Welcome! Patsy Burdine Independent Sales Director

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1 Patsy Burdine Independent Sales Director Welcome! Hi & welcome to Mary Kay but most of all our UNIT!! I know that you have made a very brave and determined decision to be a part of Mary Kay and a part of our unit! I want to welcome you with OPEN ARMS!! I totally understand that inside of you is a tug-of-war.excitement on one side and fear or nervousness on the other. Can I tell you.you are so normal!?! I applaud your courage to make such a terrific decision for you, your life and your future! I am looking so forward to getting to know you better, and finding out how I can meet YOUR specific needs! Until then, PLEASE let me say WELCOME! I am your Sales Director and responsible for your training. You are part of the Burdine Unit where we believe in being our personal BEST. Our unit number is #T174, we are in the Sapphire Seminar and the Go-Give National Area. Our weekly meetings are the lifeline to a positive attitude, learning, & being productive. These are not mandatory, but no one has been a success in Mary Kay without them and besides, they re lots of fun, too! If you re outside our local area, don t worry, we will get you hooked up with a great trainer close to you. I can t wait to talk to you and get to know you and you re personal goals for the future. After reading this letter, you ll want to check out our Unit website, Under Resources you ll find Getting Started, an area just for YOU. Along with this packet, it will get you off to a perfect start and answer many of your questions and concerns. I ll be calling you soon. Please feel free to contact me directly at any time! Here s to your success! Love & Belief, 2267 Cedardale Avenue Baton Rouge, LA

2 Expectations From the Company: A Company Policy that upholds and supports you, fair and honest Highest standard product on the market Company Image and prestige you can count on From your Director: 110% support Match my time with your effort Sales Meeting and Coaching Teach, inspire and motivate you to a very successful business...the action itself is up to you Sales Meeting education, inspiration, motivation To the Company: Uphold the Company policies and image Share this product according to the outline Share this opportunity To your Director: Give unquestioned loyalty and support Direct any question, problems, confusion privately to her To your Unit: Support Unit functions and each other at all times, it s Your Team and Your Unit! To your Customers and Hostess s: Be neat Be prompt appointments and delivery Give her the best show you re capable of Be honest, fair and generous but don t give away your shirt. The customer is always right that might cost you a couple $ up front, but will pay off in the end! To keep the customer, you must Earn her loyalty to you! To Yourself: Study, be informed Have a high self-image you are worthy of good things, you have great worth and great gifts to give the world. To be the very best Consultant you can possibly be To give yourself the time and effort and grace you need to be a success Know that you Deserve It!

3 Our Million Dollar Plan Burdine Unit BE YOUR BEST! New Consultant The Pink Connection 1st Wed each month, 6:30-8:30pm 3rd Sat each month, 9:30-11:30am Industriplex, Suite 3 One time Orientation only. See calendar at for any break in the schedule. Unit Sales The Pink Connection Mondays 6:30-8:30pm Industriplex, Suite 3 This is where you ll receive ongoing training and support and of course the recognition you deserve! Please bring guests - they love to see what we do. Your Weekly Accomplishment Sheet must be printed out in order to participate in the Queen of Sales! Power Start In order to become a pro at Skin Classes/Shows, it is important to practice on as many faces as possible. Book 8 to hold 5 in your first 2 weeks and finish with a total of 30 faces in the month you ll have completed your Power Start. It gives you practice, builds your skill and confidence and your customer base! We ll applaud you as you earn your Power Start Pin. Profit Level It is so important to have your customer s products on hand in order to ensure the level of Customer Service that Mary Kay is famous for! Being on Profit Level means you have inventory for your store and you can take the profit from your sales immediately!! Cash in your pocket is why you re doing this, right? Profit level starts at Star Consultant level or above. Go to Resources, Getting Started for Inventory Options and discuss your options with your Sales Director. Senior Consultant When you share your business opportunity with one of your customers and they become an active Beauty Consultant, you will earn your Senior Consultant enhancer for your Mary Kay pin and the opportunity to earn a 4% team building commission. Invite a customer or friend to attend the weekly meeting with you or schedule coffee time with them and your Director. She will show you how! Red Jacket Debuts Congratulations! When you achieve Star Recruiter status with your third active team member, we will welcome you in a fun RED JACKET induction ceremony! Red Jacket debuts will take place on the first Monday of each month. First 100 Customers After your Power Start and continuation in sharing this product through Skin Care Classes/Shows, we will celebrate with you as a SUCCESS! When you cross the 100 customers mark, on your way to many 100 s more you ll feel the pride of a true entrepreneur! You are truly a $MILLION$ Unit!! And I am so proud and honored to work with each of you!

