Sr. Sales Director Stephanie Heusman. Congratulations and Welcome to Mary Kay!

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1 Congratulations and Welcome to Mary Kay! I am excited to be working with you as a Brand New Independent Beauty Consultant. Today you are where you are in life by the CHOICES you have made or you have allowed others to make for you. The CHOICES you make today will determine where you are in your future. I am thrilled that you have chosen to work with me! Sr. Sales Director Stephanie Heusman

2 UNIT INFORMATION Unit Name: Fear Not Unit Number: PN46 Unit Website: fearnotunit.weebly.com Company Division: Diamond Division Earned 4 Career Cars DIRECTOR INFORMTION Stephanie Heusman Lincoln, Ne Cell: sheusman@marykay.com

3 Time to fly high... Let s Get Ready for Flight! Preparing yourself for your Mary Kay business is a lot like a pilot preparing for flight. They use many detailed CHECKLISTS. This is done in order to ensure a safe flight. Success in your Mary Kay Business is very similar. This workbook has been designed to help you prepare for your take off, flight and landing. Checklists include: Checklist #1...While You Are Waiting For Your Starter Kit to Arrive Checklist #2...After Your Inventory Arrives Checklist #3...Before and After Your Business Debut Checklist #4...Before Your First Party or Facial Checklist #5...After Your First Product Sale, Facial and/or Party The Greatest reward I have from day to day is seeing someone come into our Company as a tiny rosebud and then emerge as a full-blown rose in a matter of months a woman achieving success beyond her wildest dreams. -Mary Kay Ash

4 New Consultant Checklist #1 While You Are Waiting For your Starter Kit to Arrive... Follow the detailed lists on the next 4 pages Schedule your New Consultant Orientation with your Sales Director! This will be an opportunity for me to get to know you! I will support you as your business advisor or success coach! I will begin by answering any questions that you have, discuss traning available to you and go over the business options that Mary Kay has to offer! 2. Take the odometer reading on your vehicle. One of your biggest tax deductions is mileage! 3. Respond to the I sent and share your dreams and goals with me. 4. Like to text? Send me a text (with your name) Join me on Social Media. Friend me on Facebook Stephanie Heusman. I will then invite you to our private Fear Not page. Introduce yourself to our unit. 6. Purchase a 3-5 Section spiral notebook. 7. In Section 2 of your spiral notebook, begin your potential customer, hostess and team member contact list. (More details under How do I develop a clientele in Frequently Asked Questions). 8. Log on to Enter your consultant number and create a passcode. Review the FIRST STEPS OFFERS. There are lots of goodies waiting for you, including your personal website & your own marykay.com address!! Order your Business Cards and Product Labels. (I recommend that you sign up for ProPay so that you can take credit cards.)

5 Keep your knowledge flowing... When does my training start? Right now 1. Click the Education Tab at the top of InTouch and select Starter Kit/New Consultant tools. Start with NEW CONSULTANT VIDEO and work your way through each one. All are under 6 minutes! 2. Now that you have an overview, it s time to turn into a professional! SILVER WINGS answers questions you didn t even know you had!! It s fun! It s interactive! It s at YOUR PACE. Want to earn a car, move into leadership or just earn a few extra thousand dollars for your family quickly? Hit SILVER WINGS hard and fast! The faster you learn, THE FASTER YOU MAKE MONEY AND MOVE UP!! (Silver Wings is found under the Education tab). I offer Mary Kay University on a conference call Wed. night at 9pm cst. You can call in live or listen to the recording to get more information on the basics of the business! Dial in: code: #...your business growing How much inventory do I need and where will I get the financing? As your Sales Director it is my objective help you reach your personal goals for your business and for your life! I am not your boss, I work with you like a business advisor or success coach, So you get to take my advice or leave it : ) You re the boss! When we sit down and go through New Consultant Orientation, I will get to know you and the plans you have for your business! Inventory is not mandatory, but will definitely be a helpful tool to help you reach your goals! The most important thing is that you start with a level of inventory that you feel comfortable with! We will discuss your options and you can make the decision that is best for you! It s risk free and I can refer you to 0% business financing if you decide to get product on hand! Its completely your decision! My job is to help you be a HUGE SUCCESS and I m excited about the opportunity that awaits you : )

