Skin Care Class Outline

Skin Care Class Outline I. Class Set-Up/Prep II. Before the Class Begins A. Microdermabrasion & Satin Hands B. Guests Fill out Profile Card C. Match Foundation -Write both their liquid & mineral colors on back of profile III. D. Guests Receive Only Drinks Now - Food at End of Presentation Welcome & Introductions A. Thank Hostess & Present Gift (Mascara, Lip Gloss, or Gift with Purchase) B. Guest Introductions C. Tell Your I-Story D. Tell Agenda for the Class (Skin Care, Color, Individual Consultation) E. Benefits of Being My Customer IV. Skin Care Class A. Explain this is the 1 st of 2 appointments I offer... B. Explain Beauty Book as Guide i. Eye Make-Up Remover ii. Miracle Set (3:1, Day/Night, Moisturizer) iii. Firming Eye Cream -Sensitive Skin people should apply this after cleanser iv. Explain TW Repair, Botanicals and Acne Fighters Set V. Satin Lips A. Mask B. Referral Game C. Balm VI. Foundation Primer & Mineral Powder Foundation Application VII. Additional/Favorite Products VIII. Color Dash-out-the-Door and Glamour for the Hostess IX. Clean Up Guests X. Compliment Time XI. Dream Book XII. Hostess Program XIII. Give Gifts to those who Book Parties on the Spot & Pass Out Agreements/Starter Kit Sheet XIV. Group Close XV. A. Closet Close B. Review Spectacular Sets Sheet and Explain Specials C. 3 Questions (Answers on Back of Profile Cards) Individual Consultations while Guests enjoy Light Refreshments 1

MARY KAY SKIN CARE CLASS SCRIPT This party outline, along with your Beauty Book, Instructor s Guide and DVD will equip you to have successful and profitable Mary Kay parties/facials/classes! The Instructor s Guide is the Cliff s Notes version of how to have a party, while this outline will give you more details! Notice throughout the script, the italicized words indicate words you'll say to your guests in the class and the non-italicized words are information for you. You may even want to highlight the italicized parts to make it easier to read at your classes. The goal at each party is 2+2+2+2 2 or more future parties booked, $200 or more in sales, 2 interviews booked & 2 guests confirmed for your next unit meeting! That s working FULL CIRCLE! SKIN CARE CLASS OBJECTIVES: BOOK: Book follow-up appointments (hopefully parties) with everyone during the Individual Consultation. Play the Deserted Island or Beauty of Friendship Game with your guests to get referrals for even more future bookings. COACH: When you book a follow-up 1:1 appointment, turn it into a party! Give your hostess a Hostess Packet 1 and go through it with her right then. Also use her contacts on the referral sheet as part of her guest list! SELL: Be sure to have enough Ultimate Miracle Sets for everyone at the class to purchase. You really want to send them home with their skin care that night. Have a filled Roll-up Bag to display with fresh, unused products during the class (this is not your demo bag), at the closing, and one for every person at the class. Optimally, you'll demo products out of your cosmetic caddy/tote 2 which will hold your demo products. TEAM-BUILDING: Key Points -- 1) Tell your 1-2 minute I-Story. 2) Present your Dream Book and get feedback on the back of the profile card. 3) Set up an interview with every guest. 4) Invite her to be a model at your next Mineral Makeover Event (at your Meeting). CLASS SET-UP Ask the hostess where you ll be conducting the party. Set a beautiful table, placing the display roll-up bag in the middle. To the side, have 1 copy/guest of the Marketing Plan Surveys, laminated Starter Kit Contents sheet & Agreements 1/guest. Set up a mirror with tray for each person, ahead of time, with the products they will be using at the party, including skin care & dash-out-the-door color for all guests except the hostess who gets the full mineral color makeover. Use the paper tray insert under the plastic tray so guests can follow along. Each person should also get a foundation brush and a skin care class packet containing: 2 facial cloths, 2 mascara wands, 3 cotton pads (swipe 1 of the pads with the bronzer for each tray, the other 2 will be used for eye makeup remover), a Q-tip, lip gloss applicator (if you have them), a headband, Beauty Book, Customer Profile Card, a pen & the Hostess Program sheet as a placemat. Placemats under trays: You can use your Spectacular Sets & Hostess Program sheets as placemats. Laminate them with the Hostess Program sheet on one side and the Spectacular Sets sheets on the other so you can re-use them at all your classes. Put the Spectacular Sets sheet face down during the presentation/hostess Program sheet face up so the guest isn't distracted looking at prices. You want her falling in love with the products. Set up your office where you ll be doing your 1:1 Individual Consultations at the end of the class. Have your products to sell organized and available at the class, Hostess Packets, Spectacular Sets sheet, money bag with some change, calculator, sales tickets, pen, and shopping bags to package products, etc. Remember during your 1:1 consultation, to sit facing everyone so your guest will have her back to them. This keeps her from being distracted. 1 Hostess Packet: 3 Look Books w/ 3 outside order forms, Hostess Program sheet, Guest List sheet, your business card. 2

