TimeWise Repair & Hollywood Mystic Fall

2012—Show & Sell By Sales Director Gina Shetzer

In order to sell products at maximum potential, you must be will-

ing to show the products. Here’s an easy &

effective way to show & sell the Fall 2012 products at your ap-

pointments, parties, on-the-go’s, & while you’re on the run.

Get Prepared to Show & Sell Collect supplies & assemble your bag.

You will need:

Larger bag from the Quilted Cos-

metic Bag Trio (on Sect 2 under Sell-

ing Tools/Customer Gifts– part #

020752 or any bag of your choice)

Full Size TimeWise Repair Set

True Original Cologne (Full size is

preferred, samples as LAST resort)

Dance to Life eau de parfum (Full

size preferred or sample)

Beauty that Counts Lip Glosses in

both shades– Possibilities & Inspir-

ing

Bold Lip Shines in Radiant Red &

Poised Pink

Eye Intrigue Color Quad (It’s great

to have this in a compact mini.) Gel eyeliners with applicators in

Tempting Teal & Jet Black

Nail Lacquers in Radiant Red &

Tempting Teal.

(Optional) Last Fall’s Nail Colors &

Base Coat/Top Coats if you have any

in your current inventory

(Optional) Limited Mineral Color

Cosmetics (Splendid, Stunning, discon-

tinued cheeks, eyes, etc.) Gift with Purchase Travel Sized

Satin Hands Pampering Set

Satin Lips (Why not, cooler weather is

coming, with that comes chapped lips.

Also increases your chance of selling

her the Satin Set.) Oil Free Eye Makeup Remover (full

size or the travel size from the last

Gift with Purchase)

Small spray bottle with water

Look Book

Sales tickets (5 @ a time) & Pen

Cotton Pads

1/4 sized paper towels

Spatula

(Optional) Miniature fragrance collec-

tion (You absolutely should open one

of these to use as demos to sell fra-

grance all year. 75% of fragrance pur-

chases are made during the holiday

season.)

(Optional) Sample card for the Eau de

Toilette fragrances

(Optional) Any Limited Edition items

you may have in your inventory (See

www.ginashetzer.com , Education, Show &

Sell to see how to promote/demo previous

items.)

Printed pages 4 and 5 of this docu-

ment

Small poly cup with plain, NOT

flavored, coffee beans

DO NOT WAIT UNTIL YOU HAVE

EVERY THING TO PUT THIS BAG

INTO PLAY. USE WHAT YOU HAVE

& GET STARTED. BUILD IT AS YOU

GO IF YOU DON’T HAVE IT ALL.

Get Prepared to Show & Sell

Apply “Try Me” labels to the full-size demo items in your bag. (Labels are under the Training Center tab of

www.ginashetzer.com under Show & Sell) Assemble the items in your Large Quilted Cosmetic Bag...

- Fold your Look Book in half to fit. The Sales tickets and printed sheets fit nicely tucked inside the folded Look Book.

- Assemble your poly cup of coffee beans and all mini fragrance bottles in a small drawstring bag to keep them all to-

gether. If you can find a plastic bag for this, it’s best incase the lid pops off the top of one the fragrance bottles.

Fill the detachable bag with your

full size Dance to Life eau de

parfum & lotion, True Original,

Mini fragrances, and coffee

beans.

Fill this side with the TimeWise Re-

pair Volu-Firm Set, spatula and the

Gel Eyeliners with applicators.

Be sure to put the Day & Night Cream

in the center. It’s less strain on the

zipper.

Fill this side with…

Satin Hands GWP with the

Satin Lips & 1/4 sized paper

towels (4 @ a time) inside

as well. (Satin Lips optional.)

Nail Colors

Beauty that Counts Lip

Glosses. (If you have any

other Beauty that Counts lip

colors, add them here too.)

Oil Free Eye Makeup

Remover

Bold Lip Shines

Eye Intrigue Quad (See

Special Notes)

You will have two bags this time. This has worked out well as many have fragrance allergies or just don’t wear it. Having the

fragrance separate makes it easier for me to customize what I show her. Both bags have still fit nicely in my handbag.

