Mt. Movers. MK New Consultant Training #2 Launching Your Business

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1 Mt. Movers MK New Consultant Training #2 Launching Your Business Faith is wanting something with all your heart. Faith is taking a chance on something before you are sure how everything will work out. Almost anything can be accomplished by the person who really wants to succeed. But no woman will ever believe she can move a mountain unless she really wants that mountain to move. Apply this definition of faith to your dreams. ~ Mary Kay Ash

2 FULL CIRCLE SUCCESS FULL CIRCLE SUCCESS is based on doing a PERFECT CLASS and WORKING FULL CIRCLE 1. Coach your hostess by giving or sending her a Hostess Packett a. Use a nice folder b. Mary Kay is the Perfect Opportunity Brochure c. MK Hostess Brochure d. Current Look Book & Beauty Book e. New Consultant Agreement f. Flyer What comes in the Starter Kit (found on under Training > Re cruiting) g. Outside Order form (found on under training >Hostess Packet) h. MK Team Building CD (found on section2) OR Choices CD (order from if you call you can actually order many more CDs than what they show online) OR a notecard that has NSD Pamela Shaw s hot line Tell your hostess that you will be calling within 24 hrs to get her guest list. You will need their name, cell phone, address and if possible 3. Mark on your calendar the date you will mail out postcard invitations (no more than 2-3 weeks ahead of time) and the time you will do your preprofiling calls 4. Send each person on the Guest List an invitation postcard I always write a little per sonal note saying I can t wait to meet you, it will be FUN and a little sticker 5. Call the guest ahead of time to pre-profile so that you can be better prepared and more professional. Make them fall in LOVE with you on the phone. 6. Make sure that you have prepared your Hostess Packets and your Career Information Packets (everything a hostess packet has, except no Hostess Brochure or outside order form) ahead of time and you have them with you at the class. 7. Proceed to the table for the class. Thank your hostess, thank the guests, introduce the guests, then say In Mary Kay you are entitled to two appointments, one to introduce you to our skin care and supplements and a second to fine tune your skin care program and treat you to an individually designed glamour look. Today we will be doing just enough glamour to get you home safely so don t worry, but I know you are anxious to be treated to the second appointment so at the very end I ll meet with each one of you over there on the couch and we can set a date then. So here s what we are doing today. We are going to treat your skin special, add a smattering of glamour then I will meet with each of you individually to answer and questions or personal concerns you might have. I want to assure you that our products have a 100% money back guarantee and that I am interested in building a working relation ship with you not a one time sale. If anyone does want something to take home to night, I have a full inventory, so you don t have to wait and I do take Visa, Master Card and Discover as well as cash and checks. So now just sit back, relax and have a great time. I m here to serve you. Now first of all, let s go around the table and I want to know your name again, so I make sure I caught it & what s the main thing you want to learn today? If they say they want to learn anything that has to do with color nod your head yes & say you will be happy to get with her at her 2nd appt. to teach her that. 8. Talk about the second appointment throughout the entire appt. Easy to do with the Pass the Nail Polish game.

