Page 21 after #4 Tape to the right side of the page. Choose one

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1 Page 3 Tray Set-up Each person should get closing sets place mat with starter kit face up, mirror& tray, beauty book, customer profile card, and a pen. (Want HIGHER sales? have a filled roll-up on each chair) You keep the facial cloth dampen and had out before starting. Set up the tray with product: 1. Cleanser 2.Microderm 3.Pore Minimizer 4.Day Cream 5.Night Cream 6.Eye Cream 7.Foundation Primer (optional) Small circle at top L:lip scrub R:lip balm Oval: CC Cream If you pass around product skip this step. Page 19 2 (add) You are in luck! We are going to try the Ultimate Miracle Set today! Satin Lips Shea Sugar Scrub (upper left) Satin lip set has 2 parts to it. This first part is used a couple of times a week or as often as you need it. It is an exfoliating sugar scrub scientifically designed for the lips. With your index finger (smile big, pause, hold up finger) go ahead and massage it into your lips in a circular motion. Then wipe it off with a corner of your cloth. Page 21 after #4 Tape to the right side of the page. Choose one 5 Clear Proof Deep Cleansing Charcoal Mask Smooth an even layer half your of face. Triple-action charcoal mask acts like a magnet to deep-clean pores. Use the mask 2 or 3 times per week after your cleansing step. Leave on skin for 10 to 20 minutes. At your follow up appointment, try multi-masking. OR 5 Microdermabrasion Refine Now is time for your special Microdermabrasion Plus treatment. Choose one side of your face to apply in a circular motion on just your cheek. (for sensitive skin clients, give them the option to try in the back of their hand) This is only something you do 2-3 times per week. Be sure to avoid the eye area. Microdermabrasion Refine deeper exfoliates with dermatologist grade aluminum oxide crystals. This product evens out skin tone, reduces oiliness, gets rid of blackheads and minimizes fine lines & wrinkles making our skin appear more youthful. What you would pay upwards of $100 for in an office you can do for 6 months at ½ the cost with this product and your fingers. Doesn t that feel good? Now wipe that off. 6 Pore Minimizer Apply this where you used the Microdermabrasion. Pore Minimizer pairs great with the microdermabrasion. After cleaning out the pores, this product will tighten the pores visibly reducing their size. Pore minimizer can be used morning and night separate from the refine step.

2 Page 25 after #5 7 Satin Lips Shea Butter Balm Go ahead and apply the lip balm. This is what can replace your Chap Stick! You will go from 40 applications a day to 2 to 3! Don t your lips feel so soft? When using the satin lips your lips should stay moist from 6-10 hours depending on the environment. Page 31 after #3 OPTIONAL(not done by Jodi) 4 If you want to do a referral game Deal or No Deal Ready to see what is in those gifts/envelopes? We re gonna play (bum bum bahhhhm)deal or NO DEAL!! Pretend I am a short, stocky, balding male. You may have noticed those fabulous little gifts/envelopes (or whatever you use) sitting in the middle of the table well, now is the moment of truth. Each of those contains a prize. Here s how we roll I will go to each person and ask Deal or no Deal if you answer Deal! We will all cheer ridiculously loud because that means you think you can gather 2-3 girlfriends to host a Mary Kay Skin Care Class. AND you will win whatever is in that envelope at the time that you hold your class!! If on the other hand, you say NO DEAL we will all boo and you don t even get to see what fabulousness you could ve won in at envelope. Ready! (Play game, don t let them open gifts/envelopes till everyone has answered.) Again, thanks for playing with me and helping build my business! Page 35 after #3 explain your High referral number for the week (no less than 13)

