With Love & Gratitude, Melissa A. Mays

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2 You can purchase your flip chart binder on Amazon or pick one up at our local meeting! 2 Print off your pages and place in the binder. I highly recommend that you add pictures of you, your family, and your goals. Give people a glimpse into your HEART! Don t believe the lie that you don t have an incredible story to tell! Your story will GROW along with you and it will get better and better all the time! You can even omit the pages that have pictures of RECOGNITION etc and create your own page to add to your Flip Chart. You will also be sharing the Mary Kay story which is one of LOVE, COURAGE, PASSION, BELIEF, COMMITMENT, and EXCELLENCE! You have one hour to positively impact the woman across from you or around the table. Show people what you & Mary Kay stand for! This is your platform! You have the POWER to make a DIFFERENCE!!! PRACTICE, PRACTICE!!! Stand in front of a mirror and practice your presentation. This is how you will become a PRO! I promise you will get BETTER & BETTER! You hold in your hands an incredible tool that will help you bridge the gap between where you are today and where you want to be! By conducting your MK appointments, you will sharpen your skills in presentation, communication, stand-up comedy (JK LOL), coaching, leadership and more! This will in turn build your CONFIDENCE! The more confidence you have, the MORE money you will make. What started as a way for me to get a discount on the product and maybe make a little extra money on the side, has turned into so much more! It has TRULY changed my life forever! I am eternally grateful to the customers that have supported my business and most importantly to our founder Mary Kay & my mentors who have blazed a trail for us. They planted the seeds to the success tree we sit under. Because of their choices, I have grown into the confident woman I am today! And I applaud you...for having the COURAGE to ACT on your dreams! I pray that you will NEVER STOP DREAMING! Don t EVER give up! If you get to the end of your rope (it will happen), tie a knot and HANG ON...and call your Director! ;-) With Love & Gratitude, Melissa A. Mays

3 3 Packing for Your Class Starter Kit Bag This is your office-on-the-go. I carry mine EVERYWHERE. Be sure to remove the Organizer Tote so it s not so heavy and you can set your purse inside the middle of your Bag. Money Bag: sales tickets, calculator, pen, change. Hostess Packets: Look Book, *Hostess Flier, 5 Sales Tickets -or- *Outside order form, Steps to Success Brochure or *Starter Kit Flyer, *Choices CD or *Hotline Card (10-20 Packets put together at all times, 3-4 in Starter Kit bag) Calendar: MK Date Book or phone, use only one for your ENTIRE LIFE, highlight your available appt time slots ahead of time. Organizer Tote: Makeover supplies: (all this comes in your kit!) Facial cloths, color cards, mascara wands, sponge tip eye applicators, skin care, eye makeup remover, and foundations. Extras: Wash cloths (they remove the product so much better & once you buy them you have them), hair clips, ink pens, cotton pads for removing eye makeup, cotton balls for cheek color. Roll of double tickets. For doing the door prize games. Colorful envelopes. If you re doing DEAL OR NO DEAL. Write name of product that they will get as FREE gift if they share you with friends at their CHECK-UP APPT.

4 Look Like a PRO! 4 This is a more advanced supply list that a seasoned Consultant or Director would use. Beauty Coat!!! INSTANTLY look like you know what you re doing! Available at mkconnections on for $49. Wear it over a dress or skirted outfit. (appropriate & professional length is at the knee) Rolling Crate You can find these online or at Office Depot for around $25. Drop organizer tote down in it along with all your other supplies. Pack table cloth on top since it s the first thing on the table. Set Starter Kit bag on top and roll in to appointments! Stream-line your packing and your job looks easy! Roll Up Bag (fill with demo products in order of how you use them) Pocket 1: Satin Hands Set, Cologne/Perfume Pocket 2: 3in1 ND Cleanser, SkinVigorate Brush, Eye Makeup Remover Pocket 3: Day & Night Solution, other Supplements...Deep Wrinkle Filler, Satin Lips, Serum C, Firming Eye Cream, Micro-Dermabrasion Pocket 4: Moisturizers: Age Fighting (both). Optional: Repair Day Cream, Botanicals #2, Clear Proof. Compacts Custom Compact Naked Palette Sweet Cream, Crystalline, Honey Spice, Granite, Rose Gold. The follow ing 4 shades I put on the far right side of compact & can be used to fill in brows! Hazelnut-Red hair Espresso-Brunette Espresso or Coal-black hair Driftwood or Hazlenut-which goes a little reddish-blonde or Strawberry Blonde You can apply Brow Gel first to shape brows then add appropriate eye shadow on top. This will grab the color and waterproof it. My best selling brow pencil is the Classic Blonde. Keep it sharp for the best application! TIP: Add peal & stick magnet to the side of compact w here applicators go to add more storage! Brush Set Hostess only! Include Foundation, Concealer/Cream Eye Color Brush, & Smudger Brush. I have them in a cup to set by the Hostess to use. I have a new Brush Set wrapped in cello for my display that I put in the center of the table. (OPTIONAL) Acrylic Caddy or extra Roll-up Eye Makeup Remover, Brush Cleaner + cloth or paper towel, Compacts, Cream Eye Color (sug. Beach Blonde or Apricot Twist), Lip Gloss (sug. Fancy Nancy, Shock Tart or Café Au Lait), CC Cream all 5 colors, Foundation Primer, Oil Matttifier, Transluscent Powder, Mineral Powder Foundation Ivory 1 & 2, Beige 1 &.5, Concealers (Ivory 1-2 or your preferred shades), Under Eye Corrector, Eye & Lip Liner Samples or Gel Eye Liner. Compact 2 Bronzer/Cheek Color: Bronzer on top, Cheek Color underneath I love the Ripe Watermelon or Juicy Guava!