3 9. Follow the Beauty book all the way through color. Then have them take the clips from their hair and fluff and it s COMPLIMENT TIME. Have them hold their mirrors at arm length and admire the results. All give compliments to one girl at a time. Let them sell each other on the way they look. If no one mentions her skin maybe add that in here where ap propriate to direct them back to skin care. 10. Ask for referrals at the very end of the appt. Before we go shopping, I'm going to give something away. The way I grow my business is by meeting friends of customers, so I am going to give you 2 minutes to jot down names and phone numbers of your friends, neighbors and family who might en joy doing what we did tonight. I'll have a gift for everyone who gets 5 names w/ numbers and a grand prize for the person who has the most names. Ready set, go..." {This serves as her GUEST list when you do the individual consultation and Book her Color Appointment}. 11. Romance the sets on the page of the Beauty Book. Make sure the guest has her Beauty Book open and has a PEN READY & is on the sets page. Share about the value of the rollup bag and the petite rollup bag 12. Ask each customer to circle in her Beauty Book any of the sets she would love to have if they just showed up in her bathroom tonight. 13. Have the Hostess serve refreshments while you meet with each guest individually. This will not work if you do this in a group. Ask her the following questions: 1. Did you have a good time tonight? 2. How does your skin feel, doesn t it feel great? 3. I see that the is the set you d use if it showed up in your bath room is that comfortable for you? 4. What would you like to learn at your Color Appointment that we didn t do tonight? [Set the appointment, turn it into a SCC with guests from her referrals on the profile card and do preliminary coaching.] 5. Remember earlier when I said I always like to select at least one per son to hear how we make our money in MK, well tonight I ve selected you [sincere reason]. Have you ever thought about going into a busi ness of your own? 14. Let her know you are really into customer service, so you will call her in 3 days to check up with her, is that OK? (no one has ever told me no). 15. When she books a group appt. coach it RIGHT THEN give her a hostess packet & tell her you will get her guest list in 24 hours and you ll give her a free eyeshadow & when you call her people to profile them, if she s already invited them by that time, she gets another free eye shadow. 16. After the appt. I keep postcards in my car & usually I write thank you postcards to each woman before I even get home while I m still excited. I pull out the customer profile cards & write little notes on each one HOW I plan to follow up whether a customer I care call or to ask her to be a face-model for me or to book her for my portfolio (if I chickened out with asking her RIGHT THEN), etc. I also put in my datebook the followup dates for mailing out reminder postcards, coaching times, etc. PERFECT CLASS GOAL Sell TWO Skin Care Sets Book TWO Future Appointments (preferably group appts.) Give TWO Recruiting Packets out (Hostess & at least one other person)

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8 Philosophy of Booking - if you don't have bookings Thank you Director Julie Potts First of all, if you don't have appointments booked then you have a MK hobby...not a business. Everything comes from classes and facials...seeing new people increases your sales and replaces the clients that you lose. Plus you meet new people that you can interview. Reorders are usually trickle in sales where appointments are big checks like a $349 Roll-up at one facial. Second, learn your booking scripts! Memorizing what to say gives you the flexibility to be yourself and get the appt scheduled. Turn a facial into a class..."i can do 3-4 faces as easily as one, so you are welcome to share this appointment time with some friends...and you get free products as a thank you. Plus I find it's so much more fun." Tentative booking..."i understand that you will need to check your friends schedules, but my experience has taught me that if you spend the time coordinating everyone's schedules then call me and I don't have the time available then you have to do it all over again...what I find to work best is that you and I pick a time and since you only need 3 friends, if you can't find enough to join us then we can reschedule." Key words that I use in booking...free, fun, no obligation to buy, learn a lot about YOU, pamper, opinion, before and after picture Third, learn how to overcome booking concerns! A confused mind does nothing so it's your job as her consultant to give her plan a-z if needed. Too busy---you've confused her. She doesn't know when she can...you gave her too many options. She doesn't see the benefit to her...you didn't tell her what she will gain from it. I'm too busy is the easy brush off these days when you don't really want to do something. See booking techniques below. Don't know enough---make it clear that she only needs 2-3 friends plus her...help her think of neighbors, co-workers, etc. Already use brand x--of course she does-she's using something but it's not MK...great product, great price and YOU. "great, I'd love to get your opinion on our new product line." Used it before and didn't like it/broke out/allergic...find out how long ago...if she hasn't tried MK in the past 6 months then she hasn't tried the new stuff and she quite possibly didn't try the right formula for her...and she for sure didn't have a makeover with YOU!

