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FOUR NATURAL LAWS OF PROSPERITY
Future Executive Senior Director Marnie Yunger of Pipersville, Pa.,published in her newsletter these thoughts about how to
have the best by making the most of what you have.
1 How to manage your time.How do you manage your time? You�re going through life at the speed of 60 minutes earns the highestdegree of prosperity and happiness.
Here are some suggestions for making the most of your60 minutes:
Set your priorities. Do the things that count.Have a planned time schedule. Use the weeklyplan sheet and six-most-important-things list. Plan-ning your time utilizes your time.Control your time by knowing what you want to dowith it and how you plan to do it. Set goals withdeadlines. If you know what you want and when youwant it, you�ll get it! You can�t cheat time! It catches up with you so stay with your plan.Take time to work, relax and play. You do haveenough to do it all if you manage your time!
2 How to manage your mind.�As a man thinketh so is he!� This goes for women too! What you put into your mind comes out! To be a con-structive, positive thinker and have constructive, positiveaction, you�ll want to feed your mind with constructive, positive information. Guard against negative, destruc-tive input.
You gain intelligence and magnetism through productivelearning and seeking for knowledge. You�ll want to po-lice the television programs you watch, the books youread and the thoughts you think.
Leaders are readers! You�ll want to read your Career Essentials and become proficient in your sales tech-niques and customer service. Current events and edito-rials in your local newspaper keep you informed aboutwhat is going on in the world. Try to read good
motivational books. Keeping abreast of current fashionand glamour trends in helpful to your business.
You�ll want to read first thing in the morning and last thing at night. These are the times when your mind ismost retentive.
3 How to manage your rela-tionships.Why not choose to associate with people who willmake things happen? You can minister to the masses� be friendly with everyone � but choose your friends and associates from people who are moving ahead.
If you want to be a Director, you� ll want to associate with recruiters and Directors as much as possible. At-tend classes and unit meetings and sit in the front row!Soak it all in. Study successful people and copy theirhabits until you form success habits of your own.
Eliminate the negative and cultivate the positive!
4 How to manage your money.You�re in business so you�ll want to invest your money wisely. Handle your capital investment with care andkeep investing more capital into the business from yourprofits. Mary Kay inventory is the best investment youcan make! Where else is it possible to double yourmoney?
Make your money work for you. When your businessreaches a firm profit level, you�ll want to seek profes-sional help in securing good, solid investments.
You�ll also want to invest in a good-looking, well-fitting outfit. When you reach the status to wear a red jacket,you can build a success wardrobe around it. Strive forthe look of success at all times � it can attract success!
Every Week these 5 tools m
arry to create a more efficient w
eek
High Priority (People)
Medium
Priority (Paper)Low
Priority (Delegated)
Things To Do List for O
ne Week
1.2.3.4. 5.6.
6 Most Im
portant Things To Do Today
Weekly P
lan Sheet
Weekly P
lan Sheet
Building C
onsultantB
uilding Consultant
Weekly P
lan Sheet
Weekly P
lan Sheet
Part T
ime C
onsultantP
art Tim
e Consultant
Time Management
Time Management
Spiral N
otebook
üThings To D
o Listü
Prospective Custom
ers, H
ostesses, and Recruits
üN
otes from C
onferences and M
eetings
Mary K
ay believed above all ...that w
omen be taught to dream
again.
