BASIC SKIN CARE CLASS CHECKLIST

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1 BASIC SKIN CARE CLASS CHECKLIST For each guest: Mirror Facial cloth Tray w/tray insert Applicators (ALL PACKED TOGETHER IN SETS, pref in brush set pocket) 2 Cotton Balls AND Cotton Round Tissue Q-tip Save Mascara Wand & sponge-tip applicators for hostess. Have a few s-t apps out on table if they want to play with their popping eye color at the end during one on ones! Head Band Pen Business Supplies: Beauty Books Look Books (for AFTER party ONLY-send home with one) Sales Tickets Customer Profiles Hostess Packets Team-Building Packets, including MK Opportunity CD OR business card with label with , 39914# label on back to Listen for a Lipstick/Lipgloss Ind. Beauty Consultant Agreements MK product bags (for sales & for trash) Ipad or Tablet w/mk Digital Zone 3-ring binder with scripts & tools Money Bag w/calculator Date book or phone calendar Business Cards Product to demonstrate and/or display: 3-in-1 Cleanser & Age-Fighting Moisturizer in both formulas Day/Night Solution (addl skin care sets for DISPLAY GLOW & TELL DISPLAY)

2 Oil-Free Eye Makeup Remover Eyeliner to demo on hand CC Creams 5 colors Satin Hands Samplers or full-size Satin Hands Color Cards from Starter Kit Satin Lips Set Microdermabrasion Plus Set TimeWise Eye Firming Cream Brush Set & Liquid Foundation Brush NEW for everyone put disposable applicators in pocket have brush set + Foundation brush avail for sale Concealer demos ( for hostess makeover) Eye Primer ( for hostess makeover) Lip & Eye Liner Samplers ( for hostess makeover) Bronzer ( optional for contouring for Hostess makeover) Cheek color duo demo with highlighter (optional highlighting for hostess makeover) Lash Love or Ultimate Mascara ( for hostess makeover) Foundation primer (for hostess makeover) Color Card OR preassembled look (use lorihogg.com to assemble looks for specific eye colors) Retail Product for Sale (minimum recommended to take): Rollup Bags one for each guest. Preassemble before party for MAXIMUM results TimeWise Products (Ultimate Miracle or Miracle Set for each guest), with CC Creams; Mascara; Oil-Free Eye Makeup Remover; Indulge Soothing Eye Gel; Satin Lips; Satin Hands; Brush Sets,Foundation Primer, foundation brush, basic color looks with compacts; take your glamour products for your HOSTESS if this is her second appt and she s using a skin care set, she ll most likely be purchasing glamour today Miscellaneous: ROLL OF TICKETS MRSCAB Book Gifts (Hostess, pre-profiled, bookings, MRSCAB, cleanup, follow-up) Spray Water Bottle

3 Over 25 þ The Fabulous Game Gift your fabulous family and friends a relaxing pampering session. Name Phone Best Way to Reach Text / Call (Circle One) 1 ( ) Text Call 2 ( ) Text Call 3 ( ) Text Call 4 ( ) Text Call 5 ( ) Text Call 6 ( ) Text Call 7 ( ) Text Call 8 ( ) Text Call 9 ( ) Text Call 10 ( ) Text Call 11 ( ) Text Call 12 ( ) Text Call 13 ( ) Text Call 14 ( ) Text Call 15 ( ) Text Call 16 ( ) Text Call 17 ( ) Text Call 18 ( ) Text Call 19 ( ) Text Call 20 ( ) Text Call Please be assured that I treat each friend or family member with the utmost care and respect! Thank you for supporting my small business. Your Full Name: Date:

