03/16 Version, Created by SNSD Julia Burnett, Photos edited SD Melissa Linton Credit due to the countless women who pioneered the way & whose words

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2 03/16 Version, Created by SNSD Julia Burnett, Photos edited SD Melissa Linton Credit due to the countless women who pioneered the way & whose words have been passed down through the years. Thank you to Cindy Machado, Diana Sumpter, Jenna Larson, Roya Mattis, Julie Weaver, Lisa Madson, Amy Kemp, Pam Shaw & Leah Lauchlan.

3 Kitchen Coaching: When you arrive at least 30 minutes early: 1. Give sincere compliment & gratitude to Hostess nice to find something in her home to compliment 2. Set up your 1-on-1 Station (away from table) money bag, calendar, hostess packets, team building packets, sales tickets, and calculator. 3. Ask the hostess who s coming today? who would be good doing what I do? (just listen), What about you? Have courage to ask, just listen, don t respond or try to overcome any concerns, just respond with, Well, just watch me today and see if you think you would ever want to learn to do what I do, I think you d be great! 4. Discuss hostess s colors she will use during the color segment (new consultants: use color card) 5. Set up the table 6. As guests arrive, greet each one with a double handshake (firm grip shows confidence, 2 nd hand on top of hers shows gentleness, lower your body a bit in honor) & use her NAME as you say,, so nice to meet you. 7. If you choose, allow your guests to try the Satin Hands Set and have them find a seat, & encourage them to fill out their profile care before you get started. Welcome & Introductions (start on time as much as possible) Alright, so glad you are here! First, I want to say thank you to (the hostess). I genuinely appreciate you for gathering some of your most fun friends around the table. I love (something you love about her). I had a big goal of & agreed to help me with that and I m so thankful for your support. As a thank you to (hostess) I d like to present her with her gift; this gift is a thank you for having me over and sharing me with your friends, which is a HUGE compliment to me! (Gift=sampler minis, PCP gift, discontinued product wrapped cute). Now, I want to know what you love the most about (name) our Hostess with the Mostess? (round robin)

4 Fragrance Free White Tea & Citrus Soften, Scrub, and Moisturize

5 Satin Hands Set Fragrance Free and White Tea & Citrus Did you gals love trying the Satin Hands set? Those are two just really WOW products one of our best sellers and you can see why, right? I love the satin hands set b/c.

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7 Agenda This will take about an hour & I promise you, you are going to have FUN & your face is going to feel AMAZING! 1st...We are going to play a few quick games throughout the party. 2 nd You ll get to try the Ultimate in Skin Care. We aren t going to do that much color, we are going to focus on your skin feeling amazing, & give you just enough color to get you out the door. 3 rd...at the end, you ll get me all to yourself (over there) where you can ask me any questions you didn t want to ask in front of the group, and we can explore what you might want to take home & we can talk about times for your color consultation Pass the sample bag game for 2 nd Appointments This is the first of two appointments you are entitled to as a Mary Kay customer, at this first appointment, we just focus on skin care & super light color. At your 2 nd appt, you will get a customized color makeover & you also get to try the Mary Kay Brush Set. That s what (hostess) is going to get to do & you can also share your 2 nd appt with some friends, like she s doing and get some FREE PRODUCT as well. SO because I just LOVE to give away goodies, and I know you just LOVE to receive them, right? I have a little reward for you to remind you about that 2 nd appt. Here s a little goodie bag of samples & each time you hear me say 2 nd appt, pass the bag - & whoever ends up with it, gets to take it HOME, deal? OK so let s practice. (make up a sentence So today we are going to focus on skin care, but at your 2 nd appt we can do more advanced glamour. ) So, I d like to meet everyone. Tell us your name, how you know the hostess, and when was the last time you tried Mary Kay products?

