motives business

Business Manual 2

Motives® by Loren RidingerPeople Empowering People

Business Manual

It has always been my dream to take the beauty and fashion industry to unimaginable heights. With the perfect blend of art, science and technology, I truly believe that Motives cosmetics achieves that dream. Motives pro-vides a comprehensive and customizable line of products, which each have their own unique formulas, thereby enhancing the beauty of all women, of all ages, and of all skin tones. You simply can’t find the same colors, formulas, quality or affordability anywhere else.

Motives by Loren Ridinger has become hugely popular and has a loyal following that includes world-famous celebrities and everyday women who simply want to look their best.

Today’s busy pace, along with the high expec-tations of modern lifestyles, places a premium

on looking your best in a variety of situations. As an essential tool to every woman’s fashion ensemble, the selection of cosmetics that accentuate a woman’s specific coloring is crucial. This selection process is seldom easy and frequently frustrating, usually involving crowded retail stores, impersonal service, overpriced designer products and a nagging doubt over the typical trial-and-error approach to makeup selection. Does this ring true for you? Are you craving an alternative solution that respects your time, your preferences and your wallet?

Discover cutting-edge styles, vivid colors and a wide variety of makeup choices to reveal the beautiful look you are seeking. Motives delivers high-end cosmetics to you that are made from the highest-quality ingredients that are hypoallergenic and noncomedogenic. Enjoy the Motives difference with revolutionary foundations, soft-textured powders, highly pigmented eye shadows, emollient-enriched blushes and much more.

Achieve the lifestyle you’ve always dreamed about while helping peoplelook and feel better, every day.

Loren RidingerCreatorMotives® Cosmetics

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The Motives®

Concept:Customization

Cosmetics today are a $23 billion industry. Motives has carved a niche in the market based on five

customization concepts that complement each other to create a unique experience for our customers.

Listed below are the five components of the Motives concept of customization.

Motives custom settingUnlike in department stores, we visit the customer in a personal setting customized to meet their needs and make them feel comfortable.

Motives custom color-match and Custom Blend Liquid Foundation We create a customized liquid foundation based on the customer’s skin tone, coverage desire, as well as desired ingredient additives and enhancers, such as Sunscreen*, Oil Control, Ultra Firming and many others. Motives formulas can be customized and adjusted throughout the year based on the customer’s needs.

Motives Custom Mineral PowdersWe are trained to custom blend hydrating mineral face powders, blushes, shimmers and bronzers.

Motives custom faceWe identify face shape, bone structure and eye shape and use professional techniques to highlight a customer’s features, creating perfect balance and her own unique look.

Motives custom color paletteWe choose the most flattering and appealing combinations of colors for each individual customer.

Motives Custom Blend Kit*Not for sale in Canada.

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Have Fun!

Be up to date on al l productand appl ication information• Refresh your knowledge by attending Day 1

and 2 trainings, as well as specialized trainings every year. Training dates can be located by logging on to your UnFranchise® Business Account > National Meeting Training Seminar System (NMTSS) > Meeting Search. Or go to motivescosmetics.com > Learn and Earn > Training Meetings.

• Work closely with trainers in your area. Use this opportunity to ask questions and give input.

• Read, understand and refer to information in the Motives Application Manual and Motives Business Manual.

• Familiarize yourself with all the Motives products and personally wear the cosmetics. You sell what you wear.

Portray the Motives professional image• Dress appropriately — as a part of the

fashion and beauty industry, it is important that your clothing is stylish, neat, clean and pressed. Clothing should be consistent with the ambiance and “culture” of where you are working (i.e., home environment can be more casual but all other settings are more formal and should be dressier).

• Keep your makeup simple — too much can be intimidating to customers.

• If you wear a fragrance, choose one that is subtle and not overpowering, preferably MINE™ by Loren Ridinger.

• Your hands are very visible to the customer and should be well-groomed. Nails should be neat and nail polish should never be chipped or cracked. Wear Motives Nail Candy.

• Hair should be neat and clean. Long hair might interfere with your ability to demonstrate product, so you may want to pull it back.

• Jewelry and accessories should be kept simple. Avoid large rings, bangle bracelets and other “dangle” jewelry.

• Fresh breath is essential when working closely with customers. If you smoke, be sure to wash your hands and freshen your breath before any Motives event.

Professional ism• Be on time. You are the event and nobody

likes to wait.

• Be prepared. Bring all necessary materials and make them accessible during the event. Make two trips to the car maximum. Bring an assistant and delegate responsibilities for larger events, if necessary.

• Stay on schedule. Finish the event in the stated time frame.

• Have inventory of key products. People get excited and want to buy products immediately.

• Bring information on upcoming Motives events.

• Be knowledgeable but admit when you don’t know the answer. Remember, too much knowledge can be intimidating.

• Most of all — HAVE FUN!

Motives®

ConsultantGuidelines

As a Motives Consultant you represent the highest quality and one of the most rapidly growing international cosmetic lines, as well as the philosophy of Market America. You are in a unique

position that allows you to develop long-term relationships with your customers, to bring them the best cosmetics and beauty care

products, and to help them look and feel their best.

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About 80 percent of your time should be spent in high-payoff/productive (P) efforts (i.e., efforts that lead to customer development, sales, sponsoring other Customer Managers, etc.).

About 20 percent of your time should be spent in maintenance (M) functions (i.e., placing orders, training, reading, phone time with Customer Managers, etc.).

The following sample business plan is designed for:• A 10-hour workweek

• Seeing five customers a week (any combination of retail events: consultations, clinics, etc.) for a 12-week period

• Allowing one week to design as you wish

You can adjust your hours per week to be more or less. However, for success in the Two- to Three-Year Plan, you should maintain a 10-hour week average and an eight-hour week minimum. That means you can work between eight and 12 hours depending on your personal schedule and the NMTSS functions you have decided to attend. But remember, your 12-week average should be 10 hours per week for the “10-hour” business plan listed below to work.

Sample 10-hour schedule:Customer calls: booking, follow-up, clinic setup, etc. ...........................................1 hour .........................(P) One clinic (six customers) ..................................................................................... 2 hours ........................(P)One double consultation (two customers) ..........................................................1.5 hours ......................(P)Attend a NMTSS function with a guest ................................................................ 2 hours .......................(P)Conduct one to two interviews (three, every two weeks) ..................................1.5 hours ......................(P)Inventory maintenance, paperwork and orders ....................................................1 hour ....................... (M)Team-building calls and voice mail, e-mail ..........................................................0.5 hours .................... (M)Study ...................................................................................................................0.5 hours .................... (M)

Total hours worked ....................................................................................... 10 hours

Listening to training CDs or audio downloads is very important and should be done during weekly travel, so it is not given a time allotment. Your time should be scheduled in your calendar for each week.

In this section you will learn to customize your Motives® business plan based on your goals and time. Consistency and efficiency

are essential to your success. Learn to work effectively, focusing on results rather than activity.

Business Plan

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1. Learning is best accomplished in a knowledge-action cycle.

2. You will learn new concepts and skills.

3. You will implement these concepts and skills.

4. You will revisit the information.

5. You will act again at a higher level of performance and skill.

Some individuals are reluctant to go out of their comfort zone and implement new concepts for fear of failure. Remember, the concepts, skills and techniques being taught work. People just like you are using these proven techniques every day. As a result, they gain financial independence and ongoing income. You can do it, too!

No one performs perfectly the first time. Professionalism is achieved by learning, doing, learning, doing, over and over again. Mistakes will be made and opportunities may be missed, but with each cycle of learning your level of competence will get greater and greater. Eventually you become so comfortable with the skill that you no longer focus on your performance but on your results.This “Sure Start” outline is designed to move you rapidly through the learning process of

becoming a professional Motives Consultant, with the goal of making $3,200 in retail sales per month. At the end of this 90 days, you will be ready to work at the pace you set and enjoy the rewards of being a well-trained Consultant.

Suggested materials to get you started• Motives Catalog (available for purchase

through your UnFranchise® Business Account)

• Skincare and anti-aging product cards (available for purchase through ma® PrintCenter — search “printcenter” on marketamerica.com — and your UnFranchise Business Account)

• Motives product cards (available for purchase through ma PrintCenter and your UnFranchise Business Account)

• Motives and Personal Care training audios (available through your UnFranchise Business Account > Audio Downloads)

• motivescosmetics.com

• Motives Training Application DVD with celebrity makeup artist Claudia Betancur

• Motives and Personal Care downloads (available through your UnFranchise Business Account > Downloads)

90-Day Sure Start

Plan

When you put your Motives® business plan into motion, the first 90 days can set you on the path to continued

long-term success. During this time your activities will be more concentrated and your initial amount of time spent may be more, but you will lay a solid foundation to secure

consistent success.

Motives Catalog TrainingApplication DVD

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90-Day Sure Start Checklist

Date: Item to be completed:

______________ Attend a Market America UnFranchise® Business Presentation (UBP).

______________ Complete requirements of the Market America Getting Started Guide.

______________ Schedule a personal consultation and makeover with a Motives® Consultant.

______________ Order Motives basic kits: Motives 2009 Consultant Kit (code 2009MLE) and 2010 Consultant Kit (code 2010MCK).

______________ Attend a Motives basic training: Motives Day 1: Motives Application and Business Building Course; Skin Care 101. The Motives UBP and Home Business Presentation are also recommended.

______________ Continue to read, listen to and watch Motives suggested getting started materials (see previous page).

______________ Order Motives business cards (morprinting.com/marketamerica or ma® PrintCenter).

______________ Order basic Motives supplies (marketamericagear.com).

______________ Register 30 Preferred Customers (100-150 BV orders each, quarterly).

______________ Show the Motives Business Presentation to prospective Motives Consultants once a week.

______________ Personally sponsor two Motives Consultants (PSMC).

______________ Teach and assist your PSMC to register 30 Preferred Customers.

______________ Teach and assist your PSMC to sponsor two PSMCs and teach them to develop 30 Preferred Customers who order 100 BV quarterly.

______________ As your team duplicates your efforts, continue to develop your own customer base, always asking, “Who do you know?”

______________ Book and hold six Motives clinics per month (three or more guests) and eight one-on-one consultations per month (one or two guests). (This step should be ongoing.)

______________ Order Motives advanced kits: Custom Blend Starter Kit (code 2009CBCK); Custom Mineral Kit (code 3365); Motives Pro-Color Kit (code 2009MPK). If you plan to become a Motives Certified Trainer, the Motives Certified Trainer Kit (code 3377), which contains all of the other kit items in one kit, is recommended.

______________ Attend a Motives advanced training: Motives Day 2: Custom Cosmetics; Specialty Workshops: Get the Look and All About Eyes.

______________ Get a planner and complete 10 Custom Blends and/or Custom Mineral Powders within 10 days of the Day 2 Training in order to practice your skills.

______________ Begin to hold advanced retail clinics and tradeshows.

______________ Begin to approach salons to bring into your business.

______________ Attend two Market America UnFranchise® Business Presentation meetings with guests.

______________ After completing the first 90 days, rewrite Motives goals and business plan for the next 90 days.

______________ Order additional inventory for samples and consultations.

______________ Retake Motives cosmetics and custom cosmetics trainings during the next 90 days, especially after World Conference or International Convention.

In each blank, write the date that you completed each item on the checklist.

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Goal Setting After you have completed your 90-Day “Sure Start,” you are ready to set goals for your average profit and BV production.

Listed below are basic averages and formulas that you can use to set your first-quarter sales goals.

average sale x number of customers = gross sales goal

gross sales goal x 40% = net profit goal

(Motives® suggested retail price has between 30 percent and 200 percent retail profit.)

gross sales goal x 60% = average BV production goal

(BV on Consultant cost is about 80 percent; 60 percent average on retail.)