9 Fourth, have a booking attitude. Be flexible to her needs but be passionate about getting with her...even if it's at her work. Be about FREE...what can you get her for sharing her friends and opening her home to YOU. Expect that everyone will book...why not? You have everything to lose and she has everything to gain. If she walks away and buys nothing and books nothing...then she at least feels like a Queen for the day...where you used samples and your time to pamper her for FREE. When you realize that the booking is NOT about you increasing your business but about HER trying the best brand and spending time with YOU...then you will be a booking magnet and will keep your datebook filled with all the new friends you will be making! Fifth, book like other professionals-book close in. How does your hairdresser or dentist book your appointments? Treat your calendar the same way. I especially like to use this lingo..."my next available appointment is and then I don't have anything in the evening until." or "I had a cancellation for this afternoon." Quit thinking that you have to book her for 2 weeks out. All she has to do is call up 3 girlfriends to come over tonight...and they are available...they'll come. If you call for a hair appt when do you want it...the next day normally. Sixth, have booking options. Parties: Spa Pampering, Glam Girl, Before and After Makeovers, Vegas Legs, Trunk Show, etc. Offer her a private makeover then try to turn into a class if she is a new contact. Can you stop by her office during lunch..and can she get a few co-workers to join us and she gets 20% back free? Can you stop the house and bring your sale items when you do the delivery? Can she be a model at your next meeting? Seventh, if she won't do a class...then you didn't make it worth her while or she is presuming that she has to do more than invite 3-6 friends by phone, then clean off her table and serve cookies and coffee. Does she know what she will get FREE? Are you using a hostess plan that excites YOU first so that you can share the passion? If not change it to one that motivates YOU. Eighth, never book unless you are willing to preprofile the guests even if you have to leave messages. And always coach your hostesses. They will cancel two days before if she forgot to invite anyone. Ninth, never prejudge...everyone wants to be pampered...spa sales are increasing as the baby-boomers are getting older and as our lives get more hectic. Just because she looks great, doesn't mean that she doesn't want

10 your stuff. Just because she wears no makeup, doesn't mean that she doesn't want someone to teach her how. Just because she is busy, doesn't mean that she doesn't need some pamper time with someone as nice as YOU. Tenth, you may not be booking because... you don't have enough products on your shelf -- so get a loan and get it!! you may be unsure of what to do at the party -- so shadow someone at their next appointment, listen to tapes, go to my website for class tips you don't know when you can fit it in your schedule because your confused mind did nothing -- so get out a highlighter and mark up your datebook with priorities first then see when you can hold a one hour facial or 2.5 hours for a class you aren't taking your business seriously and you are just trying to fit in instead of taking the time to work it you are too afraid to ask the people you know because you are thinking that's all about them helping you and you don't want to impose instead of this is all about HER! you aren't passing out your business card to people you meet everyday...anyone who gets my money, gets my business card is rule #1. Rule #2 is that I play a headgame that if I spend money somewhere then someone there is going to pay for it. Buy new shoes then book someone in the shoe store. plain and simple is that you are probably just not asking...if you know someone with skin then offer to pamper her...and with the new MicroD...come on...this is just too simple!! you already have too many appointments this week that you need the time to repack your kit between appointments...then dovetail your appointments to recruits...that helps you and her! HAPPY BOOKING!!! Julie Potts Sr Cadillac Director

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13 Individual Consultation Cheat Sheet - 5 questions to commit to memory 1) Did you have fun tonight? 2) How does your face feel? 3) SELL You know that right away I am going to recommend the skin care to you because it is so important! I see that the is the set you d like to go home with tonight. Is that comfortable for you? (if no, go down a notch if still no then recommend a class to earn it) If yes go on. How would you like to take care of that? Also, Stacey, I m really big into customer service I really want to make sure you are lovin all your goodies, so I like to call my customers 3 days later & 3 weeks later just to check in and make sure everything is working OK & then if it s not, or you re not all about it then just let me know and I will be happy to exchange anything or give you a credit. Is that OK with you? 4) BOOK What would you like to learn at your Color Appointment that we didn t do tonight? [Set the appointment, turn it into a SCC with guests from her referrals on the profile card and do preliminary coaching.] OR - If she DID win a Gift Certificate from you via the purse game: Alright, so here s your $15 gift certificate congratulations to you, girl! Ok, so now when s a good time in the next 2 weeks for you to use it? Are weekdays or weekends better for you? (or whatever your time slots are settle on a date & then think LIGHTBULB I just thought of this) Ya know, Stacey, I will INCREASE that gift certificate from a $15 one to a $50 one if ya wanna get a couple of girlfriends over there when I m there pampering you. (she ll look at you like REALLY??) Yeah, basically, you just get at least 3 of your best girlfriends there to join you, we all get mega pampered, love being together, then you get $75 of MK for $25 that s a $50 shopping spree. (see what she says, her eyebrows will probably go up and she s IN OR she is thinking WHO to invite but can t think of anyone if the latter is the case, help her brainstorm & then comfort her by saying) Well, actually what you get for free is just based off the number of people you get there so if you get 3 people there it s $75 for $25, but if you just get 1 or 2 people there, I ll increase your gift certificate to $25. OK so all you need to do is to get your guest s names, #s, address to me so that I can ask them a few questions about their skin & send little invitations and then I will give you a free eye shadow for that. Does that sound good? (make suggestions of who to invite and what to say) (give hostess packet) Then, I ll call all your people a few days beforehand to remind them of their pampering session and when I call them, if they

