NAME: Packets In the Bag Hostess Packets (10 pkts) Recruiting Packets (5 pkts)

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2 Purpose: To showcase NC store or studio of products To Schedule NC Power Start To begin to develop trust and support with her family and friends. To identify and layer her first recruits. To allow her an opportunity to watch you promote and sell products, schedule appointments and layer her guests with information about Mary Kay the opportunity trough your I-story and other related team building tools. Director (Recruiter) will Bring or Provide Agenda Laminated Roll Up Bag Close Set Sheets New Consultant Mary Kay Pin (Recruiter should bring) Beauty of Friendship or Fabulous Referral Sheets (15+ Copies) I d Love Your Opinion Surveys (15+ Copies) MRS CAB Marketing Booklet & Laminated Starter Kit Flyers Paper Agreements All Demo Products (Ultimate Miracle Set, Repair, Supplements & Satin Hands) Clip Boards & Pens Dry Erase Markers (Optional) Packets In the Bag Hostess Packets (10 pkts) Recruiting Packets (5 pkts) New Consultant Recognition/Prizes Tulle Ribbon to tie around Starter Kit Bag Pink Ice Ring for having 15+ Guests Pink Ice Necklace for 10 Bookings Raffles Raffle Tickets and Drawing Bag (Optional) 2-3 Wrapped Door Prizes (Empty Compacts are best because they result in addtl sales for the Consultant) Prize Rollup or Prize Basket New Consultant to Provide Inventory (Neatly organized, labeled and accessible) incl. all products listed on Sets Close sheets Sales Tickets/Profile Cards/Cleansing Cloths from kit Beauty & Look Books Stamped with New Consultant Contact Information Money Bag w/change & Calculator Booking Gift of Choice (Compact Mini is Recommended) & Current Gift with Purchase New Consultant s Datebook Pink Bubbled Foundation Demos (For shade matching during individual closings) Refreshments/Plates/Napkins/Cups/Utensils Child Care Provider-This is not a children s event.

3 CHECKLIST PRIOR TO THE DEBUT Send out a minimum of 50 Business Debut Invitations (send one to your Director). Go to kimskteam.com and click on New Consultant tab and scroll down to the Pink Arrow that says Click here for you New Consultant Debut Information to find Business Debut Invitations. Sending postcards alone will not be effective. After you have mailed your invitations, plan to call each guest personally and invite them hours before your event. This is very important & will greatly improve the attendance of your Business Debut! Your attendance will be in direct proportion to the number of guests that you personally speak with hours prior to the event. Don t be afraid to tell your guests that you will receive a prize when 15+ people over the age of 18 are present & remind everyone that they can bring a friend and receive a Gift! If a friend or family member cannot come to your Business Debut, use the scripts in this document to begin booking appointments. Once you have called to confirm your guests, send the complete Yes and Maybe list with names to your Director hours prior to the event. Memorize the Business Debut Scripts in this packet. Your Business Debut Launch is the best way for me to support you as you begin your business! I am here to support you in every way and will match my time with your efforts, OK? CHECKLIST FOR THE DAY OF THE DEBUT Provide simple refreshments. We will eat afterwards. Delegate this task if possible. Mark you datebook with everything you have going on in your life. Highlight the times and dates that you have dedicated to your Mary Kay business In PINK. (Pink Bubbles) Put a Star beside your PowerStart weeks. Be sure and Highlight in PINK the Dates you have available to Book! (Pink Bubbles) We will use your Datebook and get people committed to dates, as well as use the Fabulous Referral sheet to get referrals. Your main goal after the business debut Presentation is to take your date book around & talk individually with each guest to book appointments! Your goal is to book 10 appointments to complete your Power Start (30 faces in 30 days). Your Director will fill orders, book Career Coffee Talks & talk with the guests about the Career Opportunity. Have the following supplies available and/or Director/Recruiter will provide Small Clipboards Pens and Profile Cards on hand for each guest to complete as they arrive Satin Hands Set for guests to try after the Presentation A Money bag, sales tickets and a Calculator. Look Books stamped with contact information Filled travel roll-up bags. Print the Fabulous Referral Game & Closing Sets Sheet from the Business Debut section on Consultants 10 Hostess Packets prepared to give out to your 1st 10 Hostesses & 5 Recruiting Pkts Packets should include: In the Bag Hostess Packet, MK Look Book, your business card and Invitations. Go to the Business Debut tab at kimskteam.com to find the invitations Set up product displays & hang roll-up bags around the room for guests to look at. Have your products displayed this lets you guests see that you are serious about servicing their needs and that you are serious about your business