For example:

Average sales per customer can be estimated at $100 (Custom Blend Foundation, Mineral Powder and lip product).

$100 average sale x 8 number of customers = $800 gross sales goal

$800 gross sales goal x 40% = $320 net profit goal

$500 gross sales goal x 60% = 480 average BV production goal

This would create a four-week average of $3,200 in sales, $1,280 profit and 1,920 BV.

Additional projections from reorder salesAfter your 90-Day “Sure Start,” you must consider reorders from your newly developed customer base. The following averages and formulas will help project your reorder business.

To account for the percentage of customers that will not reorder:

number of customers x 80% = number of customers predicted to reorder

Apply the averages and formulas to the business plan:

5 customers per week x 12 weeks 60 customers

60 customers x 80% = 48 customers predicted to

reorder

48 customers x $30 avg. reorder sales/month = $1,440 projected reorder sales

(skincare travel kit)

(A conservative reorder average for Motives® and Personal Care is $30 per month, per customer.)

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Now use the formulas from the previous page to calculate your net profit and additional BV from the reorder sales: $1,440 projected reorder sales x 40% $576 net profit from reorder

sales

$1,440 x 60% 864 BV from reorder sales

Now you can calculate sales (including reorders) within your second quarter:

Gross sales: $3,200 4-week average sales + $1,440 reorder sales $4,640

Net profit: $1,280 4-week average profits + $576 reorder profits $1,856

Average BV: 1,920 4-week average BV + 864 reorder BV 2,784

As you can see, consistently following your business plan will help increase the number of reorder sales. Women typically reorder product every three months. Therefore, your reorder sales total will grow based on how many sales you completed the quarter before. Your business will continue to grow without increasing your time spent. In time, you will be able to maintain your product profit through more and more reorders and spend less time creating new sales. This will allow you time to ensure your team grows, by recruiting and spending time to support their growth in kickoffs and trainings.

Remarkable growth will begin to occur as you see these averages duplicated in the MPCP with the new Motives® Consultants you sponsor into Market America.

Note: The income levels mentioned in this Manual are for illustration purposes only. They are not intended to represent the income of a typical Market America Independent Distributor, nor are they intended to represent that any given Independent Distributor will earn income in that amount. The success of any Market America Independent Distributor will depend upon the amount of hard work, talent and dedication he or she devotes to building his or her Market America business.

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Basic Business Building Tools & Trainings

The 90-Day Sure Start action plan is broken up into two segments. The first focuses on basic business building tools, trainings and clinics. The second is more advanced. This is to ensure that no matter your level of expertise with cosmetics and beauty care, you can build a strong business and keep it growing.

Basic trainingsThese are the first two trainings you should attend to help you understand the basics of Motives as well as our skincare brands:

Motives Cosmetics Day 1 Training ($50)Covers application, technique, product knowledge and getting started with Motives.

Specialized Training – Skin Care 101 ($15)Learn the Market America skincare product lineup.

Basic toolsListed below are some basic building tools that we recommend purchasing and downloading when you become a Motives® Customer Manager or Consultant.

• Motives Personal Makeup Box (pictured) Cost: $110, www.marketamericagear.com

• Motives Metal Briefcase (pictured) Cost: $70, www.marketamericagear.com

• Motives 2010 Consultant Kit (pictured) Distributor cost: $225 Code: 2010MCK

• Motives 2009 Consultant Kit Distributor cost: $750 Code: 2009MLE

• Motives Catalogs (pictured)

• Motives Business Cards (pictured)

• Motives Face Charts (download)

• Motives Four Steps to a CompleteFace charts (download)

• Motives Retail Receipts (download)

• Motives Product Cards ma® PrintCenter

• Motives Application DVDs – Volume 1: Learn the Basics (pictured)

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Motives Cosmetics: Appl ication, Technique and Business Bui lding

Course Introduction

1 . Market America, Motives and the cosmetic industry• What is Motives?

• Beauty care industry

• Why Motives?

• Benefits and features

• Motives mission statement

• Motives in the press: national exposure

2. The cosmetic consumer• Who is she?

• Understanding the four cosmetics consumers

3. Motives business bui lding tools• motivescosmetics.com

• Motives & Me

• Motives Consultant Kits and supplies

• Motives trainings

4. General appl ication guidel ines

5. Preparing for makeup appl ication• Station setup

• Theory and benefits of makeup

6. Priming and basing• Primer, Invisi-Line, concealer – application

demonstrations

• Theory of foundation

• Motives foundation – application demonstration

7. Eyes – appl ications and demonstrations• Reviewing Motives eye product offering

• Eye shadow basic and advanced application training

• Eyeliner application training

• Lash demonstration

• Eyebrow demonstration

8. Cheeks – appl ications and demonstrations• Reviewing Motives blush product offering

• Blush application training

9. Lips – appl ications and demonstrations• Reviewing Motives lip treatment product

offering

• Lip crayons – application demonstration

• Lipsticks – application demonstration

10. Touch-ups and tools• Reviewing Motives product offering for

finishing touches

• Reviewing Motives accessories product offering

11 . Before and after with Motives

12. Starting your Motives business• Motives tradeshows

• Catalog sales

• Motives retail events: ideas and how to execute

Motives®

Training Agenda:Day 1

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Skin Care 101 Training Agenda

1. Understanding the biology of the skin• Reviewing different layers of the skin

• Understanding skincare types

2. The skincare consumer• Who is she?

• What are her habits?

3. Matriskin™ Col lagen MP Serum• Product technology

• Clinical trials

• Before and after visuals

4. Cel lu lar Laboratories®

• Product technology

• Understanding how to use each product

• Learning how to create a Cellular Laboratories regimen

5. Skintel l igence®



6. VitaShield®



7. Pentaxyl®


• Understanding how to use the product

8. Timeless Prescription®



9. Sel l ing Skin Care• Impact selling

• Skincare clinics

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Retail Eventsto Get Your Business Started

Motives® retail events are broken up into two types: in the home and out of the home. The first type includes events such as Motives Press Kit Parties and Motives Workshops. The second type includes tradeshows and fundraisers.

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As a Motives® Consultant there are several events you can use to educate customers and sell products. It is

important to explore all options and pursue opportunities with which you feel comfortable.

Retail Events

As you grow your business and become more comfortable with the products, you will find that retail events with several guests are both efficient and profitable.

Some retai l event optionsFor in the home: • Skin care and nutrition clinics

• Girls night in

• Special occasions/celebrations - New baby - New job - Birthday - Bridal showers

• Motives workshop

• Motives press kit party

For outside of the home:• Motives clinics for special groups

• PTA

• Garden club

• Day trading

• Red Hat Society®

• Tradeshows and fundraisers

• High school prom nights

Motives® retai l event invitationsThere is a variety of invitations for each Motives retail event on ma® PrintCenter that can be used for any one of your retail events.

Meet the experts in the makeup industry.

Gather up your favorite BFFs and have a girls’ night in — with Motives® by Loren Ridinger Cosmetics and Nail Candy! These vivid, amazing colors are sure to be the talk of the party. With colors such as First Kiss, Sneak Peek and Girl Next Door to accessorize your favorite outfits, you’ll have everyone asking, “What’s that color you’re wearing?”

Paint Party

PLACESTAMP HERE

Hosted by: _____________________________

When: ________________________________

Where: _______________________________

Time: _________________________________

Please RSVP by: _________________________

Name: ________________________________Phone: ________________________________E-mail: ________________________________Website: ______________________________


Learn, develop and master…all in one fabulous evening. Have you ever wanted to learn how to create the smoky eye? Do you want to learn how to apply makeup to resemble the hottest celebrity looks? You are invited to attend our Motives® by Loren Ridinger Tips and Trends event to discover the latest secrets on makeup application, current makeup trends, and the exquisite Motives cosmetics line.

Tips & Trends

PLACESTAMP HERE

Hosted by: _____________________________

When: ________________________________

Where: _______________________________

Time: _________________________________

Please RSVP by: _________________________


Available in the colors above.

PaintParty

Tips &Trends

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Time frame: one to one-and-one-half hours

1 .Introduction to Market America and why you are a Market America Independent Distributor

2.Introduction to Motives® and the consultation process• Ask relevant questions to understand the

expectations and needs of the customer

• Ask them what they are interested in looking at today

3.Prefoundation decisions• Skin care

- Show the skincare products; apply to their hand to let the client observe the texture, absorption time and smell of the product

• Primer/Invisiline

- Discuss why these products are used and the benefits of each

- Let the client feel the products and see how each one works; a simple demonstration on the hand will work for both products

4.Foundation• Spend time discussing the variety of Motives

foundation options (Liquid Powder Mineral Foundation, Dual Perfection Pressed Powder and Photo Finish Pressed Powder) and even mention Custom Blend, although you might not be able to create one for the client at this time

• Understand which product would interest the client and let them play with it to determine their best shade

5.Color Products• At this point, bring out your best-selling

color items, including Pressed Eye Shadows, Lustrafy Mascara, Pressed Blush, Luxe Precision Eye Line, Crème Eye Shadows, Lip Shine, Rich Formula Lipstick and Nail Candy

• Demonstrate new ways to use the products that the client may not know:

- Creating a new look by layering Pressed Eye Shadow over Eye Candy Crème Eye Shadow

- Mixing Paint Pot Mineral Eye Shadows with moisturizer and placing it on the cheek bones and décolletage as a highlighter

- Using Angel Khol Eyeliner to reduce the intensity of eye shadow colors or Onyx to increase the intensity

- Showing them colors that can take their day look into night

• Remember — the more you demonstrate, the more the client is willing to buy

A consultation is a one-on-one meeting with a customer. This is an effective way to form a personal bond with your customers. As a basic consultation,

you will not be applying makeup, but demonstrating various product techniques and benefits

Motives® One-on-OneConsultation

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6.Add-ons: accessories, makeup finishers and perfume• Once you are done with color exploration,

show the client the Motives® brush sets

• Discuss the makeup finishing sprays, 10 Years Younger Makeup Setting Spray and No More Shine Makeup Setting Spray, depending on your client’s needs

• Finish by letting them sample MINE™ by Loren Ridinger

7.Closing the sale• Recap what you have used today and ask what

products the customer would like to take home

• Talk to the customer about sharing this experience with her friends and the product benefits of hostess profit sharing

• Book a clinic

Tips• Find out what she has first and then suggest

products that you think would work for her.

• Stay on course. Business comes first. If you set a 45-minute appointment, keep it 45 minutes!

• Presentation is everything! Bring what you need to the appointment. Your kit needs to be neat and clean!

• If you are not comfortable at makeup application, allow the consumer to play with it herself.

• Book follow-up meetings.

• Ask for referrals.

