•03/16 Version, Created by SNSD Julia Burnett, Photos edited SD Melissa Linton •Credit due to the countless women who pioneered the way & whose words have been passed down through the years. Thank you to Cindy Machado, Diana Sumpter, •Jenna Larson, Roya Mattis, Julie Weaver, Lisa Madson, Amy Kemp, Pam Shaw & Leah Lauchlan.

1

Office  Depot  Discount  Card  –  You

 want  to  use  this  at  all  Office  Max  /Office  Depot

 (they  

merged)  or  Kinko’s,  FedEx  

Office  Maxx  will  print  the  Flip  Chart  for  ab

out  $12.00  (1  sided  color  copies)  

 Office  Max  

had  the  best  price.  

     Flip  Chart  Binde

r  for  your  Mary  Kay  Flip  Chart!    Go  to  Amazon,  it’s  the  Bus

iness  Source  

1-­‐inch  Presentation  Binder  –  Blac

k  for  $11.48.  

   Sheet  Protectors

 –    You  will  need  32  sheet  protec

tors.    Amazon  has  50  non-­‐glare  sheets  

for  $10.35    You  can  also  find  thes

e  in  just  about  any  store  from  office  supply  sto

re  to  

Wal-­‐Mart  to  fit  your  budget.

Kitchen Coaching:

When you arrive at least 30 minutes early: 1. Give sincere compliment & gratitude to Hostess – nice to find something in her home to compliment 2. Set up your “1-on-1” Station (away from table) – money bag, calendar, hostess packets, team

building packets, sales tickets, calculator & product 3. Ask the hostess “who’s coming today who would be good doing what I do?” (just listen), “What about you?” Have courage to ask, just listen, don’t respond or try to overcome any concerns, just respond with, “Well, just watch me today and see if you think you would ever want to learn to do what I do, I think you’d be great!” 4. Discuss hostess’s colors she will use during the color segment (new consultants: use color card) 5. Show the hostess how to do satin hands & the eye makeup remover demo using a black liner on the back of their hand on each guest as they arrive 6. Set up the table 7. As guests arrive, greet each one with a double handshake (firm grip shows confidence, 2nd hand on top of hers shows gentleness, lower your body a bit in honor) & use her NAME as you say, “____, so nice to meet you.” 8. After guests experience satin hands & OFEMR (these two instant-results products usually get them excited to try more) hand them a profile card/pen & encourage to fill out as you are filling their trays with product & match their CC cream Welcome & Introductions (start on time as much as possible) Alright, so glad you are here! First I want to say thank you to ___(the hostess)____. I genuinely appreciate you for gathering some of your most fun friends around the table. I love ___(something you love about her)___. I had a big goal of & _____ agreed to help me with that and I’m so thankful for your support.

As a thank you to ___(hostess)___ I’d like to present her with her gift; this gift is a thank you for having me over and sharing me with your friends, which is a HUGE compliment to me! (Gift=sampler minis, PCP gift, discontinued product wrapped cute). Now, I want to know what you’ll love the most about ___(name)___ our Hostess with the Mostess? (round robin)

3Introductions – tell me your name, what you do for a living inside or outside of the home, product and what you love the most about our Hostess with the Mostess?

••

••SOFTEN,      SCRUB        and MOISTURIZE  

gently REMOVES  EYE  MAKEUP

Did you gals love trying the Satin Hands set & the Oil Free Eye Makeup Remover? Those are two just really WOW products – some of our best sellers and you can see why, right? Satin Hands protects, enriches, and softens skin. I love the satin hands set b/c _____________.

& that Eye Makeup Remover - such a set apart product – It’s one of our most popular products, takes off even waterproof mascara with little tugging and it does not burn your eyes. What I love about it is _____________.

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Agenda (mention 1st of 2 appointments & Individual Consultations): Ok, here’s the agenda for tonight. This will take about 1 hr & I promise you, you are going to have FUN & your face is going to feel AMAZING!

1st Going to play a quick game. You can earn tickets throughout the entire party and I’m giving away a gift card to whoever has the most at the end! I love to play games, b/c I want this to be FUN & interactive. Our hostess is going to reward you with TICKETS throughout our entire time together just for asking questions, making comments, laughing at my jokes…If you have a question about a product (like “what do you recommend for anti-aging”) she’ll give you ONE TICKET, and a question about the COMPANY (like “was Mary Kay Ash a real person?” or “How do I become an IBC”) she’ll reward you with TWO TICKETS.

2nd You’ll get a pampering facial with our amazing skin care products and then we will do makeovers. (Our hostess gets a customized makeover with our professional brush set – that’s one of the many perks of being a hostess. If it’s the hostess’s 1st time, she can do dash out the door as well.) Everyone else will learn what we call a “dash-out-the-door look”; it’s a quick, easy, natural look that will brighten your eyes and you can do it in less than 2 minutes and it looks good on everyone. Your hostess just might look a little better than the rest of you by the end of tonight – I hope you’re ok with that. Ha ha.

(THIS IS REALLY IMPORTANT) This is the first of two appointments you are entitled to as a Mary Kay customer, and you all have the option to book a 2nd appointment to get your customized look and to learn to use our professional brush set OR a Spa Multi-Masking Appointment. SO we are going to play a little game. Here is a gift and each time you hear me refer to the Follow Up Appointment, pass the gift to the next person - & whoever ends up with it at the end, gets to take it HOME, deal? OK so let’s practice. (make up a sentence “So today we are going to focus on skin care, but at your Follow Up we can do more advanced glamour.”) All Mary Kay products carry a 100% satisfaction guarantee—this means that I want you to LOVE everything you decide to go home with– so at your FOLLOW UP we’ll make sure everything is working as it should. Every 3 months, MK has new products, so someone always books a time for us all to get back together then – who will host that follow up appt. for us?

3rd At the end, you’ll step into my office (over there). I want to get your opinion of the products, answer any questions you have and if you’d like to make a purchase you can do it at that time. I brought a “goody bag”** for everyone, which has some fun samples & treats that I want to send home with you as a small thank you for coming.

**The “goody bag” is a combination of a hostess & recruiting packet that contains some samples. It helps to entice everyone to do the Individual Consultation + sends them home with some great info about Mary Kay. Recommended contents (you can customize yours, but this is what I suggest): “Steps to Success” team building brochure, Look Book, Hostess Program postcard, business card, candy AND THEN 1-2 samples: color card, eye liner, mini hand cream, MDA foil pack. TIP: Follow –up for more sales

Pict8re  of  your  goal/prizePict8re  of  your  “why”  in  MarJ  Kay

Pict8re  of  you  before  MarJ  Kay Pict8re  of  what  atLMacted  you  to    

MarJ  Kay

•Short 1 minute I-Story (just the basics, you will weave more of your story into the Ticket Game)

(Sample)

I have been building my business for .....(if under a year say “less than a year”) Before MK (a line or

two about your life before) – show a picture of you before MK

& I was attracted to Mary Kay because & yet I was fearful b/c

But what I have found

Some of what I love the most about my MK is

& my current goal is

Use this section to write it out:

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Why wash your face Mary Kay

Mary Kay Ash

•  

Did you know

•Why wash your face with Mary Kay  

I’d love to share with you a little more about Mary Kay, so you are equipped to make great

decisions. FOR A TICKET What % of purchases in America do women have control over?