5 SETTING THE TABLE 5 I like to use a black table cloth, then a mirror (you can find at craft stores) or a sparkly piece of fabric for the centerpiece. This creates a high-end dept store or boutique look. Placemats are great for adding some sizzle. I found mine at the Dollar Tree. Pens can be turned into a centerpiece by attaching flowers or feathers. I use black electricians tape to wrap around the feather attaching it to the pen. Pink tray inserts can be printed off melissamays.com or ordered from pinkprinting.com. They show the order of products used and really make the trays pop. Add some dazzle to your Roll Up Bag with a nice bow around the handle. Try to keep your Roll-up clean. Remember, the EYE buys! Imagine how unappealing a dirty department store window would be. Same thing! Occasionally you need a new one. You can donate your old ones or use it as a prize. Most people don t mind if it s gently used! Get your washcloths wet, place in a bowl, then have helper micro them when it s time. When you arrive, set up your 1-on-1 Office, Starter Kit, inventory, away from table for Individual Consultations. If you have inventory I suggest bringing it in to save you time putting orders together. Definitely bring it in if the weather is unfavorable! #swampwitch, #sweatinyourweaveout, #freezinyourgiblets I ve even back my car into Hostesses garages before if it s pouring down rain so I can carry my stuff in without getting soaked!

6 When you arrive at least 30 minutes early: Kitchen Coaching 1. Give sincere compliment & show gratitude to Hostess Remind her to hold refreshments until the end of the class. 3. While you demo Satin Hands on the Hostess start the 4 Point Recruiting Plan. Point #1: Ask hostess: Who s coming today who would be good doing what I do? (Just listen.) What about you? Have courage to ask. Don t respond or try to overcome any concerns. Respond with: Well, just watch me today and see if you think you would ever want to learn to do what I do, I think you d be great! 4. Discuss hostess s colors she will use during the color segment. New Consultants use color card. Eventually you can order the Dash Out the Door products 5. Show the hostess how to demo Satin Hands on each guest as they arrive 6. Set up the table and place a Profile at each table setting. 7. As guests arrive, greet each one with a double handshake-firm grip shows confidence, 2nd hand on top of hers shows gentleness, lower your body a bit in honor & use her NAME as you say,, so nice to meet you. 8. After guests experience Satin Hands have them fill out the Profile while you fill their trays.

7 Welcome to MARY KAY

8 Are you READY to get STARTED? First I want to GET TO KNOW YOU BETTER Tell me your name, a little bit about yourself (Below for shows only ) 2. How you know the Hostess and what you love most about her. 3. If you ve ever tried Mary Kay in past, tells us your favorite product and why. If you haven t tried it, tell me one thing you d like to learn about tonight or an issue you ve been having with your skin. Okay...here s our AGENDA: 1. You ll get to try the Ultimate in anti-aging Skin Care...the TimeWise Miracle Set. 2. A Quick touch of COLOR. Tonight I will be helping the Hostess with her **customized look. I ll show her how to apply it herself using our Professional Brushes. You ll be doing your own makeup tonight but don t worry, everyone here will get a Check-Up appointment with me and I ll show you what colors to wear and how to apply them. We can schedule that when we finish here tonight (OR today). 3. Your Individual Consultation. I will meet with you at the end to answer any questions you may have and to get your opinion of my presentation and the products you tried. I can also help you with your product selections and we can even schedule your Check-Up appointment. 4. We also have a FUN GAME called if it s FREE it s for ME!!! Everybody gets a ticket for coming but every time you hear me say the word FREE, you say ITS FOR ME and you get an extra ticket for the door prize!

