New Vertical Trays. 1a MicroDerm Step 1 (face or elbow) 2 Day Solution (right side) 6 TimeWise Moisturizer. 8 Satin Lips Balm.

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1 New Vertical Trays Eye Shadow Applicator * Mascara Wand Lip & Eye Liner Samplers (Facial Cloth on table next to mirror) Eyesicles Liquid Foundation Items to Bring for Each Guest You can easily pack for the meeting or your classes using this system. Use your GO-Bag for the meeting: Use the Starter Kit Bag for your classes 1 TimeWise 3-1 Cleanser 1b MicroDerm Step 2 (face or elbow) 3 Night Solution (left side) 7 Satin Lips Mask 5 TimeWise Age-Fighting/ Firming Eye Cream 1a MicroDerm Step 1 (face or elbow) 2 Day Solution (right side) 6 TimeWise Moisturizer 8 Satin Lips Balm 8 Hydration For Meeting Cellophane/Ziploc Bag (1 per guest) Face Case Styrofoam Tray Beauty Book Tic Tac Toe Form Disposable Towel and 1 Real Towel Customer Profile Card Sales Ticket Ink Pen Headband Your Business Card Mascara Wands Lip Liner Sample Lip Gloss Sample Bronzer on Cotton Ball 2 Jumbo Cotton Balls Wrapped Gift Placemat with Create a Rollup, Opinion Poll and Look Book under it Look Card for Glamour Nites Only Eyeliner Sample for Glamour Nites Only For Meeting Bring a Guest Packet In a Page Protector $100 for Free if you party with me in color Guest List form Have you ever Pondered Pink Steps to Success Brochure or Inspiring Success Marketing Plan Sheet Where you see yourself in 5 years Agreement Starter Kit Flyer under skin care class Have a Gloria Mayfield Banks DVD/Imagine the Possibilities DVD and Survey Sheet for them to take home if need be Have your recruiting notebook with you Always arrive on time and have your guests prepared to start on time. Bring your date book to easily book your guests second appointment. If you are late, you are responsible for giving guests their satin hands treatment.

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3 To: Me! To: Me! To: Me! To: Me! From: Me! From: Me! From: Me! From: Me! The gift of looking younger longer! The gift of looking younger longer! The gift of looking younger longer! The gift of looking younger longer! To: Me! To: Me! To: Me! To: Me! From: Me! From: Me! From: Me! From: Me! The gift of looking younger longer! The gift of looking younger longer! The gift of looking younger longer! The gift of looking younger longer!

4 David Cooper Training A. Practice 20 min in the a.m., and 20 min in the p.m. practice smile, nod, and memorizing scripts. B. Each nod is worth $8, each hand held up is worth $20- $25 C. 3 goals per party: 1. How many sets can I sell? 2. How many bookings can I get? 3. Who will be my interview at the end of this party? How to sell $1,000 week, after week, after week I. Get excited about you! A. Self image B. Handling rejection- don t take it personal. Protect your heart. C. Self confidence is quickest (21 days) achieved through a series of short-term successes. It is not easy, but it is simple. D. 21 days of 20 minutes in the am and 20 minutes in the pm practicing the scripts. II. The art of asking questions/ How to Create a Series of Automatic MK Set Purchase Impulses, Booking Impulses, and Recruiting Appointment Impulses by Smiling, Nodding, and Asking Questions -1-3 PQPPFC (positive questions per page of the flip chart), plus using the 3 goals, 85 second individual close at each party with each guest for the next 21 days. Sentences = guests comprehend 30% or less Yes answer questions = guests comprehend 85% or more S N A Q 1-3 P Q P P F C Smile, Nod, Ask Questions, 1-3 Positive Questions Per Page of the Flip Chart

