Section 1 Booking

Working full circle

Your initial goals

Image & etiquette

BOOKING SCRIPTS

HOSTESS PLAN

Section 2 SELLING

Pre-profiling GIRLS NIGHT OUT guide the 3 B’S to full circle Focus card

Section 3 Recruiting

Career path

Share the product & then the opportunity

Recruiting is a layering process-FOCUS CARD

After the “yeS”

Section 4 Business Mgt.

PROMOTIONS...WINNING WORKS!!!

INCOME PRODUCING ACTIVITIES

MONEY MGT & TAXES

getting organized

By Melissa A. Mays

PERFECT and/or POWER

True beauty comes from the inside out , however, our potential clients make a judgment call about our professionalism in the first 10 seconds based on our outer image. Wanna be a TOP DIRECTOR in Mary Kay? Then dress and act as if and you shall become! IMAGE CHECK UP 101: 1. How is your HAIR? Has anyone said

lately, “I love your hair! What a great cut/color!” If not, it may be time to change stylists. Let them have the freedom to do what they think would be best and this can totally kick you out of a rut!

2. MAKEUP. We are in the beauty business but if you are not natural at this, ask for HELP! Who’s really good in your Unit? Humble yourself and ask for advice or a makeover at your meeting. Plus, there are a wealth of videos to help you on the Mary Kay YOU TUBE channel!

3. What is the look of your best BUSINESS SUIT? Is it outdated? Is it cheap? I don’t mean what you paid for it. You can pick up a Chanel Suit at Goodwill or a consignment shop for $20 or pay $30 for an unlined cheap suit at Fashion Shop. Is it lined, is

the hem length flattering for your legs, do you need to have it taken in out let out, is it the right color (black is recommended), does it make you look and feel like a million bucks? Best investment you can make is a great black skirt or shell dress and your Mary Kay Beauty Coat available on www.mkconnections.com.

4. Shoes… are your best investment. You can have a $10 suit from Goodwill, and pick up a slammin pair of designer shoes at TJ Maxx, Marshalls, or Burlington and look like a MILLION. What are you wearing? Are they cheap? Do they look cheap? Are they a comfortable heel? Attractive, nice leather? Keep them polished. I have a shoe buffer in my truck that I clean my shoes up with before an appointment. Also, I wear flats while I’m driving to keep from boogering up my heels!

5. Hose… are they fashionable? Should never be darker than your shoe, no matter what you see in Vogue. That’s HIGH fashion, and not something you’d see in a board room! Remember, your classes are YOUR board room where you present not only your products, but yourself.

9. Speaking of your car, is it clean? Do you have fast food bags littering it?

And, if you’re temporarily driving a beater while on your way to earning your brand new career car, please DO NOT PUT A MARY KAY STICKER ON IT!

10. Brief Case/Tote Bag? Trash the cutesy tote bag if you’re looking for your next Million Dollar Director! I use the Starter Kit Bag as my tote and carry a small purse inside of it. Your datebook. Use the one the company gave you or your phone, and do not cram it full with coupons, receipts, etc. Get organized!

11. What are your business cards being carried in, and do you even have them? Please do not print up cards on your computer! The Mary Kay cards are very affordable. How accessible are they? You should be able to reach right into your purse and grab your card, sample and ink pink with ease and poise. Do not be the BAG LADY!

12. Is your jewelry outdated? Sorry, some things DO NOT come back in style… Cheap? Too big? Gaudy? Go Classic… gold, silver, pearls!

13. Alcohol. Never at a Mary Kay event. If you decide to drink while you’re

out, please remove your pins. Mary Kay herself would appreciate you for respecting her wishes.

14. Are you always on-time for your appointments? When you run late, you’re inadvertently saying, My time is more important than yours.” This is so unprofessional. Things happen that we can’t control, but you can control how early you leave. Always give yourself plenty of time. Plan wisely with your Weekly Plan Sheet.