8 Picture of you before Mary Kay Picture of what attracted you to Mary Kay Picture of your why in Mary Kay Picture of your goal/prize

9 Short 1 minute I-Story (just the basics, you will weave more of your story into the Ticket Game) (Sample) I have been building my business for. (if under a year say less than a year ) Before MK (a line or two about your life before) show a picture of you before MK & I was attracted to Mary Kay because..& yet I was fearful b/c But what I have found. Some of what I love the most about my MK is.. & my current goal is.. Use this section to write it out:

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11 Did you know I love to play games!!! I want this to be FUN & interactives, so I am going to reward you with TICKETS throughout our time together just for asking questions, making comments, and laughing at my jokes. And you WANT TICKETS because I have a gift card for you to SPEND at your 2nd appt for whoever ends up with the most tickets. So is anyone here really competitive? Why wash your face with Mary Kay.. I d love to share with you a little more about Mary Kay, so you are equipped to make great decisions. TICKET What % of purchases in America do women have control over? (80%) That is a lot of power when we take our consumer dollars and invest in products, people and companies who align with our value system, but most of us just buy certain products out of HABIT & we don t think about where our money is going. I don t know what other cosmetic companies do with their money, but I do know what happens when you choose to wash your face with Mary Kay products. Mary Kay, Inc. is a company created by a woman, where women could be paid what they are worth without sacrificing their priorities of God 1 st, Family 2 nd, and Career 3 rd, and living by the Golden Rule So, when you wash your face with Mary Kay, you are directly investing in a locally owned small business and impacting her dreams, her family & her community? In fact if you choose Mary Kay products today you are investing in ME & my dreams (share how Mary Kay will impact your life, family, mission, etc). Did you ll know Mary Kay Ash was a real person? She has been voted as the most influential female entrepreneur in American History*. I am so proud to be associated with her company. (by Baylor University)

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13 Did you know that Mary Kay is a private family owned, 100% debt free company, celebrating 50+years with well over 4 billion in global sales a year and extreme brand loyalty? Did you know that when you wash your face with Mary Kay, 5100 employees here in the U.S. not to mention a worldwide sales force of over 3.4 million in 35 countries say thank you. You are helping them get up every day and design their dream life. Did you know that when you wash your face with Mary Kay, you can be proud of our environmentally friendly company, "PINK DOING GREEN," and that the majority of our products are manufactured right here in the U.S. Our manufacturing plant in Dallas and our 5 distribution centers in the U.S. are Net Zero Waste facilities & have been for YEARS. Our compact exchange program has resulted in the 400,000 trees being planted and MK has built 13 nature explore classrooms around the U.S. Did you know that when you wash your face with Mary Kay, there are women and families safe tonight in shelters all across the US, because of the $3 million/year we donate to Domestic Violence Shelters around the country! We also donated over 1.2 million to Cancer research to eradicate cancers that affect women. PLUS our newest partnership is called Love is Respect. This is a 24/7 text to help hotline where a young girl can text loveis to and there is someone on the other end of that hotline to explain what a healthy relationship looks like.

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15 Globally [Did you know when you wash your face with Mary Kay, you are helping us stop animal testing in China! We were one of the 1 st cosmetic companies in America to issue a moratorium on animal testing & none of the products you are using today have ever been tested on animals. In China, we are actually the leader in educating the Chinese Government on alternative ways to test cosmetics. You can be so proud to be a Mary Kay customer.] * Did you know that when you wash your face with Mary Kay, there are families impacted all across the globe? There are so many stories, but one of my favorites is from China. At an event where new National Sales Directors came together, the #1 National Sales Director in China was asked why she thought Mary Kay was growing so fast in China. Her response was because of the money we make in Mary Kay, we can have more than one child That is mind blowing isn t it? Now I know there are a lot of other products out there you could wash your face with, but I m not sure there are many other places where you could help make THAT kind of an impact in your LOCAL, national & global community, b/c the CONSUMER is king - so just something to think about as you ponder being a MK customer. After hearing all of this, what was your favorite part about the Mary Kay Company? (GIVE TICKETS for speaking out LOUD) Ticket Game Really quick: for a TICKET - I m going to give you a letter & you re going to find something in this room that starts with that letter & every letter is going to stand for something about Mary Kay Ok so the first letter is. M M- stands for MONEY

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17 M MONEY What would you do with an extra $500 a month? (Give a TICKET to each person who speaks) For a TICKET what % commission do we make on the product? (50%) so that means I buy this product (pick one up) for $1 & sell it for $2 so I make ½ of what I sell. A lot of women become a part of MK to make extra $. Many households are getting squeezed, where as time goes on you don t get a raise, yet expenses are increasing so families are getting SQUEEZED. Many gals begin a MK biz, just to bridge the gap, make extra money to pay off student loans or to have some extra $ for the family to do fun things, or just SHOE money! Lol! Then women see that their Mary Kay can become a CAREER or can offer them FREEDOM. Sometimes, people will ask, can you really support yourself from Mary Kay? My (National Sales) Director s (Director s) highest commission check for one month has been ($23,000)_. There are women all over the place making six figures in MK. Ok next letter is. R R stands for Recognition and Rewards