5 Introduction: Introduce yourself "Good Evening! My name is. I really appreciate you all taking the time to join us tonight and try the #1 best selling brand of products in the U.S." "Has anyone here ever been to a Mary Kay class before? For those of you who have never tried MK before, you'll love the way we work our business. Before we begin let me tell you how Mary Kay is different from other cosmetic companies First, we have a teaching approach to skin care and color. I have found that many women don t take care of their skin or wear make-up because no one ever taught them how. So you are going to learn a lot today! Next is Try before you buy. How many of you have a drawer full of stuff you don t use because for some reason it didn t work for you? Today you will be able to touch, feel and see the products first! That leads me right into 100% satisfaction guarantee. You can return a product at any time if you are not happy with it! Please don t hesitate to do that! Convenience! No more mall traffic! I will update you every season on what s hot and new. I will deliver your products right to you and offer samples of anything you would like to try or I think you would like! You can also shop with me on-line! All without leaving the comfort of your home. Personalized attention. I will sit with each one of you at the end of the class to answer any questions you may have. I will jot information down about you on your profile card so that I can service you the way you want to be serviced. Tell your I story. Why you started a Mary Kay business and YOUR something more... THE TABLE CLOSE at the end of the class presentation: You know, I was serious when I said before that if you love & want this product, I will bend over backwards to help you find a way to get it! I take cash, checks, postdated checks, MC, Visa & Discover cards. You can even use the Husband Unawareness Plan, which is a little bit on each! And for sharing your color consultation with 3 friends, you can even earn free product! The Individual Close SELL-BOOK-COACH-RECRUIT in that order! Smart Consultants work full circle at their classes! Invite reaction to the class. Summarize the importance of using skin care. Review products sets and prices. Overcome Objectives by referring to the 5 things from your opening that set us apart. Refer to Career Essentials Conversations booklet (pg. 25) for your responses. Complete the sales ticket. Schedule the Private Makeover session Invite her to next Mary Kay event. Offer the opportunity to a guest who stands out for some reason. Be sincere. Carol, may I pay you a compliment? (she always says, sure!) You are so good with people (or whatever characteristic you are drawn to) and I d really love to talk to you about what I do!! You probably think you would be no more interested than I thought I was (18) years ago (or ever how long it has been for you), but I wouldn t consider it a waste of time to sit down over a Coke to tell you about what I do. It wouldn t obligate either one of us to anything! If you like what you hear, I d love to help you pursue it. And if you re still not interested at that point, that s fine, too. Would you be open-minded enough to just listen? "Thanks so much for joining us tonight. Did you learn anything new? What did you think of the Miracle Set? Would you like to take it home with you tonight?" Offer different payment plans if needed. "Did you enjoy the Satin Hands and bronzing beads? If you are interested in getting a group of your friends together, you could get one or both of those items free." Or could you get excited about $75 in Mary Kay products for only $25 at your Color Consultation? Thanks again,. I will contact you in two days to get your guest list for your class. OR Thanks again,. I will contact you in a week to check on the progress of your new Mary Kay prod- OR Thanks for joining us tonight. I hope you learned something new. I really enjoyed meeting you. Thanks again, I look forward to our appointment on to share more information about Mary Kay cosmetics.

6 David Cooper Class Openers The highlighted orange is Alicia s Endings. Feel free to use your own. Positive Opener Class Ending Recruiting Ending Could you get excited about? Can you see the value of Do you see the benefit in Having a softer, more, radiant glow to your complexion? Wouldn t that be nice? How many of you are eager to learn the easiest, simplest way for looking your best everyday? (flip hand up fast) Looking your best every morning much faster? Are you beginning to understand why in MK there are thousands, and thousands and thousands of new customers switching to TW each week? Isn t it so easy to see why we are so proud that MK, now 11 years, is the #1 Best Selling Brand of Skin Care in the U.S. and are often imitated but never duplicated? Having 100% satisfaction guarantee on every product that we sell? How many of you are glad that with MK you get to try before you buy? (flip hand up fast) Doesn t it make sense to Use a Skin Care System formulated to work together for your skin type? Don t you feel you deserve It all? OR To pamper yourself with that extra touch of class that comes with our Beauty Essentials Roll- Up Bag? (or whatever set you are demonstrating) Having an extra $300-$500 extra cash per week, in your pocket, working part-time? Would that be helpful right now? Having such excellent training in your 1 st 5-7 days so that the products will seem to practically sell themselves? Wouldn t that be helpful? Having such simple, easy to learn training in your 1 st 7 days on our 4 fundamental skills so that you could earn an extra $1000, $1200 $1500 caaaaash, part-time, your first 30 days? Would an extra $1500 or more, per month, on a consistent basis be helpful right now? Order your starter kit today, so you can get a jump-start on your training? To be a business owner and have more choices for you and your family? Wouldn t it be wonderful.. How important would it be Doesn t it give you confidence to know To eliminate your mistake drawer? To know you are using America s #1 Best Selling Brand of Skin Care and Color Cosmetics? That MK has everything you need from your eyes to your thighs and from your lips to your hips? To eliminate a car payment, and car insurance payment and use it to (save for a house, pay off debt, save for children s college tuition, etc.)? To work from home for yourself and spend more quality time with your children and family? That more women have earned over $1,000,000. in their MK careers than any other company in the world?

