MY LIFES MISSION: To make a positive imapact through my faith, my love and by honoring the uniqueness of everyone I meet.

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1 Heather J. McKinney Hello, This is Heather McKinney, your super excited Mary Kay Sales Director! I can't wait to get to know you and partner with you on your new journey with Mary Kay. Did you know that you are now the CEO of your very own company? Woohoo! I have attached our Welcome Folder. This is your digital copy plus you will also receive a hard copy either by mail (out of town) or when we meet for your New Consultant Orientation. Thank you for saying yes to Mary Kay. I am excited to support you as you build your business. If you have any questions, please feel free to call, text or Vox me anytime. Congratulations, Heather McKinney Senior Sales Director (618) marykay.com/hmckinney6 MARY KAY ASH: "The possibilities are endless" MY LIFES MISSION: To make a positive imapact through my faith, my love and by honoring the uniqueness of everyone I meet. VICTORY YEAR!!! Living Intentionally. HEBREWS 6:19 We have this hope as an anchor for the soul, firm and secure. It enters the inner sanctuary behind the curtain. PROVERBS 3:5 Trust in the Lord with all your might and lean not on your own understanding.

2 MK New Consultant Training Graduation Checklist When you complete all the coursework you will Graduate from New Consultant Training and will be honored with your MK Beauty Coat. Earning your Diploma / MK Beauty Coat! List of Coursework to complete: Training Call 1 Training Call 2 Training Call 3 Training Call 4 10 Sharing Calls Faces in 30 Days (Track this on Inner Circle Form) Place Inventory Order (Min. $600 wholesale order) Complete within first 45 days of joining Mary Kay! Fill in and turn in to Heather to claim your prize.

3 Welcome to Mary Kay Most Important Things To Do q 1. Set up orienta.on within 24 hours. q 2. Watch Ge7ng Started Video (Link is texted to you). q 3. Make a list of all the women you know (50+ names & cell phone numbers is a good start on your way to Power Start). q 4. Place your Inventory Order (Great Customer Service & POWERT START). q 5. Schedule your First Par.es/Faces includes Kick Off Party (POWER START 30 faces in 30 days). q 6. Complete Share Calls in your first 2 weeks to be a Pearl Girl (POWER START). q 7. Track your progress on the New Consultant Checklist to earn your Beauty Coat in 30 days (POWER START)! q 8. Plan to aaend weekly Success Nights and events and bring a guest for POWER START! Those who show up go up Mary Kay Ash. q 9. Mexican & Makeovers New Consultant Training, bring at least 2 guests in your first month on your way to POWER START! Resources to Support your Business ** Watch Weekly Training Videos (4 total) ** Read the Mary Kay Autobiography More educa<on resources found on ** Color confident cer<fica<on ** Skin care confident cer<fica<on ** MK University RESOURCES: Mary Kay Website Beau.ful Buaerflies Unit Website Unit Facebook Group (Beau.ful Buaerflies) h1ps:// Unit Communica.on - Download Voxer (free app) and friend me: hmckin404 Unit Name: Beautiful Butterflies Consultant # Seminar Affiliation: Ruby Go Give Unit Website: heatherwoohoo.com Mary Kay website: marykayintouch.com MEXICAN & MAKEOVERS Zapata s Restaurant 4660 N. Illinois, Fairview Hgts., IL Skin care training. Must have a guest to attend. Please RSVP to Heather by 2:00 the day of the event. Please look at monthly calendar for dates and times. PINK DREAMS STUDIO #3 Sunset Hills Executive Park, Edwardsville IL Professional, skirt attire required Black Skirt and White Top suggested Official Red Jacket or Beauty Coat with skirt PROMOS & POSSIBILITIES Holiday Inn Express 1000 Plummer Drive, Edwardsville, IL. All Invited. 6:30PM Professional, skirted attire required please. "Your success is determined by how fast you learn and implement. This is a proven success plan."