4 WHAT TO EXPECT DURING PRESENTATION Your Director will explain the purpose of the event: We are launching YOUR business & the PRODUCT you are selling! Your 1st goal will be shared (30 faces in 30 days; 10 Career Surveys/Coffee Talks) with your guests! Your guests will know that you will be asking them to help you by having an appointment to try the products. All the guests will introduce themselves. And YOU will share why you said yes and your recruiter will share a little about you. Mary Kay will be introduced as the #1 brand of Skin Care & Color Cosmetics in the Nation! All the guests will see the products. No one will receive a facial or makeover that day. Your Director will share her I story and information about the Mary Kay Business Opportunity. At the close, guests will have an opportunity to make a purchase, schedule an appointment & set up a Career Survey/Coffee Talk while we mingle and have refreshments. Do not pass out Catalogs or Hostess Packets until AFTER the presentation it s too distracting. THERE SHOULD BE ABSOLUTELY NO CHILDREN AT THIS EVENT, including your own. This is an adult s event and your guests should be able to relax and be pampered without any distractions. You will lose $100 in sales for every child that is there, including babies. Women will not focus and spend as much money if there are distractions during the event. Please ask your friends to get a babysitter and enjoy the day to herself. WEAR A PROFESSIONAL SKIRT OR DRESS! You are launching your new business...please look super sharp and professional! WHAT YOUR DIRECTOR WILL BRING TO YOUR BUISINESS DEBUT Tickets to pass out during the games, prize rollup or basket and all the DEMO products that guests will try at your Business Debut WHO SHOULD I INVITE? Well, in addition to the obvious, your immediate family, in-laws, cousins, neighbors, friends and work associates, what about the person...from your old job...from school or college...you know from your favorite sport or hobby...from your child s activity...from your church...from community activities...from whom you rent...to whom you sold a house...that you met through your...who checks you out at the grocery...who helps you at the cleaners...that you met on vacation...who checked you in at your last hotel...who gives your child lessons...who cuts your hair...who fills your prescription...who leads the PTA?...Girl/Boy Scouts?...who booked your last vacation?...who sells baskets? candles?...who bought a house last on your street?...who is your bank teller?...who is your florist?...who was your nurse at the office/hospital?...who was your maid of honor?...who is your cleaning lady?...who you met in the grocery/bank line?...who was the bride you saw inthe newspaper?...who is your child s/your Friend s child s teacher...who is the secretary at your work/school...who sells you your clothes?...who sells you your shoes?...who sold you your glasses?...who is the wait staff at your favorite restaurant?...who you met at your last business luncheon?...who helped you at the last jewelry store?...who helped with your last decorating purchases?...the last salesperson to give great service?...who works the desk at the health club?...who did I miss?

