LISA LEGACY SKIN CARE CLASS (updated March 2017) - SATIN HANDS/SATIN LIPS as Guests arrive

LISA LEGACY SKIN CARE CLASS (updated March 2017) - SATIN HANDS/SATIN LIPS as Guests arrive Hello, my name is, as you probably already know the name of our company is Mary Kay. I want to meet you. Please share your name, how you know (Hostess) and your main skin care question or one thing you d like to learn today AND 1 thing that you love and appreciate most about (Hostess). (make a note on guests profile so you can refer to it during the class or at her individual consultation) THANK YOU, (Hostess), for having me here today! I have a SPECIAL Thank You GIFT for you! (I offer her a choice of Lip Gloss or Lash Intensity from our Mini Deluxe Collection) Let me start by giving you an idea of what we re going to do today. We ll begin with our skin care program. This is what we re famous for. The first time around it s sold as a set. Why?... because it s formulated to work together and that s how you get the best results. Then we ll play with some Mary Kay color. The colors you ll use today are a basic color selection (Optional Dash-Out-The Door Look: CTP Eye Color, Mascara, Bronzer, Gloss). It lets us start with a basic color look so, when we get together at your follow-up facial, we can select a customized look based on what you love! At the end of our time today, we ll get together One-On-One to discuss your individual needs. We can also find a time for your follow-up facial. This is the 1st of TWO facials I offer my customers. The 1st one is to try the products; the 2nd one is to tweak or try something we didn t do today. There s no obligation to purchase today, but you ll be tempted so I want you to know that you can use MasterCard, Discover, Visa, American Express, checks and cash. And, you get to take home whatever you select TODAY! Our time is limited so your attention will help me stay on track so I m not forced to omit anything. 1

It s great to meet everyone, and I m so glad you re here! Now I d like to tell you a little about Mary Kay Ash, the founder of our company. Open your BEAUTY BOOK to the 1st page to see a beautiful photo of Mary Kay... Mary Kay was a single mom struggling to make ends meet in a male-dominated business world for more than 25 years. She retired in protest after yet another man that she had trained was promoted above her. She thought about her career frustrations and wished there was a company where women could be fully rewarded for their skills and abilities. She realized she didn t have to just sit and wish; she could start that kind of company herself. And she knew she wanted that company to sell a product that would create confidence and make women feel beautiful inside and out. The rest is history or, as we like to call it, HER-story! Every day that I have the privilege of being with amazing women like you, I am proud of my decision to start my Mary Kay business. And I am proud that this Company follows the Golden Rule and emphasizes the importance of giving back. Because of Mary Kay Ash s philosophies, vision and courage, it s MY-story too. Because I m a small business owner, when you buy from me, you re supporting MY DREAMS and your local community. How many of you appreciate doing business with companies that are socially or environmentally responsible? Then you ll be glad to know that when you use Mary Kay products, you re supporting a company that does good... When you wash your face with Mary Kay products, there are women and children who finally have a safe haven because of the 50 million dollars that Mary Kay and The Mary Kay Foundation have donated to domestic violence shelters across the country. When you moisturize with Mary Kay products, you re supporting a company dedicated to fighting the many cancers that affect women. Along with The Mary Kay Foundation, Mary Kay has donated more than 20 million dollars to doctors and research to find a cure. 2

When you use Mary Kay products, you re supporting a company that has a progressive corporate recycling program that has committed to planting over 1 million trees around the world and is always looking for ways to be more sustainable and green. It s easy to get behind a company with that kind of heart and soul, don t you agree? Mary Kay also touches hearts by giving back to the global community all THANKS to 1 amazing woman! Mary Kay Ash realized women needed an opportunity to achieve financial success while balancing their lives with their values and priorities. Mary Kay always said that her priorities were God 1 st, Family 2 nd, and Career 3 rd. She found that when she put her life in this order, everything seemed to work out. And there are so many women who agree with those priorities. In fact, millions of women in nearly 40 countries worldwide have embraced the opportunity, making Mary Kay one of the largest direct sellers of skin care and color cosmetics in the world. Some Directors in China make enough money with their Mary Kay business that the government has allowed them to have a 2 nd child. Your choice to wash your face with Mary Kay is a powerful one and you can make a positive difference in the world! The Mary Kay opportunity thrives today because it s a great way to earn extra income. And because it s about real women helping other women look and feel their best. What would be your favorite thing about owning your own business? I ve been building my Mary Kay business for months/years. My mission is to My vision is to And one of my goals is to By all of you being here today, you are helping me fulfill my mission, vision and goals so THANK YOU from the bottom of a grateful heart! 3

