DO NOT PRINT! These are just instructions and tips! MY PERSONALIZED FLIP CHART by SD Linda Johnson

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1 DO NOT PRINT! These are just instructions and tips! MY PERSONALIZED FLIP CHART by SD Linda Johnson To help you, the following are instructions on how to hold a class: Opening, Body, and Close. I believe this will help you customize your Class, making it and your flip chart your very own! The price of success in this business is the Skin Care Class. A Full Circle Class helps you to maximize your time, giving you the best results. The 3 B s in Full Circle are BASICS, BOOKINGS, & BUSINESS PARTNERS. That s what you re wanting from every class. These Flip Chart notes will help you to accomplish the 3 B s! ASSEMBLY DIRECTIONS (This page does not go in the flip chart itself) 1) Print out all the pages. You will be cutting and pasting on some of the pages and at other times adding complete pages. I ve tried to make it as clear as possible but don t hesitate to call me. Cut them out to fit the flip chart page along the light grey lines, making sure to cut off the right side, so it does not cover the pictures that show you what they re seeing on the front side. (I also have this Flip Chart saved in Publisher so you can revise it.) 2) On front of Flip Chart: I use the front of the actual flip chart from the company. Once you unwind the first wire loop, you will easily be able to pull it apart. Page 1 you will need to copy this in order for it to work in the flip chart. Page one is the script side. Page 2 Hostess Program Tip: Use photo quality/glossy paper. It looks more professional Pages 3 7 are all new pages I have added. Page 6: I tape my current Star Prize I m going for and my Seminar Goal/Prize.

2 Pages 8 14 (flip chart pages 2, 3, 4) are from the flip chart. Page 8 is the Mary Kay picture from page 1 that you made a copy of. The only thing I add is on page 13 (flip chart page 4), after talking about the guarantee, I talk about no more makeup graveyard. Page 15 (flip chart page 5) Page 16 is flip chart picture of miracle set. Page 17 is flip chart page 6. Page 18 is flip chart picture of cleanser. Page 19 is flip chart picture of day/night. Page 20 is flip chart page 8, no changes. Page 21 is flip chart picture of timewise moisturizer. Page 22 is flip chart page 9 Page 23 is flip chart picture of foundation. Page 24 is flip chart page 10 no changes Page 25 is a new page, picture of miracle set. Page 26 is a new page. Page 27 is flip chart picture of benefits. Page 28 is flip chart page 11. Page 29 is flip chart picture of custom compact. Page 30 is flip chart page 12. Page 31 is flip chart picture of 2 women. Page 32 is flip chart page 13. Page 33 is flip chart picture of ultimate miracle set. Page 34 is flip chart page 14. Page 35 is flip chart picture of imagine your new vision of beauty. Page 36 is flip chart page 15. Add at the bottom to finish with Satin Hands.

3 Place this page where it has set up tips, BACK COVER CLASS PREP (from SSD Melissa Mays) BOOK: If booking from a class...be sure that she filled out the back of her Customer Profile Card with the 5 names and numbers. I use this list to pre-profile (call her guests and get them excited about coming by asking them the questions on the profile card and building a rapport). Even if she does not get her guest list to me, I can still usually get 2 out 5 people to show, ensuring that the class holds. COACH: Give her a *Hostess Packet and go thru it with her at the time of bookingl You will establish what her sales goal is by totaling up all the products she didn t purchase that night. This info should be on the back of her Profile Card. Be sure to send her a Thank you card. You want to remind her of her date and the FREE products & gifts you are excited about helping her to earn. SELL: Be sure to have enough Ultimate Miracle Sets for everyone at the class. People will wait on color, but you really want to send them home with their Skin Care that night. I like to have a new filled Roll-up Bag to show during my class closing. If there s room, I put it in the middle of the table for them to stare at all thru the class! RECRUIT: 4 Point Recruiting Plan: 1) Ask your Hostess before the Class, Who do you know that s coming tonight that would be good at what I do...how about YOU? 2) Tell your heartfelt, enthusiastic I-story. Tell why you began your business and what it means to you. 3) Select at least one person to share more about the opportunity with. You can plant seeds by sending guests home with a CD/Brochure and scheduling a time to pick it up, preferably at their Personal Makeover Session. I offer a 50% off product for listening and returning the CD to me. 4) Offer a gift to anyone who refers someone to you that becomes an ACTIVE Consultant on your team. I offer a $50 Mary Kay Shopping Spree. CLASS SET-UP Ask the Hostess where you ll be conducting the Class. Set a beautiful table. You may want to use a large Pink or Black table cloth and put the Roll-up Bag in the middle if there s room. I also like to put the Hostess Gift she s working for out there as well. Set up your office, where you ll be doing your 1 on 1 appointments at the end of the class. Have your tote bag with your Hostess Packets, Money Bag, Calculator, etc. Remember during your 1 on 1 to sit facing everyone so your guest will have her back to them. This keeps her from being distracted. Do MicroDermabrasion on the Hostesses one hand. Have her do this for her guests as they arrive. Then you can bring them over to the table to fill out their Profile Card. Fill their tray with the appropriate Skin Care and foundation. *Hostess Packet includes: Look Book, Hostess Brochure, Team Building Brochure & CD, 5 Sales Tickets, & 10 Class Reminder Postcards.