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19 R RECOGNITION & REWARDS When you walked into work yesterday, did your co-workers give you a standing ovation? Yay! She s here!! Mary Kay Ash always believed in praising a woman to success. She felt if a woman s best qualities were spotlighted then her weaknesses would diminish & her confidence would grow. She also believed in rewarding women with Cinderella-type prizes, items most women would never buy for themselves and creating EXPERIENCES & MEMORIES. I have found so many women graduate from college & then get so consumed with their careers/families that they wake up one day and realize they ve kinda lost themselves. MK is such a fun way to CONNECT with like-minded positive women and to be recognized for a job well done. They believe in it so much, in fact, that they reinvest ½ of our profits into rewards & recognition for the sales force. Ok next letter is. S S stands for self-esteem training

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21 S SELF-ESTEEM training Wouldn t you agree, if you are CONFIDENT & have a healthy self-concept & are surrounded by SUPPORT you can accomplish just about anything and make GOOD choices, right? Mary Kay, in my opinion, is just about the best self improvement program out there. Because we are COACHED by other leaders who have gone before us, and who can help us navigate being our best self. Mary Kay is just about the safest place for a woman to fall down and stand back up again b/c the COMMUNITY of Mary Kay is filled with wise & loving business leaders. We do COMMUNITY really, really well & we have a COLLABORATIVE CULTURE not a COMPETITIVE ONE. Ok next letter is. C C stands for Cars

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23 C CARS You can earn the use of a car in Mary Kay! How crazy is that?! You can take the car Chevy Cruze LT Hatchback (where they pay for most of the insurance) or $425/month cash. Which would you take? (have them share and give a TICKET for speakers) The cars are always changing, right now they have a Ford Fusion and Chevy Equinox, & of course the famous pink Cadillac or $900 a month cash. I mean, what if I could go into your on-line banking & just delete your car payment or your insurance payment? Ok next letter is. W

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25 W WATCH WHAT I DO & SEE IF YOU THINK YOU D EVER WANT TO LEARN TO DO WHAT I DO? Mary Kay Ash always said there s a future beauty consultant sitting at each party so I wonder who do you ll think it might be? (they ll either all look at you or all point to one person just laugh & say) Well, you never know just watch me today & see if you think you d ever want to learn to do what I do. I am building the most INCREDIBLE Team of women in all of (your location/state/breaking a record). I am looking for women who (fill in your adjectives.are excellent or who want to BE excellent, women who love God or who WANT to love God, I am looking for women who know they have untapped talent, untapped potential who are just looking for the right opportunity to run on, women who know they want to max out their life experience & who are looking for freedom. One of the things I am working on is to earn the use of my MK Career Car & to do that, I m looking for 12 women this month who would give me their OPINION of the MK opportunity, fully knowing that it won t be for most of them & I m totally OK with that. We can discuss how you can do that at the end. Ok next letter is. A A stands for Advantages

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27 A ADVANTAGES Lots of tax advantages in working from home, the FLEXIBILITY of MAKING MY OWN SCHEDULE (give super short personal example) & BEING YOUR OWN BOSS, I get to call the shots Who has ever thought, I would be a better boss than the one that I have? I think I m a pretty great boss of me! Ok last letter is. B B stands for Benefits

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29 B BELIEFS This is what I really want you to know about Mary Kay we are based on the Golden Rule, which is treat people the way you want to be treated part of that is we don t steal other MK Customers b/c we believe in ABUNDANCE vs. SCARCITY mentality so we believe there s plenty of women with skin out there that we don t have to go stealing people s people. We are proud to attempt to order our lives by living out the values of God 1 st, then family, then our career We believe that lives work more in harmony when lived in this way. & I don t know about you, but before MK found me my life was. So, let me ask you this out of everything that I shared with you what 1 or 2 of those things stands out to you the most? (would it be the money, the recognition, the cars, the beliefs.) (give TICKET for those who speak)