7 Want to earn your compact FREE? Well, I would love to meet your friends! Add the names & numbers of 9 of your dear friends, relatives, neighbors, co-workers and earn the FREE product shown for each person who has a complimentary facial with me! Your referral will also get a FREE eye color at their appointment! When all 9 of the names below have a facial with me, YOU will earn a FREE extra empty compact to hold more goodies! What a fun and easy way to earn FREE Mary Kay Product!!! Your Name Phone Date The NEW Mary Kay Compact Name: Phone: Name: Phone: Name: Phone: Mineral Eye Color Name: Phone: Applicators Name: Phone: Lip Gloss Name: Phone: Mineral Highlighter or Bronzer Mineral Eye Color Mineral Highlighter or Bronzer Name: Phone: Name: Phone: Name: Phone: Lipstick Mineral Cheek Color Mineral Eye Color To help ensure all your friends schedule their free pamper time, please let them know that I will be calling with a gift from you. (If they already have a Mary Kay consultant servicing them or are not interested, you may replace their name with another friend s.)

8 Basic Close After completing the foundation step, take time to review how simple the skin care system is. Pull the Ultimate Miracle Set and additional Supplements from your Roll Up to review. Which product will you use first tonight when in your bathroom? After using the Oil Free Makeup Remover and TW Cleanser, then you would use the Night Solution to visibly reduce the appearance of fine lines and wrinkles, Eye Cream and Moisturizer. Remember you can use the Hydration Product. A couple of times a week you are going to use the Satin Lips, Satin Hands and Microdermabrasion. You can mention additional skin care supplements based on their profile card and opinion poll answers. Reinforce how simple and effective each step is to looking their best and maintaining younger looking skin!

9 Table Close A. Have guests fluff their hair. B. Repeat Face, Face, You Gorgeous Face, I will look this good every day, using my Mary Kay!!! C. Compliment What do you all like best about everyone s new look? D. Clean up Pass trays forward. Let them keep the mirror if they like! E. Romance the Roll-up Bag F. Distribute Closing Sheet and Opinion Poll Review each set, the importance of Skin Care and the convenience of the Roll Up. G. Use the Closet Close VISUALIZATION: OK, everyone close their eyes. I want you to go into your closet and put on your favorite outfit the one you d wear if you were seeing an old friend that you hadn t seen in 10 years and you wanted to look awesome (NOT jeans or sweats)! Now, put on your new shoes, new jewelry, etc. What color are you wearing? Not done yet. Okay, NOW put on your favorite hair style cut, color, all of it! Admire yourself in that mirror because you feel AMAZING! Don t you look HOT?! Now open your eyes. How much did you spend on your entire outfit? 54? 99? 199 or how many 299? And how many times did you wear it? Once? Twice? Three or more times? Great! You see, as women, we spend our money on the things that make us look and feel great. We spend money on our hair, nails and clothes. Wouldn t you agree, you can get new hair, get new clothes? Right. What I know about YOUR skin is it s the only skin you are EVER going to have and my job is to keep it looking AWESOME! THAT is exactly what our focus was tonight skin care products that make us look younger and feel better that we use every single day twice a day! Because weither you are dressed to the nines or just out running errands and wearing a baseball hat and jeans, the best compliment anybody could ever give you is wow, you look great! What they re really saying is your skin looks fabulous and it makes the rest of you look so great, too! Now that s a good investment in YOU! 1. At your personal consultation I will be outlining your personal program and answering questions. 2. It s so simple, if you want your skin in good condition, you need the Ultimate Miracle Set. If you want to look good, you need the Princess of Quite a Lot, and if you want to look this good tomorrow and have your well coordinated look to turn heads in the office you need the Queen of Everything the and that s everything you used tonight.

