With Love & Gratitude, Melissa A. Mays

Transcription

1 DIRECTIONS & TIPS: 1 You can use the company s Flip Chart as-is, OR, you can use my words and the company s great presentation photos on the front side (what your guests see). Print off your pages, purchase page protectors and insert pages. Place in the Flip Chart that came in your Starter Kit. I highly recommend that you add pictures of you, your family, and your GOALS. Ask and ye shall receive! Give people a glimpse into your HEART and keep your VISION CLEAR! Don t believe the lie that you don t have an incredible story to tell! Your story will GROW along with you and it will get better and better all the time! You will also be sharing the Mary Kay story which is one of LOVE, COURAGE, PASSION, BELIEF, COMMITMENT, and EXCELLENCE! You have one hour to positively impact the woman across from you or around the table. Show people what you & Mary Kay stand for! This is your platform! You have the POWER to make a DIFFERENCE!!! PRACTICE, PRACTICE!!! Stand in front of a mirror and practice your presentation. This is how you will become a PRO! I promise you will get BETTER & BETTER! You hold in your hands an incredible tool that will help you bridge the gap between where you are today and where you want to be! By conducting your MK appointments, you will sharpen your skills in presentation, communication, stand-up comedy (JK LOL), coaching, leadership and more! This will in turn build your CONFIDENCE! The more confidence you have, the MORE money you will make. The more money you make, the more CHOICES you will have. What started as a way for me to get a discount on the product and maybe make a little extra money on the side, has turned into so much more! It has TRULY changed my life forever! I am eternally grateful to the customers that have supported my business and most importantly to our founder Mary Kay & my mentors who have blazed a trail for us. They planted the seeds to the success tree we sit under today. Because of their choices, I have grown into the confident woman I am today! And I applaud you...for having the COURAGE to ACT on your dreams! I pray that you will NEVER STOP DREAMING! Don t EVER give up! If you get to the end of your rope (it will happen), tie a knot and HANG ON...and call your Director! ;-) In the words of our incredible founder Mary Kay Ash, YOU CAN DO IT! With Love & Gratitude, Melissa A. Mays

2 Packing for Your Class 2 Starter Kit Bag This is your office-on-the-go. I carry mine EVERYWHERE. I d suggest keeping your party supplies separate in a Rolling Crate so it s not so heavy. You can set your small purse inside the middle of your Bag. Money Bag: sales tickets, calculator, pen, change. Hostess Packets: Look Book, *Hostess Flier, 5 Sales Tickets -or- *Outside order form, Steps to Success Brochure or *Starter Kit Flyer, *Hotline Card (10-20 Packets put together at all times, 3-4 in Starter Kit bag) Calendar: MK Date Book or phone, use only one for your ENTIRE LIFE, highlight your available appt time slots ahead of time. Makeover supplies: (all this comes in your kit!) Facial cloths, color cards, mascara wands, sponge tip eye applicators, skin care, eye makeup remover, and foundations. Extras: Wash cloths (they remove the product so much better & once you buy them you have them), hair clips, ink pens, cotton pads for removing eye makeup, cotton balls for cheek color. Roll of double tickets. For doing the door prize games. *You can find the fliers mentioned on RESOURCES.

3 Look Like a PRO! 3 This is a more advanced supply list that a seasoned Consultant or Director would use. Beauty Coat!!! INSTANTLY look like you know what you re doing! Available at mkconnections on for $49. Wear it over a dress or skirted outfit. (appropriate & professional length is at the knee) Rolling Crate You can find these online or at Office Depot for around $25. Put all your other supplies in this crate. Pack table cloth on top since it s the first thing on the table. Set Starter Kit bag on top and roll in to appointments! Stream-line your packing and your job looks easy! Roll Up Bag (fill with demo products in order of how you use them) Pocket 1: Satin Hands Set Pocket 2: 3 in 1 Cleanser ND, SkinVigorate Brush, Eye Makeup Remover Pocket 3: Day & Night Solution, Satin Lips, Firming Eye Cream, Micro-Dermabrasion. Optional Supplements: Deep Wrinkle Filler, Eye Renewal Cream, Serum C. Pocket 4: Moisturizers: Age Fighting (both N/D & C/O). Optional: Repair Day Cream, Botanicals #2, Clear Proof. Compacts Custom Compact Naked Palette Sweet Cream, Crystalline, Honey Spice, Granite, Rose Gold. TIP: Add peel & stick magnet to the side of compact where applicators go to add more storage! The following 4 shades I put on the far right side of compact & can be used to fill in brows! Hazelnut-Red or Strawberry Blonde Driftwood-Blonde Espresso-Brunette Espresso or Coal-black hair You can apply Brow Gel first to shape brows then add appropriate eye shadow on top. This will grab and waterproof the color. My best 2 selling brow pencils are the Classic Blonde & Brunette. Keep them sharp for the best application! Brush Set Hostess only! Include Liquid & Mineral Foundation Brush, Concealer/Cream Eye Color Brush. I have a new Brush Set wrapped in cello for my display that I put in the center of the table. (OPTIONAL) Acrylic Caddy or extra Roll-up Eye Makeup Remover, Brush Cleaner + cloth or paper towel, Compacts, Cream Eye Color (sug. Beach Blonde or Apricot Twist), Lip Gloss (sug. Fancy Nancy, Shock Tart or Café Au Lait), CC Cream all 5 colors, Foundation Primer, Oil Matttifier, Transluscent Powder, Mineral Powder Foundation Ivory 1 & 2, Beige 1 &.5, Concealers (Ivory 1-2 or your preferred shades), Under Eye Corrector, Lip & Eye Liner Samples or Gel Eye Liner. Compact 2 Bronzer/Cheek Color: Bronzer on top, Cheek Color underneath I love the Ripe Watermelon or Juicy Guava! You can store your CC Creams in the mesh bags that your Mirror/Trays came in. You might eventually want to invest in some liquid foundations to demo to your customers who want a more full coverage look. There s a great Foundation Organizer on