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31 Hostess Program So, our Hostess is being rewarded with up to $100 of MK for choosing to share her 2 nd appt with some girlfriends. This is one of the many perks I love about MK MK allows you to EARN it for FREE. I could never walk up to the counter in a department store and say hey, what could I do for a big discount? or Any way I could get that for free? But in MK, if you just choose to share your 2 nd appt with some girlfriends, I can support you in getting every product you ever wanted at a discount or for free. Also, your MK has a 100% guarantee so any MK you take home with you & later decide you d like to swap it out b/c it wasn t the right formula, or you needed a different color just let me know & I can exchange it all day long - & I m not out any $ and neither are you! How many of you have a drawer of Makeup mistakes? I did too before Mary Kay but with that guarantee, the company wants to make sure that every dollar you spend with MK, that you END UP with a product you absolutely LOVE!

32 Before After 12 weeks

33 MIRACLE SET 3D How old you are is your business, but how old you look is mine. Whether you re 17, 90, or anything in between, we all want beautiful skin, right? Now it s time to experience what I like to call a miracle. The TimeWise Miracle Set 3D is an innovative collection of age-fighting products that work together to deliver the benefits you need for younger-looking skin. This four-product regimen uses the latest skin care science to deliver younger-looking skin for all skin types, including sensitive skin. The regimen includes a 4-in-1 cleanser. The four benefits are Removes complexion-dulling impurities, leaves skin feeling clean, leaves skin feeling exfoliated, leaves skin looking brighter. There is also a day cream, night cream, and an eye cream. Did you know that only 20% of visible skin aging comes from the natural aging process? The rest is caused by our lifestyle and environment. Things like UV rays, air pollution, smog, car exhaust, soot, lack of sleep smoking, stress, and diet can also contribute to skin aging. Let s take about what a three-dimensional approach to skin aging means: First, it DEFENDS against age-accelerating free radicals on skin with multiple antioxidant benefits. Antioxidants are your best defense against these free radicals. Second, it DELAYS the look of premature skin aging with UVA/UVB protection and the exclusive patent-pending Age Minimize 3D Complex. Finally, this set DELIVERS visible improvement of multiple signs of aging in just 4 weeks, including: 1. Fine Lines 2. Wrinkles 3. Resilience 4. Luminosity 5. Smoothness 6. Softness 7. Overall appearance

34 Gently Removes Eye Makeup Including waterproof Mascara without pulling or tugging the delicate skin in the eye area. Formula does not leave skin feeling greasy.

35 Eye Makeup Remover Gently removes eye makeup, including waterproof Mascara, without tugging or pulling the delicate skin in the eye area. Formula does not leave skin feeling greasy. Clinically tested for skin irritancy and allergy. Suitable for contact lens wearers Suitable for sensitive skin and sensitive eyes Hypoallergenic, oil-free, and ophthalmologist-tested (Squeeze the eye makeup remover onto a cotton pad for each guest. They can use both sides.) I love the eye makeup remover so much because.

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37 Timewise 4-in-1 Cleanser Are you ready to pamper your face? Great! I m going to take you through the five essential steps now, starting with the TimeWise Aging Minimize 3D 4-in-1 Cleanser. The cleanser comes in two formulas: one for normal-todry skin and one for combination-to-oily skin. We will choose what is best for you today, and at your 2 nd appt I will follow up with you to make sure it is working for you. How many of you don t necessarily wash your face before going to bed? Before Mary Kay, I didn t always do it either. But someone told me to think about my glasses or my car windshield. Think about how dirty those get in one day. That same stuff is coming in contact with your skin, and you don t even see it. Then you go to bed, you re rolling around on your pillow, you wake up and that dirt and grime is still there. So, you want to make sure you re washing your face twice a day, morning and night, especially before going to bed. True or False? I don t live in a polluted city, but I m still impacted by pollution. True. Surprisingly, just because you cannot see pollution does not mean it s not present. Some air pollutants are known to circulate globally and are deposited on land and water far from their sources. Now, use your facial cloth to wet your face. Make sure you thoroughly wet your skin. Now go ahead and apply the cleanser to your face, avoiding the eye area. Rub upward and outward in small circles. For a TICKET, who can tell me why we should go upward & outward? (against gravity). As you apply the cleanser, you re thoroughly cleansing your skin without stripping it of its natural moisture. You re also getting the combined benefits of three essential skin care steps: cleansing, exfoliating, and freshening. Plus, the added benefit of skin looking brighter. You re also preparing your skin for the benefits of your skin care step. When you re finished, just remove your cleanser with the wet facial cloth.

