HIGGS AREA UNIVERSAL SKIN CARE CLASS-THE PERFECT PARTY

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1 1 HIGGS AREA UNIVERSAL SKIN CARE CLASS-THE PERFECT PARTY by NSD, Pam Higgs SET UP: Fill trays with Lip Gloss, Foundation Primer and Under Eye Concealer (if using) along with an eye applicator for Dash Out the Door eye colors. Place all other demos at the sink. Set up your separate closing space with sales tickets, calculator, money bag etc. DO NOT put out or use beauty books or Look Books. They go into their bags after they purchase. Have demos: Microderm. Skinvigorate Brush, Foundation Primer, dash out the Door, which includes Bronzer Demo (bronzer for caucasian women or a dark cheek color for bronze in a compact for whichever you use, 2 cream to powder eye colors and your lip gloss), under eye perfecting concealer, liquid foundation, a full brush set and brush cleaner, satin hands and satin lips. Note: Repair is for over 40 women who do not have oily skin. If she has oily skin she could use repair but would probably want to substitute the day cream. It is very hydrating. I have had customers who are extremely dry of all ages use repair as well because it s very hydrating. Words in RED is what you say to your guest(s) WELCOME GUESTS Do Satin Hands on the GUESTS either before you start the presentation or after you apply products to their faces. (I prefer after) *For your Hostess only, have a NEW enhanced brush set If this is her second facial at the Hostess s seat to show her, have samples (eye liner, mini mascara, lip liner, lipstick) in a goodie bag (If this is the hostess s first facial, use dash out the door). If you have full-size demo brush sets, those can be at every seat. Disposables will be passed as needed. Talk fast and keep smiling! THANK EVERYONE a. Have guests fill out the front of the customer profile card as they arrive (if doing mineral powder or foundation, swipe them while they fill out their profile cards, test either CC Cream or Liquid Foundation b. Thank Hostess for having party and opening her home. c. Thank Guests for coming Show page one and two in your Flip Book and Say: This is the first of two appointments. Our Hostess selected the Party TODAY and is receiving her exclusive FREE TODAY just for hosting! When you book in the next 4 weeks YOU will receive this exclusive at your own party! [Insert whatever hostess promotion you are running here]. She is getting TRIPLE HOSTESS CREDIT, which includes a shot at $200 of products, an unlimited 50% off shopping spree, and a chance at FREE brushes too! She has already earned $ of her shot at $200! And she can also earn our exclusive brush set at half price and even for free! Book your Fun Follow Up with new techniques and products and you can earn you TRIPLE CREDIT too! HAVE EVERYONE INTRODUCE THEMSELVES Ask: What do you do when you are not being beautiful?! Tell me about you and what you do for a living [this allows you to know your audience for recruiting]. And how do you know our hostess? Today we have a couple of games (you ll earn tickets for every question or comment).

2 2 You ll try our Skincare, create a Flawless Finish, and do a Dash Out the Door of Color. You ll also receive exclusive Steals and Deals just available tonight at our Party! We will have a private consult to help you get exactly what YOU want and we ll also schedule your Fun Follow Up too! Now I d like to introduce myself so I am not a stranger anymore, my name is and I have been building my Mary Kay business for. (if less than a year going on a year) I am on a MISSION. To enrich women's... lives, emotionally, spiritually and financially through helping them grow externally, internally and externally. I have a VISION. To help women think outside of the box and know that ALL things are possible. I have a goal to move up into leadership which is the top 2% of the company. (earn your next company car/cadillac/earn a Court of Sales Ring from MK Show them a Picture) This will allow me to! By you being here tonight you are helping me with my MISSION, VISION and my GOALS! Reference your Why Wash with MK Handout (I would suggest to laminate them and have them on your table) You are going to try our POWERHOUSE SKIN CARE!! I am going to pamper you with a Skin Care Treatment, Microdermabrasion, Satin Treatment and a Dash Out the Door Makeover. I do provide on the spot Delivery and I will work with each of you individually at the end in (Hostess name) Living room. SHARE THE BENEFITS of THE SKIN CARE. Hold each product and romance it as you speak about it. Who wants the best SKIN CARE possible? (Raise your hand) Raise your hand How old you are is your business, how old you look is mine! What we will be doing here in the next 30 minutes will only take you a few minutes in the morning and a few at night By a show of hands (raise your hand) how many of you are worth 3 minutes in the morning and 3 minutes at night. AWESOME Ok who is under 40? Raise your hand 40 and over? (If no one fits this category skip) Raise your hand? (Show Pages 3-6) This is Skin Care on Steroids with Biometric Peptides, Hyaluronic Acid a topical Humectants, Plant Stems Cells and Retinol. This skin care sends messengers to the skin making it respond as younger skin. This skin care is excellent for women over 40 that do not have oily skin. A biometric peptide helps the process critical for skin repair. The hyaluronic acid booster provides youthful