AS GUESTS ARE ARRIVING AND BEFORE THE CLASS BEGINS As the guests arrive, have them first try Microdermabasion on the back of only 1 hand so they can compare hands and then Satin Hands all over both. Serve drinks now, food later. Microdermabrasion Set Microdermabrasion is a product we normally use on our faces to deeply exfoliate and polish to make our skin appear more youthful. I m going to have you try it on the back of one of your hands today! Go ahead and get the back of ONE hand wet, and I m going to squirt the first step called Refine onto it. Massage that into your hand for a couple minutes. There are actual clinical grade aluminum oxide crystals in this product that get rid of dead skin cells on the surface of your skin. That is the same ingredient used at the dermatologist's office where it's much, much, much more expensive and there you can typically only have the treatment once every 6 weeks. With ours, you can use it every couple days to have that movie star glow more often. What I also love about this product is that you don't have to wait weeks to see results...one use and you'll notice smaller pores, fine lines are diminished and your skin texture feels like a baby's. Now wash that off and dry it. Now compare your hands. Notice the difference in color, lines, texture. Now rub the backs of both your hands against your face to feel the difference. Doesn t that feel amazing? We ll follow that up with the 2 nd step, called Replenish. It's a serum that soothes and softens the skin after the exfoliation process. Satin Hands Step 1: Step 2: Step 3: Massage a small amount of Mary Kay Hand Softener into clean hands and between fingers. For added hydration, dampen skin with water prior to applying. Next, I'll give you a couple pumps of Satin Smooth Hand Scrub. Massage in into your hands and between fingers. Rinse well and pat dry. Massage Satin Hands hand cream into hands and between fingers. This provides instant hydration to condition and moisturize for hours. The set works like an invisible glove to fight dryness and flaking. You can eve us it on your feet. Profile Cards & Foundation Matching NOW YOU HAVE SATIN HANDS! After trying the Microdermabrasion and Satin Hands, guests sit down and fill out their Customer Profile Cards. While they re filling out the card and others are arriving, match foundation for each guest and write their foundation color on the profile card and fill the oval portion of their skin care tray with their matched color of mineral powder. Make sure all guests have drinks, but wait on food til later. 3

WELCOME & INTRODUCTIONS Okay, let s get our party started! Hi everyone! My name is and I'll be sharing a little about myself in a bit, but first, I d like to welcome everyone and thank hostess name for having me over and introducing me to her friends. It's such a HUGE compliment! Thank you! Present hostess with her small gift 2. Before we get started, I'd love to meet everyone. Tell us your name, what you do for a living, how you know hostess name and your favorite thing about our hostess with the most-est! Now I d like to introduce myself...share your 1-2 minute I-story: Your I-Story have this memorized: Your education and professional background Why you never saw yourself doing Mary Kay Your turning point and the reason you got started Your goals and what you re most excited about Maybe show pictures of the STAR prize and other goals/prizes you are working on! Enroll your customers into the goals you have in your business. The more heartfelt your goal, the more positive response you can expect from them. Even letting them know that their being here today is helping you to make your dream come true of...sending your kid to private school, or taking care of your aging parents, or owning your very own first home, etc... so thank you so much for being here today from the bottom of my heart, you're helping me to be able to live my dream. Let me tell you what you can expect at today's appointment. Our class has 3 parts: 1st...You ll get to try the Ultimate in Skin Care, literally a miracle for your face...the #1 Best Selling Brand in the US for the last 14 years! Next, you ll try a quick touch of color, a dash-out-the-door look. But, your hostess will receive her full glamour makeover today. You ll have an opportunity to schedule a time where we can customize a personal glamour look, just for YOU too, like I ve done for the hostess, but today our guests will just try the basics! Lastly...at the end, I will meet with you all individually to answer any questions you may have and to help you find what you are looking for. 2 HOSTESS GIFT This gift is a token of appreciation. She will also receive her hostess rewards with free products. For the token gift, you could give her the Gift with Purchase (GWP - Usually a travel size gift that changes every quarter, available for purchase on marykayintouch.com, Ordering, Section 2, Promo.) and let her guests know that they can earn one too with the purchase of the TimeWise Miracle Set! Or give her a couple eye shadows, a lip gloss or mascara? Put the gift in a small, cute gift bag with tissue paper...maybe even spray the paper with MK perfume. You want your hostess feeling like a queen so the other guests will want to host a party. 4

