start - Shani's Office...In your Starter Kit, you’ll find products and samplers to share with friends or guests at your initial Mary Kay parties. Plus, you’ll find quick and easy

Discover how to turn products women love nto extra ncome!

guide BUS NESS AND PRODUCT BASICSCONSULTANTS

““

startEARNING NOWYOUR GUIDE TO IMMEDIATE

success

There are no limitations to

what you can do except

the ones that you place

upon yourself. Let nothing

deter you. You can do it.

– Mary Kay Ash

Begin taking the New Independent Beauty Consultant lessons on The Silver Wings Scholar ProgramSM on Mary Kay InTouch®.

Create your Customer List and let your friends know about your Mary Kay business. (Page 4 in Start Earning Now )

Choose your first challenge – Perfect Start/ Power Start/Pearls of Sharing. (Page 5 of Start Earning Now )

Hold your business debut and invite people from your customer list. Have your date book on hand to book complementary facials and parties with guests.

Use The Look catalog, Facebook, your date book and samplers to help you meet people, book parties and begin selling products.

Follow up with people who tried your samplers using the 2+2+2 formula. (2 days + 2 weeks + 2 months)

Order inventory with your Independent Sales Director. While waiting for inventory to arrive, use Customer Delivery Service to deliver any product orders that may come in.

Watch the Skin Care Class videos on the Start Something Beautiful DVD in the Starter Kit.

Hold an online show. Be sure to check your Mary Kay® Personal Web Site daily for incoming orders.

Take Professional Sales lessons on The Silver Wings Scholar ProgramSM on Mary Kay InTouch®.

Attend your unit meeting. Invite a friend to come with you.

Hold your first Mary Kay skin care party.

Start earning money!

Anytime Activities:Visit “Product Central” on Mary Kay® InTouch for detailed product education.

Read the Consultants Guide for detailed education on owning your own business.

Continue to take lessons on the The Silver Wings Scholar ProgramSM on Mary Kay InTouch® — including Making Time Work for You and Overcoming Objections.

Read Mary Kay's autobiography, Miracles Happen, to learn from Mary Kay Ash herself!

startearningnow2

Congratulations! You’ve made a smart business choice. And now you’ve opened your Starter Kit. The Starter Kit has everything you need to launch your business so you can start earning money now!

Get inspiration from the best. 1. Download the free Tag/Reader at

http://gettag.mobi2. Scan this code with your smartphone.

Things you can do right nowThe following is a checklist of some suggested activities for you to complete to help you make the most of your new business. You can enter a check mark next to the activity when you complete it to track your progress.

Complete First Steps offers on Mary Kay InTouch®: Order business cards, sign up for your Mary Kay® Personal Web Site, get a ProPay® account and get your free custom color look (when you place a qualified* order in the first 15 days).

Review the Welcome message on the Start Something Beautiful DVD.

Read Start Earning Now magazine. did it!

you

* A minimum wholesale Section 1 order of $600 or above must be received and accepted by the Company within 15 calendar days of when the Independent Beauty Consultant Agreement is received and accepted by the Company.

Go online for FREE products and special offers!

In your Starter Kit, you’ll find products and samplers to share with friends or guests at your initial Mary Kay parties. Plus, you’ll find quick and easy tips to help build your business like a pro.We recommend that you review this magazine for tips on how

to start your Mary Kay business and how to use the materials

in your Starter Kit. On behalf of the Mary Kay independent

sales force and the corporate staff, we welcome you to this

incredible opportunity and wish you great success in your

new Mary Kay business.

You can do it! Read on to find out how to make the most of your new business.

Avenues of income:1. Profits from your retail sales.

2. Team-building. Share the business opportunity and add new personal team members.

3. Leadership. Grow your team to become an Independent Sales Director.

Team-building and leadership grow naturally out of retail product sales.

Therefore, Mary Kay Ash believed that product sales should be the

foundation of any Independent Beauty Consultant’s business.

You must go to www.marykayintouch.com to activate your

First Steps offers. Your Independent Sales Director can provide

guidance, or you also may call the Consultant Contact Center at

800-272-9333 and select the option for Branch Customer Service

to learn more about First Steps offers.