14 ALL already know about it, then I ll give you another free eye shadow, deal? 5) if you want to work with her With Confidence: Girl, have you ever thought about making extra money? (who hasn t?) Well, I KNOW you ve never thought about it with MK, but have you ever thought about making extra money? Well, I am building THE MOST incredible, sharp team of women in all of Kentucky & I noticed (sincere compliment: how much you loved the product, how everyone loves you, how humorous you are, how great your eye contact was, etc.) And I KNOW you would NEVER EVER consider doing something like MK, but girl, I would be CRAZY as a professional consultant not to offer it to you. Would you mind if I gave you some information about the MK opportunity? (always ask permission - Give her recruiting packet) Here is some information (sort of go over it with her) Here s the Something More Brochure, this is yours, mark it up, highlight it, circle it, whatever you like.and I would just LOVE to follow up with you to see what you thought. Is there any reason why we couldn t get together over a cup of coffee and I could get your opinion of the company? Not as Direct: Stacey, one last thing, I am going on target for my first free car with MK/my Director has challenged me to move up in MK/my Director has challenged me to win this diamond ring & part of what I have to do to win the car/move up/ring is to share company information with 10 women and do a practice-interview with my business mentor/director so I can learn the skills of doing an interview which is a very important skill in this business. I picked you b/c I felt comfortable with you/you had good eye contact/i thought you d say yes (laugh), (something sincere). I would even give you something at half price just for helping me out! (she will probably ask what she has to do hardly anyone will tell you no Just give her the recruiting packet, Choices audio & explain this audio is one of the best she will truly love it & enjoy it and set a time to follow up to pick up the tape & do the interview preferable with your Director ) Thank her and tell her WHICH guest to send in next.

15 PURSE GAME!!!! By Julia Burnett Great Booking & Marketing Tool - The two gals with the most tickets at end of game get gift certificates to spend at their check-up facial within next two weeks!! (thank you Jennifer Bryant for the original outline!) Have HOSTESS give out tickets (or take points) You don t want you hostess winning, b/c the rewards are gift certificates for FUTURE APPOINTMENTS so this takes her out of the game! I do this game at EVERY skin care class - either as an ice breaker at the beginning or right after they've completed the skin care. Ask everyone to grab their purse, and make a joke "don't worry, you're not going to buy anything!" and tell them you are going to call out a letter, and the person who grabs something out of their purse that begins with that letter & shouts it out the fastest gets 2 tickets and the gal who pulls out a DIFFERENT object that begins with that letter gets 1 ticket. Each letter will stand for something about Mary Kay, so they can understand a little bit more about the type of company they are supporting when they purchase Mary Kay Products. And they WANT tickets b/c they are playing for gift certificates to spend with you at their check up facial within the next 2 weeks and prizes (and crinkle your beautifully wrapped prize in your bag so they can hear something is in there I usually have a couple of little goodie bags of samples). Acronym is MRS W CAB M Money One of the main reasons women join Mary Kay is to make extra money. Whether that is extra money to supplement incomes or just mad money to have fun with, I don t know anyone that couldn t use an extra $500 or $600 a week!! There are 4 ways to make money in Mary Kay: Selling the Product Mary Kay is the #1 Best Selling Brand of Skin Care and Color Cosmetics for the 11th Year In a Row Therefore it s very easy to sell!! Basically we buy the product from the company for a dollar & sell it for two. Re-Orders The great thing about Selling Skin Care is the Re-Order business!! If you ever consider selling anything, you want to sell something that people wash