4 SETTING THE TABLE 4 I like to use a black table cloth. You can even use a small mirror or decorative tray to place products on in the center. This creates a high-end dept store or boutique look. Placemats. You have some great ones that came in your kit. I have a custom Placemat on my website that has additional sets that are not on the company version. Until you build your inventory to include more products, just use the company version for now. You can print and laminate or purchase my version at the meetings. Pens can be turned into a centerpiece by attaching flowers or feathers. Florist or electricians tape works great to wrap around the stem and pen! Pink tray inserts can be printed off or ordered from They show the order of products used and really make the trays pop. Add some dazzle to your Roll Up Bag with a nice bow around the handle. Try to keep your Roll-up clean. Remember, the EYE buys! Imagine how unappealing a dirty department store window would be. Same thing! Occasionally you need a new one. You can donate your old ones or use it as a prize. Most people don t mind if it s gently used! I like to wrap a NEW (un-used) Brush Set in cello and place at the center of the table since this is one of my Perfect Party options. Then I have one I use on the Hostess. Clean these after every appointment. Have hair clips or headbands at each place setting. Get your washcloths wet, place in a bowl, then have helper micro them if one s available. I prefer real washcloths over the throw-away kind. They remove the cleanser better! When you arrive, set up your 1-on-1 Office, Starter Kit, inventory, away from table for Individual Consultations. If you have inventory I suggest bringing it in (neatly in inventory cases) to save you time putting orders together. Definitely bring it in if the weather is unfavorable! #swampwitch, #sweatingyourweaveout, #freezinyourgiblets I ve even backed my car into Hostess s garages before if it s pouring down rain so I can carry my stuff in without getting soaked!

5 Kitchen Coaching & Party Prep 1. Arrive at least 30 minutes early & show gratitude to Hostess. Thank her for having you over! 2. Remind her to hold refreshments until the end of the class. 3. Give Hostess the washcloths to get wet and put in a microwave safe bowl. (will microwave them about 1-2 min when applying cleanser later) 4. Demo Satin Hands on the Hostess and have her pamper her guests with it as they arrive. 5. Start the 4 Point Recruiting Plan. Point #1: Ask hostess: Who s coming today who would be good doing what I do? (Just listen.) What about you? (Have courage to ask. Don t respond or try to overcome any concerns. Respond with:) Well, just watch me today and see if you think you would ever want to learn to do what I do, I think you d be great! 6. Discuss hostess s colors she will use during the color segment. (New Consultants use color card. Eventually you can order the Dash Out the Door products) 7. Set up the table. Put the Hostesses gift at her tray to signify her spot at the table. If you have them, place the Perfect Party gifts in the center of the table (Roll-up Bag, Brushes, Compact, Skinvigorate) For guests that pre-registered, place their Profile at the table along with their *gift. (can be a sample of the Masks, Hand Cream, or a color goody bag with color card, Eyeliner and Mascara sample) 8. As they arrive, greet each guest with a double handshake-firm grip shows confidence, 2nd hand on top of hers shows gentleness, lower your body a bit in honor & use her NAME as you say,, so nice to meet you. 9. Have each guest fill out the Profile Card. If they pre-registered, have them just put their name, date, and Hostess Name on profile. They will still use it to take notes on the back. *Do your best to start ON-TIME. Do not wait for late guests. That insults the ones who showed up on time. 5

6 Are you READY to get STARTED? First I want to GET TO KNOW YOU BETTER. Tell me your name, and a little bit about yourself. Shows only: >> How you know the Hostess and what you love most about her. If you ve ever tried Mary Kay in the past, tells us your favorite product and why. If you haven t tried it, one thing you d like to change about your skin. Okay...here s what you can expect: This will be your first of two appointments you get with me. Tonight/today we ll assess your skin care needs and try the Ultimate in anti-aging Skin Care...the Time Wise Miracle Set. Next, we ll try some fabulous color. When we re done, I m excited to get your opinion of the products you tried today and answer any questions that you may have. In a week to 2 weeks, we ll conduct your Check-up. At that time if we need to make any adjustments in your routine, you can exchange or get a refund on your products because we have a 100% Satisfaction Guarantee! You are also welcome to share your appointment with friends to earn some of these amazing products for FREE!!! **see Hostess Plan below Shows only>> I will be helping the Hostess with a **Customized Look. I ll show her how to apply it herself using our Professional Brushes. You ll be doing your own makeup tonight but don t worry, every one here will get a Check-Up appointment with me and I ll show you what colors to wear and how to apply them. We can schedule that when we finish here tonight (OR today). We also have a FUN GAME called if it s FREE it s for ME!!! Everybody gets a ticket for coming but every time you hear me say the word FREE, you say ITS FOR ME and you get an extra ticket for the door prize! (Present Hostess her gift...look her in the right eye & use her name) I want to say thank you to our Hostess: I genuinely appreciate you for sharing me with some of your friends. What I love most about you is (sincere compliment) As a thank you, I d like to present you with a *special gift for having me over and sharing me with your friends, which is a HUGE compliment to me! **HOSTESS PLAN: For sharing me with 2 or more 18 or older friends you get $75 for only $35 regardless of sales so there s no purchase required, -or you can earn up to 20% of you total sales in FREE PRODUCT with 2 bookings, 15% with 1 booking, or 10% with no bookings. So we definitely want to help her to get the 20% of sales! You can also earn a BONUS gift: Roll-Up Bag, Brush Set, Compact or Skinvigorate Brush...when she has what we call a PERFECT SHOW: $250 or more in sales, 2 Bookings and 2 Career Chats...which is where I buy you a coffee and share some quick info about our career opportunity. It may or may not be for you but you get a 50% off product just for listening, and you ll get entered to win $100 in FREE Mary Kay products! Plus, I would love to hear more about you and your dreams! Which gift would YOU personally pick? Write that at the top of your Profile Card and I ll help you earn it. *My favorite is a empty Color Display Tray. They always want to fill em up!!! **Sampler minis like hand cream, eye makeup remover, extra emollient night cream, PCP gift, discontinued product wrapped cute. 6

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8 And thank YOU guys so much for coming to support. I know that means the world to her! And I also really appreciate you guys being here because you re helping me achieve a big goal of earning a and all I have to do is faces by the end of this month to get it. agreed to help me and I m so grateful for her support. At your Check-up appt, you can share me with 2 or more friends and for helping me, I ll hook YOU up with the FREE PRODUCTS!!! *You can choose your goal of 15, 30 or 40+ faces per month to achieve your Star Goal. Use a dry-erase marker to draw smiley faces or write the names of the ladies that try the product. Star Tracking Sheets available on RESOURCES, GOAL SETTING. 8

9 HOSTESS CONTEST: FREE GIFT for my #1 Hostess! CA$H for the area s #1 Hostess Chance at CASH for every $100 sales all quarter long!