4 Steps to Get Your Business Off to a Great Start! Learn about MK InTouch Set up your own Mary Kay Web Site: Mary Kay InTouch is the Beauty Consultants business site. If you signed up online, you were directed to create a password upon receiving your consultant number. I recommend you set this up as your home page since you will use it A LOT! You will be prompted from here to set up your own personal Mary Kay website for your customers to shop with you exclusively for only $25 your first year! Register for Consultant First Steps: Also on Mary Kay InTouch You will have 15 Beauty Book Brochures sent to your friends/family for FREE! Inventory: Make your decision within 1 week and then work with your Director to place your initial order to be sure you take advantage of all first-time ordering BONUSES Included in this packet is a Inventory Options Brochure and Worksheet. Order Your Business Cards: (Be sure to include your web address on cards) You will find them at MK Connections on Mary Kay InTouch site under Ordering There are many other handy business tools here too. Open Separate Bank Accounts: Go to your local bank that offers FREE checking and a debit card and open two checking accounts. One with checks for all your PROFIT and one with a debit card to reorder INVENTORY. Trust me - you don t want them together! Details on Money Management will be discussed at your first Training Class. Make a List of Everyone You Know: These contacts will be the START of your new business. See the included script to start booking your appointments!! Don t pre-judge...and make a special mark next to those people who you might like to have on your team. These are the people we ll have coffee with. Become Familiar With the Products: Use all products, head to toe Study the Look Book and Beauty Book to become familiar with the products Watch Training DVD and listen to Training CD: Found in your Starter Kit. It is imperative that you watch this valuable training. This is the foundation of learning your Skin Care Class procedure and will help you feel so confident! Observe and Learn: Observe at least 2 skin care classes/shows with your recruiter or Director. Attend Training & Sales Meetings Training is not optional. It is a one time training and the foundation to build your business on. See calendar on for the schedule. Meetings are mandatory, and Consultants who show up, go up. Mark when complete Stay in Touch With Your Director: We work closely with those who are working! Check off your list and when completed, you WIN the Platinum Money Bag!!!!

5 $ Million $ Checklist Prizes to Earn Name: Start Date: Director: If you want success fast, stick to the Checklist. If you ever feel overwhelmed, go back to the Checklist. Regardless of any other information you receive, STAY WITH THIS CHECKLIST! In case you are in doubt, this Checklist is very important. Keep it handy so we can talk about it when we speak on the phone. Your success is VERY important to me! I have completed my Steps to getting off to a Great Start list and turned it in to win the Mary Kay Money Bag! I have scheduled my first 8 classes scheduled within 4 weeks and have turned in the Hostess s phone numbers to my Director to earn a Mary Kay Gold Business Card Holder! I have placed my initial minimum $600 order or more within 15 days of submitting my Agreement, to receive a customized Color 101 Signature Look from the company! I have placed a Qualified order ($600 or more) and become a Star Consultant ($1800 or more) my first quarter to earn the Star Consultant Pin! I have held 30 faces in 30 days and turned in the tracking form to earn a Power Start Pin! I have done 5 practice Interviews, sharing with Mary Kay opportunity, with my Directors Guidance in my first 30 days to earn the Mary Kay Calculator! I have made copies of my first months Weekly Accomplishment Sheet and turned it in to my Director, either electronically or on paper to earn the MK Datebook Cover! I have my first Active Team Member and received my Senior Consultant Pin! I have three Active Team Members and am ready for my Red Jacket Debut and receiving my Star Recruiter Pin! I have completed my Initial Membership to the ROAD RUNNER CLUB and received my Road Runner Pin! AND the chance to go to NSD Retreat!!! I have completed this entire checklist and turned in to my Director for the PINK J-LO RING!