I also want you to know that I take my business seriously! Here are just a few of the benefits of being my customer: FREE GIFTS with qualified purchases. (show current GWP Gift with Purchase GIFT) FREE delivery & shipping. I provide a gift-giving service and you will receive a gift certificate on your birthday! (Only say this if you're going to do it!) A beautiful catalog mailed quarterly featuring the new gift and a sample of NEW PRODUCTS! Try before you buy, and a 100% money back guarantee! AWESOME CUSTOMER SERVICE! I will check in with you to make sure you are loving your products! Now let's get started. THE SKIN CARE CLASS THIS IS THE 1st OF 2 APPOINTMENTS I OFFER MY CUSTOMERS! The 2 nd will be your mineral makeover appointment. (MENTION THE FOLLOW-UP APPOINTMENT 10 TIMES THROUGHOUT THE CLASS!!!) Go ahead and turn to pages 4 & 5 in your Beauty Book and I want you to read about skin and what is happening with it in your age bracket and then the one you ll be heading into next! Any scary realizations? (: Tell me something you learned! My job is to help you and your skin look its best, no matter what your age! Just remember that it s always easier to prevent than it is to repair! Ready to get started with some products? If there's anything you love as I go through all the products today, make a note in your Beauty Book, or on the back of your profile card. This helps me be a better consultant and know what was popular today. Put Oil-Free Eye Makeup Remover on one cotton pad. Oil Free Eye Makeup Remover The first product we ll use is one of our best-selling products, Oil-Free Eye Makeup Remover. Anyone currently use this product? What do you love about it? It removes all eye makeup, even waterproof mascara easily. It s safe for contact lens wearers, and leaves no greasy residue. It even gets rid of eyelash mites! We call this product The Critter Getter and the Magic Eraser! Make sure you shake it well to mix the ingredients. Hold the cotton pad on one eye for 5-10 seconds and gently remove your eye makeup. You never want to pull the skin around the eye. Now turn it over and do the same for the other eye. Now, let s turn to pages 6 & 7 in your Beauty Book and let s talk about miracles! Anyone feel like their skin needs a miracle? This skin care collection delivers 11 benefits you need for younger-looking skin. The Miracle Set cleanses, exfoliates, freshens, moisturizes, protects, smooths, helps reduce fine lines and wrinkles, firms, softens, energizes and rebuilds! Whew! That s a miracle in just 4 products! In addition, what makes our skin care system so fantastic is that it's easy, fragrance-free, tested for sensitive skin, and non-comedogenic, which means it won't clog your pores. Collect facial cloths & wet them. 5

3-in-1 Cleanser Let s start with your 3-1 cleanser. Go ahead and massage this product into your skin, avoiding the eye area, and I ll tell you about what this cleanser does. First, it comes in two formulas one for normal to dry skin and one for combination to oily skin. We re using the one for normal skin today because the combination to oily formula really requires a sink for best application! Do you feel the beads in the cleanser? With those beads, all in just one product, you re cleansing, exfoliating and toning your skin! The beads are gentle enough to cleanse both morning and night. Pass out wet cloths & have them remove the cleanser, then dry their face with the 2 nd one. Day & Night Solutions The next two products you re going to try are our Timewise Day & Night Solutions. I always say that these two are married, as they work together to fight the signs of aging in your skin. These are NOT moisturizers they re age-fighting serums. We call it the ProNewal System: protection during the day, renewal at night...so around the clock age-fighting, even while you sleep. Go ahead and put the Day Solution on one half of your face and the Night Solution on the other half so you can feel them both while I tell you about them. The Day Solution has an SPF 35 sunscreen, which protects the skin from both UVA and UVB rays. Does anyone know the difference? UVA rays cause aging and UVB rays cause burning and cancer. The Day Solution contains a full-spectrum sunscreen that protects the skin from both! This product also relaxes expression lines and softens the skin. The Night Solution has these little beads in it called Nutribeads. They are filled with vitamins A, C and E and peptides that fight aging while we sleep. The beads burst when they hit the air, so you won't notice them as you apply it to your face. Normally, you would use the Day Solution in the morning, all over your face, after cleansing, then the Night Solution at night, all over your face right after your cleanser! Timewise Age-Fighting Moisturizer The final product in the Miracle Set is the Timewise Age-Fighting Moisturizer. Like our cleanser, it comes in two formulas, and it is oil-free. This will offer you 10 hours of moisturization, as it absorbs into the deeper layers of your skin. Go ahead and smooth your moisturizer into your skin all over your face. Doesn t that feel great? Firming Eye Cream (For people with sensitive skin, apply Eye Cream right after Cleanser.) Let s finish our skin care regimen with Timewise Firming Eye Cream. Does anyone know why you need a product specifically designed for the skin around your eyes? The skin under the eye is 1/3 of the thickness of the skin on the rest of your face. You also don t have any oil glands under that skin, so it shows the signs of aging more quickly than other areas. This product also helps with dark circles, fine lines and wrinkles around your eyes. Go ahead and stipple this product with your ring finger under your eye where we get dark circles and out in the area where we start to see crow s feet. You can even apply it on your brow bone under your eyebrow to help prevent sagging above the eye. 6