15. Language. I think this goes without saying. Keep it clean!

6. Personal hygiene… yes you heard me right! Have you had your teeth cleaned in the last 6 Months? Do you floss regularly? My dentist told me to only floss the teeth you want to keep. :) Go to the dentist and get that plaque off! If professional whitening isn’t in the budget, Crest White Strips work great! Also, do you carry breath mints? (No gum please. My 7th grade teacher said ladies who chew gum look like a cow chewing it’s cud! I’ve never forgotten that! Ha!) Nails should be kept well groomed and not look like you’ve been

digging in the dirt! Deodorant… keep some in your car! How many times have you ran out of the house without it?

7. What does your Ink Pen look like? Please don't hand a customer a Ramada Inn pen. You can get something really sharp and professional at Office Depot, Staples, Target, and MK Connections.

8. How about your beverage sipper or travel mug? Have you or your kids been chewing on the rim or the straw? This is important if you have prospects riding with you in your car.

MARY KAY IMAGE & ETIQUETTE

By Melissa A. Mays

Booking your Perfect Start by SSD Melissa Mays A Perfect Start is 15 faces in 15 days which will set you up to finish your POWER START (30 faces in 30 days). You will earn a Charm Bracelet for completing the challenge and a Charm each month you complete a PS.

Affirmation: “I’m a BOOKING machine! Everyone wants to book with me!” Hi ______, this is _______. I’m really excited about something. Do you have a quick minute? Great! I just started my Mary Kay business and a part of my training is to do practice facials & makeovers with 15 ladies in the next 15 days….so I need to borrow your face. (pause for her to respond) Okay, GREAT! What’s best for you and I’ll let you know what I have available...during the week or on the weekend? During the day or in the evening? I have ____ or ____ available. What’s best for you? Great! I have your down for ___ at ____. TURNING THE INDIVIDUAL APPT INTO A GROUP APPT Just so you know, if you share your appointment with 2 or more friends I will give you $75 in product for only $35 for helping me. You like FREE stuff right??? Well, as I told you I’m working to get 15 faces in the next 15 days so I’m willing to make it worth your while for helping me out! If you have 5 or more, I’ll give you a SkinVigorate Brush worth $50 for FREE and each of your friends will get their at 50% OFF! How does that sound? Great! INITIAL COACHING I have found that if you invite 20 you’ll get at least 5 people to attend so all I need from you is a list of girlfriends you’d like to invite and I’ll send them an invitation or we could create a Face Book Event and invite 20 there. Which would you prefer? Ok great. Let’s follow up in 24 hours just to give you a chance to double check your schedule and come up with your list. In the meantime, check out my website at www.marykay.com/melissamays to start creating your WISH LIST! So what’s the best time for me to call your back tomorrow? _____ or _______? I appreciate you so much and look forward to seeing you on ____ at _____! Follow-up COACHING

Go over the Hostess Program. You can email her the Hostess Flier (melissamays.com,

RESOURCES, SELLING) or text her a picture of it. Encourage her to hold refreshments until after the program to give everyone something to do

while you’re meeting with everyone 1 to 1 at the end. Encourage her and her guests to get a babysitter if she they have small children. This is THEIR

night of pampering. Plus, it has been proven you can subtract about $50 in sales per each child present. We all love babies, but they are a distraction to everyone and if they start acting up all mommy can think is, “I need to get home!!!”.