6 ...and the momentum going. Frequently Asked Questions Attend your weekly meeting. How do I stay motivated? Call into our Future Area Hotline pin: # Check our Fear Not private Facebook page daily for inspiration and training ideas. Listen to audios in the Mary Kay Library at Remember you become like the 5 people with whom you spend the most time. I would be honored to be one of the 5. Follow me on Social Media. How do I stay focused and manage my time? Start shifting your thoughts regarding time. There are 168 hours in a week. This is the equivalent of 4 traditional work weeks. If you want $300 profit per week, you will need 6 8 hours of Mary Kay time each week. To earn a MK car and move into leadership, you will need 15 hours each week. Purchase a 3-5 section spiral notebook or 3 ring binder with sections. (You may also use an ipad provided you keep it with you at all times). Section #1 Master Weekly To Do List (from this we will pull 6 items per day) See Sample List on next page. Journal on this page as you complete each task with the results. Section #2 Prospective customers, hostesses and team members Section #3 Notes from all your meetings and trainings How do I develop a clientele? You will build your client base the same way as beauticians, nail techs, doctors and other professionals do. They begin with family and friends, develop a good reputation, and word spreads. Use Section 2 of your spiral notebook to create your potential customer, hostess & team member list. To help you gain perspective on how many people you have in your WIDE circle of influence, think in terms of creating an invitation list to a large church wedding. The average large church wedding in America sends out 150 family invitations, which encompasses people inside those households. Don t limit yourself geographically (we do not have territories), nor by how often you interact with that person. Start with your inner circle of friends and expand from there. If someone is in your phone or a social media friend, they should be on your list. EVERY PERSON ALIVE USES WHAT YOU SELL. Add to this list each day as you meet or think of new people.

7 Sample Master To Do Lists SAMPLE New Consultant Weekly Master To Do List 6 Most Important Things To Do list is pulled from your master list each day (3 High/3 Medium) HIGH (people) Call or text or private FB message (list 30 of the 150 names on your list) using script for your POWER START (30 Faces in 30 days) Invite 5 of your most supportive friends to attend your weekly meeting with you. Call banks and get financing for inventory. MEDIUM (paper or process that supports the people) Checklist #2 Preparing your Home Office. Checklist #3 After Your Inventory Arrives. Decide Business Debut date (dependent on inventory). Print off invitations from InTouch. Mail out or hand deliver 75 for 15 attendees. LOW (delegate) Once you decide each system, it can be delegated. SAMPLE Seasoned Consultant Weekly Master To Do List 6 Most Important Things To Do list is pulled from your master list each day (3 High/3 Medium) HIGH (people) Follow up with hostesses for this week (list names). Preprofile if she is a weak hostess. Invite (list names) for weekly meeting or event. Follow up or initiate booking with (list names). Follow up or schedule interviews using an interview sheet found at If a booking or interview attempt fails, see what products she needs. Call leads regarding booth for festivals or to be a guest speaker at school or sorority, civic group etc. MEDIUM (paper or process that supports the people) Place product order. Redesign my table setting for upcoming holiday. Decide on upcoming holiday specials and how they will be communicated. LOW (delegate) Add profiles of new customers to InTouch. Add sales tickets from previous week to InTouch (or paper system). File receipts from week for taxes. Fill outside orders from classes to be held this week. Pack inventory bags for classes. Create goodie bags for classes / clean mirrors. Assemble 20 hostess packets and 20 recruiting packets. Label products, rotate new to back. Follow up with customer service rotation calls to customers.