Stay inTouch online.The Mary Kay InTouch® website is your

network to the Mary Kay world. It can

help you manage all aspects of your

Mary Kay business. When you go to

www.marykayintouch.com, look for

these TOP six places to visit:

1. First Steps. Limited-time offers and rewards for start-ing your business.

2. Online ordering. Where to place your first order.3. Product Central. Everything you need to know about

Mary Kay® products. Look under the “Products” tab.

4. The Silver Wings Scholar ProgramSM. Learn the business with these interactive online lessons. Look

under the “Education” tab.

5. “Let’s Talk” Social Network. Learn from other independent sales force members and share what

works for you.

6. NewsDesk. Get the very latest updates from the Company.

Meet your mobile business partner: m.marykayintouch.com.

You can conduct your Mary Kay business on

your mobile smartphone or tablet. - Place your order online.

- Access Online Agreements.

- Process credit card payments.

- Get on-the-spot education and dialogues.

- Connect with your online customer database.

How can you access your mobile partner? Just click

your Internet provider button on your mobile smart-

phone and type in m.marykayintouch.com in the

address bar.

startearningnow 3

inTouch!stay“

– Mary Kay Ash

Nothing happensuntil somebody sells something.

“

Customer ConnectionsYou can start making a list using the suggestions below.

Co-workers:

Online friends:

College friends and/or sorority sisters:

Former, current and new neighbors:

Church/synagogue/place of worship contacts:

Maid of honor and bridal attendants at your wedding:

Bride of the last wedding you attended and her mother:

Local business owners you know:

Doctors and staff:

Pharmacists:

Dentist and staff:

Mothers of your children’s

teammates/school friends:

Acquaintances at “Mommy and Me” groups:

Acquaintances from social groups/activities:

Teachers and day care workers:

Baby sitters:

Pet groomer:

Florist:

Housekeeper:

Lawyer:

startearningnow4

findyour first

customers.

“

“Helpful DialogueHow would you like to host a fun get-together with your

girlfriends? My skin care party

would be perfect. It lasts about

an hour, and you can earn

products of your choice.

By hosting a party, you could

help me get my new business

off to a great start! What day

is best for you?

Sometimes the toughest part about starting your business is knowing where to

start. Here are a few ideas that can help jump-start your business in the first

month. You could earn recognition and prizes from your Independent Sales

Director for your achievements.*

* Participating Independent Sales Directors only †See Page 10 of the Consultants Guide for details on skin care parties and facials.

startearningnow 5

Goal Action Possible Reward

Perfect Start Facial 15 customers in a two-week period Platinum-toned pin

beginning with your first party or facial.†

Power Start Facial 30 customers in a one-month period Platinum-toned pin with crystals

beginning with your first party or facial.

Pearls of Sharing Share the opportunity with three people in Pearls of Sharing earrings

your first two weeks.

Share the opportunity with six people in Pearls of Sharing earrings

your first month.

Add one new personal team member in Pearls of Sharing necklace

your first month who places a minimum

$600 wholesale order.

Power Start Plus In your first month, complete 30 facials Power Start Plus gold- and platinum-

(Power Start) and share the opportunity toned pin accented with a crystal

with six people (Pearls of Sharing). and a simulated pearl

takeyour first

challenge.

“

“Helpful DialogueHi, this is ________. Guess what! I’m a brand-new Mary Kay Independent Beauty

Consultant, and I’m really excited! I’ve been

challenged to offer a free facial to 30 people

during the first 30 days of my business. Is

there any reason why you couldn’t be one of

them? If you’d like to bring a couple of friends

with you, you may be able to earn some

products! What day works best for you?

How to Place Your First OrderThe Ready, Set, Sell! Inventory Options for New Consultants brochure can help you select the amount of inventory that’s right for you.

1. Look for this brochure in your Starter Kit. (See Page 8 for more information.)

2. Select the inventory level that will work for you.

3. Ask your Independent Sales Director for assistance. Or call the Consultant Contact Center at 800-272-9333 and select the Branch

Customer Service option.