9 20% 15% 10% 2nd

10 I want to say thank you to our Hostess. (look her in the right eye & use her name) I genuinely appreciate you for sharing me with some of your friends. What I love most about you is. (sincere compliment) As a thank you, I d like to present you with a *special gift for having me over and sharing me w ith your friends, w hich is a HUGE compliment to me! What s in it for her? She gets $75 for only $35 regardless of sales so there s no purchased required, -or she can earn up to 20% of her total sales in FREE PRODUCT with 2 bookings, 15% with 1 booking, or 10% with no bookings, so let s try to help her get 20%!!! 10 She is also working to earn a BONUS gift: Roll-Up Bag, Brush Set, Compact or Skinvigorate Brush...w hen she has w hat w e call a PERFECT SHOW: $250 or more in sales 2 Bookings and 2 Career Chats...w hich is w here I buy you a coffee and share some quick info about our career opportunity. It may or may not be for you but you get a 50% off product just for listening and you ll be helping the Hostess get her Perfect Gift! Which gift would YOU personally pick? Write that at the top of your Profile Card and I ll help you earn that at YOUR Check-Up appt. *My favorite is a empty Color Display Tray. They always want to fill em up!!! **Sampler minis like hand cream, eye makeup remover, extra emollient night cream, PCP gift, discontinued product wrapped cute.

11 Get HUGE prizes & Attach picture of Star Prize here

12 And thank YOU guys so much for coming to support. I know that means the world to her! 12 And I also really appreciate you guys being here because you re helping me achieve a big goal of earning a and all I have to do is faces by the end of this month to get it. agreed to help me and I m so grateful for her support. At your Check-up appt, you can share me with 2 or more friends and for helping me, I ll hook YOU up with the FREE PRODUCTS!!! *You can choose your goal of 15, 30 or 40+ faces per month to achieve your Star Goal. Print off a new sheet to track your faces each month. Star Tracking Sheets available on RESOURCES, GOAL SET- TING.

13 HOSTESS CONTEST: FREE GIFT for my #1 Hostess! CA$H for the area s #1 Hostess Chance at CASH for every $100 sales all quarter long!

14 So I have a question for you. Do you like FREE CASH & PRIZES??? 14 My #1 Hostess for the quarter ending will win a FABULOUS GIFT from me! #1 in the area wins CASH at our Hostess Contest where they get to compete for CASH & PRIZES! Top 10 Hostesses are guaranteed a gift! (optional) My Top 3 get to ride with me and we ll grab dinner before the event! Everyone who makes a purchase also gets to come and could win cash & prizes because it s also Customer Appreciation Night! There will be an incredible guest speaker there and you re guaranteed to be happy & inspired for at least 3 days after! Plus, if we re the Unit that has the most people there, we win a TEAM SPIRIT TROPHY that w e get to keep until the next quarter. It also earns us SERIOUS bragging rights! I really believe we can WIN IT but we need your help!!! For an extra ticket, pull your phone out and mark your calendars for at!

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16 So how did you enjoy the Satin Hands Treatment? 16 This product was the Reader s Choice Winner for the Best Hand Treatment by totalbeauty.com (featured on marykay.com if you or someone else wants to check it out). It s also one of Steve Harvey s favorite products and he has talked about it numerous times on his daytime TV show! We re going to make your face feel as good as your hands. Are you excited?

17 Picture of your Career or Personal Goal (other than Star Prize)

18 Before we get started I d like to tell you a little bit about me. (Short 1 minute I-Story..sample) 18 I have been building my business for..(if under a year say less than a year ) Before MK I... I was introduced to the product & opportunity by... I was attracted to the business because of... What I love most about it is the (Money, Recognition, Self Confidence, Cars, Advancement Opportunity, Being My Own Boss) I also LOVE working with GREAT PEOPLE, and having something that CHALLENGES me to be my best. They say the only 2 ways to personal fulfillment is if you re GROWING & GIVING. Mary Kay gives me the opportunity to do BOTH! Use this section to write it out if you like:

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20 So WATCH me today (tonight) & SEE IF YOU THINK YOU D EVER WANT TO LEARN TO DO WHAT I DO? 20 Mary Kay Ash always said there s a future consultant sitting at each party so I wonder who do you ll think it might be? (they ll either all look at you or all point to one person just laugh & say) Well, you never know just watch me today & see if you think you d ever want to learn to do what I do. Right now I am building a POWER HOUSE Team and I m looking for women who are excellent or who want to BE excellent, women who want to put their Faith & Family first women who know they have untapped talent, untapped potential who are just looking for the right opportunity to run with women who know they want to max out their life experience & who are looking for freedom. I am on a MISSION to (earn my Pearls of Sharing, put myself and (#) others is a FREE Car, positively impact 10 or 24 women this year) & to do that, I m looking for 6 women in the next 15 days who would give me their honest OPINION of the MK opportunity you may or may not be interested but I would love to get your feedback.