6 Send your Weekly Accomplishment Sheets to your Director to receive your PIN! Road Runner Club Initial Membership 3 shows/week, 2 consecutive weeks $600 sales, reorders included each week 1st Degree 5 shows/wk x 2wks $750 sales each wk Includes reorders 2nd Degree 5 shows/wk x 3wks $1000 sales each wk Includes reorders 3rd Degree 5 shows/wk x 3wks $1000 sales each wk Includes reorders + 1 recruit Master 1 8 shows/wk x 2/3wks $1750 sales each wk Includes reorders + 2 recruits Master Membership 7 shows/week, 2 out of 3 weeks + 2 recruits $1500 sales, reorders included each week Master 2 9 shows/wk x 2/3wks $2500 sales each wk Includes reorders + 2 recruits Master 3 10 shows/wk x 2/3wks $3000 sales each wk Includes reorders +2 recruits NOTE: Show/party/class = A hostess with 2 guests or more

7 Scripts 1) Power Start Booking Script Script: Hi their name this is your name, do you have a minute? I am really excited about what I am doing. I am teaching skin care with Mary Kay! As a part of my training, I have to hold 10 practice skin care classes in the next 30 days and I am calling you for your help. Is there any reason why you couldn t invite a couple of friends over to your home or mine, so that I could practice and complete my training? Great! Here are the times I have available or. Which would be better for you? 2) Warm Chattering Script: I don t know if you are interested or not but I teach skin care with Mary Kay. I would love to get your opinion of our products. Here s a sample. Let me get your name & number & I ll call in the next day or so to see what you think. 3) Follow Up From Warm Chattering Script: Hey their name. This is your name. We met the other day at. I m calling to see what you thought about the samples I gave you (wait for the response). I would love to get together with you. What day is better for you or? 4) Turning a Facial Into A Class Script: You know their name; it is just as easy for me to do 3-4 faces at one time as it is to do one. It is up to you. Which is better for you? 5) Correct Booking Approach Script: Their name at ever class I always select those women who I most like as my future hostess. And their name today I selected you. Is there any reason why when we get together for your check up facial you couldn t invite a couple of your friends? I think you would be great. 6) Tentative Date Book Approach Script: I know you want hostess name to get credit for your class. Why don t we do this? Why don t we set up a tentative date now with the understanding that when the time comes if it is not convenient we can move it? But that way hostess name can get credit for you having booked?

8 7) Individual Close & Booking Classes From Classes Did you have a good time tonight? How does your face feel? Touch your face with your hand What part of the TimeWise did you like the most? What can I help you get started with today? Say NOTHING! If she bought skin care Is there any reason you wouldn t want to share your next facial with a couple friends, I think we ve had a blast? YES Great, I do them on or which works for you? I DON T HAVE TIME, NO FRIENDS No problem. This is how I handle my second facials. If you choose to share it with a couple of friends I ll come to your house at your convenience or you can come to mine. If you choose no to share it with a couple of friends, I offer private makeovers on Monday evening or Saturday morning at our Training Center/ Meeting room. What works best for you, at our Training Center or at your home with a couple of friends? DO I HAVE TO HAVE A SECOND FACIAL?.. No you don t have to but our products are guaranteed and we really recommend a follow up facial so I can make sure you re totally satisfied or change products with you if you re not If she doesn t buy the skin care If you had the TimeWise set for little or no money, 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 Tell her the Hostess Program Have you ever thought about doing something part time for extra money or fun? I have a tape I want to give you but I have to tell you that I only have a few of these so they are like gold to me and I would love it if you could listen to it in the next 2 days and give me your opinion. I ll give you $10 in free product just for doing that! Great! 8) Booking from a booth or leads Hi, this is with Mary Kay. How are you? Great! I m calling to let you know you ve won a Free Facial & Makeover AND Gift Certificate when we get together. (pause they usually say Really? ) We just need to find a time that works for you I work on and, What s better for you? Morning or afternoons, daytime or evening, 7 or 7:30? Great! If you d like to bring some friends with you feel free! In fact, you can get $100 in Free products if you do, does that interest you? Great!