4. Go to www.marykayintouch.com to place your very first inventory order! Or call 800-272-9333 and select Order Options.

* A minimum of $1,800 in wholesale Section 1 orders postmarked within the contest quarter is required to qualify as a Star Consultant.

† Your personal results will vary. Specific examples cited are for illustration purposes only and are not a guarantee as to the financial results you will achieve. Your personal results will depend, among other things, on the individual spending habits of your unique customer base.

benefits of inventoryMary Kay Ash believed that maintaining an appropriate amount of inventory was

beneficial because it can help you provide great customer service and provide

instant gratification to customers. Purchasing inventory is an individual decision,

and it’s certainly not a requirement for you to begin your Mary Kay business.

To begin, here are some questions to ask yourself.

1. What level of sales activity do I want? (Refer to the inventory options in the

sidebar on this page.)

2. Select the level of inventory that supports your level of activity and your

personal circumstance.

3. Ask your Independent Sales Director or recruiter for help.

Reach for the Star Consultant Program.Many independent sales force members find that having a goal helps motivate

them to sell and attract new customers. The Star Consultant program is a way to

set that goal, and it rewards you with fabulous prizes for building a wide customer

base and maintaining consistent retail sales! Here’s how it works:

Step 1: Create a Monthly Goal.For example, if you want to achieve Sapphire Star Consultant status*, you

would need to accomplish enough retail sales each quarter to support $1,800 in

wholesale ordering. On average, that would mean you need enough retail sales to

support $600 in wholesale product each month.

$1,800 wholesale ÷ 3 months = $600 wholesale per month

Step 2: Determine How Many Customers You Might Have.Refer to the list of potential customers you listed on Page 4, and think about how

many customers who consistently purchase you would need to support your Star

Consultant goal. For example, to support $600 wholesale production each month,

you would need to sell approximately $1,200 suggested retail each month. Now

let’s use an example of an Independent Beauty Consultant who has 30 customers

who each buy an average of $40 suggested retail ($20 wholesale) each month.

Here’s how accomplishing this type of consistent retail sales could help a new

Beauty Consultant achieve Star Consultant status:†

Look What You Can Get FREE With Your First Order.**If you order this wholesale amount:

$600You get: $115 Product Bonus (maximum)

+

$15 BizBuilder Bucks†† (wholesale credit)

If you order this wholesale amount:

$1,200

You get: $210 Product Bonus (maximum) +

$35 BizBuilder Bucks†† (wholesale credit)


$1,800You get: $335 Product Bonus (maximum)

+ $50 BizBuilder Bucks†† (wholesale credit)

Sapphire Star Consultant Pin and Prizes



+ $80 BizBuilder Bucks†† (wholesale credit) Ruby Star Consultant Pin and Prizes




Diamond Star Consultant Pin and Prizes




Emerald Star Consultant Pin and Prizes

** An Independent Beauty Consultant’s initial order with the Company must equal $600 or more in wholesale Section 1 products to be eligible for the product bonus. The initial order must be received and accepted by the Company in the same or following month that the Independent Beauty Consultant Agreement is received and accepted by the Company. Sales tax is required on the suggested retail value of the Section 1 products in the bonus. Suggested retail values can be found on the Mary Kay InTouch® website.

†† The BizBuilder Bucks credit will be applied toward the next qualifying order of at least $400 in Section 1 wholesale product ($800 suggested retail product) as long as the order is placed while the Independent Beauty Consultant (IBC) is still in active status. An IBC is considered “active” in the month a minimum $200 wholesale Section 1 product order is received by the Company and in the following two calendar months. The credit will expire upon the expiration of the IBC’s active status.

startearningnow6

30 retail customers x $20 wholesale per month = $600 wholesale per month$600 wholesale per month x 3 months = $1,800 wholesale

Star Consultant status achieved: Sapphire

* Ove t e-co nte d ug p oduct

Your One-Stop Resource for Product Information

Just click on “Product Central” from the Mary Kay InTouch® home page, and you’ll have instant access to:

• Product Fact Sheets to help you sell.

• Product ingredients.

• Product Knowledge Workshops.

• Order of application charts.

• Shade conversion charts.

