Full Circle Training Packet

Transcription

1 Full Circle Training Packet Topics Covered: *Mindset/Goal Setting *Time Management *Booking Skills Habits *Power Start *Coaching Pre-Profiling *Skin Care Class (Working it Full-Circle) *Fortune in the Follow-Up *Interview Guests *Recruiting *Business Management

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4 W o r k i n g y o u r s k i n c a r e c l a s s b u si n e s s f u l l c i r c l e Follow Up Customer Service Interview Guests Hostess Program Strong Booking Skills Habits Coach Pre-profile Book from Opening I-StoryI Sell Sets Product Knowledge Table Individual Close Marketing Consistently get Referrals

5 10 FULL CIRCLE PARTIES Tracking Sheet Name Date held Your Goal is 10 FULL CIRCLE PARTIES Directions In the box, write the hostess name, date party held, retail, etc. On the lines on the left, write the 2 bookings you got from that party. On the lines on the right, write the names of the 2 interviews you got from that party. Can be used for the week or for the month. Interviews Interviews Interviews Interviews Interviews Interviews Interviews Interviews Interviews Interviews

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7 Free Customized Color Compact share with 3 friends earn Eye Color Bundle (features 3 mineral eye colors specially selected by expert makeup artists to intensify your eye color and make eyes pop) share with 4 friends also earn Cheek Color share with 5+ friends earn Filled Compact All guests must be 18+ without a current Beauty Consultant.

8 Free Satin Sets share with 3 friends earn Satin Hands Hand Cream share with 4 friends also earn Satin Lips share with 5+ friends earn both Satin Hands and Satin Lips Sets All guests must be 18+ without a current Beauty Consultant.

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10 Five for Five Five days a week make 5 booking/coaching calls and get 2 New. (Messages don t count) Bonus Get 5 New a day Can you say Free Car 1. Date 2. Date 3. Date 4. Date 90 D ays of Power 5. Date 6. Date 7. Date Name: Start Date: 8. Date 9. Date D vorah Lansky 10. Date 11. Date 12. Date 13. Date 14. Date 15. Date 16. Date 17. Date 18. Date 19. Date 20. Date 21. Date 22. Date 23. Date 24. Date 25. Date 26. Date 27. Date 28. Date 29. Date 30. Date 31. Date 32. Date 33. Date 34. Date 35. Date 36. Date 37. Date 38. Date 39. Date 40. Date 41. Date 42. Date 43. Date 44. Date 45. Date 46. Date 47. Date 48. Date 49. Date 50. Date 51. Date 52. Date 53. Date 54. Date 55. Date 56. Date 57. Date 58. Date 59. Date 60. Date 61. Date 62. Date 63. Date 64. Date 65. Date 66. Date 67. Date 68. Date 69. Date 70. Date 71. Date 72. Date 73. Date 74. Date 75. Date 76. Date 77. Date 78. Date 79. Date 80. Date 81. Date 82. Date 83. Date 84. Date 85. Date 86. Date 87. Date 88. Date 89. Date 90. Date

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12 "#$%''(#)**'+,$,-,$$)*./ 01% %.%.6%78%'+9)$:6):28,+);,)7<'<)* )7,$%=A)-,8>):.)A()=>.+,,=B(:,>+,$.,*-.(7<#+'+)'.+, 8)=',>'(A%-':(<8%'+)#(7*%7,=')$:)7,$%=A.,..%(=)=>)CDE 8,,G..(:(<#)=$,>,,7:(<$A%-'-$( ? "#$%'-($(*>$,-,$$)*.)=>*,)>.H:JKLLM(-"+)$%=ANO(:)9)''%./ #)7,)#$(..)Q%-'(-R$%,=>.+%-$(7"<S%)=>H,#)<.,(-"<S%2:(<+);, +);,ROLL9TMLY)*(=A8%'+)+,)*'+:.G%=#)$,)7,$%=A-($:(< )=><'(E(-:(<$-);($%',-$%,=>.H:)$(-,..%(=)*#(=.<*')='8%'+ 8,,GA((>-($:(<($%.=,I'8,,G7($,(-8+)':(<+)>%=7%=>4 ZU)<.,[ (Tip: NOT TO BE SAID) I ve found that people try to come up with a date rather than say which week they are available. So if they hesitate, I tell them exactly how I work my business. It sounds really professional and puts me in the driver seat. It also provides options and gives the impression that I m really busy Read below.] I usually work my business on Thursday or Friday nights and weekends. Right now I have an appointment available on at p.m. or a.m. Great You know how we women like to go to the bathroom together (giggle). Well I know we don t know each other so would you like your appointment to be just the 2 of us or would you like to bring a couple of friends? Wonderful.