(80%)

That is a lot of power when we take our consumer dollars and invest in products, people and companies who align with our values most of us just buy certain products out of HABIT & we don’t think about where our money is going. I don’t know what other cosmetic companies do with their money, but I do know what happens when you choose to ystem, but wash your face with Mary Kay products.

· Mary Kay, Inc. is a company created by a woman, where women could be paid what they are worth without sacrificing their priorities of God 1st, Family 2nd, and Career 3rd, and living by the Golden Rule

· So, when you wash your face with Mary Kay, you are directly investing in a locally owned small business and impacting her dreams, her family & her community? In fact if you choose Mary Kay products today you are investing in ME & my dreams (share how Mary Kay will impact your life, family, mission, etc).

· Did you’ll know Mary Kay Ash was a real person? (TICKET) She has been voted as the most influential female entrepreneur in American History*. I am so proud to be associated with her company.  

•http://www.marykay.com/en-US/about-mary-kay/companyfounder/Pages/about-mary-kay-ash.aspx (by Baylor University) 11

•

•

•

•

•

• ••

•

• •

• ••

•

• ••

•

•

•

Dedicated to ending women’s cancers and domestic abuse

TEXT “LOVEIS” TO 22522

•I

• Did you know that Mary Kay is a private family owned business, celebrating 50+years with well over 4 billion in annual wholesale sales and has extreme brand loyalty?

• Did you know that when you wash your face with Mary Kay, you can be proud of our Company, constantly looking for ways to be sustainable and green we call it "PINK DOING GREEN." Our manufacturing plant in Dallas and our 5 distribution centers in the U.S. have “zero landfill” status!! Also you’re supporting a company that will plant 1 million trees here in the U.S. by 2017 in partnership with the Arbor Day Foundation. We will plant a tree for every 10 “caps and cases” turned in through our recycling program.

• Did you know that when you wash your face with Mary Kay, there are women and families safe tonight in shelters all across the US, because of the more than $50 million Mary Kay Inc. & the Mary Kay Foundation have donated to help prevent and end domestic violence.

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• Every year our Foundation awards $3 million in grants to domestic violence shelters all across the US and awards over $1 million in grants each year to top medical schools & research facilities across the country to support research for cancers affecting women.  

• Mary Kay is the lead sponsor of the loveisrespect text for help service – the nation’s first texting program designed to help young people with healthy dating and relationships. If you or someone you know needs help, send text “loveis” to 22522.

• Did you know when you choose to wash your face with Mary Kay, you help women who are survivors of abuse, cancer survivors and the elderly – feel more beautiful with the “Mary Kay Makeovers for Good” program? In fact, we are committed to 1 million makeovers for good for women in need as part of this program.

Mary Kay GLOBAL

Globally

Ticket GameReally quick: for a TICKET - I’m going to give you a letter & you’re going to find something in this room that starts with that letter & every letter is going to stand for something about Mary Kay Ok so the first letter is.... M

M – MONEY 15

Finally let’s look at the Global impact when you choose to wash your face with Mary Kay. There are 5,000 global employees and 3.5 million worldwide independent sales force members in more than 35 countries who say “thank you” because YOU are allowing them the privilege to get up every day and design their dream life.

There are so many stories, but my favorite is one from China. At an event where new National Sales Directors came together, National Diana Sumpter was talking with the #1 NSD in China and asked her why she thought Mary Kay was growing so fast in China? Her response was “because of the money we make in Mary Kay, we can have more than one child” That is mind blowing isn’t it?

After hearing all of this, let me know what your favorite part was on how Mary Kay impacts families on a personal, local, national and global level?

money

M – MONEY

What would you do with an extra $500 a month? (Give a TICKET to each person who speaks) For a TICKET – what % commission do we make on the product? (50%) so that means I buy this product (pick one up) for $1 & sell it for $2 – so I make 1/2 of what I sell. A lot of women become a part of MK to make extra $. Many households are getting squeezed, where as time goes on you don’t get a raise, yet expenses are increasing – so family’s are getting SQUEEZED. Many gals begin a MK biz, just to bridge the gap, make extra money to pay off student loans or to have some extra $ for the family to do fun things, or just SHOE money! Lol! Then women see that their Mary Kay can become a CAREER or can offer them FREEDOM. Sometimes, people will ask, “can you really support yourself from Mary Kay?” My (National Sales) Director’s (Director’s) highest commission check for one month has been __($34,000)_. There are women all over the place making six figures in MK.

Ok next letter is.... R 17

R – RECOGNITION & REWARDS

When you walked into work yesterday, did your co-workers give you a standing ovation? “Yay! She’s here!!” Mary Kay Ash always believed in praising a woman to success. She felt if a woman’s best qualities were spotlighted then her weaknesses would diminish & her confidence would grow. She also believed in rewarding women with Cinderella-type prizes, items most women would never buy for themselves – and creating EXPERIENCES & MEMORIES. I have found so many women graduate from college & then get so consumed with their careers/families that they wake up one day and realize they’ve kinda lost themselves. MK is such a fun way to CONNECT with like-minded positive women and to be recognized for a job well done. Mary Kay believes in it so much, in fact, that they reinvest 1/2 of our profits into rewards & recognition for the sales force.

Ok next letter is.... S

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Self Improvement Training & Personal Growth

•  

S – SELF-ESTEEM training

Wouldn’t you agree, if you are CONFIDENT & have a healthy self-concept & are surrounded by SUPPORT – you can accomplish just about anything and make GOOD choices, right? Mary Kay, in my opinion, is just about the best self improvement program out there. Because we are COACHED by other leaders who have gone before us, and who can help us navigate being our best self. Mary Kay is just about the safest place for a woman to fall down and stand back up again b/c the COMMUNITY of Mary Kay is filled with wise & loving business leaders. We do COMMUNITY really, really well & we have a COLLABORATIVE CULTURE not a COMPETITIVE ONE.

Ok next letter is.... C 21

• ••

••

•

•

•

•  

or $500 / month

•PREMIER CLUB •PREMIER PLUS

• •   ■ I•

or $900 / monthor $375 / month) • GRAND ACHIEVER

•

GRAND  ACHIEVER

C – CARS

You can earn the use of a car in Mary Kay! How crazy is that?! You can take the car Chevy

Cruse (where they pay for most of the insurance) or $375/month cash. Which would you take? (have them share and give a TICKET for speakers)

The cars are always changing, right now they have a black BMW 320i - (anyone take the car?)

& of course the famous pink Cadillac or $900 a month cash. I mean, what if I could go into your

on-line banking & just delete your car payment or your insurance payment?

Ok next letter is.... W

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••

•

•

•Watch  

me   Tonight!  

discover the possibilities

W – WATCH WHAT I DO & SEE IF YOU THINK YOU’D EVER WANT TO LEARN TO DO WHAT I DO?