Section 1 Booking

Mom

Sister

Aunt

Cousin

Grandmother

Stay at Home Mom

Friend

Friend

Friend

Friend

Blonde Hair

Brown Hair

Red Hair

Gray Hair

Black Hair

White Hair

Green Eyes

Brown Eyes

Hazel Eyes

Blue Eyes

Bride to Be

Caterer

Server

Photographer

Hair Dresser

Florist

Nail Tech

Tanning Bed

Seamstress

Newlywed

Boutique Owner

Retail Sales

Model

Cashier

Wearing Great Shoes

Wearing Great Jewelry

Fabulous Purse

Snazzy Outfit

Great Sunglasses

Great Coat/Jacket

Indiana Fan

Kentucky Fan

Purdue Fan

Louisville Fan

Notre Dame Fan

Michigan Fan

Ohio State Fan

Nascar Fan

Cheerleader

Coach

Dentist/hygenist

Cancer Survivor

X-ray Tech

Pharmacist

Doctor

Nurse

CNA

Director of Nursing

Physical Therapist

Surgery Tech

Vet

Animal Trainer

Has a cat

Has a dog

Has a Horse

Has a Reptile

Has chickens

Has cows

Has Pigs

Farmer

Bartender

Cook/chef

Server

Restaurant Owner

Truck Driver

Construction

Musician

Artist

Casino Worker

Athlete

Preacher’s Wife

JR. League Member

Ministry Leader

Stay at Home Mom

Expectant Mom

Mom w/ small kids

Church Member

Volunteer

Daycare Worker

Scout Leader

Indiana Fan

Kentucky Fan

Purdue Fan

Louisville Fan

Notre Dame Fan

Michigan Fan

Ohio State Fan

Nascar Fan

Cheerleader

Coach

Interior Designer

Flight Attendant

Teacher

Police Officer

Student

Bus Driver

Dance Instructor

Exercise Instructor

Plays Bunco

Plays Bingo

Aries Libra

Taurus Scorpio

Gemini Sagittarius

Cancer Capricorn

Leo Aquarius

Virgo Pisces

A common concern among New Consultants is not knowing enough people. The FUN game below will get your out the

door and our wonderful product on FACES in no time. Learn to ask, WHO DO YOU KNOW? People LOVE to

help someone with a GOAL! When you complete one whole list, snap a picture of it and text or Vox to your Director. You will get 10 chances in our monthly prize drawing! When you complete the whole page, you will WIN a FABULOUS PRIZE from your Director! Mary Kay math: Average sale per customer is $70. Facial everyone on this page and sell

an average of $8400!!! That’s $4200 PROFIT!!! Share the opportunity with all 120. 1 out of 5 sign. On average you will recruit 24 people, earn your car and become a Director! WOW!!!

Section 1 Booking

Section 1 Booking

Pre-Profiling by SSD Melissa Mays Pre-profiling can ensure better attendance at your appointments. Use the scripts below to reach out to your Hostess’s guest list.

Here’s a tip: if texting, why not save the scripts in your notes and just copy/paste/change the names in the future to save yourself some time!

Hi ______, this is _______. I know you have no idea who I am but I know your girlfriend _____ and your name is on her favorite people invite list for her GIRLS NIGHT OUT we’re doing on ___ at ___. Did I catch you at a good time, do you have a quick minute? Great! I just wanted to intro-duce myself and ask you a few quick questions about your skin. Have you ever used MK Skin Care products before? What type of skin do you have...normal, dry, combination or oily? What is one thing you want to change about your skin? Do you have any skin allergies or sensitivities? We’ll be doing a special Satin Hand treatment 10 minutes before the party starts at __ sharp! Then we’ll be doing quick facials and “DASH OUT THE DOOR MAKEOVERS”. The GIRLS NIGHT is going to be a blast and there’s no purchase required, however, if you FALL IN LOVE with the products I will have them there to take home if you like! Also I’m collecting RSVP’S for ___ because when she has 5 friends there that are 18 or older that don’t have a Consultant, she gets a SKINVIGORATE BRUSH for FREE and you get yours at 50% OFF. Can you check your calendar really quick to make sure you’re available? Thank you so much for your time ___. I am looking forward to meeting you and feel free to bring a friend with you. CAN’T MAKE IT TO THE PARTY That’s ok. I’m actually offering the same pampering to those who can’t make it and ____ get’s a 50% OFF item for every booking she gets and you would get a GIFT CERTIFICATE for some free product for helping her. Why don’t we set up a time that’s convenient for you. What’s better for you, during the week or on the weekend? DOESN’T WANT TO BOOK You know what, that’s totally fine. She needs 5 outside orders though. I can text or email you my website and you can place an order to help her out if you like. Just be sure you put her name in the notes and I’ll ship the products directly to your door. BTW, I don’t charge you for shipping! TEXT OR FACEBOOK PM SCRIPT Hey girl, this is Melissa Mays with Mary Kay and I just wanted to introduce myself. I’m the Consultant conducting your friend ___’s party and I see you made her “favorite people list”. I’m so EXCITED about meeting you! Couple quick questions. Have you ever tried Mary Kay before?

