Welcome to the wonderful world of Mary Kay!

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1 Welcome to the wonderful world of Mary Kay! Here s to a fabulous beginning to your Mary Kay career! There are several ways to build your retail business. Here are a few ideas! 1. Your business debut! Ask your recruiter if she can help or just do your own! minute "On the Go" appointments (see attached) 3. Holiday Open Houses! This is the time of year to capitalize on the biggest selling season! 4. Outside orders! Take your beauty books, samples and sales tickets everywhere! 5. Of course, your PERFECT OR POWER START! However, don t forget that selling begins even before your Go Kit arrives! 6. RECRUITING! Start building your team ASAP! Your Go Kit is a simple introduction to selling and you can book 15 minute "On the Go" appointments that focus on a specific area of our product line, as well as hold Skin Care classes. Some appointments you can begin with are: Time Wise Body Care / Satin Hands Fragrances Nail Care All essential information on these products can be found in the Look Book! Your 15 minute "On the Go" appointment can take place in several forms: An informal visit with a friend who has not tried these products. Where? Your home or hers! Showing the products to someone at work Show an excited customer products she has not seen yet Enjoy your wonderful results!

2 Suggested script: Hi,, This is. Do you have a minute? I m a new consultant with Mary Kay and I m in my Introductory Phase which means I am setting up 15 minute "On the Go" appointments with a few friends (family members) to do a product survey and get their opinion of 3 or 4 products. I d really like YOUR opinion,. Do you have 15 minutes free this week to help me complete this introductory phase? When you are new, the faster you learn to accept a no, the better! As disappointing as it can be, some people will reject what we offer...even the people we are close to! If you make 30 calls over the next few weeks, imagine how many 15 minute "On the Go" appointments will you have! Begin today to make a list of every women you can think of to book a 15 minute "On the Go" appointment. Start calling immediately and build the business you deserve! When you have spent 15 minutes with 15 people you have finished your Introductory Phase of training! Call me when you have completed all 15! Tools for each appointment are the same: 1. Products for her to test (retail product taken from your inventory as demos ) 2. Survey / Opinion Sheet 3. Look Book (for reference to product line) 4. A set of retail product for her to purchase Format for each appointment is the same: 1. Thank her for making the time to see you 2. Ask her to complete the survey (while she is doing so, set up display) 3. Once she has completed the survey, SHOW AND TELL! Show her the products Tell her about them using information in the Look Book Have her try the products on the back of her hand 4. Get her opinion of what she tried: Did she like it? Would she use it if she had it? 5. Go over her survey with her and look for her cosmetic needs Address those needs by telling her how the Mary Kay products can fill those needs (link her needs to the benefits of the products) 6. Ask her what she would like to begin with today. Ask her to complete a gift wish list. 7. Plant the seeds for another appointment with her or with someone she knows with similar cosmetic needs.

3 Consultant TimeWT imewise ise Reference Sheet Format for each appointment is the same: 1. Thank her for making the time to see you 2. Ask her to complete the survey (while she is doing so, set up display) 3. Once she has completed the survey, SHOW AND TELL! Show her the products Tell her about them using information in the Look Book Have her try the products on the back of her hand 4. Get her opinion of what she tried: Did she like it? Would she use it if she had it? 5. Go over her survey with her and look for her cosmetic needs Address those needs by telling her how the Mary Kay products can fill those needs (link her needs to the benefits of the products) 6. Ask her what she would like to begin with today. Ask her to complete a gift wish list. 7. Plant the seeds for another appointment with her or with someone she knows with similar cosmetic needs. Response Key for TimeWT imewise ise Survey Positive response to # s 2&3 indicate a need for Time Wise Positive response to #4 indicates a need for Day Radiance Positive response to #5a, b indicates a need to customize with Moisture Renewal Treatment Cream on dry areas Positive response to #5c indicates a need to customize with Oil Control Lotion over TimeWise Age-fighting Moisturizer Positive response to #5d indicates a need to customize with Blemish Control Toner after TimeWise 3-in-1 Cleanser Show & Tell T TimeWT imewiseise Have her apply TimeWise Cleanser to back of hand, massage well, rinse and pat dry Have her apply Age-fighting Moisturizer Ask: If you can feel the difference in just one application, can you imagine what your face will feel like in 8 weeks? Share the statistics for improvement She selects a Day Radiance Shade (she tries 1 or 2 on her jawline)