10 So I have a question for you. Do you like FREE CASH & PRIZES??? My #1 Hostess for the quarter ending will win a FABULOUS GIFT from me! #1 in the area wins CASH at our Hostess Contest where they get to compete for CASH & PRIZES! Top 10 Hostesses are guaranteed a gift! (optional) My Top 3 get to ride with me and we ll grab dinner before the event! Everyone who makes a purchase also gets to come and could win cash & prizes because it s also Customer Appreciation Night! There will be an incredible guest speaker there and you re guaranteed to be happy & inspired for at least 3 days after! Plus, if we re the Unit that has the most people there, we win a TEAM SPIRIT TROPHY that we get to keep until the next quarter. It also earns us SERIOUS bragging rights! I really believe we can WIN IT but we need your help!!! For an extra ticket, pull your phone out and mark your calendars for at! 10

11 Before we get started, I d LOVE to share with you WHY I LOVE MY MARY KAY! I m from. (I m single/married/kids) Before (or in addition to) Mary Kay I... I was introduced to the product & opportunity I d like to share with you the 6 reasons why women like me have decided to start a Mary Kay business: #1 MONEY. Who has ever thought to themselves, I NEED MORE MONEY.? (RAISE YOUR HAND) I got so tired of feeling like I never had enough to do what I really wanted to do (or constantly telling my family NO) If you had an extra $300-$400 a week, what would that pay for? (let them throw out some answers) My business is currently paying for (or has paid for) #2 RECOGNITION. How many of you feel you are OVERWORKED and UNDERPAID? I totally get it! How many of you get a round of applause, a diamond ring, a designer handbag, or a luxury trip around the world for keeping your house neat & tidy or killing yourself at your job? I didn t think so. Neither did I. Now, MARY KAY is showering me with amazing gifts just for doing my job! (you can show or share something you ve earned...bracelet, Star Prize, etc) #3 SELF-CONFIDENCE. Have you ever felt like you were...not ENOUGH or you just felt STUCK? All it takes is 5 minutes on social media where you get sucked into the comparison game. You feel like everyone else s life is PERFECT and yours, well, not so much! Same old, same old. And here s the deal, if you have kids, you cannot give them something you do not have! And if you re not growing, giving or sharing your God-given gifts with the world, I promise you are unfulfilled. Before Mary Kay I always felt that, IS THIS IT? SERIOUSLY? (share your experience or a story about how you have GROWN because of your MK) #4 CARS. How many of you would have more money if you didn t have a car payment, or have to pay for tags, tax OR insurance? Just figure up how much that would save you in a year??? What could you use all that extra money for instead? (share your personal car goal or how many cars you and/or your team has earned.) #5 ADVANCEMENT OPPORTUNITIES. How many of you would have to wait until your boss died or retired before you could get a raise or move into their position? In Mary Kay, you can move up the career path anytime you want and there s always someone there to support you in reaching your goals. You re in business FOR yourself, but not BY yourself. AND FINALLY. #6 BEING YOUR OWN BOSS. One last question...have your ever fantasized about what it would be like to work from home and have NO ONE to tell you what to do, no one to get permission to take a vacation and no one to give you an attitude if you needed to stay home with a sick child or care for an aging parent? No one should EVER have to choose their job over the PRIORITIES that they hold dear. In fact, our founder MARY KAY ASH told us to keep our FAITH FIRST, FAMILY SECOND, & CAREER THIRD. She said in that order, everything works. Out of order, it just doesn t work! 11

12 So WATCH me today (tonight) & SEE IF YOU THINK YOU D LIKE TO LEARN MORE ABOUT WHAT I DO. Mary Kay always said there s a future consultant sitting at each party so I wonder who you think it might be? (they ll either all look at you or all point for one person just laugh and say) Well, you never know! Right now I am EXCITED to be building my business in this area and am looking for women this month who are looking for a great opportunity to run with. Women who: have untapped talent and potential & feel they are worth way more than they are being paid. want to be a part of something FUN & EXCITING and need some ADVENTURE in their lives. want to put their FAITH & FAMILY FIRST. who are courageous and resourceful. want to be involved with a debt-free, rock solid, family-owned, faith-based, environmentally conscious company that is considered to be the GOLD STANDARD of companies today. Did you know that MARY KAY was voted the GREATEST FEMALE ENTREPENEUR in American History AND we were voted to be in the TOP 100 BEST COMPANIES TO WORK FOR? Pretty impressive! For a ticket, can you guess who was voted the greatest male entrepreneur? 12

13 Cut out and paste over the 3 pictures on the front side of page 13 OIL FREE EYE MAKEUP REMOVER SAFE FOR CONTACTS SAFE FOR SENSITIVE EYES REMOVES WATERPROOF CONDITIONS LASHES KILLS EYE MITES

14 Now, are your READY to try the product? I need my helper to PREPARE THE WASHCLOTHS. (You can get them wet with hot water or put them in a microwave safe bowl or Ziploc and heat them up for 1-3 min) How many of you don t wash your face before going to bed? (raise hand) Don t worry, I m not judging you! Did you know that your FACE AGES 13 DAYS every night you don t wash your face. You can even get bugs in your eyelashes called eyelash mites if you don t take your makeup off at night! Can we all say..ewwwwww!!! So we want to make sure we re washing our face twice a day & ESPECIALLY before going to bed. Let s start by removing your eye makeup using our Oil Free Eye Makeup Remover. Just apply it using two cotton pads, lightly press it to your eye lids and hold for 10 seconds as I tell you about this FABULOUS product. SAFE FOR CONTACTS SAFE FOR SENSITIVE EYES REMOVES WATERPROOF CONDITIONS LASHES Leaves no greasy residue. It even gets rid of those nasty bugs we talked about! That s why I call it The Critter Getter! Flip over your cotton pads and count to 10 again. Then, gently wipe it away. 14

15 LET S TALK ABOUT YOUR SKIN & HOW TO STOP aging with the TIMEWISE MIRACLE SET Did you know the skin is the largest organ of our body and its protects us from disease and infection but receives the least amount of care. And most women spend more time & money on their hair! Truth is, you can always buy more hair, but you can t buy NEW SKIN! When you re young your skin regenerates in about 24 to 48 hrs. Mature skin can take up to 120 days! The GOOD news about your skin is it can regenerate itself as long as it s getting the 5 essentials for healthy skin which are: 1. Cleanse. This removes makeup and impurities. 2. Exfoliate. Removes dead surface cells that dull the skin. 3. Freshen. Tones the skin and refine pores. 4. Moisturize. Keeps skin hydrated, soft, smooth, and more firm and lifted. 5. Protect. It s critical to protect your skin from the sun and environmental damage. Let s start by using the 3 in 1 Cleanser for Normal skin...also available in a foaming cleanser for Combo/Oily Skin. Always apply your Cleanser in an upward and outward motion. Remember this: Up is young, down is old! Your Cleanser takes care of the first 3 steps to healthy skin. It cleanses, exfoliates and tones. As you massage the cleanser into your skin, the micro-beads go to work! You re treating your skin to a facial just by washing your face every day! Now, just remove it with your damp wash cloth. 15

16 BEFORE WE MOVE ON TO YOUR MOISTURIZER, LET S TALK ABOUT SUPPLEMENTS Today I have a special treat for you! The Day & Night Solution, or what I call the Fountain of Youth can be added to your Time Wise Set to make it a Miracle Set! These 2 little bottles deliver 7 additional anti-aging benefits. These are like pure vitamins that will protect and renew your skin. You want to apply these to clean skin! So use them after cleansing and before moisturizer so they can really do their job. Day Solution: Protects & shields the skin from UVA/UVB rays with SPF 35. It has calming peptides that relax expression lines. Contains antioxidant vitamins A-C-E that neutralize free radicals. I call it an ACE for your FACE! When you cut an apple in half and leave it out too long, what happens? Turns brown. What can you do to prevent that? Lemon or orange juice. The Vitamin C in that neutralizes free radical damage! It also contains light diffusers that soften the appearance of fine lines & wrinkles. Night Solution: (let them try this on their hand or décolleté) Repairs your skin while you sleep by counteracting daytime damage with botanicals and peptides. Restores elasticity and firmness, and helps fine lines and wrinkles fade away. The little microcapsules or Nutribeads burst to deliver a fresh supply of antioxidants and vitamins which are essential for the renewal process! OPTIONAL: We have other great supplements like our *Serum-C, Vitamin C Activating Squares, Volu-Firm Lifting Serum or Tone Correcting Serum -or a weekly skin treatment like Micro-Dermabrasion, Charcoal Mask, Glycolic Peel or acne products. If you lift up the top copy of your Profile Card it will tell you what other products you could add to your personal skin care regimen. CHARCOAL MASK: Skin has a natural exfoliating process. Sometimes this process doesn t work as effectively as it should, so oil, bacteria and impurities get trapped inside pores. Here s how it works: Our triple-action charcoal mask acts like a magnet to deep-clean pores, and reduce shine. It removes DOUBLE its weight in impurities! You can actually see this mask go to work as it gradually becomes lighter the longer you leave it on and gets darker in the areas where it s really pulling out impurities. It delivers a gentle cooling sensation as you smooth the formula across your face. It features an effective complex of Botanical extracts including rosemary and peppermint to awaken your senses. It also contains honeysuckle and navy bean extracts shown to target the appearance of skin discoloration. MICRO-DERMABRASION: It IMMEDIATELY REDUCES the appearance of FINE LINES and skin discolorations. It also minimizes & tightens pores. I call it the SUPER MAGIC ERASER for your face. Take years of damage off INSTANTLY! Here s how it works: Congested pores can lead to stretching of the pore wall, making them look enlarged. Refine is a physical exfoliator with alumina oxide crystals, which is what the plastic surgeons use in their expensive treatments-average cost $150-$500 per treatment. Pore Minimizer contains Persian silk tree bark extract and soy bean extract which are shown to tighten skin. It also contains sea whip extract and evodia fruit extract which have been shown to calm, comfort and reduce any appearance of redness. Use 2-to-3 times a week to dramatically improve skin texture. (More details on page You can talk about other supplements especially if it s a 1 to 1 based on what they selected on their profile cards. If they registered on your site, you can print out the product suggestions and go over them. Keep it simple at your shows and don t overwhelm them with too much info! Don t give it all away on the first date.) 16

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18 TimeWise Firming Eye Cream

19 The next product is our TimeWise Firming Eye Cream. For a TICKET, what FINGER should you use whenever touching your eye area? (ring finger) WHY is that? (weakest finger) Apply Firming Eye Cream with ring finger under eye & crow s feet area. This ONE product has multiple benefits: brightens, tightens, firms and moisturizes to fight wrinkles. I call it an INSTANT EYE LIFT! Have you ever noticed how the 1st place women show signs of aging is around the eyes? That s because: Skin is thinner (only ¼ as thick as anywhere else on the face) We touch our eyes a lot, and don t have as many fat deposits under our eyes as we do in our cheeks Fewer oil glands directly under your eyes 19

20 The Ultimate Miracle Set

21 That completes our Skin Care treatments how does everyone s skin feel? That s after just ONE use can you IMAGINE the results you could see after using it consistently morning and night for three months? Ok, let s do a quick review (holding up the products) This is the Basic Set, which includes the cleanser & moisturizer this covers the 5 basic steps to good skin care which is a great place to start if you want to take care of your skin, but want to keep it simple. When you add the Day & Night Solution (hold up the products) the Basic Set, it becomes the Miracle Set and your results double. Then when you add the Microdermabrasion + Firming Eye Cream (holding up the products, with the entire ultimate miracle set lined up) you have the ULTIMATE experience in anti-aging, which is why we call it the ULTIMATE MIRACLE SET. You ll get some GREAT BONUSES tonight for each of these sets, which we will go over at the end. The Miracle Set has earned the Good Housekeeping Seal of Approval*! That alone says a LOT about the quality of our products. Mary Kay makes it so easy to fall in love with our products b/c the QUALITY of the product for and incredible PRICE you cannot beat it. And because our products are very concentrated, it lasts forever! *The Good Housekeeping Seal is an emblem of their Consumer Policy which offers a limited warranty in the form of a refund, repair or replacement if the product carrying the Seal is found to be defective within two years of purchase. 21

22 The Satin Secret

23 Now you re going to try an all-time favorite in Mary Kay. Is anyone here addicted to chap stick? A lot of chap sticks have ALCOHOL in them which dries out your lips, so you have to keep putting it on. Satin Lips helps to actually cure chapped lips, not just soothe them b/c it gently exfoliates the dead skin cells & deeply hydrates. Let s go ahead and apply the Lip Mask it works best when it dries for a minute. The secret is you can t moisturize dead skin. You have to exfoliate it off then moisturize. Now let s take off lip mask and apply Lip Balm. One application of the BALM is CLINI- CALLY PROVEN to HYDRATE for at LEAST 6 hours which is crazy! I can put it on my lips at night before I go to bed & I can still feel the results of it in the morning. Both of the Satin Secret products are one of Steve Harvey s favorite products! He has talked about it on his daytime TV show numerous times. Search Steve Harvey Mary Kay on Youtube to check out the video! 23

24 We will finish with CC Cream a Complexion Corrector. There s a LOT going on in this little tube (begin applying) it protects your face from the SUN minimizes REDNESS it BRIGHTENS your skin conceals DARKNESS reduces signs of AGING you name it it does it & is SO LIGHTWEIGHT Even my customers who say No way I don t wear foundation they go crazy for this. Some of you may want more coverage for your foundation & if so, that s something we can match at your 2nd appt. We have insane foundations, like Mary Kay is FAMOUS for our skin care & foundations + mineral powder. One last thing, everyone always asks if we have anything to make their bodies look young & beautiful, and the answer is YES WE DO!!! You can use the CC CREAM on your chest, arms and legs. The CC Cream also helps hide those nasty little spider veins! If you want to add the look of a sun-kissed tan, you can use a darker shade! You can apply it alone or mix it with your favorite moisturizer. I like using our Targeted Action Toning Lotion because it helps with stretch marks, and tones up your skin! Then you can TAN & TONE your skin instantly! You could also use our Smooth Action Cellulite Gel Cream to shrink fat cells and flush out toxins that are trapped in your skin, which cause that hail damage appearance! 24

25 You can come early and do the Hostesses Look before the party, or you can assist her during the party. While the hostess is applying her customized glamour look with the Professional Brush set, guests will use the Color Card based on their eye color. OPTION 1 COLOR CARDS Ok, are you ready for a quick touch of color? Peel of the plastic coating, use your sponge tip applicator and follow the diagram for applying eye shadow. Use your cotton ball to apply your cheek color. Quick tip: lightly dab the cotton ball instead of rubbing it in the color because it is pretty intense so go lightly with it. Start at the hair line and dab on the apple of the cheek stopping about 2 fingers from the side of your nose. Use your finger to dab on your lipstick! Use your wand to apply your mascara. (or you can use Ultimate Mascara samplers) At your Check-Up Appt, you ll get to use the Professional Brush Set like the Hostess did. OPTION 2 DASH OUT THE DOOR (Supplies needed: Cream Eye Color in Beach Blonde or Apricot Twist, Bronzer, 2 or 3 of your favorite Lip Gloss shades...fancy Nancy, Café Au Lait, and Shock Tart are my favs! Hostess uses Color Card or you can demo mini compacts with a look for green, blue, hazel and brown eyes with a neutral cheek color. You get the hostess going, then transition back and forth between the rest of the table & the hostess.) Ok, are you ready for a quick touch of color? While the hostess is applying her customized glamour look with our Professional Brush set, you all will do what we call the dashout-the-door look it s a fast, fun look that will brighten up your eyes, but take less than 2 minutes to apply. At your Check Up Appt, you will get your own customized glamour look. Use either your finger or sponge tip applicator to sample our Crème Eye Colors. Use your wand to apply mascara (or you can use Ultimate Mascara samplers) Choose a lip-gloss color, swipe it on your tray and apply it with your finger and then Use your cotton ball (or brush) to apply a touch of Bronzer to your cheeks, hair line, and under the jaw line and chin. OPTION 3 COLOR AFTER CLOSING (great option if your party ran long and you need to save time) Ok, now that are skin has been pampered, we re going to find out how we can take home some of these amazing products. While I m meeting with everyone at the end, I have goody bags (or Color Cards) for everyone so you can apply a beautiful Color Look while you waiting for your 1 on 1 Consultation and enjoying refreshments. 25

26 IF YOU SKIPPED COLOR move on to the NEXT PAGE.. IF YOU DID COLOR, COMPLIMENT TIME: Everyone take your hair-band or hair clips off, fluff up your hair - hold your mirror at arm s length, & tell yourself you DANG, I LOOK GOOD! Look at yourself from out here (hold your arm out) that s how people see you, not right up here (by your face). We like to look super up close and nit-pick, but that s not how people see you! Now we re going to do compliment time - so turn to the person next to you and tell her what you love most about her look (give them like 30 sec to do this). Now let s finish with the hostess since she looks the best, WINK WINK! what do you love about her look? At your Check-Up appt we can fine-tune your look to make sure you re looking and feeling your best! Just a reminder, we re trying to help our Hostess earn her Perfect Show gift so when you agree to share your Check-Up appointment with friends, you earn discounts and FREE product plus you can help her earn her gift! Plus, you ll be helping me toward my goal of faces in the next days and I truly appreciate that! 26

27 Now I m going to show you how to get some of your products and your very own Roll-Up Bag tonight at HALF PRICE! Let s take a look at your Beauty Menu. Let s start with the Ultimate Miracle Set. This is your absolute BEST DEAL! This has everything you need your 3 in 1 Cleanser & Age Fighting Moisturizer, your Day & Night Solution, your Micro-Dermabrasion Kit, your Firming Eye Cream and your choice of CC Cream or Foundation! The Ultimate Miracle is 199 You also get a BONUS (everybody say BONUS!) any 3 products for 50% OFF! You can use your bonuses tonight, or you can bank them and they never expire. If you DO use them tonight though, you can use them on a whole set! Time Wise Repair Collection. This includes your VoluFirm Foaming Cleanser, VoluFirm Lifting Serum, Day Cream, Night Cream, and your Eye Renewal Cream plus CC Cream or Foundation. The Time Wise Repair is 225. You also get a BONUS any 3 products for 50% OFF! Next, we have the Miracle Set. This includes your Time Wise Basic Skin Care + CC Cream or Foundation, Day & Night Solutions from 115. BONUS any 2 products for 50% OFF! And we have the Time Wise Basic. This set delivers the five basic essentials of good skin care for 64. It includes your Cleanser, Moisturizer, and CC Cream or Foundation. BONUS any 1 product for 50% OFF! And with any Skin Care Collection, you will also get your $35 TRAVEL ROLL-UP BAG at 50% OFF! 27

28 Okay ladies. I want you to think about a time when you bought a fabulous dress for a very special occasion. Maybe your prom, wedding, a cruise, or you high school reunion. Think for a moment how much you spent on just the dress itself. Then, what are some things you bought to go with the dress? (shoes, jewelry, handbag, wrap, etc.) Total up what you spent on that whole outfit. Somebody tell me off the top of your head how much you spent? Now I have a question for you. How many times in the last week did you wear that outfit? (none!) Isn t it crazy we spend that much money on something that makes us look and feel fabulous ONE TIME, when these products you just tried you ll use EVERY DAY and night and they will make you look and feel fabulous for the rest of your life! I know you have a lot of choices when it comes to products, so why would you want to shop with me?! First of all, you are supporting a local small business owner! Your purchases directly impact me and my family and I m so GRATEFUL for that! As your Personal Beauty Consultant, I promise to provide EXCELLENT CUSTOMER SERVICE. Shop from your seat, not on your feet 24/7 on my website with FREE shipping or delivery Save 40% on average compared to what you d spend at department stores who have to pay an expensive lease! I give you 5% back on all your purchases for the year in free product at Christmas FREE GIFTS on purchase of $40 or more & I provide Gift Services for you or that special someone Be sure to send me a friend request and LIKE my Mary Kay page. You ll get Invitations to FUN events like BUNCO, and MAKEUP WORKSHOPS. You can also get SPECIAL SECRET DEALS!!! You can LOOK GOOD & DO GOOD! By washing your face with Mary Kay... You are saving animals because we support the fight against animal testing. You are helping with Pollution prevention! We use recycled paper products for our packaging, & we plant trees for every retired compact! You help eradicate Cancer and help stop domestic violence against women and children. Our charitable foundation raises millions of dollars for these 2 causes and 97% of the money gets donated directly to them! Isn t it great to know that YOUR purchases have that kind of POWER??? 28

29 Now, flip your Profile Card over to the back and we ll answer some quick questions together. This is the last chance for tickets. First, if money were no object, what set would you LIKE to have show up in your bathroom tonight? Repair, Ultimate, Miracle, or Basic? Write that down on question #8, your WISH LIST. In addition to the 3 featured SKIN CARE sets, what other products would you LOVE to have? Go ahead and add those to your WISH LIST too. If you know for sure what you just HAVE TO HAVE, write that on #7. At the bottom of your Profile Card in the pink section that says FOR IND. BEAUTY CONSULTANT ONLY, write down a 1, then drop down a line & write 2, then 3, and 4. #1 Out of the 6 REASONS WHY, MONEY, RECOGNITION, SELF-CONFIDENCE, CARS, ADVANCEMENT, BEING YOUR OWN BOSS, what is most appealing to you? #2 On a scale of 1-10, rate your interest level in the business. 1 = I d rather eat dirt, NO 5 s-that s on the fence, 10 = sign me up #3 What would be your biggest concern that would hold you back from giving it a try? #4 Right I m looking for quality women that are looking for SOMETHING MORE, and I have a goal to get an opinion from customers in the next 15 days about our business opportunity. If you like can meet for coffee, my treat, and we can chat. You get any product at 50% off and get entered to win $100 in FREE MARY KAY. It may or may not be for you and that s totally fine. I will not try and talk you into this. Remember, I need good customers too!!! SO write YES, SURE or NO on your sheet. YES means I d love to help you with your goal and I m actually interested in learning more. SURE means I like helping women meet their goals so I am willing to help, but I m not interested in the business opportunity. NO means I don t like helping other women with their goals. JK. You re just not really interested in doing that right now and that s ok. 29

30 Ok, so last thing ladies, we re going to play a **QUICK GAME**. Raise your hand if you had FUN! Ok great! Pull your cell phones out. Write down whoever comes to mind if they had been here, they would have had FUN. Thank you in advance for referring me to your friends and family. I m really honored by that and I will treat them with the utmost care and respect. For every 5 names, you get an extra ticket. If you text them and see if they d be ALL IN for a GIRLS NIGHT with you, the person who has the most respond back before we leave gets this AWESOME FREE GIFT!!! (product mini like hand cream, mascara or eye makeup remover, etc.) Thank you again ladies! I hope you had as much fun as I did and I so appreciate your time and your attention. You were the BEST group ever!!! Whoever needs to leave first can go ahead and grab your Profile, Beauty Menu and come with me. (Encourage hostess to serve refreshments at this time and start your individual consultations. If everyone is doing their color at this time, the Hostess can assist them.) 30