8 More MK Rewards Just for You your 1st I want you to have a successful business, and I want you to earn rewards along the way! With every step you walk with purpose, you will come one step closer to that goal. Each time you reach a milestone, text or to receive your gift! Power Start: When you complete 30 faces in your first 30 days. I will reward you with your very own Beauty Coat! In this life you don t need a super woman cape when you have a beauty coat! Pearls of Sharing: Have 3 people listen to facts about the Mary Kay business and earn your earrings. Another 3 and earn your bracelet. And when you add at least one new consultant to your team, you will get your necklace. Zappos Gift Card: When you Add 3 New Consultant to your team you will be promoted to Star Team Builder and will begin receiving $50 bonus check when you build your team! You will also receive a RED JACKET to war to your Mary Kay functions! PLUS when you add 3 qualified consultants to your team in the first 30 days of business you will also receive a $50 Zappos Gift Card! Script to Book the Powerstart Great Text Script or Personal Message on Facebook: HI! I m in a contest to have 15 sharp women this week be models in my Portfolio! I ll have a gift certificate for you just for helping me out! Its fun, free and no obligations : ) Can I borrow you for this? When she answers yes: Great! Thank You Sooooooo Much! I have and available!do either of these times work for you? Set Location! Now, there is no obligation, but if you happen to fall in love with one of our sets I will have a $20 gift certificate for you! But if you bring friends you can earn even more FREE! Bring 2 friends and I ll double it and bring 4 friends and I ll tripe it! Who do you know that you think would like to join us?? Ok Awesome! I m really excited! I hope you know, I really appreciate you : ) I ll check back with you to get your guest list! You re the BEST! If no: No problem. Do you know of anyone who would be interested in free pampering? In fact, if you give me 5 referrals to help me reach this goal, I ll give you a free gift for helping me in that way!

9 How to look the most professional. 93% of the IMPRESSION you make is determined from how you LOOK and HOW YOU SPEAK! Only 7% is what you say. Your image will determine your SUCCESS! You are a professional business woman and people will take you seriously if you dress professionally. What does that look like and how can you do that cost effectively? It does not take much. Start with the following Black Skirt White Shirt Mary Kay Beauty Coat (Can order that under ordering, mk connections on intouch. Pair of black flats Black blazer Earn your red jacket Add a black camisole Wear your black skirt, white shirt or black camisole and black flats with your beauty coat to all your appointments. This will allow you to be professional, yet relatable. When you attend your meetings or larger events spruce it up with your black jacket and pumps. Earn your Mary Kay red jacket by building your team to at least 3 qualified recruits and then incorporate your red jacket into your wardrobe. I believe that image and etiquette can make or break a Mary Kay business for several reasons. First, we want others to take our business seriously, but we must show them that it is a business; we can do that through our dress and actions. Next, we only have a few seconds to make a good impression. It is best to have all the advantages that we can. Finally, we perform better when we look good and feel good! ~Mary Beth Pfeifer Golden Rule: In Mary Kay we do not have territories. However, we have grown and thrived for 50 years because of the golden rule: Do unto others as you would do onto yourself.

10 New Consultant Checklist #3 After Your Inventory Arrives... Label your inventory with your product labels, especially skin care and skin supplements. (Order the labels with the business kit from MK Connections.) I do NOT recommend putting labels on products that would be defaced by a label such as lipstick tubes, most color cosmetics and fragrances. Use your name and address stamp to stamp all Look Books, Beauty Books and team building materials. If you have extra funds, consider the following inventory cases from MK Connections: Wheeled Cosmetic Carrier Color Slip-on Case A fishing tackle box (from Bass Pro, Wal-Mart or other fishing supply store) is perfect for eye shadows, blushes etc. Also good for samples. Take your product items with you to the store to check fitting. Organize and store inventory both on office shelving and in carriers that you are taking to your appointments. Product can safely be carried in car trunk except in times of extreme heat or cold. Discuss with your recruiter or director how much of each item to take to your appointments.