4 Tonight I will be helping the Hostess with her customized look. I will teach her how to apply it using our Professional Brushes. You ll be doing your own makeup tonight but everyone here will receive a personal makeover session with me and I ll show you what colors to wear and how to apply them. When we get together at the end for your individual consultation to discuss your beauty needs and questions, we can schedule your glamour appointment at that time. Page 1 I insert this in the 3rd paragraph, right after you ll try more great Mary Kay products, covering the rest of the page.

5 The Perfect Gift For the Perfect Hostess Have a Perfect Class! $200 in Sales $200 2 Bookings

6 Now I d like to share with you what gets tonight for being a Hostess! I want you all to relax and have fun because there is no purchase required. Just for sharing me with her friends & family, our Hostess will receive $75 in product for only $35! That s $40 in FREE product! Or, she could earn up to 20% of her total sales in FREE PRODUCT, whichever ends up being more. If you are tempted...and I know you will be...i have the products here with me so you can have them tonight! Just so you know, I take VISA, MASTERCARD, DISCOVER, CHECK, CASH and H.U.P. (H.usband U.nawareness P.lan.) Now, let me tell you about the PERFECT HOSTESS GIFT. She can also earn one of these fabulous gifts; Lighted Mirror, Roll-up Bag, Brush Collection, or our Featured (currnet/past) Hostess Gift, when she has $200 in sales and 2 bookings. Page 3 New page

7 Page 4 new page Hostess Contest March 16 June 15, 2010 Hostess Recognition Will be held July 12, :30 8:30 Best Western Bedford, PA and July 14, :30 8:00 Linda Johnson s Home 280 W Whitehall Rd State College, PA January 1 December 31, 2010 Top 10 Customers Earn a prize from me! Top Customer Earns this!!

8 And finally, she will be invited to attend out Customer Appreciation Night at the Best Western in Bedford and will have the opportunity to win a treasure chest full of the Mary Kay products she loves! Now anyone who purchases products tonight will also be invited and be able to participate in the product giveaways but only will have an opportunity to win the treasure chest unless you also become one of my hostesses! Now let me tell you what I have in place for all my customers. You receive gifts with purchase all year long and 5% back of what you spend with me for the year at my annual Christmas party! If you are one of my top 20 customers, you get a Christmas present and my #1 gets this gorgeous Sterling Silver CZ Cluster Ring! Are you excited? You can shop with me 24/7 on my website and there s no charge for shipping or delivery. I will also mail you our catalogue called The Look each quarter, which includes FREE samples of the new products. Who loves free samples? You get me a couple times a year for a Check-Up from the neck up, where I make sure your products are working great and you re foundation shade is perfect. What a lot of my customers do is get back together each quarter and they take turns being the hostess and receiving the hostess credit! Plus, you invite a few new friends because that will help to build your hostess credit. You will see what s new, learn some new tricks, and just have some girlfriend FUN! Who loves fun and free product? Page 5 new page

9 This page to attach the pictures of what you are working for. Page 6 new page

10 And speaking of recognition and prizes, here is the prize I m working on right now and by you being here tonight, you are helping me to earn it! Thank you! Now I would like to tell you a little about me and why I love doing what I do. OK, how many of you could get excited about taking home a FREE gift tonight? Every time you ask me a question about the products or the opportunity, you will receive a ticket towards the door prize. So here s your first ticket just for coming and because you re cute and because I like ya! Page 7 new page

11 Page 15 (flip chart page 5) I add this right after we all want beautiful skin, right? The Mary Kay products work with the natural process of your skin. Your skin is constantly regenerating itself, and our products just speed that process up. When you re young your skin regenerates in 24 to 48 hrs. Mature skin can take up to 120 days! Now, look at your skin in the mirror and think about this: how old you are is your business, but how old you look is mine. What we ll be doing over the next 30 minutes will only take a few minutes to do in the morning and evening. You ll see results in three days, three weeks, and three months that you will love. Doesn t that sound great?