13 Perfect Start/Power Start Dialogue Hi, this is, I'm really excited about something, do you have a quick minute? Great I've just started my own business teaching skin care and make-up artistry with Mary Kay Cosmetics. As part of my training I'm going to be pampering 30 ladies to a makeover in 30 days. I could really use your help. I would love to show you the latest and greatest in Mary Kay, and get your opinion, and as my thanks, you'll receive a special gift. Grab your calendar; let's set a date. Which would be better for you, beginning of the week, or end of the week? Turning a facial into a class (After you have scheduled a time say...) You know,, I have a great idea Would you like some free products? I'm looking to get the opinion of 30 women to complete my training, and if you'll invite a few of your friends to share our appointment, it would put me in the position to offer you $50 of free product you can receive your own cosmetics practically as a gift with our hostess program. Would that interest you? (wait for her response to say yes) It's just as easy for me to give three or four facials at one time, as it is to give one, and it's more fun that way too. I know you'll be telling your friends about this anyway, so why don't you invite them over? You'll earn even more free product for yourself, and you and your friends will have a lot of fun. Either way I want you to know that I am coming for you. Before and After Portfolio Hi, this is, I'm very excited about something, do you have a minute? Great I am building a professional portfolio of "Before After" makeovers, and I would love to feature you in my portfolio. You have such (give sincere compliment: beautiful eyes, warm smile, wonderful person to be with, etc.). I would love to pamper you with a facial and a makeover and feature you in my book. Does it sound like fun? Grab your calendar and let's set a date. Which would be better for you or? I have a great idea, do you have a couple of friends that might enjoy getting a make-over and then they can give you their honest opinion of your new look that will be featured in my book? You would earn free product for having some friends join you then they can give us feedback about your new look. Booking from a Referral Hi, this is with Mary Kay. We have a mutual friend in Sally. Sally and I met (at a scc, is a neighbor, etc) and I asked her if she knew of some really great friends that she thought deserved to be pampered and she thought of you I told her that I would arrange for a pampering session and give you a $10 gift certificate in her name. When would be a good time to get together, this week, or next week? Would you like to know how to get even more free product? If you invite 4-6 of you girlfriends over, we ll have a Girls Night Out. Everyone will get a chance to get pampered and you will get $50 in free product Booking at a Class Booking at a class takes place at the Individual Consultation. You romance being a hostess the entire class. Offer a booking gift to the hostess if 2 or 3 (your choice) people book from the class. Choices should be something not in the roll up bag like a brush set, spa set, or the hostess gift from the company. Have your hostess choose which one she would like the best before the class when you are coaching the week prior. She will help you get bookings when she wants the booking gift. You are also selling the follow up appointment throughout the class so when you get to the individual consultation you either book her because she can t go home with everything she wants so you offer the free product in exchange for a class or if she is comfortable taking what she wants home you can say what would you like to learn about at your color appointment. She will answer you in one of two ways. 1) I don t want a second appointment. Your Reply. Well I have really enjoyed pampering you tonight, I hope you had fun. The biggest compliment you can give me if you had fun tonight is introducing me to the ladies in your circle. Mary Kay is my business and I continue to have a business because my customers refer me to women in their circle. Would you like to host an appointment so I can pamper your friends? If she says NO say that s okay I am going to love servicing you. If in the future if you run into someone who you want to refer me to I know you will. 2) she could respond saying I want to learn about. Consider it booked and find a date. Always have your date book out and give her specific choices. When someone at a class shares that they are not sure they could book because they don t know their calendar, or if their friends could come, you say this: Well, why don t we do it this way, I m sure you would like the hostess to get credit for your appointment, right? Let s set a tentative date, with the understanding, that if we need to change it we can, OK? As soon as you set a tentative date it ceases to be tentative because you are going to coach it as a firm date. Booking an interview at a Class