5 CALLING & CONFIRMING GUESTS CALLING each guest (not only face booking, ing or texting) each guest a few days before is KEY to a successful Business Debut! Use the following script when calling your guests. After greeting, ask: Do you have a quick second? I m calling to get a final the headcount for my business debut on (Day), (Date). It would mean the world to me if you could make it! I would so appreciate your support! IF YES: Wonderful! Bring a few friends and arrive at least 10 minutes early to be entered into the On Time Drawing! We won t be doing facials, but we will do demos. IF NO: Well, that s no problem, because I m coming just for you anyway: it will be so much fun to see you and if you think of any in the meantime, just invite them and I d be happy to still load you up with free stuff! But honestly, I m just grateful you are so willing to let me borrow your face. The next thing I need to do is confirm your appointment within 24 hours and ask you some questions about your look. When would be a good time to catch you? Tomorrow evening? Follow up with a phone call 24 hours later to confirm the date and time and to ask her all the questions on the profile card. Ask if you can send her an confirmation and get her address. Also send a Thank You postcard in the mail. IF NO: I m so sorry you aren t able to make it; we will miss you. Hey...my first big goal in Mary Kay is to practice on 30 faces in 30 days! I would love to borrow your face and get your opinion of the products! Is there any reason why I couldn t borrow your face! What works best for you, this week or next? Once you have a date and time down, then and only then do you try to book more by saying this verbatim, and as if this thought just now crossed your mind... You know what, Suzie? It s actually just as easy for me to do a couple of faces as it is for me to do one. Plus I m trying to get to 30 faces. Is there any reason you wouldn t want to share your appointment with a couple of girlfriends? I mean it s actually more fun with a couple of your friends and it would help me out tremendously with my goal. Plus I would load you up with free stuff!! If she doesn t have her datebook with her, then arrange a time for you to call her back the next day. IF YES: Oh, that s awesome! I will do all the work to get ready for the appointment; all I need from you is a list of girlfriends you want to invite! Actually, why don t you just go ahead and grab your cell phone and throw out some names, numbers and addresses? And I ll start working on the invitations! SAY: After the Business Debut presentation, talk to each guest about booking her own appointment or party, if she did not commit during ticket giveaways Thank you so much for coming! I appreciate your support! I d love to borrow your face to work toward my 30 faces. What works best for you; a weekday or weekend (only give 2 options)? ONCE YOU HAVE A DATE PICKED, SAY: For having at least 2 friends over 18, you get discounts and hostess credit! Is there any reason why you wouldn t want to have a couple of friends attend your appointment with you? IF YES: Okay, great! I ll take care of everything for you! All I need from you is a list of girlfriends you want to invite and I ll send out the invitations! Let s follow up tomorrow to confirm your appointment and I ll get your guest list at that time (set up a specific time to call).