Daily Organizational Worksheet Date ______________
Today’s Schedule6am____________________
____________________7am____________________
____________________8am____________________
____________________9am____________________
____________________10am___________________
____________________11am___________________
____________________12noon_________________
____________________1pm____________________
____________________2pm____________________
____________________3pm____________________
____________________4pm____________________
____________________5pm____________________
____________________6pm____________________
____________________7pm____________________
____________________8pm____________________
____________________9pm____________________
____________________10pm___________________
____________________
6 Most Important Things To Do List—MK
1. _____________________________
2. _____________________________
3. _____________________________
4. _____________________________
5. _____________________________
6. _____________________________
6 Most Important Things To Do List—Other
1. _____________________________
2. _____________________________
3. _____________________________
4. _____________________________
5. _____________________________
6. _____________________________
Customers to ContactName______________________ # _______________Name______________________ # _______________Name______________________ # _______________Name______________________ # _______________
Personal Recruits to ContactName______________________ # _______________Name______________________ # _______________ Name______________________ # _______________Name______________________ # _______________
Prospective Bookings to ContactName______________________ # _______________Name______________________ # _______________ Name______________________ # _______________Name______________________ # _______________
Prospective Recruits to ContactName______________________ # _______________Name______________________ # _______________ Name______________________ # _______________Name______________________ # _______________
Errands to Run1. ___________________2. ___________________3. ___________________4. ___________________
Phone Calls to Return1. ___________________2. ___________________3. ___________________4. ___________________
Notes to Write1. ___________________2. ___________________3. ___________________4. ___________________
Income Producing Activities1 Skin Care Class2 Facials3 On the Go Appointments$100 Customer Service Sale1 Interview 1 Tape/Video with Questionnaire Completed1 Guest at a Meeting5 New Contact (Name & #)2 New Appointments Booked1 New Team Member1 Bus. Debut for new TeamMember ($100 & 4 Bkgs.)Total IPAs Today
Part-Time Consultant 5 per week or 1 per day
Full-Time Consultant 10 per week or 2 per day
Grand Am Consultant 12 per week or 2-3 per day
Directorship15 per week or 3-5 per day
Notes ______________________________________________________________________________________________________________________________________________________________________________________________________________________
Things T
o Do List for O
ne Week
üH
igh Priority (People)
üM
edium Priority (Paper)
üLow
Priority (Delegated)
Things T
o Do List for O
ne Week
High Priority (People m
ake you Money)
High Priority (People m
ake you Money)
üG
et Guest List from
3 Hostesses. N
ame and
Num
ber for each.ü
Call 18 Guests that are invited. N
ame and
Num
ber for each.ü
20 Customer S
ervice Calls. Nam
e and Num
ber.ü
Follow up calls from interviews and guests to
meeting. N
ames and N
umbers.
üFollow up with each N
ew Team M
ember on steps
in Welcom
e Packet.
Things T
o Do List for O
ne Week
Medium
Priority (Paper Supports People)
Medium
Priority (Paper Supports People)
Most of th
e followin
g will be h
andled by an
office assistant
üCustom
ers and Sales Tickets entered
into database.ü
Weekly A
ccomplishm
ent Sheet
üTax R
eceipts and Data Entryü
üIntelliverse
üPostcards, B
irthday Cards
Things T
o Do List for O
ne Week
Low Priority (Delegated Tasks)
Low Priority (Delegated Tasks)ü
Labeling Productü
Inventory managem
entü
Hostess Packet preparation
üR
ecruiting Packet preparationü
Packing for facials and classes
Focus Notebook
Focus stands for Follow One Course until Successful I have realized that in Mary Kay we
only get paid for two things. Seeing the people and talking to the people. However, in
order to see the people and talk to the people you must have a system for keeping track of
all of your leads and a solid follow through system. Realizing that most consultants work
Mary Kay in addition to a Full Time job, I recommend that you set up this binder system to
function as a traveling desk. Additionally, you will want to set up your Brain Book and Car
File as indicated below. These items will insure that you look smooth and that your
systems for booking, selling, recruiting and tracking your activity is effective.
Use a one-inch binder with a plastic sleeve on the outside cover.
Outside Cover: Place pictures symbolizing your yearly, quarterly, and monthly goal.
Include the picture of your Star Consultant Prize. Remember that our brains function more
effectively when only having a couple of things to FOCUS on so keep this simple, but
include things like you sitting in the Grand AM with a date on it, A picture of your family
pasted over a brochure of the front of the Disneyworld Hotel with the date that your family
will take the vacation. I might add words like; it feels so good to know that because of my
consistent activity holding just 3 classes and 3 interviews weekly my family is enjoying this
dream vacation to Disney World for one week in April 2000.