14 I have decided to move up into leadership in my Mary Kay business, and I m very excited about it. One step in moving up is to select 5 women who love the product (or compliment who are outgoing or who are sharp ) and share the information about the career opportunity with them. I immediately thought of you You may or may not be interested in Mary Kay, and that s OK. I would love to site and share the facts of our Company with you and gain your opinion. Is there any reason why you couldn t help me out? Which would you prefer to do, be model Tuesday evening and receive a makeover, hen hear about the company meet for coffee and sit one on one for about 30 minutes or attend the next event? (offer two of the three choices) Warm Chatter/Thank You Gift You've been (such a good friend, so helpful at work, terrific helping me pick out this dress, such a support) as my thank you I have a gift for you I am an Independent Beauty Consultant with Mary Kay Cosmetics and I would love you give you a complimentary facial and a $5.00 gift certificate to spend at your facial. Jot your name and number down so we can arrange a time for you to spend your gift certificate. (Have your business cards and a pen ready) When you call back say... Hi, this is, with Mary Kay Cosmetics. We met the other day at. Thanks again for your great service. I'm calling to arrange your pampering session so you can spend your gift certificate and see the latest and greatest in Mary Kay Grab your calendar let's set a date. Inviting a Guest Hi, this is, do you have a minute? Great I am very excited about an event that is coming up this Monday. My director has asked me to bring a model for our Skin Care Class. I am looking for someone with (beautiful eyes, red hair, warm smile) and I immediately thought of you You would have the opportunity to have a facial and makeover, and then give your opinion of what you liked. I would be so honored if you would model for me; you would have a ball. As my thanks you would receive a special gift. Tell me, is there any reason why you couldn't be a model for me this Monday; I think you'd be terrific Booking a 15 minute appointment This is a great alternative if someone says they are too busy to have a facial or class, "I would love to stop by for just 15 minutes to show you (whatever item you have called her about, skin care, or lipstick, or fragrance, or whatever is new). You'll be able to try the product on the back of your hand. Would it be better for me to stop over or " (offer 2 choices: after work, on your lunch hour, before work, in the evening, Saturday morning) Booking a Flash Collections Preview Hi this is, I'm very excited about a new way to see the latest and greatest in Mary Kay, and get some of your favorites for free when you invite a few friends over. Do you have a quick minute? Great. It's called a Mary Kay Trunk Show. You can see and try all the products on the back of your hand, no mirrors, no taking off your makeup. You and your guests get to see all the new colors and our "forever young" set, and then enjoy each other's company. You can have as few as 6 or as many as 20 there. As my thanks for scheduling a Trunk Show you'll earn $75 of product for $25 Doesn't that sound like fun? Grab your calendar, let's set a date. Which is better for you or. Booking an E class (or book party) This is a great alternative for someone who lives out of town, or doesn't want to schedule a skin care class or beauty boutique show."how would you like to earn some free products with out having a class? Great. All you have to do is take orders from family and friends during the next week, and then you'll earn $10 of free product for every $100 you sell. Would you prefer to send an , and people order from the web page, or would you like to have samples and catalogs to take to work"

15 SKIN CARE CLASS OUTLINE I. SET UP II. INTRODUCTIONS a. I-Story III. AGENDA a. 3 parts: skin care, color individual consultation IV. SKIN CARE MIRACLE SET a. This is the 1 st of 2 appointments... V. SATIN LIPS a. Get referrals VI. PRESENT HOSTESS PROGRAM VII. COLOR VIII. COMPLIMENT TIME IX. MARKETING PURSE GAME (MRS CAB) /Dream Book SURVEY X. CLOSE THE ROLL UP a. Write 4 favorite sets on profile card XI. INDIVIDUAL CONSULTATIONS