6 Make sure all night you give out sincere compliments, keep it fast and have fun, give tickets for any interactions; your whole goal is to let them fall in love with the experience and want to do it again. Each part should take no more than 10 minutes. Your 7th step is the Closing and that will take a bit longer, but make it quick. FAST and FUN!!! No Look Books tonight!!! Have Guests fill out Profile Forms as they arrive and give on time tickets. 1. Introductions- Good evening, thanks for coming to SuziQ s business launch!!! This is the Grand Opening of her Mary Kay boutique. First, I want to meet all of YOU, I want to know what each of you do when you are not here being beautiful and how you know SuziQ, and why you KNOW SuziQ will be a Mary Kay Rock Star...and I am giving out tickets for the best story about SuziQ, so make it good;) Have guests sit in a semi-circle and sit with them if a smaller group. TELL your I-story: It is basically your journey in Mary Kay so far, what you did before, why you decided to start your MK business, and what obstacles you have overcome, and the Dreams that you have!!! 2. Ribbon cutting- Then bring SuziQ upfront and let her share why SHE said yes and what is her big dream for this business. Be passionate about Why SuziQ joined Mary Kay and how you are going to support that Dream. Pin her now and cut the ribbon on her starter kit. Congratulations!! You are open for Business! 3. Why we are here Here for 3 Reasons: Relax, Be Pampered & Have Fun and there are 4 Ways You can help SuziQ build HER business and get extra tkts, 1) Book a Facial, 2) Turn your Facial into a Party w/2-3 Friends, 3) Join Her Team and 4) SHOP! Everything you take home with you tonight helps support (name her Dream again). You also have the opportunity to support her in her first Big Business goals as one of her first 30 clients or as a charter member of her team. Talk about Talent Scout Program. 4. Marketing- I want to share some fast fun facts with you about Mary Kay you may not know. And I am going to give away more tickets. NOW, not later, you only have 45 minutes to hold their attention. I like to use halfsheet surveys, less threatening and fit nicely on half clipboards with profiles, menus and sales tickets. Use the Purse game with Mrs.Cab or Candy Break or Right Left game, using your Prize Rollup or Basket as the Hot Potato, whatever game is your favorite. Share M- money R- recognition S- Self Confidence C- car A- advancement B- Boss and Belief. Now everyone complete, fold, and pass their surveys forward, we are going to do a drawing and give something to some lucky lady with a completed survey. 5. Referral game Here is another chance for you to earn some more tickets, we need to name 30 women tonight who deserve a lil pampering and if you introduce them to SuziQ, you will get an extra goodie at your appointment. Who is ready to have a Facial with Friends or simply share SuziQ with some of your favorite people? Pass out Fabulous Referral Sheets. Have a half-sheet of poster board with a sharpie and numbers 1-30 and then start having them call out names, put the names of ladies who want to book a party on there as well, the new consultant is giving out the tickets while you do this... Be excited you need to hit Have at least 10 Hostess Packets ready for those who are committed to hosting Facials with Friends Triple your tickets! We are giving another 10 Tickets out to each of you who books on the spot tonight! 6. Presentation-Let s Meet LOLA- Now I want you to meet LOLA. She is luxurious, outrageous, luscious, and audacious. Every lady needs two of these, one for travel and one for the bathroom that can be beat up! You will want to give a short description of each pocket and a quick demo...you will do the back of the hand demo with the Ultimate Miracle Set and a few supplements next and you will describe and romance each product... I'm going to hand a ticket to whoever asks a question or shares a fact about any Mary Kay product. (SuzieQ should be squirting!) In Pocket 1: TW Miracle Set: Cleanser, Day Solution, Night Solution, Moisturizer. Romance each product while showing on the back of only one hand. (I sell a lot of repair sets, so I tend to talk more repair here. If Showing TW Repair, Put day cream on back of one of their hands and let them share the difference. It will sparkle with light diffusing pigments, which nourish and relax expression lines. Let someone try night cream on an elbow and share the difference. It will soften and smooth immediately, with powerhouse age fighting. (Have a Botox in the Box sitting out on display.) In Pocket 2: Beyond Basics: Serum C, Microdermabrasion set. Share difference between professional Microderm Treatment and our Voted #1 At Home Microderm set. Talk about Firming Eye Cream, Foundation Primer, Foundation with brush and Concealer. Demo the Foundation on both hands explaining the difference in coverage with good skin care.