Back Cover - Place your Weekly Plan Sheet here. Get a copy on your refrigerator. It is
recommended that you use colors to prepare yours like mentioned in the Career
Essentials Binder.
Inside Pocket - Place the a couple of the most recent brochures, a couple of sales slips,
business cards stamped confirmation and thank you postcards and profile cards. You also
will want to keep copies of these in your date book, because having brochures and
business cards every where is a good idea.
Focus NotebookDivider #8 - Team Members - Keep your most recent copy of your team report and team
member information here. File last months copy in your income file.
Divider #9 - Addresses - Get some address pages and business card page protectors and
keep important business cards and phone numbers here. Take the copy of the company
phone numbers from the Career Essentials Binder and file it here.
Other Helpful systems:
Spiral Notebook - Keep a spiral notebook to record your six most important list, call list,
and notes from conversations and trainings. Change it every month.
Car File - Keep a file in your car that will hold things like brochures, profiles, agreements,
recruiting and coaching packets, cards and all other paper work that you want to be sure
not to run out of when at an appointment.
You will file so polished and professional when you use this system. You will be on your
way to building a great business.
Focus NotebookBack inside Pocket -Place the most recent copy of the Applause Magazine
Divider #1 - Monthly Goals - On or before the first day of the month EVERY month you
should set a goal for the month. Complete the Monthly Goal Sheet with a Retail,
Wholesale, and Team Building Goal. In the margin break it down to a weekly numbers of
faces, classes, booking and interviews. You will create your ‘Six Most Important Things to
do list based on this goal. If you are tracking your car then the most important sheet is the
Car Production Sheet available from your director.
Divider #2- Prospective Hostesses - Use a different prospective booking sheet for each
week. Use this system to track all of your leads. Record their name, address and phone
and keep track of the status. When you book them complete a profile card while on the
phone and then record the date on the profile, on the tracking sheet and in your date book.
Keep your profiles in the front sleeve cover in the order of the dates of the classes for
easy coaching. As you coach their guests add their profile cards. Keep track of notes for
your prospects. If she says to call back in two weeks then write that and also flip in your
date book and make a note. Use abbreviations like NA - Not Available, LMM - Left
Message on Machine, LMP- Left Message with Person (only leave one message), and
CB- Call Back. Remember that booking is the lifeline of your business. Write the thank
you or confirmation postcards as soon as you book them. This section WILL be key.
Always work the most current leads first. If you are on the slow pace in Mary Kay you
should effortlessly generate 10 new leads, to track Star Consultant generate 25 leads and
Career pace over 40+ leads including referrals from classes, conversational booking, etc.
Divider #3- Prospective Recruits -If your work smart not hard your recruit prospects will
come from section 2. Use the Tracking Form to record name, address, day and night
phone, and status. Make notes including marital status, occupation, approx age, children,
what purchased, likes, and dislikes and other descriptive info that will be helpful to know
when interviewing. Also record what info you gave to her and the date that you are
Focus Notebookfollowing up with her, bringing her to an event, etc. Remember that a recruit is only HOT
for 24-48 hours. Get her to something or meet with her to share the opportunity.
Divider #4- Sales - Keep a copy of last week’s Weekly Accomplishment Sheet here. Keep
blank copies. Record your sales, booking and calling activity daily on your weekly
accomplishment sheet. Transfer your Year-To-Date Totals to the new sheet Keep a piece
of carbon in a page protector and use this to trace over a sheet for your director. Do not
give your director your original. This is to be filed in your income file for taxes. Be sure
that it is filled out completely. Paste to the front cover of this divider a post-it note. Write
your weekly sales goal down and every time your sale subtract to see how far you have to
go. Write your bookings goal down and subtract also. Keep a blank copy of the current
order form and the Section 2 order form.
