Hello, my name is, and as you probably already know the name of our company is Mary Kay Cosmetics.

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1 If possible, begin in the living room (same room/place you ll do one-on-one time) Do introductions and share about MK before moving to the table for facials. Hello, my name is, and as you probably already know the name of our company is Mary Kay Cosmetics. I want to meet you. Please share your name, how you know (Hostess) and your main skin care question or one thing you d like to learn today. (make a note on her profile so you can refer to it during the class or at her individual consultation) THANK YOU, (Hostess), for having me here today! I have a special gift for you. Present her with an empty gift bag to represent all the FREE products she ll receive with her Hostess credit. Let me start by giving you an idea of what we re going to do today. We ll begin with our skin care program. This is what we re famous for. The first time around it s sold as a set. Why?... because it s formulated to work together and that s how you get the best results. Then we ll play with some Mary Kay color. The colors you ll use today are a basic color selection. It lets us start with a basic color look so when we get together at your follow-up facial, we can select a different look based on what you love! Optional: M& M GAME: prior to class, line up 7 M & M s at the top of each guest s tray... Now, here s the part I need your help with. Every time I say the words follow-up facial we re gonna grab an M&M. This helps me provide the most perfect appointment for you and who doesn t love an opportunity to eat an M&M? These are magic M&M s, no calories. At the end of our time today, we ll get together one-on-one to discuss your individual needs. We can also book a time for your follow-up facial where it gives me a chance to make sure everything is working properly. This is the first of TWO facials I offer my customers. The first one is to try the products and the second one is to tweak or try something we didn t do today. I don t know if you ll get tempted, but you can use MasterCard, Discover, Visa, American Express, checks and, of course, cash. Our products come with a 100% satisfaction guarantee. That means if you decide to get anything today and you re not happy, you can exchange it or receive a fund. And, you get to take home whatever you select today! We only have 2 hours, so I ll do my best to stay on track and I ask that you give me your undivided attention so we re not forced to omit anything in the interest of time. re- 1

2 It s great to meet everyone! Now I d love to introduce you to Mary Kay Ash the founder of our company. I ve placed a BEAUTY BOOK next to your tray. So, lets start by opening it to the 1st page where you ll see a beautiful photo of her. Mary Kay was a visionary leader. She founded her company on the GOLDEN RULE and emphasized the importance of giving back to others. That s why Mary Kay is changing the lives of women & children around the world every day. In fact, did you know that when you host a Mary Kay party, you re partying with a purpose? You re supporting a company that does good by caring about the environment, fighting domestic violence and cancers that affect women, and more. Mary Kay also has a progressive corporate recycling program and is always looking for ways to be green... even though we are PINK at heart! And, Mary Kay does not support animal testing. We are committed to the elimination of all animal testing. Mary Kay is a strong advocate of using alternate methods to substantiate the safety of our ingredients & products. This is my favorite part of the class because it lets me share with you a little bit about what we do. But first I want to ask you a couple questions about your current job situation. I don t want you to answer out loud. Just think about your answers. If you re a stay-at-home mom, we know that s a full time job. So, please answer the questions in your head. -At your current job, do you have all the flexibility in world? -If you wanted to take a day off to take your child or parent to the doctor, could you? -At your current job, are they constantly praising you for a job well done? -Are then constantly telling you how much they appreciate you and that without you they wouldn t be enjoying the success that they have achieved? -At your current job, if you gave it your guts for the next 5 years, could you change your financial situation? -Are they paying you what you re worth? 2

3 If you answered no to any of the questions, I just want you to hear me out. (tell your one minute I story) Before Mary Kay I I was drawn to Mary Kay because What I ve found in Mary Kay is Why I stay is because Mary Kay always said that there is a beauty consultant at every class and I believe her. As a matter of fact, Mary Kay found that quality women attract other quality women. Usually, if there is one person that would be great at Mary Kay, there are a couple that would be great! So, just watch me today and see if you could imagine yourself doing what I do. Do SATIN HANDS and then seat all guests at the table. OK, lets turn to pages 4 & 5 in your Beauty Book. You are about to discover why there are millions of loyal Mary Kay customers around the world. It s because Mary Kay products... - Consistently deliver the benefits women want at the prices they can afford - They have Independent Beauty Consultants like ME who work to find the right products to help women look and feel great - Since consumer safety is our first priority, women love our 100% satisfaction guarantee. We all want beautiful skin, right? Take a look at your skin in the mirror and think about this: How old you are is YOUR business but how old you look is MY business. What we will be doing here in the next 30 minutes will only take a few minutes in the morning and night. And, you ll feel and see the results TODAY... in 3 days, 3 weeks and 3 months that you will love! Doesn t that sound great? 3