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39 Microdermabrasion Now you to get to use the MICRODERMABRASION. This is a 2-step process that IMMEDIATELY REDUCES the appearance of FINE LINES & SMOOTHS skin s texture and Step 2 the PORE MINIMIZER tightens the look of pores & immediately minimizes them. Plus, the results get better over time. (Have the guests get 1 cheek as wet as possible with their washcloth and massage the Microdermabrasion Step 1 in a circular motion for seconds before rinsing. Make sure their cheek is dry before applying Step 2, the Pore Minimizer, to the same cheek.) Step 1 is not a cleanser. It s meant to be used after you wash your face, so that it can remove dead skin and clear pores. Always use Step 2 following Step 1. This treatment is meant to be used 2-3 times a week. I love Microdermabrasion SOOOO much b/c.

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41 TimeWise Age Minimize 3D Day Cream SPF 30 Broad Spectrum Sunscreen and Night Cream Now let s talk about wrinkles. I m going to guess that no one wants them, right? Mary Kay scientists have formulated breakthrough science that can help delay the visible signs of aging. TimeWise Age Minimize 3D Day Cream and Night Cream are critical steps in your skin s future youthful appearance. We ll start with TimeWise Age Minimize 3D Day Cream SPF 30 Broad Spectrum Sunscreen. True or False? I don t often work outdoors or vacation in the sun, so my UV exposure is limited. False. UV exposer can be sneaky and cumulative. Minutes add up when it comes to UV exposure. A daily commute seated next to tinted windows or walking the dog might not be the same as sun bathing but can still expose your skin to UV rays. If anyone has SPF sensitivity let me know we have a non-spf formula as well. Everyone, go ahead and apply that to your face now in an upward and outward motion. As you ll notice, a little goes along way! Start with a small amount, you can always add more! You ll use this every morning right after cleansing. The day cream re-energizes skin s natural, youthful glow and helps improve the look of fine lines and wrinkles. It helps even the look of skin tone. Skin looks more vibrant throughout the day. It moisturizes for 12 hours. I love Day Cream because. Next, TimeWise Age Minimize 3D Night Cream. Normally, you apply it to your face in the evening after you cleanse. But I want you to see what it feels like, so let s apply it to your neck. Did you know that your skin rebuilds its reserves at night? So, this Night Cream keeps working while you rest, giving skin an extra boost of antioxidants. You can awake to skin that looks healthier, rested and more radiant. Also, it re-energizes skin s youthful glow and helps reduce the look of fine lines and wrinkles. It helps the skin look firmer. Skin looks healthier and feels rejuvenated. It moisturizes for 12 hours. I love Night Cream because.

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43 TimeWise Age Minimize 3D Eye Cream The fourth product in the Miracle Set 3D is TimeWise Age Minimize 3D Eye Cream. True or False? The delicate eye area can give away our age before we re ready. True. Because the skin around the eye area is very thing and fragile, any damage or distress is more visible, more quickly. That s why you need a targeted solution for eyes. You re going to want to use your ring finger to gently pat the eye cream around your eye area. Apply underneath the eye and along the brow bone. Doesn t that feel great? This eye cream not only makes your skin feel intensely moisturized. It also helps improve multiple visible signs of aging and fatigue: appearance of dark circles, appearance of undereye puffiness, appearance of fine lines and wrinkles. Plus, it absorbs quickly, so you don t have to wait long to apply your makeup! You want to make sure you re using TimeWise Age-Minimize 3D Eye Cream morning and night. It maintains moisture in the eye area for 12 hours so when it s used twice a day, you get 24 hours of moisturization! Doesn t your skin feel amazing?