9 Set the Pace for Success Information on Booking Everything in a Mary Kay business starts when you book a selling appointment. From it comes sales, more bookings, regular customers and precious team members. And so your first step is to PACK YOUR DATEBOOK! When you are writing in your date book, you are writing in your CHECKBOOK! All you have to do is simply follow the suggested outline below. Just BELIEVE, WORK and FOLLOW THROUGH and chances are IT WILL HAPPEN! 1. Make a LIST of every possible person you can imagine to ask about giving them an opportunity to introduce their friends to our marvelous skin care products. 2. Set aside one hour a day all week and stay on the phone. Call each person to tell her you are participating in a special program and your assignment is to introduce at least five people this week to a marvelous skin care product. Then ask for a DATE, giving her a choice. Next tell her to feel free to share her facial time with 4-5 friends and possibly receive her products free! Explain your hostess credit or promotion to her. BOOK HER and CONTINUE TO CALL FOR ONE FULL HOUR! 3. It is imperative that every one of your customers receives at least one refresher facial per year. Seasonal changes in their skin and updates in new products and colors make it a vital service on your part as their PROFESSIONAL SKIN CARE AND BEAUTY CONSULTANT. Call, BOOK, and turn it into a CLASS or COLLECTION PREVIEW by offering the opportunity to earn free product! 4. The best possible place to book is at your skin care class or preview collection! YOUR GOAL IS TO BOOK TWO SELLING APPOINTMENTS, one to replace the appointment you just had and one to grow on! Leaving a selling appointment without your TWO BOOKINGS is like walking out of your hostess home and leaving money on the table. I would be much more excited about a $70 class with two bookings than a $300 class with no bookings! I ll repeat it again: BOOKINGS ARE THE LIFELINE OF YOUR BUSINESS!!!!! Make a point of selecting two people at every appointment. Make a point of incorporating your RE- VIEW FACIAL (check-up or second) at least SEVEN TIMES DURING THE APPOINTMENT!!! Develop an ATTITUDE OF ASSUMPTION: everyone who purchases a basic has also PURCHASED A CHECKUP FACIAL within the next 10 days to a week. 5. There are many other ways of booking. However, the KEY to each and every approach is to simply ASK and EXPECT A YES! The worst possible result is that you get is a no and believe it or not, that will not injure or disable you unless you let it. A no is not a terminal situation unless you want it to be! The information on this sheet provided by Independent National Sales Director Emeritus Arlene Lenarz

10 COFFEE TRACK At this point, you are selling the appointment, not the company. Once you are at the interview appointment, then you work on selling the company and this business. When booking the interview What I suggest we do is sit down, have coffee, and I ll tell you what Mary Kay is, how it works, and how you and your family might gain from it. After you thoroughly understand it and you feel you and your family will benefit from it, if you want to get involved, I d love to have you on my team. On the other hand, after you thoroughly understand its value, I will be the first to tell you, DON T DO IT: Seem reasonable? Now, let me check my calendar. (open calendar) I m free (date) at (time) and (date) at (time). Which one would work for you? (await response) Great! I ll see you then. (If her response is I m still not sure or she is hesitant) Say, Okay, let s put it down as tentative. This way, if something changes, call me. Otherwise, if I don t hear from you, I ll be there. (You want to keep this as simple and short as possible).