12 Write at the bottom of page 17 (flip chart page 6) Look at the before/after pictures on page 7. Could you get excited about those kinds of results? Page 7

13 Insert on page 18 (flip chart page 7) after asking if everyone is ready. You won t have room to write the whole thing out but you can write key words that will remind you what to say. Page 9 First, let s remove your eye makeup with our OF Eye Makeup Remover. It removes waterproof mascara easily. It s safe for contact lens wearers. Leaves no greasy residue. I have a question for you and answer honestly (smile)! How many of you go to bed with your eye makeup on? Well, here s why you don t want to do that! Mascara is a breeding ground for bacteria and when you leave it on at night, you end up with little eyemites that live in your lashes! So this even gets rid of those! We call this the critter-getter! Have them put on Satin Lip Mask. Have them remove this when they remove their cleanser. Then apply lip balm. With the day and night, have them apply day to 1/2 of face and night to other 1/2 of face them ask them if they feel any difference between the two sides of their face.

14 At this point, I m going to also let you try the TimeWise Firming Eye Cream. It helps with dark circles, firming, and minimizing fine lines & wrinkles around your eyes. Use your ring finger to gently apply. Page 22 (Flip Chart Page 9) I add this after patented complex.

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16 Research shows you will achieve better results when you use the TimeWise Miracle Set together, which are the products that give you those great results that we looked at on page 7. No one else offers 11 benefits for aging skin like the Miracle Set. This set is 90 plus your choice of foundation. You can only obtain these 11 benefits by using these products. The miracle set is like a foundation of the house and the supplements are the walls, floors, ceilings, and decorations. With our environment, sun protection is incredibly important. It is the number one benefit and will protect against future damage. You can start using this set of products at the age of 20. Page 26

17 Page 28 (Flip Chart page 11) I read the first sentence only and then add this. Some of these you have already tried. One product not pictured that I want you to know we have is the TimeWise Replenishing Serum C. This product is the most powerful anti-oxidant we have in our line. It helps to support collagen & elastin giving the skin a more lifted, youthful appearance. We have an Even Complexion Mask that instantly brightens the skin as well as being a luxurious moisturizer. I will be giving you a Look Book at the end and you will see we have many more supplemental products available. When we get together for your individual consultation, we can talk about which products you would like to try at your follow up appointment. And don t forget that there is a 100 percent satisfaction guarantee on all Mary Kay products.

18 Turn to page 14 in your Beauty Book. Tonight you ll be trying a Neutral Look. It looks great on everyone! This will be the hostess s special time and I will be working with her one on one to teach her how to apply her color. My goal today was to introduce you to Mary Kay skin care. At your Personal Makeover Session I ll Create a Look for you like I did for the Hostess. She ll be using the Brush Set and has both liners & gloss to complete her Look. I ll also use the Bronze Highlighting Powder on her which gives you this gorgeous glow! Page 30 (flip chart page 12) I cover the first 3 bullets of the flip chart with the top 2 bullets on this page. I add the bottom bullet at the end of the page. Just follow the instructions on your card. I like the Advanced application. Here s a tip for the lipstick...peel it off your card and remove the plastic. Now, blot your lips on it.

19 Page 32 (flip chart page 13) I read the first two bullets on the flip chart and then cover the rest of the page with this. Do you know the compliment that would make me feel good? That you would trust me enough to share your friends with me. If you are willing to share your friends with me, then I know that you had fun tonight and that you liked me! Who comes to mind, had they been here, they would have had fun and enjoyed what we did? Write their names on the back of your card. It s question #4. I will treat them to a complementary facial & makeover in your name. This can also be the start of your guest list if you choose to share your appointment with some friends. Use your cell phone to find their numbers! Anyone who gives me 5 names and phone numbers, will receive a little goodie bag that has chocolate in! I m going to give you about 2 minutes. Now everyone gets a goody bag for 5 names and numbers, but whoever is done first, will get an additional prize! (after this is done, play ticket marketing and then close.)