16 I would love your opinion for our What Women Want Marketing Survey Your name will be entered in a drawing to win a COACH handbag just for sharing your opinion Why do women start a Mary Kay business? 1. Money: 50% commission on the products, which is the highest direct sales commission in the US and team building commissions along with a lot of perks 2. Recognition: MK believes in praising women to success Your achievements will be recognized applauded Whether with prizes or praise, it s great to be appreciated 3. Self confidence personal growth: Build confidence in a positive environment with a support system that encourages you You re in business for yourself, not by yourself 4. Car: Earn a free Chevy Malibu in less than a year working your business 10 hours a week Directors can earn a Chevy Equinox, Toyota Camry or the prestigious pink Cadillac. 85% of car insurance, tax, title and license fees are paid for by Mary Kay 5. Advantages: Flexibility, advance/promote yourself at your own pace tax advantages. 6. Beliefs: Priorities of God first, family second and career third. How do I get started? - The MK Starter Kit is only $100 - includes $300 in product and $200 in business aids as well as everything you need to begin training and holding appointments. - We have the opportunity and privilege of carrying inventory, which is not required by recommended. If for some reason you decide Mary Kay is not for you, Mary Kay provides a 90% buy- back guarantee which protects the integrity of the company and retains you as a happy customer Survey Questions 1. What would you like more of in life right now (circle one) fun girlfriend time, money perks, flexibility, OR making a difference to someone else? 2. From everything you heard today about the MK opportunity, what was most appealing? 3. If you could ask 2 questions about the Mary Kay opportunity, what would they be? a. b. 4. If you were to try MK, what is a personal strength that would help you be successful? 5. If you knew you couldn t fail, would there be any reason why you wouldn t want to give this a try? 6. On a scale of 1 to 10, 1 being never, 10 being sign me up today, where would you be? No 5 s 7. What would it take to get you to a 10? Name Phone # Occupation Consultant s Name

17 ROLLUP Bag Close aka TABLE CLOSE- OK now reach down beside you pull that (Rollup Bags) up here Have you guys ever seen this before? If you already have a great way to organize your stuff, wonderful. But if not, you will love this We are going to go through this bag to refresh your memory for what your favorites were. We are creating your wishlist. We did everything in this bag today except Satin hands, which we do in just a minute Lets start in the pocket near the hook. (Go through each pocket, review the products ROMANCE THIS BAG) We went to Mac Clinque to see what our competitors prices were, and this bag retailed at $900-$1100. Since MK does not do any advertising we as consultants provide products directly for our customers, we are able to sell at half the price. For this entire bag, it is $440. This is known as the Queens bag. We have a deal right now that if you know you would like to take the queens bag home, it is $299. With this you get $140 the $30 bag comes for free. But I am going to get really real with you, if you are not going to use everything in thebag, do not get the bag. I don t want MK sitting under your sink. You can always build up to this bag. The princess bag may be a better deal for you. I usually have at least one person at each party that takes this home with them. It is still a great deal, you save $80 the $30 bag is free however you pick your 4 favorite sets, one goes in each pocket but it is only $199. I recommend doing a payment plan if you want with the bag deals you can do payments of $35 or $50 weekly or bi-weekly. You also get to take everything home tonight. So, we are going to start with your wishlists, pull out your profile cards fill this right side out list your 4 favorite sets under question #7. Turn over your placemat to see all your Sets.