11 SCHEDULING APPOINTMENTS LAW OF AVERAGES Scheduled Will Hold The caterpillar cannot be a butterfly until it prepares to be a butterfly. If a caterpillar never takes the action to be a butterfly, it won t become one. It must crawl into the unknown and to what he has never done before, purely through faith. - Mickey Ivey COMMON OBJECTIONS AND CORRECT RESPONSES I M TOO BUSY If now is not a good time, when would be a better time? or How much time could you take for yourself without feeling uncomfortable with your schedule, 10 min, 30 min, an hour? Great - what s better, this week or next? HOUSE PROBLEMS (Husband, Guests, Redecorating) Avoid this by always giving them a choice, Your place or mine. Mine can always be meeting night or Muffins & Makeovers at the Training Center. I DON T KNOW ANYONE Just ask a couple people and have each of them bring a friend. What s better, this week or next? I DON T HAVE ANY MONEY TO BUY MARY KAY That s fine, with our hostess program it s possible for you to get everything you want for free when you introduce me to a couple of your friends or family What s better, this week or next? I DON T USE MAKEUP Were you aware that Mary Kay has been the #1 Best-Selling Brand of Skin Care for over 12 years? I believe you will be really impressed with our skin care. I would certainly value your opinion and I believe you would have fun with it. What s better, this week or next? I VE BEEN USING BRAND X Great! I ve heard a lot about that product but I ve never tried it. Getting your opinion would really help me later because I will be talking with others who use your brand too and your opinion will give me a good comparison. What s better, this week or next? I M ALLERGIC Which Mary Kay products have you tried? They are allergy tested and fragrance free, Mary Kay really tries to cater to people with problem skin! Mary Kay gives you the opportunity to try the products before you consider purchasing and you are protected by a satisfaction guarantee! What s best for you this week or next? I WILL MATCH MY TIME WITH YOUR EFFORTS! Notes:

12 Set #1 Starting at $54 Basic Skin Care Set TimeWise 3-in-1 Cleanser TimeWise Age Fighting Moisturizer Foundation of your choice Set #2 $60 Day & Night Care Set TimeWise Day Solution TimeWise Night Solution Set #3 $55 Microdermabrasion Set Step 1: Refine Step 2: Replenish Set #4 $56 Eye Deal Set Oil Free Eye Makeup Remover Firming Eye Cream Eye Primer Set #5 $55 Cellu-Shape Contouring System Daytime Body Moisturizer Nighttime Body Gel Set #6 $48 Simply Satin Set Satin Hands Pampering Set (Extra Emollient Night Cream, Smoothie Hand Scruband Cream) Satin Lips Set (Mask & Balm) Set #7 $6550 Basic Color Set Custom Compact,1 lipstick or Gloss, 3 Eye Colors, 1 Cheek Color, and Applicators Set #8 $53 Color Finishing Set Signature Highlighting Pen, Ultimate Mascara, Signature Lip & Eye Liner Set #9 $48 Brush Collection Powder Brush, Cheek Brush, Definer Brush, Crease Brush, Eyeliner/ Eyebrow Brush and Organizer Bag Set #10 $69 Girl on The Go Mineral Bronzing & Highlighting Powder, Compact, Applicators, Eyesicles Eye Color and Lip Gloss Build-A-Bag Bag Personalize your bag with your favorite sets! Queen of Everything Choose any 6 sets and receive your 7th set for 1/2 price. Plus receive the Mary Kay Travel Roll-Up Bag FREE! Princess of Quite-a-lot Choose any 4 sets and receive the Mary Kay Travel Roll-Up Bag FREE! Mary kay America s Best-Selling Brand I accept Cash, Checks, Credit & Payment Plans

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15 Perfect Start A Perfect Start is holding 5 classes or putting Mary Kay products on 15 faces within two weeks. When you have completed your Perfect Start, you can earn your Perfect Start pin. Hold 5 practice interviews, sharing the Mary Kay Opportunity with my Director s Guidance in the first 30 days to earn the Mary Kay Calculator Recruit your first Active Team Member and receive your Star Consultant Pin POWER START A Power Start is holding 10 classes/shows or putting Mary Kay products on 30 faces within a month (30 days). When you have completed your Power Start, you can earn your Power Start Pin. Recruit two more Active Team Member and earn your Red Jacket and Star Consultant Pin Record the name of each person you interview, facial or recruit. Consultant Name: Date:

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