Look at the difference in the before and after picture on page 7 (in the Beauty Book). Could you get excited about results like that in just a couple weeks of use? (Read percentages in the Beauty Book about the effects of using the Miracle Set) In a 12 week study, including people using all different kinds of skin care, soap and water all the way to super expensive lines, the results were amazing with Mary Kay Timewise! 83% of the participants had a reduction in fine lines and wrinkles, 25% had an improvement in skin elasticity, everyone had softer, more supple skin and almost half saw an improvement in their skin tone. Present other MK Skin Care Lines Before we move on, go ahead and turn to pages 8 & 9 in your Beauty Book. Timewise is not our only skin care line. On page 8, you can see our brand new Timewise Repair Set. This is our prestige skin care line, designed for women who have started seeing the advanced signs of aging OR for those who don't EVER want to see the advanced signs of aging and want cutting-edge skin care NOW! The system has 5 steps and actually gives the benefit of all 17 of our existing age-fighting products. Some of its highlights include an eye cream that has an applicator made of ZAMAC (stands for zinc, aluminum, magnesium & copper). You massage the product into the eye area with that metal tip and it's the same type of tool boxers use to reduce facial swelling! Awesome for under the eyes! The night treatment also has Retinol in it, which is the SUPERMAN age-fighting product in the skin care market right now. You get all of the benefits of our miracle set PLUS, help with darkness, puffiness and crepe-i-ness in the eye area, hollowness in the cheeks, and sagging skin on the neck and jaw line! You can also see our Botanical Effects skin care products, which are great for anyone who isn t quite ready for age-fighting products or for anyone with VERY sensitive skin. On page 9, you can see our Acne-Fighters Set for those with persistent or occasional acne breakouts. If you feel like you could use the benefits of one of these lines, we can discuss that at your individual consultation today, and you could try those products at your mineral makeover appointment too! SATIN LIPS SET / REFERRALS Now you re going to try a special lip treatment and play a fun game! Do I have any Chap Stick or Carmex addicts here today? Let s talk about a cure for your dry, chapped lips it s called Satin Lips! Part of the reason Chap Stick comes in 12 packs is because it creates an addiction! I NEVER meet anyone who uses that product only 2-3 times a day. They usually have one in every pocket and room of their house! Those products were actually intended for cold sores and to dry them out, which is what they do to your entire lip. You should never have to use any product 40 times a day. Satin lips is a 2 step process: the 1st step is a mask that exfoliates the dead skin cells off your lips and the 2nd step is a balm that hydrates your lips. The set is alcohol-free, fragrance-free and non-addictive. Because it actually moisturizes versus just providing a barrier, it can cure your chapped, cracked lips. Lip Mask Go ahead and massage the mask into your lips in a circular motion. It ll feel sandy, sort of like you kissed a beach! (: You'll use this mask only 2-3 times a week. 7

Referral Game (This is critical to having a pipeline of additional business.) While that dries, we re going to play a little game! Grab your pens and your cell phones! (Play either the Deserted Island Game or the Beauty of Friendship Game) If using the Deserted Island Game: Go ahead and turn your Customer Profile Cards over and get ready to write. Imagine that you have been on a deserted island for 40 days and you haven t washed your face or taken a shower. Then you hear that a boat is on its way and the man of your dreams is on the boat and he s coming to rescue you! Write his name down on the back of your profile card! Now I want you to think of the ONE glamour color product you would want to use before he arrives on the island to rescue you. Write the product down next to his name. You have a chance to get this product for FREE from me today! Think of women who would love a free facial and makeover and write their names and numbers on the back of your profile card! I will call and offer these women a free facial, mineral makeover and a $10 gift certificate as a gift from you and you will get a $10 gift certificate too for every person on your list that meets with me! Whoever has the most names at the end of 2 minutes gets their glamour product for free today! Ready, set, go! Who's going to win!?! Regardless of which game you play, be sure to create some healthy competition... look who already has 3 names and numbers written...etc. Remember to give the winner her gift right when she wins or before the party is over. OR, play this game... Using the Beauty of Friendship Sheet: Does anyone have any friends or family members who are over-worked and underpampered and could use a special gift? Anyone LOVE to earn products for FREE?!?!? This is what I call my Beauty of Friendship offer! (Pass out Beauty of Friendship sheets) Simply write in the cell phone #s of your friends on each box. Flip it over and keep writing if you have more friends. I'll text and offer them a gift of friendship from you that is a $10 gift certificate redeemable at a FREE facial! When she meets with me, you get the item FREE that is above her name and #! AND, whoever writes down the MOST names and #s now gets an additional special gift from me (give satin lips to the winner, or a mascara or a lip gloss)! Ready, set, go? If using the Beauty of Friendship sheet, collect the sheets. Remember to give the winner her gift before the party is over. Lip Balm Okay, now, let s wipe your Lip Mask off with your wet cloth, and then put the second step on, the Lip Balm. This is what can replace your Chap Stick and Carmex! You ll go from 40 applications a day to 2 or 3! Don t your lips feel so soft? Kissable. Okay, now let s talk about Foundation! Did you know that Foundation is actually a part of your skin care to protect your skin? You either wear protection or pollution. Foundation gives you a thin layer of protection from pollution in the environment, it will not clog your pores but it will give your skin a healthy, natural, even glow. 8