10 3. Now, I would like to help each person individually. I know our Hostess has some refreshments and since it s a little hard for me to get around the table, who needs to leave in a hurry? Great! I ll help you first. Why don t you join me here? Who will be next?

11 I accept the following cards......plus Checks and Cash. Creative Financing also available! Ask me all about it! SET #1 TW Basic Set.from $54* SET #5 Dash Out the Door $52 SET #9 Custom Compact...$65.50 Choose any 6 sets for only... $ 299 -TW 3-in-1 Cleanser -TW Age-Fighting Moisturizer -Your Choice of Foundation* *Add only $14 for Mineral Powder Foundation and Brush *Add only $17 for the 5-Step Classic Basic Skin Care Set SET #2 Day & Night Solution. $60 -TimeWise Day Solution with SPF 25 -TimeWise Night Solution -Mineral Bronzing Powder -Mineral Highlighting Powder -Lip Gloss -Ultimate Mascara SET #6 Satin Set......$52 -Satin Hands Pampering Set -Satin Lips Set -Balm -Mask -Eye Colors (3) -Cheek Color -Lipstick or Gloss -Custom Compact -Cheek Color Brush -2 Eye Color Applicators SET #10 Finishing Set......$48 -Ultimate Mascara -Lip Liner -Eyeliner -Lip Gloss Plus, receive your personal Travel Roll-Up Bag FREE & get your 7th set for 1/2 price!!! Choose any 4 sets for only... $ 199 Plus, receive your personal Travel Roll-Up Bag FREE! ($30 Retail Value!) SET #3 Microdermabrasion Set..$55 SET #7 TimeWise Power Pair...$55 SET #11 Brush Collection....$48 Choose any 2 sets for up to only... $ 99 -Step One: Refine -Step Two: Replenish SET #4 All About the Eyes Set.$60 -TimeWise Even Complexion Essence -TimeWise Even Complexion Mask SET #8 Fun in the Sun Set...$ Cosmetic Organizer Bag holds: -Powder Brush -Cheek Brush -Eye Definer Brush -Eye Crease Brush -Eyeliner/Eyebrow Brush SET #12 Design Your Set.....$50+ Absolute Necessities Ultimate Miracle Set (Sets 1, 2, 3 & Eye Cream) Miracle Set (Sets 1 & 2) Color 101 Set (Sets 9 &10) Girl On-the-Go Set (Sets 1 & 5) -TimeWise Firming Eye Cream -Oil-Free Eye Makeup Remover -Indulge Soothing Eye Gel -Lip Protector Sunscreen SPF 15 -After-Sun Replenishing Gel -Subtle Tanning Lotion -SPF 30 Sunscreen -Select your favorite products to design your own set (minimum $50 retail value)! Designed by Ind. Sales Director Kelly Hogan (Version 5/10)

12 M a r y K a y O p i n i o n P o l l Name: Hm Phone: Cell Day 1. Did you have fun today? Yes No 2. You ve now had the opportunity to try Mary Kay s Skin Care. Is there a noticeable difference in how your skin looks and feels? Yes No 3. Are you pleased with the foundation color that you used? Yes No 4. Would you recommend a MK facial to your friends? Yes No 5. If money grew on trees, which set would you take home today? The Queen of Everything 6 sets with FREE Rollup and $50 Hostess Credit The Princess Roll Up 4 sets with FREE Rollup and $30 Hostess Credit Time Wise Ultimate Miracle Set Set 1,2,3 $189 or 2 payments of $94.50 Time Wise Miracle Set - Set 1 and 2 $99 or 2 payments of $49.50 Time Wise Basic Skin Care $54 6. At your checkup facial, which would you prefer? Fast and Fun Party (2-3 friends) Skin Care Party (4-6 friends) MK Rocks Party (8-20 people) done to music!! Velocity Class for Teens & their Moms Spa Pamper Show Satin Hands and Satin Facials Collection Preview/Gift Show 7. What would you like to spend your Hostess Credit on More Skin Care Fragrances Color Products Men s Skin Care Body Care Teen Products Gifts for Special Holiday 8. What most people know about Mary Kay is pink jars and pink cars! Did you know that more women earn over $80,000/year in Mary Kay than with ANY other company in the WORLD? Would it excite you to supplement your income, earn prizes, have more flexibility and even earn a free car by taking advantage of the Mary Kay Career Opportunity either part-time, spare-time or full time? Yes Tell me more