16 down the sink 2 times a day!! Once a customer base is established, the re-order business is strong!! Dove Tailing If I book a show and suddenly can t make it get sick, car breaks down, etc., I can call one of my sister consultants to do the class for me. I will still get a % of the profits from the class and the sister consultant will get a %. It s like substitute teaching. Sharing the Opportunity Mary Kay pays us to Share the Opportunity with other women. When a woman decides to join the Mary Kay corporation with a consultant, Mary Kay pays the seasoned consultant a commission anywhere from 4-26% based on her team s success. MK is not a pyramid - pyramids are illegal, MK's been around 40 years! You don't take any money from your team-members, the company just sends you a love check each month automatically based on your team member's production. R Recognition Did anybody received a standing ovation when they walked into their job, school, home today? (wait for a laugh) In Mary Kay, we do! We praise you to success!! Mary Kay recognizes everything you do!! At our weekly success meetings, we get recognized for the sales we had, etc. I don t get recognized every day at my regular J-O-B, so it s nice to be appreciated and get applause! The corporation also gives money, cars, diamonds, and trips to top performers! S- Self Improvement You get out of Mary Kay exactly what you put into it and this leads to increased confidence, self esteem, etc. Mary Kay is a great forum for brainstorming, learning from others, learning to be a business woman, and earning your own money!! I personally think there s not a woman in America who couldn t benefit from being in MK for a year, just to learn how to run a business, balance her checkbook, be a good steward of her time and in return receive the increased confidence & self esteem that naturally follows. I think there s nothing more fulfilling in the world that building up people, and that s what we do every day in MK. W- W is for Watch what I do and see if you think you could learn to do what I do! (and they are thinking honey, I can learn to do anything you can do ). Mary

17 Kay says that at every show there is another MK consultant sitting in the audience, so I wonder who it s going to be tonight? (Pause they ll either point to a gal or look at you like you re crazy here is where you cast YOUR VISION lower your voice). Well, I am building THE MOST INCREDIBLE TEAM of SHARP, dynamic women in all of Kentucky (or wherever) and I am always looking for women who want to win. You know, MK may or may not be for YOU, and that s totally OK, but it may be for someone you know, so as I go along, be thinking about women in your life who may benefit from a career with MK and let me know at the individual consultation. C CARS!!! What do you see driving on the road (hold your hands like you re driving)? Hopefully the audience says CARS!! Remember when I said that Mary Kay pays us to share the opportunity? Well, not only do they pay us they also GIVE us FREE CARS!!! You have the opportunity to drive FREE.no car payments or insurance payments for the Rest of Your Life!! How many of you could get used to driving FREE??? The first car is a Red Grand Am & MK pays 85% of insurance!! OR if a Red Grand Am doesn't float your boat, then you could take the cash option of $375 a month. (Grand Prix or $500/mo. cash payment or Pearlized Cadillac or $900/mo.) A Advantage Does anyone here work from home? Well, if you do, then you know about all the awesome tax advantages of working out of a home office. For example a percentage of your mortgage interest/rent, cell phone, internet connection, mileage, trips, computer, printer, etc are all a tax right off! Another advantage of working from home is being your own boss. There s nothing like working for yourself. It s so nice not to have to ask off for vacation days or schedule when you can go to lunch. With Mary Kay, you are in business for yourself but not by yourself b/c of the thousands of women who have gone before you to show you the way. You have the opportunity to run your own business and build your own corporation but you have the support of a Fortune 500 company behind you!! I can t think of a better setup!! Mary Kay is very unique in that it can ebb and flow as your life changes. There are several ways you can work your business: Friends & Family Consultant: Consultant who purchases her product from the company at a 50% discount and services herself, some family and friends, & a few customers.