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19 "#$%'./012' ()*+,'"--' $199 "#$%'() *+, '() $40 #1 %' "#$, ()*+ 1./0 #-- "#$%"$'(()*"+*,(-.$/+$0(1(23"450"6$0( 7899(:";4(<"4=(>50?=/$( "#$% 14 Flawless Foundation Set #7 -Foundation Primer -Foundation Brush -Foundation Choice: TimeWise or Mineral $44-$46 $53 $55 $60 #2 "#$%'()*(+(,#+-))) ))).(/)0$1) 2#-3%)*($%"'()4)) )))*(5"6(')7"89/(:) Signature Look #15 "#$%'( )(*$$+,%'"-.( /(0112("+"-( 3,$(4+"..( 3 Eye Colors $55 #3 $60 $64 $58 $55 $57 $53 "#$%' ()*+, #--./01 ""#$%'("')*+,'-.+/01'2(' #11 Perfect Eye Set 15 "#$%"$'(()*+$,$-(./,"01(23$(4$5",)67 "8$*(9(:)/")6(;"+<6"+<,"1+(=$1( #5 "#$%#'( )$*( +,%#'( ),-./'-0#'( 1,/%2$.-,%( Botanical Effects *Plus FREE Travel Roll-Up Bag "#$%'()*+, "#$%' ()*+, #--./01 $55 "#$%'()*+, #4 "#$%'()*%+' '','-%#./%"' '','01)/23")*%"' ''4#5'(132)1.' ''6)782'(132)1.' 913.:#2)1.' 0)"#;%').'#'01.28<' Even Complexion Set "#$%'()*#+,'$% -./0%1%//#$2#% 3.()#4%1%54,678#$9% #10 "#$%'#()*+,"-.+/%0+$48 "#$%'(")"*$+,-./($"#,+" -Soothing Eye Gel -Eyeliner -Ultimate Mascara -Oil-Free Eye Make up Remover #17 "#$%'./012' ()*+,'"--' #12 $52 $46 #--./01 $175 "#$%'()*+, "#$%' $42 ()*+, Acne Fighter Set "#$%'()) )))*#"+,-".)/)) )))0$-'1.2".) 3#"4-5)) ))*$,'.$#)6$,".) 7%,")8"#) 9$1,:+'$,) #6 TimeWise Body "#$ Care "#$%'#()*#+## ###,-.%//01-#230)4# "#$%'#)35010## ###6.17%*#%*7*5#8%17%*# #18 "#$ %1)/#$%'#6993%).:# 1%#650;<75:17*5=# Satin Set "#$%'"%() "#$%*$+),-#'"%(). /$))"012*$+). $299 #16 $199 Choose Choose any any 78 Sets sets Roll-up Bag FreeFREE Travel Roll-Up "#$ QUEEN BAG Choose Choose any any 45 Sets sets FREE Roll-up Bag Free Travel Roll-Up "#$ PRINCESS BAG #9 $66.50 Renew - Restore"#$ - Recover "#$%"'()"'(*+,(-"'(./0(*+ 12$"(3( 4(56%" ://%$9;"'³ <::(="5%(78+ "#$%"$'(()*+(,(-"./0(12340"25( "#$%"$'(()"*+,-$+#./+.0",1(2$0( TimeWise Miracle Set *Plus FREE Travel Roll-Up Bag TimeWise Serum + C "#$%'(()*$+%)%,''-./% 0$(1%23"+%,'4+5$%,)53/%,$..$6%.7)+%,'.'8/% #8 $65 "#$%'($)*+$+(,$%))-$ "#$%'"()*%"+%,-.)-$-% /(0%12"..%%%%%%%$*-3%42#.'% $*-3%56*%"2"$%7%4$#.'%,-8*#0%5..*9:(-2.;% "#$ Dash out the Door Lash Primer "#$%#14 ' Lash Brow Building Serum Lash Perfection Set #13 ()'*(+ #,(. / 0 12 ( Keep it Simple --Sets 1 2 Retails for $100 Today get $10 off and get a Free "#$%' )($$#"*(+,#-%*./#0%*( ()*+ Foundation of your choice +,-1(+2#$31(+21( "#$%%"'#'("#)*++*,-./#%$0123# #--./, 012 4(+,#*%5#(6%77$%789( "#$%' "#$%'((

20 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 dont 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 dont know anyone that couldnt use an extra $500 or $600 a week There are 4 ways to make money in Mary Kay: 1) Selling the Product Mary Kay is the #1 Best Selling Brand of Skin Care and Color Cosmetics for the 17th Year In a RowTherefore its very easy to sell Basically we buy the product from the company for a dollar sell it for two. 2) 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 down the sink 2 times a day Once a customer base is established, the re-order business is strong 3) Dove Tailing If I book a show and suddenly cant make itget 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 %. Its like substitute teaching.

