Mary Kay Cosmetics. You are your success and you have made the first step. Your Mary Kay Family will applauding your every step to your DREAMS!!!!

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1 Mary Kay Cosmetics WOW! You have only just begun to make your Dreams come true! In this packet you will find more forms to take you on your Mary Kay journey. I am so excited to be working with you and mentoring you on your journey. In Mary Kay you are in business for yourself, however, you are never alone. Your recruiter and I want you to achieve your heart s desire. If you want to move up the Career Path to Directorship or want to have a business on a smaller level, we are here to support you and teach you to attain it. First, you will want to listen to the CD from National Sales Director Lisa Madsen about goals, affirmations, focus, etc. Lisa is from Wisconsin and has set many records in Mary Kay Cosmetics. She started in this business to make $70/week to replace her retail job and soon discovered she could have much, much more. Second, you and I will discuss what you want from your Mary Kay business. If you are local, we will schedule orientation. If you are not local, we will set up a phone orientation time. Starting your business off with a Power Start is the smartest activity to build your business to Great Profits! This will build your confidence, customer base, future bookings and team. This business is SIMPLE. Book, sell, book future appointments and recruit. Everyone in our unit earns their Pearls of Sharing Earrings, Bracelet and Necklace in their first month of business and I know you will love them. Together we will work to achieve this goal. Weekly success events are very important to keep you motivated, give you recognition, continuing education and support from your Mary Kay family. It is vital to your success that you attend all weekly events. Looking professional and wearing only Mary Kay products is a simple way of promoting your business. Also, make sure your bathroom only has Mary Kay products in it because everyone notices what is there. Even the little things like having a Mary Kay Hand Cream in your purse lets others know that you are serious about your business. Mary Kay women are known for their Positive Attitude. You will want to look over the sheet on positive affirmations and choose those you want and either say 4 5 of them 20 times every morning and evening or record them on a tape 20 times each and listen to it every morning and evening. The choice is yours. You are your success and you have made the first step. Your Mary Kay Family will applauding your every step to your DREAMS!!!! Believing in you,

2 Sarah Hjelle-Bjorgaard As a brand new Consultant, one of the most important things you can do is to learn the proper techniques of teaching Skin Care Classes. Practice makes perfect! Just as it would take you a week to ten days to learn the ropes at a new job, it will take you 5-10 Classes (15-30 faces) to become a Master Consultant! These programs will allow you to have the MAXIMUM benefits based on the time and effort you put in! Perfect Start or POWER START will be the foundation of your business and it has become the Standard of EXCELLENCE for our Unit! Perfect Start 14 Day Requirements: Hold 5 Skin Care Classes (Facial 1-2 People / Class 3-6+ People) OR Put The Product on a Total of 15 Faces Suggested Inventory: $1800-$2400+ Wholesale Product *With less inventory you will work a little harder & order more often. Potential Benefits $500-$1000+ Retail Sales Up To 10 Roll Up Bags Sold $250-$500+ Gross Profit 5-15 New Bookings New Customers Time Investment For Perfect Start Allow 3 hours per class for prep & class procedure. Total of 15 hours or [7.5 each of the 2 weeks] POWER START 30 Day Requirements: Hold 10 Skin Care Classes (Facial 1-2 People / Class 3-6+ People) OR Put The Product on a Total of 30 Faces Suggested Inventory: $3,000-3,600+ Wholesale Product *With less inventory you will work a little harder & order more often. Potential Benefits $1,000-2,000+ Retail Sales Up To 20 Roll Up Bags Sold $500-$1,000+ Gross Profit New Bookings New Customers Time Investment For Perfect Start Allow 3 hours per class for prep & class procedure. Total of 30 hours or [7.5 each of the 4 weeks] Earn this gorgeous gold tone PS pin to wear on your lapel to symbolize your New Consultant SUCCESS! Earn this gorgeous rhinestone & gold PS pin to wear on your lapel to symbolize your New Consultant SUCCESS!

3 Please Copy This Sheet & Turn Into Your Director For Recognition! # Name of Client Telephone # Date of Appt. # of Bookings Total Sales PERFECT START WINNER POWER STAR WINNER!