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Time frame: two hours maximum

1 .Setup and hostess coaching• Arrive early

• Check hostess’ choice for setup - Access to sink, proper lighting and

bathroom

• Encourage her to assist you in staying on schedule by:

- Minimizing interruptions - Keeping guests focused on you - Waiting for your signal to serve

refreshments (then helping to pick up table afterward)

• Discuss again with her what she would like to earn

- Go over incentives

• Set up tables and prepare washcloths for use

2.Guest arrival• Greet guests

• Hand out forms and supplies - Pen/pencil - Guide to Healthy Skin Chart (download) - Skincare Regimen Guide (download)

3.Opening (five minutes)• Thank guests for coming and hostess for her

efforts in making this a successful event

• Share why you are a Market America Independent Distributor

• Share a brief recruiting or product testimonial

• Promote hostess incentives - Acknowledge that tonight/today you are

working for hostess

4. Overview of the cl inic (three minutes)• Unique concept of “beauty from the inside

out”

• Show Isotonix® line

• Demonstrate skincare products

• Close - Have products available for guests to use

right away - Accept Visa, MasterCard, check or cash - Spend a few minutes in private

consultation with each guest to answer questions and customize their regimen

5. Introduction of “beauty from the inside out” concept (two minutes)• Beauty from the inside out: - Combines nutritional supplements with

the most powerful delivery system in the industry

- Is a botanical and nutrient-based skincare system that has been effective in fighting the effects of aging, while promoting a healthy, smooth and clearer complexion

• Skin care can be customized to match skin type, age and health level

• Give a brief biology lesson - The skin is the largest organ - Beauty begins with good health - The body needs nourishment externally

as well as internally

“Beauty from the Inside Out”

Skincare and Nutrition Clinic

These statements have not been evaluated by the Food and Drug Administration or Health Canada. These products are not

intended to diagnose, treat, cure or prevent any disease.

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6. Isotonix® overview (3-5 minutes)• Need for supplementation - It is difficult to get all necessary nutrients

from food - There are fewer nutrients in foods • Soil depleted of nutrients and

minerals - Free radicals • Unstable oxygen molecules race

through the body looking for replacement ions

• Caused by exercise, stress, pollution, sun exposure and smoke (including second-hand smoke)

• Isotonic solutions - Advantage of isotonic solutions • When ingested, the body recognizes

solutions with the proper isotonicity, and so they pass into the small intestines and into bloodstream in under 10 minutes

• Less nutritive value is absorbed from tablets/gelcaps because of their coatings, binders and fillers

• Isotonic solutions offer significantly higher absorption — resulting in a higher concentration of vitamins and minerals

- How Isotonix products are mixed and taken

- Detail two products and Isotonix OPC-3® Beauty Blend (detail the benefits)

7. Skintel l igence or Cel lu lar Laboratories® products and Matriskin™ Col lagen MP Serum (35-45 minutes)• Product benefits - System that works together — synergy - Ingredients

• Time benefits - Easy-to-follow steps

- Takes about as much time as it takes to brush your teeth

• Product demonstration - Supply warm washcloths to remove

cleanser and masque - Basic steps • Dispense product to each guest • Cleanse based on skin type and age

group • Tone based on skin type and age

group • Apply masque - Explain that this is an additional

step - Remove masque with warm cloth • Apply treatment products based on

skin type and age group • Apply moisturizer based on skin type

and age group • Apply sunscreen

8.Group close at the table (five minutes)• Review payment options

• Summarize any current packages or specials

• Explain that you will answer all questions after booking individual consultations

Sample script: “In just a moment I will begin scheduling

your individual consultations. But first, let me remind you of a couple of important things.

“Anyone purchasing one of our collections tonight/today will be able to …

“ For those of you who decide to host a

clinic … (offer an incentive for booking NOW)

These statements have not been evaluated by the Food and Drug Administration or Health Canada. These products are not

intended to diagnose, treat, cure or prevent any disease.

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“Also, let me remind you that I accept MasterCard, Visa, checks, and of course cash. Please make checks out to _______________________, spelled as you see on your brochure. If you wish you can apply your own makeup now as (hostess) begins to serve refreshments. Are there any of you who need to leave soon? I will speak with you first. Please bring your Skincare Guide with you when we speak.”

• You could give vouchers for $5 off their Custom Blend Foundation or Custom Mineral Powder purchase when they attend a Motives® Custom Clinic

9.Schedul ing individual consultations(15-45 minutes)Book appointments for individual consultations. However, if there are fewer than five guests, you may choose to do individual consultations at this time.

If doing individual consultations at this time:• Location - Remain within sight and earshot of the

group to avoid the feeling of high-pressure sales — the kitchen counter is usually separate enough to be effective

• Ask her how her skin feels

• Answer any questions she has on the products or the process

• Address specific skincare needs with our advanced skincare products

• Customize her regimen based on her skin type and age group. Tell her which of our skincare collections would best suit her needs. Then say, “Which of our collections would you like to start using tonight/today?”

• Add on other products based on her needs

• Write up her order/collect payment

• Book her next appointment

• Pack her product

• Invite next guest over for her consultation

10.Send out seasonal postcards to al l guests and hostess

Tips• Start on time, even if one or two guests are

late. Stay as close to your two-hour limit as possible.

• Choose washcloths in individual colors so that you can differentiate between each guest’s washcloth. Get two in each color.

• Wet and roll cloths before the clinic begins. Create two sets for each guest. Stack the first set in the microwave, ready to be heated just before the cleanser step. Be careful not to overheat. Prepare the second set the same way for the masque step.

• Place cards can be made from colored index cards folded once to make a tent. Have each guest write her first name in large letters on both sides of the folded tent. Match the color of the guest’s name card to the color of her washcloths to remember who you are serving.

• Placemats can be made by laminating flyers or ads from Powerline, marketamerica.com or motivescosmetics.com.

• Food - Keep it simple - You want the focus on the skin care not the

food!

• Beverages - Isotonix® punch in fancy glasses - Açai, B Complex and Beauty Blend

combination with juice and ice - Bottles of water

• Display table - Always cover with black tablecloth - Keep it sleek, professional and attractive - Display products with pride

Business Manual 20




bathroom








• Hand out forms and supplies - Pen/pencil - Skincare Analysis and Questionnaire

(download)



• Share why you are in the business



working for hostess

4. Overview of the cl inic (three minutes)• Introduce skin care - Choose skincare line based on age

group and income level, mentioning Skintelligence®, Timeless Prescription®, VitaShield®, Cellular Laboratories® or Matriskin™ Collagen MP Serum

- Keep it to one line

• Introduce Fabulosity line

5.Introduction to skincare beauty benefits (seven minutes)• Discuss brief biology lesson - The skin is the largest organ - Beauty begins with good health - Need nourishment of skin internally and

externally

• Discuss skincare regimen - Order of regimen: cleanse, tone, serum,

moisturizer - Discuss importance of each step in the

regimen

6.Fabulosity l ine (15 minutes)• Discuss product benefits: - Sugar Body Scrub – exfoliation for the skin - Body Butter – rich moisturizer after

exfoliation - Fabulosity Lavish Firming Lotion - Fabulosity Silky Cleanser

• Product demonstrations: - Complete a “handcial” with the body

scrub, or do a mini pedi or foot soaks

Skincare Clinic

Business Manual 21

• Exfoliate the skin on one hand to show the difference

- Allow for client to massage in Body Butter/Firming Lotion

• For Body Butter, focus on rougher areas like elbows

• For Skin Firming, focus on upper arms and hands to feel the tightening

7.Cel lu lar Laboratories® anti-aging products and Matriskin™ Col lagen MP Serum (35-45 minutes)• Product benefits - System that works together — synergy - Ingredients

• Time benefits - Easy-to-follow steps - Can be customized to fit skin’s needs - Takes about as much time as it takes to

brush your teeth

• Product demonstration - Supply warm washcloths to remove

cleanser and masque - Basic steps • Dispense product to each guest • Cleanse based on skin type and age

group • Tone based on skin type and age

group • Apply masque - Explain that this is an additional

step - Remove masque with warm cloth • Apply treatment products based on

skin type and age group • Apply moisturizer based on skin type

and age group • Apply sunscreen



• Explain that you will answer all questions after booking individual consultations

Sample script: “In just a moment I will begin scheduling



“ For those of you who decide to host a clinic … (offer an incentive for booking NOW)

“Also, let me remind you that I accept MasterCard, Visa, checks, and of course cash. Please make checks out to _______________________, spelled as you see on your brochure. If you wish you can apply your own makeup now as (hostess) begins to serve refreshments. Are there any of you who need to leave soon? I will speak with you first. Please bring your Skincare Guide with you when we speak.”

• You could give vouchers for $5 off their next skincare product purchase

9.Schedul ing individual consultations (15-45 minutes)Book appointments for individual consultations. However, if there are fewer than five guests, you may choose to do individual consultations at this time.

If doing individual consultations at this time:• Location - Remain within sight and earshot of the


Business Manual 22

• Ask her how her skin feels

• Answer any questions she has on the products or the process

• Address specific skincare needs with our advanced skincare products

• Customize her regimen based on her skin type and age group. Tell her which of our skincare collections would best suit her needs. Then say, “Which of our collections would you like to start using tonight/today?”

• Add on other products based on her needs (serums/peel)

• Write up her order/collect payment

• Book her next appointment

• Pack her product

• Invite next guest over for her consultation





• Wet and roll cloths before the clinic begins. Create two sets for each guest. Stack the first set in the microwave, ready to be heated just before the cleanser step. Be careful not to overheat. Prepare the second set the same way for the masque step. As an alternative method, you can heat washcloths in a crockpot.

• Place cards can be made from colored index cards folded once to make a tent. Have each guest write their first name in large letters on both sides of the folded tent. Match the color of the guest’s name card to the color of her washcloths to remember who you are serving.


• Food - Keep it simple - You want the focus on the skin care not the

food!




Business Manual 23

Place in front of each guest’s chair :• One placemat (disposable, plastic or reusable

cloth)

• One decorative saucer/bowl to hold damp washcloths

• Two washcloths

• One standing/folding mirror

• Hair clips or headbands

• Pen or pencil

Place in the center of the table :• Cotton swabs

• Cotton pads

• Box of tissues

• Gift tree* - Two envelopes — one for those who buy

a collection and one for those who book clinics (to avoid confusion, use different envelope colors)

• Include a coupon telling them what they won — don’t seal the envelope, as you can reuse them at future clinics

• We suggest giving Royal Spa® 2-oz. samples, MochaTonix® samples, or Awake® samples as this will introduce another product line

• Other ideas include giving a Motives®

brush or a certificate for $5.00 off a future purchase

* A photo tree or anything to display your incentive cards or envelopes will work well.

Place in Motives Consultant area :(On counter or small table near where guests are seated)• Sample product - Motives Eye Makeup Remover - Cellular Laboratories® and Skintelligence®

• Display of nutrition and skincare products

• Motives Catalog

• ma® Catalog

• Large plastic bags to carry wet washcloths home

• Cue cards and clinic outline (if needed)

Closing suppl ies :• Price list (available through your UnFranchise®

Business Account > Downloads > Motives, Anti-Aging & Personal Care)

• Motives Client Record Form and Retail Receipts

• Charge card receipts

• Change bag (including both bills and coins)

• Product inventory

• Product bags

• Calculator

• Hostess packets

• Calendar

• Skincare Analysis and Questionnaires

Supplies and Setup :Skincare and Nutrition Clinic

Business Manual 24




bathroom

• Set up two stations — one for prepackaged Motives products and one for custom cosmetics








• Hand out forms and supplies - Pen/pencil - Client Record Form and Retail Receipt

download from UnFranchise® downloads - Disposable applicators, etc.