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22 Now, are your READY to try the product? 22 I need my helper to PREPARE THE WASHCLOTHS. (You can get them wet with hot water or put them in a microwave safe bowl or Ziploc and heat them up for 1-3 min) How many of you don t wash your face before going to bed? (raise hand) Don t worry, I m not judging you! Did you know that your FACE AGES 13 DAYS every night you don t wash your face. Think about it your GLASSES, your CAR WINDSHIELD...think about how dirty those get in ONE day? That same stuff is coming in contact with your skin, you don t even see it then you go to bed, you re rolling around on your pillow, you wake up it s the same face. You can even get bugs in your eyelashes called eyelash mites if you don t take your makeup off at night! Can we all say..ewwwwww!!! So we want to make sure we re washing our face twice a day & ESPECIALLY before going to bed. Let s start by removing your eye makeup using our Oil Free Eye Makeup Remover. It s safe for contact lens wearers. Leaves no greasy residue. Just apply it using two cotton pads, lightly press it to your eye lids and hold for 10 seconds. Flip it over and count to 10 again. Then, gently wipe it away. It gently but thoroughly removes even waterproof mascara. This is one of our best-selling products that has been featured in many magazines and has won many awards, including the Reader s Choice Winner for Best Eye Makeup Remover by totalbeauty.com It even gets rid of those nasty bugs we talked about! That s why I call it The Critter Getter!

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24 LET S TALK ABOUT YOUR SKIN & HOW TO STOP aging with the TIMEWISE BASIC 24 Did you know the skin is the largest organ of our body and its protects us from disease and infection but receives the least amount of care. And most women spend more time & money on their hair! Truth is, you can always buy more hair, but you can t buy NEW SKIN! When you re young your skin regenerates in about 24 to 48 hrs. Mature skin can take up to 120 days! The GOOD news about your skin is it can regenerate itself as long as it s getting the 5 essentials for healthy skin w hich are: Cleanse. This removes makeup and impurities. 1. Exfoliate. Removes dead surface cells that dull the skin. 2. Freshen. Tones the skin and refine pores. 3. Moisturize. Keeps skin hydrated, soft, smooth, and more firm and lifted. 4. Protect. It s critical to protect your skin from the sun and environmental damage. Let s start by using the 3 in 1 Cleanser for Normal skin...also available in a foaming cleanser for Combo/Oily Skin. Always apply your Cleanser in an upward and outward motion. Remember this: Up is young, down is old! Your Cleanser takes care of the first 3 steps to healthy skin. It cleanses, exfoliates and tones. As you massage the cleanser into your skin, the micro-beads go to work! You re treating your skin to a facial just by washing your face every day! Now, just remove it with your damp wash cloth.

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26 DAY/NIGHT Solution BEFORE WE MOVE ON TO YOUR MOISTURIZER I have a special treat for you! The Day & Night Solution, or what I call the Fountain of Youth can be added to your Time Wise Set to make it a Miracle Set! It delivers 7 additional anti-aging benefits for your skin. 26 Day Solution: Protects & shields the skin from UVA/UVB rays with SPF 35. It has calming peptides that relax expression lines. Contains antioxidant vitamins A-C-E that neutralize free radicals. (apple example-once cut in half it turns brown) I call it an ACE for your FACE! It also contains light diffusers that soften the appearance of fine lines & wrinkles. Night Solution: (let them try this on their hand or décolleté) Repairs your skin while you sleep by counteracting daytime damage with botanicals and peptides. Restores elasticity and firmness, and helps fine lines and wrinkles fade away. The little microcapsules or Nutribeads burst to deliver a fresh supply of antioxidants and vitamins which are essential for the renewal process! *Apple example: When you cut an apple in half and leave it out too long, what happens? Turns brown. What can you do to prevent that? Lemon or orange juice. The Vitamin C in that neutralizes free radical damage! You can talk about other supplements especially if it s a 1 to 1 based on what they selected on their profile cards. Keep it simple at your shows and don t overwhelm them with too much info! Don t give it all away on the first date.