3 Page 37 Table Close Great!!! Did everyone have fun today? Super!! Before I meet with you individually, I would like to show you some of our best-selling sets & how you can take home the products you loved today. (Here is where you have each person open the bag that is under their chair or on their lap!) Go ahead and flip over your place mat. Reach under your seat. Open your Roll-up bag as I go through this. I do accept cash, credit card, debit card, check or the CFP Creative Finance Plan, which a little of each! (Smile!) Let s start with the I want it all set This set includes everything we used tonight including Satin Hands! This bag is the best bargain and I love it because it keeps everything organized and out of the way away from small children. Also, if someone is in the bathroom taking forever and you want to wash your face, just take this with you (rip off pocket) and go to another room. So these pockets all come off and the bag swivels. This bag normally retails for almost 500 but tonight you can take it home for 349 plus you get the bag as a gift! The middle set is the Ultimate Miracle Set 3D (rip off bottom two pockets) this is all the skin care but missing the fun! This set retails for 259 but today is 199 and the bag at half-off! The last set is the Miracle Set 3D (pull of the top pocket and drop the bag) which is everything in this pocket. This set normally retails for 132 but tonight it is 99!! DO NOT SAY THE WORD DOLLARS. PAUSE Ok, now I am going to have you flip over your profile card and write the numbers 1 to 5 on the lines of number 7&8, top left side. Pause after reading the question so they can write a response. 1. First, tell me what you enjoyed most today. 2. When we get together again, what would you love to learn more about? (Specific skin issue, how to do your eyes, anything you want to know more about) 3. If you had someone else s wallet, which set would you love to take home with you tonight? 4. When we get together again, which would you prefer would you like to do a one-on-one color appointment, to come as a guest to a glamour clinic or would you like to gather some friends and get some free product? You can write 1-on-1, guest or party! 5. I am always looking to add smart business minded women to my team of MK consultants. If you would like some information on how you can start your own MK business or earn a company car go ahead and write down ME! This does not mean I am signing you up today as a consultant, it just means you want to know more about this amazing company. It could be for you, I don t know, but let s find out. If you are not interested in a MK business but know of someone who might be good just write down I might know someone and we ll talk about it.

4 Page 41 Individual Consultation Now it is time for our individual consultations. Does anyone need to get going right away? Great! Just bring your profile and pen with you and I will meet with you first. Our lovely hostess has some goodies in the kitchen for everyone!! Do NOT get out any Look Books! You will completely sabotage future bookings, skin care sales and your guests will buy the most obscure products if you hand out catalogues! They can use the sets sheet or their beauty books for ordering!!! Individual Close Take her profile card and sales ticket. Review her answers to these questions. 1. Did you have fun? What was the best part for you? 2. You wrote down that you would love to learn more about. We can totally do that! 3. You wrote down with someone else s wallet you want the set tonight. I can certainly help you with that (look away and pull out a sales ticket). Is that the set you want for tonight? Look up at customer, pen in hand. Fill out sales ticket. Take her payment. 4. You wrote down When we get together again, you would you like to do it as (1 on 1 color appointment, guest, free product). Let s get your calendar out and look at some dates. If she is booking a party, ask her if she has a specific product she wants as her gift If she is NOT booking a party, see how many people she listed as referrals and mention she could have a get together with those listed and earn $10 in free product for each guest. 5. And let s see, you wrote down: wants info on company would you watch 1 or more videos from a link I can text you right now & fill out a survey? (text her Jodi s link) or book her for a coffee meeting in the next 24/48 hours. know someone that might be good be sure you have their name and number. (maybe even offer a finders gift of free product when that person joins your team. NEXT! Meet with all the guests first. THEN start to fill their skin care and foundation orders, it could take a little while so it s best to do that after you have ALL of the orders. Check with those who wanted company information be sure they fill out the survey for you to get credit Then sit with the hostess, thank her generously for having her invite you into her home and meet her closest friends. Sometimes I throw in extra hostess credit if it was a super party but that s up to you. Congrats! You just completed another great party! Check list! Don t leave without these! It like leaving with money left on the table!! Bookings Set up and interview

5 Page 13-if you don t want to write in your flip chart 1 I ve been building my Mary Kay business for mo/yrs My mission is to My vision is to And one of my goals is to 2 By all of you being here today, you are helping me fulfill my mission, vision and goals, so thank you from the bottom of a grateful heart. Before I started my Mary Kay business (write your I-story here) _