Section 2 selling

Section 2 selling

1. When you arrive at your BFF’s home, ask her where she’d like

you to set up. You’ll also want to set up a “check-out station” to conduct your 1 to 1 Consultations in a different area.

2. If you have inventory, bring it in one case to put in your check out station. I like to pack all my inventory in ROLL-UP BAGS

and then have them all in a rolling tote or crate.

3. Set a beautiful table that’s inviting to guests. (check out the video on our NEW CONSULTANT PAGE, melissamays.com)

4. Let your BFF try the Satin Hands and have her treat her guests to it as they arrive.

5. If there’s time before the appt, conduct the BFF’S check up appt and makeover. Her guests will arrive and she will look

GORGEOUS! Then, she can be your helper throughout the

party. 6. After doing Satin Hands, have guests fill out their profile card.

7. Do your best to start ON TIME. You will have people arrive late sometimes, but don’t wait for them. It’s an insult to the ones who arrived on time. Your BFF can do her best to quietly catch them up, but if too much time has passed,

hand them a Beauty Book and let them know you will schedule a check up with them at the end so they can try

what they missed. 8. Use the notes below to guide you thru your presentation.

Rule #1….NEVER give guests a LOOK BOOK at your parties. You will shoot yourself in the foot! They will be looking at all the “eye candy” color products when what’s best for them is if they start with the Basic Skin Care. If they insist on a book, give them the smaller Beauty Book. You can print and laminate this half sheet front and back and use over and over at your classes or you can purchase them at our local meeting or have our Virtual Assistant mail them to you!

After the table close, select the most EXCITED guest to come with you first for her 1 to 1 Consultation. Ask her to bring her Profile Card, & Beauty Menu with her. 1. Ask her if she had a good time. 2. Look over her Profile Card and make sure she completely filled it out. 3. Read aloud what she has put on her WISH LIST. “So I see you loved the ____ I also see

you really love the Ultimate Miracle Set. That’s great! So where would you like to start?”

4. At this time, I like to lay one of the Roll-Up Bags in front of her or better yet on her lap. 5. She will respond with either, “That’s what I want. Let’s do it!” or “I really like that but not sure

that’s where I want to start.” (most of the time it’s not in her budget but most women won’t tell you that!)

6. Your response, “Ok no proplem. Where would you like to start?” Then write up her Sales Ticket.

7. If she purchase one of the 3 collections on the front of the Beauty Menu (that’s what most guests do), then ask her what she’s like to use her 1/2 price BONUES on. I allow my guests to use them on a whole box on the BEAUTY EXTRAS side of the menu.

8. If she selects something on the back of the menu or just “a la carte” items, always take her back to the front and remind her she can get those items for 1/2 price with the purchase of the Basic.

9. After adding these items I ask her if she needs anything else. “How are you doing on Mascara?” If she’s good, say, “Okay great!”

10. After totaling her sales and accepting payment, say: “Let’s go ahead and schedule your CHECK UP APPT. What’s better for you? During the week or weekend?”