Mary Kay Ash always said there’s a future beauty consultant sitting at each party – so I wonder who

do you’ll think it might be? (they’ll either all look at you or all point to one person – just laugh & say) Well,

you never know – just watch me today & see if you think you’d ever want to learn to do what I do.

I am building the most INCREDIBLE Team of women in all of ___ (your location/state/breaking a

record)__. I am looking for women who ___(fill in your adjectives. ..are excellent or who want to BE

excellent, women who love God or who WANT to love God, I am looking for women who know they have

untapped talent, untapped potential who are just looking for the right opportunity to run on, women who

know they want to max out their life experience & who are looking for freedom. One of the things I am

working on is to earn the use of my MK Career Car & to do that, I’m looking for 12 women this

month who would give me their OPINION of the MK opportunity, fully knowing that it won’t be for most

of them & I’m totally OK with that. (Hold your CAR POSTER with lines) (On Kim’s Website, under call #5 –

I’m getting my FREE MK Car) So if you might be willing to be 1 of the 12 – just let me know later, you can

sign my poster & I’d love to offer you a gift just for being willing to give me your OPINION. .& I know

women LOVE to give their opinion! Lol!!

•Ok next letter is.... A

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 *  WORK  FROM  HOME    

*  BUSINESS  OWNER  

*  TAX    ADVANTAGES

A – ADVANTAGES

Lots of tax advantages in working from home, the FLEXIBILITY of MAKING MY OWN SCHEDULE (give super short personal example) & BEING YOUR OWN BOSS, I get to call the shots – Who has ever thought, I would be a better boss than the one that I have? I think I’m a pretty great boss of me!

Ok last letter is.... B

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• •

•

•

•

•

•

•

•  

• The  Golden  Rule            

-­‐ Do  unto  others  as  you  would  have  them  do  unto  you.  

• Life's  Priorities  Placed  in  Proper  Order      

         -­‐    Faith  first,  family  second  and  career  third

•Make  Me  Feel  ImporRant              -­‐    Imagine  everSone  is  wearing  a  sigT  that  reads,  "Make  me    

                     f  eel  imporRant.”  

TIMELESS

PRINCIPLES FROM

AMERICA’S GREATEST

WOMAN ENTREPRENEUR

• Go-­‐Give  Spirit  -­‐  The  willingTess  to  help  one  another  and  know  that  if  you  help  enough    

people  get  what  they  want,  you  will  get  what  you  want.  

MARY  KAY  ASH

B – BELIEFS

This is what I really want you to know about Mary Kay – we are based on the Golden Rule, which is treat people the way you want to be treated – part of that is we don’t steal other MK Customers b/c we believe in ABUNDANCE vs. SCARCITY mentality – so we believe there’s plenty of women with skin out there that we don’t have to go stealing people’s people.

We are proud to attempt to order our lives by living out the values of God 1st, then family, then our career – We believe that lives work more in harmony when lived in this way. & I don’t know about you, but before MK found me – my life was

.

So, let me ask you’ll this – if you ever decided to work with me in a million years...what would be attractive to you? (would it be for the money, the recognition, the cars, the beliefs....) (give TICKET for those who speak)

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Hostess Program – OR talk about your plan

So, ______ our Hostess is being rewarded with … (INSERT YOUR HOSTESS PLAN)$100 of MK for just 35 (or $75 of MK for just 35) for choosing to share her 2nd appt with some girlfriends. This is one of the many perks I love about MK – for the woman who LOVES GOOD STUFF yet maybe it’s not in the budget to buy counter brands – MK allows you to EARN it for FREE. I could never walk up to the Sephora/Ulta counter and say “hey, what could I do for a big discount?” or “Any way I could get that for free?” But in MK, if you just choose to share your 2nd appt with some girlfriends, I can support you in getting every product you ever wanted at a SIGNIFICANT discount or for free.

Also, your MK has a 100% guarantee – so any MK you take home with you & later decide you’d like to swap it out b/c it wasn’t the right formula, or you needed a different color – just let me know & I can exchange it all day long - & I’m not out any $ and neither are you! How many of you have a drawer of Makeup mistakes? I did too before Mary Kay – but with that guarantee, the company wants to make sure that every dollar you spend with MK, that you END UP with a product you absolutely LOVE!

Just another reason for our 2nd appointment, we want to be sure you love your Mary Kay!

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•

•

• As  seen  by  a  derXatologist    

               on  a  panelists  in  a  12-­‐week    

               clinical  st[dy• 83%  had  a  reduction  in    

       fine  lines  and  wrinkles• Up  to  25%  improvement    

               in  skin  elasticitS• 100%  had  sofRer  more  

supple  skin

• 46%  improvement  in  more  

even  skin  tone

MIRACLE SET

How many of you don’t wash your face before going to bed? (lighthearted – no judgment)

I don’t know if this is true or not, but I heard someone say once that your FACE AGES 13 DAYS for every day you don’t wash your face. But think about it . think about your GLASSES, your CAR WINDSHIELD...think about how dirty those get in ONE day? That same stuff is coming in contact with your skin, you don’t even see it...then you go to bed, you’re rolling around on your pillow, you wake up...it’s the same face. So we want to make sure we’re washing our face twice a day & ESPECIALLY before going to bed.

So at night whenever I’m lazy & don’t feel like taking the time to wash my face, I think “I don’t want it to age 13 days” and it gets me RIGHT out of bed! Lol! Now I have no idea if that’s true, but your skin does age more rapidly when you don’t take care of it. So let’s cleanse!

If any of you’ll are “soap & water” girls, or you don’t cleanse your face at all, my best recommendation for you would be our BASIC SET (hold up 3-in1 Cleanser & Age Fighting Moisturizer) b/c it takes care of the FIVE basic steps to taking care of your skin. So who knows what one of the FIVE basic steps are for a TICKET – go ahead and guess, you probably already know – yell them out.

(Give TICKETS) 1. Cleanse 2. Exfoliate 3. Tone 4. Protect (from the sun) 5. Moisturize

So Mary Kay is really smart, those used to be in 5 different bottles, but b/c Mary Kay knows women are super busy, they shoved all 5 of those steps into these two bottles here, the BASIC. (Hold up Basic) and look at those statistics if you add one more product in the am/one more at night – That’s our Miracle Set you are about to try!

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•  

CLEANSE  T I M E W I S E  

 3 -­‐ I N -­‐ 1   C L E A N S E R  

 

CLEANSE,  EXFOLIATE    AND  REFRESH  TO    R E V E A L   YOUNG E R    LOOKING  SKIN  

•  

Timewise 3-in-1 Cleanser

(get face wet with cloth) Go ahead and apply your Timewise 3-in-1 Cleanser all over (keep your eye

make-up on)– it takes care of the first 3 steps cleanses, exfoliates & tones all in one.

(while they’re applying keep it moving) For a TICKET – who can tell me – whenever you touch

your face – which direction should you go? (upward) & for a TICKET WHY? (against gravity) Rub

upward & outward in small circles

Do you feel/see little BEADS? Those are gentle micro-beads (that DISSOLVE*) & remove dead skin cells, so the newest, freshest skin is revealed. It also TONES your skin & helps your pores to appear smaller b/c of the BOTANICALS in the product.