13 3 Goals, Party Ending Scripts 3 Goals at Every Skin Care Party 1. Sell Sets 2. Get 2 plus bookings 3. Interview the Hostess plus at least one other person ( Move Guests from the Table to your Closing Station ) ( Read each question on the Skin Care Opinion Poll ) Individual Consultation: Did you have a great time? How does your skin feel? Do you have any questions?, I see here on your opinion poll that you have indicated a need for products that will., let me tell you about the product that will help with. 35 second set close- (relaxing question)-, were you as excited about how good you looked in that mirror as I believe you were (smile, nod)? (Driver seat statement)- You know your situation a whole lot better than I do. It s up to you, I ll work with you either way. (choice question)- Would you rather splurge and pamper yourself with the extra touch of party that comes with our set (Queen of Everything Princess of Quite Alot, our Ultimate Miracle Set or would you feel better (praying hands) just starting w/ our new TimeWise set for only 99? (release statement) Whichever you would rather do is fine with me. ( SHUT UP, LOOK DOWN FOR 4 SECONDS & GRAB RECEIPT! ) (KEEP SELLING UNTIL SHE QUITS BUYING!)

14 There are only 4 buying objectives: 1.Can t afford it - Ask if she would like to get it for free - explain about Hostess credits. 2.Have to ask my husband, say I can understand you like to ask each other - but sometimes husbands don t understand the value of cosmetics, just like if my husband wanted my opinion of a lawn mower - I don t know a good one from a bad one. If you ask him tonight and he says no - you won t get it and if you buy it today and he has a fit you still got it. 3. I just bought a big supply - could I ask you something, Did you like Mary Kay enough that you would have bought it had you not had a big supply of another cosmetics. Well, how long will that supply last, (they, usually say about 2 months). Could I call you if I see that we are going to have a special around that month. (Then, go home and flip over in your datebook 2 months from now and write in, call Mary Smith, Phone #, about buying a basic, then when that date comes up call her and say... Mary, I m so excited the basic skin care is 15% off for the next 2 weeks. This is a savings of, It would only cost to start. Is there any reason why you wouldn t want to get your basic now? 4. Wants to buy something other than the basic Can you see the value in trying our Skin Care Set? If you had it in your bathroom would you enjoy using it? My recommendation is that you try the skin care set. If I were to work with you on a payment plan would you like to get both?

15 FOUR BUYING OBJECTIONS 1. I DONT HAVE THE MONEY I understand, and theres no reason why we cant work out a way for you to have whatever you need...i have a payment plan, lay-a-way, and take Visa, MasterCard and Discover. Do I have your permission to show you how other clients of mine have gotten their Mary Kay? Great...(then suggest postdated checks or possibly hosting a class or just starting with the Basic.) Be creative...its your business. 2. I JUST BOUGHT BRAND X I understand, and that is not a problem, may I make a suggestion? Great! Why not finish up using what you have and if youd like, Ill call you in a few weeks and you can then replace what you have with Mary Kay...and we will go ahead and schedule your check up facial and try new color cosmetics to do your before and after picture. Doesnt that sound like a good idea? When is better for you...this week or next? 3. I HAVE TO CHECK WITH MY HUSBAND FIRST I understand how you feel. In our family there are some buying decisions my husband makes without me like what kind of lawnmower to buy...and I pretty much decide what is best for me...and besides, I promise its easier to ask forgiveness than it is permission. Why not go ahead and get what you need now and then you can get the rest later if he agrees. How does that sound? Great! 4. I DONT THINK I WOULD REALLY USE IT I know how you feel, before I started using Mary Kays Basic, I felt the same way, but do you know what I found...i needed to learn to take a little extra time for myself and getting into a routine was good for me. Just like a good nights sleep, good diet, and exercise, my skin care routine keeps me balanced and feeling good about myself. Let me go over the steps again and show you how little time it really takes... Take the time to learn to respond to routine objections...women want to buy, but hate to be sold. Sometimes, I wanted to buy someth ing but just needed to give myself permission. Learn to listen and respond using these scripts, and you will not have a problem in this area.