3 3 skin volume and lift plus plant stem cells help protect the integrity of the skins matrix, the source of the skins firmness. ***Smile A few reminders when working with your skin is to always work in an upward outward motion. Gravity pulls down on our bodies 24 hours a day it pulls down on our face, our boobs, and our butt so push it up!! We are going to work from your chin up today, but at home always remember to do your neck also. You can always tell the age of the tree by the rings around the trunk so don t forget your neck. (SMILE) When working around your eyes always remember to use your ring finger. Your ring finger is the weakest finger out of any of your fingers. Can everyone try to point your ring finger out? It s kind of difficult, isn t it? That s because it contains the least amount of muscles than any of your fingers and the thinnest skin on your whole body is around your eyes. So, that is the first-place women tend to get wrinkles. The proper application is out on the lid (like applying eye shadow) and in under the eye. (Have them do it with you) Now remember don t get frustrated if you forget, it takes 21 days to create or break a habit so just keep reminding yourself of the correct application. You ll get it By a show of hands how many of you could get excited about saving time? Raise your hand If you are excited about bigger benefits for your skin? How about saving $$? Well that s exactly what our TimeWise Skin Care Lines provide. Timewise is a Patent Approved antiaging formula in all our TimeWise products proven to improve and reduce the signs of aging SHARE BENEFITS of SKIN CARE- What I d like to do is share with you the benefits of our skin care before we have you try them. (Be showing pages 7-8) 3-in- Cleanser-Hold It This cleanser combines age-fighting benefits plus three essential skin care benefits in one product, to cleanse, exfoliate and refresh revealing younger-looking skin. Do this morning and night. Optional in black to share Dermatologist-tested. Suitable for sensitive skin. Fragrance free and Hypoallergenic. Leaves skin feeling pampered. Provides a luxurious daily skin care experience. Non-comedogenic so it will NOT clog pores.

4 4 This cleanser is not designed to remove eye make-up because of its exfoliating properties, but we have a wonderful eye make-up remover that even removes microscopic eye mites Today we are going to leave your mascara on. (show page 9) It is a proven fact if you don t cleanse your skin at night it ages 12 days per night That s motivating, isn t it? TIMEWISE REPAIR-Is a concentrated luxury foaming cleanser (Consultants be sure they add water to it when they demo) TIMEWISE MOISTURIZER-Hold it Next is our Re-awaken TimeWise Age-Fighting Moisturizer. It is formulated with a patented complex that reduces the appearance of fine lines and wrinkles. It also contains a powerful antioxidant to help guard against free radical damage. Targets fine lines and wrinkles. Fights free radicals and balances skin moisture. Hydrates skin for up to 10 hours. And it can be reapplied over makeup and penetrate to skin. These two products are just like wearing deodorant and brushing teeth we hope everyone does that. right? (wait for Response) REPAIR-Day Cream-Improves the Structure of the Skins Matrix. It contains powerful antioxidants that minimize the aging process that occurs and increases as we get older. Helps maintain the activity of pigment producing enzymes and delivers broad spectrum protection against uv/uvb damage Raise your Hand if you want the Best Skin Possible? Now do like this (bend your index figure like you are pumping the day/night solution) and look at your neighbor and say That was easy TimeWise Miracle Set Day Solution Sunscreen Broad Spectrum SPF 35* Formulated to help protect against future damage and to help existing fine lines to be less noticeable. Formulated to help minimize skin reaction to external irritants. Vitamins A-C-E and peptides to relax expression lines. Helps protect against skin-aging UVA/UVB damage. Has microspheres in it and reflect the light so fine lines and wrinkles are less visible Non-comedogenic so it won t clog pores. Suitable for sensitive skin. REPAIR Lifting Serum, our over 40 luxury line has Collagen 7 which is a specialized protein that plays a critical role in cellular communication and nutrient exchange. In younger skin your skin is wavy and as we age it begins to flatten which cause the skin to thin, wrinkles to appear, spots and puffiness as well. This serum is formulated to help minimize damage and promote greater skins resilience. TimeWise Miracle Set Night Solution

