New Consultant. Orientation. Stephanie Marmus. New Consultant. Orientation. iselle s Superstars. inspire. empower. believe

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1 iselle s Superstars New Consultant New Consultant Orientation Orientation inspire. empower. believe Everything you need to know about starting your own successful Mary Kay business! Stephanie Marmus Independent Sales Director Steph.marmus@yahoo.com

2 WELCOME Congratulations on your decision to become a Mary Kay Independent Beauty Consultant! I am so excited to be the first to welcome you to our Unit! There must be a million questions running through your mind right now and I can assure you that this is normal. I remember my excitement in the beginning too so I understand where you are coming from. Don t worry, we ll move at your pace. To help you get off to a great start, this manual contains business building tips to help you work your business full circle. Your weekly unit meetings as well as other special events held throughout the year will provide you with continuous inspiration, education and motivation needed to help propel you up the ladder of success. Your Starter Kit will contain additional training materials to help you build a strong, successful business. Make it a goal to read and study this manual every day for 2 weeks, follow it step-by-step then watch your confidence and business grow. The first few weeks of your Mary Kay business can really set the pace for your future. Be patient with yourself and just take it one step at a time. As a new Consultant, I encourage you to treat this business as if you were going to college. Be patient with yourself, you will not learn everything overnight. Commit yourself to a certain number of hours per week to go to Mary Kay School, which would also include your weekly unit meetings and your own appointments. Also, commit yourself to at least one full year of consistency in your business. There is no magical, mystical secret to success in Mary Kay -- just hard work and persistence. What do you want for yourself and your family 5 years from now? In 10 years? I will show you that you can have all you want for you and your family. You can achieve all of your dreams and more. It s all in your Starter Kit. The key? Well, that s in YOU! I care about your future and I am committed to helping you succeed and have no expectations of you except that you give it a fair shot! Enjoy the journey! Sincerely, Stephanie Marmus Your Proud Sales Director

3 Your Support Lines Me, Your Director! Stephanie Marmus Independent Sale Director Girls Night Out! The Most Important Night of Your Week!!! Held every Monday night (except holidays). Dress code is skirted business attire Always make sure to bring a pen and paper. Bring guests to every GUEST EVENT (last Monday of each month) EARN while you LEARN!!! Independent Beauty Consultant Guide & DVD Found in your starter kit AMAZING resource, use it!!! Online Our unit website is (coming soon) Our Facebook SHINE Unit Page is a great way to stay connected and be in the know with exactly what s going on!!! Add my Mary Kay profile page as a friend on Facebook, Stephanie Marmus ( and I can add you to our group!!! Mary Kay Website Use your consultant number to login, go through the steps to set up your password/account. Amazing resource for inspiration and training! Also where you ll place orders. Those who show up, go up! ~Mary Kay RECORD THIS INFORMATION: Consultant Number ProPay/Square Account Numumber Mary Kay Personal Website: MKOC Password _ ProPay/Square Password _

4 Steps to get your business off to a great start! Check them off as you go! SATIN HANDS CHALLENGE Demo satin hands on 10 people within your first week Make a Contact List Make a list of everyone you know - names & phone numbers. Attend Your First Meeting Create Your Personal Shopping List Meet with your Director to go over your Inventory options and make a decision CONGRATULATIONS! Complete 4 out of 5 steps & Earn an Inspirational CD CONGRATULATIONS! Complete 4* out of 5 steps & Earn Your Choice of Business Supplies Open Up a FREE Chequing account at your bank Personal and business finances should be kept separate Order Business Cards and Set up Personal Website Watch a Skin Care Class Ask your director or recruiter for upcoming dates Set up ProPay or Square card reader will allow you to process credit card payments squareup.ca BOOK AND HOLD YOUR PERFECT START Book 8 parties to hold 5 parties in 2 weeks Attend a Meeting with a guest Watch DVD And read your Start Something Beautiful Magazine inside your starter kit Book and Hold your Pearls of Sharing Within your first 30 days! Use your Weekly Plan Sheet To create and organize your weekly schedule CONGRATULATIONS! Complete 3* out of 4 steps & Earn a Mary Kay Car Decal *1 must include Pearls of Sharing CONGRATULATIONS! Complete all 3 steps and receive a money bag! Put out a Fishbowl Facial Box To build your contact list Submit your Weekly Accomplishment Sheet To record your accomplishments Place your First Order BONUS A star order receives a DELUXE SAMPLE PACK

5 CONTACT LIST Who will you get to help you begin your business? Your friends and family, of course! Who else would be willing to help you have a successful start? Think of everyone you know who needs skin care or glamour and that you think may be willing to host a party or have a facial with you!