• “What’s New” quarterly information that includes new

product details, suggestions on how to sell, who to sell

to and cross-selling suggestions.

• Applause® magazine product articles.• Product application videos.

• Product questions and answers.

With “Product Central,” you can get product knowledge at your fingertips to help you sell with confidence!

Click. Learn. Sell. Earn.

centralproduct

These Product Fact

Sheets can be

found on Mary Kay

InTouch® under

“Product Central.” The

front of each sheet

is designed for your

customers, and the

back helps you sell!

startearningnow 7

customer profile

Name ate

B r hday Occup t on

Wedd ng ann v rsa y The be t t me o rea h me A M P M

Ad re s

E ma l

Mob e pho e Home pho e Wo k hone

Spo se s N me

May I con act our sp use about i t- iv ng i eas?

P e se! He eeds de s! C nt ct n m er

1 Check one statement that best describes your skin type Dry small ores and du l in sh l t le or no o l or s ine

Normal smoo h kin ba ance of o l and moi tu e nf equent b em shes

Combi at on moo h sk n o l ne s n T z ne a d d yne s n o ter ed es of fa e

Oi y a ge pores and sh ny in sh

2 What skin care p oducts / brands a e you cur ently using?

3 My skin tone is vory fa ) Be ge (med um) B on e da k)

For founda ion cove age I pre er Fu l

Medi m Sheer

4 Check one statement that best describes what you want in your skin ca e F ght s gns of ag ng Care or my oung sk n

5 I am inte ested in products that Pleas B ig t n nd ev n k n to e edu e da k po s

He p sk n ap ear f ed and rmed Mi im ze he app a ance o l n s nd wr nk es

m ro e the ppe ra ce of i e l nes nd wr nk es on and ro nd the p ar a h lp e t nd l p t ck wear

Mo s ur ze f m br g ten a d m n mi e f ne i es and w i k es a ound he eye rea s d l c te s in

mme i t ly mpr ve t e app ar nce a d e tu e of my s P ov de e t a hyd a i n fo up to 10 ho rs

As y ur Ma y Kay ndepend nt Beauty Consu ant I ake the t me o und rs and what ou want n a sk n care prog am o fit y ur l fe ty e and our needs Th s informa ion wi l he p me et er pro ide the pr ducts hat are r ght for you

T is n o ma on w l be s d to f er o ow up us om r er ce to n u as o s nd d e t ma i gs r m he omp ny a o t e c t ng ew p o uc

Customer Profile

Consultants Guide

Team-Building Brochure

{ {have it all?MIRROR, MIRROR ON THE WALL, HOW CAN I

Hostess Brochure

Date Book / Agenda

Discover how to turn products women love into extra income!

guide BUSINESS AND PRODUCT BASICS

CONSULTANTS

GORGEOUSEYESNEW EYELINERS IN SEVEN EYEPOPPING SHADES

GEL MASK

KISSKISSBLISSTry NEW

thelook

KISS

The Look Brochure

skinyou want.

Get the

Beauty Book

™

Beauty Book

Next, you can begin exploring the tools and educational

materials in your Starter Kit. Much of this material has been designed

by the Company in conjunction with successful independent sales force

members who have been in your shoes and discovered what works!

Remember, your Independent Sales Director also can serve as a great resource

for any questions you may have.

to earn.learn

startearningnow8

Start Something Beautiful DVD. Business basics you

may find helpful in getting on your feet and motivated!

Watch videos on how to conduct skin care parties.

Watch product videos and learn dialogues to help you

book and sell like a pro.

Ready, Set, Sell! Inventory Options for New

Consultants brochure. A helpful guide to help you

place your initial inventory order (see more details on

Page 6) and the available bonuses.

Date book / Agenda. A handy calendar to help you

book parties and stay organized. You may want to pass

it around at the end of your parties to secure a second

appointment with your guests.

The Look brochure. A quarterly catalog that can help

you show and sell the latest Mary Kay® products to

your potential customers. This is what your customers

will receive when you sign them up for the Preferred

Customer ProgramSM on Mary Kay InTouch®.

Beauty Book and Instructor’s Guide. Skin care cata-

logs to use at your parties. Give one to each party guest

and follow along with your Instructor’s Guide. Includes a

loose insert with popular product sets to offer and sell to

party guests.

Miracles Happen. Mary Kay Ash’s autobiography still moves

and motivates! Learn all about the remarkable woman who

made it all happen for women around the world.

Team-building brochure. It’s never too early to begin

building your own team. Share this brochure with anyone

interested in becoming an Independent Beauty Consultant.

Consultants Guide: Business and Product Basics.

Read this in-depth guide on how you can conduct your

Mary Kay business.

Customer Profile. A contact card to help you preprofile

your guests so you can bring the right products and

prepare for your parties. Build your own customer database

with the online version, found under myCustomers® on

Mary Kay InTouch®.

Sales tickets. Forms to help you tally product orders at your parties. Manage and track orders online through

myCustomers® on Mary Kay InTouch®.

Hostess brochure. Promotes the fun of having a Mary Kay

party and lets your hostesses know what’s in it for them!

Opening your own online store means you are ready and

open for business. It’s easy! Just sign up through the

First Steps program at www.marykayintouch.com. The key

is to keep in regular contact with your customers – whether through phone

calls, mailings, email, text, Facebook or Twitter. The more accessible you are

and the more proactive you are with meeting your customers’ product needs,

the stronger their relationships will be with you.

startearningnow 9

Mary Kay® Personal Web Site. A great tool that allows you

to offer 24 / 7 shopping, allows you to book and host online

Web parties, post e-catalogs on Facebook, send product

e-cards and much more. As a first-time subscriber, you can

sign up for only $25 plus applicable tax for the first year – a

$25 savings!

ProPay® Premium Services Account. Offers credit

card processing by phone, online or through your

Mary Kay® Personal Web Site for convenience in servicing

your customers.

Customer Delivery Service. Optional shipping service

helps you mail and deliver products directly from the

Company to your customers. You pay just $5 for orders

under $100 wholesale, $8.75 for wholesale orders of

$100 or more.

myCustomers®. An invaluable organizational database that

makes it easy to track all of your customer information.

Beaute-vite® Online Party Planner. Automatically sends

party reminders and updates, keeps track of

who is coming and saves guest information to your

myCustomers® database.

Preferred Customer ProgramSM. Enroll your customers

each quarter to automatically mail them the latest issue

of The Look catalog. Includes exclusive samplers of new

products, as well as other specialty mailings. Gives you

several reasons a year to

follow up with customers.

with technology.click

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sell!Become a Foundation Expert Through Sampling.One of the best services you can offer is to help

find the perfect foundation shade and formula

for your customers! In your Starter Kit, you’ll

find the Mary Kay® foundations you ordered to

use for demonstrating with party guests. Please

use in conjunction with your Foundation

Finder Tool to help you decide what shade

and formula perfectly matches your customers’

skin tone and preferences. With more than

six formulas and 60 shades, you’re sure to find

the perfect match!

More Samplers Included in Your Starter Kit Are

• TimeWise® Microdermabrasion Set

• Mary Kay® Botanical Effects™

Skin Care

• Color Cards and Disposable

Applicators

• Mary Kay® Ultimate Mascara™

and Disposable Brushes

• Mary Kay® NouriShine Plus TM

Lip Gloss

• Fragrance-Free Satin Hands®

Pampering Set Packettes

startearningnow10

Let Your Customers Try Before They Buy.

Product samplers are a great way for your

customers to try before they buy. That’s why

you have several samplers in your Starter Kit

to use at your very first parties and facials.

Since you’ve probably already attended a Mary Kay

party yourself, you’ve seen how an Independent Beauty

Consultant distributes products for sampling using retail-

sized products* and Disposable Trays. For example, you

can use the retail-sized TimeWise® Miracle Set® products

in your Starter Kit to distribute small amounts of products

to each party attendee.

You also can use other retail-sized products included in

your Starter Kit to demonstrate; however, you must follow

very specific guidelines outlined in your Consultants

Guide (Product Presentation chapter under the “Safe

Demonstration” section) to comply with safety regulations.

* Retail-sized product in the Starter Kit is not intended to be purchased from the Company for resale and is for demonstration purposes only.