5 5 Order of Application 1. EYE MAKE-UP REMOVER IF EYE CLINIC SATIN LIPS-optional Treat your lips to the ultimate two-step system that gently exfoliates and moisturizes your lips. Satin Lips Lip Mask effectively fectively exfoliates dead surface skin cells. Satin Lips Lip Balm moisturizes lips for at least six hours. 2. CLEANSER-ENTIRE ENTIRE FACE 3. MICRODERM 1&2-HALF FACE F 4. SERUM OR DAY SOLUTION DAY-HALF FACE MOISTURIZER SATIN HANDS 4.FOUNDATION PRIMER-HALF FACE CC CREAM/LIQUID FOUDATION-FLL FLL FACE 5.UNDER EYE CORRECTOR 6. EYE PRIMER (SECOND APPOINTMENT) & CREAM EYE COLOR 7. BRONZER 8. LIP GLOSS [Talk about this product and hold it).] Remind everyone that they are booking their own Custom Clinic, and they can try more products at that time as well. A unique delivery system of Nutribeads microcapsules contain highly effective antioxidants essential for skin's renewal process. (A small needle in cap bursts the beads.) Helps repair skin from daily damage and reduces look of wrinkles. Nutribeads pop when dispensed giving you fresh vitamins A-C-E. Great for pimples, burns, and acne. REPAIR-Night Treatment with Retinol (no demo) Help increase the rejuvenation of your newer younger skin cells, reduces dullness in the skin and can make pores appear smaller as well. I always say if you re going to lay there sleeping you may as well be getting younger All our skin care systems take 3 min in the morning and 3 at night deliver Incredible results! By a show of hands who is worth 3 min in the morning and 3 at night? (raise your hand) Awesome Our Miracle Set has 11 age defying benefits, cleanses, exfoliates, freshens, smooth s, hydrates, firms, softens, protects, energizes, rebuilds, reduces fine lines and wrinkles and has the Good Housekeeping Seal of Approval Has 19 patents worldwide Hypoallergenic Repair has 6 years of research and development One other product that you will get to experience here tonight is (show page 10) Microdermabrasion- Microdermabrasion treatments cost anywhere from $100 to $400 and you get to take ours home to use again and again. This two-step system will last about 50 treatments making it very affordable at less than a $1 per treatment. A little goes a LONG way! 2-3 times per week. Remember this is a supplement to be used with the skin care line. It s an accessory to your skin care. It s like earrings or a handbag. you wouldn t just wear those right?!? You would wear your outfit then accessorize the outfit is like your Skin Care. Make sense? As we age our metabolism slows down, well so does the exfoliation process in our skin. This causes our skin to produce newer younger skin. Step 1: Refines - Key exfoliating crystals immediately energize skin and reveal more radiant, healthy-looking skin. Creates significantly looking smaller pores.