FOUNDATION PRIMER Before any kind of Foundation, everyone needs a great Foundation Primer. Go ahead and take your fingers and smooth your primer all over your face. You ll love how silky and soft this product feels. I like to call this product the pot hole filler because it fills in all the imperfections of the skin. Has anyone ever gotten to the end of the day and wondered if they actually put foundation on? This product will keep any kind of foundation on your skin all day long! It s like a foundation magnet! Okay! Go ahead and turn to pages 10 & 11 in your Beauty Book. You can see on these pages that we have a large variety of Foundations available in Mary Kay. We re going to use our Mineral Powder Foundation today because it s our best-selling Foundation, but if you feel a Liquid or even a Tinted Moisturizer might be better suited for your skin, we can talk about that in your individual consultation at the end. It s also something you can try at your mineral makeover appointment. FOUNDATION Go ahead and grab your brushes, swirl them in the powder and then tap on the side of your tray to get rid of the excess product on your brush. Starting in the center of your face, work your way out in a circular motion and buff the product into your skin. It s always better to do several light coats of mineral powder than one heavy one. It s now a good time to stop and just FEEL your face. How does your skin feel to the touch? Look in the mirror. Anyone notice any difference in how your skin looks? Look at the eveness of everyone's skintone too and how it takes the red out. REVIEW OTHER PRODUCTS Go ahead and turn to pages 12 and 13 in your Beauty Books, and we re going to review some of the products you ve used. On page 12, you see our Microdermabrasion Set, which you tried on your hand at the beginning. I like to think of it as Satin Lips for your whole face! Your face feels as soft as your lips do right now after using it! (: Then on page 13, you see the Firming Eye Cream we used, along with several other eye products. For the following skin care supplements, choose just a few of your favorite products featured in the Beauty Book to hightlight. Going through all of them will be too much for the guests, but pick your favorites to highlight. If you struggle with puffiness or darkness around your eyes, products like the Eye Revitalizer might be just what you need! Or if you just have the occasional puffiness, the Indulge Soothing Eye Gel is great. I call it cucumber extract in a jar. Keep it in the refrigerator for an extra soothing experience. We can try those at your mineral makeover! On pages 14 and 15, you ll also see some more powerful age-fighting products if you re ready to take an extra step in fighting the aging process. The Serum + C on page 14 to the far left is a product that lifts and firms sagging skin. One of the consultants in our unit sells this product to everyone she knows by showing them her before and after pictures. She laughs and says she used to have 3 chins and now only has 2 since Serum + C came into her life! The Night Restore & Recover is a product that you use at night only. Remember the Night Solution we used earlier with the Nutribeads? The two together are your most powerful duo! This is a powerful night cream that enhances your regular skin care routine. Anyone who is super concerned with aging should add this to her daily skin care routine. 9

And then page 15 features the two products in our line that fight uneven skin tone, discoloration and dark spots. One is Even Complexion Essence, a serum that you use in the morning and at night all over your face. Its partner product is Even Complexion Mask, which brightens the skin and also fades sun spots and discoloration. To seriously relax deeper expression lines, you'll want the Targeted Action Line Reducer. You know that stubborn 11 that's between eyes or forehead lines or smile lines...this product will help. Watch as I put the product on my hand lines to demonstrate. In 10 minutes lines are relaxed and with continued use, the lines will stay relaxed. We also have a wonderful age-fighting Lip Primer to fight the fine lines and wrinkles on and around lips. Apply all over the lips and around them, let it dry, then continue with lip liner, lipstick and gloss. It will keep your lip color on much longer with the primer, without the color bleeding. I want you to know that as your consultant, I m here to help you with ALL of your skin concerns. If you have something you want to change about your skin, just let me know in your individual consultation today and we can talk about what products would be most helpful for you. Ok, now let's play with some color! DASH-OUT-THE-DOOR LOOK for GUESTS/GLAMOUR for HOSTESS While I help our hostess get her customized mineral glamour look, our guests will do a dash-out-the-door look. While this isn t going to be NEARLY enough color if you re a glamour girl, it will get you home safely! And if you don t normally wear a lot of color, no worries this is very minimal! I would love to do full color with all of you now, but we d be here all night! Come to our mineral makeover event OR we ll do your custom mineral makeover when you re the hostess at your own party like I've done today for our hostess. She'll be using the professional Brush Set and has both liners and lipstick to complete her look. At your mineral makeover appointment, when you share your appointment with some girlfriends, you can earn a ton of free products too, just like your hostess today! While instructing the guests on their dash-out-the-door look, you'll help the hostess, by doing one eye for her and then having her do the other and instructing her on cheeks and lips too. You can start to create her look using the eye bundles for specific eye colors and swap in another fun color to spice up her look if you want. Her custom look includes concealer, highlighting pen, eye primer, make-up brushes, 3 eye shadows, blush, bronzer, eyeliner, mascara, lip primer, lip liner, lipstick, and lip gloss. Cream Eye Color for Dash-out-the-Door First, we re going to use a little cream eye color (Beach Blonde for ivory/beige skin. Iced Cocoa for bronze/ebony skin). Take your finger and smooth this color all over your eye lid, from your lash line all the way up to your eye brow. A little goes a long way! Mascara You can use either Ultimate or Lash Love mascara. Apply on the wand & hand to guests. The Ultimate Mascara does it all...lengthens, thickens and makes your eyes really pop. Lash Love Mascara is equally amazing, but the big difference is the Lash Love separates the lashes even more, giving you babydoll lashes. 10