(Your brief I story) Before Mary Kay I I was drawn to Mary Kay because What I ve found in Mary Kay is Why I stay is because One of the things I love about the Mary Kay opportunity is that it allows women to have a business that fits their life instead of having to live a life that fits around their career. In fact, this could be an opportunity that could help you create the life you want! Mary Kay Ash always said there s a future Beauty Consultant at every party. Who do YOU think it might be? Watch me to see if you might want to learn to do what I do. OK, let s turn to pages 4 & 5 in your Beauty Book. Did you know that Mary Kay spends millions of dollars and conducts more than 300,000 tests each year to ensure that Mary Kay products meet the highest standards of quality, safety and performance? And, did you know that all ingredients in our products sold in the U.S. meet both U.S. FDA and European Union safety standards? There are millions of loyal Mary Kay product consumers around the world because Mary Kay products consistently deliver the benefits women want at great prices. And because they have Beauty Consultants like me who work to find the right products to help them look and feel great! How many of you have a drawer full of makeup or skin care mistakes that you paid good money for? No worries, Mary Kay has a 100% Satisfaction Guarantee. That means that with every dollar you spend, you end up with products you absolutely LOVE! So if there is any Mary Kay product you later decide you d like to swap or return because it isn t the right formula or you need a different color, just let me know. Take a look at your skin in the mirror and think about this: How old you are is YOUR business but how old you look is MY business. 4

What we will be doing here in the next 30 minutes will only take you a few minutes in the morning and at night. You ll feel and see results TODAY: in 3 days, 3 weeks, 3 months that you will love! Sound Good? Turn to page 9 in the Beauty Book to see what we like to call a MIRACLE! This is our premium collection of age-fighting products that delivers the benefits you need for younger looking skin. It s great for all skin types, including sensitive skin and those with rosacea. While the TimeWise Miracle Set is not a cure for rosacea and does not treat it, it is a skin care regimen that s highly compatible for those who have supersensitive skin. Here are the first 5 essential skin care steps that the Miracle Set delivers... 1. First, the Miracle Set CLEANSES to remove makeup and impurities. 2. It EXFOLIATES to remove dead skin cells that dull the skin. 3. It FRESHENS to tone your skin and refine pores. 4. It MOISTURIZES to hydrate for soft, smooth skin... AND... 5. It helps to PROTECT the skin from sun and environmental damage. The Miracle Set also delivers 6 additional benefits to SMOOTH, REDUCE FINE LINES AND WRINKLES, FIRM, SOFTEN, ENTERGIZE AND REBUILD. (If taking off Eye Makeup): Oil-Free Eye Makeup Remover. It s a Best Seller because it removes eye makeup without pulling or tugging, even waterproof. It s safe for contact lens wearers. Gently go around the top of your eye outward, and in toward your nose on the bottom. (Use on a cotton ball, MUST shake first to combine the regular & waterproof formulas). 5