18 Part Time Consultant: This is how the majority of consultants in my unit are working their business. You could literally win a car on 15 hours a week. When I say Part-Time I mean very part time. I actually won my first 2 cars working another full time job. A part-time consultant is just doing 2 shows a week or less is building a solid customer base & loves the reorders! Leadership: At this level, MK can be a full time job & pay a corporate salary. The women in leadership of Mary Kay are some of the highest paid women in America. The advancement potential is limitless & the mentorship of other women along the way is amazing. B Beliefs This is my very favorite letter, because B stands for Beliefs. There are three fundamental principals that MK is founded upon. 1) We live by the Golden Rule, which is to treat other people the way you'd want to be treated. So, along with that is we don't steal other people's customers. We understand that there are 1,000 s of women out there who have skin, that we don t need to steal other people s customers. So, if you currently have a MK consultant who is actively servicing you - what I mean by that is you know her name, she's called you in the last 3 months to check on you - then if you'd still like to get something tonight, to support the hostess, then that's fine, as long as you go back to your regular consultant after that. 2) We live by the principles if you put your God first, your family second and your career third, then everything works. If those three things are not in order, then life can work for a little while, but not for very long. 3) Mary Kay Ash, the founder of MK, taught us, that if we treated everyone around us like they have a big sign around their neck that says, "Make me feel important" - what a wonderful world this would be. Now everyone...count up your tickets...let's see who has the most tickets? OK, (name) has the most...this is the gal you want to beat. OK, everyone agrees, this is the person you want to beat right? Well, don't despair, because I want all of you to win & because I want this to be real interactive, you will have the opportunity to ask questions as we go along & you will be rewarded with tickets - so if you ask a question about a product our hostess will give you one ticket and a question about the company, the business opportunity, or Mary Kay Ash, our hostess will give you two

19 tickets. Remember, you want a ton of tickets, b/c the gal with the most tickets at the end of the night will win a $15 gift certificate from me to spend at her color appointment and our runner up will win a $10 gift certificate to spend in the next two weeks at her color appt. And of course, we will also draw for some prizes as well! Do the rest of the SCC, and after you have presented the rollup bag & the sets, do a Q&A so they can earn more tickets. Here's where you really want to pay attention to who's asking a lot of questions. Note: those who are asking tons of company questions are either 1) not interested but very competitive (so they'd probably be pretty good at MK) or 2) are interested for some reason...these especially are the women you want to talk to about the company during the consultation. NOW - it's your job to get her from a $15 facial appointment to having her inviting her girlfriends over. This is how, you are at the individual consultation - 1) Did you have fun tonight?, 2) How does your face feel?, 3) make the sale, 4) OK, now here's your $15 gift certificate for your check up facial/glamour appointment, so let's go ahead and set a time for us to get together for you to SPEND that, what's better for you weekday or weekend (or morning or evening - Tuesday or Saturday)? (Look down at your calendar, let her speak next) - schedule her appt. THEN I want you to turn it on just a little bit here - THINK LIGHTBULB - I JUST REMEMBERED - "You know what?...i just thought about this, if you want to get some of your

20 girlfriends over there to get pampered with you, at least 3, it's waaay more fun anyway with some friends, then when I come to pamper you, we can increase that $15 gift certificate to a $50 one! Basically, you'd be getting $75 worth of product for $25. OR if you can get at least FIVE of your girlfriends there you get $100 worth of Mary Kay for $25!" You will literally see her face light up - b/c going from a $15 gift certificate to a $50 one is VERY inticing to most women (remember the $15 one costs you $7.50 in product and the $75 for $25 only costs you $12.50 in product, the $100 for $25 only costs you $25 in product BUT you are meeting all her FRIENDS, increasing your chances of BOOKING & recruiting ten fold & will make a LOT more MONEY). Consolation prize: Then say, well, you know even if you can't get 3 over there, if you just get 1 or 2 girlfriends there, then I'll increase your $15 gift certificate to a $25 one basically, you get $50 of product for $25. That's how I have evolved into getting bookings from bookings - it works like a charm! Make it sound like NO BIG DEAL, don't use the word HOSTESS or PARTY - think of her as a "coordinator" in getting her girlfriends together and act like it's no big deal. Using the word HOSTESS implies that she has to clean the house & bake brownies - "getting some girlfriends together" or a Girl s Night Out Gathering sounds like FUN to me!