Tag your

bag, they all

look alike.

Now it’s time to Show & Sell!

Flip a sales ticket over top to bottom. On the back of the sales ticket start making her “wish list.” Write “Like” and “ Love” across the top

and list the products she likes and loves. This helps her make a decision on her purchase later. Pull out the Look Book. Turn to page 10.

(Turn the corners down on the pgs you will turn to or add a little flag to locate faster.)

Pull out the Mary Kay Eye Intrigue Color Quad. Allow her to touch the color quad and rub a little of each

color on the back of one of her hands to see how the shades will look on her skin tone. This is a great time to

ask her is she has any issues with eye color staying on or fading before the end of the day. If yes, tell her about

the benefits of the Eye Primer...it’s like eye shadow glue!

Write down what she likes. It is ok to ask her... “Do you like it or love it?”

Take out the Gel Eyeliners. Pull one of the brushes apart and insert the bottom of the brushed end into the

opening of the other. This will make a longer handled eyeliner brush. Pick up a small amount of the Tempting

Teal with the brush and make a line about an inch on the back of her hand. Smudge the one side to show her

how she can also use the gel liner as a shadow. Do the same with the Jet Black. The Jet Black is great for mak-

ing an intense & sexy smoky eye!!

Pull out the Radiant Red and Poised Pink Bold Lip Shines. Smear a little of each on her hand so she can see

the colors on her skin tone. If she’d like to try them on her lips, smear a little more on the back of her hand and let her apply the color from

her hand.

When you have gone through all the color items in your bag, take out the Oil-Free Eye Makeup Remover (see card) and one cotton pad.

Shake the eye makeup remover, put some on the pad and hand it to her to clean the backs of her hands. Tell her the benefits of the product

while she’s cleaning her hands. If she doesn’t already own this, she’ll most likely buy it today. She’ll be amazed!!

Show her the beautiful new on-trend Nail Lacquers!! Let her try them if she’d like. See inserts to print and give to your clients who pur-

chase them for the perfect polish techniques.

Now it’s time to demo Satin Hands. If you are in a place with a sink, demo it traditionally at the sink. Hand Softener on, Scrub next, Rinse

& then Hand Cream. If you’re not near a sink, follow these instructions. Take a small amount of Hand Softener to the back of one hand over

1-2 inch circular area. Take a small amount of the scrub to the same area, spritze a few times with the water bottle, gentle scrub. Give her a

1/4 piece of paper towel that you have spritzed to moisten and instruct her to remove the products from her hand. Follow with hand cream.

She’ll have a super soft circle!! Remind her Satin Hands make great gifts and just in time for the holidays we have the Scrubs in Fragrance

Free & Peach sold separately so she can equip every shower and sink with skin loving Satin Smoothie Hand Scrubs. The scrubs are great for

the body as well. The hand softener makes a great foot balm and the cuticles love it rubbed on them every night before going to bed. :) En-

courage her to take the items out of the bag and place them separately where they will be used the most for her best benefit. i.e. Hand cream

in handbag, Hand Softer on nightstand, Scrubs at every sink and shower.

If she’s not your skin care client yet, ask her how’s she caring for her skin. Ask her what her dream skin care line would do. LISTEN to

what she wants, take into consideration her age and her skin’s needs and then take her to the skin care line in the Look Book that will best

meet her needs. Use a profile card to help you determine her skin’s need if you aren’t sure. Turn to pgs 6-7 to go over the benefits of

TimeWise Miracle Set, page 8 for Botanicals, page 29 for Velocity, or page 5 for the TimeWise Volu-Firm Repair Set. If she buys it,

book a follow up appointment to be sure everything is going well & for her customized color look. If she doesn’t, book her to get her opin-

ion in comparison to what she’s currently using. See pg 6 to learn how to demonstrate the TimeWise Repair Volu-Firm Set.