*All beads in our products either dissolve or meet/exceed governmental regulations. MK Inc meets/exceeds all governmental

regulations significantly ahead of schedule. MK Inc only had to change two products for beads (satin hands/lips) and did so

almost a year ahead of schedule.

(wipe off)

Would  you  be  impressed  if  you  can  feel/see  a  difference  in  just  1  time  of  using  the  products?    

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•

• ••• ••

•

•

MicroderXabrasion Plus Set    

APPLY  PORE  MINIMIZER  T I M EW I S E  P O R E   M I N I M I Z E R    S IGNIF ICANTLY  REDUCES  THE  V I S IBLE  NUMBER  OF  PORES*            AND  G IVES  YOU  CLOSE -­‐UP-­‐CONFIDENT   SK IN  

REFINE  

   TIMEWISE  

MICRODERMABRASION  

STEP  1  REFINE    

EFFECTIVELY  REMOVES  DEAD  SKIN  

CELLS  FROM  INSIDE    AND  AROUND  

THE  EDGES  OF  PORES    

 

Visible  results  in  one  week!    Women  who  tfied  the  MicroderXabrasion  Plus  Set  in  an  independent  consumer  st[dy*    saw  results:  

• It  immediately  changed  the  way  I  feel  about  by  skin  –  78%  

• Skin  looks  instantly  younger  –  77%  

• Dramatically  improves  skin’s  appearance  –  87%  

• Visibly  improves  the  look  of  fine  lines  –  79%  

• SigTificantly  shrinks  the  look  of  pores  –  82%  

Microdermabrasion

__(Hostess)__ is going to get to use the MICRODERMABRASION (All over her face) right now, the rest of you apply it to our right cheek only! You gals will get to use it all over at your 2nd appt. (turn to hostess & have her massage MDA for about 15 seconds on each part of face –Some may ask if you need to cleanse if you also use MDA Step 1 Refine....Yes, cleanser has properties that break down impurities in the skin and is formulated to clean, the Step 1 MDA is an exfoliant but not formulated to cleanse)

Microderm IMMEDIATELY REDUCES the appearance of FINE LINES & SMOOTHS skin’s texture and Step 2 the PORE MINIMIZER tightens the look of pores & immediately minimizes pores & the results get better over time.

I love Microdermabrasion SOOOO much b/c .

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VITAMINS  FOR    

YOUR  FACE

DAY/NIGHT Solution Now let’s talk about wrinkles. I’m going to guess that no one wants them, right?! We’re going to add these 2 bottles to the BASIC, which turns the BASIC into the MIRACLE SET – b/c it does MIRACLES to your face! Just by adding these two bottles to the middle of your BASIC SET you’re actually going to DOUBLE the results you see in your skin care. (show the 83%)

These are your VITAMINS (Day/Night) – they are what we call your PRO-NEWAL System – the DAY Solution is going to PRO-TECT during the day and the Night Solution is going to RE-NEW at night. Hence, “Pro-Newal.” You swap out the day or night solutions between cleanser & moisturizer depending on what time of day it is.

Day Solution We’ll start with Day Solution first (apply it to both cheeks, not the FOREHEAD).

•Protect and shield the skin from harmful UVA/UVB rays with SPF 35* •It has calming peptides that help with RELAX EXPRESSION LINES, fine lines, wrinkles •Going to be your BOOSTER that helps your entire skin care system to work better • Acts like a “FORCE FIELD” on your face - blocks your face from pollution in the environment

You’ll use this every morning right after cleansing I love Day Solution because .

Night Solution One of our PRETTIEST PRODUCTS – see all those pretty beads floating around in there? Those are actually encapsulated VITAMINS A, C, E. Optional: We’re just going to put that on your neck b/c I just want you to try it. (Pass bottle let them squirt out & try)

No beads in your tray b/c when you dispense it, the beads BURST and release FRESH VITAMINS onto your skin.

A – Help Smooth your skin C – Even out your skin tone E – Antioxidants – Restore & heals your skin

For a TICKET – what’s another reason why I had you put it on your NECK? Besides the fact that it’s not nighttime?

We age on our neck about same rate as our face, so it’s really important for us to take care of ALL of it. THIS IS NOW YOUR FACE – LOL! (put your hand from hairline to decollate) We’re going to take care of all of that LOL!

I love Night Solution because _____________________. 39

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MOISTURIZE        TIMEWISE  AGE-­‐FIGHTING    

MOISTURIZER    

REDUCES  THE    

APPEARANCE  OF  FINE    

LINES  AND  WRINKLES,    

AND  HYDRATES  FOR  UP    

TO  10  HOURS  

Age-Fighting Moisturizer

We will end with your TimeWise® Age-Fighting MOISTURIZER. (go ahead & apply all over

face) It comes in two formulas – combination/oily or normal/dry. We also offer one with

SPF 30*. Its function is to:

• HYDRATES for up to 10 HOURS using our exclusive dream HUMECTANT BLEND  ▪ It also contains powerful ANTIOXIDANTS which guard against damaging FREE

RADICALS that are caused by pollution, radiation, cigarette smoke, herbicides and other environmental pollutants.

You’ll use your moisturizer every morning & night LAST as the SEALANT to your VITAMINS.

A lot of women who have OILY SKIN don’t think this step is necessary. They feel they’ll be adding oil to their face. TW formulas are 100% OIL-FREE. If we don’t keep the face moisturized, oil-glands begin working overtime producing oil to make up for it. That’s why you might feel squeaky clean when you wash your face, but by mid-afternoon you could fry an egg on it. The face needs moisture to help not go overboard with oil production.

i love our Age-Fighting Moisturizer because .

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TimeWise Miracle Set

That completes our Miracle Set, we’ve pretty much taken your VITAMINS & put them right in the middle of the BASIC set. Now feel your face with the back of your hand – how does everyone’s skin feel? (holding the four products together in the air & explain this is the miracle set the.....3-in-1 Cleanser, Age-fighting Moisturizer & the Day/Night solutions). Remember the %s I showed you earlier? (flip back to the page with all the %)

For a TICKET, what do you notice about your skin now (as opposed to when they first arrived)?

That’s after just ONE use – can you IMAGINE the results you could see after using it consistently morning and night for three months?

The set you just tried (Miracle Set) has earned the Good Housekeeping Seal*!! Which that alone says a LOT about the quality of our products.

*Throughout its history, consumers have interpreted the Good Housekeeping Seal to be a "stamp of approval" or an indication of a "good product," but many do not realize that the Good Housekeeping Seal is an emblem of Good Housekeeping's Consumers Policy. This policy offers a limited warranty in the form of a refund, repair or replacement if the product carrying our Seal is found to be defective within two years of purchase.

Mary Kay makes it so easy to fall in love with our products b/c the QUALITY of the product for the QUANTITY for the PRICE – you cannot beat it. It lasts forever, it has the Good Housekeeping Seal of Approval & MK’s $ back guarantee.