““Helpful Dialogue

Hi, I’m a Mary Kay Beauty Consultant, and I’d love to get

your opinion of ____ (product name). Here’s a free sample

for you. I’ll call you in a few days to get your opinion.

What’s a good time and a number for me to call you?

Use Samplers to Book and Build. Many more individual samplers are available for ordering from Section 2 of the

Consultant order form. They can be used to demonstrate at parties, place in product

reorders or hand out to anyone while you’re out making connections with potential

customers. Keep in mind that samplers are developed to maximize the customer’s

experience, replicating the look and feel of the actual retail product while decreasing any

risk of contamination.

Eighty-one percent of women

surveyed were more likely to

buy a product after receiving a

free sampler! (The Promotion

Marketing Association)

Satisfaction GuaranteeYou may rely on the Mary Kay

Satisfaction Guarantee to assure your

customer that if she is unhappy with

her purchase, you will gladly exchange

it for another product or cheerfully offer

her a refund. The Mary Kay dedication

to total customer satisfaction enables

you to sell with confidence. The

satisfaction guarantee states:

“Mary Kay Inc. stands behind its prod-

ucts sold by Mary Kay Independent

Beauty Consultants. If for any reason

you are not completely satisfied with

any Mary Kay® product, it will be

replaced without charge, exchanged

or the full purchase price refunded

following its return to your autho-

rized Mary Kay Independent Beauty

Consultant, or, if she is no longer

active, to the Company with proof

of purchase.”

Tip 1Offering samples to a potential customer is a great way to break

the ice. Keep samplers with you at all times for handing out to

anyone you may meet while you’re out and about. Follow up to

get her opinion and make a sale.

Tip 2After a guest purchases from you at a party, be sure to include

a sampler or two for her to take home and try. If she purchased

a cleanser and a moisturizer, you may want to give her a

foundation sampler. If she purchased a mascara, perhaps give

her an eye color sampler. This way, you are encouraging her

to try an additional product that will complement the one she

already purchased.

Tip 3When you deliver products to your customer, include a sampler

of something she hasn’t yet tried. Let her know you’ll contact her

in a few days to see how she liked it. Remember, by following

up, you are providing good customer service that reinforces your

service as a beauty adviser.

Check each version of the Consultant order form for limited-edition samplers that may be available to help you sell limited-edition products only while supplies last.

startearningnow 11

sell!samplers

“We have a quality

product — one that we

can sell with complete

honesty and integrity.

A product that each

of us uses daily so we

know that it works.”

– Mary Kay Ash

/ © 2011 Mary Kay Inc. 10-045038 PRINTED IN U.S.A.

For a small investment, you have the potential of reaping big rewards by

opening your online store. You sign up, we turn it on and your customers

can begin shopping with you 24/7. Next, you’ll want to sign up for a ProPay®

Premium Account — the safe, convenient way to accept credit and debit

card payments. Visit Mary Kay InTouch® at www.marykayintouch.com to

sign up today.

Tip: This is a great way to offer your customers VIP service, so you’ll want to

check for online orders regularly to ensure that you fill them as soon as possible.

Get your Mary Kay®

Personal Web Site.Offer your customers limitless shopping with you online.Just $25 for the first year!

Spread the News — You’re in Business!Congratulations on your new Mary Kay business! You can get your business off to a successful start with a Mary Kay® Personal Web Site and your new business cards. Visit MKConnections® to place your first order. Then check out the many other great business tools available, such as checks, address labels and much, much more.

You pay applicable sales tax and $4.99 shipping and handling.

This offer is available to new Independent Beauty Consultants in the month that their Independent Beauty Consultant Agreements are received and accepted by the Company and in the following calendar month. Offer available online only. Products and promotional offer subject to change without notice. Please check the MKConnections® link located on Mary Kay InTouch® for most current offer.

Open Your Online Store!

Scan this tag with your smart-

phone for the benefits of having

a ProPay® account.

Documents

start - Shani's Office...In your Starter Kit, you’ll find products and samplers to share with friends or guests at your initial Mary Kay parties. Plus, you’ll find quick and easy