16 (Schedule 2 ND appointment and turn it into a party to earn additional product.) Now what we need to do Barbara is schedule your follow-up color Appointment. Schedule a time for her appointment and then say. (Front Door vs Back Door Approach) (Idea -Schedule individual 2nd appts at meeting, your house or invite to other s party.) (Let s Make a Deal/Rabbit out of Hat Approach Get 2 and get 1 product at 50%, FREE or 75 for 25) 25 second booking close-, were you enthused about all that our hostesses can win by having a party in the next ten days as much as I believe you were?! {Inhale} Some guests get sooooooo excited that they schedule 2 partyes trying to win twice as much! It s up to you. Would you rather go all out - win twice as much - for having two partyes or is just one really more of what you had in mind? Either way is fine with me! SHUT UP, LOOK AWAY & GRAB DATEBOOK! OR Correct Booking Approach, at every skin care party, I always select a couple of people that I would most like to have as my future hostesses. And today, I selected you. Tell me is there any reason why when we get together for your color consultation, that you might not want to share it with a few friends and be a hostess, I think you d be great? Setting a tentative date for the guest who is hesitant about hostessing her own party can result in a solid booking!

17 Setting a tentative date for the guest who is hesitant about hostessing her own party can result in a solid booking. Tentative Date Booking Approach Well,, when you do have your party, you would like Mary, our hostess to get credit for it, wouldn t you? Well then why don t we do it this way. Why don t we go ahead and schedule a tentative date with the understanding that if you need to move the date we can do that, but that way Mary will get credit for it today. How s that sound? Because you know if you call six friends to find out when is good for them, you will get six different answers that may be not good for you or me. So let s set a tentative date with the understanding that if you need to move the date we can do that. What is better for you, the beginning or the end of the week? Morning or afternoon? 10:00 am or 1:00 pm? (Give Hostess Packet at the time of booking and review.) (Offer the opportunity and give prospect a tape or video.) 25 second recruiting appointment close-, there s just one more thing I d like to say because I believe it (2 hands on heart). I believe (1 hand on heart, touch w/ other) that you could be good in Mary Kay. I really do! With the proper training (nodding) don t you believe that you could do most of the things you saw me do? It would only take min for me to show you how easy it is get started and how simple it can be to help you earn an extra $1,000, $1,200, $1,500 caaaaaaaaash part-time your first 30 days.,would and extra $1,000 or more per month, part-time be helpful right now on a consistent basis? Well, my schedule is kind of tight could could you stay for a few minutes after the party tonight or would tomorrow around noon really seem easier for you? Whichever seems easier for you would be fine with me. ( SHUT UP!!! LOOK DOWN! )

18 For the guest who take a Recruiting Packet home, schedule a time to pick up the packet. Here are the 3 closing questions to ask.. For the guest who take a Recruiting Packet home, schedule a time to pick up the packet. Immediately call your Director and give her the woman s information name, number, and details about her and Here are the 3 closing questions to ask.. 1. What has impressed you the most about the career? 2. Ask on scale of 1 to 5 where is your interest level 1 being I would never do MK and 5 I am ready to sign up now and 3 is the only number you can t give me. 3. Ask what is it going to take to get you to a 5 - sign her up or get her to the next event.

19 3 Goals, Party Ending Scripts 20 minutes in the morning and 20 minutes at night out loud! 35 second set close-, were you as excited about how good you looked in that mirror as I believe you were (smile, nod)? You know your situation a whole lot better than I do. It s up to you. I ll work with you either way. Would you rather splurge and pamper yourself with the extra touch of party that comes with our Million Dollar Collection, Skin Solution Set, our Miracle In A Bag for 99 or would you feel better just starting w/ our new TimeWise set for only $49 (praying hands)? Whichever you would rather do is fine with me. SHUT UP, LOOK DOWN FOR 4 SECONDS & GRAB RECEIPT! 25 second booking close-, were you enthused about all that our hostesses can win by having a party in the next ten days as much as I believe you were?! {Inhale}Some guests get sooooooo excited that they schedule 2 partyes trying to win twice as much! It s up to you. Would you rather go all out - win twice as much - for having two partyes or is just one really more of what you had in mind tonight? Either way is fine with me! SHUT UP, LOOK AWAY & GRAB DATEBOOK! 25 second recruiting appointment close-, there is just one more thing I d like to say because I believe it (2 hands on heart). I believe (1 hand on heart, touch her hand w/ other) that you could be good in Mary Kay. I really do! With the proper training (nodding) don t you believe that you could do most of the things you saw me do? It would only take min for me to show you how easy it is get started and how simple it can be to help you earn an extra $1,000, $1,200, $1,500 caaaaaaaaash part-time your first 30 days. Would an extra $1,000 or more per month, part-time be helpful right now on a consistent basis? Well, my schedule is kind of tight could could you stay for a few minutes after the party tonight or would tomorrow around noon really seem easier for you? Whichever seems easier for you would be fine with me. SHUT UP!!! LOOK DOWN!