44 Step 1: Gently exfoliates to soften and smooth, polishing lips to perfection Step 2: Deeply moisturizes lips and leaves them feeling nourished

45 Sugar Scrub (Have them apply in circular motion while you re describing it) Is anyone here addicted to chapstick? A lot of lip balms have ALCOHOL in them which dries out your lips, so you have to keep putting it on. Satin Lips helps to actually cure chapped lips, not just soothe them b/c it gently exfoliates the dead skin cells & deeply hydrates. One application of the BALM is CLINICALLY PROVEN to HYDRATE for at LEAST 6 hours which is crazy! I can put it on my lips at night before I go to bed & I can still feel the results of it in the morning. Referral Game Fabulous Game (you decide what you want to offer based on the group &/or your desire for more bookings can offer OFEMR/Mascara for ½ price only if you like) Okay so we need to let that set momentarily while we play another quick game! (hold the sheet close to you, like it s precious to you) OK we re going to play a game, it s called the FABULOUS GAME & it s for FABULOUS women so who here is fabulous? You re going to get a chance to get a FREE EYE MAKEUP REMOVER or a FREE MASCARA so who could get excited about that? I m going to pass this out, here s the 1 st thing I want you to do write your NAME and next to your name write down which you would choose? Would you take the mascara or the eye makeup remover? Then I ll explain the game. (wait) So who wrote down eye makeup remover? Who wrote down mascara? Every single one of you have the chance to get this - So here s how you can get it I m working on a huge goal (earning the use of my MK career car, booking X number of appts this month, working on getting a promotion in MK) & I m going for it! & I need some help from you ll so YOU GET TO GIVE GIFT CARDS AWAY, so you give away gift cards to whoever you want in your life, they have to be over 18, not have a consultant and they have to be NICE lol! I m going to give you a FEW MINUTES to fill out as many names as possible, but by the time you leave today, if you have filled out ½ of the sheet (that s only 10) then you can get a ½ price eye makeup remover/mascara if you fill out the ENTIRE sheet you get a FREE ONE. So, pull out your phones, you can even cheat and use your phones, so I m going to give you one minute to get started. (you may choose to play a fun song during this time) (while they are filling out the referral sheet match them for the correct shade of CC cream and squirt some into their tray. If no one is writing just move on to CC Cream. If one person is writing let them continue for a bit.) Take off lip mask and apply Lip Balm A friend of mine used to say, The only thing wrong with Mary Kay is that it lasts FOREVER that lip balm will last & last & last & last My favorite thing about Satin Lips is.

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47 CC Cream We will finish with CC Cream a Complexion Corrector. There s a LOT going on in this little tube (begin applying) it protects your face from the SUN, minimizes REDNESS, it BRIGHTENS your skin, conceals DARKNESS, reduces signs of AGING you name it it does it & is SO LIGHTWEIGHT. My customers who say No way I don t wear foundation they go crazy for this. I love CC Cream because. (as they are applying) Some of you may want more coverage for your foundation & if so, that s something we can match at your 2 nd appt. We have insane foundations, like Mary Kay is KNOWN for our skin care & foundations/mineral powder I run into cosmetologists all the time who say, Oh I can always tell people who use Mary Kay b/c their skin is flawless & looks amazing.

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49 Makeup & Color At your 2 nd appt you ll have the opportunity to customize a personalized glamour look or even more of a spa appointment where we can play with supplements like the Charcoal Mask. So, for we are going to complete her (customized look use a COLOR CARD) while you gals today are going to finish off with your Dash Out the Door Look. Hostess uses Color Card or you can pull out sample colors for her, whatever she has chosen in advance. Begin to help the guests with their Dash Out the Door Look. You get the hostess going, then transition back and forth between the rest of the table & the hostess. *Allow the guests to use 1-2 of the cream eye colors. Give each guest a VERY small amount using the little white spatulas. *Follow with mascara. Only you dispense the products for the guests. Mascara wands are only used once. Do not put used mascara wands back into the container. *Finish with a cheek color using a cotton ball and lip gloss.

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51 Compliment Time Everyone to take your hair-band off, hold your mirror at arm s length, fluff up your hair - & tell yourself you look Fabulous! Look at yourself from out here (hold mirror arm s length) that s how people see you, not right up here (by your face). We like to look super up close and nit-pick, but that s not how people see you Lol! Now we re going to do compliment time, b/c how often do we as women get to take the time to give sincere compliments? So let s start with (select the quietest person 1 st so the louder people speak up the 1 st sets the tone for the rest & you want them to be verbal. Allow the group to sell the group on results, products, don t skip this step. If her skin looks really great & no one mentions how her skin looks, maybe point that out). Doesn t that feel great to get compliments? I want to make sure you keep getting those compliments today and forever, so at your 2 nd appt we can fine-tune your regimen to make sure things are working the best for you.