4 Now, if you ll turn to page 6 in the Beauty Book, you ll see what we like to call a MIRACLE! This is our premium collection of age-fighting products that delivers the benefits you need for younger looking skin. It s great for all skin types, including sensitive skin and those with rosacea. While the TimeWise Miracle Set is not a cure for rosacea and does not treat it, it is a skin care regimen that s highly compatible for those who have supersensitive skin. Lets start with the first 5 essential steps to ageless skin that the Miracle Set delivers First, the Miracle Set CLEANSES to remove makeup and impurities. 2. It EXFOLIATES to remove dead skin cells that dull the skin. 3. It FRESHENS to tone your skin and refine pores. 4. It MOISTURIZES to hydrate for soft, smooth skin... AND It helps to PROTECT the skin from sun and environmental damage. The Miracle Set also delivers 6 additional benefits to SMOOTH, HELP REDUCE FINE LINES AND WRINKLES, FIRM, SOFTEN, ENTERGIZE AND REBUILD. Our Miracle Set has even earned the Good Housekeeping Seal of Approval. 4

5 FIRST, we re going to start with the Oil-Free Eye Makeup Remover, which is already on 2 cotton balls on your tray. It removes eye makeup without pulling or tugging, and it s safe for contact lens wearers. Just go around the top of your eye outward, and in toward your nose on the bottom. Are you ready to pamper your face? Great! I am going to take you through the 5 essentials steps now, starting with the TimeWise 3-in-1 Cleanser. The cleanser comes in 2 formulas, one for normal to-dry and one for combination-to-oily skin. It is also available in a cleansing bar. We are going to start by dampening your face with a wet cloth. Now you can apply your CLEANSER which is in well #1, by tapping it around the face avoiding the eye area. Now cleanse Upward and Outward with both hands (show motion). When you re finished, you ll remove your cleanser with your wet washcloth... Upward and Outward. As you apply the cleanser, you re treating your skin to outstanding cleansing and makeup removal. You re also getting 3 steps in just one product: cleansing, exfoliating and freshening! Doesn t your face feel so fresh and clean? Please take a look at page 6 where you can see the results of a 12 week clinical study of the continued use of the Miracle Set including these next two powerful products! (hold up the Day and Night Solution) With these next 2 steps, Mary Kay scientists have discovered the key to help diminish the signs of aging. We ll start by applying the TimeWise Day Solution SPF 35 which is in well #2 to the back of your hand. Normally, you apply this in the morning after cleansing. This products helps to protect and shield the skin from harmful UVA/UVB rays. It also helps to relax expression lines and soften their appearance. Remember, protecting your skin from the sun each day is a critical step in reducing the signs of aging. 5

6 Next is the TimeWise Night Solution which is in well #3. Apply it on the back of your other hand. Normally, you apply it to your face in the evening after you cleanse. The small beads you see are called Nutribeads. These are filled with vitamins & peptides that delier highly effective antioxidants essential for the skin s renewal process. It is like you skin cells get some exercise while you sleep! Next in the Miracle Set is the TimeWise Age-Fighting Moirturizer. It comes in 2 formulas to meet the needs of your skin type. There s also an optional moisturizer with SPF 30. Did you know that lack of firmness is caused, in part, by the loss of moisture? You can help prevent this moisture loss with TimeWise Age-Fighting Moisturizer! You will find your customized moisturizer in well #4. Go ahead and apply your moisturizer in and Upward and Outward motion. It gives you the combined action of 10 hours of hydration, plus powerful antioxidants that guard against free radicals to help the skin look and feel smooth and radiant. It also accelerates the skin s natural renewal process with a patented complex. How does your skin feel now? Lets turn to pages 10 and 11. How would you like to know a secret from top Make-Up Artists to the Stars? Well, here it is... Foundation Primer. It is going to fill in every teeny tiny line, pore and wrinkle on the face, leaving the skin feeling silky soft. Plus, it leaves a flawless finish and gives your foundation hours and hours of staying power! It feels like a velvet mask. It is in well #5 on your tray. Go ahead and scoop it up and apply it across the cheeks, forehead, nose and smooth it all around (give it a second)... Isn t it AMAZING? Next, we are going to do Concealer. It s already on your tray in well #6. You will need just a tiny bit. I d like you to use your ring finger because it applies the least amount of pressure to the eye area. Gently tap the concealer underneath your eyes and anywhere else you feel is necessary. 6