11 New Consultant Checklist #4 Before your Business Grand Opening... Checklist to ensure you have a successful Grand Opening of your brand new Mary Kay business! Purpose of the Business Grand Opening: 1. To show off your Mary Kay store of products. 2. To show your family and friends you are starting a BUSINESS and will have the product to service them. 3. To introduce yourself as a Professional Mary Kay consultant. 4. To book your first faces. Schedule your business grand opening within your first 2 3 weeks of business. However, if this is not possible, then scheduling a business grand opening later is better than not scheduling one at all. You do not need to hold your grand opening before you start seeing faces. You will want to plan to have your inventory in stock before your business grand opening. Hold your business grand opening in your home, preferably, because it is a warmer, friendlier, environment. Church fellowship halls, civic halls, apartment club houses or a friend s home are alternate choices. Delegate the task of cleaning your home so your time may be spent on the telephone with your prospective guests and customers. Invite all the people on your Contact List. This should be a minimum of 75 people. (You can expect to attend with proper follow-up.) Send out a minimum of 75 Business grand opening Invitations. Sending postcards and Facebook alone will not be effective. After you have mailed your invitations, plan to call each guest personally and invite them hours before your event. (Use Master Invitation from InTouch/New Consultant Tools, print on card stock or send to printer Look for discounts at Office Depot or FedEx Office on Exclusive Savings) Call each guest on your Contact List in Section 2 of your spiral. Keep in mind that your friends and family are not coming to hear your director or recruiter, they are coming to help you. Your attendance will be in direct proportion to the number of guests that you personally speak with 24 hours prior to the event. Remember, if they cannot come to your business grand opening, you ll want to either schedule an appointment with them and/or invite them to the next unit event. Checklist for the day of the event: Provide abundant refreshments. You ll want to delegate the hosting/serving to someone special in your family or a close friend so you may be focused on helping your guests to schedule appointments and learn more about your Mary Kay business. Keep in mind some people will come just for food so be generous. Mark your datebook with everything that you have going on in your life. Then highlight the times and dates that you have dedicated to your Mary Kay business. Indicate in your datebook your 4 POWER START WEEKS. (30 faces in 30 days) Have the following supplies available: pens and profile cards on hand for each guest to complete as they arrive. a money bag with $20 in change. (1 $5, 10 $1 and $5 in coins) Look Books stamped with contact information. sales tickets and a calculator

12 Relax and have fun with your guests. Your focus should be to schedule your parties for your power start. Let your recruiter/director help you fill orders and talk to people about the business opportunity. Have enough Hostess packets prepared to give one to each guest at your debut. Decorate a pretty poster board with 30 lines to book your Power Start at your debut. Hostess packet should include: Mary Kay Look Book Outside Order Sheet WHAT YOU CAN EXPECT DURING THE PROGRAM: All the guests will introduce themselves, tell how long they have known you and their relationship to you, a bit about their family, work, hobbies and what their experience with Mary Kay has been, if any. Your Director or Recruiter will explain the purpose of the event: You will be affirmed in your business by your guests. Your goals will be shared and your guests will know that you will be asking them to help you by having a complimentary facial or class. The recruiter/director will share her I story and her relationship with you. Mary Kay Inc. will be introduced as a top beauty brand of Facial Skin Care and Color Cosmetics in the Nation! No one will actually receive a makeover that day because that is what you ll be offering at their party. This is a show and tell type event. At the close, guests will have an opportunity to earn chances for door prizes by making a purchase, scheduling a facial (and or party) and watching a video about Mary Kay. Each guest will receive a Satin Hands Treatment. Be sure to beecome familiar with the steps for this wonderful pampering system! SATIN HANDS Step 1. Squeeze an ample amount of Mary Kay Fragrance-Free Hand Softener into palm of hand. Massage cream into hands, between fingers, remembering the tops and palms of hands, too. Step 2. Squeeze an ample amount of Mary Kay Satin Smoothie Hand Scrub into palm of hand over hand softener. Massage into hands, same as hand softener. Step 3. Rinse hands thoroughly under warm running water and dry hands completely. Step 4. Squeeze an ample amount of Mary Kay Hand Cream into palm of hand. Massage hand cream into hands, same as above.