4 How to Set Up a Marketing Call Hello. Do you have a quick minute? Great. I am so excited! I have started my Mary Kay business and as part of my training I have been challenged to get the opinion of 6 sharp women, about how we make our money in Mary Kay. I know this is nothing you would ever consider doing but just for listening, for about 15 minutes, you will receive a $10 coupon. When I have 6 people on the Conference Call, I ll win beautiful Pearl Earrings. Is there any reason why you couldn t help me out tonight? Hello. Do you have a quick minute? Great. I am so excited! I have started my Mary Kay business and as part of my training I have been challenged to get the opinion of 4 sharp women, about how we make our money in Mary Kay. I know this is nothing you would ever consider doing but just for watching the video ( ), you will receive a $10 coupon. When I have 4 people view the video, I ll win a beautiful Pearl Necklace. Is there any reason why you couldn t help me out and watch the video and do a follow up call with my director? How to Follow-up from a Marketing Call 1. Call the guest back immediately after the call. This is because I have shared that you will and that is an important integrity issue. 2. Thank them again for their time. 3. Let s get your facial booked, what s better for you daytime or evening, etc To double your coupon just have 3 people share your facial. Which is better for you, alone or with some friends? Great! 4. What surprised you the most? 5. What impressed you the most? 6. If you ever did do Mary Kay what would be the main reason for YOU? 7. Is Mary Kay something you would ever consider doing? NO MATTER WHAT SHE SAYS, GO ON 8. On a scale of 1 10, but not using a 5, what is your interest level in Mary Kay for yourself today? NO MATTER WHAT SHE SAYS, GO ON (remember this is the beginning to book her, invite her to the next even, Success Night, guest event, breakfast the next event is the BEST). 9. Is there any reason why you wouldn t want to get started we can order your starter kit right now? 10. My director will be following up with you in the next 24 hours just to get feedback on the call. Thank you for your time! **The $10 coupon is sent from my office via along with a thank you and some information. You, as the consultant, are honoring the $10 coupon, so make sure you use it to your advantage and schedule a facial appointment or skin care class right away...don t just let the customer get $10 in free product. Be PROACTIVE and have a sense of urgency and work smart not hard!!!

5 WHO DO YOU KNOW? List the women who are in your circle, who you like, who are powerful, who are successful, who you would want to work with in your new business! Name Phone # Name Phone # Each bubble represents the 3 attempts to book/share with each person. Place a X in the Bubble when you leave a Phone message Place a T in the Bubble when you leave a Text message Place a F in the Bubble when you leave a Personal FaceBook message

6 NAME: DATE: CONSULTANT CELL: ( ) CURRENT OCCUPATION: AGE: 20's 30's 40's 50+'s 1. If you knew you could not fail, would you try Mary Kay now or in the future as: Hobby (1-3 hrs/wk) { } Part time (4-8 hrs/wk){ } Full Time (10-15 hrs/wk) { } 2. If you were accepted as a consultant what would be your greatest strength? 3. On a scale of 1-10(1 low-10 high), what would you rate your level of confidence? 4. On a scale of 1-4 how would you rate the Mary Kay opportunity? Never Lets get started!

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16 POWER START NAME DATE / MONTH 30 Faces 12 Shares SHARES 1. NAME 5. NAME 9. NAME 2. NAME 6. NAME 10. NAME 3. NAME 7. NAME 11. NAME 4. NAME 8. NAME 12. NAME

17 STEP 1: AGENDA STEP 2: ABOUT HER STEP 3: YOUR GOAL/ WHY STEP 4: FACTS & FOLLOW UP Grateful for her time Like to get to know you Answer your questions Share Info See how we can partner together 1. Tell me a little bit about yourself? 2. Are you? Results Oriented People Oriented (TOP 2) Family Oriented Detail Oriented 3. What s most important to you, TOP 3? 4. How would other people describe your strengths? 5. If you could change anything what would it be? 6. How would you rate your self confidence? 1-10 high 7. What dream/goals do you have? 8. What is your experience with Mary Kay product/opportunity? I have been building my Mary Kay Business for mths/yrs My mission is to. My vision is to And one of my goals is to If she watched video Ask what stood out to you? Imagine if you ever in a million years thought about weaving this opportunity into your life What would you want to know? What else? What else? If she didn t watch video share info: Mary Kay was a single mom struggling to make ends meet in a maledominated business world for more than 25 years. She retired in protest after yet another man that she had trained was promoted above her. She thought about her career frustrations & wished there was a company where women could be fully rewarded for their skills & abilities. So she started our company. A company that offers a product that creates confidence & makes women feel beautiful inside & out! I am proud to be part of this company.