21 4) 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 teams 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 dont get recognized every day at my regular J-O-B, so its 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 theres not a woman in America who couldnt 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 theres nothing more fulfilling in the world that building up people, and thats 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 Kay says that at every show there is another MK consultant sitting in the audience, so I wonder who its going to be tonight? (Pause theyll either point to a gal or look at you like youre 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 thats 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 youre 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 Malibu and MK pays 85% of insurance OR if a Malibu doesn't float your boat, then you could take the cash option of $375 a month. (Equinox or $500/mo. cash payment or Pearlized Cadillac or $900/mo.)

22 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. Theres nothing like working for yourself. Its 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 cant 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. 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.

23 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 1,000s of women out there who have skin, that we dont need to steal other peoples 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 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 QA 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

24 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 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 Girls Night Out Gathering sounds like FUN to me

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

26

27 "#$%'()*+%,,#-%.%*%/0(*+#12+)+2+3#$45),%46((*4.*%%,%74%7$%,/ 8%#927- "#$%%%%%%%%%%%%%%%%%'()*+,#")#%%%%%%%%%%%%%%%%%% -.(*/$0#1"2$%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% 344.$**%%%%%%%%%%%%%%%%%%%'5#6%%%%%%%%%%%%7#%%%% 8(2$9%%%%%%%%%%%%%%%%%%:(.;9%%%%%%%%%%%%%%%% '$,,9%%%%%%%%%%%%%%%%<$*#=52$#('",,%%%%%%%%%%%%% >?2"5,344.$**%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% %%%%%%%%%%%%%%%%%%%%%%%%%% %%%%%%%%%%%%%%%%%%%%%%%%%% %%%%%%%%%%%%%%%%%%%%%%%%%% %%%%%%%%%%%%%%%%%%%%%%%%%% AB5,,"*;6(+#(#$,,2$",5##,$"C(+#6(+.*$,D*(A0")E$##(;)(B6(+C$##$. AB5,,#$,,6(+",5##,$"C(+#26*$,D")4BF6A,(G$4(5)EBF"#A4( -.$*$)##F$H".6I"6H".;$#5)E-,") 3*;6(+5D6(+F"G$")6J+$*#5()* =F$)AB5,,"*;5D#F5*5**(2$#F5)E6(+B(+,4,5;$#(#.6 "#$%'%% "#$%'()*$$ +$,-"$ :F"#4(6(+,5;$C$*#"C(+#BF"#6(+4(O :F"#".$*(2$(D#F$.$(00+..5)ED.+*#."#5()*(.45*"//(5)#2$)#*#F"#;$$/F"//$)5)E5)6(+.,5D$O =$,,2$BF"#".$*(2$(D#F$F"//5$*##F5)E*#F"#".$.$(00+..5)E5)6(+.,5D$PKF(/$*LE(",*L4.$"2*N :F$.$B(+,46(+,5;$#(*$$6(+.*$,DQ6$".*D.(2)(BO "#$%('%.'$ R$#2$#$,,6(+",5##,$"C(+#26*$,DL")4BF6A,(G$BF"#A4(S "#$%)'% /0'$1*234$ 1(BA"2E(5)E#(*F".$*(2$D"0#*"C(+#(+.0(2/")6")4F(BB$2";$(+.2()$6 B5#FH".6I"6P "#$%"$'%()*% T(+)4$45)UVWXC6H".6I"63*F -.5G"#$,68$,4'(2/")6 $C#T.$$'(2/")6 YH5,,5()A)4$/$)4$)#'()*+,#")#* 5)(G$.XQ2".;$#*:(.,4B54$ ZG$.[YPQ<5,,5()5)\,(C",7",$* +",H".;$#5)E'(2/")6 =F$H".6I"6H".;$#5)E-,")5* #"+EF#"#H"M(.])5G$.*5#5$* =F$H".6I"6T(+)4"#5()F"* 4()"#$425,,5()*#($)40")0$.")4 #($,525)"#$#F$$/54$250(D 4(2$*#50G5(,$)0$ +,"-.)-%/0$%/.1,)%2.3)%"#$%"$% % H()$6 -$.*()",\.(B#F -.5^$*L_$B".4*L_$0(E)5#5() Z+.-.(4+0#* =."5)5)E <$6(+.(B)C(** '".* % *+,-./0-1%2304-% 4565#,%76"#6,89% 70F$4+,$6(+.#."5)5)E '(2/,$#$"<$"+#6 0()*+,#")#3E.$$2$)# 7+C25#[U``/,+*#"a ")4*F5//5)E ZD#F$.$"*()BF6B(2$)M(5)H".6I"6BF50FY(.X.$",,6"//$",$4#(6(+O :(+,46(+,5;$#(*#".#6(+.#."5)5)E#F5*B$$;(.B(+,4)$a#B$$;B(.;C$##$.D(. 6(+O "#$%%5'%,-"#$$ 5"'436-(4$ "#$%6'% /0'$78-4'$ R$#*D5,,(+#6(+."E.$$2$)#LA.$",,6#F5);6(+".$E(5)E#(C$E((4S