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28 Age-Fighting Moisturizer We will end with your TimeWise Age-Fighting MOISTURIZER. It comes in 3 formulas combination/oily, normal/dry and one with SPF 30*. 28 Its function is to: HYDRATE for up to 10 HOURS. It also contains powerful ANTIOXIDANTS, which guard against damaging FREE RADICALS that are caused by pollution, radiation, cigarette smoke, herbicides and other environmental pollutants. You ll use your moisturizer every morning & night LAST as the SEALANT to your VITAMINS. A lot of women who have OILY SKIN don t think this step is necessary. They feel they ll be adding oil to their face. TW formulas are 100% OIL-FREE. If we don t keep the face moisturized, oil glands begin working overtime, producing oil to make up for it. That s why you might feel squeaky clean when you wash your face, but by mid-afternoon you could fry an egg on it. The face needs moisture to help not go overboard with oil production. I love our Age-Fighting Moisturizer because.

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30 Before we move onto color, I want to show you 2 additional products I can t live without. 30 Microdermabrasion is a product that IMMEDIATELY REDUCES the appearance of FINE LINES & SMOOTHS skin s texture and Step 2 the PORE MINIMIZER immediately minimizes & tightens pores & the results get better over time. I call it the SUPER MAGIC ERASER. The next product is our TimeWise Firming Eye Cream. Have you ever noticed how the 1st place women show signs of aging is around the eyes? That s because: Skin is thinner (only ¼ as thick as anywhere else on the face) We touch our eyes a lot, and don t have as many fat deposits under our eyes as we do in our cheeks Fewer oil glands directly under your eyes (why teens have no acne there) We retain moisture under the eyes (puffy) For a TICKET, what FINGER should you use whenever touching your eye area? (ring finger) WHY is that? (weakest finger) Apply Firming Eye Cream with ring finger under eye & crow s feet area. This ONE product has multiple benefits: brightens, tightens, firms and moisturizes to fight wrinkles. I call it an INSTANT EYE LIFT!

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32 That completes our Miracle Set how does everyone s skin feel? (Hold the Ultimate Miracle Set in the air Vanna!!! LOL!) 32 Ok, let s do a quick review (holding up the products) This is the Basic Set, which includes the cleanser & moisturizer this covers the 5 basic steps to good skin care and this is a great place to start if you want to take care of your skin, but not spend a lot of time or money. When you add the Day & Night Solution (hold up the products) the Basic Set, it becomes the Miracle Set and your results double. Then when you add the Microdermabrasion + Firming Eye Cream (holding up the products, with the entire ultimate miracle set lined up) you have the ULTIMATE experience in quality skin, which is why we call it the ULTIMATE MIRACLE SET. You do get discounts tonight for each of these sets, which we will go over at the end. For a TICKET, what do you notice about your skin now, as opposed to when you first arrived? That s after just ONE use can you IMAGINE the results you could see after using it consistently morning and night for three months? The Miracle Set has earned the Good Housekeeping Seal*! That alone says a LOT about the quality of our products. Mary Kay makes it so easy to fall in love with our products b/c the QUALITY of the product for and incredible PRICE you cannot beat it. It lasts forever, and we have a 100% SATISFACTION guarantee. No more product graveyard. Who has one of those? (raise hand)

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34 Now you re going to try an all-time favorite in Mary Kay. 25 Is anyone here addicted to chap stick? A lot of chap sticks have ALCOHOL in them which dries out your lips, so you have to keep putting it on. Satin Lips helps to actually cure chapped lips, not just soothe them b/ c it gently exfoliates the dead skin cells & deeply hydrates. Let s go ahead and apply the Lip Mask it works best when it dries for a minute. The secret is you can t moisturize dead skin. You have to exfoliate it off then moisturize. Now let s take off lip mask and apply Lip Balm. One application of the BALM is CLINICALLY PROVEN to HYDRATE for at LEAST 6 hours which is crazy! I can put it on my lips at night before I go to bed & I can still feel the results of it in the morning. My favorite thing about Satin Lips is. *Fabulous Friends game on RESOURCES, BOOKING.

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36 We will finish with CC Cream a Complexion Corrector. 36 There s a LOT going on in this little tube (begin applying) it protects your face from the SUN minimizes REDNESS it BRIGHTENS your skin conceals DARKNESS reduces signs of AGING you name it it does it & is SO LIGHTWEIGHT Even my customers who say No way I don t wear foundation they go crazy for this. I love CC Cream because. Some of you may want more coverage for your foundation & if so, that s something we can match at your 2nd appt. We have insane foundations, like Mary Kay is KNOWN for our skin care & foundations + mineral powder.