Are you ready to pamper your face? Great! I am going to take you through the 5 essentials steps now, starting with the TimeWise 3-in-1 Cleanser. It comes in 2 formulas, one for normal to-dry and one for combination-to-oily skin. It is also available in a cleansing bar. We are going to start by dampening your face with a wet cloth. Now you can apply your CLEANSER which is in well #1, by tapping it around the face avoiding the eye area. Cleanse Upward and Outward with both hands (show motion). When you re finished, you ll remove your cleanser with your wet washcloth... Upward and Outward. As you apply the cleanser, you re treating your skin to outstanding cleansing and makeup removal. You re also getting 3 steps in just one product: Cleansing, Exfoliating and Freshening! Doesn t your face feel so fresh and clean? Take a look at page 9 to see the results of a 12 week clinical study of the continued use of the Miracle Set, including these 2 powerful products! Mary Kay scientists have discovered how to help diminish the signs of aging with our Day Solution & Night Solution. TimeWise Day Solution SPF 35 is in well #2, try it on the back of your hand. Normally, you apply this in the morning after cleansing. This product helps to protect and shield the skin from harmful UVA/UVB rays. It helps to relax expression lines and soften their appearance. Remember, protecting your skin from the sun each day is a critical step in reducing the signs of aging. TimeWise Night Solution is in well #3, try it on the back of your other hand. Normally, you apply it to your face in the evening after you cleanse. The small beads you see are called Nutribeads. These are filled with Vitamins and Peptides that deliver highly effective antioxidants essential for the skin s renewal process! Antioxidants protect against free radicals that attack healthy cells. Collagen breaks down over time and it does not renew itself as quickly with age so Peptides signal to the skin to create more collagen for firmer skin. Night Solution puts the Miracle in our Miracle Set. Nighttime skin care is important because of the renewal and cellular turnover that takes place while we sleep! 6

Next is the TimeWise Age-Fighting Moirturizer. There are two formulas to meet the needs of your skin type, plus an optional moisturizer with SPF 30. Did you know that lack of firmness is caused, in part, by the loss of moisture? You can help prevent this moisture loss with TimeWise Age-Fighting Moisturizer! You will find your customized moisturizer in well #4. Apply your moisturizer in and Upward and Outward motion. It gives you the combined action of 10 hours of hydration, plus powerful antioxidants to help skin look and feel smooth and radiant. The patented complex also helps to accelerate the skin s natural renewal process. How does your skin feel now? Don t you love how soft and smooth it is? And you ve only used these Mary Kay products once, imagine how your skin will look and feel when you use the Miracle Set every day! Firming Eye Cream in well #5 firms & moisturizes the delicate skin around the eyes to soften fine lines. Use your ring finger (because it has the lightest touch) to apply it, gently pat it around your eye, never taking it to the last line (eye cream creeps due to blinking). Eye cream is a personal choice so we ll talk about your options when we meet one-on-one at the end. Let s turn to page 16. We ll come back to some of the other pages. How would you like to know a secret from top celebrity Make-Up Artists? Well, here it is... Foundation Primer. It is going to fill in every teeny tiny line, pore and wrinkle on the face, leaving the skin feeling silky soft. Plus, it leaves a flawless finish and gives your foundation hours & hours of staying power! It feels like a velvet mask. It is in well #6 on your tray. Scoop it up and apply it to ONE SIDE of your face, across the cheeks, nose, forehead, smooth it all around (give it a second)... Feels AMAZING, right? 7

Here s something interesting... Did you know that nearly 58% of women aren t sure they are wearing the correct foundation shade? Mary Kay offers several types of foundation in a wide range of shades so you get the flawless look you want. Foundation is the final step in any good skin care routine. It helps protect your skin from the environment, evens skin tone, and covers flaws for healthy-looking, radiant skin. One thing that sets Mary Kay apart is that we are experts in Foundation. Our goal is to help every woman find the right foundation shade and formula! TODAY, you re going to try our CC Cream SPF 15 it s amazing! In addition to extra sun protection, it provides some color correction and it leaves your skin looking healthy and radiant. Mary Kay offers many foundation options. At your follow up appointment, we ll do your Foundation Fitting to find the perfect shade & formula for YOU! We can also discuss other options for you during your individual consultation. Now, how does your face feel? Optional: Under Eye Corrector. It s in well #7. You will need just a tiny bit. I d like you to use your ring finger because it applies the least amount of pressure to the eye area. Gently pat it underneath your eyes to conceal and brighten! Now as women, we all know that skin care never ends with the basics. Many of us want additional products to help us meet our own individual needs. MARY KAY HAS A PRODUCT FOR EVERY NEED BUT NOT EVERY WOMAN NEEDS EVERY PRODUCT. Flip back to pages 12-13. I want to highlight a few SUPPLEMENTS... 8