Frankly, we offer super CONVENIENCE – what a lot of my customers do is just plug my # into their phone & run out of their mascara at 6am & they just TEXT ME when they’re low on something & I keep track of your SHADES & your FORMULAS & next thing you know, your product is at your DOOR & you didn’t have to drive across town, fight traffic or even figure out what you need – we make it effortless. So you can see why our customers are SOOOO LOYAL to Mary Kay.

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A luxuriously rich eye cream so advanced it improves firmness, brightens, provides intense moisturization, plus minimizes fine lines and wrinkles.

TIMEWISE  FIRMING  EYE  CREAM  

• BENEFITS AND CLAMS Saw an improvement in the overall appearance of the skin around the eyesSaw a visible reduction in roughness/dryness around the eyes.

The combined power of a collagen-enhancing peptide duo works to build/restore the supporting structure to revitalize cells for firmer skin.

• up to 2S% •firmer skIn around the &Yin

Soothing botanical extracts and brightening agents are employed to condition and prepare the skin for moisturization resulting in a more even skin tone.

96%100%Up  to  25%

Up  to  40%

Up  to  75%

Firmer skin around the eyes.

Reduction of dark circles under the eyes.

Improved silkiness of the skin around the eyes.

*Based  on  a  12-­‐week  clinical  study

Firm and Tighten

Supplements Real quick, we’re going to dig into two other quick supplements, which we can get into more specific supplements at your 2nd appt – SKIN SUPPLEMENTS are like VITAMINS for SPECIFIC PROBLEM AREAS of your skin. Two areas I have found women need the most help are usually their EYES and LIPS.

Have you ever noticed how the 1st place women will show signs of premature aging is around the eyes? For a TICKET   who can name a couple reasons we age around our eyes first?  

•· Skin is thinner  •· We touch our eyes a lot – show emotion there  •· Don’t have as many fat deposits under our eyes as...let’s say our cheeks  •· No oil glands directly under your eyes (why teens have no acne there)  •· We retain moisture under the eyes (puffy)

Skin under your eyes is only 1/4 as thick as anywhere else on the face. (Take your ring finger and feel the difference between the skin under your eye and your cheek.)

Firming Eye Cream  For a TICKET, what FINGER should you use whenever touching your eye area? (ring finger) and WHY? (weakest finger)  Apply Firming Eye Cream with ring finger under eye (You just want them to feel the difference between the eyes - joke you can give them more later for other eye if they can REALLY feel it)  • ONE product – Multiple

benefits Brightens  Firms  Moisturizes  

I mean look at these %s! They are crazy! (point to % on other side)

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Step I: Effectively exfoliates dead

surface skin cells that cause lips to appear dull and lifeless.

Satin Lips

Clinical results show that a single application of Satin Lips Lip Balm moisturizes the lips

for at least six hours.

Step 2:

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Satin  Lips  Set  +  Fabulous  Friends  Referral  Game    

Now  you’re  going  to  try  an  all-­‐time  favorite  in  Mary  Kay,  while  we  play  a  fun  game.  You’ll  have  the  chance  to  earn  some  more  free  products!    

Is  anyone  here  addicted  to  chap  stick?  A  lot  of  chap  sticks  have  ALCOHOL  in  them  –  which  dries  out  your  lips,  so  you  have  to  keep  putting  it  on.  

Satin  Lips  helps  to  actually  cure  chapped  lips,  not  just  soothe  them  b/c  it  gently  exfoliates  the  dead  skin  cells  &  deeply  hydrates.  One  application  of  the  BALM  is  CLINICALLY  PROVEN  to  HYDRATE  for  at  LEAST  6  hours  –  which  is  crazy!  I  can  put  it  on  my  lips  at  night  before  I  go  to  bed  &  I  can  still  feel  the  results  of  it  in  the  morning.    

While  your  lip  mask  is  drying  please  fill  out  the  3  questions  on  the  back  of  your  profile  card.  Then  apply  lip  balm.    

Now  we  are  going  to  play  a  fun  game  for  a  free  product!  (you  choose  to  use  #11  on  the  back  of  the  profile  card  or  the  Fabulous  Friends  Referral  sheet—choose  to  give  tickets  for  names  and  #’s  or  1/2  off  or  free)    

Take  out  your  cell  phones!    

We’re  going  to  play  the  Fabulous  Friends  Game  -­‐  You  can  give  away  gift  cards  to  all  your  fabulous  friends  or  invite  them  to  our  follow  up!!!  For  listing  10  friends  you  get  your  choice  of  Mascara  or  Eye  Make-­‐Up  Remover  for  1/2  off!  Circle  your  choice.  (or  give  tickets  for  every  name  and  #)  Fill  in  the  entire  sheet  or  list  20  friends  and  get  your  choice  of  item  for  FREE!  Who  do  you  know  that  is  a  Leader?  What  women  do  you  know  who  go  above  and  beyond?  Who  do  you  know  who  truly  loves  people?  Who  do  you  know  who  is  competitive?  I  will  give  you  5  minutes  to  brainstorm  your  Guest  list  and  choose  the  women  you  want  to  come  to  your  follow  up  or  five  gift  cards  to.  READY-­‐SET-­‐GO!!!    

(begin  cleaning  up,  give  them  ideas  of  neighbors,  co-­‐workers,  family,  kid’s  friends  moms,  husband’s  co-­‐workers  to  write  down)  

 See  who  has  the  most!  Applaud  those  who  wrote  down  some  names!  

My  Favorite  thing  about  Satin  Lips  is_________________________________.

Follow Up

8 Benefits in 1 step

CC CreamLightleight  coverage  for  a  nat[ral-­‐flawless-­‐looking  complexion  

• Protects  

• Brightens  

• Corfects  with  

Lightleight  Coverage  

• Minimizes  Redness  

• Conceals  

• Reduces  visible  sigTs  of  

aging  

• Defends  

• Hydrates  Minimizes  Lightleight  pigXents  blend  easily  with  

a  broad  range  of  skin  tones  

Available in 5 shades

•  

CC Cream

FOUNDATION PRIMER: Primers are the secret to a flawless face! Prevents shine breakthrough, and

minimizes pores too!  

We will finish with CC Cream – a “Complexion Corrector.” There’s a LOT going on in this little tube (begin

applying) – it protects your face from the SUN, minimizes REDNESS, it BRIGHTENS your skin,

conceals DARKNESS, reduces signs of AGING – you name it – it does it & is SO LIGHTWEIGHT. My

customers who say “No way – I don’t wear foundation” – they go crazy for this!

I love CC Cream because .

(as they are applying) Some of you may want more coverage for your foundation & if so, that’s something we can match at your 2nd appt. We have insane foundations, like Mary Kay is

KNOWN for our skin care & foundations/mineral powder – I run into cosmetologists all the time who say, “Oh I can always tell people who use Mary Kay b/c their skin is flawless & looks amazing.”

(If  you  didn’t  match  foundation/CC  Cream  earlier,  no  worries,  do  it  here!)