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38 OPTION 1 COLOR CARDS Ok, are you ready for a quick touch of color? While the hostess is applying her customized glamour look with our Professional Brush set, you all will use your Color Card based on your eye color. Peel of the plastic coating, use your sponge tip applicator and follow the diagram for applying eye shadow. Use your cotton ball to apply your cheek color. Quick tip: lightly dab the cotton ball instead of rubbing it in the color because it is pretty intense so go lightly with it. Start at the hair line and dab on the apple of the cheek stopping about 2 fingers from the side of your nose. Use your finger to dab on your lipstick! Use your wand to apply your mascara. (or you can use Ultimate Mascara samplers) 38 OPTION 2 DASH OUT THE DOOR (supplies needed: Cream Eye Color in Beach Blonde or Apricot Twist, Bronzer, 2 or 3 of your favorite Lip Gloss shades...fancy Nancy, Café Au Lait, and Shock Tart are my favs!) Ok, are you ready for a quick touch of color? While the hostess is applying her customized glamour look with our Professional Brush set, you all will do what we call the dash-out-the-door look it s a fast, fun look that will brighten up your eyes, but take less than 2 minutes to apply. At your Check Up Appt, you will get your own customized glamour look. Use either your finger or sponge tip applicator to sample our Crème Eye Colors. Use your wand to apply mascara (or you can use Ultimate Mascara samplers) Choose a lip-gloss color, sw ipe it on your tray and apply it w ith your finger and then Use your cotton ball (or brush) to apply a touch of Bronzer to your cheeks, hair line, and under the jaw line and chin.

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40 40 Everyone take your hair-band or hair clips off, fluff up your hair - hold your mirror at arm s length, & tell yourself you DANG, I LOOK GOOD! Look at yourself from out here (hold your arm out) that s how people see you, not right up here (by your face). We like to look super up close and nit-pick, but that s not how people see you! Now we re going to do compliment time - so turn to the person next to you and tell her what you love most about her look (give them like 30 sec to do this). Now let s finish with the hostess since she looks the best, WINK WINK! what do you love about her look? At your Check-Up appt w e can fine-tune your look to make sure you re looking and feeling your best! Quick question who would like to be featured in my Model Portfolio? To sharpen my makeup skills, I am creating a model portfolio, which features before and after pictures of my customers. I attend (or conduct) a makeup workshop on and and I can share it with customers to get a complimentary facial and makeover We take your before picture with no makeup and no smile. I promise I won t post it on Facebook and then we take your after picture and I use these pictures to build my portfolio. I have a goal to add 15 new customers to my portfolio in the next 15 days and I would love for you all to come. It s a super fun girl s night where you learn more about our products and more about the Mary Kay business opportunity if you re curious and you get any product 50% OFF for coming. What do you think? (smile & nod) Just a reminder, we re trying to help our Hostess earn her Perfect Show gift so when you agree to share your Check-Up appointment w ith friends, you earn discounts and FREE product plus you can help her earn her gift!

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42 Now I m going to show you how to get some of your products and your very own Roll-Up Bag tonight at HALF PRICE! Let s take a look at your Beauty Menu. 42 Let s start with the Ultimate Miracle Set or Time Wise Repair Collection. This is your absolute BEST DEAL!!! This has everything you need your Cleanser & Moisturizer, your Day & Night Solution, your Micro-Dermabrasion Kit, your Firming Eye Cream and your choice of CC Cream or foundation! The Ultimate Miracle is 202 and the Time Wise Repair is 205. You also get a BONUS any 3 products for 50% OFF! With this collection, you will also get your $35 TRAVEL ROLL-UP BAG at 50% OFF! Next, we have the Miracle Set. This includes your Time Wise Basic Skin Care + Foundation, Day & Night Solutions from 115. BONUS any 2 products for 50% OFF! With this collection, you will also get your $35 TRAVEL ROLL-UP BAG at 50% OFF! And we have the Time Wise Basic. (not pictured on company sheet) This set delivers the five basic essentials of good skin care for 64. BONUS any 1 product for 50% OFF! With this collection, you will also get your $35 TRAVEL ROLL-UP BAG at 50% OFF!

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44 44 Okay ladies. I want you to think about a time when you bought a fabulous dress for a very special occasion. Maybe your prom, wedding, a cruise, or you high school reunion. Think for a moment how much you spent on just the dress itself. Then, what are some things you bought to go with the dress? (shoes, jewelry, handbag, wrap, etc.) Total up what you spent on that whole outfit. Somebody tell me off the top of your head how much you spent? Now I have a question for you. How many times in the last week did you wear that outfit? (none!) Isn t it crazy we spend that much money on something that makes us look and feel fabulous ONE TIME, when these products you just tried you ll use EVERY DAY and night and they will make you look and feel fabulous for the rest of your life! Plus, every time your wash your face with MARY KAY you. Will know you are saving 40% on average compared to what you d spend at department stores. Why? No OVERHEAD! You purchase directly from me, not a store who has to pay a lease! And, you are supporting a local small business owner! Your purchases directly impact me and my family and I m so GRATEFUL for that! I promise to provide EXCELLENT CUSTOMER SERVICE. Shop from your seat, not on your feet 24/7 on my website with FREE shipping or delivery. I give your 5% back on all your purchases for the year in free product at Christmas. FREE GIFTS on purchase of $40 or more all year long! I provide Gift Services and more! You are saving animals because we support the fight against animal testing. You are helping with Pollution prevention! We use recycled paper products for our packaging, we plant trees for every retired compacts! And finally. We are a company who GIVES BACK! We donate millions of dollars annually to 2 causes that were very important to our founder. Cancer research and stopping domestic violence against women and children. Isn t it good to know that YOUR purchases have that kind of POWER???