Microdermabrasion Plus, page 12. The 1 st step, REFINE, is a physical exfoliator that reduces the appearance of fine lines and gently refines skin s texture as it removes surface dead skin cells and buildup from pores. TODAY, try it on the back of your hand but at home you d use it in the shower after your Cleanser, 1-3 times per week. It instantly reveals smooth, energized, healthy-looking skin. The 2 nd step, PORE MINIMIZER, is a nourishing serum that helps calm and comfort skin after the 1 st step. With pores cleared of build-up and dead skin cells, it works immediately to tighten and reduce the appearance of pores. Results get better over time. Revealing Radiance Facial Peel, page 13. It can be used 1-3 times per week, after your Cleanser, apply and leave on for 10 minutes, remove with a warm cloth, continue with your skin care routine. Best results when used at night due to cellular turnover and regeneration. It goes deeper to reveal the radiance within by beginning exfoliation under the top layers of skin to remove dead cells allowing new, younger-looking skin to surface. It s gentle but if you feel a tingling sensation it s to remind you that it s working. Replenishing Serum+C, page 15. The human body doesn t naturally produce vitamin C, which is a potent antioxidant that protects against free radicals that attack healthy cells, so it repairs current damage and prevents signs of aging to give you firmer-looking skin... it s lifts, brightens & firms. Let s do a quick recap: You started with Satin Hands & Satin Lips. You ve used our TimeWise 3-in-1 Cleanser, Age-Fighting Moisturizer, (tried our Day & Night Solution on your hand), Firming Eye Cream, Foundation Primer (on ½ your face), and CC Cream (or Foundation), and (MicroD on hand). Now, please turn to page 17 in your Beauty Book. 9

Optional: Dash Out The Door Look - Cream Eye Color, Mascara, Bronzing Powder (shape of 3: apply along forehead hairline, sweep down across cheek, sweep down along jawline), Lip Gloss. We are going to play with Mary Kay learning colors so you to lean about Mary Kay color! You can try another look at your follow-up appointment. EYES: (instruct them to peel the plastic off the eye colors on the color card and then talk them through one of the eye diagrams shown they can either use a little of the dark shade under their eye for a liner or you can give them an eye liner demo to try... Hostess can use our MK Brush Collection and you can give her your full attention, teaching her how to use the different brushes for her eye look) We will spend more time on application techniques at your follow-up appt. (Eyebrow Pencil only if necessary, an eye shadow shade that s similar to hair color can be applied with a sponge tip applicator for definition this is something that can be offered at her follow-up facial, too) Hazelnut & Espresso are good shadow options MASCARA: (never double-dip mascara wand/not sanitary have extra wands for additional applications). When applying mascara, don t pump it because air gets in the tube and it will dry out your mascara, just twist. Also, you should replace your mascara every 3-4 months or bacteria can build up! Wiggle the applicator side to side as you apply the mascara for thickening and lengthening. We re using the formula today. CHEEKS: Take some color off the look card with your cotton ball. Deposit the color on your cheekbone, no lower than the tip of your nose and no closer than 2 fingers from the edge of the nose. Blend toward your ear, into hairline. Use the clean side of the cotton ball if you have too much color. The secret to beautiful color application is to blend, blend, blend. LIPS: (lip liner is optional: draw a thin, natural line typically it s easier if you line the V on the top lip and then start in the middle of the bottom lip and use light, feathery strokes outward the corners of the lips. Liner acts like a fence for your lipstick it keeps color from bleeding into fine lines). Peel off the Lipstick part of your color card, fold it back then press and pull off the color onto your lips. I have Lip Gloss to finish your look. Mary Kay gloss has light reflectors which give shine without highlighting lines or wrinkles. Good thing, right? 10