Bronzing Powder Today, we re going to use bronzer (Desert Sun for anyone with an ivory foundation. Canyon Gold for everyone else) as a cheek color but at your mineral makeover, I ll teach you how you can also use this product to contour the face. Take your cotton pad and just dab the product lightly down your cheek bone. It ll look a little strange until you flip the cotton pad over and blend it with the clean side. It s a nice, natural cheek color for everyone. Lip Gloss If you want just a few testers, you can t go wrong with Fancy Nancy, Beach Bronze & Berry Tart. Let the guests choose which shade they want to try or have it pre-selected based off of how they answered their pre-profile questions about lip gloss. Scrape the product into the tray and they can use their fingers to apply or use disposable lip gloss applicators if you have them. Part of what is so great about Lip Gloss is that it takes years off your appearance rather than having dull, ashy lips. The Mary Kay gloss is not sticky like others and it's very moisturing...tell me what you think and look at how great it looks on everyone. CLEAN UP Okay, now before I walk you through some of our specials that you qualify for just for being here today, let s do a little clean up and get this stuff out of our way. Go ahead and pile all of your garbage on top of your tray. (If you use skin care class packets, have them put garbage into the empty clear bags). Then, after your garbage is out of the way, you can go ahead and snap your mirror flat into the tray and pass those and your foundation brushes this way. COMPLIMENT TIME AND INVITE TO COLOR EVENT Check out our hostess - what do you love about her look? Now look at each other and share what you love most about each other's look. Feel your skin too. Isn't it amazing? Do you want to be in my model portfolio? I attend makeup events each week where we teach about skin care and makeup application techniques. We also take before and after pictures for a model portfolio! You get a gift just for attending the workshop! I would love for you to come as my guest! DREAM BOOK PRESENTATION Have you guys had fun so far? I absolutely love sharing products with women and because I love this business so much, I also love sharing how the business has changed my life and is helping my dreams come true. As I tell you a little about my journey, you may hear something that you could benefit from or you may know someone this could really benefit. At the end, just for your feedback, I'm entering both your name and mine into a drawing for us each to win a Say your Director's Prize, i.e. Coach Purses, Michael Kors Bag, etc. Here's a little about my Mary Kay journey so far. Share your Dream Book. Make sure to emphasize the part at the end about the huge goal you're working on & how their participation today is helping to make that dream come true. Remember to tell them, you need yes's and no's as part of your training. 11

PRESENT YOUR HOSTESS PROGRAM The hostess (say her real name) and her beautiful guests have helped me so much today with my goal and making my dream come true, so thank you so much! I also hope that with everything you all have learned and tried today that your skin feels and looks even more amazing and that you had as much fun as I did. Because I'm so grateful, I'm giving hostess name a ton of free goodies today. Here's what she is earning today. Have them look at the hostess side of the placemat as you go over all the details of the program. Make a big deal about what she's earning for free and how she is able to earn more free products when people book parties TODAY and go home with their own products. You can hand her the coupons of the free product she's already earned and show how she'll earn the rest today. GIFTS TO ANYONE WHO BOOKS A PARTY ON THE SPOT Then say, Wasn't it so easy to lend your face today? If you will help me with my goal of borrowing more faces, I have a gift for you! Who wants a gift? 3 This gift goes to people who book their mineral makeover appointment with you today and share it with a couple friends. PASS OUT THE STARTER KIT CONTENTS SHEET & AGREEMENTS And now, after you've heard more about my story and what's available in Mary Kay, some of you might be interested in giving it a try so you can start living your dreams too. If so, go ahead and fill out this agreement to get your starter kit. Hand out agreements to everyone and the Starter Kit Contents sheet and say, Remember, It's not a marriage contract (laugh out loud). It just allows you to be able to get 50% off the products, tax benefits and to be able to give this business a try. Check out all you get in your Starter Kit...over $400 of products & training materials, for only $100...it's just a great deal. Closet Close GROUP CLOSE Real quick, before I tell you my specials, I want to play another quick game. Play along with me for just a quick minute. Close your eyes and think of a special occasion where you went all out and bought one of your favorite outfits. Maybe you wore it for a wedding, an engagement dinner, anniversary dinner, New Year's, etc. Imagine it in your mind...was it a dress? A top with cute fancy pants? Picture the beautiful fabric and the colors and how excited you were about this outfit. Now go into your closet and take that outfit out and place it on your bed. Now, walk back in...step over the dirty clothes...(lol), and grab the special shoes you bought just to go with this one outfit. Us girls do that, right? I'm not the only one, am I? Then grab the special jewelry...earrings, necklace, bracelet, ring. Then grab the special handbag and don't forget the special underwear that makes everything fit just right (LOL). Now, on that day, did you get your makeup done? Manicure/Pedicure? Did you get your hair done? Now add up what all those things cost that you did for just that one day? 3 The booking a party on the spot gifts should be wrapped in adorable, cute bags or clear cellophane bags, tied in cute ribbon, so the guests see what they will receive and get excited. Have them on the side, but visable (1 for each guest). Gifts could be an eye shadow, lip gloss, mascara, etc. 12