13 After your Business Grand Opening... It is time to solidify those bookings... If attitude determines 97% of a person s success, then follow-up is the remaining 3%. NSD Linda Toupin A party worth booking is worth coaching. Mary Kay Ash Preliminary Coaching: I have a great coaching guide on go to the menu on the right, The Party. Some coaching will be given verbally during the grand opening, however, you will want to follow-up with each guest hours after your debut to: (Refer to your hostess in all conversations as YOUR BUSINESS PARTNER ) Review the guest list of guests she gave you during the grand opening. Encourage her to invite at least 10 per party. If she gives you 30 names, that is 3 separate parties. When she invites 10, an average of 4-6 will attend. Explain the hostess program to her again. Make sure she has the brochure to go through. Have her write the products that she wants on the brochure. That will solidify her desire for the product. Give her the words to say when she invites her guests. Give her Outside order sheet and ask her to take orders from 5 people who cannot attend her party. You can find this on Training Center, The Party, Outside Order Sheet. Coach her on refreshments. Keep it simple, or if she loves to entertain, let her be extravagant. Send her a thank you note in advance appreciating her for helping you in your business. If you would like to do it all on line and you are one of our tech savvy consultants whose hostesses are all about the internet and social networking: Click on Business Tools (at top of page) Click on Party Central Great tools to work with your hostesses online. Checkout the Beaute-Vite and creating the Hostess s very own Party Webpage!! Hostess Program! 20/40/60 In FREE SHOPPING! (There is no obligation to buy but if they fall in love with one of your sets, they will have a great gift certificate to shop with!) Please check out our unit website fearnotunit.weebly.com and check out our booking scripts under education. There are scripts for booking your powerstart and referrals! There is a script for booking by text and you can even listen to a recorded booking call! Stick to the scripts They Work! : )

14 New Consultant Checklist #5 Before Your First Party or Facial... If you don t feel confident you can always travel with your recruiter and watch one of her parties. Or you can watch the skin care class at your local meeting. Review the Instructors Guide and practice your Skin Care presentation by rehearsing in front of a mirror. Watch the DVD that came in your starter kit. Keep in mind that you will, over the next few weeks, rework the words in your instructors guide, personalizing it and making it your own. You want your presentation to be professional, however at the same time fun and a reflection of your personality. If you fly by the seat of your pants and do not follow the presentation, you may still have a successful class, however, you just convinced the girl at the table who does not have your personality that she cannot do this. By using a presentation (even one you have rewritten), your skill then becomes transferrable to your future recruits. Practice setting up your table display and trays. You never get a second chance to make a first impression. When a guest walks in to your party she should go WOW! when she sees how professional and pretty your table looks. NSD Linda Toupin Color coordinated placemats or tablecloth or both Roll-up Bag for display and close Basket with extra products you are sampling (Firming eye cream, Microdermabrasion, Clear proof travel set, satin lips, satin hands, foundation primer, light to medium bronzer, translucent power and 2 Mary Kay compacts with customized looks. A classic look like: Crystalline, Hazelnut and Granite eye shadows with Sparkling Cider for Cheek and Fancy Nancy for gloss. And a dramatic look like: Honey Spice, Espresso and Sweet Plum for eye shadow, Strawberry Cream for cheek color and Pink Parfait for lip gloss plus cotton balls. Individual Bags for each guest should include: Washcloth, mirror with tray, disposable mascara wand, eye and lip applicators, Profile Card and party tray liner that can be found on your unit website under resources. Hostess or follow up facial will get to use bronzer, highlighter, translucent power and customize a look! Pre-pack your cases to go to your appointment.

15 New Consultant Checklist #6 After First Product Sale, Facial, and/or Party... By entering each customer in the mycustomers business tool on InTouch, you are populating a database for future use in customer-related applications. This step is very, very important. 1. Enter each customer s profile into mycustomers at Click on Business Tools (top of home page) Click on mycustomers Click on New Customer upper right corner 2. Enter each customer s sales ticket into mycustomers at Click on Business Tools (top of home page) Click on mycustomers Click on New Order Upper right corner Find Customers name, click on name Choose Customer Delivery Service or My inventory Add products 3. Submit your WEEKLY ACCOMPLISHMENT SHEET online at Your MK business week ends on Saturday night at midnight. Click on Business Tools (top of home page) Click on Weekly Accomplishments Click on Enter Weekly Accomplishments Your director and recruiter are always excited to hear about your sales, facials and parties. Share your excitement on our Facebook private page, Fear Not

16 Dream Page This is your dream page. If you could achieve anything, have anything, reach any level of success, what would it be? Twenty six reasons why you want your dream: