Outside Order Sheet include 2 sheets / packet with your tax amount and who to make checks to (you!)

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1 Here s what goes in My Hostess Packet Can use a pocket folder. Put your business card in the slots on the inside pocket with double stick tape. Make sure EACH piece of literature in the packet has your MK sticker or stamp with your phone number and information. On the right side of pocket folder Outside Order Sheet include 2 sheets / packet with your tax amount and who to make checks to (you!) Optional: Hostess brochure (or any special hostess promotion that our unit or you are doing for the month) A) Hostess Credit Check List Shows her what she can earn! You will love it & be excited! In the company brochure. B) Guest List Sheet Great suggestions on who to invite! In the brochure from Mary Kay. 2 Look Books 1 is not enough! I ADD these at the end of the PARTY when I give her the packet instead of putting them in ahead. (This way you keep them current if the quarter changes and you have your current Look Books available to use.) Left side of pocket folder MK Team building brochure you can customize on InTouch or from Section 2. One other option is: Why Mary Kay flyer in this packet Starter Kit flyer Optional: Beauty Consultant Agreement, with your name and consultant number and our unit info. on it. Our unit # is A997 ALSO You can give out the You are Amazing guest sheets at your parties or have hostesses fill them out ahead and listen for a lipstick or lip gloss from you. I will do a drawing from ALL guest sheets turned in by you each month to me if they listen to info. and answer 4 fast questions with me or if they listen at an event and do a follow up call with me- they must be turned in after each party not all at the end of the month. You can call scan and them in, fax them, call me with the results, give them to me if local, any way that works for you! I'm fine if you call me and read me the scoop if needed!! The purpose is for me to follow up and I need the sheet within hours to do that. Let your guests know that your director selects some and may call to thank her and ask for her opinion. Make sure to answer the phone and call her back so she can get in the FREE product drawing and help you with your goal! P.S. Tell her I'm nice, fun, really amazing and she'll love talking to me, etc. so she's comfortable!!!- ha, ha!

2 Total Party Sales 1/2 Price Items 4 Free Product with 2+ parties Booked Free Product with 1 party Booked Free Product with 0 Parties Booked $100 $75 $50 PLUS. Win an additional FREE Product BONUS!!! Do the below 3 things and get: $500 items 50% off! OR $400 $300 2 items 50% off! 1 item 50% off! $80 $60 $40 $60 $45 $30 FREE!!! 1. Hold your party on the originally scheduled date & time Get a $40 gift of Beauty! You can get $75* (suggested retail) in Mary Kay products 1 item $40 $30 $20 $200 25% off

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6 Tammy s Party Outline Before the class/party as guests arrive. Match their foundation shade before the party as all arrive. You can begin matching with one person while others finish filling out profile cards. Have everyone fill out profiles if they weren t pre-profiled and match foundation and then send them all to do Satin Lips and Satin Hands at once while you fill trays with products. (Pre-profiling always is best as it ll let you connect and saves time.) The hostess can do Satin lips and hands, teach her before all arrive OR you can take everyone at once and do them all together. Party/Pamper Session outline: Welcome: Introduce yourself, thank the hostess and if time allows you might go around the table and let each person introduce themselves and tell how they know the hostess and what they d most like to learn today (give them examples how to do their eyes to make them pop, what to do for puffy eyes, how to do their blush for their face shape, etc.) What will you do at the 2nd facial? 1. Advanced Color! Tell about the check up/advanced color facial. I call it the Mineral Color appointment!!! It s so much fun and a favorite appt. as you can learn about application tips for your eye shape, face shape, etc. and what colors will look good with your eye color, hair color, skin tone and more. You ll get a computerized sheet with color suggestions & application tips personalized for YOU!!! 2. Get to try or learn about the additional customized products you checked on the bottom of your profile for your skins individual needs. 3. Be a Hostess! Can have some friends come for FUN and you can get additional products FREE, at a discount or fabulous hostess gifts you ll create a pretty place your customers will love! Skin Care: Miracle Set, Microdermabrasion steps 1 & 2 on the right half of their face after the cleanser. Order is: Cleanser, Microderm, Day/Night, Moisturizer, Firming Eye Cream, Foundation Primer, Foundation, Color. Firming Eye Cream and tell features and benefits of it Referrals Name Game: ** I do this here rather than after color so it doesn t break the closing. Foundation Primer (Hollywood Makeup artists secret!) **With I Story - connect, keep it short and heartfelt and fun, etc. Share Career Info. with In The Bag marketing, PINK marketing or some kind of fun way to share career info. ASK Tammy! Have everyone fill out a You are Amazing Guest sheet to turn in to your director. When they do a 20 min. Q & A call and give their opinion, it help YOU win prizes and with your training and THEY get in our monthly FREE product drawing!! Foundation. You may use whichever ones you choose. Tell about our foundation options and SHOW the product at each step. Have it all on display for you to pick up and show and tell as you talk about it. Tell about compacts and Hostess Credit: I have a basket here and who and tell everything they can get for being a hostess. Show the Compact Pro or extra things they could earn as a hostess by having friends join their Mineral Makeover appointment! Ex. Body care, fragrances, etc. Choose things seasonally- Ex. Sun products and subtle tanning lotion the summer, fragrances for the holidays, etc. The hostess program gives you lots of options so share what you re offering for them! Have the hostess brochure AND things in the basket to show! Color: Cheeks, Eyes, lips. Talk about doing other colors or an advance look at their check up facial/advanced color appt. Compliment time Closing the Sale: Table close- tell sets and prices. Have everyone finish filling out the You are Amazing guest sheet while they re having snacks and you re meeting with each one on one. Do a drawing for a travel hand cream or something from them at the end. Individual Close FULL CIRCLE. SELL product 1st, then BOOK the 2nd facial/party, select those to set up career talks/interview with. (Can do 3 way calls with me or take them to meeting.) Refer to Closing Training for more information on this.