When you've added it all up, open your eyes. Ok, anyone brave and want to share? I'm not going to make you share your secrets, but with all those things, it would easily total $500-$600 and that's if you were a bargain shopper. Many times it's much, much more. Now how many times did you wear that outfit? Once? Twice? I mean think about how many times you wore your wedding dress or your prom dress, right? Now think about what people notice about you first...your face, of course. Sizes change, styles change, etc. No matter what you're wearing, they notice your face. We all have 1 time outfits hanging in our closets, but you can't change out of your skin. Now take a look at this bag. Even at Walgreens or Target, on similar products not near the quality, and a bag to hold them all, you'd easily spend $300-$400. Now think about walking into a department store, at one of the counters...how much do you think you'd spend for similar things there? Well Mary Kay did the research and it would start around $600 and go all the way up to $2000. And for what? Our products are as good and better than most and you'll save so much money. Then, you've got extra money left over for shoe shopping! Review Spectacular Sets Sheets Now let me tell you about all the free stuff you can get just because you were a guest here today, then I'll meet with you individually to answer any specific questions you may have. On the back of your placemat is a Spectacular Sets sheet. Go ahead and flip it over. These are the most popular sets and as I go through them, I'll explain how to get the best deal on your products today. As I explain the sets, feel free to take notes on the back of your profile card. I ll start with our awesome Travel Roll-Up Bag. You can roll it up and it fits perfectly into a bag or corner of a suitcase. You can hang it on a curtain rod or the back of a bathroom door. Many of my clients who don t have a lot of counter space in their bathrooms or who don t like a lot of clutter keep all of their products in this hanging bag. Each of the pockets velcro off too! The fabric on the bag is even water-resistant and super durable nylon. I've had mine for a few years and it looks just like this new one does. It solves that problem of not being able to find what you need because you throw everything into one bag. With the clear, smaller compartments you can actually find what you're looking for, easier. There are 3 specials explained on the bottom right of your placemat. Let s start with our Queen Bag...a bag for a Queen. Sometimes we call it our Big Girl Bag. If you were to add up all the products individually and pay full price, you'd pay upwards of $440. But because you were a guest today, you can choose ANY 7 sets on this sheet and get them for only 299. That includes getting the Roll-Up Bag FREE too! That's getting up to $141 in FREE product, basically getting your entire skincare for free, and then some. The 2nd special is our Princess Bag! You can choose any 4 sets you want and instead of paying the full price value of $270, the Princess Bag is just 199, a $68 savings and the Travel Roll-Up Bag FREE! Notice that the NEW Timewise Repair Set, our prestige line, counts as 4 sets so you can use that for your Princess Bag too, and get the Travel Roll-Up Bag for FREE and save an additional $30! 13

And last, but not least, is the Miracle Set! A miracle for your face. Sets 1 & 2 are the basics for skin care, which are normally 100, but today you save $10 off and receive a special free gift 4. To put it into perspective, even if you chose the Queen Bag, the full 7 sets for $299, that averages out to be only a dollar a day and is the best value. For about 45 seconds in the morning and 45 seconds at night, that's only a minute and half a day to keep your skin looking radiant and young. I think you're worth at least a minute and half day, don't you? And remember, what you do or don't do today is going to show in your skin 5, 10, 20 years down the road. I have most of the products here today for you to go home with so you can start seeing results immediately! Because this is my own business, I can be flexible. I accept cash, credit, check, or the Husband Plan, which is a little of each! (Smile and Laugh!) Feel free to use whatever works best for you. 3 Questions on Back of Profile Last but not least, I'm going to have you flip over your profile card and write the numbers 1-3 somewhere on the back! #1 - Did you have fun today? You have to say yes or I won't let you leave! (: #2 What are your favorite 4-7 sets. You can list them all there and when I meet with you individually, we'll figure out how to give you the most free stuff. #3 - As I told you earlier, I'm working right now to get feedback on the business facts from (_ # of women) this month as I work toward my goal and my dream of (your goal right now - private tuition for my child, my first condo to finally be independent, etc). I'd love to have you count as one of those, whether this is something you'd ever consider or not. Remember, I need both yes's and no's as I work toward my goal! If you'd be willing to help me out by listening to some information about Mary Kay, I'll give you 1/2 price off of any one item in our catalog. If you'd be willing to help, go ahead and write "yes" by #3. If you'd rather not, write "no." AND, if you aren't interested in MK, but you'd help me reach my goal this month, you can write "OK." See Next Page INDIVIDUAL CLOSE 4 Free Gift is the quarterly Gift with Purchase (GWP) available for order on marykayintouch.com, Section 2, Promo. 14