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53 Sets Have you had fun? Well I know some of you were here just to have fun & some of you need some things so may I take a moment to show you all of the most important sets? (Hand out Set Sheets) As you look over these sets, circle the ones you would like to take home if money were no object with your dry erase marker. (Show travel rollup bag) It s so functional pouches are CLEAR, they COME OFF, HANGS in your bathroom, if you have a very small bathroom GETS THINGS OFF COUNTER, packs up beautifully, great travel thru AIRPORTS. The bag is great! What s inside of it is what you used today. 1st pocket. BASIC skin care (3D Cleanser & Day Cream) and CC Cream 2 nd pocket your 3D Night Cream & Eye Cream 3 rd pocket your Microdermabrasion Set 4 th pocket Dash out the door and Favorites Set This is the ULTIMATE MIRACLE SET plus color. These products are everything that you tried today. The great thing is when you purchase all of the product you will get the Roll Up bag for FREE!!! When you run out of something, you will run out of 1 or 2 things at a time. When you re using a good product it s very concentrated so a little goes a long way. (*take the guests through the set sheet explaining how they get a free roll up or half price roll up bag. Then make sure to explain the forms of payment you take.)

54 Quiz Time

55 Flip over your profile card on the back. I ll have you answer a few quick questions. Go ahead and write your answers in the pink box. #1 Write down 1 or 2 products that you tried today that were your favorite. #2 I owe you a 2nd appt we covered skin care and a little bit of color but we need to either match your foundation or do your color if you want to learn a little about color application. So, write down a couple of things that you would like to try at your next appointment. #3 I mentioned earlier that I m going through leadership training and learning how to share company information with my clients. My question is would you be willing to listen to some facts and give me your opinion? Of course, there is a FREE gift involved! So, the answer is either YES, you re thinking Yes, I ll help you, I ve heard some great things and I m kinda thinking I want to hear more, 2nd answer could be SURE, I m not really interested but I don t mind helping you with your training, 3rd answer is NO, I m really not interested and I really don t like FREE stuff (laugh). So, write down your answer - either YES, SURE or NO Count up your tickets!! Who has the most for a gift card for the 2 nd appt? Yay! earned the gift card! (May consider giving out two gift cards for the two top ticket earners if you desire to book more in the group. Do NOT give the gift card at the table, once you ve given it, you ve lost incentive for her to meet with you, only give it at the 1-on-1 & the gift card is for their 2 nd appt only NOT for today) Who ended up with the bag of Samples? Congratulations they re all yours! Enjoy! OK now who s gotta go QUICK or who s got a babysitter? How about you go first, and then we ll take so & so and then so & so (try to start with most EXCITED person first) & bring your profile card and set sheet with you & we ll meet over there so I can walk through some things with you. (Instruct hostess to serve refreshments)

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57 Individual 1-on1 (TIPS for SUCCESS) Memorizing & knowing this is crucial to Full Circle, keeping your business going, working smarter not harder After the Table Close, you will want to meet with every guest individually, AWAY from the table, NOT AT THE TABLE, unless you want to sabotage your sales & future bookings. This can mean the difference between a $50 appt or a $500 appt. Have her sit down next to you, HER back to the party & try to lower your body language so she is higher than you. You will start off asking EVERY guest the same questions, don t skip questions due to prejudging. Questions go in the order of: ICE BREAKERS, then SALES, then BOOKINGS, then TEAM-BUILDING. They build on one another. Do not switch the order i.e. start off with booking attempt first unless she leads this. Remind yourself you are going to be COURAGEOUS. (20 seconds of insane courage can change your life) Setting up next appointment: When you study this, role play this & write it out yourself in a flowchart you will feel confident and prepared. There are really only 5 scenarios that could happen: 1. She buys skin care & chooses to share 2nd appt with friends 2. She buys skin care & wants a 2nd appt, but does not want to invite friends 3. She buys skin care & does not want a 2nd appt. 4. She does NOT buy skin care, but would like to know about how to get it for free 5. She does NOT buy skin care and does not want a 2nd appt.