6 6 Step 2: Pore Minimizer Because it is such a sophisticated product we want to replenish the skin with essential vitamins and nutrients and nourishes the soft, smooth-feeling skin revealed (show page 11) today is going to get to demo our Skinvigorate Brush! Our skinvigorate brush cleansed the skin 85% better than traditional cleansing. You will love it!! Ok are you ready to try for yourself? Great don t come back to your seats till we are done with the last step. I will let you know when that is. (I usually do satin hands last) GO TO SINK When they are done back to their seats, have them hold Hold your mirror out with elbow straight and see the visible difference in their skin. The treated side is more lifted. Then take both hands and feel both sides to compare. It will be lop sided! Make sure you, they and the other guest see and comment each other of the results. Put away products as you use them. When done, you can place the bag back in your starter kit bag. Now that you have treated your skin on your right half your makeup will glide on and your skin will look great! It s just like a painter painting a canvas. They don t pick up and rag and begin to paint it, do they? Of course, not they are preparing it. And that is exactly what you have just done> BACK AT THEIR SEATS (show page 12) CC CREAM & FOUNDATION PRIMER & UNDER EYE CORECTOR Three awesome finishing products. We re all applying this super light-weight, multitasking product. Hydration, SPF protection and color correcting. It will lift the redness from your skin, plus it s swim proof, sweat proof, and super wearable. It s all day coverage that does NOT require a full face of products to look natural. First, you re going to apply your foundation primer to the same half. This product works to prime your skin and prepare it to allow your finishing products to work even better! Best keep secret of the STARS! SPF 15* acts as an invisible buffer that not only fills in imperfections, but also acts like a magnet to give your foundation real staying power. Diffuses light which helps reduce the appearance of fine lines, wrinkles and pores Not only oil-free, but also contains an ingredient that absorbs excess oil as a bonus! Next apply the under-eye corrector followed by your using your mineral foundation brush in a circular motion with your cc cream/liquid foundation If you are using Liquid Foundation Use in place of CC Cream. Be aware that MK is going to change the starter kit to cc cream in July 17. Mary Kay s liquid foundation is a Chanel like foundation that you would spend $80-$100 on. It has great coverage and matches your perfect complexion. Optional but impressive: (page 13) The under-eye corrector, is simple Mary Kay magic. It erases dark circles. Just wipe a little on this disposable applicator and then dab over the purple and blue discoloration under your eyes. Stipple with our large liquid foundation brush for a soft blend.

7 7 How does your face feel now? Remember that the products are formulated to work for maximum benefit, so never substitute a product or skip a step and you ll be on your way to incredible skin. All products are fragrance free and hypoallergenic and non-comedogenic so it won t clog pores. Please remember that part of my service is your appointment today and an appointment at your Fun Follow Up. Assuming you get started on our Amazing Skin Care line customized for you, I want to make sure you are LOVING the way your skin feels. I believe so much in this product that you are going to wonder how you have lived without it! You ll also get to experience more of my favorite things like Serum C it s like SPANX for your face!! I can share with you how to minimize cellulite, lushes lashes and even how to WOW your Brows. (reference pages 14-16) Ok now I get to share one of my favorite parts. why I love what I do. By a show of hands how many of you are surprised to know or did not know more women in MK earn over 6 figure incomes than any other company? Nurses and Teachers hold our top 2 past or present professions of women that work a Mary Kay business? Did you know that we have over 100 Million dollars worth of Mary Kay Cars on the Road today? They pay most of our insurance and pay all tags and registration Did you know our Marketing plan is taught at Harvard Business School and 48 other Top Colleges? We are a global company? 38 Markets worldwide Doctors and Lawyers have quit successful practices to pursue a career with MK? (you may incorporate some information of your National, or Top People you know until you have your own facts to share) (See Pam s accolades for Trips, Cars, Diamonds and Millions Earned at Next if you would please flip your profile card over and #1-4 anywhere. I am going to ask you some yes or no questions. Just for your personal reference. Ask Is there anyone here that does not work outside the home? (if anyone is say Oh you re a Domestic Diva ) Cracker Jack questions: Stay at home moms: Are you paid what you are worth? Do you have all the cash you need or want? Are you currently in your dream job? Do you receive all the recognition you deserve and desire? Can you promote yourself? Do you want something more? something of your own? Do you have complete flexibility? Does your husband have iron clad job security? Do you have iron clad job security? If you woke up tomorrow and were single, could you continue to provide for your children all that you wish for them?