Ask if she’s allergic to fragrance; if no, turn to pg 34. Pull out the coffee beans, Dance to Life eau de parfum & lotion, Miniature Fra-

grances, and Eau de Toilette fragrance sample card. Open one at a time and tell her the name and let her smell or try it on. Tell her about

any bath gels, lotions, fragrance wands, etc that you may have in your inventory that matches the scent she’s currently smelling. Let her hold

the Dance to Life bottle as you tell her it’s our anniversary fragrance, how the bottle was designed to replicate a flowing dress, and what you

love about the scent. Have her smell the coffee beans between each fragrance to neutralize the smells in her nose. If you don’t use the coffee

beans, all of them will start to smell the same and she won’t be able to make a decision. If yes, move on to anything else you may have in

your bag.

Take out the True Original Cologne. Show her how to take it out of the lid. (Gently push down on the top of the lid.) Let her smell the co-

logne. Then show her how to put the lid back on. (Insert cologne, spray nozzle up, into the cologne top until it clicks.) This cologne is pack-

aged to be “cool” and the package will put clients over the edge to buy it because of it’s “coolness.” The bottle clicks into cap it. Men love

it!! Having this in the full size makes the difference. Everyone I’ve shown the REAL deal bought it! They like the packaging as much as the

scent.

Explain this could be her FREE Travel Sized Satin Hands Set with a $40 or more purchase today. Many will buy the full size items and

use the GWP for travel. If she doesn’t buy the full size, follow up with her in about 2 weeks and see how she’s liking them. If she’s used

them she’ll probably order them at that time. They are fabulous products that everyone needs to be using!!

Turn the sales ticket over to the order side to take her order. Flip up the back page to use her like/love list as your guide. You should be able

to read it and keep it attached so you’ll have her wish list and order form together. Ask her what she’d like today. Suggest additional

products that make sense to this purchase. (eye & lip primer, eye & lip liner, mascara, additional powder shadows to mix with fluid eye

colors, cheek color to round out the look, gloss, etc.)

After totaling her order, book her for her personalized facial and tell her about the Hollywood Dreams Makeover Contest. Turn her facial

into a party to enable her to get some or all of her items on her like/love list she didn’t get today. Friends, Fun, Free Products!! :)

Special Notes

This bag DOES NOT replace parties, it simply gives you an option with women who will not have or attend

parties. It also gives you the option to show more to great regular clients as you deliver her reorders to her

allowing her to add to her order or book to earn products for FREE.

Before you think this is too much work to put together, I want you to understand this works! I personally sell thousands

from my Show & Sell bag I do know that if you put it together and put into action you will sell lots of products, meet lots

of new women to book for parties and be able to tell more women about the awesome Mary Kay opportunity! Also, a big

bonus to the bag is that you can always add any limited or discontinued items to it to sell out of anything that is no longer

in the current look book. You have to show it to sell it and this is a perfect way to do just that. If you filter in any limited

items you have and show them to enough people, you will sell out of everything limited you have.

If you choose to put the Eye Intrigue Quad in a Compact Mini, flip up the top and put a piece of double stick take or

roll a piece of tape and tape in another eye quad or the previous Stunning or Splendid if you still have any. They are great

for fall. You can also put in the discontinued eyes on the top and the new quad on the bottom. The eye buys ladies!!

When you run out of the PCP gift offer or instead of...offer her a previous eye or cheek color. IF you have any left in

your current inventory and when she spends $40 or more. When she spends $80 or more, offer her a choice of a free

tinted lip balm or liquid lip color. Offering these options as her free gift for a $60—$80 order allows for the cost

difference between the PCP gift and the product ws cost. Offering the regular line previous formula & discontinued

items will also help you make room for the new. NEVER call any of our items OLD, CLASSIC, DISCONTINUED,

PREVIOUS LINE, etc… instead ALWAYS call them FEATURED, LIMITED, HOT SELLERS...something

enticing, motivating and positive! :)

You can take this bag with you to show your clients while delivering their product reorder. This will allow you to sell

more products to every client. You will also want to take this bag with you to all facials and parties. Show the items in

this bag. This is an easy way to show the girls at the office, mom’s group, networking group, etc.