7 In Pocket 3: GLAM SLAM: Talk more about Sensitive Eye area and Tell the Dust Mite Story with OFEMR. Draw black eyeliner or Mascara on back of TW hand, and then try to rub off. Then take eye makeup remover and cotton pad and wipe it off easily. Talk about Lash Primer and Mascara, Lip gloss with Bronzer in mini compact, and Custom Compact with Lip-stick and Color look with Eye Primer and Liners. In Pocket 4: Satin Hands and Satin Lips The Satin Set can actually be your FREE gift if you make a decision to join SuziQ s team tonight! and you will get to experience it after the presentation at the sink! Throughout the evening make sure you say... When you book your Custom Color appointment or at Your Facial with Friends with SuziQ... Now, Ladies, get out the pink slip (sales receipt) and whoever puts the most items on her slip earns more tickets, count the items! New Consultant gives more tickets. Pass out Hostess Pkts here and explain Hostess Program. This will be followed by cash and carry shopping. 7. The Close- Now it s time for my two favorite parts SHOPPING and GIVEAWAYS!!! Count up your tickets and we are going to draw one lucky winner from our surveys Pull a name; let her shop in a pocket of your Prize Rollup or Basket. Then whoever has the most tickets, let her shop in a pocket. Next, explain how they can earn any prizes from the pockets, exclusively TONIGHT. Gift of Beauty for Party Girls for hosting a Facial with Friends, Career Coffee for meeting with me or my Director (if not in DIQ) to learn more or I Said Yes for joining tonight, in addition to Your FREE Satin Set. (All prizes will be pulled from the bag and awarded to her at her appointment or when her agreement is officially in.) Now hand out laminated Beauty Menus and colorful, paper Shopping bags. Do not hand out a Look Book! Use set sheets and beauty book. Have someone designated to serve refreshments and fill orders. The New Consultant s job is to BOOK HER APPOINT- MENTS and keep everyone there, so you can close and meet individually. Ask whoever has to leave first and meet with them! In this order: Sell, firm up booked date, invite to upcoming Studio event and Sign as a new recruit or schedule her Career Coffee talk! The Hostess Packets and Beauty Menu can be found under NC Debuts in New Consultants Tab

8 WHAT TO DO AFTER THE DEBUT LAUNCH Add up your sales, the number of appointments you booked & the number of Career Surveys you booked! Send a Voxer message to your director to let her know the results! Get in the habit of sharing your good news via Facebook or Voxer! Record your sales in your Online Weekly Accomplishment Sheet on marykayintouch.com & fill out your first MONTHLY TRACKING sheet. WAS is due every Monday by midnight! Deposit your sales into your MK checking & savings accounts. Remember, if you are not on profit (full store) then part of your profit will go toward building your full store. Not everyone can come into MK with a full store but there is no reason you cannot build to a full store by running a clean business (do the 60/40 split). Quickly reorder any products you did not have on hand at your debut to fill orders expediently or place an order to replace the products that you sold. Follow up within hours (no later) with a quick phone call to everyone who was at your Debut to thank them and to confirm their appointments. Also, call all your hostesses to get their guest lists! Write a quick thank you note to everyone who attended your business debut! Send a friendly reminder /text to every guest with whom you booked a Career Survey/ Coffee Talk. Get 10 Facials/Parties with Friends on your date book for the next 30 days! Follow the Prize Trail!! Earn your Pearls of Sharing in the next 30 days! Do 3 Career Surveys with your Director to earn you Pearl Earrings. Complete 6 to earn you Pearl Bracelet. Add your first Qualified Team Member to earn your Pearl Necklace. WHAT TO SAY TO THOSE WHO DIDN T ATTEND LAST, BUT VERY CRITICAL...Call all your guests who could not attend your Business Debut! Say something like the following, but make it NATURAL TO YOU & KEEP IT LIGHT! Don t take yourself too seriously! Say, Suzie Q, hey, this is...do you have a quick second? Well, I am so sorry you missed my business debut...we had a great time...we missed you...everything went great! I wanted to let you now about my first goal..to practice on 30 faces in 30 days! I would love to borrow your face and get your opinion of our products! So, is there any reason why we couldn t get together? What s best for you, this week or nest week? After you book a day and time with her say, When you have at least 2 friends attend your appointment with you, you qualify for discounts! Is there any reason why you wouldn't want to have a few friends attend your appointment with you? If you get voic say that you have a really important question to ask & leave it at that! Don t ramble on about your goal! The final step is EXTREMELY important! Don t miss out on sales & appointments by not calling your people! You could seriously pass up thousands of dollars in the long run! No Joke! AND now is just a great time to share your good news! *Thank you to NSD Leah Lauchlan for this layout and great pointers. Thank you to Tiffany Noel Taylor for sharing her creative documents! All coordinating docs and trainings at

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11 Full Size Close Sheets can be found on Sheets

12 Full Size Close Sheets can be found on Sheets