Section 3 team building

CONSULTANT

PAYCHECK Go out and get a GOLD MEDAL

Hold 3 Shows per week

@ $200 ea + $150 in reorders

$3000 total sales = $1500 profit

$5000 Wholesale Production from

5 NEW Personal Recruits

$1500 Personal Wholesale for a

total Team Wholesale of $6500

(on-target for Career Car!!!)

13% Commission = $650

Consultant Personal Team

Building Bonus $50 for each Qlfd.

New Team Member

$50 x 5 = $250

Profit from personal sales = $1500

Profit from team = $900

$2400

In this scenario, NO ONE

from the Consultant’s

existing Team or

Director’s existing

Unit ordered!!!! “If it’s to be, it’s up to me!”

DIRECTOR

PAYCHECK Go out and get a GOLD MEDAL

Hold 3 Shows per week

@ $200 ea + $150 in reorders

$3000 total sales = $1500 profit

$5000 Wholesale Production from 5

NEW Personal Recruits

$1500 Personal Wholesale for a

total Team Wholesale of $6500

(on-target for Career Car!!!)

13% Commission = $650

Total Unit production

Director’s make 13% on their

entire Unit including their own order

$6500 x 13% = $845

Director Personal Team

Building Bonus $100 for each Qlfd.

New Team Member

$50 x 5 = $500

Unit Development Bonus $100 per

Unit Qualified = $500

Unit Volume Bonus

$6500 x 10% = $650

Profit from personal sales = $1500

Profit from Unit = $2845

$4345

Same

amount of

work.

Which

paycheck

should I

choose?

It is important that you get your new team

member plugged in and working on her NEXT STEPS on www.melissamays.com right away.

The first 24-48 hours are critical to her success! Fear normally creeps in immediately after she

gets her kit and ACTION always kills FEAR!

Always schedule a time when you will talk next and help her set a goal of what she’ll

accomplish by your next phone call.

Section 4 Business Mgt.

Debt or Investment?

Understanding What Debt Really Is!

Dr. Robert Schuller

What, after all, is debt? Fresh out of the seminary, newly married, and just installed as

pastor of my first church, I was earning a little over two hundred dollars a month. When

winter approached, I needed coal for the furnace. I went to the coal yard and asked how

much coal I would have to buy, how much it would cost and if I could charge it. “About 5

tons, it will cost you $75, and we will not charge it Reverend. You’ll have to borrow the

money somewhere for we don’t give credit on coal.” And that was that.

So, I went to ask for a loan on $75 for the coal. The banker gave me a valuable lesson in

economics. “I’ll lend you the money for coal this time, but never again. When you borrow

money for coal, you are going into debt. The coal will be burned. When it is gone, if you

are unable to pay your loan, there is nothing you can sell to pay us back. When you borrow

money for coal, food, or the light bill or water bill, you are spending money that is gone

forever.” That is real debt!

If you want to borrow money to buy a car or a house, we will lend you the money. Then

you are not going into debt, you are going into the investment business. If you cannot pay

off your auto loan, you can sell the car, pay us back what we have coming, and any money

you have left is your return on your investment. If you borrow money to buy a store and

you borrow money for salable goods to stock the shelves, you are not in debt, you are in

business. If you cannot pay off your loan, we sell the store and the goods; if there is money

left over after we are repaid, you can have the profit from your investment. If you have no

money left over after paying off the loan, you haven’t made any money. It’s that simple.

It was this advice which was to give me greater courage years later starting our new

church. How long would it take to collect the money from surplus offerings? Perhaps

twenty years! So we decided to borrow the money. When finished, the entire development

was valued at one million dollars. Nearly $600,000 was borrowed money. Someone said to

me about that time, “I hear you folks have a debt of $600,000.” I corrected him, “Actually

we have no debt. We could sell our property for a million dollars, pay off all mortgages, and

have $400,000 in the bank. We don’t have debt. We’re worth almost half a million dollars!”

So it is with your Mary Kay business!