6 PERSONAL SHOPPING As a Mary Kay Beauty Consultant, it s VITAL to the success of your business that you are using Mary Kay from head to toe! As a customer, why would you buy products your consultant doesn't love so much that she uses herself? It goes without saying that we have the BEST products, so make sure you are using them! You will fall in love with all the products and be much more successful! I want you to have amazing success right from the start! Step 1: Toss out ALL other brands in your Skin Care and Cosmetics Step 2: Write below YOUR favorite products in these categories Step 3: Take a look through the Look Book and go shopping for the rest of the items! Check off the items you are currently using on the next page! Then you know what to all shop for! Happy Shopping! And remember, its all a tax write-off now! Skin Care: Foundation Choice & Shade Mascara Choice Bronzer & Cheek Colour Customized skin care: Satin Lips & Hands: Cream Eye Colors: Liners: Brow Pencil Lip Gloss: Lipstick: Fragrance:

7 PERSONAL SHOPPING Travel Roll Up Bag Pocket #1 Skin Care Cleanser Moisturizer Day/Night Solution Mask Freshener Foundation Pocket #2 Supplements and Extra Essentials Oil Free Makeup Remover Firming Eye Cream Indulge Soothing Eye Gel Microdermabrasion Set Even Complexion Set Satin Lips Wrinkle Filler Lash Primer Pocket #3 Glamour Compact Brush Set Cream Eye Colours Blush Bronzer Lipstick Lip Gloss Lip Liner Eye Liner Mascara Concealer Mineral Powder Pocket #4 Body Care SatinHands Set Body Lotion Fragrance

8 The Mary Kay Image Do you realize that you never have a second chance to make a great first impression? Have you ever stopped to think that YOU as a Mary Kay Consultant are the only Mary Kay that someone knows? Do you realize that your actions and your attire as a Mary Kay Consultant reflect on all of us? I know most of us get to going so fast that sometimes we lose sight of these things. Mary Kay Image is an attitude and a dress code. Mary Kay Image is a code of ethics that we strive to uphold because Mary Kay Ash herself was very serious about the image that we project to our community; by the words we say, the way we treat others around us and our attire. So with all of that said, I would like to outline the basics of Mary Kay Image that is expected of all of us representing this awesome company. 1. We must wear a dress, a business suit, a skirt and blouse, a beauty coat, or company attire to EVERY Mary Kay function (regardless of weather), every sales meeting, workshop, business debut, skin care party or facial. Fashions are quite casual these days and pantsuits are very in with Corporate America. But ladies, Mary Kay women have always been a cut above and we must always look like we represent the #1 selling brand of skin care and color cosmetics in the land. Remember to think ahead and put a skirt in the car in case you have a rushed day and no time to change. 2. If you are a Red Jacket or Team Leader, it is important that you attend Mary Kay functions wearing a red jacket with a black skirt and white blouse. If you are a Future Director, wear your Future Director scarf. If you are a Director in Qualification, wear your black blouse. Don't ask for exceptions -- be exceptional! Please, don't get upset if I enforce these guidelines. It is my job to help you be a successful Consultant! 3. Pick your top 3 pins to wear on your lapel. We are professional business women and having a zillion pins on at one time looks a little overdone and can detract from your professional image. 4. Coach guests that meeting attire is professional dress so they will feel more comfortable if they do not have on jeans or sweats. They will appreciate your honesty, because no woman likes to go to a place she's not familiar with and be under-dressed. Coach them! They will appreciate you. 5. Please take care to turn off your cell phone before entering a Mary Kay function, it is very distracting to the speaker and very rude to those around you. Coach your guests on this issue also. 6. Please don't bring small children to meetings and ask your guests to do the same. Children are precious and we all love them, but a sales meeting atmosphere is not an appropriate place for a child. We cannot expect them to act like adults and be quiet, because they are not. It's like taking a 2 year old to an adult movie and expecting them to not cry -- it just doesn't work. 7. We must not get away from standing and clapping out of respect for a Director or National Sales Director when they enter a room or are introduced at a function. Mary Kay always expected us to stand for those women out of respect for their accomplishments.

9 Inventory Options Now that you have made the decision to embark on your Mary Kay career, the most important decision you will make is how much inventory you will order. That choice is left strictly up to you. There is no requirement that you start with inventory but it definitely is highly recommended! Included in your Starter Kit is the Ready, Set, Sell Inventory Option for New Consultants Brochure. This brochure gives you sample scenarios of how much bonus product you will receive based upon the amount of your first inventory order. Since it is the most important business decision you will make in your new business, here are some facts for you to consider. If you treat your business like a business, it will pay you like a business. If you treat your business like a hobby (and inventory like a hobby), it will pay you like a hobby. The vast majority of Consultants have an inventory available and here are some of the reasons why: INCREASED. SALES Cosmetics are an impulse and emotional buy! Give it to them while they are excited We sell about 60% more product when our customers receive it right away. Having inventory on hand means your customers don t have to wait! Especially convenient with reorders. YOUR TIME IS VERY VALUABLE Having inventory on hand means you don t have to spend valuable time delivering the initial product order. Your time can be spent in building customer relationships and team building. MOTIVATION Investing in a store motivates you to get out of our front door to hold some appointments and achieve your goals! YOUR INVENTORY IS A NO RISK INVESTMENT The Company has a 90% buy-back guarantee. If you choose to leave the business, the Company will buy back your inventory at 90% of what you paid for it. YOU ARE IN BUSINESS TO MAKE MONEY! Any business requires an adequate supply of product in order to service customers. WAYS TO PAY FOR INVENTORY Loan or line of credit. Talk to your bank about financing Credit Card Savings Income Tax Return Borrowing from a family member