• Share why you are a Market America Independent Distributor



working for hostess

4. Overview of the cl inic (three minutes)• Introduce Motives’ unique Custom Blend

Liquid Foundation and custom color palette

• Briefly show Cellular Laboratories® skincare line

• Each guest will be color-matched for a Custom Blend Foundation and Custom Mineral Powder

• Close - Have products available for guests to use

right away • Instruct guests on sanitary handling

of products and the use of disposable applicators

- Accept Visa, MasterCard, check or cash - Spend a few minutes in private

consultation with each guest to answer questions and customize their look

5. Introduction of the Motives customization concept (two minutes)• Motives custom cosmetics offers: - Quality products - Variety of shades - Expertise in creating a variety of looks

• Entire system – both foundation and color – can be customized to match skin tone and type, age and health level

Motives®

Clinics

Business Manual 25

6.Cosmetics stations(60-75 minutes)• While other guests are waiting, the other

Consultant should help them choose colors and present products

• Have guests record their choices on the Client Record Form

• Complete each guest’s formula and assist with final color application and technique

• As the Consultant, you should be in the same room and available to answer questions and assist the hostess at any time

7. Makeup demonstration (optional)• As you become more proficient as a

Consultant, you may choose to do a complete makeover on the hostess or several guests

- This may require that you reduce the number of guests, because a two-hour time limit still applies



• Book individual consultations Sample script: “In just a moment I will begin scheduling



“ For those of you who decide to host a clinic … (Offer an incentive for booking

NOW; mention any hostess contests going on. For example, a one-hour complimentary consultation or lesson with the hostess.)

“Also, let me remind you that I accept MasterCard, Visa, checks, and of course cash. Please make checks out to _______________________, spelled as you see on your brochure. Are there any of you that need to leave soon? I will speak with you first, as (hostess) begins to serve refreshments. Please bring your Client Record Form with you when we speak. Make sure you have noted your preferred colors. We will discuss these at that time.”

9.Individual close (30-45 minutes)• Location - Remain within sight and earshot of the


• Ask her how her skin feels and if she is happy with her makeup

• Remind her of the positive comments that were made after her makeup was complete

• Answer any questions concerning color choices and application

• Address specific skin needs or special requests with Motives® products

• Customize her look based on her undertone and coloring. Tell her which of our Motives products would best suit her needs. Then say, “Which of our collections would you like to start using tonight/today?”

• Add on other products based on her needs

• Write up her order on the Client Record Form and collect payment

• Book her next appointment (double consult or clinic) by saying, “Now let’s find a convenient date for your complete Motives color

Business Manual 26

consultation or for you to host a Skincare Clinic.”

• Pack her products

• Invite next guest over for her closing





• Wet and roll cloths before the clinic begins. Create two sets for each guest. Stack the first set in the microwave, ready to be heated just before the cleanser step. Be careful not to overheat. Prepare the second set the same way for the masque step.

• Place cards can be made from colored index cards folded once to make a tent. Have each guest write their first name in large letters on both sides of the folded tent. Match the color of the guest’s name card to the color of her washcloths to remember who you are serving.


• It is a good idea to offer collections of product. Three collections with a basic, midrange and deluxe grouping and pricing will help your customers make better and quicker purchase decisions. You may even want to offer a small discount when the customer buys a collection.

• Food - Keep it simple - You want the focus on the makeup not the

food!




Business Manual 27

Place in front of each guest’s chair :• One placemat (disposable, plastic or reusable

cloth)

• One standing/folding mirror

• Three to four hair clips or headbands

• One Motives Client Record Form

• One Motives Face Designs section/color collections flyer or packages you’ve created

• One set of brushes and/or disposable applicators

Place in the center of the table :• Fifty to 100 cotton swabs

• Twenty-five to 50 cotton pads

• Two boxes of tissues

• Incentive materials (see “gift tree” previous page)

Makeover area• Directors chair or bar stool

• White or OTT-LITE® (optional)

• Washcloths (one per person)

• Sample product - Motives Eye Makeup Remover - Cellular Laboratories® and Skintelligence®

• Motives Catalogs (pack of 10, or one catalog per two guests)

• Motives product cards

• ma® Catalog

• Large plastic bags to carry wet washcloths home

• Motives Kit (2009 MLE Kit is recommended)

• Custom Blend Kit/Mineral Kit (advanced)

• Empty Custom Blend Foundation bottles, jars or brushes (advanced)

• Clipboard with copies of Formula Sheets for Custom Blend and Custom Mineral Powder

• Calculator

• Motives brushes

• Sponges

Closing suppl ies• Price list (available through your UnFranchise®

Business Account > Downloads > Motives, Anti-Aging & Personal Care)


• Charge card receipts

• Change bag (including both bills and coins)

• Calculator

• Product inventory

• Tissue paper to wrap makeup in

• Product bags

• Hostess packets

• Calendar

• Business cards

Supplies and Setup :Motives® Clinic

Motives Starter Kit

Business Manual 28

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Business Manual 29

YOU: “Hi (guest's name).

What I want to speak with you about will only take a moment. I have scheduled a skincare/custom cosmetic clinic in my home on ______________________ (date). I am allowed to have six guests and I immediately thought of you. The skincare/Motives® specialist is coming to teach a skin care/cosmetic system that would be perfect for you. You will get to try the products and then ____________________ (Consultant) will customize an easy-to-follow program for your skin tone/undertone. I tried some of her products and was really impressed with the quality and results. Can I count on you that night?”

GUEST: “Yes.”

YOU: “Great! I will put you on my class list. You are going to love this. If you enjoy this as much as I think you will, you may want to attend the skincare/cosmetic clinic (whichever you are not currently hosting). But we can talk about that later.”

For a skincare clinic, advise your guests that there will be no makeup application; they may want to bring their own for application when the class is finished. For a cosmetic clinic, advise your guests to come wearing the cosmetics they wear every day.

or

GUEST: “No, I can’t make that date.”

YOU: “That’s too bad. I know you would enjoy this. ____________________ (Consultant) did tell me she would be willing to do a private consultation to introduce you to the line. Or, she has a sample basket you could have for a few days to try the product. Would it be OK if I gave her your number?”

GUEST: “No, I’m not interested.”

YOU: “Really? Do you currently have a product you are really happy with?"

GUEST: “Yes.”

YOU: “That’s great, but you might still benefit from the training of this clinic …”

GUEST: "I'm not interested in skin care/cosmetics."

YOU: "Then this might not be for you. But you would be surprised how easily this simple system could be tailored to your lifestyle."

Guest Invitation Script

Business Manual 30

Reasons to have a party• Any time you want to get together with

friends, family or coworkers for a fun evening or afternoon

• Bridal showers

• Birthdays

• Girl’s night out

• Girl’s night in

• New job

• New baby

• Special occasions

• Any reason to celebrate women’s unique beauty is a great occasion!

Party topicsYou and your hostess should incorporate the following things into your party:• Basic makeup application

• Mini makeovers

• Skin care

• Latest trends and fashion in makeup

• Glamour makeup

• Makeup for photography

• Advanced makeup techniques

• Special occasion makeup

• Business/career looks

• Dealing with scars or acne with makeup

• Sensitive skin/allergies

Combine the information that you feel would be of the greatest interest and benefit to the guests to make sure they have a great time. Provide the hostess with handouts and tools to make sure their guests can recreate everything they learn at the party, at home.

Your commitment to your hostess(Include this message with every introductory e-mail, letter or booking)

“We value your time and recognize the importance of every hostess and client we have. We will work with you to plan the right party for you and your guests. We will arrive on time and stay within the planned timelines. We will bring the Motives line of products for you and your guests to see, touch and try. We will incorporate content that is of interest to you and to your guests.

“We will respect your home and your privacy along with all of your guests. We will create a unique, memorable, fun event that you can be proud to host.”

How many guests to inviteThe size of the space in which the party will be hosted will help determine the number of guests. There is no limit (large or small) to how many people can attend — be sure to take as many catalogs and supplies as required to take care of the guests. Six to eight women is a target number; ask the hostess to over invite, as some people may not be able to make it on the actual day of the event.

Who should be invited?All women will enjoy a Motives party; there are no age restrictions and they do not have to be women who wear a lot of makeup. Ask the hostess to invite their girlfriends, mother, mother-in-law, aunts, daughters, neighbors, coworkers — or any other women in their life. The guests the hostess invites can bring a friend

Motives parties are fun, informative, creative, and a great way to experience the Motives difference. As a Motives Consultant, you will work with a hostess to

customize a party for you and your guests, ensuring a memorable event!

Motives® Party Information

Business Manual 31

along as well. Guests should be given a week to 10 days notice of the party. The hostess needs to follow up with the invited guests a few days prior to the event.

How to describe the party when inviting peopleHere’s a sample the hostess can use in writing, by e-mail or by phone to let the guests know what to expect at the party:

“Please join me for a Motives® Party on: (insert date and time). It will be a fun evening/afternoon dedicated to celebrating every woman’s unique and personal beauty. There will be Motives® artists on hand to do mini makeovers, games, prizes, makeup lessons, tips and tricks to creating the season’s hottest looks like smoky eyes, a five-minute face and much more. Learn how to make your makeup work for you and let your beauty shine!”

What is needed to prepare?As Motives Consultant, bring the Motives line, disposable applicators, catalogs, ordering forms and prizes. The hostess will need a table to set up a display — it can be a kitchen table, coffee table or even small folding tables. The hostess can also provide a light snack or beverages for the guests if so desired.

Hostess rewardsBy hosting a Motives party, the hostess has access to the best hostess rewards program available. Rewards include special purchase opportunities, great discounts and free makeup. Work with your hostess to ensure she receives every benefit available.

All hostesses will also receive a beautiful “thank you” gift at the beginning of their party. Suggestions include: the Scott Barnes Present, Cellular Laboratories Booster Kit or Trend palettes (if available)

Exclusive hostess special purchase offer: Motives seasonal color collection kit. Released each season, the kit features the hottest trends and colors.

The kit is available if the hostess has at least three buying guests. Offer it to her at a discounted price. Hostess discount levels:• 10% for three paying guests with a party total

of over $150.00

• 15% for six paying guests with a party total of over $300.00

• 20% for 10 paying guests with a party total of over $750.00

(The hostess can choose to pass this discount on to the bride in bridal shower parties or the guest of honor at any other special occasion parties.)

Additional bookings: • One party booked and held within 60 days

— one item of your choice (retail under $20.00)

• Two parties booked and held within 60 days — an item that retails for around $40 or a free Custom Blend Foundation (for more advanced Consultants)

(The hostess can transfer these gifts to the bride or guest of honor if she chooses.)

The opportunity(Included with the orders delivered to each guest that attends a Motives party)

As a Motives representative you would be an Independent Distributor, so the commitment and hours you work would be your own to set and control. We provide full training, ongoing coaching and constantly updated tools and materials.

Business Manual 32

You also have the opportunity to purchase any of our products for yourself (or to use as samples) at Independent Distributor Cost. Our compensation plan is the best in the business (commission + bonuses + incentive rewards). If you are outgoing, like to have fun, love makeup and meeting new people, this could be the opportunity you have been looking for!

Motives® is a beautiful line of cosmetics, skincare and personal spa products. Training is provided and you can start working on a trial run with zero investment. Learn how to earn a professional income part time.

Additional services (advanced)(Included with all of our literature and introduced at the parties)

Weddings:Having your makeup professionally done on your wedding day is a great way to reduce stress and make sure that you look your most radiant in all your pictures. Motives wedding day pricing: • $________ for the bride (on location)

(includes a half-hour pre-consultation a few weeks prior to the wedding). $______ deposit is required at the time of booking.

• $______ for each additional person (also on location) (bridesmaid, family member, etc.)

Special occasions:Your Motives artist will meet you at your home or the location of your choice (e.g., photographers studio or salon) and create a beautiful look that matches your tastes and the occasion. We will keep track of all the products and colors used so you can recreate your look whenever you want.

Makeup lessons:Our trained Motives Consultants and makeup artists are happy to provide one-on-one lessons or group sessions. The training rate for up to three people is $______. Rates for groups of four or more vary depending upon the group size and the amount of product required for demos and sampling. Your representative will make arrangements accordingly.

