every
(23:26):
six months, and then you buildup to like and then go to four
four times a year, and then thenyou can see like does it make
sense for you to do more?
We generally gear up a lotstronger for September, October,
November, December, and youknow that every month we do
something because we know thisis the last quarter for us to
start building a business for 20for the next year.
So now we're really buildingfor a 2026 pipeline at this
(23:49):
moment.
Maria Quattrone (23:50):
100 2026.
2026 is is is basically here.
We're at the end of October.
Simon Kwong (23:58):
Yeah, we only we only have a couple more, you
know, maybe a few weeks left todo business in uh you know, in
in this year, uh pretty much uptill Thanksgiving.
Yeah, yeah, or if it's uh ifit's a cash offer and someone
who can get quick uh mortgage,yeah, right just before
(24:21):
Thanksgiving.
You have about two two to threeweeks for the count it out.
Maria Quattrone (24:25):
There's like 35 working days left in before
Christmas.
Simon Kwong (24:31):
Okay, so it make that 30 make that next 35 day
counts.
So that's right.
Maria Quattrone (24:37):
Make that make the make this time count, go all
in on whatever it is.
Simon Kwong (24:42):
Whatever you do, it doesn't matter.
It doesn't have to be so i, itdoesn't have to be clients
event.
Maria Quattrone (24:47):
It could be anything for us.
We do a ton, we do a lot ofexpireds, like yeah, yeah.
So let's go deeper on that.
Simon Kwong (24:54):
Yeah, I can't wait for you to come to speak to my
event on the big about expire,which you you will be, because
that you know that's your that'syour super powerful DJ.
So uh then absolutely that wewant you to talk about it, yeah,
definitely.
Maria Quattrone (25:08):
Yeah, it's and and I say this, you know, we're
all different, we're all uniquein our own way, and we all have
something to share, right, withother people.
And the in regards to like theevents, like something easy for
the people to do, from what Iheard from you, because we did
pie day for years, up until twoyears ago.
(25:30):
Like I had pie day going on for15 years, right?
But two years ago, I got reallymad about the pie day.
And I said, I'm not doing thepie day anymore.
I was really mad.
It was Thanksgiving, and I wasstuck with like 50 pies that
(25:50):
people didn't come and pick up.
And uh I was driving around thecity looking for shelters or
retirement.
Simon Kwong (26:01):
We've done that, we have done that, but now we now
we get smarter.
Now we actually call themadvanced for shelters and say,
hey, by the way, we might havesome pie leftovers and would you
like to take them?
And they say, sure, absolutely.
So we actually know if in casepeople don't pay a pie, we
haven't had that happen lately,uh, because we also donate
(26:21):
donate pies too.
That's another thing I didn'tbring up.
We also try to each event wetry to tie on with some kind of
community, um, you know, donatesomething or you know, so um, so
for Thanksgiving pie, weactually um we call a couple of
different shelters and find outwhat how many pies they need.
And then when we make the phonecall of the people, you know if
(26:43):
they you know if they can'tmake it the event and they say
thank you so much and say, Hey,would you like to donate your
pie?
They are like, Yeah,absolutely.
And then we let them know thatwe donated 100 pies to this
location, dislocation,dislocation.
And they love that.
You know, it's it's really coolto do that.
Maria Quattrone (27:00):
But yes, I think very smart to do in
advance.
I was stuck by myself drivingaround the city in some crazy
outfit I had on, like not crazy,but like not dressed, you know,
like I just rode out of bed andhad a deal with I got a turkey
in the oven and I have 50 piesthat have to get out of my
(27:23):
office.
Yeah, right.
And the thing we tied it tomana, which is a local community
organization who makes pies.
So the pies were like $30, $35a pie.
Simon Kwong (27:35):
Wow, okay.
Maria Quattrone (27:36):
So I was really mad about the whole thing, and
then I nixed the pie.
Simon Kwong (27:40):
I was like, I'm not doing yeah, that's why actually
we do it two.
That's why we don't do it twodays because we do it the the
actual event happened like twodays before, and then the day
before Thanksgiving, that's whenwe remind people and say, Hey,
by the way, you think forgot topick up your pie.
You have the next two hoursfrom 9 to 11 to pick it up.
(28:01):
If you're not picking up, thisis going away, it goes to the
shelter, whatever.
So people say, I'm so sorry,I'm coming by pick up the pie.
Maria Quattrone (28:08):
You know, well, they must be nicer people than
the people who were picking upmine because they had two days
to pick up the pie, too.
Simon Kwong (28:16):
Yeah, so so now do you do anything?
But it's a good it's a goodconversation.
It's like listen, you youwanted a pie and you didn't pick
up, what's going on?
You know, so it's another wayto call it.