28 "#$%'()*+#,*-.'/0'()*-1#%+'(23** 1) I AM JUST TOO BUSY Question: If I can teach you how to make $200 a week working only 3 hours a week, could you find 3 hours? OR Ask her about her current schedule for a week and suggest some times maybe she could plug MK in to some slots. 2) I M JUST NOT THE SALES TYPE Question: Great Would you believe that 90% of Mary Kay women aren t the sales type. We look for women that can simply teach other women how to feel better about themselves through skin care and makeup or even by sharing this incredible opportunity and impacting their lives Would you agree that every women buys skin care and makeup from somewhere? Why not buy the #1 best selling product from you. I believe now days, we don t get service like we should, and b/c you will provide a great service to your customers, they will even have another reason to buy from you 3) I REALLY NEED TO TALK TO MY FAMILY OR HUSBAND Question: What do you think your husband will say? Great why don t we go ahead and fill out your agreement and if for some reason he has any questions, I will be more than happy to answer them, and then if he still says no, then we can tear up your agreement and you can remain a great hostess. 4) I DON T KNOW THAT MANY PEOPLE Question: Do you know 1 person that could be a face for you? If I can teach you how to turn 1 person into all the other people you will ever need to know would you be willing to learn? 5) I DON T HAVE THE MONEY Question: Do you have access to a credit card? OR If I can show you how to earn $100 in 2 weeks, could you find someone that can help you get started? 6) JUST NOT NOW NOT A GOOD TIME Question: If you were to do Mary Kay, what would be your reason? (find out their why and overcome the objection). If I promise to hold your hand and teach you how to do this, what would keep you from getting started today? Offer a signing bonus The key thing is once you have overcome the objection don t stop there Ask Is there any reason why we can t get you started today? 95% of objections are wrapped up in these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