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•  

BOOK  YOUR  2ND  APPOINTMENT  TODAY  TO  HAVE  A    

CUSTOMIZED LOOK CREATED  JUST  FOR  YOU!!

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Deal  or  No  Deal  -­‐  Booking  the  FOLLOW  UP    

Today  we  are  going  to  try  an  amazing  dash  out  the  door  look!    

Who  in  here  would  like  to  look  good  in  5  minutes  or  less?  (Raise  your  hand  so  they  raise  theirs)    GREAT!!!  At  your  FOLLOW  UP  we  are  going  to  try  a  more  customized  look  so….  (walk  around  with  your  deal  cards)  I  want  you  to  pick  your  DEAL  that  you  will  receive  (in  addition  to  your  hostess  credit)  at  your  FOLLOW  UP  when  you  share  it  with  at  least  3  girlfriends  that  you  just  wrote  down!    

(Have  each  guest  take  a  deal  card)  Let’s  all  OPEN  them  together  and  see  what  you  got!!!  FANTASTIC!  (hand  them  a  reminder  hostess  postcard)  Go  ahead  and  write  down  on  the  back  the  item  you  get  for  FREE  just  for  sharing  your  FOLLOW  UP  with  3  or  more  friends!  When  you  listen  to  the  fast,  fun,  facts  (or  marketing  video…)  you  will  also  receive  a  1/2  off  item  of  your  choice!  Write  down  which  item  you  think  you  want  for  1/2  off!!!  Isn’t  that  exciting?  Turn  over  to  the  front  of  your  reminder  card  and  write  down  your  address.    

(During  the  CC  Cream,  Lips,  &  Lashes,  you  can  walk  around  to  set  their  follow  up  dates)

•  

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Quick  Review  of  EVERYTHING  they  used    Let’s  quickly  review  everything  you  tried  today  and  I  want  to  hear  what  you  loved  the  most.  We  started  with  Satin  Hands  and  then  focused  on  all  the  products  in  the  Ultimate  Miracle  Set.  You  used  Satin  Lips,  the  CC  Cream,  Mascara,  Lip  Gloss  and  our  Hostess  for  a  customized  look  using  our  Mineral  Makeup  and  our  Professional  Brush  Set.  What  products  did  you  enjoy  the  most?  What  are  some  new  things  you  learned  about  our  products  or  takin  care  of  your  skin?  

Compliment  Time    

Everyone  take  your  hair  band  off,  hold  your  mirror  at  arm’s  length  away,  fluff  your  hair  -­‐  and  tell  yourself  you  look  fabulous!!!  Look  at  yourself  from  out  here  (hold  mirror  at  arm’s  length)  That’s  how  people  see  you,  not  right  up  here  (by  your  face).  We  like  to  look  up  super  close  an  nit  pick,  but  that’s  not  how  people  see  you!  Lol!  Now  we’re  going  to  do  compliment  time  -­‐  so  turn  to  the  person  next  to  you  and  tell  her  what  you  love  most  about  her  new  look  (give  them  30  seconds  to  do  this).  Now  let’s  finish  with  the  hostess  since  she  looks  the  best  (LOL!)  -­‐  What  do  you  love  about  her  look?    

At  your  FOLOW  UP  Appointment,  we  can  fine-­‐tune  your  look  to  make  sure  you’re  looking  &  feeling  your  best!    

Go  Over  Hostess  Program    

Let’s  find  out  what  our  Hostess  is  earning  for  free  tonight!  This  is  one  perk  of  being  a  Mary  Kay  customer  versus  buying  your  skin  care  and  cosmetics  at  the  mall  -­‐  you  can’t  walk  up  to  a  makeup  counter  and  ask  to  get  free  products  because  you  brought  a  few  friends  with  you.  But  in  Mary  Kay  you  can!!!  When  you  share  your  FOLLOW  UP  appointment  with  friends,  you  earn  discounts  and  credit!    

Go  over  each  part  of  the  Hostess  Program  and  recognize  what  the  hostess  earned  for  free  that  night  already.  Make  a  big  deal  out  of  what  she  earns.  And  if  there’s  incentive  for  the  hostess  based  on  the  #  of  bookings  talk  about  sharing  their  2nd  appt.  with  friends  gives  her  that.  (Note:  I  don’t  give  my  hostess  that  part  of  her  credit  until  the  party  holds.)  

•

•

•

• •

•

••

••

•

ULTIMATE  MIRACLE  SET  TIMEWISE  MIRACLE  SET  3-­‐1n-­‐1  Cleanser    Age-­‐Fighting                    Moist[rizer  

 Day  Solution    

 SPF  35  Night  Solution  

TimeWise  Miracle  Set  MicroderXabrasion  Plus  Set        FirXing  Eye  Cream

travel roll-up bag

Sets Table Close Have you’ll had fun? Well I know some of you’ll were here just to have fun & some of you’ll need some things – so may I take a moment to show you’ll are most popular sets? What I found is people do these appts and some people say “I don’t even know what I have in my drawers, I have a hodge-podge” Maybe…it’s really time to clean out your drawers and just start all over. (Show travel rollup bag) It’s so functional – pouches are CLEAR, they COME OFF, HANGS in your bathroom, if you have a very small bathroom GETS THINGS OFF COUNTER, packs up beautifully, great travel thru AIRPORTS. The bag is great!

(NOTE TO CONSULTANTS: *these products retail individually $256 retail – when you purchase from MK in sets your retail $239) You may be thinking “you know what, I’m not sure I can start with the whole thing – so maybe if I started a little bit smaller – maybe just the BASIC skin care/foundation + the VITAMINS, which is the MIRACLE SET (Pocket 1) – usually runs about 130 – but you get it for 99 – you don’t get the bag. Basically like getting your one of your VITAMINS for free. (*note to consultant: purchasing complete miracle sets vs. individual products will save $13 retail) Some of you are minimalist – not going to do all of this – but you’re thinking “I really do want to take care of my skin on the most basic level” – you could just start with the BASIC – 3- in-1 Cleanser, Age Fighting Moisturizer and the foundation of your choice – those three are 66.

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Closet  Close  Close  your  eyes  for  a  moment.    Go  into  your  closet,  look  way  in  the  back.    See  that  one  outfit  you  bought  for  a  very  special  occasion  hanging  back  there?    Shoes,  purse,  jewelry,  etc?    Did  you  get  your  hair  done  for  the  night?    Add  that  all  up  and  when  you  have  a  ballpark  figure  open  your  eyes.    How  much  did  it  cost?    Was  anyone’s  outfit  $100  (raise  your  hand),  $200?  $200?  $400?      