8 8 If you said no to any of those I would love to give you some information/treat you to a cup of coffee to share the details so you can make an intelligent decision and know what you are saying yes or no to. (show page 17) Romance a clean, full size demo brush set. This is where you will also put your demo dash out the door and additional glamour products. Now, this is one of my favorite things. Our BRUSH COLLECTION. And our Hostess with the Mostest, is getting hers today for half price. Do you remember how you get it half price? When 2 friends book, your Fun Follow Up with their girlfriends this hers yours for half price;) But better still, I want to have it for free, do you remember how you get it FREE? YES! When 4 friends schedule your Fun Follow up with friends this is for FREE! I love this brush set. It houses all your glamour demos and keeps everything organized! They are high quality natural hair bristles giving you a polished look every time! It comes with your five essential brushes and you ll be adding awesome additional tool brushes as well to add to your collection. APPLY DASH OUT THE DOOR- Cream Shadow-use applicators. Hostess ca use demo brushes Mascara (optional) Bronzer-use cotton balls, but brushes are much better Lip Gloss REFERRALS (Your GUEST LIST) (page 18-19) Ok now ladies we are going to play a game. (Use the You are Fabulous Sheet or use back of profile card) and grab your cell phones. Wait for them to get their phone. This is your GUEST LIST for your own TRIPLE CREDIT Fun Follow Up Appointment. Here is a list of all the Fun Follow Ups you can customize at our second appointment. There are spaces to write as many as 9,15, 20 or 27 names/numbers of those who you think would enjoy a free facial and lesson! Who do you know that works way too hard, puts everyone before herself, and DESERVES to treat herself? I ll give you 2 minutes to do this and whoever has filled her sheet FIRST gets 10 Tickets and the MOST REFERRALS gets 10 tickets, too! (*time 2 min). (after the first completes say OK anyone else who fills out their sheet get 5 tickets) Ok... slide your trays back. Have her pull out the placemat underneath and briefly go over $100 starter kit and wholesale shopping privileges. Flip it over... "now let s personalize your own roll up!" You are probably wondering how do I get all my products and how much does it cost. Underneath your tray, you have your placemat. On this side, you have THE OPPORTUNITY AND STARTER KIT. Everyone starts off the same way with a hundred-dollar starter kit that is valued at $500. Share YOUR GOAL to promote yourself: how you are looking for women that love people, love our products, value our priorities of Faith first, live by the Golden Rule, will work to increase their financial situation, love to help others WIN, who are teachable/coachable and willing to learn. As I shared earlier I would love to share some information over lunch or a cup of coffee. If you decide to order your starter kit tonight, you ll earn an awesome signing bonus as well. SHOW your ROLL UP BAG full (pockets come off, hangs, (Romance each one) etc.)

9 9 ONE by ONE. after you share Let me introduce you to my girlfriend!! I love her! She travels well, hangs behind the door and the pockets are clear and rip off! (demo how it rips off) This is everything we did tonight and then some! NOW HAND OUT THE ROLL UPS TO EACH GUEST TO OPEN!! She will follow along with you through the pockets! These are our most popular sets!! Tonight's steals and Deals! In your top pocket is your skin care this include.and share each product the cleanser, the moisturizer, the day and night solution. If you are my Repair Customers tonight you have your Botox in a Box which includes your Luxury Cleanser, Collagen 7 Lifting Serum, Day Cream, Night Cream and Repair Eye Cream. Ladies the most important set is this (and touch the set on the outside of the skin care on the bag) Continue to go thru the placemat. In the second pocket, you get set C and D which includes go thru saying each item each item. In the next pocket, you have sets (say each set then individual items till finished going thru the bag (Read all the way thru to the bottom of sheet) If you were to buy the Miracle Set I Deserve It All Queen of Everything Bag it would cost you hundred dollars at the Estee Lauder counter, and the Volufirm Repair would be about $1800. Your steals and deals for today you get to pick between the Miracle the Princess or the Queen of Everything Girlfriend Bag So, the bigger your set, the more you save! The Queen of Everything Girlfriend Bag is $399, which is 8 points and your Girlfriend Bag is free. The Princess of Everything 6 points $299, which saves you $ and you get your Girlfriend Bag bag free, And lastly the Busy Women's Miracle Collection $199 which is 4 points When you select ANY of our Skin Care Sets, you have may take a Skinvigorate Brush for Half Price. Our Hostess earns an UNLIMITED 50% off Shopping Spree when 5 of you shop today in addition to any of her Free Products. We accept Visa, Master Card, American Express, checks or cash, or the husband/boyfriend or fiancé unawareness plan, this is where we do a little on this and a little of that dividing up into a payment plan best suited for your budget What this means is I don t want money to be a reason you don t take home what you need or deserve. You share with me what you want and if we need to be creative we of course will! (LAUGH) Hand them the Pondered Pink sheets to fill out "Please fill these out for me because this is how I get credit for your face today and I will do a drawing for them as well!" I will be working with each of you individually on your bags and your fun follow up dates in the so when you come in bring with you your profile card, pondered pink sheets, and roll up bags! Does anyone have to leave first? Ok great I will start with you. Just finish filling out the ponder pink sheet and then come on in. While they are filling out you can throw away trash and clean up a tad.