4 Practice These Scripts! The More You Practice Them And Own Them, The More They WILL Sound Like You!! *You can book these classes from your Grand Opening Follow Up! In addition to that Follow Up, I would book MORE Classes from your original contact list! 8-10 will ensure that you hold 5 even when they are booked with family! Booking Your Skin Care Classes: Hi this is calling! Listen, I am so excited I couldn t wait to call you! Do you have a quick minute? Great! You are never going to believe this I ve just started my very own business with Mary Kay and part of my training is find 30 women who I admire and respect to give me their opinion of the product during the next 30 days! you were one of the FIRST people I thought of (give reason why)! Do you think you could help me out? Great!, would it be possible for you to find a couple of extra girlfriends to join you? It would really help me get closer to 30! Who do you know that would enjoy some pampering? Tentative Date BOOKING: (If she say s let me check my calendar & call you back or let me check with my friends and call you back you say ) I can appreciate the fact that you are busy that s why I want to pamper you along with getting your opinion of the product! Being my schedule is filling up why don t we set a tentative date with the understanding that if something comes up for you or for me that we can switch the date to a better time, that way I know I have time in my books for you...because your opinion means the world to me! TIP FROM THE TOP: BOOK TWICE WHAT YOU INTEND TO HOLD!

5 EXEMPLIFYING THE MARY KAY IMAGE Mary Kay Professional Attire With each career level, you change business attire and pins. Mary Kay Consultant-Black business suit w/ white blouse, black or neutral hose, and dark closed toed shoes. Mary Kay logo pin. Mary Kay Senior Consultant-Same attire as MK Consultant but MK Pearl Enhancer is added to ensemble. Star Recruiter-Black skirt, white blouse, RED Jacket w/ MK pin, Star recruiter pin, Power Start pin, and Ladder of Success pin. Team Leader-Same attire as Star Recruiter but Team Leader pin is added to ensemble. Grand Achiever-Same attire as Team Leader. Future 8/DIQ-Black skirt, BLACK blouse, RED Jacket w/ Future 8 or DIQ pin and/or scarf, black hose, and black closed toed shoes. The Ladder of Success pin and the Power Start pin may also be seen on any MK consultant. These pins can be awarded to any career level if the Consultant has earned them. Taking pride in your appearance and the way your starter kit and mirrors look is all a part of Business Etiquette. You cannot expect to sell the product if you do not wear the product. Also, think about this: Which product would you be more apt to buy-clean or Dusty? Having a clean and neat automobile personifies pride and self assurance in your business and what Mary Kay stands for. FASHION ETIQUETTE MEETING ETIQUETTE 1. Wear hose that are the same color as the hem line or a neutral or natural color. 2. Wear shoes that match or coordinate with bus i- ness attire. Shoes should never be lighter than color of hem line. (Ex. Don t wear white shoes, white hose, and black skirt). 3. Accentuate your attire with jewelry that compliments your business dress. Nice pair of earrings, necklace, bracelet, etc. 4. Purse or Briefcase should be professional looking. Black or Neutral color such as Brown leather will look more professional. 5. Wear a hair style that compliments your facial features. Preferably an up to date style and off your face. have you received a compliment recently, if not consider a different hair stylist. 6. Even though fragrance is part of our business, it should be subtle. A lot of customers and fellow consultants are allergic or bothered by strong fragrances. 7. Nails should be clean and well manicured. Nail color should match your attire or a clear nail polish should be applied. 1. Always arrive 10 to 15 minutes early to all events, meeting, and appointments. 2. Mary Kay attire should be worn to business events, meetings, etc. 3. Arrive with a 100% positive attitude. 4. Try to bring guests to all events. 5. Socializing with fellow consultants should be done before and/or after meetings or events. 6. Talking and disrupting the meetings are rude and disrespectful to the speaker and/or Director. 7. Chewing gum during meetings and/or events is distracting. Mints and/or hard candy are suggested. 8. Electronic devices such as cell phones and beepers should not be in use and should preferably be turned off during meetings and events. 9. Children should not be brought to meetings and/ or events unless they are over the age of 18 and/ or a recruit prospect. 10. Cheer and applaud for others like you want to be applauded for.