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5 Name: Beauty Consultant: Phone Number: Address: Date: 1. Did you find your Mary Kay facial an enjoyable experience? 2. What differences do you see/feel in your skin? Reduction in fine lines & wrinkles Softer Smaller Looking Pores Younger Evened-out Skin Tone Smoother 3. If money were NO object, which set would you prefer? Queen of Everything with FREE Travel Roll-Up Bag $299 Princess of Quite A Lot with FREE Travel Roll-Up bag $199 Miracle Set with foundation for $ Would you like to share your follow up appointment with 3-4 friends or 5-6 friends These are some of the reasons other women have chosen to be Mary Kay consultants. Which ones appeal to you? Excellent income for part-time work and advancement opportunities. Improve self-confidence and gain recognition for achieving goals. Earn the use of a FREE car. Set my own flexible schedule. Owning my own business and enjoying tax benefits. Company priorities of faith 1st, family 2nd, & career 3rd. Gain new friends. Unlimited earning potential (YES! You CAN make $100,000+ in leadership!). Assisting others in looking their best and discovering their full potential. Is a career with Mary Kay something you would ever consider for yourself? Yes Maybe No With the information you have about our company, please place a next to the sentence that best describes you: This sounds great and I think it might be for me! I d love to hear more! Send me home with some information today! Sounds wonderful, and I know just the person who would be great! Thanks, but I d rather remain a loyal customer! On a scale from 1-10, with 1 being you would NEVER consider becoming a consultant & 10 being you are ready to order your starter kit, where do you stand? (no 5 s allowed)

6 The Art of an Individual Consultation *Remember to mention the individual consultation during pre-profiling and throughout the skin care class, so they know that is what is expected after the class is finished. *Throughout the class remember to mention at your follow up facial at least 7 times, so they also know that having a follow up session is important and expected. Offering a ticket to the first person to raise their hand each time you say follow up facial will make it fun and interactive! Having them choose their Glamour Makeover Look up front will also cause them to expect it!! *For their individual consultation have each guest bring you their Beauty Book, Roll-up bag insert, profile card and sales ticket. There are three very important areas to cover: 1. What SETS does she want to take home tonight? 2. When is she holding her follow-up/glamour appt.; and is there any reason she couldn t share it? 3. Is the MK opportunity for her tonight; would she be willing to give you her opinion? *Ask them: 1. Did you have a good time tonight? 2. How does your skin feel? (Take your hand and touch your skin when you say this) 3. What part of the TimeWise set did you like the best? 4. Do you have any questions that I haven t answered? 5. Which of the sets did you want to start with tonight? *When you are looking at their profile card with them, look at the areas that they indicated they needed help with. Ask them if they would be interested in taking any of those products home with them today (tonight). *Confirm/Book the follow-up appointment: Be sure to only give her 2 choices when scheduling the follow-up: would or be better for you? 3 reasons why: a. Make sure their product purchase is working to the best for their skin, You will be guaranteeing the product for the 100% satisfaction b. Color consultation, a glamour appointment that you will spend more time showing them how to do the colors that would be perfect for them (the one they picked at the beginning of the class) c. Earn free or discounted product, is there any reason why you couldn t invite a few friends to your follow-up appt. and earn some free product? We would have a great time and your friends could give you their opinion about your new glamour look. How does that sound? If she buys skin care Is there any reason why you wouldn t want to share your follow up session with a couple of friends? Makeovers are always more fun with girlfriends! (Wait for her to answer) She answers... YES Great, I hold appointments on or, which works best for you? *Be sure to get the appointment in your date book at that moment. You can always let her know that it can

7 be tentative, but because you both understand what is it like to be busy, it is good idea to at least get a date and time. She answers... I don t have time or I don t have any friends No problem. This is how I conduct my follow-up sessions. If you choose to share it with a couple of friends, I ll come to your home for your convenience or you can come to mine. If you choose not to share it with a couple of friends, I offer individual follow-up sessions on Monday evenings at 6:00pm at our weekly Mary Kay Girls Night Out. What works better for you? Monday evening or your home or mine with a couple of friends? She answers... Do I have to have a follow-up session? You smile and say, No, you don t have to; but our products are guaranteed, and I really recommend a follow-up facial and makeover so I can get back together with you and make sure you re completely satisfied or exchange any products for you. If she doesn t buy the skin care... If you had the TimeWise set for little or no cost, would you use it? I have a really neat way for you to get it,and I would love to tell you about it with your permission. (Share your VIP/hostess program, tell her a class only has be 3 people, including herself, who are over 18 and who do not already have a Mary Kay consultant) To Close (MK Opportunity)... Have you ever thought about doing something part-time for fun or for extra money? Mary, I really think that you would be good at what I do (tell her why). I have a recording (or video) I would like you to listen to. I will give you $10 in free product just for listening and letting me know what you think. Is there any reason why you can t listen in the next 48 hours to get your $10 in free product? Great! I ll call you on Tuesday evening, what time works best for you 6:30 or 7:00? OR Mary, as part of my training, I am in a challenge to have 3 people listen to this great recording this week and then do a 15-minute follow up call with my director. I know, Mary, you may not be interested in doing Mary Kay and that is ok, but just by listening, you would be helping me with my training. It would really help me out and I will give you $10 in free product just for listening to the CD and my director. Is there any reason why I can t give you the number to listen on the way home tonight? OR Mary, would you ever consider doing what I do? I think you would be great because (state reason). I would love a chance to get your opinion about it; and, if it is not for you, then you could be a talent scout for me. Would you be willing to listen to the facts about Mary Kay on a phone call with my director and let me know what you think? (wait for her answer) Great, my director offers a career call on Thursday night at 8:00PM. Will this Thursday at 8:00PM work for you? (If not, find out what 2 options work best and text your director to schedule a 3-way call!) *Have your Hostess Packets and Team Building information readily available during the consultation!