Carry this bag in your handbag or tote. Have it with you everywhere. You never know when or where a customer

connection can happen.

Carry the full size items in your insulated bags or coolers in your car for immediate delivery. They will buy more when

they know they’re getting it today!

If you over sell your inventory, immediately upon arriving home, process a Customer Delivery Service order for her so

she is not waiting long for her products. A client who waits for her products from you on a consistent basis is a client

who will find a consultant that won’t make them wait. Protect your customer base by having what they need and want on

hand. You will make so much more money that way.

Feel free to add any additional items to your Show & Sell bag. If it fits, go for it. IF your bag looks like it’s about to

explode, take something out. If it doesn’t look attractive, it won’t attract clients. Some ideas would be ANY Ltd. Ed.

items you may have from previous Look Books or any regular line item that will help you increase your sale. (For ex:

The Art of Nature Collection, Weekenders, Splendid & Stunning Color Quads, etc.

IF YOU SHOW IT, YOU’LL SELL IT!)

Print the next 2 pages.

Fold the first in half and then in half again to put in your bag for quick

reference. It’s okay for your client to see this.

Happy Selling!

Utilizing your sales ticket as instructed will allow her wish list to

remain intact with her order. No more wondering whose list is whose. :) And

no more flipping back to front trying to write up her order.

TimeWise® Age-Fighting Lip

Primer Kiss lip lines goodbye. TimeWise® Age-Fighting

Lip Primer creates healthier-looking lips by

fighting fine lines and wrinkles while

light-diffusing microspheres decrease their

appearance. Use it on lips, inside and outside

your lip line to extend lipstick wear and prevent

lipstick and lip gloss from feathering and

bleeding.

Mary Kay® Oil-Free Eye Makeup Remover

The dual phase, oil-free formula gently removes all types of eye makeup. The top phase removes waterproof eye makeup and the bottom phase removes non-waterproof eye makeup. Because the two phases work together, you should

shake the bottle well for the product to be effective

Suitable for Sensitive Skin Clinically tested for skin irritancy and allergy Fragrance-free Oil-free Non-comedogenic

Application

Shake until blended. Apply a small amount to cotton ball or

pad. Gently wipe away all traces of eye

makeup.

Book your customized appointment TODAY!

Share with friends for FREE products! Enter the

TimeWise® Even Complexion Essence GREAT DEAL Formulated with our patent-pending Lucentrix™ complex, TimeWise® Even Complexion Essence is clinically shown to restore skin’s natural, even tone by helping reduce both visible dark spots and skin discolora-tion. And when added to a com-prehensive age-fighting program like TimeWise® skin care, this

concentrated serum can help – from ivory to beige to bronze skin tones – see a more even complexion. You may see results in as little as four weeks. And with con-tinuous use, the powerful results get even better. Eighty-four percent of panelists experienced a more even skin tone†. Plus, to protect your skin and help prevent further dam-age, it's essential to use an SPF product such as TimeWise® Day Solution Sunscreen SPF 25*.

Boost Results… add the EVEN COMPLEXION MASK.

Medical researchers tell us, “Lips have an extremely

thin outer protective layer. As the body ages, the

already thin layer becomes thinner. To compound

the situation, lip skin does not have sweat or

sebaceous glands. Without the usual protective layer

of sweat and body oils, the lips dry out faster, become

chapped more easily, and can age faster than other

areas of the skin.”

The Satin Lips Mask contains miniature beads that

gently, yet effectively, exfoliate dead surface skin cells

that cause the lips to appear dull and lifeless.

The Satin Lip Balm contains a special complex of

ingredients including vitamin A & E derivatives and

Ceramide 2, to help moisturize dry & rough lips. The

balm moisturizes the lips for at least six hours while

providing an invisible barrier to keep the lips

hydrated.

Satin Lips Set Gently apply mask to lips. Leave on for 1-2 minutes, and

then remove. Follow with balm.

Perfect Polish Techniques

Prep the Hands and Nails:

1. Do Satin Hands

2. Gently file your nails into

the desired shape and be sure

they are smooth with no snags.

3. Buff the tops of your nails

to clean & smooth.