Ok,  in  the  last  6  months,  how  often  have  you  worn  that  outfit?  (ask  people  how  often)  I’m  going  to  put  prices  in  perspective  for  you.    You  spent  a  significant  amount  of  money  on  something  you  have  only  worn  once  or  twice  in  6  months.      (Hold  up  rollup  bag  –  Love  on  it!!)    This  is  something  you  get  to  wear  EVERY  SINGLE  DAY    on  your  face,  the  first  thing  people  see  when  they  see  you!                                                                                                                                                                                                                                                                                    

What’s inside of it is what you used today. 1st pocket BASIC skin care & foundation of choice and (The Miracle Set) which is your vitamins. pocket 2 your MDA pocket 3 your eye cream pocket 4 Satin Hands, Satin Lips, Foundation Primer

This is almost everything we used today. The 1st three pockets are The Ultimate Miracle SetThese products individually would retail for over 255* but you get it for 199. If you priced this out in a store it’d probably be well over 3-400! This is the best deal b/c it saves you the most money (kinda like getting your entire BASIC for FREE). When you run out of something probably only run out of 1 or 2 things. When you’re using a good product it’s very concentrated so a little goes a long way.

Deal  or  No  Deal  -­‐  Booking  the  FOLLOW  UP  

Today  we  are  going  to  try  an  amazing  dash  out  the  door  look!    

Who  in  here  would  like  to  look  good  in  5  minutes  or  less?  (Raise  your  hand  so  they  raise  theirs)    

GREAT!!!  At  your  FOLLOW  UP  we  are  going  to  try  a  more  customized  look  so….  (walk  around  with  your  deal  cards)  I  want  you  to  pick  your  DEAL  that  you  will  receive  (in  addition  to  your  hostess  credit)  at  your  FOLLOW  UP  when  you  share  it  with  at  least  3  girlfriends  that  you  just  wrote  down!    

(Have  each  guest  take  a  deal  card)  Let’s  all  OPEN  them  together  and  see  what  you  got!!!    

FANTASTIC!  (hand  them  a  reminder  hostess  postcard)  Go  ahead  and  write  down  on  the  back  the  item  you  get  for  FREE  just  for  sharing  your  FOLLOW  UP  with  3  or  more  friends!  When  you  listen  to  the  fast,  fun,  facts  (or  marketing  video…)  you  will  also  receive  a  1/2  off  item  of  your  choice!  Write  down  which  item  you  think  you  want  for  1/2  off!!!  Isn’t  that  exciting?  Turn  over  to  the  front  of  your  reminder  card  and  write  down  your  address.    

(During  the  Lips,  Bronzer,  Touch  up  Mascara  (optional  cream  eye  shadow)  &  walk  around  to  set  their  follow  up  dates)

Having  fun?!    Become  a  Beauty  Consultant!

The  ULTIMATE  Close  

“Table  Close  for  the  Opportunity”  (Thank  you  Diane  Mentiply)  

“If  you  heard  anything  tonight  that  caught  your  attention  –  more  money,  more  flexibility,  a  free  car,  leadership,  new  girlfriends,  more  fun,  more  choices  –  and  

you  are  wanting  to  purchase  the  skin  care  we  tried  tonight.    I  suggest  you  consider  the  Starter  kit.    That  opens  the  door  for  you  to  explore  what  else  Mary  

Kay  has  to  offer  you.    

• •

Quiz  Time  

Closing Questions & Door Prizes We’re going to take a little quiz – the easiest quiz you ever took b/c I’m going to give you the answers. (Either the Opinion Poll on the Set Sheet, or use the back of the profile card.

#1 If you could take home any of the 3 sets I showed you (this is not an order form, this is me, I want to get to know you) – would you want to take home the Starter Kit, the entire BAG, the Miracle Set or the Basic? Write down BAG, Starter Kit, MIRACLE or BASIC

#2 – I owe you a 2nd appt – we covered skin care and a little bit of color – but we need to custom your color if you want to learn a little about color application, so I owe you that 2nd appt. So you have an option – you can do that 2nd appt with just ME, just the two of us or you can invite a few friends and get some products for FREE – so the answer is either ME or for FREE

#3 – As I shared earlier, I am going through leadership training (earning the use of a MK Career Car & part of that is looking for 12 women to give me their opinion of the MK Opportunity) & I am learning how to give info about our business & how to give answers & I need some practice – so the question I’m asking is would you help me? Just by listening to info about the business, you give me your feedback & ask questions....I’ll also be happy to give you any item at 1/2 price as a thank you for your time. So the answer is either YES, you’re thinking Yes I’ll help you, I’ve heard some great things and I’m kinda thinking I want to hear more, 2nd answer could be SURE, I’m not really interested but I don’t mind helping you with your training, 3rd answer is NO, I’m really not interested and I really don’t want to help you (laugh). So the 3rd answer is either YES, SURE or NO

If It’s YES or SURE – go ahead and write down the one color item you’d like at 1/2 price.

DOOR PRIZE GIVE AWAY Count up your tickets!! Who has the most for a gift card for the 2nd appt? Yay! _____ earned the gift card! (May consider giving out two or more gift cards for the two top ticket earners if you desire to book more in the group. Do NOT give the gift card at the table, once you’ve given it, you’ve lost incentive for her to meet with you, only give it at the 1-on-1 & the gift card is for their 2nd appt only – NOT for today)

Who ended up with the bag of Samples? Congratulations – they’re all yours! Enjoy!

OK now who’s gotta go QUICK or who’s got a babysitter? How about you go first, and then we’ll take so & so and then so & so (try to start with most EXCITED person first) & bring your profile card with you & we’ll meet over there so I can walk through some things with you.

(Instruct hostess to serve refreshments) 57

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Individual 1-on 1 (TIPS for SUCCESS) Part 1

✓ Memorizing & knowing this is crucial to Full Circle, keeping your business going, working smarter not harder

✓ After the Table Close, you will want to meet with every guest individually, AWAY from the table, NOT AT THE TABLE, unless you want to sabotage your sales & future bookings. This can mean the difference between a $50 appt or a $500 appt. Have her sit down next to you, HER back to the party & try to lower your body language so she is higher than you.

✓ You will start off asking EVERY guest the same questions, don’t skip questions due to prejudging. Questions go in the order of: ICE BREAKERS, then SALES, then BOOKINGS, then TEAM-BUILDING. They build on one another. Do not switch the order i.e. start off with booking attempt first unless she leads this.

✓ Remind yourself you are going to be COURAGEOUS. (20 seconds of insane courage can change your life)

✓ Setting up next appointment: When you study this, role play this & write it out yourself in a flowchart— you will feel confident and prepared.