31 Private Consultation Did you have a good time? What did you enjoy most? Let s make sure your Profile Card is completely filled out. Do you have any questions that I didn t answer already? Also, did you send me a friend request or LIKE my FB page? So let s see which sets you liked. You liked the (review the sets they wrote down and what she could get at 50% off.) So where would you like to start? (pause for her answer, respond GREAT CHOICE. If it s not a skin care collection, remind her that she can get the product she chose + and Roll-up Bag at 50% off with a skin care purchase.) (Not sure?) Most people start with their Skin Care and I help them earn their color for FREE at the Check Up Appt. Plus, you could get some of these other Wish List items 50% off! (once she has made her product selections ) Would you like to use VISA, MASTERCARD, DISCOVER, CHECK, CASH, or HUP? Let s go ahead and set up your Check Up Appt. What do you prefer? During the week or weekend? During the day or evening. or? Let me show you our Hostess Plan and how you can earn some of your products for FREE. (show Hostess Packet) (**Select 2 people to hear more about the biz...) You know, at every appt I like to select the people that impress me the most and YOU are definitely one of my FAVORITES!!! You may or may not be interested and that s ok. I d love to hear more about your story and share some quick facts about our marketing plan and get your opinion of it. Plus, that s how will get her Perfect Show gift! Would you rather chat on the phone or meet for coffee? 31

32 After the Party 1. Send a THANK YOU to your Hostess and each of your guests. Keep self addressed stamped postcards in your bag ready to go and drop them in the mailbox before you get home. Techie option: download the Touchnote App and send them a thank you card right from your phone. You can design a basic thank you and store it or you can customize one with a picture of them from the party! 2. Organizational Systems: If using the paper method, put your Profile Cards and Sales tickets in your file box. (hanging file folders tabbed A-Z, manila folders for each customer-smith, SUSIE-place in the S hanging file for example) Shred top copy of Sales Tickets that contain CC # s. Better yet, set up your ProPay Acct, download the App on your phone, and run the card at time of sale. Be sure to select STORE CARD, for future purchases. Techie option: Place the Profile Cards and Sales Tickets in your In Box to be entered into your MY CUSTOMERS on Intouch. Set the follow up reminders. Throw away the paper copies. (DELEGATE this task!!! Don t spend dollar time on penny jobs!) Quicker techie MOBILE option: Add the profile info right away into your MY CUSTOMERS APP on your smart phone or tablet. Even better, encourage guests to REGISTER on your website and fill out their PROFILE before the appt. Then they do all the work for you. Work smarter not harder! Enter your WEEKLY ACCOMPLISHMENT online at Tracking is SO important in this business. Even if someone doesn t buy something, list their name at put a 0. WHY DO I NEED TO DO THIS? Helps you and your Director assess your activity vs. results, & identify possible holes in your systems. Keeps you from being anxious or emotional. People disappoint, numbers never lie! Working the numbers helps you make an unpredictable business predictable. This is how you track the Hostess Contest. When you enter your sales into the my customers+ App, the info is already there. You just need to select what kind of sale it was, hit add, then share with Director. SIMPLE!!! 3. Meet with the 2 prospects you selected at the show. Meet with them face to face if possible to do an INNERVIEW! This can also be done at their Check-Up Appt if there is time! Select ladies that meet the 3 criteria that we look for (Loves product & people, honesty/integrity, work ethic/hungry for more) 1 out of 4 sign so you should be getting 1 new recruit for every 2 shows you do! This is the BEST way to quickly MOVE UP the Career Path! If you re new, ask your Director to help you with these. This is how you earn your PEARLS OF SHARING!!! Complete steps 1 and 2 before you go home. If you don t, you more than likely won t ever get around to it! 32

33 After the Party...continued 4. TAGS & NOTES in my customers+ HOSTESS Helps you to quickly find your past Hostesses to rebook or for Hostess Contest info. THE HOSTESS PARTY + DATE or REFERRED BY Mark them with the name of the person/hostess that referred them. PROSPECTS You can mark which layers you ve done with her in her NOTES. PCP: This is the most cost and time effective way to stay in touch with your customers and give them the service they de serve. For $.70 the company sends them a Look Book with samples and a personal note from you! AWESOME!!! GIFT GIVING, FABULOUS REFERRAL GAME (write names list in her NOTES), LOCATIONS, PRODUCTS, OCCUPA TIONS, ASSISTANT TASKS, VIPS, NAME OF NEW TEAM MEMBER, FORMER CONSULTANTS, CONTACT PREFER ENCE, BRIDES, CHURCH, SORORITIES, CLUBS, SILENT HOSTESSES, FRIEND, ETC. 5. Consider having a NEW PRODUCT LAUCH PARTY 4 x s a year. Book this soon after the PCP Look Book goes out. You could have it the 1st Saturday after the book arrives at their door so they know what to expect. Your customers can reorder their favorite products, see AND try NEW products, have FUN, and keep the relationship bond STRONG! 6. KEEP YOUR CUSTOMERS FOR LIFE & NEVER RUN OUT OF PARTIES! Cycle your parties! Go ahead and schedule your Hostesses for their NEXT party in 2-3 months! Either write in your Datebook 2 weeks prior to follow up and confirm the date or set a 2 week reminder on your phone. (this is a great option if you don t feel confident having people come to YOUR home.) Just imagine if you had 3 Hostesses per week that held 4 shows a year! That would be an average of $250 per show x 4 = $1000 a week in sales, at 40%...$400 profit weekly, $1600 monthly! That s on average working 9-12 hours weekly! SERIOUSLY??? Hostesses per month x 3 = 39 Preferred Hostesses for the quarter (4 quarters in the year) 39 Hostesses x $1000 = $39,000 which $40,000 is the NATIONAL COURT OF SALES!!! This is NOT even including your REORDERS!!! What?!!! 33