Divider #5- Tracking - Keep track of ALL promotions and prizes using this section. This
section should include things like: Place the Star Consultant Tracking Sheet first, Century
Club Tracking Sheet, Top Consultant Trip, Court of Sales, and Court of Recruiting
Tracking Sheets, etc. When ever you go for a goal you are given a sheet to track yourself
for that goal or break it down on a piece of paper and track it.
Divider #6 - Events - Keep the most recent copy of the monthly calendar, Hot News,
Newsletter, etc. Immediately transfer all pertinent dates onto your date book. If money is
due write that date down. If you have to bring something write that down on a date before
so you can prepare.
Divider #7 - Customers - File your Preferred Customer Program Print out here. Every time
you get a customer that you would like to add to the list record her name address and
phone on a blank sheet of paper. Put several on a page. Take the little bit of extra time to
do this with each person because it wilt save you time in the long run.
I BOOKING – Clarify what the hostess wants to earn or receive free and specify exactly what she needs to do to get it.
II. PRELIMINARY COACHINGA. Use this script (while you are on the phone initially booking the class)
"___ . this is my business and you are in my date book, so you can count on me to be there rain or shine! Is there anything you perceive that would keep you from holding the appointment? Great!! When you hold your class on its original date, you will receive all of the gifts or discounts we talked about so that you will get more out of this class than it you put into it! I know your word is your bond and mine is also. Like I have told you. please tell your friends, they will feel no obligation to purchase products, just to feel pampered. I will have products with me if anyone wants or needs them. What questions do you have?"
"I'll want to touch base with each of your guests before the class to find out a little bit about their skin type and glamour preferences so I’m sure to bring the right formulas and samples with me. Is there any reason why J couldn't call you tomorrow to get a list and phone numbers? When would be the best time for me to call you, a.m. or p.m.? Great! If you have (5) names with phone numbers who you have called by the time I call you tomorrow. 'I'll have another free eye shadow for you at the class! I can'twait for your class. and I can't wait to give you your_______! Let me jot down quick directions, okay. Great! I'll see you on____ at __' We'll have a Great class!"
1. Follow this conversation up by mailing a "Thank You in Advance" w\ith a copy of gifts she can earn. the time you'll arrive,
etc. You may want to include a "Career Moves" reprint article to plant recruiting/referral seeds.
2. Call her at the time you arranged and get her "Guest List". .
B. Call each person on the “Guest List"! The Purpose:* To further commit the guest to corning and To find out how she cleanses and how much glamour she uses. * To let her know there is no obligation to purchase.* To let her know that you wi11 have product there and how she can purchase (V1SA/MC/Discover, check, cash).
* To let her know how friendly you are and to break any stereotype.* To overcome any unforeseen obstacles tile night of the class.
C. Use this script to call each guest."Hi___! This is_____ with Mary Kay Cosmetics. I am going to be the consultant at____ class on_____. She tells me you're
going to be one of her guests. Is that true? Great! Do you have a quick minute for me to ask you a couple of questions about your skin so that / am sure to bring the right formulas and glamour samples for you?"
1. "Do you consider your skin to be dry, normal, combination, or oily?" (Make a note)
2. "How are you currently cleansing your skin?" (If she is using another product, ask her which of the products sheuses, and compliment her on using a good product) "I've been looking for a satisfied user, and I will truly value your opinion on the comparison to Mary Kay!"3. "Have -YOU ever tried Mary Kay products before?'" If Yes, "When?" (Opportunity to overcome objections as our skin care products have been greatly altered and new products have been added to accommodate all skin types - again, time to let her know you'd value her opinion on the comparison of what she tried before!)
4. "Do you prefer a natural. professional. or glamorous look? Great! / can't wait to select the glamour shades foryou!! What color are your eyes? _______ I’ll look forward to meeting you on____ at ____ O' clock. There is noobligation to purchase anything. / will however. have some products with me so you might want to check _yourcosmetic closet for missing items – concealer, pencils. shadows, eye cream, and if you do need anything you can useyour check book or credit cards! It's going to be fun time for me to pamper you with some new colors! Do youhave any questions for me? Great! See you _______. "
III. Have an Expectant Attitude!! Make sure your Attitude is spotlessly positive!! Review the correct Booking approach and Coaching section in your Consultant's Guide!
Working Full Circle
Hostess Information Hostess Name: _________________________________
Address: _______________________________________
Phone: _______________________________________
Class Location: _________________________________
Thank You: _____________________________________
Class Information Class Date: _________________________
Guest List: __________________________
Pre-Profiled: ________________________
Reminder Card Sent (date): _________
Gave Hostess Packet: Yes No
What is her goal?____________________
Directions to Class Location: _________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Coaches Hostess How to invite Guests
Refreshments
Class Area
Confirmed Guest Attendance
Confirmed Set-Up and Directions
Childcare Arrangements
Encouraged Outside Sales
Explained Credit
Promptness
Guest List Name Phone Number PCP Pre-Profiled Reminder Card Sent
After Class Thank You! Posted to Weekly Summary Sheets Filled Pink Tickets and Other Sheets Added names to Preferred Customer List Followed Up with Team Member Prospects
Self-Evaluation How many sets sold? _____________________ How many bookings made? ______________ How many interviews? ____________________ What do I need to change? ______________ Please make notes on reverse.
is rew
arding
List the pro
du
cts you m
ost want to e
arn FREE for
hostin
g your M
ary Kay®
party
______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________
A Tale of Two Hostesses.
Co
nc
entrate on yo
ur gu
ests not yo
ur h
om
e or your fo
od!
To window
shop
for even more products,
visit my M
ary Kay® Personal
Website or call m
e
ww
w.M
aryKay.com/___________
Tel. _________________
Fabulous FR
EE gifts
Party Ideas for every
occasions!
Simple
party planning!
The Girls G
uide to Hosting the Perfect Party
party
Be
auty and skin c
are are the h
ot topics, so it's a
great re
ason to g
et tog
ether w
ith your frien
ds. An
d w
hat's a p
arty with
out gifts?
How
ab
out A
S.H.O
.T. a
t $100
FRE
E!!!
S - Six Gu
ests H
ave six a
dult n
on-M
ary Kay users at
your class a
nd e
arn $25 in prod
ucts.
H - H
old on
Orig
ina
l Da
te H
old your class o
n the origin
al date yo
u b
ooke
d it and e
arn #25 in pro
du
cts. O
- Ord
er of $200
W
hen yo
ur class has ord
ers totaling $200
or more yo
u earn $25 in pro
du
ct. Total in
clud
es outsid
e orders via b
ook or
we
bsite! For onlin
e orders h
ave the
m p
ut yo
ur na
me in c
om
ments se
ction.
T = Two B
ookin
gs
Have tw
o bo
okings fro
m yo
ur class and
earn $25 in pro
du
ct! I a
m your b
usiness p
artner an
d tog
ether
we w
ill win it all!
Script to invite gu
est: "H
i Susie, this is ___________. Do yo
u have a q
uick minute? I'm
so excite
d, I've just sch
ed
uled an a
pp
t. with a re
ally sharp w
om
an fro
m M
ary Kay. A
nd I c
an only h
ave 5 friends join m
e for a free
facial. Sh
e's goin
g to pa
mp
er us and it's g
oing to b
e a lot of fun. It's o
n __________ at _______ and I'd lo
ve for you to c
om
e. It's o
n a reservatio
n only b
asis, so I'll ne
ed a d
efinite yes or no -
if your n
ot able to m
ake it this time, I'll n
ee
d to fill your pla
ce."