6 10 Reasons Why You Should Attend Your Unit Meetings By Senior Director Jennifer Bryant Inspiration from other unit members Recognition for your Achievements Encouragement and support from women who understand what you re doing Special hands-on training opportunities Ideas for building your business that work Opportunities to develop and improve leadership qualities Product updates and special promotions from Mary Kay Inc. Recruiting opportunities when you bring guests to meetings Positive role models who understand sales, customer service, and ethics They re fun! You ll leave in a good mood. Mary Kay always said, When you ve had a GOOD week, the meeting needs You! When you ve had a bad week, YOU NEED THE MEETING!

7 Sarah Hjelle-Bjorgaard As a BRAND NEW BEATUY CONSULTANT you ll want to make sure that you are wearing 100% Mary Kay products from head to toe! If you are not wearing every product in our Beauty Essentials Travel Roll Up this is the perfect place to start shopping! By doing so you will fall in love with every product we have and feel much more confident when beginning your business. You will sell 2 x the Consultant who is in the mindset of saving it to sell it! I WANT YOU TO HAVE THE SUCCESS YOU DESERVE at the START of your Business! My Beauty Essentials Travel Roll Up Time Wise Cleanser/ Bar Time Wise Age Fighting Moist. Foundation Day/Night Solution Time Wise Age Fight Eye Cream Visibly Fit Body Lotion Custom Compact & Brushes 3 Eye Shadows Blush Lipstick Lip Gloss Lip Liner Eye Liner Mascara Lip Outliner Eye Primer Oil Free Eye Make Up Remover Oil Free Hydrating Get OR Intense Moisturizing Cream Microdermabrasion Set Satin Hands Satin Lips Additional Items Indulge Soothing Gel 2 Custom Compacts Filled 2 Additional Eye & Lip Liners 1 Brow Pencil 2 Colored Lip Glosses Powder Concealor Pressed Bronzing Powder 3 Nail Colors + Base & Top Coat Complete Spa Set Fragrance Collection Men s Cologne Collection STEP #1 Toss out all other brands in your cosmetic and skin care wardrobe! STEP #2 Look at the Personal Use products to the left. Check off all Mary Kay Products that you currently use. Then take this Look Book and go shopping for unchecked items. Add your color choices below. Foundation Choice: Foundation Color: 1. Eye Colors: Blush Colors: 2. Lipstick Colors: Lip Gloss Colors: Eye Liner Colors: Brow Liner Color: Mascara Color: 1. Nail Colors: Lip Liner Colors: Fragrance Choice: Men s Cologne Choice: 2. Spa Collection Scent: 3. 1.

8 Sarah Hjelle-Bjorgaard I cannot wait to present YOU your set of Pearls! As a brand new Consultant, part of your training is to listen to me present the marketing to women in your community. This way when you are ready to move up, you ll know exactly what to do and how to do it! Almost everyone in our Unit earns their set of Pearls within their first 30 days and I don t want YOU to be left out! *Go back to your 30 Prospects ~ A Great Start list and put a STAR by those that you thing would be great doing what we do! Prospect Name Number Interview Date Interest Level Prospect Name Number Interview Date Interest Level Name: Address: State / Zip: Date: City: # /

9 Sarah Hjelle-Bjorgaard What is an interview? An interview is about a minute 3-way phone call where you and I along with your prospective team member will chat about our Career Opportunity. *I will call you and then her, so neither of you are paying long distance. (We can also do these in person.) What takes place during an interview? You can expect the following things to take place: 1) I will spend some time thanking her for helping out with your training & giving us her opinion on our company. 2) I will ask her a little bit about her, I ll fill her in on me and my journey with Mary Kay. 3) I ll ask you to tell her why you got started and what you are most excited about. 4) Then we ll chat about the company facts and what most likely appealed to you when you got started. 5) Lastly to close I ll ask her if she has any questions, what her opinion is, and thank her once again for helping out with your training! *You can count on it to be casual, fun, and upbeat with no obligation. What s the advantage? Most of the time those that are around you on an often basis, don t understand why you are so excited and all up in it. This minute call will help them understand why you are excited about your new business and give them information about our company in case they could ever see themselves as a Beauty Consultant or in case they know of someone that could. Most of the time women aren t aware of what Mary Kay has to offer, and so after listening it is quite possible that one or more of the 6 that listen during your pearl challenge may join your team! What do you say on the phone when asking them to listen? Hi this is! How are you? Great! Did I catch you at an O.K. time? I just had to call you, I am so excited! I know you know that I just started my very own business with Mary Kay, and the second step of my training is to listen to my Director share our career information with 3 sharp women this week! By listening to her It will help me learn the appropriate way to also share our career information! I wanted to ask you, because I really respect you and a I value your opinion!, I know you would probably never be interested in doing Mary Kay, and that s ok! By listening, you would just be helping me complete the second step of my training! I ll give you send you a special gift if we can get a minute phone appointment set up this week? When is a good time for you? (Set time and date within 48 hours!!!) Looking Forward To Seeing You Earn Your Pearls of Sharing!