4. Remove all excess oil and

moisture from the nails by whip-

ing them with a cotton pad with

nail polish remover.

Polish:

1. Paint under, edge, & top of nail with base/top coat. This

adds strength and starts sealing the nail.

2. Paint edge & top of nail with color. 1-2 coats.

3. Paint under, edge & top of nail with base/top again for

high shine & added protection and strength.

Painting the natural nail in this fashion allows for a seal that

resists chipping. Be sure the edges of your nails are smooth and

are not splitting prior to polishing to ensure a long lasting pol-

ish.

Perfect Polish Techniques

Prep the Hands and Nails:

1. Do Satin Hands

2. Gently file your nails into

the desired shape and be sure

they are smooth with no snags.

3. Buff the tops of your nails

to clean & smooth.

4. Remove all excess oil and

moisture from the nails by whip-

ing them with a cotton pad with

nail polish remover.

Polish:

1. Paint under, edge, & top of nail with base/top coat. This

adds strength and starts sealing the nail.

2. Paint edge & top of nail with color. 1-2 coats.

3. Paint under, edge & top of nail with base/top again for

high shine & added protection and strength.

Painting the natural nail in this fashion allows for a seal that

resists chipping. Be sure the edges of your nails are smooth and

are not splitting prior to polishing to ensure a long lasting pol-

ish.

Perfect Polish Techniques

Prep the Hands and Nails:

1. Do Satin Hands

2. Gently file your nails into

the desired shape and be sure

they are smooth with no snags.

3. Buff the tops of your nails

to clean & smooth.

4. Remove all excess oil and

moisture from the nails by whip-

ing them with a cotton pad with

nail polish remover.

Polish:

1. Paint under, edge, & top of nail with base/top coat. This

adds strength and starts sealing the nail.

2. Paint edge & top of nail with color. 1-2 coats.

3. Paint under, edge & top of nail with base/top again for

high shine & added protection and strength.

Painting the natural nail in this fashion allows for a seal that

resists chipping. Be sure the edges of your nails are smooth and

are not splitting prior to polishing to ensure a long lasting pol-

ish.

Perfect Polish Techniques

Prep the Hands and Nails:

1. Do Satin Hands

2. Gently file your nails into

the desired shape and be sure

they are smooth with no snags.

3. Buff the tops of your nails

to clean & smooth.

4. Remove all excess oil and

moisture from the nails by whip-

ing them with a cotton pad with

nail polish remover.

Polish:

1. Paint under, edge, & top of nail with base/top coat. This

adds strength and starts sealing the nail.

2. Paint edge & top of nail with color. 1-2 coats.

3. Paint under, edge & top of nail with base/top again for

high shine & added protection and strength.

Painting the natural nail in this fashion allows for a seal that

resists chipping. Be sure the edges of your nails are smooth and

are not splitting prior to polishing to ensure a long lasting pol-

ish.

How to Demonstrate the TimeWise Repair Volu-Firm Set By Sales Director Gina Shetzer

On the Face

For the Tray:

1. Dispense about the size of a medium pearl of the cleanser into her tray in well #1.

2. Dispense 1/2 pump of the Lifting Serum into her tray in well #2.

3. Press the Volu-Firm Day cream just a little so a small amount comes out. Pick it up with a clean

spatula or the bottom of a sponge tip applicator and place onto her tray in well #3. It’s important you

do not touch the Day Cream or Night Treatment tops where the product is dispensed when you are

using them as public demos. Sanitation is important. Have a tissue handy to wipe any excess cream from the tops as it’ll get gummy and

that doesn’t look pretty.

4. Dispense about the size of a small pearl of the eye cream into her tray into well #4. (Dispense other items you’d like to demo in other wells.)

Apply to Face:

1. Instruct her to scoop up the Cleanser into the palm of her hand. Spritze it with water from your small spray water bottle. Instruct her to

work her hands together to create a lather and apply to her face from under her eyes down.* Remove with moist cloth. (Not dripping!)