7 Now, here s something interesting... Did you know that nearly 58% of women aren t sure they are wearing the correct foundation shade? Well, what s a girl to do? (allow response time) Well, I have a solution because I m going to help you find your perfect match. Mary Kay offers several types of foundation in a wide range of shades. So, you can get the flawless look you want. Foundation is the final step in any good skin care routine. It helps protect your skin from the environment, evens skin tone, and covers flaws for healthy-looking, radiant skin. One thing that sets Mary Kay apart is that we are experts in Foundation. Our goal is to help every woman find the right foundation shade and formula! At your follow-up, if it needs tweaking we can try another formula or color! Today, you'll find your perfect match in the large oval on your tray. Optional: I am going to teach you how to apply your foundation with a brush for a flawless and natural look. Do a stripe test to make sure the foundation matches. Then hand out and romance the foundation brushes. Teach correct brush technique and have them apply the foundation. If using mineral powder, pour a small sample into a cupcake line for each person. Liquid Foundation Brush: put a little foundation on the tip of the brush, begin in the center of the face and blend out using short, downward strokes, continuing to blend. Let them know that they get much better coverage with a brush because it reaches tiny areas that fingers don t reach AND the heat from your fingers can cause uneven coverage. Mineral Foundation Brush: gently pat your brush in the foundation, tapping off excess, begin the center of the face with circular motions to spread the foundation, then blend with downward strokes. Mary Kay offers many foundation options (pg. 11). We can discuss other options for you during your individual consultation. Now, how does your face feel? Don t you love how soft and smooth it is? And you ve only used these Mary Kay products once, just think how your skin will look and feel when you use the Miracle Set every day! Now as women, we all know that skin care never ends with the basics. Many of us want additional products to help us meet our own individual needs. On the next couple pages of your Beauty Book you ll see some of the customized skin care products Mary Kay offers. I ll name just a few... 7

8 First, lets look at Microdermabrasion, which is on page 12 in your Beauty Book. (point out and read the statistical research numbers based on a 1 week clinical trial. Have guests use a touch of Refine on the back of their hand, remove it with their wet cloth... Then squirt a touch of Replenish in the same spot) Now, we ll try some of the fabulous eye products that you ll see on page 13. First, we ll try our Indulge Soothing Eye Gel which firms, tones and reduces puffiness. Next, we ll try our Firming Eye Cream which helps to reduce fine lines, firms and moisturizes the delicate skin around the eyes. (Demo a dab of each product on their inner wrist by walking around the table with a spatula for the eye gel and a little squirt of the eye cream) Oh my gosh, now I have a treat for you! Who wants more collagen and more elastin to give your skin a tighter, firmer, more youthful appearance? Everyone, right? TAHDAH... (show Serum+C) Our TimeWise Replenishing Serum+C is featured on page 14. It is in well #7 on your tray for you to try on the back of you hand. This serum is formulated with botanical ingredients to enhance the production of new collagen and keep the existing collagen from breaking down. It lifts, tones, enhances and helps your skin look younger! The airless pump bottle assures that each pump is potent and you would use about 3 pumps in the morning and night after cleansing, over your whole face and neck, or wherever else you need a LIFT! Some of us want to take a bath in it... Actually we have an amazing body lotion for that! (Targeted Action Body Lotion) You ll see a variety of other age-fighting supplements on the next few pgs. Finally, lets try Satin Lips. The first step is our Satin Lips Mask. It s a lip exfoliator. Scoop it ALL up out of well #8, smooth it on your lips in small circular motions. Apply it like frosting to your lips, think enough that you can still see the product. It only takes a minute or two for it to dry. Optional: PINK Game: quickly read through the PINK sheet while your guests fill out the PINK form. Use the one with the photo if your Director participates in the $100 drawing (cost is $5 per consultant for unlimited entries if customer wins so does her consultant. Now, take a clean corner of your cloth and remove the lip mask. Then, apply the Satin Lip Balm that s in well #9 to give your lips a satin finish for kissably soft lips. Don t you LOVE that? 8