8 HOW TO CALL REFERRALS: BOOKING REFERRALS FROM YOUR CUSTOMER PROFILE CARD: (Sound excited and do 10 jumping jacks before you start dialing) Ladies sound professional - do not say ummm, do not hesitate, do not say the word "like", SMILE =) AND LOOK IN THE MIRROR DURING THE CALL "Hi this is, (customer's name)'s friend and Mary Kay consultant. I met her at a facial pampering session and she has given you the Gift of Friendship which is a $20 gift certificate and an awesome facial pampering session. Doesn t that sound wonderful? It s yours free as a special gift from (customer's name). The free pampering session includes a hand treatment, lip treatment, facial and color makeover and consultation. How it works is I can come to your home or you are welcome to come to my home for your pampering session. Would a weeknight or weekend work best? (offer two choices till you schedule her) GREAT! I'll send you a reminder notice in the mail for your scheduled pampering session. All I need is your address. Now I have one more question for you? Do you know any women, who are burned out, stressed out, underappreciated, and under pampered? Great! They can receive a wonderful facial pampering session too along with you for free as well. PLUS it s always more fun to share with your friends...wouldn t you agree? ****If she says she wants to invite friends say, You know what I want make this super easy for you. If you would like I can put a super cute invitation in the mail to everyone you want to invite that will look like it came from you! All I need from you is the name, address and phone number of the girlfriends you would like to invite and I will do the rest. You can put that information in an to me or I can give you a call back tomorrow for the information, which works best for you? If she is not home, leave this message: "Hi (Susie) you don't know me but we have a mutual friend in common and her name is (Sara). I have a really neat reason I'm calling and a quick question for you. My # is (...) and I'll be home for the rest of the day. I can't wait to hear from you!

9 Referral from long-time customer: Hi. My name is Terri and I am a friend of (person who referred her). Am I catching you at a bad time? Great! Well (person who referred her) is a great friend and customer of mine that has enjoyed the products and benefits from a facial with Mary Kay. I asked her if she knew anyone who is over worked, over tired, over stressed and under pampered and do you know whose name she gave me? So the reason why I am calling is to find a time to pamper you because you obviously deserve it! Here is how it works, I can come to your home or you are welcome to come to my home for your pampering session. You will also be getting a $10 gift certificate too! Isn t that great? Would a weeknight or weekend work best? GREAT! I'll send you a reminder notice in the mail for your scheduled pampering session. All I need is your address. Now I have one more question for you? Do you know any women, who are burned out, stressed out, underappreciated, and under pampered? Great! They can receive a wonderful facial pampering session to along with you for free as well. PLUS it s always more fun to share with your friends...wouldn t you agree? I will make this soooo easy for you. I will put a super cute invitation in the mail to everyone you want to invite that will look like it came from you! All I need from you is the name, address and phone number of the girlfriends you would like to invite and I will do the rest. You can put that information in an to me or I can give you a call back tomorrow for the information, which works best for you? How to get Referrals from your current Customers: Hi Abbie, it s Terezeja with Mary Kay. Do you have a quick minute? Great, I am calling today because I have a HUGE goal to grow my customer base by 100 new customers this Spring and I would love to get your help. If you would be so sweet to refer any family and friends that need pampering and would be willing to give me their opinion of Mary Kay products, I will give you 5% off for every name on your next order up to 10 names.that is 50% off! What I m going to do is give her a call and tell her that you gave her a gift of a free pampering session and a $20 gift certificate. The best part is that you don t pay anything.it comes from me. What do you say.do you have any friends that are over tired, over stressed and under pampered? Great, thanks!

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