Maria Quattrone (28:30):
Maybe this year.
Well, it's coming up in a fewweeks.
Simon Kwong (28:33):
We'd have to do uh we would have to order the pies
now soon, yeah, yeah.
Maria Quattrone (28:38):
Or I can I figure it out, be the solution.
Simon Kwong (28:41):
We do listen, it doesn't have to be pie, it could
be something else, like youknow, whatever you can be like
listen, someone maybe say, youknow what, maybe you could do a
like a mac and cheese like sidedish.
You know what, you want likefree up your time not to make
mac and cheese, call up arestaurant and have all this mac
and cheese over, whatever itis.
(29:01):
Like, think of something that'skind of cool.
I mean, I think that's in theidea.
Um, you know, instead becauseinstead of pie, someone always
liked to have extra thigh, soyou can do like sweet potatoes,
like, oh, they got the pieagain, you know.
Maria Quattrone (29:14):
Meanwhile, then don't take the pie.
Simon Kwong (29:16):
Right.
I mean, they might have theirown pie, right?
So if they they'll have theirown pie.
Maria Quattrone (29:20):
It's all good, it's all good.
Yeah, we do an event.
This we started last year witha uh a charity called Frankie's
World.
They basically are a daycarefor children one day like three
weeks old till eleven, ten.
(29:43):
And they're disabled children.
So um they go to the statecare, they either are dropped
off, most of them are picked upby you know the special buses or
disabled.
Children, people and they giveus a list last year.
(30:05):
I think we had 48 kids of eachkid, their name, the age, and
what they want.
And then we went and wepurchased we invited people to
purchase and we purchased thegifts.
And then we had a party, like alittle event.
And uh then we had them, theypicked up the gifts, and then
(30:30):
they had an event for the kidsthe following week with Santa
Claus and stuff.
But it was a really like wecollected so much so many things
last year.
It was pretty crazy.
unknown (30:42):
Yeah.
Maria Quattrone (30:43):
And then we got gift cards for the stuff that
you know a couple kids thatdidn't they they didn't get, so
they were able to go buy theexact gift.
So every kid got whatever it isthat they wanted.
And some we actually got, Ithink, like they got to end up
getting like a couple differentgifts.
Simon Kwong (30:58):
So that's that's awesome.
Yeah, the other thing that youknow we also do really uh like
we we really involved with acommunity as well.
That's one thing you want to beinvolved with.
That's in if if you do anythingelse, also.
Um speaking of the gift, we weevery year, gosh, I think this
is maybe the 15 years now thatuh we we involve with uh uh um
(31:23):
um it's called caring kids, andit's similar.
They uh we also like you know,we normally get like you know 10
to 15 and to you know kids or20 kids, and you know, they are
all kind in a you know um in asituation that they're not able
to um you know uh have a greatyou know holidays.
(31:44):
So we provide you know fromwinter jackets to you know
wherever that's on the wishlist, we try to get them.
Sometimes those items arepretty crazy, but uh we try to
manage to get some of thoseitems, and uh and we go and wrap
all the gifts, and uh it's justamazing.
It's a great feeling that youcan give back to the community,
right?
Um the other thing also wereally in where we live is
(32:08):
education.
So you know, everywhereeducation is very important,
right?
So we are involved with um atfoundation, which is a local uh
organization.
I was actually one of the um uhco-presidents a while back on
it.
Uh, it's raising money for theschool system, and we have give
back uh millions of millions ofdollars uh based on fundraising.
(32:30):
So we stay um throughout theyou know the last gosh uh 10-15
years being the sponsor.
Uh they have this event thatthey uh that they do in
September.
Uh we always sponsor it, and wehave a booth, and you know, we
just have give out all swag itemand just be visible, and uh it
it's people see it that weinvolve, and that's really key.
(32:52):
You want to be involved withthe community too.
That's that's really important.
Maria Quattrone (32:56):
Yeah, I think some type of charity
involvement, communityinvolvement is always a good
thing to do.
Absolutely, and pick somethingthat you know that you feel good
about, not just because youknow somebody asked you to do
it, but yeah, pick somethingmeaningful, absolutely.
(33:17):
Yeah, something meaningful.
Well, Simon, you've been awealth of knowledge today, and
thank you for your time and forbeing the solution with the Lux
Life Group and all the greatideas that you shared.
I'm sure that um anyone who islistening to this, you're gonna
get some really great nuggets.
So get a pen, paper, and writethem all down and then execute.
Simon Kwong (33:44):
Yeah, you got just pick one.
You know, you haven't done one,just pick one of the van.
Just start start with one, thengo to two, go to three, go to
four.
Maria Quattrone (33:52):
And that's it.
But go all in.
And that's how we do it.
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