4 THE BENEFITS OF TIME WISE A technologically advanced skin care complex that helps reduce visible signs of aging in a convenient 3-step regimen formulated for all skin types A daily routine for the woman whose life is lived in moments Provides 5 functions in just three steps After 8 weeks of use: firmness increase 25% reduces appearance of fine lines and wrinkles 34% improves skin s softness up to 99% fragrance-free, non-comedogenic (does not cause blemishes) Tested for skin irritancy and allergy A patent-pending complex exclusive to Mary Kay TIMEWISE 3-IN-1 CLEANSER State of the art technology provides 3 products in one step. You clean freshen and exfoliate all in one step. Removes make-up and impurities Reduces appearance of pores Green micro-beads exfoliate dead skin Massaged into the skin, blue micro-beads contain vitamins A & E. TIMEWISE AGE-FIGHTING MOISTURIZER Provides essential moisture to upper layers of skin for up to 10 hrs. Delivers anti-aging benefits, anti-oxidants Helps reduce the appearance of fine lines Oil-free and absorbs quickly Contains vitamin E DAY Y RADIANCE Natural looking, long-lasting coverage helps create a smoother even-toned finish Offers protection from the environment In four formulas: Cream for dry skin: small amount of fragrance SPF8 Liquid for normal to combination skin: no fragrance, SPF8 Oil-Free for oily skin: no fragrance or SPF Cream-to-powder for all skin types: oil-free, glides on like a creamy liquid foundation but dries to a soft, powdery matte finish

5 MARY Y KAY Y TIMEWISE SURVEY 1. What, if anything would you like to change or improve about your skin? 2. Which of the following benefits would you like to receive from skin care products? Reduce visible signs of aging Fragrance free and allergy tested Make my skin feel soft Cleanses well, removing dirt, make-up and dead skin cells 3. How important would it be for you to find a skin care system that has advanced anti-aging benefits AND is easy to use? very important important not important 4a. Would you be interested in a product that can make your skintone appear more even, without a makeup look? 4b. Would you be interested in a product that can minimize the appearance of spots? 5. Which of the following pertain to you? a. My face feels so dry all over that I need extra moisture b. My cheeks are very dry c. My skin is so oily that by late am I need a powder touch-up d. I am presently suffering from mild or occasional acne Keep my skin moisturized for hours Protect my skin from the environment Absorb quickly Helps refine the appearance of my pores hour renewal and protection: Once you have established a quick daily skin care routine to properly cleanse, hydrate and protect your skin would you like to know more about the MK 24 hour continuous skin renewal and protection system that helps skin to appear younger and firmer? yes no MARY Y KAY Y TIMEWISE SURVEY 1. What, if anything would you like to change or improve about your skin? 2. Which of the following benefits would you like to receive from skin care products? Reduce visible signs of aging Fragrance free and allergy tested Make my skin feel soft Cleanses well, removing dirt, make-up and dead skin cells 3. How important would it be for you to find a skin care system that has advanced anti-aging benefits AND is easy to use? very important important not important 4a. Would you be interested in a product that can make your skintone appear more even, without a makeup look? 4b. Would you be interested in a product that can minimize the appearance of spots? 5. Which of the following pertain to you? a. My face feels so dry all over that I need extra moisture b. My cheeks are very dry c. My skin is so oily that by late am I need a powder touch-up d. I am presently suffering from mild or occasional acne Keep my skin moisturized for hours Protect my skin from the environment Absorb quickly Helps refine the appearance of my pores hour renewal and protection: Once you have established a quick daily skin care routine to properly cleanse, hydrate and protect your skin would you like to know more about the MK 24 hour continuous skin renewal and protection system that helps skin to appear younger and firmer? yes no

6 Your Opinion about TimeWT imewiseise NAME: PHONE# 1. Do you like the system? 2. Would you use it if you had it? 3. Are you satisfied with the foundation shade we chose for you? 4. Given the benefits of this system and the ease of using it is there any reason why you couldn't start caring for your skin with TimeWise right away? Your Opinion about TimeWT imewiseise NAME: PHONE# 1. Do you like the system? 2. Would you use it if you had it? 3. Are you satisfied with the foundation shade we chose for you? 4. Given the benefits of this system and the ease of using it is there any reason why you couldn't start caring for your skin with TimeWise right away?