2. Instruct her to pick up the Lift Serum with her middle finger of one hand and then slide her finger tips from both hands across each other

and pat both sides of her face and neck with her finger tips and gently smooth in.

3. Instruct her to do the same with the Day Cream in well #3. **

4. Instruct het to pick up the eye cream with her ring finger and gently pat and then smooth around her eye area following the direction of

her eyebrow growth. Always moving out towards the ears at the top and in towards the nose under her eyes.

5. Go over the benefits of the TimeWise Repair Volu-Firm Set.***

6. Finish up her facial with the Foundation Primer, Concealer, Foundation and a little cheek and lip gloss.

7. Do your table close and start individual consultations to take her order, book her for her color appointment, invite her to share her ap-

pointment with friends to earn free products & book her sharing appointment. If she doesn’t want to book a career chat/interview, ask her

if she’d be willing to give you her opinion of our company based on what she reads/hears from the marketing materials you are prepared

to give her as she is sharp and may know someone who is looking for what Mary Kay has to offer. :) Don’t take no’s personally! No

means, “Not now, next!”

On the Hand Single or Multiple Hands

1. Dispense the products as directed above into a clean tray only in much smaller amounts.

2. Pick up a dab of cleanser an put on the backs of each persons hand & have them lather it on their hand after you spritze with water.

3. Give her a 1/4 piece of a paper towel, moistened by the water from your spray water bottle, and instruct her to remove the cleanser.

4. Pick up the Lifting Serum and dab just a little on each persons hand. Instruct her to smooth it in.

5. Do the same with the Day Cream & Eye Cream.

6. Go over the benefits of the TimeWise Repair Volu-Firm Set.***

*Working with her face from her under her eyes down stills allows for the 1/2 face comparison at the end and eliminates the need for head-

bands and redoing her eye makeup. Her 2nd appointment with you is when she should get her customized eye look. If you give it all to her at

the first appointment, you eliminate the desire or need for the 2nd appointment.)

**If you want her to also try the night cream you can put it on the back of one her hands.

***Product Benefits

Volu-Firm Foaming Cleanser

Moisture-rich foam thoroughly

cleanses and renews skin texture,

leaving skins pores looking less

noticeable. It maintains moisture

balance, protects the skin barrier,

renews skin radiance, & promotes

a feeling of suppleness. It leaves

skin feeling pampered & provides

a luxurious daily skin care

experience and prepares skin for

the next step in the TimeWise

Repair™ regimen.

Volu-Firm Lifting Serum

Helps firm and lift skin. Helps

restore youthful volume &

vibrancy so skin appears tighter.

It restores skin suppleness &

immediately increases the skin

moisture by 61%. It also softens

the look of lines, wrinkles &

crepiness in the neck area.

Volu-Firm Day Cream Sunscreen

Broad Spectrum SPF 30

Formulated to protect against fu-

ture damage & to help existing

damage be less noticeable. It

helps reduce skin glycation, a

process that can intensify skin

aging by making collagen and

elastin rigid, brittle and less

responsive. It restores skin’s

youthful cushion. It helps

minimize skin reaction to external

irritants. It restores skin’s even

tone. It delivers broad spectrum

protection against skin-aging

UVA/UVB damage. It increases

skin moisture for 12 hours

Volu-Firm Night Treatment with

Retinal

Formulated with retinol, this

cream helps restore youthful

cushion to skin and helps the jaw

line area appear more defined.

It fights the appearance of deep

lines & wrinkles, helps improve

advanced signs of aging & helps

accelerate cell turnover to reveal

radiant-looking skin. It helps

reduce skin glycation, a process

that can intensify skin aging. It

restores skin’s even tone. It

helped the neck area looked

noticeably smoother in clinical

studies. It increases skin moisture

for 12 hours.

Volu-Firm Eye Renewal Cream

Now one eye cream does is all!

Targets deep lines, dark circles,

sagging, bags, crepiness an& dry

skin, and upper eyelid droop. It

increases skin moisture for 12

hours & has a unique applicator

tip with a liquid crystal delivery

system that helps enhance

effectiveness. All products contain the Volu-Firm

Complex