Private consulting:As a new Motives customer, you will receive a private consultation with a Motives Consultant to ensure that you select the products, colors and textures that are right for you. We will meet with you to go over your style, tastes and budget — we will try some products out and work with you to make sure you are satisfied with your purchase and your Motives experience.

As an existing customer, your Motives representative is always just an e-mail or phone call away for a consultation, tips, and to answer questions and advise you on any new purchases you would like to make. With Motives you have your own personal beauty consultant at all times!

Business Manual 33

Having a Successful Motives PartyPre-party:Call your hostess 48 hours prior to the party to confirm the details of the event. Go over the topics that she thinks will be the most interesting to her specific guests so you can customize your presentation. Get an approximate guest count so you can prepare packages (catalogs, etc.). Let her know you will be there 45 minutes prior to the guests' arrival (it will take 30 minutes to set up and go over the hostess rewards with her) and that you will have everything ready 15 minutes prior to her guests' arrival. If she would like to serve refreshments, ask that she wait until after the presentation to serve food, and instruct her that no food or beverages should be near the Motives display. Make sure she has a table on which you can put your display.

Make arrangements with your team to borrow any products or display tools 48 hours prior to the event.

At the event:Choose a display table that is viewable by all the guests. If you are doing a Custom Blend demo, set your director’s chair up beside the table along with your white light.

Cover the table with a soft, black cloth and set up your display products in a visually appealing way — all containers should be open, and mirrors and brushes should be cleaned prior to arrival. Be sure to have your disposable applicators for all products beside them on the table. Ask your hostess to watch the table when

you step into another room at the end of the evening to take orders from guests. Explain the importance of the disposable applicators and the integrity of the products.

You should have everything set up; have catalogs, Client Record Form and Retail Receipts and pens out 15 minutes prior to the guests' arrival.

The Party1 .Introduce yourself Introduce yourself and give a brief explanation (less than two minutes) of why you chose Motives as a career/business. Thank your hostess and the guests for sharing their time and coming out. Hand out catalogs and pens and ask the guests to make a note on their order forms of any products that interest them.

2.Introduce Motives (script example)"Today's busy pace, along with the high expectations of modern lifestyles, places a premium on looking your best in a variety of situations. Selecting cosmetics that accentuate your specific coloring and unique personal beauty is critical. This selection process is seldom easy and frequently frustrating, usually involving crowded retail stores, impersonal service, overpriced designer products and nagging doubts over the typical trial-and-error approach to makeup selection. 'But it looked so good in the store!' is the cry of many women.

Motives® Party Outline and Script

Business Manual 34

"In the world of Motives® custom cosmetics, we offer choice, innovation and a customized look — including our exclusive Custom Blend Foundations and Custom Mineral Powders. Motives cosmetics offer you cutting-edge style, vivid color and a wide variety of attractive makeup choices.

"Today I will go over some of our products and talk about how you can get more out of your makeup, both from Motives and the products you have at home that you have already invested in! At the end of the presentation, I invite all of you to come and try out some of the products and see for yourself why Motives is the preferred choice of so many women. Please make a note on the back of your order form of any products you would like to sample or order as we go."

4.Begin presentation This outline is a guideline. Use the products that match up to whatever products you have in your display and that you think would be relevant for the guest demographic. Your presentation should follow the Consultation Process Order of Application (download). Where possible, hold up the product you are talking about during the presentation.

a. Skin care: Unless your hostess has specifically asked you to focus on skin care, this should be brief.

"No matter what makeup you use, it is important to begin with healthy skin. We offer several amazing skincare lines and specialty products through Motives. Our recommendation is Cellular Laboratories® and Matriskin™ Collagen MP Serum. These products are listed in your Motives Catalog. If you would like some advice on skin care, please talk to me

after the presentation and we can arrange a private consultation."

b. Concealer: "Most of us have things that we would like to make less visible and in the past have used cover-up to hide them. But cover-up does just that: it covers things up with makeup, usually resulting in a heavily caked-on look or discolorations that show through your foundation. I’m sure you have all seen teenage girls with severe acne that look like they have applied four layers of makeup, and you can still see the skin challenges they are struggling with. Motives Crème Concealer and Correction Perfection Concealer actually CONCEAL, not just cover up."

c. Foundation: "Once you have finished with your concealer, the next step is foundation. Motives offers several foundation options: Dual Perfection Wet/Dry Powder, Photo Finish Pressed Powder, and Liquid Powder Mineral Foundation with SPF 15.

"For women who want a flawless look from their foundation, we also offer Custom Blend Liquid Foundation. We use 26 different colors to create a shade that exactly matches your skin tone, texture, and complexion. You can choose every aspect of your formula: whether you want a luminescent or a matte finish, how silky or rich it feels — you can even add sunscreen*, Ultra Firming or Hydrator. There is no other product like it available today. If you would like to book an appointment to have your Custom Blend Foundation done, please let me know after the presentation.

"Finally we have Custom Mineral Powders. Most liquid foundations sit on top of your skin or get absorbed into your skin in very small amounts. Mineral powder is almost completely absorbed

*Not for sale in Canada.

Business Manual 35

into your skin. Because of that it is important that you choose a very fine powder. Motives® Custom Mineral Powder is micropulverized and incredibly fine. Mineral face powder should feel as smooth as liquid and as light as air. Our mineral powders can also be customized to match your exact skin tone."

Open a sample jar of mineral powder and give samples to the guests.

d. Eye shadow: Diagrams showing where to place colors can be found in the Basic Makeup Application Manual. Use the shading examples along with the exercises for your guests.

“Eye shadow is very fun; you just need some basic tips to make it look perfect. We are going to go over some application tips to help you get the most out of your eyes.

“The first step is determining where to put color. Have you ever done your makeup and thought it looked great in the mirror, but then in photos of that day or night you looked tired, cross-eyed or just not how you expected? The most likely reason is your eye shadow!

“Put down your pens and follow along with me. Take your thumb and forefinger (pointer finger) and measure the length of one of your eyes. Now, holding that distance with your fingers, see if you can fit it between your eyes. If you have exactly one eye length between your eyes, you are perfectly spaced. If you have less than one eye length between your eyes, you have close-set eyes. If you have more than one eye length between your eyes, you have wide-set eyes. “Why does this matter? It determines where you should be putting the darkest or most intense color. If your eyes are close-set and you put your darkest shadow or most intense

fashion color on the inside corners of your eyes, you will pull them closer together — you will appear cross-eyed when people look at you, and your eyes will seem smaller. If you put the same color on the outside edges of your eyes, you will pull your eyes further apart, creating balance and eyes that appear larger and more proportional to your face.

“If your eyes are wide-set and you put your darkest color on the outside of your eyes, you will pull your eyes even further apart, creating the illusion of a wider brow bone and an almost masculine facial structure.

“The first step to perfect eye color is not color, but a perfect base. Working with eye color is no different than art or even painting your walls at home. You would never paint on a canvas that wasn’t a smooth and even color, and your eyes are no different. Motives Eye Base comes in one color; it does not need to match your skin tone. Designed to create a smooth, even-colored canvas for your eye shadow, it will also help your shadows stay on longer and remain truer, and will reduce shadow creasing.

“Our Pressed Eye Shadows are long-wearing, highly pigmented and micropulverized. There are 77 beautiful colors that can create thousands of unique color combinations.

“Along with the Pressed Eye Shadows, Motives offers two other unique forms of eye shadows. Our crème eye shadows, including the Motives Luxe Crème Eye Shadow and the Eye Candy Crème Eye Shadow are perfect to use as a base to a Motives Pressed Eye Shadow or alone. The crème shadows apply smoothly and are crease- and water-resistant.” Hint: To demonstrate how true the colors are, swipe your finger lightly across a bright or high-fashion color and hold your finger up to show the guests.

Business Manual 36

e. Eyeliner: “Eyeliner can add definition and richness to your eyes. We offer pencil eyeliners in a variety of colors. All of our pencils are incredibly soft and gentle on the delicate skin around the eyes. For a more intense look we have Liquid Eyeliner. Our eyeliner brush can be used with wet or dry eye shadow. For a nontraditional look, simply apply your favorite eye shadow color loosely to the back of your hand. Lightly dampen the eyeliner brush and sweep it through the powder and apply it to your eye. Don’t forget to apply Mineral Gel Eyeliner with an angled eyeliner brush for all day wear.”

f. Lustrafy Mascara: Blackout,Waterproof, and High Definition “Mascara is a staple of every woman’s makeup collection. We have several different types to choose from, depending on the look you want to achieve.”

g. Eyebrows: "Now that you have a perfect palette, we can move on to your eyebrows. Eyebrows should frame your face and complement your features. The secret to great makeup is to work with and enhance your natural beauty, not drastically change it. Let’s do a little exercise together.

"Everyone grab a pen. Place the pen vertically on your face, along the side of your nose. This shows you where the inside of your eyebrow should start. Now place the pen diagonally, with the tip of the pen at the corner of your nostril. The end of the pen should extend past the outside corner of your eye, up to your brow. This is where your eyebrow should stop. The thickness of your brow is a personal choice — whatever you are most comfortable with. "We have a beautiful eyebrow kit and eyebrow pencils that you can use to correct and fill in your brow to get the perfect shape and thickness."

h. Cheeks: "The next step is cheeks. We offer 16 shades of Pressed Blush. You can order single colors. We also offer Miami Glow Pressed Bronzer, a Blush Bronzer Duo and our very popular loose mineral blushes, bronzers and shimmers, which can be customized. The colors are incredibly rich and last all day. Because mineral powders can often deepen in tone due to your body heat, I strongly recommend the philosophy of “less is more.” Start with a small amount, wait to see how the color deepens as you wear it, and add more as needed.

“Blushes and bronzers do more than just give color to your face: they are used to contour your cheekbones to create lowlights and highlights on your face, helping to bring out your best features.”

i . Lips:" The final step in your makeup routine is lips. You can create looks ranging from glamorous to sporty to everyday casual with just a few basic products. Start with one of our lip treatments to get soft, supple lips. The purpose of a Motives® Lip Crayon is to correct any lip challenges you may have and to frame the lips in preparation for color, to prevent bleeding and smudging onto your skin. Your lip crayon should match the natural color of your lips, not necessarily your lipstick. Liner will stay on longer than lipstick, and if it does not match your lips you will get that '80s look of a clearly visible line around your mouth.

"All of our Rich Formula Lipsticks are lead-free and highly pigmented. We offer a wide variety of traditional lipsticks for you to choose from and we are always adding new seasonal colors (show some of the current seasonal colors). It is important to always test a lipstick before purchasing it, as it will appear slightly different on each woman.

Business Manual 37

"For women who want a glossy look, we have Motives® Lip Shine, which is more sheer, and Motives Full Color Lip Shine, for a richer, colorful shine. For a fuller, glossy lip try our Pucker Up Lip Plumpers."

j. Application and accessories: "Maximize your investment when purchasing cosmetics. That means using quality brushes and tools that ensure the condition of your cosmetics and a more professional, polished application. For example, mineral face powder should be applied with a mineral brush to get even coverage. All of our brushes are professional-grade and are very easy to work with. They are also labeled for your convenience.

"That wraps up our presentation for today! I hope that you have enjoyed yourself and that I have been able to provide you with some new tips and tricks to get the most out of your cosmetics! Please feel free to come up and get a closer look at the line. If you want to try anything just let me know and I will get you a disposable applicator for the product."

Thank your hostess and the guests for sharing their time. Hand out catalogs and pens and ask the guests to make a note of any products that they are interested in on their order forms.

5.CloseAt the end of the presentation ask if there are any questions, then invite the women to come and see the products. DO NOT LEAVE YOUR TABLE DURING THIS TIME! You must stay by the products to answer questions and to make sure that they are not damaged or used without the disposable applicators.