Email or c
all me w
ith your g
uest list w
ithin 48hrs an
d I'll present yo
u with a sp
ecial gift at yo
ur class! M
y em
ail is ________________________________________________ M
y ph
on
e num
ber_________________________________________
# N
am
e Tele
ph
on
e Em
ail
1
2
3
4
5
6
7
8
9
10
list for
Decide on your guest. U
se the dialo
gu
e on th
e previous
pan
el to invite your b
est friend
, a fa
mily m
em
ber, a c
o-worker,
neig
hb
or or church me
mb
er. A
Mary K
ay ® p
arty is fun for any w
om
an wh
o wa
nts to look h
er b
est. (Tip: Yo
u'll want to
invite 8-10 to get 6 th
ere to allo
w for c
anc
ellations)
Get your guests list ready. Tw
o days after yo
u bo
ok your
party, I’ll c
all you a
nd g
et the
na
mes of yo
ur gu
ests.
Confirm the fun.
The d
ay before yo
ur party, c
all ea
ch g
uest to say yo
u look forw
ard to seein
g th
em
. Let the
m kn
ow
I'll be c
onta
cting
the
m to fin
d out a little a
bo
ut their skin
type so I c
an custom
ize our
ap
pointm
ent. Should there be snacks? It’s n
ot ne
cessary, b
ut you c
an offer sim
ple, no-fuss refresh
ments
after the p
arty if you like.
Relax. It’s a p
arty! An
d it’s fun to get
skin care tips, play w
ith m
akeup a
nd exp
erienc
e luxurio
us Mary K
ay® b
od
y c
are prod
ucts.
• Fill out the names, addresses, & phone number’s of the people you are inviting to your party below.
• WHEN THIS SELF ADDRESSED STAMPED LIST IS POST-MARKED BY __________, THEN I’LL MAIL THE INVI-TATIONS FOR YOU AND YOU’LL RECEIVE FREE FROM ME… ____________________________________!
Great Friends Worksheet! Who Do You Know?
Lets take a minute to look at your circle of friends! Here is an easy way to list 40 people you know! Then choose
who will be your select group to “party” with! *Remember to invite double what you intend to have!
4 Relatives! 1.__________ 2.__________ 3.__________ 4.__________ 4 Relative’s Friends! 1.__________ 2.__________ 3.__________ 4.__________ 4 Girlfriends! 1.__________ 2.__________ 3.__________ 4.__________ 4 Co-Workers! 1.__________ 2.__________ 3.__________ 4.__________ 4 Neighbors! 1.__________ 2.__________ 3.__________ 4.__________ 4 Church or Social Group Contacts! 1.__________ 2.__________ 3.__________ 4.__________ 4 People From Places You Shop! 1.__________ 2.__________ 3.__________ 4.__________ 4 People Who You Use Their Services! 1.__________ 2.__________ 3.__________ 4.__________ 4 People Who Owe You A Favor! 1.__________ 2.__________ 3.__________ 4.__________ 4 People You Would Like To Know Better! 1.__________ 2.__________ 3.__________ 4.__________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
NAME: ___________________________ Address: _________________________ ___________________#_____________
To:
Place tape here and mail
Hostess N
ame__________________
My Guest List
Please m
ail to me w
ithin the next 2 days for your F
RE
E Lipstick! Y
ou’re going to be a great hostess!!! T
hank you for your effort and I’m
looking forward to our fabulous skin care class!
To:
Place tape here and mail
Hostess N
ame__________________
My Guest List
Please m
ail to me w
ithin the next 2 days for your F
RE
E Lipstick! Y
ou’re going to be a great hostess!!! T
hank you for your effort and I’m
looking forward to our fabulous skin care class!