THIS IS MY FAVORITE PART... You get to check yourself out! (have them hold their mirror out at arms length) Now, it s compliment time! You get to share what you love most about each other s look. The biggest compliment you can give me is to refer me to your friends. I prefer to grow my business on REFERRALS because it s more comfortable for everyone! Its wonderful women like you that help me share Mary Kay. Who do you know that would enjoy what we ve done today? Referral Game: Because I really appreciate referrals, I always offer a GIFT for each person that gives me 5 or more names. So, you can get FREE! It s that easy., yours FREE with 5 names and numbers. How many of you LOVED the Foundation Primer? Well, Mary Kay s lucky number was 13. So, for anyone who has 13 names and numbers, YOU can take home the Primer FREE! And then, I have the ULTIMATE GIFT for the person who gives me the most names and numbers... the Ultimate Mascara! So, go ahead... I ll give you a couple minutes, while I clean up, so get out your cell phones or whatever you need. You can write your names and numbers on the back of your profile card. Ready? OK... Start! Remember, the name only counts if you have the name and the number. (Keep an extra MK plastic bag in your Starter Kit for trash) (Table Close) Turn to pages 18-19. Here are the products we used today! We started with TimeWise 3-in-1 Cleanser and Age-Fighting Moisturizer, Foundation is the final, essential skin care step. These products make up our BASIC SET. Adding the Day & Night Solution makes it our MIRACLE SET. Next is the Firming Eye Cream. It was the rich cream with soothing botanicals that moisturizes, firms & brightens your eyes. Next is Microdermabrasion Plus: Refine is the 1 st step. Pore Minimizer is the 2 nd step. The TimeWise Miracle Set, with Firming Eye Cream and the Microdermabrasion Set make up our ULTIMATE MIRACLE SET which provides maximum age-fighting results. 11

Now, I get to show you our incredible Travel Roll-Up Bag! (ROMANCE THE TRAVEL ROLL-UP BAG... HUG IT, RUB IT & SHARE HOW AMAZING IT IS!) Each pocket comes in and out for ease & convenience, it hangs up & rolls up for quick & easy travel. Some women fill it with all Mary Kay! Some women fill it with their Mary Kay & other stuff like deodorant, shampoo, conditioner, jewelry, etc. IT IS YOUR GIFT TODAY when you select 3 SETS. Now, let s look at your SETS SHEET so you ll know all your options. I can help create sets based on the products you love when we meet 1-on-1. (If using the Beauty Book Sets Sheet, have guests write on their Sheet... ) Ultimate Miracle Set or Repair Set = 3 sets / Miracle Set = 2 Sets Let me tell you all the ways you can get Mary Kay... Cash, Check, Credit Card Husband Plan: some with cash, some with a check and some on a card. It s harder to track that way hee! 1/2 down, plus the retail tax: you can share your follow-up with a few friends and get the rest at a really good discount or FREE Ready for the really FUN part? If money were no object, circle ALL the SETS you d like to take with you today. Does anyone need to leave early? OK then, let s start with you. (Hostess) will serve refreshments while I meet with each of you individually to answer questions and make some notes for my records. (tell them what order to come see you) 12

In a separate area living room, dining room, etc. have your set up for individual close: Datebook / Beauty Book / Look Book / Sales Tickets / Pens / Calculator (Display trays filled with eye/cheek colors/brush Collection) SHOT Hostess Brochures (extra sales tickets & Look Books) (Individual Close) Sit below the guest on the floor and ask the following questions... 1. Did you have fun today? 2. I m curious to know what you liked best about the skin care you tried? 3. What did you learn today that you didn t already know? Let s look at your SETS SHEETS... start with the Basic Set and go from there... add her product total. If she gets any 3 sets, or she s over $200, she gets the Travel Roll-Up Bag FREE! How would you like to handle this? While we re together, let s pencil in a date for your follow-up appointment. I realize you might not have your calendar here but let s get a starting point. If you find there s a conflict, it s not a problem to change it. What s better for you, during the Week or Weekend? Daytime or evening?, can I ask you a question? Look at her SETS sheet, any of the circled products that she didn t get today If I told you that you could get these for FREE or for next to nothing, would you want to? Well, when you share your follow up appointment with a few friends, like the referrals you wrote on your profile, I will work to earn YOU these products for FREE or next to nothing. Hand her a SHOT Hostess brochure and explain how it works. Thank you for coming. Please let (next person) know I m ready for her. 13