7 Consultant Satin Hands Reference Card Format for each appointment is the same 1. Thank her for making the time to see you 2. Ask her to complete the survey (while she is doing so, set up display) 3. Once she has completed the survey, SHOW AND TELL! Show her the products Tell her about them using information in the Look Book Have her try the products 4. Get her opinion of what she tried: Did she like it? Would she use it if she had it? 5. Go over her survey with her and look for her cosmetic needs Address those needs by telling her how the Mary Kay products can fill those needs (link her needs to the benefits of the products) 6. Ask her what she would like to begin with today. Ask her to complete a gift wish list. 7. Plant the seeds for another appointment with her or with someone she knows with similar cosmetic needs. Step 1 Consultant Satin Hands Appointment Dampen hands Apply ample amount of Mary Kay extra Emollient Night Cream into palm of hand. Massage cream into hands & between finger, remembering tops of hands Step 2 Squeeze ample amount of Terme d Isola Body Smoothing Scrub into palm of hand Massage into hands some night cream. Step 3 Squeeze an ample amount Term d Isola Moisturizing Body Wash into palm of hand Message body wash into hands, working into a lather Rinse hands thoroughly under warm water Pat dry Step 4 Squeeze ample amount Hand Cream with SPF 4 in palm of hand and massage into skin

8 Body Care / Satin Hands Survey Please check off all that pertain to you: 1. Do your Arms and legs feel dry? t usually Sometimes Often 2. Do your elbows feel dry and rough? t usually Sometimes Often 3. Do you use body lotion regularly to smooth and hydrate your skin? t usually Sometimes Often 4. Which statements appeal to you? A body care program that uses natural ingredients A Moistruizing Body Wash that leaves my skin feeling moisturized and silky to the touch A body care program that can enrich and help restore the appearance of healthy looking skin Using a special complex of Mediterranean "spa" products to indulge and pamper myself 5. Would you be interested in a product for your hands that would soften them and keep them looking younger? 6. Would you like a hand cream that works like an invisible glove to keep your hands moisturized and conditioned for hours? 7. Do you desire softer, younger-looking hands? 8. Do your hands feel dry? Always Sometimes Never Body Care / Satin Hands Survey Please check off all that pertain to you: 1. Do your Arms and legs feel dry? t usually Sometimes Often 2. Do your elbows feel dry and rough? t usually Sometimes Often 3. Do you use body lotion regularly to smooth and hydrate your skin? t usually Sometimes Often 4. Which statements appeal to you? A body care program that uses natural ingredients A Moistruizing Body Wash that leaves my skin feeling moisturized and silky to the touch A body care program that can enrich and help restore the appearance of healthy looking skin Using a special complex of Mediterranean "spa" products to indulge and pamper myself 5. Would you be interested in a product for your hands that would soften them and keep them looking younger? 6. Would you like a hand cream that works like an invisible glove to keep your hands moisturized and conditioned for hours? 7. Do you desire softer, younger-looking hands? 8. Do your hands feel dry? Always Sometimes Never

9 Your Opinion About Body Care/Satin Hands NAME: PHONE# 1. Do you hands feel soft and silky? 2. Is the scent refreshing? 3. Can you see why we call our hand cream a velvet glove? 4. Would you use these products if you had them? Your Opinion About Body Care/Satin Hands NAME: PHONE# 1. Do you hands feel soft and silky? 2. Is the scent refreshing? 3. Can you see why we call our hand cream a velvet glove? 4. Would you use these products if you had them?

10 Consultant Fragrance Reference Sheet 1. Thank her 2. Have sampler (full size) product for her to try 3. Explain each fragrance and the positioning statements 4. Have her select 1 or 2 fragrance to try 5. Do fragrance layering with the fragrance she thinks she likes best - have her spray 2nd fragrance on inner wrist Consultant Fragrance Reference Sheet 1. Thank her 2. Have sampler (full size) product for her to try 3. Explain each fragrance and the positioning statements 4. Have her select 1 or 2 fragrance to try 5. Do fragrance layering with the fragrance she thinks she likes best - have her spray 2nd fragrance on inner wrist