20 FOUR POINT RECRUITING PLAN 1. Before every class, ask the hostess, Who is coming tonight that you think would be good doing what I do? (Briefly tell her what that means then, pause), How about you? I think you would be wonderful! (If she gives you an objection) respond with I know how you feel, I felt the same way myself, but you know what I found? I really had no idea how fun it was and how much money could be made in just a couple of hours. Do me a favor. Just watch me tonight and see if it s something you think you could do! 2. Give a heartfelt, enthusiastic recruiting talk during the show (see CRACKERJACK RECRUITING TALK SCRIPT) 3. Offer a special gift for referring someone to you who becomes an active consultant. 4. ASK! During 8 Point Close - Select (at least) one person at every class or facial - the person you most want to work with) and set an appointment to share the opportunity. Before Mary Kay I I joined because Since joining I CRACKERJACK RECRUITING TALK Mary Kay is looking to expand in this area and I m looking for sharp women to do what I do, teach skin care. So let me ask you 4 questions and you can just answer them in your head 1. Do you have the career of a lifetime? 2. Do you have a flexible working schedule? 3. Are you in charge of your career advancement? 4. Are you being paid what you re worth? In Mary Kay, I work part time for full time pay. I schedule my own hours and I m my own boss. If you know anyone whom you feel would be good doing what I do and you refer them to me and they are accepted by the company and become an active consultant, I will give you $ in free Mary Kay product as a thank you. Mary Kay said that at every show there s someone sitting around the table that would make a great consultant, perhaps which could be you. So listen to what I say, watch what I do, and perhaps you could be my new business associate. And if you have any questions, feel free to ask me at your individual consultation. Teaching Learning Caring

21 KITCHEN COACHING A. Arrive 30 minutes early B. SMILE, POSITIVE, ENTHUSIASTIC. Give a sincere compliment to the hostess. C. Sit down and review the class preparations: a. How many guests are coming? b. Do you have any outside orders? c. Decide on an area for individual consultation. d. Who s coming tonight that might make a good future hostess? e. Who s coming tonight that might be good doing what I do? How about you? (see FOUR POINT RECRUITING PLAN) f. We ll serve refreshments after the class. g. Encourage Hostess to fill out her wish list at the end of class! CORRECT BOOKING APPROACH (During Individual Consultation) Get below eye level Look client in her right eye which is directly across from YOUR left - smile and gently nod up and down At every class I always select a couple of people that I would most like to have as my future hostesses and tonight, I ve selected you. (Smile, pause ) Tell me, is there any reason why when we get together for your follow up appointment that you couldn t share it with a few friends and have a class? I think you would be a wonderful hostess! (Be silent until she responds.) D. Set up areas for the show & the private consultations. E. Greet the guests as they come in. TENTATIVE BOOKING APPROACH (Used when given an objection during the Correct Booking Approach) Well, I know when you do you have your class, you d like (Hostess) to receive credit for it, isn t that right? (Nodding your head yes) Then suppose we do this. We ll set up a tentative date, with the understanding that if the time comes and if it s inconvenient, we can go ahead and reschedule, but this way (your hostess) will get credit for your booking today. (Still smiling & nodding your head up and down). How s that sound? Great! Which is better for you, the beginning or the end of the week? Etc. 8 POINT CLOSE NOD HEAD WHILE SAYING 1. Did you have a good time tonight? 2. Doesn t your skin feel great? (rub your cheek gently with the back of your hand) 3. Until your follow up facial did I answer all of your questions? 4. Of everything that you saw tonight, what would you most like to take home with you? (WAIT for her to respond!) 5. Great! How would you like to take care of that? 6. The next thing we need to do is set up a time for your follow up facial/ Color 101. What works better for you, the beginning or the end of the week? ( ) day or ( ) day? 6:30 or 7:00? You know,, at every show I always select a couple of people that I would most like to have as my future hostess, and tonight I ve selected you! (pause) Tell me, when we get together for your follow up facial, is there any reason why you couldn t share it with a few friends and have a show? I think you d be wonderful! (If she gives objections, use the TENTATIVE BOOKING APPROACH) 7. Coach the Hostess (See Coaching) 8., there s just one more thing I want to say because I truly believe it I think you would be great doing what I do! I look for women of your caliber every day! Have you ever considered having your own business? See what she circled on the 10 Perfect Reasons to Consider A Mary Kay Business sheet & give her a Recruiting packet with CD.