Nam
e A
ddress, City, Z
ip
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
Telephone
E-m
ail
Nam
e A
ddress, City, Z
ip
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
Telephone
E-m
ail
Hostess Name: _______________________ Class Date: __________ Phone: ___________ Customer Name: _________________________________ Phone: ____________________ Email Address: _____________________________________________________________ Complete Address: __________________________________________________________ Do you currently have a Mary Kay Consultant who services you? Yes or No If not, may I offer you a complimentary facial and makeover? Yes or No Product Ordered: ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________
Please add ___% sales tax: __________ Order Total: __________________ Customer Name: _________________________________ Phone: ____________________ Email Address: _____________________________________________________________ Complete Address: __________________________________________________________ Do you currently have a Mary Kay Consultant who services you? Yes or No If not, may I offer you a complimentary facial and makeover? Yes or No Product Ordered: ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________
Please add ___% sales tax: __________ Order Total: __________________ Customer Name: _________________________________ Phone: ____________________ Email Address: _____________________________________________________________ Complete Address: __________________________________________________________ Do you currently have a Mary Kay Consultant who services you? Yes or No If not, may I offer you a complimentary facial and makeover? Yes or No Product Ordered: ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________
Please add ___% sales tax: __________ Order Total: __________________
Foundation Choice: Blush Colors:
Foundation Color: 1
Eye Colors: 2
1 3
2 Lipstick Colors:
3 1
4 2
5 3
6 4
7 Lip Gloss Colors:
8 1
9 2
Eye Liner Colors: 3
1 4
2 Lip Liner Colors:
3 1
4 2
Brow Pencil Color: 3
Mascara Color: 4
Highlighter Color: Bronzer Color:
Fragrance Choices: Spa Collection Scent:
1
2 Menʼs Products
3 1
4 2
Personalized Wish List for:Name & Phone #: _____________________________ Birthday: __________
Who Buys Gifts for ME:
1.____________________
# ____________________
2.____________________
# ____________________
3.____________________
# ____________________
4.____________________
# ____________________
5.____________________
# ____________________
I Buy Gifts for:
1.____________________
# ____________________
2.____________________
# ____________________
3.____________________
# ____________________
4.____________________
# ____________________
5.____________________
# ____________________
Mother’s Day! __ Father’s Day __ Christmas __ Valentine’s Day __ Anniversary: __________Graduations __ Other ________ Other ________ Other ________ Other ________
Pauline Turner 1/09
FULL PROOF COACHING
NO SHOWS, CANCELLATIONS, POSTPONMENTS….
Oh my !
Nothing is more frustrating in this business than cancellations. It’s the reason I almost quit as a new consultant. Every time someone cancelled I was hurt, disgusted, angry and frustrated. I then realized that what I thought was coaching was simply polite chit-chat. After 5 classes cancelled in a row in one week I knew I had to get serious about coaching or else. I went from 5 canceling to about a 80-90% holding rate (well above the company average) using the steps outlined below.
STEP 1: COMMITMENT STATEMENT AT TIME OF BOOKING:
Once you have confirmed the appointment as a definite appointment it is imperative that you use an effective commitment statement. It has to let the customer know your serious while still making her feel welcome and excited. I like to sandwich the serious part between two fluff sentences. Here are some examples. You can design your own, but if it’s not working, it’s not serious enough. I usually even laugh when I talk about a broken arm or short of death , but they get the point. If you don’t tell them this is important, they will not know it is.
…. I am so excited to get together with you. You’re going to love your new look. I need to as you one more thing. Will you promise me, heaven forbid something horrible happens like you break your arm or something worse, that you will call me, if at all possible in 48 hours in advance, so I can schedule someone else in your spot. My schedule is so tight that it’s crucial that every single appointment I schedule holds. (Wait for response….) Thank you so much. I know we’re going to have a great time. I’ll be calling you ________ for the names of anyone you’d like to bring and I’ll see you __________ (day of appointment).
….Thank you so much for agreeing to come and be my model. I can’t wait to see your before and after pictures in my portfolio book. Just so you know, I have to have a model there to participate in the class so I’m really counting on you to be there. If for any reason an emergency comes up and you aren’t able to make it, think of someone 2nd best you could send in your place so I will still have a model. I’m hoping that won’t happen because your going to love your look and be fabulous. See you ____________.