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46 Now, flip your Profile Card over to the back and we ll answer some quick questions together. This is the last chance for tickets. And you get entered to win a $1000 CASH! YAY! First, If money were no object, what set would you love to have show up in your bathroom tonight? Repair, Ultimate, Miracle, or Basic? Write that down on question #9. Next, besides the 3 featured sets, what other products would you LOVE to have? 46 At the bottom of your Profile Card in the pink section write down a 1, then drop down a line write 2, then 3, 4, and 5. (or use the Pink Profile Sheet available on RESOURCES) #1 From everything you ve learned about the Mary Kay business opportunity, what is most appealing? #2 What do you need more of in your life right now? Fun and girlfriend time, money, flexibility or making a difference? #3 On a scale of 1-10, rate your interest level in the business opportunity. 1 = never, 10 = sign me up, NO 5 s-that s on the fence! #4 What would have to change or happen for you to be a 9 or 10? #5 Like I told you before, I have a goal to get an opinion from 6 customers in the next 15 days about our business opportunity. We can meet for coffee, my treat, and I ll tell you a little more about how this business works. You get any product at 50% off for helping me out! SO write YES, SURE or NO on your sheet. YES is I d love to help you with your goal and I m actually interested in learning more. SURE is I like helping women meet their goals so I am willing to help, but I m not interested in the business opportunity. NO is I don t like helping other women with their goals. (ha ha) Ok, so last thing ladies, we re going to play a **QUICK GAME**. Raise your hand if you had FUN! Ok great! Pull your cell phones out. Write down whoever comes to mind if they had been there, they would have had FUN and they will get the gift of a GOODIE BAG and FREE PAMPERING SESSION in your name. Thank you in advance for referring me to your friends and family. I m really honored by that and I will treat them with the utmost care and respect. For every 5 names, you get an extra ticket. When you write down at least 20, you get this FREE GIFT!!! (product mini like mascara or eye makeup remover, etc.) If you text them the message at the bottom of the form, the person who has them most respond back before we leave gets another GIFT!!! Thank you again ladies! I hope you had as much fun as I did and I so appreciate your time and your attention. You were the BEST group ever!!! Whoever needs to leave first can go ahead and grab your Profile, Beauty Menu and come with me. (Instruct hostess to serve refreshments and start your individual consultations)

47 BONUS! 2-50% OFF BONUS! 1-50% OFF

48 Private Consultation 48 Did you have a good time? What did you enjoy most? Let s make sure your Profile Card is completely filled out. Also, did you send me a friend request? Do you have any questions that I didn t answer already? So let s see which sets you liked. You liked the (review sets and 50% off options.) So where would you like to start?...(pause for her answer, respond GREAT CHOICE) Not sure? Most people start with their skin care and I help them earn their color for FREE at the Check Up Appt. Would you like to use VISA, MASTERCARD, DISCOVER, CHECK, CASH, or HUP? Let s go ahead and set up your Check Up Appt. What do you prefer? During the week or weekend? During the day or evening. or? Let me show you our Hostess Plan and how you can earn some of your products for FREE. (**Select 2 people to hear more about the biz) At every appt I like to select the person that impressed me the most and YOU are definitely one of my FAVORITES!!! I d love to hear more about your story and share some quick facts about our marketing plan and get your opinion of it. Plus, that s how will get her Perfect Show gift!