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8 You are Amazing! Name Date My Consultant is Mailing Address City State Zip My Address My Cell Phone Home Phone Other or work phone My favorite Mary Kay products are: The next Mary Kay products I want to purchase are: I have already had my Personal Signature Look done (the advanced color appointment where you get to do learn advanced application techniques and learn color tips too!) Yes No About Me What I like most about my current job is What I would change about my job if I could, is Current occupation Age How I met my consultant Mark 1 and 2 by the two phrases that best describe you: direct, to the point talkative, enthusiastic a little on the quiet side perfect with details These are some reasons others have chosen to become Mary Kay Consultants. Which ones appeal to you? new friends more self-confidence improved appearance recognition for a job well done career type, unlimited income a little extra money tax deductions get out of a rut company philosophy: God first, family second and career third flexible hours helping others look more beautiful From time to time, my director selects a small group of women from this survey to join us for coffee or a coke. If your profile is selected as one of the most outstanding would you meet with us? Yes No Maybe making a difference in the world more time at home with family

9 Closing the Sale what is it? When? Where? How? What is closing? In a word- help your customers with what they d like, answering questions, taking their order and setting them up to take care of them for life! Where/When? At the end of every party, class, facial or with models at meeting you ll want to close the sale & help them with their needs! Remember- if they loved something, they ll get it from you or go find a similar item at the mall. Make it from YOU! How? There are 2 parts to closing at every appointment. Don t you love that in Mary Kay we look for needs of our customers and they get to try before they buy and take home what they love? Mary Kay always taught us to make everyone feel special & help they meet their needs and part of that is making sure to close your customers and not letting them leave with out closing them full circle and giving them ALL the benefits they deserve! Table Close At the table at the end of each appointment you ll go through the sets - what is included in each set, how much it costs and that they can get it from you that night and use MC, Visa, Discover, cash or check! (I also do payment plans and layaway on the complete roll up - your option!) Individual Close - 4 questions: When you sit down 1 on 1 with each guest you ll take the roll up, have your date book, calculator, folder with closing set sheets, sales tickets, pens, money bag, etc. all together already there along with hostess/team building packets. You will have a place for individual closes arranged before the class and have everything ready. (At a facial you would just do this at the table.) You will then ask these four questions: 1) Did you have a good time tonight (or today)? (nodding your head) I m so glad you came? 2) How does your skin feel? Doesn t it feel soft? (Feel your own face and ask both questions together as a run on sentence) 3) Do you have any questions about Skin Care of Color that I didn t answer today? Show the roll up and look at the sets again then say: 4) What is best for you to start with today? OR What appeals to you most today? You may also add on the front end of either question - You know your situation better than I do, what is best for you to start with today? OR You know your situation better than I do, what appeals to you most today? OR which sets would you love to take home today? BE QUIET after question 4 and wait for an answer and take their order. Make suggestions of things they may forget (lip liner to go with the lipstick they re ordering or something they loved when they tried it during the class! Help them take home what they love!) When Individual Closing SELL product 1st, then BOOK the check up facial with their girlfriends, then SHARE the CAREER (set up interviews or invite them to be your guest at meeting or on a 3 way or conference call with us!)

10 Incredible Deals! Today Only! $265 Value Cleanser Moisturizer Day Solution Night Solution Foundation Microdermabrasion Plus Set Deep Clean Skinvigorate $50 Brush Specialty Skincare Solutions Blemishes? Oil? $45- $58 Sensitive Skin? We ll help you find your skin s SAVE Better Than BOTOX TimeWise Repair Volufirm Cleanser Moisturizer Day Solution MICRODERM Treatment Microdermabrasion Plus Set Refine & Minimize Pores Ask me about fun hostess specials! $130 Value $66 SAVE $31 Pleasantly Pampered Satin Hands Satin Lips Cleanser Moisturizer Start Founda- $199 $55 $35 $100 Something Beautiful!

11 Eye Definer Brush Eye Crease Brush Eyeliner/Eyebrow Brush Brush Cleaner $10 Brow Gel $10 CC Cream $20 Concealer $12 Cream Eye Colors $14 Eye Smudge Brush $10 TimeWise Cleanser Compact Mini (Empty) MK Compact (Empty) TimeWise Moisturizer Day Solution 3 Eye Colors, Cheek Color TimeWise Matte or Luminous Cheek Color Mineral Powder Foundation, Min- 2 Lip Liner,Crème Lipstick Eye Makeup Remover Mascara Lip Liner, True Dimen- Lash Primer Facial Highlighting Pen $18 Finishing Spray $18 Gel Eye Liner $18 Lash & Brow Building Serum $36 Sheer Mineral Pressed Powder $16 Translucent Powder $16 Free Black Cosmetic Organizer Bag TimeWise Miracle Set Foundation Bundle Foundation, Foundation Brush, Foundation Primer Reg. $108 Concealer & Concealer Brush Eye Lash Bundle Fill your compact: Eye applicators, Cheek applicator $40 Blush & Bronzer Creamy Eyes Lip Bundle & Nourishine Lip Gloss Purchase any 3 sets and get the 4th set at half

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