There are really only 5 scenarios that could happen:  1. She buys skin care & chooses to share 2nd appt with friends  2. She buys skin care & wants a 2nd appt, but does not want to invite friends  3. She buys skin care & does not want a 2nd appt.  4. She does NOT buy skin care, but would like to know about how to get it for free  5. She does NOT buy skin care and does not want a 2nd appt. 59

Individual  1  on  1    (Tips  for  SUCCESS)            Basic  Question  Outline  with  Glam  Close              Part  2  

✓ Look  in  her  right  eye,  smile  &  nod  and  ask:                          1.  Did  you  have  a  good  time?  (shake  your  head  yes)                          2.  (Touch  your  face)  How  does  your  face  feel?                          3.  (Look  at  her  profile  card)  What  part  of  the  Miracle  Set/Skin  Care  did  you  like  best?                          4.  If  Mary  Kay  were  free,  which  sets  would  you  love  to  take  home?  (Say  GREAT!  Smile)  Then  Flip           to  the  Starter  Kit  &  say  (Put  your  hand  over  your  heart):    I  promise  you  won’t  hurt  my    feelings.  This  is  our  Starter  Kit.  You  saw  what  I  did  and  you  heard  about  our  Company.  (Smile)       Is  Mary  Kay  something  you  would  ever  do  part  time  for  extra  money?  (Smile)           She  answers  Yes:  Any  other  information  you  need  to  know?  Then  go                                                                                                 to  InTouch  and  sign  her  up.                                                     Maybe:  Tell  you  what,  lets  grab  coffee  and  chat  more.                                                       No:  Make  the  sale  Q5.                          5.  Which  sets  would  you  love  to  start  with  today?  (break  eye  contact,  look  down,  be  quiet  until     she  speaks  –  Mary  Kay  always  said  “the  first  person  to  speak  buys  it,  &  you  already  own  it!)                          6.  Confirm  booking  (have  her  take  a  picture  of  her  guest  list  (referral  sheet)                          7.  Schedule  a  follow  up  in  2  days  to  check  on  product/confirm  guest  list/get  her    opinion  of  the     Fast  Fun  Facts                          8.  Give  her  goodie  bag☺ and  take  a  Selfie  with  HER:  When  I  text  your  friends  they’ll  see  I’m  a     real  person,  not  a  telemarketer.        

•  

•Buys a SET or SKIN CARE Buys a little or nothing 1. (Her name), did you have a good time today? (shake your head yes)  

2. How does your skin feel? (touch your face with back of your hand)

• “I do my second appointments on Tuesdays & Saturdays, what works best

for you?”

• LOOK DOWN at calendar, don’t jump in and start talking

during the silence. At least count one-1,000;

two-1,000...to 5.

• (Guests name), can I ask you a question? If you had the skin care for little or no money would you use it?

If she says “yes” say, I have a relatively simple way for you to get it for little or no

money, can I tell you about it? If she says “ yes” say,

ALL you need to do is share your follow- up appointment with 2 other people besides yourself and you could use your

hostess credit for whatever you want?” Pull out a hostess packet & share your hostess

program with her.

• If she says, “Do I have to have a 2nd facial?”

• “No, you don’t have to have one, but our products are guar- anteed. That is why we recommend a

check up.”

• OR she will answer the question

Set date THEN say,

“Is there any reason why when we get

together for your follow-

up you wouldn’t want to share it with a couple of friends? I think we’d

have a ball? Then you can get some free stuff

•Look at her answer to #3 (Yes, Sure, No)  

•______, can I ask you one last question. I see you wrote (Yes, Sure) for your willingness to give me your opinion—Yeeeah! Thank you for agreeing to help me practice, I am just so excited to (your goal: earn the use of that car, move up in my biz, etc.) & your support of me is a huge part of that win. (If you could just sign my car poster—that would be amazing!) It’ll take about 30 minutes over a quick cup of coffee or over the phone. I’m in training so my Director will role-play with you while I take notes. Would tomorrow be good or the next day better?  

•(once set date—explain what it is you’d like her to do)  

•I will text you a link as soon as I leave here—and the link is of _____ & I think you’ll really connect with her b/c _____. She just shares a little of her story, how MK came into her life & about the company. It’s actually a short video that we give to folks who are considering becoming consultants. ..and I’m sure it’s nothing you’d ever want to consider and I’m TOTALLY OK with that, (I mean ya never know).

• If she doesn’t want to share her follow up appointment with friends,

then say... “Let me tell you how I handle my follow ups.

If you choose to share it with a couple of friends, I’ll come to your home at your

convenience or you can have it at mine. If you choose not to share it with a couple of friends, totally good, I offer follow-ups at my Success Event on ____ Nights at ____.

which is a tons of fun. What would be better for you, ____ night at my Success Meeting or at your home or mine with a couple of

friends?” The other option you could do is to hold follow-up facials at your home

on a specific time during the month. I would suggest that you not run around the country giving second facials to one person at a

• At this point, PAUSE. Don’t say anything else. If she doesn’t want a second facial, that is fine. You don’t want to create a  

• feeling of frustration in your customer. You want this customer for life. If she doesn’t care to have a  

•second facial,

•“That’s not a problem at all. I will assume your products are working fine or maybe I’ll message you to check-in in a week or so to see if there’s anything you need to swap  

•out.”  

• Note in your calendar to reloop with her in a few days.

• YES -Then goal is to get GUEST LIST of 10-15 minimum Perfect! What products are you excited about that you want to earn?

(write this down on profile card) Ok we’ll want to go ahead and get your guest list, to have 5-8 adults there;

we want a list of 15-20. Why don’t you indicate on your Fabulous list who you want to invite & then sit over there, grab your cell phone & write down more

girlfriends/#s you’d like to invite before you leave. (If needed: I’ll go ahead and give you any one color item at half price as a

thank you for going ahead and getting that to me.) •What I’d love for you to do—is watch it through the LENS of “if this is something you would ever want to do...what would you want to know about it?” It’s just so great for my training if you could just write down questions & my mentor will help answer those questions & I learn by listening. So you can ask anything you want to know & I’ll bring your __(1/2 price color item)__ with me—I’ll see you then!

SELFIE:*Thank you for referring your family/friends to me. I can’t wait, I just can not wait to get together with them & give them their $25 Gift Card. Often times people get so much spam & I want them to know I’m a real person. Would you mind if we took a quick selfie together so they can see the 2 of us & I can send it with my text message? 60

Selling1. What part of the Miracle Set did you like the best?  

2. If Mary Kay were free tonight, what would you take home? (Flip the set sheet over to the picture of the Starter Kit. Put your hand over your heart, & say) “I promise you won’t hurt my feelings. This is our Starter Kit. You saw what I did & you heard about our Company. I just have to ask, is Mary Kay something you would do PART-Time for Extra $? (Wait for response)  

SELL: I see right here on back of your profile card – alright... let me write that down.... (on sales ticket, write down her customization – i.e. c/o or n/d formulas, her foundation shade, etc.)  

3. Are there any individual items that you would like to add?  

•(look at the comments on the back of her profile card to be sure she got products to meet her personal concerns) Based on what you shared with me on this card, do you mind if I make a recommendation & share my thoughts to be certain we covered your concerns? (pause) For your concerns, I’d recommend ______ (You can lift the carbon copy of the profile for a ‘cheat sheet’ underneath.) Now, I’m going to mention these couple of things just in case. You doing okay on mascara? (Is it more than 3 months old?) Eye makeup Remover (did she get at 1⁄2 price or free for Fabulous Game?) Do you need concealer? How ‘bout powder? Gloss? Great! How did you want to take care of that? Check, cash, Visa, MasterCard, Discover, or American Express? Okay, good. (While she goes to get her purse, finish the ticket by adding it up & give her a customer copy. Don’t add first, then send her to get payment; it wastes precious time. The close can be the longest part of the night and it’s the most important, so be efficient.)

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