22 Closing Station 1. Date Book paper clipped to month at a glance section and highlighted with available bookings. 2. Calculator 3. Sales Slips 4. Ink Pens 5. Tic Tac Toe Sheets 6. Profile Cards 7. Opinion Polls 8. Hostess Packets 9. Recruiting Packets 10. Recruiting CD s and Videos 11. Meeting and other Event Invitations

23 S KIN C ARE C LASS O BSERVATION C HECKLIST Name of Beauty Consultant conducting class: Your name: Time class began: Time class ended: Number of guests: 1. Before The Class Ask the Consultant how she coached the hostess: By phone? Just before the guests arrived? Was the hostess asked: Who might be interested in doing what I do? How about you? (point one of the four-point recruiting plan) Who s coming who might book a skin care class or a show? Were guests: preprofiled by phone? before the class started? Did the Consultant greet guests as they arrived? Did the Consultant select a foundation shade for each guest before the class started? Did the hostess assist guests with Satin Hands TM and Oil-Free Eye Makeup Remover? 2. Opening Remarks Did the Consultant introduce herself? Did the Consultant thank the hostess? Did the Consultant share the class agenda? Did the Consultant talk about the Company and philosophies? Did the Consultant share her I-story? (point two of the four-point recruiting plan) 3. Skin Care Did the Consultant talk about the importance of skin care? Did the Consultant present TimeWise or Velocity products? Skin care notes: Did the Consultant review the skin care program as a preliminary close? Please note: The Company grants all Mary Kay Independent Beauty Consultants a limited license to duplicate this document in connection with their Mary Kay businesses. This item should not be altered from its original form. C AREER E SSENTIALS SUCCESS T OOLS

24 S KIN C ARE C LASS O BSERVATION C HECKLIST (CONT.) 4. Color Cosmetics Application Did the Consultant give each guest an MK Signature TM Looks Card? 5. Special Items Which of the following customized skin care products were discussed? Day Solution With Sunscreen Satin Lips TM Set SPF 15/Night Solution Advanced Moisture Renewal Treatment Cream Instant-Action Eye Cream Nighttime Recovery System Triple-Action Eye Enhancer Acne Treatment Gel Oil-Free Eye Makeup Remover Oil Mattifier Indulge TM Soothing Eye Mask Were any of the following products discussed or demonstrated? body care men s products dietary supplements nail care fragrance sun protection 6. Close Did the Consultant summarize the importance of using skin care? Did the Consultant review product sets and prices? Did the Consultant talk about the hostess program? Did the Consultant follow these steps during the individual consultations? invite reaction to class complete sales ticket book next appointment invite guest to Mary Kay event Was the opportunity offered to anyone? (point three of the four-point recruiting plan) Did the Consultant share a team-building audiotape? Did the Consultant offer the hostess a special gift for any person who is accepted by the Company and becomes a Consultant? (point four of the four-point recruiting plan) Did the Consultant remind her customers to shop online at her Web site? 7. Miscellaneous How many bookings were asked for? How many bookings were scheduled? What was the class sales total? Did the guests appear to enjoy the class? Did the Consultant appear to enjoy the class? Were future hostesses coached and/or given hostess packets? Was the hostess asked to book a different type of appointment (nail or body care class or collection preview)? General comments: Please note: The Company grants all Mary Kay Independent Beauty Consultants a limited license to duplicate this document in connection with their Mary Kay businesses. This item should not be altered from its original form. C AREER E SSENTIALS SUCCESS T OOLS