Once everyone has had a chance to see the products, let them know you will be in the kitchen (or a quiet spot if possible) to answer any additional questions and take orders one on one. Make sure you have a price list, a catalog, extra order forms, a calculator and a calendar for booking other events (parties, consultations, etc.).

After you have taken all the orders, calculate the hostess’ rewards and invite her to come and place her order while the guests have their refreshments.

Pack up your kit and thank everyone again. You do not need to stay until all the guests leave, as they may have other things planned for the remainder of the afternoon/evening.When you get home, take some time to relax and celebrate another great Motives event! Call your sponsor or coach to let them know how you did. Let them know of any additional bookings so they can be added to the calendar.

When you place your order, have it delivered to you so you can separate all the orders and place them in individual bags. Make sure to register each guest that ordered something as a Preferred Customer. When packaging the orders, include in each bag your business card. Deliver the bags to the hostess for her guests to pick up.

Business Manual 38

The advanced section of this manual will train you on how to take your business to the next level with more products, enhanced trainings

and advanced retail opportunities.

Advanced Tools toBuild Your Business

Advanced toolsThe items listed below are additional tools we recommend purchasing to continue to grow your Motives® business.

• Motives Pro Color Kit Distributor cost: $350 Code: 2009MPK

• Motives Custom Blend Kit Distributor cost: $600 Code: 2009CBCK

• Motives Custom Mineral Kit Distributor cost: $375 Code: 3365

• Motives Banner www.marketamericaevents.com

• Custom Formula Sheets — Liquid and Mineral

Advanced trainingsAdvanced trainings take you to the next level with Motives and include learning how to create Motives Custom Blend Liquid Foundations and Custom Mineral Foundations, as well as learning how to apply Motives makeup like a professional.

Custom Cosmetics Day 2 Training ($50)Learn to create Custom Blend Liquid Foundation and Custom Minerals, as well as how to build your UnFranchise business with Motives by Loren Ridinger.

Specialty Workshops ($15)These hands-on workshops are designed to teach participants how to apply Motives makeup in order to complete makeovers and more hands-on application techniques. Workshops include “Getting the Look” and “All About Eyes.”

Business Manual 39

Motives® Advanced Trainings:Specialty Workshops

“Get the Look” workshop outl ine• Ensure participants have completed

prerequisites and are prepared: - They must have attended a Day 1 Training

- They must bring all supplies from the supply list on your UnFranchise® Business Acount

- They need to be prepared for a day of hands-on working with Motives Cosmetics

• Skin preparation

• Pre-foundation decisions

• Product choices for different skin types

• Foundation finishers

• Foundation application

• Concealer application

• highlighting and countouring

• Steps to beautiful eyes

• Blushes and bronzers

• Lips

• Finishing touches

“Al l About Eyes” workshop outl ine• Start with a base of foundation and blush

• Review color theory

• Highlighting and contouring - Understanding highlighting and contouring - How and when it’s best to use highlighting

and contouring

• Review eye shapes

• Motives eye products - Know what eye products Motives has to

offer

• Creating different looks for the eyes (handouts to be provided)

- Eye Base - Crème Eye Shadow - Pressed Eye Shadow and placement - Mineral Paint Pots

• Eyeliners - Demonstrate how to use the different

eyeliners to achieve different looks

• Eyebrows - How to create a perfect polished brow

• Mascara - Tips for great mascara application

• Finish touch-ups and highlighting/shading

• Top looks to master - Review and practice 10 great eye looks

• Finishing touches

Business Manual 40

Motives®

Training Agenda:Day 2

Custom Blend Liquid Foundation and Minerals Training;

Bui lding Your Motives Business

1 . Demo on Custom Mineral Powders, blushes, bronzers, and formulations• Motives Custom Mineral uniqueness:

squalane

• Motives Custom Mineral Kit and accessories

• Creating the perfect Custom Mineral Powder – demonstration

• Creating the perfect Custom Mineral Blush – demonstration

• Making money with Custom Minerals

2. Q&A: Custom Minerals and practical appl ications

3. Theory on the new Custom Blend Liquid Foundation• Why Motives Custom Blend?

• What is Motives Custom Blend?

• What makes Motives Custom Blend unique?

4. Demonstration on new Custom Blend Liquid Foundation

5. Preparing for makeup appl ication

6. Q&A: Custom Blend and practical appl ications

7. Business bui lding and Base 10, Seven Strong• Motives retail events – exploring both “in

the home” and “outside of the home” retail events

• Motives clinics

• Organizing Motives clinics and retail events

• Hot tips for Motives retail events

• Short-term business goals

• Base 10, Seven Strong

• How to promote yourself

• Motives business building tools

• motivescosmetics.com

• Motives & Me

• ma® Cashback

• Motives training

Motives Custom Mineral Jar

Business Manual 41

Understanding the Motives®

Custom BlendFoundation Concept

Foundation is the most important step in a woman’s makeup regimen and is often the most frustrating. Finding the correct shade can sometimes be a fruitless venture. As a trained Motives Consultant, you will end this dissatisfaction for many women with Motives Custom Blend Liquid Foundation or Motives Custom Minerals.

Foundation creates the canvas to which all other products are applied, so it is essential that this step be done right. Every individual has their own unique coloring, skin type, personality, lifestyle and preferences. Custom blending makeup in the colors and formulas that are right for each person only makes sense. It is the way cosmetics should be!

When properly color-matched, foundation should be invisible. It should look natural — as if no makeup has been applied at all — minimizing imperfections and enhancing the skin’s natural beauty. The foundation should be absorbed by the skin rather than sit on the face like a mask.

The foundation shade should match undertone and skin color exactly. Never match foundation to correct a customer’s skin tone. It is more important to identify the overall color of skin and match that color than to look for a foundation shade that looks pretty in the bottle or may alter the customer’s skin color. Skin tone and color should be enhanced with color blush, bronzer, eye shadow, lipstick and other cosmetics.

As a Motives Consultant, you will learn to color-match, customize ingredients, and prepare Custom Blend Foundation for all your customers. Motives Custom Blend Liquid Foundation can be modified to meet whatever color, texture, or personal style suits your client. With a collection of bases and toners to match any skin tone, two individual custom blending systems to create a variety of textures, and with additives and enhancers such as sunscreen, ultra firming and hydrating serums, your customers can have the liquid foundation for which they have been searching.

In addition to Custom Blend Liquid Foundation, Motives offers Custom Mineral Powder, which can be used as a face powder or foundation. Custom Minerals is perfect for women looking for light coverage or who prefer powder to liquid foundations. It is important to explain the other options to your customer.

Business Manual 42

Why Custom Blend?

Getting Started with MotivesCustom Blend Liquid Foundation

Custom Blend is one of the best Motives® products for the following reasons:• Customizing products accommodates each customer’s

unique set of traits: personal style, coloring, skin type, age, lifestyle and preferences

• Helps guarantee complete customer satisfaction

• Builds loyalty and makes you indispensable

• Unbelievable profitability and easy inventory control

• Gives your business prestige and exclusivity

• Easy to promote and market

• Creates excitement and fun!

Customer relations:Start by discussing your client’s needs and preferences. Through your questions and observations, you can determine the products you will custom blend. We recommend that you ask your client to bring in the products she is currently using. There are three questions you need to ask your client:

• What are you currently using?

• What do you like/dislike about it?

• What is your skin like and what do you use for skin care?

It is crucial to determine what foundation the client is currently using before creating a custom foundation. You must determine what is lacking in the current foundation. Then, you need to ask what features the current foundation has that need to be added to the custom foundation.

Business Manual 43

1 .Discuss with the cl ient how an oil-free formula works for everyone.

2.Choose a color in the formula closest to your client’s skin color, and test it on her jawline. 1 - Ivory – Light cream with a yellow undertone

2 - Porcelain – Light cream with a pink undertone

3 - Beige – Neutral

4 - Tan – Golden brown

5 - Hazelnut – Deep brown with a yellow undertone

6 - Deep – Deep brown with a yellow-red undertone

7 - Espresso – Deep brown with a blue undertone

The foundation color darkens as it dries, so allow 60 seconds for drying time before you evaluate. Start with the closest base color or a combination of two colors.

3.Next, figure out what kind of coverage your client prefers.

Base foundation – Ours are concentrated at approximately 11 percent pigment. (A

typical foundation is between 6 percent and 7 percent pigment.)

Tinted Base or Sheer Use 5-15 mL of Thinner.

Medium You will not need to add anything to the base color.

FullUse 1-2 large scoops of Coverage Enhancer.

4.Find out if your cl ient wants Sunscreen or Mattifier. You need to add this to your base color now since it will alter the shade of the foundation.

Sunscreen* 5 mL = SPF 10-12

10 mL = SPF 14-16

Mattifier 5 mL per foundation

Pearl Toner 2-4 pumps per foundation

5.Now you know al l the components that will affect the color of the foundation.

If desired, first add Sunscreen, Mattifier or Pearl Toner.

Then add Thinner or Coverage Enhancer, if needed.

Now add the base.

10 Steps to a PerfectCustom Blend Liquid Foundation


Business Manual 44

To fill a 1-oz. bottle you will need 30-35 mL. The above components should equal 30 mL, leaving you 5 mL to adjust the color as needed. Blend all components together and then do a test strip on your client’s jawline.

6.When looking at the color of the foundation, you will need to look at two things: depth and undertone.

Compare the color of the foundation to the color of the client’s skin. How does the depth look? Do you need to lighten or darken the foundation?

If so, add in the appropriate toner. Always look at depth first.

7.Now that the depth chart is right, do you need to adjust for the undertone?

When you look at the color of the foundation on the skin, what do you see? (Reminder: We do not correct the color of the skin.)

Next look at the client’s skin tone. What do you see? (The additions you make to the foundation will make it appear to “melt” into the skin.)

If you see: Add:Pink PinkGreen (Olive) GreenYellow YellowPeach Yellow RedBurgundy Blue Red(1 pump = 1/2 mL)

8.Completely blend al l ingredients and do a final test on the jawline

9.Now that the color is perfect, you can add in the modifiers and additives desired.

You do this last since they do not affect the color of the foundation.

Oil Control 0.5 mL per foundation

Fringe Benefit 2-4 pumps per foundation

Hydrator 0.5 mL per foundation

Ultra Firming 1.0 mL per foundation

10.Completely blend al l ingredients and pour the finished foundation into a 1-oz. bottle. Then label the bottle and fill out a Client Custom Blend Foundation Record card.

Business Manual 45

System guideFoundation system (oil free):Medium coverage: 30-35 mL base, toners and additivesFull coverage: 1-2 large scoops Coverage Enhancer + 25-30 mL base, toners and additivesSheer coverage: 5-15 mL Thinner + 20-30 mL base, toners and additives

Additives and modifiers: Thinner (sheers): 5-15 mL Coverage Enhancer (adds coverage):1-2 large scoops Oil Control (controls oil throughout day): 0.5 mL Hydrator (keeps skin hydrated): 0.5 mL Pearl (gives skin luminescent glow):2-4 pumps Mattifier (creates Liquid Mineral Powder): 5 mL Fringe Benefit (plumping skin primer):2-4 pumps Ultra Firming Complex (like liquid Botox): 1.0 mLNote: Oil Control and Hydrator may be added to the same formula for combination skin.