58 1. (Her name), did you have a good time today? (shake your head yes) 2. How does your skin feel? (touch your face with back of your hand) Buys a SET or SKIN CARE Buys a little or nothing 3. What part of the Miracle Set did you like the best? 4., you know your situation better than I do, but as I was going through the sets today which one did you get most excited about that you would love to take home with you? Yeah I see right here on back of your profile card alright... let me write that down... (on sales ticket, write down her customization i.e. c/o or n/d formulas, her foundation shade, etc.) 5. Are there any individual items that you would like to add? (look at the comments on the back of her profile card to be sure she got products to meet her personal concerns) Based on what you shared with me on this card, do you mind if I make a recommendation & share my thoughts to be certain we covered your concerns? (pause) For your concerns, I d recommend (You can lift the carbon copy of the profile for a cheat sheet underneath.) Now, I m going to mention these couple of things just in case. You doing okay on mascara? (Is it more than 3 months old?) Eye makeup Remover (did she get at 1 2 price or free for Fabulous Game?) Do you need concealer? How bout powder? Gloss? Great! How did you want to take care of that? Check, cash, Visa, MasterCard, Discover, or American Express? Okay, good. (While she goes to get her purse, finish the ticket by adding it up & give her a customer copy. Don t add first, then send her to get payment; it wastes precious time. The close can be the longest part of the night and it s the most important, so be efficient.) Look at her answer to #3 (Yes, Sure, No), can I ask you one last question. I see you wrote (Yes, Sure) for your willingness to give me your opinion Yeeeah! Thank you for agreeing to help me practice, I am just so excited to (your goal: earn the use of that car, move up in my biz, etc.) & your support of me is a huge part of that win. (If you could just sign my car poster that would be amazing!) It ll take about 30 minutes over a quick cup of coffee or over the phone. I m in training so my Director will role-play with you while I take notes. Would tomorrow be good or the next day better? (once set date explain what it is you d like her to do) I will text you a link as soon as I leave here and the link is of & I think you ll really connect with her b/c. She just shares a little of her story, how MK came into her life & about the company. It s actually a short video that we give to folks who are considering becoming consultants...and I m sure it s nothing you d ever want to consider and I m TOTALLY OK with that, (I mean ya never know). What I d love for you to do is watch it through the LENS of if this is something you would ever want to do...what would you want to know about it? It s just so great for my training if you could just write down questions & my mentor will help answer those questions & I learn by listening. So you can ask anything you want to know & I ll bring your (1/2 price color item) with me I ll see you then! I do my second appointments on Tuesdays & Saturdays, what works best for you? LOOK DOWN at calendar, don t jump in and start talking during the silence. At least count one-1,000; two-1,000...to 5. If she says, Do I have to have a 2nd facial? No, you don t have to have one, but our products are guar- anteed. That is why we recommend a check up. At this point, PAUSE. Don t say anything else. If she doesn t want a second facial, that is fine. You don t want to create a feeling of frustration in your customer. You want this customer for life. If she doesn t care to have a second facial, That s not a problem at all. I will assume your products are working fine or maybe I ll message you to check-in in a week or so to see if there s anything you need to swap out. Note in your calendar to reloop with her in a few days. (Guests name), can I ask you a question? If you had the skin care for little or no money would you use it? If she says yes say, I have a relatively simple way for you to get it for little or no money, can I tell you about it? If she says yes say, ALL you need to do is share your follow- up appointment with 2 other people besides yourself and you could use your hostess credit for whatever you want? Pull out a hostess packet & share your hostess program with her. OR she will answer the question Set date THEN say, Is there any reason why when we get together for your followup you wouldn t want to share it with a couple of friends? I think we d have a ball? Then you can get some free stuff If she doesn t want to share her follow up appointment with friends, then say... Let me tell you how I handle my follow ups. If you choose to share it with a couple of friends, I ll come to your home at your convenience or you can have it at mine. If you choose not to share it with a couple of friends, totally good, I offer follow-ups at my Success Event on Nights at. which is a tons of fun. What would be better for you, night at my Success Meeting or at your home or mine with a couple of friends? The other option you could do is to hold follow-up facials at your home on a specific time during the month. I would suggest that you not run around the country giving second facials to one person at a YES -Then goal is to get GUEST LIST of minimum Perfect! What products are you excited about that you want to earn? (write this down on profile card) Ok we ll want to go ahead and get your guest list, to have 5-8 adults there; we want a list of Why don t you indicate on your Fabulous list who you want to invite & then sit over there, grab your cell phone & write down more girlfriends/#s you d like to invite before you leave. (If needed: I ll go ahead and give you any one color item at half price as a thank you for going ahead and getting that to me.)