10 New Consultant Programs As a brand new Consultant you ll want to jump-start your business with these three programs. Complete them in your first month of business and you ll earn recognition and rewards from your Director! PERFECT & POWER START PERFECT START: Demonstrate our skin care products on woman by Booking 8 parties to hold 5 parties with 3 woman at each (so 15 faces) in a 15 day time period beginning with your first party. POWER START: Continue your perfect start with 15 MORE faces in 15 MORE days for a total of 30 FACES IN 30 DAYS! Start your business off on the right foot by completing your Power Start The Reward: Money. The average customer spends $50 at a party $50 x 15 = $750. Knowledge. The best way to learn is to do. You don t have to be an expert to hold your first class practice makes perfect! Prizes. A beautiful platinum- toned charm (for each accomplishment) and bracelet. PEARLS OF SHARING The Challenge: Share the Mary Kay business opportunity with 3 people in your first two weeks of business and then another 3 people in the following two weeks of business. Add one new personal team member who places a $600 wholesale order. The Reward: Jewelry. Collect the set; Pearls of Sharing Earrings, Bracelet and Necklace. Skills. Learn how to share the business plan with other woman. Recognition. Finishing The Pearls of Sharing will earn you BIG APPLAUSE at our meeting. PROFIT LEVEL The Challenge: Invest a profit level inventory for your MK Business ($3000 or more) The Reward: As your Director, I will personally come spend one on one training on office organization, customize your systems for maximum profit and I will attend your Business Debut to personally teach you how to run a skin care class! One on One Training!

11 FACES: SALES: 1. $ 2. $ 3. $ 4. $ 5. $ 6. $ 7. $ 8. $ 9. $ 10. $ 11. $ 12. $ 13. $ 14. $ 15. $ 16. $ 17. $ 18. $ 19. $ 20. $ 21. $ 22. $ 23. $ 24. $ 25. $ 26. $ 27. $ 28. $ 29. $ 30. $ TOTAL: $ NEW CONSULTANT POWER START Before You Call Do 10 jumping jacks or run around so you sound excited, out of breath, rushed and completely different than normal What to say when you call Hi, this is. I m really excited about something, do you have a minute? Great! I 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 introducing 15 women to our skin care line and a quick, daytime glamour look between (date) and (date), and I could really use your help! What I would love to do is get together with you and a couple of your friends or family for a pampering session! When was the last time you had a fun girls night?!? Just for having 2 girls join you, you ll receive a beautiful gift and a $25 shopping spree! How does that sound? Great! Let s pick a date! (This is the 2-choice approach for booking) Does this week or next work better for you? Daytime or evening? I have (day) or (day) available. Which would be better? Great, 7 or 7:30? So I have you booked for (day) at 7:30, I can t wait! We re going to have so much fun, thanks for helping me, I m looking forward to pampering you and your guests! I ll drop off your hostess package and call in a couple of days to see how your guest list is coming. (Set time) Booking Tips 1. CONNECT! The woman you re talking to is just like you, trying to do the best she can and feel the best she can about herself! See her for who she is, make small talk with her, and connect! 2. Be EXCITED!!! If you don t believe you have something great to offer, why would she? We give women the opportunity to pamper themselves, relax, try any product they want before they buy, all in the comfort of their own home! Who wouldn t want that? 3. SMILE! Your attitude and feelings come through on the phone, so smile, be happy, and brighten her day!!! 4. Be CONFIDENT! No matter what that person says on the other end of the phone, it doesn t change who you are!!! A no is just that--a no! NO BIG DEAL! 5. KEEP GOING! Don t stop if you get if you hear a few no s. Always end your calling on a positive note! It ll make you want to keep going, or get back on the phone next time! It s easy to quit when things aren t going perfectly, but I promise, it s worth it to keep going until you get your YES!!! 6. HAVE FUN! Who are you going to meet?!? She could be your next customer, team member, or friend! Or even all three!

12 PERFECT & POWER START (30 FACES IN 30 DAYS)

13 PEARLS OF SHARING Hold Three Team Building Interviews Within Your First Thirty Days To Earn Your Pearl Earrings _ Hold Three More Team Building Interviews Within Your First Thirty Days To Earn Your Pearl Bracelet Recruit Your First Team Member Within Your First Thirty Days To Earn Your Pearl Necklace And Complete Your Set! BE RECOGNIZED AT OUR MEETINGS FOR YOUR AMAZING ACCOMPLISHMENTS! WAY TO GO!! J