….I’m thrilled to have the chance to get together with you and your friends on ___________. I just want to warn you that I have found that at times some women can be kind of flakey. If for any reason your friends cancel on you at the last minute, I don’t want you to take it personally or feel bad. You’re the most
important person I want to have there anyway. Even if it’s just you and I, we’ll still get together on ___________. O.k.?
….We’re going to have a great time at your appointment, but I want you to know that I’m not one of those fly-by-night make up ladies. This is my business and I take it very serious. I have a specific amount of appointments available so it’s crucial that we hold our appointment on the date we schedule. Promise me that nothing short of death will keep you from coming then, o.k.?
STEP 2: FOLLOW UP NOTE: Sent the moment I get off the phone.
Mary, I just wanted to let you know how much I’m looking forward to getting together with you and your friends. I have everything organized and have arranged my schedule for June 10. I’ll be calling you the Friday before for the names and numbers of your friends. We’ll have a wonderful time. Can’t wait to see your new look! Thank you, Susie Consultant
STEP 3: OBTAINING THE GUEST LIST:
Every Friday is coaching day for the next week’s classes. Find out at the time of the booking where and when you can call her the Friday before the class so you’ll know how to get a hold of her. This is the hardest part of the class but worth the time investment. Start early in the day and call her for the guest list. She won’t have it 90% of the time, that’s o.k. Your call will go something like this:
Hi ___________,
I’m so excited about our class on _________ and I’m just calling to get the names and numbers of the friends you’ve invited to come. (She’ll probably say she hasn’t had a chance yet) No problem, I just have to have it by today so I can spend the weekend getting everything ready and put together for our class. As soon as you get a 10 minute break today, call your friends and then call me back by 3:00 with who’s going to be there.
She will probably not call you….. So you will call her back at 4:00 and say:
Hi ___________,
I wasn’t sure whether or not you had tried to call because I’ve been in and out so much so I though I’d better check back with you for the names and numbers of your guests. (She may still not have them) Let’s do this. Give me the list of the people you’re planning to invite. I won’t call them until Saturday and that will give you time to get in touch with them. (Get a tenative guest list)
This is the most difficult but crucial part of coaching your class. If you work hard on the front end, the class will hold and you’ll have success.
STEP 4: DAY OF CONFIRMATION w/HOSTESS:
I always touch bases with the hostess the day of the appointment. Even the best intentioned hostesses can get busy and forget about an appointment. The key is to be cautious not to let this be an opportunity for her to cancel if she has had a bad day. The call should go something like this:
Hi ________
I wanted to call and tell you how excited I am about our appointment tonight.
• I’ve already spoken with __________(guests coming) and they are thrilled you invited them.
• I’ve got everything picked out and ready for your new look and you’re going to love it.
I’m just calling to confirm the directions (go over how to get to or from appointment).
Thanks so much,
• I’ll have everything set up and be waiting at the door for you at _(time)__ sharp.
• I’ll be there at _(time)_ sharp with everything we need for a great time.
See you then.
TO:
Let’s Play Make-up!
TO:
Let’s Play Make-up!
TO:
Let’s Play Make-up!
TO:
Let’s Play Make-up!
is hosting a Fabulous“Head-to-Toe Pam
pering Party”for her busy friends!
She wanted to be sure you were invited!
Date:Time:
Location:
sponsored by Mary Kay C
osmetics
is hosting a Fabulous“Head-to-Toe Pam
pering Party”for her busy friends!
She wanted to be sure you were invited!
Date:Time:
Location:
sponsored by Mary Kay C
osmetics
is hosting a Fabulous“Head-to-Toe Pam
pering Party”for her busy friends!
She wanted to be sure you were invited!
Date:Time:
Location:
sponsored by Mary Kay C
osmetics
is hosting a Fabulous“Head-to-Toe Pam
pering Party”for her busy friends!
She wanted to be sure you were invited!
Date:Time:
Location:
sponsored by Mary Kay C
osmetics