29 The 5 Most Effective Questions to Use in Closing a New Consultant You should have written out and committed to memory, the best closing questions that you've ever heard, because when you are closing a new consultant, you do not want to be stuck searching for the right thing to say. It is my strong recommendation that you ask questions. You can tell someone all the benefits of becoming a consultant and they can listen to you and nod their head and think to themselves, "O.K. but that's just your opinion." They have not "bought in" to what you are saying. In order for them to "buy in" to a particular idea, they may have to hear the words in their own voice. So when you ask someone a question, and they answer it, they are hearing their own voice. And if they are answering the right question, they will convince themselves. Here are five of the most effective closing questions you can ask. The first one is, (1) If you don't become a consultant, where do you see yourself a year from now? This is a powerful question because you are asking them to look at what their life will be like a year from now if they don't say yes to this opportunity. The second most effective question is, (2) If you were to become a consultant today, what will be improved a year from now? Now the wording in that question is very important. Notice that you didn't ask them what would be different; you asked what would be improved. You also used the word "will" instead of "would" which gives a sense of expectation. When you ask closing questions you can, by your choice of question, direct the type of answer they will give you. For this question, they will tell you, in their own voice, what will be better about their life a year from now if they become a consultant today. You're not telling them, they're telling you. And they know the answer. And they'll say it. And they'll hear the answer in their own voice. In the process of that, they will begin to convince themselves that this is what they want. The third most effective question to ask is, (3) What qualities do you have that would make you shine as a consultant? They've just told you how their life will be improved and now they are going to tell you why they'd be good at it. The fourth most effective question is, (4) What are the two most important reasons for you to become a consultant today? This is also a very powerful question, especially the use of the word "today" which adds a sense of urgency. Because you are asking them for only two reasons, they will pick out the two most important things. It might be their family, or children, or finances, or because they don't want to work a job anymore. They're going to tell you now the two most important reasons why they need to become a consultant today. You see, you don't have to convince them if you ask them the right questions. They will convince themselves. The last question is really a very interesting one, and somewhat tricky to understand. (5) It does sound like you'd be an excellent consultant. Why don't you give it a try? The reason that this question is so powerful is because when they think about giving something a try, they believe that they have options, that they're just testing it out. They don't believe they are making a decision. In actuality, they are making a decision but it gives them the feeling of having an "out." That question, in exactly those words, "Why don't you give it a try?" will allow them to give themselves permission to say yes. Why won't she buy? Why won't she become a consultant? Get into her mind and learn the hidden, psychological side of selling - how and why your customer buys and how you can turn a "no" into a "yes" time and time again

30 New Rec rui t s Name: Phone#: Add r ess: E-ma i l: T h e R e c r u i t e r s C h e c k l i s t H e r P e r f e c t St a r t B egi n s W i t h P e rso n a l Use Do you have your new recruit on the product? Has she trashed her other brand products and replaced them with head-to-toe Mary Kay by purchasing her Personal Use Package? Have you educated her as to which products to use, how, when and where to set them up in her shower, sink, and bathroom area? 1. Know why she came in? Know her goal and dreams in Mary Kay? Share your belief in her 2. Set orientation and beginning trainings. 3. Tell her about the Recruiting Prizes You probably already know who your first recruit is, someone sharp like you who you d enjoy going through your training with. 4. Make sure she has set a date for her Grand Opening party, is inviting guests and following up with them. 5. Perfect/Power Start Dates keep confirming. Brainstorm leads if necessary. 6. Personalized note of encouragement. 7. Pin and introduced her to unit members. (Publicly and one on one). 8. Stress the importance of meeting attendance and initial trainings. 9. Explain monthly meeting format, appropriate dress and cost of attending. 10. Inform her of current upcoming events (lunch, conference calls, special classes, Seminar). 11. Call her after her first meeting, orientation, training classes, first skin care class, What did you enjoy most, learn? 12. Answer her questions. Notes:

31 Consultant "#$$%'#() *+,)-).-)/($01-).%/(%.2/(%3$4.(45/)%(/46/7)8/-9.-5#(:.-0;.0< FFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFFF *G)2.((/4%,.-).%"#$$9)5/(/4H/%%)%%<ACBI6)-#43%J.-/$0(G.-5 New Consultant Star Consultant Sapphire, Ruby, Diamond, Emerald, Pearl OP,4,)N$.2)%M/3?$$Q/RO Sr. Consultant *1 Active Personal Recruit Star Team Builder *3 Active Personal Recruits Team Leader *5 Active Personal Recruits Future Director *8 Active Personal Recruits On Target Car Driver 1st month on target with *5 active personal recruits and $5,000 in Sec.1 whls production. DIQ Begin the DIQ process when you have *10 active team members and you are a star consultant from the previous quarter. *Active - A Consultant is considered active when she has placed $200 in Section 1 orders in a calendar month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