Price comparisonOld system:• 1 oz. old Custom Blend = $13.43, including

shipping• 1-oz. bottle = $2.01, including shipping• 1-2 cc sample = $0.50 to $0.75

1 oz. sold for $36.00, equaling $19.81 retail profit

New system:• Base and Toner = $9.26/bottle• Thinner = $0.83 to $2.50/bottle• Medium coverage = no cost (adds nothing)

• Coverage Enhancer (full coverage) = $0.67/bottle

• Sunscreen* = $0.83/bottle• Mattifier = $0.83/bottle• Pearl Toner = $0.50/bottle• Hydrator = $0.33/bottle• Oil Control = $0.33/bottle• Ultra Firming = $0.50/bottle• Fringe Benefit

(2 pumps) = $0.83/bottle• 1-oz. bottle = $2.01, including

shipping

1 oz. without Ultra Firming (Botox) sells for $40.00 (suggested retail), equaling $24.08 retail profit. That’s an additional profit of $4.27 per bottle over the old Custom Blend.

1 oz. with all additives/enhancers sells for $45.00 (suggested retail), equaling $28.58 retail profit. That’s an additional profit of $8.77 per bottle over the old Custom Blend.

Examples using new system: Caroline Base and Toner $9.26 Ultra Firming $0.50 Fringe Benefit – 2 pumps $0.83 Hydrator $0.33 Bottle $2.01 Total $12.93

Emily Base and Toner $9.26 Mattifier $0.83 Coverage Enhancer – 1 scoop $0.67 Fringe Benefit – 4 pumps $1.66 Hydrator $0.33 Bottle $2.01 Total $14.76

Motives® Custom BlendSystem Guide and Price Comparison


Business Manual 46

Client Custom Blend Foundation Record

10 pumps = 5 mL. It takes 35 mL to fill a 1-ounce bottle


Business Manual 47

Why Custom Minerals?

Getting Started with Custom Minerals

Custom Minerals is one of the best Motives® products for the following reasons:• Perfect for people that prefer powder

foundation

• Is made of pure minerals and is customizable to create any shade

• Builds loyalty and helps guarantee customer satisfaction

• Amazing profitability and easy inventory control

• Gives your business uniqueness and prestige

• Easy to promote in the marketplace

• Retail profit is 300 percent

Customer relations:Start by discussing your client’s needs and preferences. Through your questions and observations, you can determine the products you will create with Custom Minerals. We recommend that you ask your client to bring in the products she is currently using. There are three questions you need to ask your client:

• What are you currently using?

• What do you like/dislike about it?

• What is your skin like and what do you use for skin care?

It is crucial to determine what foundation the client is currently using before creating a Custom Mineral foundation. You must determine what is lacking in the current foundation. Then, you need to ask what features the current foundation has that need to be added to the custom foundation.

Business Manual 48

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Business Manual 49

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Business Manual 50

As a Motives® Consultant there are several events you can use to continue to build your business and sell products. With these advanced events, you are now able to approach salons and host

makeovers, which will substantially grow your business.

AdvancedRetail Events

It is important to explore all options and pursue opportunities with which you feel comfortable.As you grow your business and become more comfortable with the products, you will find that retail events with several guests are both efficient and profitable.

Some retai l event optionsFor in the home: • One-on-one makeup consultation and

application

• Motives makeovers

• Martini mineral party

• Motives custom clinic

For outside of the home:• Day of Beauty – salons and day spas

• Executive makeovers

• Weddings

For eternity, foreverand for always.

Business Manual 51

Time frame: one to one-and-one-half hours

1 .Introduction to Market America and why you are a Market America Independent Distributor

2.Introduction to Motives and the consultation process• Ask relevant questions to understand the

expectations and needs of the customer

3.Prefoundation decisionsa. Skin care

• Remove any existing makeup

• Show and apply skincare products depending on their needs (be sure to moisturize before makeup application)

b. Primer/Invisiline

4.Foundation• Spend time on this step and explain the

benefits of a Custom Blend Foundation and Custom Mineral Powder

• You can put Custom Blend Foundation on half of the face and let her see the difference

• Every customer should buy the foundation and/or powder, as they are custom products

5.Makeup appl ication• Follow the Order of Application steps

• This should be a detailed consultation, so do a complete makeover

• Show them colors that can take their day look into evening (gloss and shimmers)

• Discuss add-ons (10 Years Younger Makeup Setting Spray, Oil Control, etc.)

6.Charting colors• Chart the colors you used on the Motives Face

Chart (download)

7.Closing the sale• Recap what you have used today and ask what

products the customer would like to take home

• Talk to the customer about sharing this experience with her friends and the product benefits of hostess profit sharing

• Book a clinic

Tips• Focus on your customer’s needs and wants.

• Find out what she has first and then suggest products that you think would work for her.

• Stay on course. Business comes first. If you set a 45-minute appointment, keep it 45 minutes!

• Presentation is everything! Bring what you need to the appointment. Your kit needs to be neat and clean!

• If you are not comfortable at makeup application, allow the consumer to play with it herself.

• Book follow-up meetings.

• Ask for referrals.

A consultation is a one-on-one meeting with a customer. This is an

effective way to form a personal bond with your customers.

Motives® One-on-OneConsultation and Makeover

Business Manual 52

Remember that a woman is always looking for the right color match, and you are the one to give it to her with a Custom Blend or Custom Mineral Foundation. Five to 10 guests is recommended for a custom cosmetics clinic.

Agenda exampleCustom cosmetics clinics last two hours, from 6:00–8:00 p.m. or whatever time you want (so they know they will not be out all evening).

6:00–6:30 p.m.: Welcoming guests and overview of Motives®; why customize?; features and benefits; specials

6:30–7:45 p.m.: Clients rotate and get custom cosmetics

7:45–8:00 p.m.: Answer questions, book appointments and close

DisplayThe table should be covered in a black fabric or black and silver. The display should include skincare products, Motives makeup and Custom Blend bottles. It is very important that everything is sleek, professional and attractive. Don’t forget to include an Isotonix OPC-3® Beauty Blend and the Fabulosity spa line.

I tems needed for custom cl inic• Paper towels• Skintelligence® Travel Kit or other skincare set• Warm washcloths or makeup wipes• Cotton swabs and cotton pads• Custom Blend Accessory Kit and bottles• Custom Mineral jars• Brushes• Custom Blend/Mineral Formula Sheets• Motives Catalogs• Specials printed• Appointment calendar

Tips• Create custom specials: Sample special no. 1 Custom Blend Foundation, 2 Custom

Minerals and a Custom Mineral Brush DC $41.00 (DC varies slightly based on formula), SR $111.95, Profit $71.50, BV 25 Special “tonight only” price $100.00 Special profit $59.00

Sample special no. 2 Custom Blend Foundation with Ultra Firming,

Primer, Invisiline, Foundation Brush and 10 Years Younger Makeup Setting Spray DC $71.50, SR $125.45, Profit $53.95, BV 56 Special “tonight only” price $100.00 Special profit $28.50

Clients will fall in love with our Primer, Invisiline and 10 Years Younger Makeup Setting Spray, and you will be building your share of customers.

• Food: Don’t serve anything complicated. Stick with finger foods such as fruits, vegetables and cheese and crackers.

• Beverages: Water, sparkling cider or nonalcoholic wine are good choices. Everything should be served in wine or champagne glasses. The beverages should not contain alcohol.

• Send out a Motives retail event postcard like this one, available on ma® PrintCenter.

The custom cosmetics clinic is the perfect way to show your loyal customers that you have

something indispensable to offer them.Custom Cosmetics Clinic


Motives Custom Blend does more than merely match your skin tone — it’s always exactly the right shade, and combines all the benefits you want in a foundation, so it enhances your complexion — as if you aren’t wearing any makeup at all!

Mix & Mingle

PLACESTAMP HERE

Hosted by: _____________________________

When: ________________________________

Where: _______________________________

Time: _________________________________

Please RSVP by: _________________________


Business Manual 53

How they workThe clinic is set up like an open house, usually from 5:00–9:00 p.m. Always do open houses where guests can come and go as they please. It keeps it very relaxed and fun, and people tend to purchase more when they don’t feel pressured.

The new Customer Manager invites 30-plus people, knowing he or she will get around 10. Remember to send out or call with reminder invites the day before (see invitation postcard next page).

Guest arrival:Each guest is greeted with an Awake® Martini (which comes with an explanation of the Awake product) plus a Motives catalog and a Client Record Form and Retail Receipt.

Have your Web Portal projected on the wall or on a laptop. Walk each guest through the process of logging in and becoming a Preferred Customer. This way they can start earning cash back on all qualifying purchases made online with our direct and indirect participating Partner Stores. Also, show them where to find the Nutri-Physical® for their health, because beauty starts from the inside out.

Face prep and Custom Blend powder application:From there the customer will go to the restroom or designated area to wash their face with one of our skincare products. They will complete this process by applying a moisturizer and anti-aging product of choice. After letting the product settle into the face, which gives them a chance to ooh and aah, they can socialize with others while waiting their turn for mineral application.

Each customer has a Custom Blend face powder and blush/bronzer applied by a Motives Consultant (usually five to six minutes per person). This is the perfect time to ask and answer questions about what they’re already using, from skin care to makeup, and why Motives is different.

Makeup stations:Next, the customer can go to a makeup station, which has been set up with disposable applicators to allow them to apply their own makeup. You can even set up a beauty bar into categories of cheeks, eyes and lips. You want them to feel as much product in one evening as possible. Women love to be able to play in the product. (When you have two women applying their own makeup at the same time they will tell each other how great they look, and they sell the product for you!)

Motives®

Martini MineralOpen House

With every new Customer Manager, this is a great way to introduce Motives to a group

of family and friends to quick-start their Motives business.

Awake® Martini

1 part Sprite/7-Up/tonic

1 part flavored beverage of choice

1/4 package Awake

The Awake Martini is served without alcohol.

Business Manual 54

After the makeover:Once their makeover is complete, sit down with them individually and answer any questions they may have on product or colors that best fit them. Schedule their next appointment, complete their order and register them as a Preferred Customer. They leave with their number and know how to log in when they get home.

Average order per guest: Face powder, blush or bronzer and a brush,

plus a skincare item and Awake® samples.

Always have individual Awake packets on hand to sell that night. Your guests will always buy them to take home and duplicate what you served them.

This is also the time to set up one-on-one time for them to have a whole look customized for them, from a skincare line and treatments to

Custom Blend Foundation and colors. Here you will also go through their nutritional needs, from health and nutrition to anti-aging and weight loss. You should always be guaranteed two separate sales. This process is also a great way to prospect future business partners.

After the open houseBy the second appointment, they have probably taken the Nutri-Physical® and are aware of what supplements their body is lacking to complete the “beauty from the inside out” concept.

From here on out the important thing is to follow up. On the average, a jar of mineral face powder will last about four to six weeks (compared to five to six months with liquid foundation.) This can be a great way to earn a regular monthly retail profit and BV.

InvitationMotives Martini Mineral Open House invitation postcards are available onma® PrintCenter.

Business Manual 55

Agenda exampleSpa Night lasts two hours, from 6:00–8:00 p.m., or whatever time you want (so they know they will not be out all evening). You can invite a local massage therapist to give five-minute hand massages and promote their business and expose them at the same time to our products.

6:00–6:30 p.m.: Beverages and hors d’œuvres, consultation and Nutri-Physicals®

6:30–6:45 p.m.: Introduction (briefly discuss the need for supplements, detox; go into skin care, Motives, etc.)

6:45–7:45 p.m.: Have your partners provide the customized makeup, five minute massages, mini facials by Motives Consultant and Fabulosity Spa Products

7:45–8:00 p.m.: Answer questions, book appointments and close the sale

FoodDon’t serve anything complicated. Stick with finger foods such as fruits, vegetables and cheese and crackers.