34 Inventory & Money Management 1. Use the INVENTORY WORKSHEET in the READY SET SELL brochure to determine the amount of product you need to start. 2. Eventually, I would suggest keeping on hand the number of products you normally sell in a months time. For example, if you sell 20 TimeWise Sets in a month, that s your SUGGESTED IDEAL to keep on hand of that particular product. 3. Most Consultants use the MARY KAY REWARDS VISA. It s interest free for 12 mos and you earn 3 pts per $1 on product purchases. Divide your total balance by 12 and that becomes your minimum payment each month. Treat this like a loan! 4. Open a SEPARATE BANK ACCT to use for your business. Order a debit card and use this for future purchases until the card is paid off. THEN, use the credit card each month and pay the balance down to 0 to earn the points! I get back thousands of dollars each year by doing this. We actually do the same thing for our personal finances. Only do this if you are DISCIPLINED with money! Credit cards are like guns. In the wrong hands they become dangerous. In the right hands, a valuable tool! 5. INVENTORY REPLENISHMENT comes from 50% of monies deposited. 10% is for supplies/events. (books, samples, saving for Seminar, etc) 40% is your profit. Take your monthly cc payment out of your profit. Your take away profit is what s left over. Once your investment is paid off, the whole 40% is yours! $1000 in sales = $500ws order, $100 for supplies/saving for events, $400 profit, etc. 6. TAXES. Deposit all sales into your bank account including your ProPay funds. Then all you need is your bank statement, credit card statement, and cash receipts. All other receipts you can stash in a large envelope. Don t like to keep track of receipts? Set up a Quick Books account and all you have to do is snap a picture of your receipts! I personal use this and LOVE IT!!! 7. If you don t start with inventory, then I suggest your reinvest your profits until you build up to an adequate amount. This can be frustrating because it feels like you re not making any money but be patient and hang in there. 34

35 SUPPLEMENTS 35 VITAMIN C ACTIVATING SQUARES: Why does our skin need vitamin C? Just as vitamins are important to your health, vitamin C is important for helping skin fight the multiple signs of aging. And since the body can t produce vitamin C on its own or store it for long periods of time, it needs to be replenished on a regular basis. This powerhouse vitamin is known to help skin look more radiant and even-toned, but it also plays a role in supporting natural collagen and elastin to help reduce the appearance of fine lines and wrinkles. In addition, vitamin C is an antioxidant that helps guard against the harmful effects of environmental free radicals. Pure vitamin C degrades and loses its power over time when exposed to air & light. That problem is solved with a breakthrough in technology that keeps the pure vitamin C stable until you unlock its power with every use. As the square dissolves on your skin, it s transformed into pure vitamin C while remaining stable and powerfully potent. Use 3 times per week. TONE CORRECTING SERUM: Features a first-ever lightening & brightening breakthrough in our patent-pending Perfectly Bright Complex. At its core is our industry-first navy bean extract to help reduce the appearance of discoloration on skin s surface and improve the look of more even-toned skin overall. The appearance of past damage, skin discoloration, hyperpigmentation, dark spots and freckles are all helped with daily use. 95% of women experienced the look of dark spots reduced after 12-weeks. REVEALING RADIANCE FACIAL PEEL: In the few minutes a peel is on your face, it unglues the bonds connecting dead cells to the surface of your skin so that they can fall away. When those cells come off, your skin senses that it has lost some of it s volume and starts to make new skin cells. The loss also sends a signal to fibro-blast cells deep in your skin to increase the skin s level of hyaluronic acid and begin collagen production. The result is this makes skin thicker, healthier and less crepey. They contain alpha & beta hydroxy acids, lactic acid (from milk), glycolic acid (from sugar cane), citric acid (from citrus fruit), malic acid (from apples), and salicylic acid which is a beta hydroxy acid found in willow bark and retinol.a vitamin A derivative. It has now been clinically proven that you get better long-lasting results doing a mild peel at home on a regular basis than having a deep peel done professionally. Apply to clean skin and leave on for 10 minutes. Then rinse it off. Next, continue with any other additional skin supplements and moisturizer. Start using the peel a couple times a week and work your way up to daily use if desired. For even BETTER results, alternate days using a Micro- Dermabrasion treatment to speed up cell turnover! You will be AMAZED at how much younger your skin looks and feels! VOLU-FIRM LIFTING SERUM: A biometric peptide helps support processes critical for skin repair and recovery. A hyaluronic acid booster helps provide youthful skin volume and lift. Plant stem cells help protect the integrity of the skin matrix, the source of skin firmness. Increases production of Collagen VII which is a specialized skin protein that is only found adjacent to the dermal-epidermal junction, an area of the skin that plays a critical role in cellular communication and nutrient exchange. It s formulated to help minimize damage to proteins in the dermal-epidermal junction and promotes greater skin resilience, both of which can impact the appearance of wrinkling and sagging skin. It s also formulated with a power Sweet Pea Extract that reduced the activity of matrix-degrading enzymes which reduces the activity of MMPs (matrix metalloproteinases).

36 CLEARPROOF ACNE PRODUCTS 36 It seems like a pimple just appears overnight. But it s actually a process two or three weeks in the making. Acne forms as a result of one main reason a clogged pore. For mild to moderate acne, you can use these acne treatments in conjunction with your other Skin Care Regimens. For more persistent or severe acne, the full CLEARPROOF SYSTEM is recommended. It clears up blemishes without irritation and helps maintain a clear complexion. It unclogs pores, removes excess oil and shine, kills bacteria that cause acne flare-ups, and leaves skin feeling healthier. PORE PURIFYING SERUM: Active ingredient Salicylic acid is recognized by the Food & Drug Administration and U.S. dermatologists as an effective acne-fighting ingredient. Salicylic acid acts like an exfoliant to promote the easy removal of dead skin cells. It helps keep pores unclogged and reduce the buildup of acne bacteria. This powerful serum can be used after applying BLEMISH CONTROL TONER which helps remove traces of oil and bacteria left behind after cleansing. Both contain salicylic acid. ACNE TREATMENT GEL: Active ingredient Benzoyl peroxide is recognized by the Food & Drug Administration and U.S. dermatologists as an effective acne-fighting ingredient. Benzoyl peroxide (BPO) is an oxygen-releasing ingredient that kills bacteria. Acne bacteria flourish when there s a lack of oxygen, like in a clogged pore. By creating an oxygen-rich environment, BPO can help reduce the number of acne bacteria that can cause lesions to form. It also can help in dissolving the buildup of dead skin cells and is great for alleviating deeper cystic acne.

37 If a customer wants to know what foundation shade she would be, you can match her with CC CREAM, then see what colors coordinate with that. It gives you a place to start matching shades. 37