10 A Tradition of Excellence! Power Start Plus!! It is a tradition in our Unit for New Consultants to qualify for this Excellent award, The POWER START PLUS! To stand out as one of our Unit achievers, simply complete your POWER START [30 faces within 30 days] and earn your complete set of PEARLS OF SHARING[6 total interviews & 1 new team member]! For achieving this level of Exellence in our Unit, you will be awarded this beautiful Heart Power Start Pin to wear on your lapel for all to see! Power Start Plus Winners Receive: Picture Recognition in our Newsletter Power Start Plus Pin & Power Start Pin All 3 Pieces of the Pearls of Sharing Jewelry Specially Designed Power Start Plus Ribbon Recognition Coordinating Team Building Awards Unit Meeting Recognition The POWER START PLUS PROGRAM is known as the fast track to ultimate success in our business! You will make MORE money, MOVE UP faster, and enjoy the true rewards of what Mary Kay Cosmetics offers every consultants who begins their business! Good Luck! You can do it! Power Start Plus Voucher NAME: ADDRESS: OFFICE NUMBER: CELL NUMBER: Power Start Dates: TO Pearl of Sharing Interview Dates: [1] [2] [3] [4] [5] [6] Name of New Team Member:

11 POS IT IVE AFFIRMATIONS: WHAT YOU THINK ABOUT, YOU BRING ABOUT! I am successful, confident and enthus ias tic. I exercise daily control over my emotions and my work habits. I always look for the bes t in others and the bes t in myself. My positive attitude keeps me focus ed on my goals and ins pires others. I am a MAS T ER BOOKER! I get two or three bookings from each class because everyone has a gr eat time and wants what I have to offer. I BOOK EVERYWHERE I go because I feel that every woman deserves to look better and feel better. Booking is easy for me becaus e I love people and I love what I do. I book sharp women because I am confident, sincere, and enthus ias tic. I love doing s kin care classes! I make them fun, meet lots of new people and make great money. My classes hold becaus e I coach the hos tes s well and I make her feel like my business partner. Because I help her stay excited this paves the way to a gr eat class. I sincerely compliment each guest and make them feel important. I am always a S T AR CONSULTANT because I work consistently and per s istently toward my goal. The pr izes, recognition, and pr aise I receive make me feel I can reach new heights. I look like, act like, and feel like a winner because I believe in myself and so does everyone els e! I am excellent at closing the s ale. I do a gr eat job at overcoming obj ections. I feel confident and comfor table talking with each guest individually. They trust me and appr eciate my service. Everyone loves this product and ever yone wants it. I have over 100 clients in my customer base. They are extr emely loyal to me because they trust me and know I give the bes t customer service. My reorder business is over $100 each week and is growing bigger all the time. I have built a s tr ong, solid business because I have a gr eat attitude. I share this oppor tunity and all the fantas tic benefits Mary Kay has to offer with three s har p women each week. I always have a lis t of women who would love to be my guest at our glamour clinic. My confidence and enthus ias m draws them to me and makes them want what I have to offer. I keep them excited and committed by following up and s howing genuine inter es t in them. Wow! Driving my new Grand Am to classes, success meeting, and all over town is even more exciting than I thought it would be. The s ens e of pride and accomplis hment that I feel when I drive my free car is overwhelming. This beautiful red car is the bes t trophy I have ever had. My family, friends, clients, and cons ultants truly admire me knowing that I really did it. I know God loves me and wants me to s ucceed, thus I will press on daily toward my goal. I overcome any circumstance, condition, or obstacle that would hold me back. Every day I strive to be the bes t me possible!