9 Now, please turn to page 18 in your Beauty Book. We are going to play with Mary Kay COLOR. I have pre-selected some colors for you and I know you re going to love them. I like to call them learning colors because I want you to lean what Mary Kay color is all about. After we re done, I have several options for you to choose from or you can try another look at your follow-up appointment. EYES: (instruct them to peel the plastic off the eye colors on the color card and then talk them through one of the eye diagrams shown they can either use a little of the dark shade under their eye for a liner or you can give them an eye liner demo to try... Hostess can use our MK Brush Collection and you can give her your full attention, teaching her how to use the different brushes for her eye look cheeks, too) We will spend more time on application techniques at your follow-up appt. (Eyebrow Pencil only if necessary, an eye shadow shade that s similar to hair color can be applied with a sponge tip applicator for definition this is something that can be offered at her follow-up facial, too) MASCARA: (never re-dunk a mascara wand because it s not sanitary, have extra wands in case someone needs to apply more) When applying mascara, don t pump it because air gets in the tube and it will dry out your mascara, just twist. Also, you should replace your mascara every 3-4 months or bacteria can build up! Wiggle the applicator side to side as you apply the mascara for thickening and lengthening. We re using the formula today. CHEEKS: Take some color off the look card with your cotton ball. Deposit the color on your cheekbone, no lower than the tip of your nose and no closer than 2 fingers from the edge of the nose. Blend toward your ear, into hairline. Use the clean side of the cotton ball if you have too much color. The secret to beautiful color application is to blend, blend, blend. LIPS: (lip liner is optinal draw a thin, natural line typically it s easier if you line the V on the top lip and then start in the middle of the bottom lip and use light, feathery strokes outward the corners of the lips. Liner acts like a fence for your lipstick it keeps color from bleeding into fine lines) Peel off the Lipstick part of your color card, fold it back then press and pull off the color onto your lips. I have Lip Gloss to finish your look. Mary Kay gloss has light reflectors which give shine without highlighting lines or wrinkles, Good thing, right? 9

10 O.K.... You get to check yourself out! (have them hold their mirror out at arms length) Now, it s compliment time! Quickly share what you love most about each other s look. Oh, wait a minute... Did I give you guys a chance to WIN a prize? No? Well, lets do that right now... The biggest compliment you can give me is to refer me to your friends. I prefer to grow my business on referrals because it s more comfortable for everyone! So, it s wonderful women like you that help me share Mary Kay. Because I really appreciate referrals, I always offer a gift for each person that gives me 5 or more names. So, you can get FREE! It s that easy... yours FREE with 5 names and numbers. How many of you LOVED the Foundation Primer? Well, Mary Kay s lucky number was 13 so for anyone who has 13 names and numbers, YOU can take home the Primer FREE instead. And then, I have the ULTIMATE GIFT for the person who gives me the most names and numbers... the Ultimate Mascara! So, go ahead... I m giving you a couple minutes, get out your cell phones, whatever you need. You can write your names and numbers on the back of your profile card. Ready? OK... Start! Remember, the name only counts if you have the name and the number. (you clean up the table at this point, keep an extra MK bag or plastic bag in your Starter Kit for trash) If your guests used a Foundation Brush, you can offer it as their gift for 5 names/numbers. If not, you can offer a Concealer as their gift for 5 names/numbers. Now, turn to page 20 in your Beauty Book. Here are the products we used today. We started with our TimeWise 3-in-1 Cleanser and Age-Fighting Moisturizer. Foundation is the final, essential skin care step. This is our BASIC SET. As shown, it s 60. Adding the Day & Night Solution makes it our MIRACLE SET. As shown, it s 110. Next is Microdermabrasion... Refine is the scrubby step with the same aluminum-oxide crystals that detmatologists use Replenish soothes, calms & balances the skin, this step is crucial. You also see the Firming Eye Cream. It was the rich, creamy one that you tried on your wrist. The TimeWise Miracle Set, with Microdermabrasion and Firming Eye Cream make up our ULTIMATE MIR- ACLE SET which provides maximum age-fighting results, as show it s 195. Now flip to the next page and take out your SETS SHEET. 10