10 10 PRIZES NEEDED: Bring 2-3 cute wrapped gifts (base it on your # of guests) REST OF PAGES ARE FOR YOUR REFERNCE AS NEEDED 13. CLOSING INDIVIDUAL CONSULTATION: *MOST IMPORTANT!!! Ask: Did you have a great time? How does your skin feel great? Awesome! Which package/set works best for you? a. Take her order You have the option to do a payment plan with her. I usually recommend weekly or bi-weekly. So it is paid off no later than a 4-8 week period. Be sure everything is signed for her credit card charges and also make sure you ALWAYS have EVERYONES Date of Birth INCLUDING THE YEAR on their profile card. This is necessary if there is ever a default where you can t get payment. Rare, but we are business women and I want to train you as such Look at her Ponder Pink sheet to see her personality and what she said about signing or hearing more. Regardless if she said she wanted to hear more ask her: in your wildest imagination would you ever consider a career with Mary Kay? (wait for her response) Regardless of what she says say Great I d really value your opinion. I would love to chat with you! We could either do it over the phone or I could treat you to a cup of coffee in person.what is good for you or? Give her options in tomorrow or the next day. If she is said she might consider. you can HOLD her sale (don t process it) and schedule coffee with her. Share with her I tell you what why don t you get what you want today and if this is something that you decide to give a try you will be able to get your products at cost from the company. If she is seriously considering GET HER ORDER and send her HOME with her products so she can BE EXCITED!! If she signs up on the spot you do the same thing with her! You want her ON THE PRODUCT so she is telling everyone about it and they are noticing and commenting on how great her skin is! Just hold her purchase for the full amount..have her sign and let her know she will be able to replace the products to you on her first order. B. Sign or Book for a Career Chat i. D Compliment her being a leader-can sign on the spot Quick Decision ii. I talk to her about the fun she ll have-same as D iii. S talk to her about the security and how this will work around her family-may need layering iv. C talk about detail and facts-same as S (Your D and I will move faster than S or C) Important info: Schedule her for hours (max 72) for a career chat. DO NOT give a recording or video to them until the day of the appointment with her. I send her a test: Hi Beautiful Sizi! I am super excited to chat with you today at 3 pm! Here

11 11 is the video I shared with you that I would send. (send whichever one you decide with your director-several are listed on our area website) Please watch/listen to it before we chat. Talk soon! Pink Hugs, Pam Remember nothing is more powerful than Face to Face (you can always face time if you can t do face to face) I realize this is not always possible. but book her either way to hear more People will sign on the spot so Have agreements or ipad at the end of the PARTY! C. Book--the guest for her 2 nd appointment/beauty Experience with Friends Put out her bonus bucks to her and say PICK ONE What did you get? AWESOME Now this is a thank you for scheduling your 2 nd appt/beauty experience with a least 2 adult girlfriends and holding on the original date and time but when you have 5 adults you earn 25% off your glamour fopr a year and 25% off anything during your birthday month Which is better for you? The beginning of the week or end? Look at the placemat and ask her which 2 nd appointment she would like to choose. Help her select a date in the next 2-3 weeks, but no later than 4 weeks. Give her a copy of the Hostess Sheet with how to earn $100 FREE. Say Now I need to get your guest list in the next hours which day would be better for you? Schedule a Date and a Time to Call her. I need Names, addresses and phone #s so I can mail out personalized invitations for you. DO NOT think this isn t Important! It is sooooooooo Important! There are no shortcuts to success. If you will listen and learn from National Pam Higgs Perfect Party reco, pre-profile the Sunday before the appointment (see script in the new consultant packet under the New Consultant tab and have products on hand you will have happy customers, successful parties and a great team!! Call or Vox your director after each appointment, sharing with her how many people, total sales, skin care sets held, new recruits, career chats scheduled and how many bookings. She is your business partner and she needs to hear your news, good or otherwise (not your husband or boyfriend ) so she can coach you successfully onto the next step.

HIGGS AREA UNIVERSAL SKIN CARE CLASS-THE PERFECT PARTY

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