11 Fragrance Survey 1. Do you wear fragrance? 2. How often do you wear fragrance? Daily 3-4 times/wk Special occasions 3. What types of fragrances do you prefer? Florals Orientals (spicy, rich) Chypres (citrus, mossy, herb blends) Aldehedics (clean smelling) Musks 4. How many different fragrances do you use throughout the year? One two or three Four or more 5. Are you familiar with "fragrance layering?" 6. Have you ever used a scented shower gel? 7. Would you like to receive fragrances as a gift? 8. Do you give fragrances as gifts? 9. Do you understand the difference between a Perfume, Eau de Parfum & Eau de Toilette? Fragrance Survey 1. Do you wear fragrance? 2. How often do you wear fragrance? Daily 3-4 times/wk Special occasions 3. What types of fragrances do you prefer? Florals Orientals (spicy, rich) Chypres (citrus, mossy, herb blends) Aldehedics (clean smelling) Musks 4. How many different fragrances do you use throughout the year? One two or three Four or more 5. Are you familiar with "fragrance layering?" 6. Have you ever used a scented shower gel? 7. Would you like to receive fragrances as a gift? 8. Do you give fragrances as gifts? 9. Do you understand the difference between a Perfume, Eau de Parfum & Eau de Toilette?

12 Your Opinion about Fragrances NAME: PHONE# 1. What did you like about the fragrances you sampled? 2. When would you wear this fragrance/s? Daily 3-4 times/week Special occasions 3. Is this a fragrance you would like to add to your collection? 4. Who do you know that wears fragrance and would give me her opinion? 5. What other products would you like to sample in our line? TimeWise Skin Care Body Care / Satin Hands Nail Care Color Cosmetics Your Opinion about Fragrances NAME: PHONE# 1. What did you like about the fragrances you sampled? 2. When would you wear this fragrance/s? Daily 3-4 times/week Special occasions 3. Is this a fragrance you would like to add to your collection? 4. Who do you know that wears fragrance and would give me her opinion? 5. What other products would you like to sample in our line? TimeWise Skin Care Body Care / Satin Hands Nail Care Color Cosmetics

13 Consultant Nail Care Reference Sheet 1. Thank her for making time in her busy schedule to get together 2. Have her complete survey 3. Show & Tell Salon Direct Nail Care Products: Remove any existing nail products (wash & dry hands) Filing/buffing Apply Salon Direct Perfect Surface Base Coat (dry 2 minutes) Apply Salon Direct Long-Wearing Nail Enamel (dry 2-3 minutes) Apply Salon Direct Speed Set Top Coat (dry 2 minutes) 4. Link products to her lifestyle and needs 5. Have her complete the Nail Care Opinion Sheet 6. CLOSE: Given the convenience, ease and benefits of the Salon Direct Appointment Necessary products is there any reason why you couldn t begin with the Hand Bag? 7. What other product lines would you like to sample at a later date? TimeWise Skin Care Fragrances Body Care / Satin Hands Nail Care Color Cosmetics

14 Nail Care Survey 1. How often do you care for your nails? (filing, cuticle care, softening) 2-3 Times/week Weekly Monthly Whenever the mood strikes me 2. Do you: Go for a professional manicure? (how often? ) Do your own 4. Do you wear nail color? Daily Special occasions Never 5. How often do you change your nail color? Every 2 or 3 days Weekly When it chips 3. Would you enjoy a Appointment Necessary manicure anytime, any place, whenever you decide to have great nails? Nail Care Survey 1. How often do you care for your nails? (filing, cuticle care, softening) 2-3 Times/week Weekly Monthly Whenever the mood strikes me 2. Do you: Go for a professional manicure? (how often? ) Do your own 4. Do you wear nail color? Daily Special occasions Never 5. How often do you change your nail color? Every 2 or 3 days Weekly When it chips 3. Would you enjoy a Appointment Necessary manicure anytime, any place, whenever you decide to have great nails?

15 Your Opinion about Nail Care " Appointment Necessary" NAME: PHONE # Please rate by circling the following questions (1 - low or no, 5 - high or yes) 1. Was the nail care system easy to follow? 2. Was the nail care system easy to apply? 3. Was the nail care system fast drying? 4. How would you rate the color choices? 5. Would you use the nail care system if you had it? Your Opinion about Nail Care " Appointment Necessary" NAME: PHONE # Please rate by circling the following questions (1 - low or no, 5 - high or yes) 1. Was the nail care system easy to follow? 2. Was the nail care system easy to apply? 3. Was the nail care system fast drying? 4. How would you rate the color choices? 5. Would you use the nail care system if you had it?

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