11 TIME TO ROMANCE THE TRAVEL ROLL UP BAG... HUG IT, RUB IT AND SHARE HOW AMAZING IT IS... Now I get to show our incredible Travel Roll Up Bag! Check this out, each pocket can come in and out for ease and convenience. It hangs up and rolls up for quick & easy travel. Some women fill it with their Mary Kay and some women fill it with their Mary Kay and stuff like deodorant, shampoo & conditioner, jewelry, etc. It is YOUR GIFT TODAY when you select any 4 SETS. You re going to LOVE it!!! So, I need you to make a couple notes on your SETS SHEET. Underneath where it says TimeWise Ultimate Miracle Set, write the number 3. Next to the TimeWise Miracle Set, write the number 2. Next to the Age-Defying Set, write the number 2. Under the Sleek and Simple Set, write custom and the number 48. Now, let me explain what all that means... The TimeWise Ultimate Miracle Set counts as 4 SETS The TimeWise Miracle Set counts as 2 SETS The Age-Defying Set (Microdermabrasion & Firming Eye Cream) counts as 2 SETS The Sleek and Simple Set is our Mini Compact filled with your choice of 3 eye colors, 1 cheek color and applicators. Chances are, you ll probably want some other color items like eyeliner, lip liner, mascara, concealer, brush collection, etc. You can customize your set. As long as it s at least $48 it counts as a SET. Now, let me tell you all the ways you can get Mary Kay... Cash, Check, Credit Card Husband Plan: some with cash, some with a check and some on a card, it s harder to track that way hee! 1/2 down, plus the retail tax: you can share your follow-up with a few friends and get the rest at a really good discount or FREE Ready for the really FUN part? If money were no object, I want you to circle all the sets you d like to take with you today. Now, does anyone need to leave early? OK then, lets start with you. (Hostess) will serve refreshments while I meet with each of you individually to answer questions and make some notes for my records. (tell them what order to come see you) 11

12 In a separate area living room, dining room, etc. have your set up for individual close: Datebook/Beauty Book/Look Book/Sales Tickets/Pens/Calculator Display trays filled with eye/cheek colors and Brush Collection SHOT Hostess Brochures (extra sales tickets & Look Books) Team Building DVDs/Literature Sit below the guest on the floor and ask the following questions Did you have fun today? 2. I m curious to know what you liked best about the skin care you tried? 3. What did you learn today that you didn t already know? Lets look at your SETS SHEETS... (lay a Travel Roll Up Bag filled with all the products on her lap) Lets just quickly review all the products. If you know you don t want a product or you know you ll never use it then lets take it out of the bag. Leave anything you know you want today in the bag and all other products we ll put in a maybe pile. This will really help me to best service you in the future. Sound good? OK, lets get started. (start with the Basic Set and go from there... add her product total. If she gets any 4 sets, or she s over $200, she gets the Travel Roll Up Bag FREE) How would you like to handle this? While we re together, lets pencil in a date for your follow-up appointment. I realize you might not have your calendar here but lets get a starting point. If you find there s a conflict, it s not a problem to change it. What s better for you, during the week or weekend? Daytime or evening?, can I ask you a question? (look over her maybe pile or show her a basket of supplements) If I told you that you could get these for FREE or for next to nothing, would you want to? Great! Well, when you share your follow up appointment with a few friends, I will work to earn you these products for FREE or next to nothing. (hand her a SHOT Hostess brochure and explain how it works) Thank you for coming. Please let (next person) know I m ready for her. Use the PINK GAME FORMS to gather your guests interest level. Determine next step for A s (either fill out Agreement or send Evite). Give B s & C s team building information and next step for follow up. Tell your D s you ll add them to your Preferred Customer List (mailing list). 12