After the Group Close you will want to meet with every guest to do an individual consultation. It should be conducted in a separate area from the area in which the skin care class took place. The individual consultation is extremely important and will make the difference between having a $50 class and a $500 class! At the individual consultation, you should have your datebook, your products to sell, Hostess Packets 1, money bag with some change, calculator, sales tickets, Spectacular Sets sheet and a pen. Ask who needs to leave right away and start with her. If no one needs to leave, pick the person who's the most excited or who you think will would want a Roll-Up Bag. They will not just come so you pick someone to go first. Then, go back to the table to get the next person. Make sure she brings her profile card and Spectacular Sets sheet when she meets with you for her consultation. You will ask the following questions, word for word! ICEBREAKER QUESTIONS 1. (Name), did you have a good time today? 2. How does your skin feel? 3. What part of the Miracle Set did you like best? SELL SETS 1. Which sets were your favorite ones? 2. Explain the differences in value and how she saves money. Do you want to customize a bag? 3. If yes, start filling bag and ask How would you like to take care of it, check, cash or charge, or a little on each? If she wants the products, but is worried about payment, talk to her about a payment plan. (½ now, ½ in a couple weeks?) 4. If no, No worries. What would you like to start with today? 5. Is there anything else that you know you're about to run out of or may need as a gift? Mascara, Satin Hands, etc. I'd hate for you to get home and be missing something you meant to get. BOOK 2+ FOLLOW-UP APPOINTMENTS OK, for your mineral makeup appointment, I do my appointments on (state your preferred days), which is best for you? Then just stare at your datebook and wait. There might be an awkward silence. That s OK! Book her date, then turn the makeover into a party using her referrals on the back of the profile card and the gift of $200 free for hosting! TENTATIVE BOOKING APPROACH If she s unsure about the date or she wants to call you back, ask, What typically works better for you, week nights or weekends? Continue to give her options until you narrow it down to a tentative date. Or set up a time to call her the next day to pick a date. COACHING & HOSTESS PROGRAM You can earn discounts and free product when you share your follow-up appointment with girlfriends.do you want to invite these girls you've listed on your profile card? We d have a blast! DOING A STRONG INDIVIDUAL CLOSE When she says yes to bringing friends, explain your hostess program again and begin to coach her on how she can earn it all. For your party, I will do all the work! I send out super cute invites. Since we already have the start of your guest list, can you think of a few more, just to make sure you have enough attend to qualify for all your hostess rewards? To get 5 to show up, we ll need to invite 15-20. When you have 5 girls over the age of 18 come, you'll get ½ off a brush set or another item. If you have the addresses in your phone, you could write them on this guest list (the one in the hostess packet) and you'll have already qualified for $25 in free product at your appointment. If not, totally fine, then let's talk tomorrow for a few minutes about the guest list. When would be a good time to catch you tomorrow...afternoon or evening? Set up a time to call her the next day. When you have her on the phone the next day, coach her about saving the food til the end of the party and about it being an adult party, without children. For more detail, refer to the Coaching You Hostess and Guests Scripts. If she doesn't want to share her follow-up appointment with friends, then say, I do my 1-on-1 appointments at my training center on Tues/Thurs evenings or Sat mornings...which works best for you? If she'll share with just a couple friends, she could get the brush set for half off. BOOK 2+ INTERVIEWS Check the back of the card to see if she wrote Yes/No, or OK. If Yes/OK, say, Thank you so much for helping me with my goal of getting the opinions of 10 women (or whatever your goal is) on the MK business. Go ahead and listen to the business facts before our chat so that I can hear what you thought and then my Director and I will call you. I'm learning how to answer questions/comments. Tell her what to expect on the call (see Sharing the Opportunity Booking Scripts for details on how to romance it). For the call, how does tomorrow work for you, or does the next day work better for you? If No, ask if she knows anyone who she thinks would be great at what you do. BOOK 2+ GUESTS I would love for you to be my guest at makeover event! We have events on Tues/Thurs evenings and Sat mornings this week.what works better for you? Coach her on what to expect at the event and encourage her to bring friends so she can get some free products! Call your director immediately and tell her about the prospects you selected to listen to the business facts and who you have booked to come to the training center. 15