49 After the Party 1. Send a THANK YOU to your Hostess and each of your guests. Keep self addressed stamped postcards in your bag ready to go and drop them in the mailbox before you get home. Techie option: dow nload the App Touchnote and send them a thank you card right from your phone. You can design a basic thank you and store it or you can customize one with a picture of them or from the party! 2. Organizational Systems: If using the paper method, put your Profile Cards and Sales tickets in your file box. (hanging file folders tabbed A-Z, manila folders for each customer-smith, SUSIE-place in the S hanging file for example) Shred top copy of Sales Tickets that contain CC # s. Better yet, set up your ProPay Acct, download the App on your phone, and run the card at time of sale. Techie option: Place the Profile Cards and Sales Tickets in your In Box to be entered into your MY CUSTOMERS on Intouch. Set the follow up reminders. Throw aw ay the paper copies. (DELEGATE this task!!! Don t spend dollar time on penny jobs!) BETTER OPTION: Add the profile info right aw ay into your MY CUSTOMERS APP. Even better, encourage guests to REGISTER on your w ebsite and fill out their PROFILE before the appt. Then they do all the work for you. Work smarter not harder! Enter your WEEKLY ACCOMPLISHMENT online at Tracking is SO important in this business. Even if someone doesn t buy something, list their name at put a 0. Helps you and your Director assess your activity vs. results. Helps you identify the holes in your presentation or systems. Keeps you from being anxious or emotional. People disappoint, numbers never lie! Working the num bers helps you make an unpredictable business predictable. This is how you track the Hostess Contest and our Pacesetters Program.

50 After the Party...continued TAGS & NOTES HOSTESS Helps you to quickly find your past Hostesses to rebook or for Hostess Contest info. HOSTESS PARTY or REFERRED BY Mark them w ith the name of the person/ Hostess that referred them. PROSPECTS You can mark w hich layers you ve done with her in her NOTES. PCP: This is the most cost and time effective w ay to stay in touch w ith your customers and give them the service they deserve. For $.70 the company sends them a Look Book with samples and a personal note from you! AWESOME!!! GIFT GIVING, FABULOUS REFERRAL GAME (w rite names list in her NOTES), LOCATIONS, PRODUCTS, OCCUPATIONS, ASSISTANT TASKS, VIPS, NAME OF NEW TEAM MEMBER, FORMER CONSULTANTS, CONTACT PREFERENCE, BRIDES, CHURCH, SORORITIES, CLUBS, SILENT HOST- ESSES, FRIEND, ETC. 3. KEEP YOUR CUSTOMERS FOR LIFE & NEVER RUN OUT OF PARTIES! Cycle your parties! Go ahead and schedule your Hostesses for their NEXT party in 2-3 months! Either write in your Datebook 2 weeks prior to follow up and confirm the date or set a 2 week reminder on your phone. (this is a great option if you don t feel confident having people to YOUR home.) Just imagine if you had 3 Hostesses per week (12-13 Hostesses per month) hold 4 shows a year! That would be an average of $250 per show x 4 = $ Hostesses per month x 3 = 39 Preferred Hostesses for the quarter (4 quarters in the year) 39 Hostesses x $1000 = $39,000 which $40,000 is the NATIONAL COURT OF SALES!!! This is NOT even including your REORDERS!!! Consider having an Open House 4 x s a year. Book this soon after the PCP Look Book goes out. You could have it the 1st Saturday after the book arrives at their door so they know what to expect. Your customers can reorder their favorite products, see AND try NEW products, have FUN, and keep the relationship STRONG!

51 Inventory & Money Management 1. Use the INVENTORY WORKSHEET in the READY SET SELL brochure to determine the amount of product you need to start. 2. Eventually, I would suggest keeping on hand the number of products you normally sell in a months time. For example, if you sell 20 TimeWise Sets in a month, that s your SUGGESTED IDEAL to keep on hand of that particular product. 3. Most Consultants use the MARY KAY REWARDS VISA. It s interest free for 12 mos and you earn 3 pts per $1 on product purchases. Divide your total balance by 12 and that becomes your minimum payment each month. Treat this like a loan! 4. Open a SEPARATE BANK ACCT to use for your business. Order a debit card and use this for future purchases until the card is paid off. THEN, use the credit card each month and pay the balance down to 0 to earn the points! I get back thousands of dollars each year by doing this. We actually do the same thing for our personal finances. Only do this if you are DISCIPLINED with money! Credit cards are like guns. In the wrong hands they become dangerous. In the right hands, a valuable tool! 5. INVENTORY REPLENISHMENT comes from 50% of monies deposited. 10% is for supplies/events. (books, samples, saving for Seminar, etc) 40% is your profit. Take your monthly cc payment out of your profit. Your take away profit is what s left over. Once your investment is paid off, the whole 40% is yours! $1000 in sales = $500ws order, $100 for supplies/saving for events, $400 profit, etc. 6. TAXES. Deposit all sales into your bank account including your ProPay funds. Then all you need is your bank statement, credit card statement, and cash receipts. All other receipts you can stash in a large envelope. Don t like to keep track of receipts? Set up a Quick Books account and all you have to do is snap a picture of your receipts! I personal use this and LOVE IT!!! 7. If you don t start with inventory, then I suggest your reinvest your profits until you build up to an adequate amount. This can be frustrating because it feels like you re not making any money but be patient and hang in there.