18 FACTS: Solid proven business opportunity Annual Sales Multi-Billion $ Nearly 40 Countries $20 M - donate to find cure for cancer $50 M - donate to domestic violence shelters FREEDOM & FLEXIBILITY: Be your own boss/workstyle best for you/no Territories, No Quotas FUN: Parties, meet new people, confidence, self-esteem ACHIEVEMENT: Advance at your own pace/recognition, Prizes, Car Leadership Opportunities LOVE & BELONGING: Sister Hood of over 3.5 Million consultants/faith first, family second, career third SAFETY & SECURITY: Training/90% buy back guarantee/golden Rule $100 gets you started: You decide hobby, part-time or leadership track Qualities we look for: Trainable/Coachable/Motivated to make a difference/want more & willing to do the work/strong work ethic STEP 5: QUESTIONS FOR HER May I finish with some questions for you? 1. What are some strengths you have that would make you a successful consultant? So what I m hearing you say is (repeat her strengths back) 2. If you ever did pursue Mary Kay, what would be your reason why? What would be your motivator? Depending on her why (explore more by unpacking what she means & why it would be significant to her.) MONEY: out of curiosity, how much $ would you like to make? What would you do with that extra $? FLEXIBILITY: What would that flexibility mean to you & your family? CAR: What would make the opportunity to earn the use of a car mean to you? POSITIVE ENVIRONMENT: How would a positive environment affect your day to day mindset/life? FAMILY: How would you see your family potentially benefiting from the opportunity?

19 So it sounds like it might fill the (need). May I ask what, if anything, would hold you back from going ahead & getting started? Anything else? Anything else? (Use concerns sheet/cards) STEP 6: BEGIN CLOSE If I could show you how to get more of what you (need) & still keep what you value. May I share hypothetically what would happen to you should you decide this is something you d like to do? So, there are 2 decisions the first one is a $100 decision for the starter kit; second is more of a series of decisions based on how you want to run your business whether hobby, part time or more of a leadership track. We take everything step by step and I will come alongside and match my time with your effort. For the starter kit - it s $118 with tax/shipping and it s delivered to your door via UPS and girl it is like CHRISTMAS when it arrives the starter kit has over $318 retail product not to mention all the samples, mirrors, training material I mean it is SO EXCITING to get that box! At this point, you ll meet up with my director to talk next steps. So, listen, any reason we couldn t go ahead and get you started? I would absolutely LOVE to work with you- I think you d be great! STEP 7: YES/NO/ NEXT STEP YES: She fills out agreement / Setup orientation NO: Is that a no never or a no not right now? Book for pampering facial/party/guest to success night/event/coffee THINK ABOUT: 24 hr pillow test/ best/worst list, set time to call tomorrow. I m curious before our conversation on a scale of 1-10 of your interest in the MK opportunity what was your #? What is your # now? What if anything, would take it to a 10? Thank you for your time & helping me with my training, mission & goals. I appreciate you. (This is a layering process, make sure you have a next step)

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21 Booking Script Hello,. This is. Do you have a minute? Great! I am so excited. I just started my own business with Mary Kay Cosmetics. As part of my training, I need to get the opinion of 15 women in the next 2 weeks. My Director told me to think of the sharpest/most fun women I know, and I thought of you. Is there any reason why we couldn t get together for a makeover and you could give me your opinion? Great!! What is better for you? (Day/Night) (7:00 pm/7:30 pm) My house/your house) Always give 2 choices based on your weekly plan sheet. Now, we could do this alone, or you could invite a few friends over. Would a small group of 3-4 or a larger group of 5-6 be better for you? Either way is fine, but I m still coming for you! (Let her know you will be checking in a day or 2 for a guest list and also the Hostess Program.) Thanks, I look forward to seeing you on, at.

22 INDIVIDUAL CONSULTATION (You will want to master this dialogue to effectively book, sell and recruit) The hostess will be serving other guests while you take each guest 1 by 1 for their individual consultation. 1. (Name), did you have a great time tonight? 2. (Name), did you learn anything today? 3. Did you have any questions? 4. Well,, if money were no object, which Collections would you take home today? Great! is there any reason you wouldn t want to get started with that? (If yes, fill out sales ticket. If she hesitates:) How about? (Suggest 1 level of products lower, reminding her that skin care is the most important, write up sales ticket.) 5. Now finalize the sale and how she is going to pay for her products. Remember, we take check, cash, MC/ VISA/DISCOVER. 6. (Name) I know there are other products you would like, how would you like to get them for FREE or a discount? Great. All you have to do is schedule your follow-up appointment with me tonight and share that time with 3 friends who I don t know & who don t already have a consultant. Is there any reason why we can t do that? Great! 7. Select an appointment date, giving two choices of day/time. 8. Compliment & thank her. (Name) After watching what I did tonight, do you think Mary Kay is something you would ever consider for yourself? I think you d be great!