BeveragesWater, supplement punch – Isotonix OPC-3®, Açai, Calcium Plus, etc. — whatever supplements you want to introduce to your prospects. Ultimate Aloe® is also a good choice for taste testers.

Service providersHave at least one knowledgeable Customer Manager, massage therapist and Motives Artist, plus one person to keep the crowd moving. If you don’t have a massage therapist in your group, find one — they can be prospective customers as well! Make sure to use the

Fabulosity Body Scrub on the hands and let the massage therapist use the body butter for massage. The lip scrub and lip plumpers are great products for a floater to sample.

DisplayThe table should be covered in a black fabric or black and silver. The display should include skincare products, Motives makeup, Custom Blend Bottles and a Mineral Kit. It is very important that everything is sleek, professional and attractive. Don’t forget to include a Beauty Blend and the Fabulosity Spa Line.

CalendarMake sure you have an appointment sheet ready with three dates and specific times you will do Custom Blend and Custom Mineral appointments, detox consultations and skincare consultations. Each appointment should be set at least 90 minutes apart.

Order materials in advanceOrder these materials for Spa Night and the consultation appointments. Print receipts from your UnFranchise® Business Account. Include in your order something small to give away. (e.g., lip gloss, powder, color quad or lipstick; something neutral that they will need to reorder).

Materials:• Motives Catalogs (pack of 10)

• Skin care product cards

• Motives product cards

• Business cards

• Information on Isotonix® products that you plan to use in your punch

Motives®

Spa NightThe hostess should send out invitations for Spa Night two to three weeks in advance. Include agenda for the evening. Make sure you specify to RSVP. Twenty people is good (this number can include

the people in your group).

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Motives® Spa NightYou are cordially invited to join us for an evening of escape,

into a world of relaxation:

Customized Skin Care

Lip Treatments and Hand Massage

Customize Your Own Mineral Makeup

Nutri-Physical®

When: (insert date)

Where: (insert location)

Time: (insert time)

Please RSVP by: (insert cutoff date)

Name: _______________________

Phone: _______________________

Sample Motives® Spa Night Invitation

Below is one example of what your Motives Spa Night invitation can look like.

Business Manual 57

Agenda exampleThe party lasts two hours, from 5:00–7:00 p.m. or whatever time you want (so they know they will not be out all evening).

5:00–5:30 p.m.: Nonalcoholic cocktails, food and conversation

5:30–6:15 p.m.: Motives® introduction (briefly discuss the need for supplements; go into skin care, then Motives and the makeover)

6:15–6:20 p.m.: Gift drawing

6:20–7:00 p.m.: More conversation, answer questions and set appointments for your Custom Blend Foundations and Custom Mineral Powders

FoodDon’t serve anything complicated. Stick with finger foods such as fruits, vegetables and cheese and crackers.

BeveragesWater, sparkling cider or nonalcoholic wine are good choices. Everything should be served in wine or champagne glasses. The beverages should not contain alcohol.

ConversationDo not discuss the Market America business opportunity. Discuss only Motives and skin care. There will be plenty of time to follow up and set appointments after the event.

ModelThe hostess should ask one of the guests attending to be the model for the evening. The model should meet with a Motives artist before the cocktail party to determine the Custom Blend Formula and Custom Mineral Powders. If the Motives artist is experienced enough, these formulas can be done during the presentation.

Motives artistHave a minimum of two people on your team: one to be the speaker and one to do the makeover. Have them arrive an hour prior to the party to set up. Make sure everyone dresses in the Motives colors.

DisplayThe table should be covered in a black fabric or black and silver. The display should include skincare products, Motives makeup and Custom Blend bottles. It is very important that everything is sleek, professional and attractive. Don’t forget to include an Isotonix OPC-3® Beauty Blend and the Fabulosity spa line.

CalendarMake sure you have an appointment sheet ready with three dates and specific times you will do Custom Blend and Custom Mineral appointments. Each appointment should be set at least an hour and a half apart.

Motives®

Cocktail PartyThe hostess should send out invitations for the Cocktail Party

two to three weeks in advance. Include agenda for the evening. Make sure you specify to RSVP. Twenty people is good (this

number can include the people in your group).

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Hostess introduction“Motives® has broadened its scope and vision to keep pace with the billion-dollar beauty industry. It is our mission to be known as the leader in customized cosmetics and a model of excellence in customer service. Motives offers a woman the unique opportunity to customize her cosmetic collection to exactly match her coloring and her image. Not only do we offer a high-end product to suit her needs, but we also offer a learning experience that can teach her how to maximize her beauty and style.”

“Now I would like to introduce _______________ and ______________, Motives Custom Blend specialists.”

Begin cosmetic overview and demonstrations (see Motives Cocktail Party Script on the next page).

The closeThe close is the most important part. Let them know the dates that you or the Motives expert are available.

“We have these dates available (list dates), starting at (state time). Please see the host/hostess to set up your appointment. You will get a Custom Blend for only $36 at the time of your appointment, as well as Custom Mineral Powders, blushes, bronzers and shimmers for only $25.”

This way, they know that by setting up an appointment, they will buy a Custom Blend.

DirectionsMake sure that all presenters have proper directions to your home ahead of time.

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"The Motives concept of beauty is not about perfection; it's about style and confidence. With the custom cosmetics line, we are able to identify your personal style. When it comes to makeup, every good artist needs to start with a clean canvas. But one thing you must realize is that beauty starts on the inside. Your skin reveals what you put into your system. In essence, you are what you eat. Eating right, exercising, getting enough rest and supplementation are all essential in how your skin looks and feels.

"Supplementing your daily diet with antioxidants can help maintain your skin's appearance. Antioxidants help to fight the signs of aging, promote circulation, promote collagen synthesis and fight stress.

"Once we begin to take care of ourselves on the inside, only then can we tackle the exterior. In order to have a clean canvas, we must start with a healthy skincare regimen. We offer a couple of different lines."

Talk about each of the different skincare and anti-aging lines briefly by discussing the key ingredients and selling points. You do not have to talk about every product, but tailor your discussion to the group and have samples available to show. "Your Motives artist, _____________, can help you determine which skincare and anti-aging line is best for your skin." Have Motives catalogs available to answer questions. "Now that you have a clean canvas, it is time to bring out your personal style with color. Our Motives artist, _____________, will now demonstrate our signature product, Custom Blend Foundation, as well as our Custom Blend Mineral Powders.

"What distinguishes our Custom Blend from other custom blend products is individualized customization. We have over 26 different colors, with additives of your choice, to create a foundation to match your skin perfectly in just minutes."

Explain Custom Blend and Custom Minerals further as the artist is mixing and demonstrating. The more information you give on the products and system, the more you will sell. "As _____________ goes through and identifies her Custom Blend Foundation and mineral powders, she will go ahead and do the rest of her makeup while I let you know all that Motives® has to offer. Motives Custom Cosmetics has something for every personality, skin type and texture." Go through the different products Motives offers by showing the catalog, samples if you have the line (recommended), or your kit. Your goal is to book consultations and clinics, familiarize yourself with the group and promote Motives, all of which will lead to appointments to talk about the business.

Motives® Cocktail Party Script

These statements have not been evaluated by the Food and Drug Administration. These products are not intended to

diagnose, treat, cure or prevent any disease.

Business Manual 60

I t’s a Cocktail Party!You are cordially invited to join us for an evening of

(nonalcoholic) cocktails, hors d’œuvres, conversation and an introduction to Motives®, an exclusive line of custom cosmetics,

featuring Custom Blend, hydrating mineral face powders, blushes, bronzers and shimmers for any skin type.

Note: No alcohol will be served at this party.

Presented by some of the industry’s leading experts:

(insert a small biography of the artist)

When: (insert date)

Where: (insert location)

Time: (insert time)

Please RSVP by: (insert cutoff date)

Name: _____________________________

Phone: _____________________________

Sample Motives®

Cocktail Party InvitationBelow is one example of what your Motives Cocktail Party invitation can look like.

Business Manual 61

Custom Cosmetics

Gift CertificateIssued to: ____________________________________ Value: $ ____________________

Experience a Customized Day of Beauty:Anti-Aging Skincare Treatment

Makeup Lesson and ApplicationSkin Undertone Analysis and Color Palette Recommendations

Custom Blend Foundation FormulaDemonstration of Custom Mineral Loose Blushes, Bronzers, Shimmers and

Custom Eye Shadow and Blush Compacts

Makeup artist: ________________________________ Phone: _____________________

E-mail: ______________________________ Website: ____________________________

Expires: _____________________________

Gift Certificates are nonrefundable and are not valid with any other discounts or special packages. Gift Certificates are only redeemable through the makeup artist by whom the certificate was issued.

Custom Cosmetics

Gift CertificateIssued to: ____________________________________ Value: $ ____________________

Experience a Customized Day of Beauty:Anti-Aging Skincare Treatment

Makeup Lesson and ApplicationSkin Undertone Analysis and Color Palette Recommendations

Custom Blend Foundation FormulaDemonstration of Custom Mineral Loose Blushes, Bronzers, Shimmers and

Custom Eye Shadow and Blush Compacts

Makeup artist: ________________________________ Phone: _____________________

E-mail: ______________________________ Website: ____________________________

Expires: _____________________________

Gift Certificates are nonrefundable and are not valid with any other discounts or special packages. Gift Certificates are only redeemable through the makeup artist by whom the certificate was issued.

Business Manual 62

Although you are doing this for the salon workers, this will create a strong relationship between you and the salon owner.

We have several goals when working with salons, including:• Exposure

• New clients

• New business partners

• Ongoing BV Before you look at the Day of Beauty, you will first need to know how to approach a salon. Here are some general tips to get you in the door:• Presentation is key

• Approach the salon at the right time - Wednesday and Thursday mid-afternoon - Do NOT approach on Tuesday or weekends

• Book time with the salon owner - This meeting is most effective if done in

person, but it can be done over the phone

• During the initial conversation: - Understand the salon’s needs - Give background on yourself, Motives, and

Market America

• Goal of the salon visit: - To book a Day of Beauty or customer/staff

appreciation day in the salon - To discuss with the salon owner the

approach of the Day of Beauty Spa event and expectation

Time Frame: four to eight hours

1 .Implementation• Arrive early with your team

• Create a team of two to four Motives Consultants

• Set up two to three workstations - Custom Blend Liquid and Custom Minerals - Face – concealers, primers, liquid and

powder foundations - Eyes, cheeks and lips

• If these are clients of the salon, find out a little bit about them, and make sure they are happy with the services they are receiving

2.Have a Motives Consultant act as hostess (this is a must-have)• Greet and welcome clients

• Direct clients to stations

• Close sales and write receipts

• Book future appointments or clinics

• Be in communication with the owner of the salon throughout the day

3.Guest arrival• Greet and welcome guests

• Explain to guests the Day of Beauty event and answer any questions they may have

A Day of Beauty event for salons and day spas is one of the most effective

Motives® outside-of-the-home retail events to win over a salon and drastically increase your consumer

base.

Day of Beauty:Salons and Day Spas

Business Manual 63

• Hand out forms and supplies - Pen/pencil - Client Record Form/Motives® Face Chart

4.Rotate cl ients through stations• Clients should spend 10-15 minutes at each

station. If there is only a setup of Custom Blend and Custom Minerals, clients should remain at station for 30 minutes.

• Rotate clients starting at face, then onto eyes, and finally lips and cheeks

- At the face station, remember to incorporate Matriskin™ Collagen MP Serum, Primer and Invisi-Line

- At the eyes station, remember to incorporate eye base and demonstrate shades

- At the lips and cheeks station, remember to use Lip Crayons and blend two colors

5.Individual closeDesignate the hostess to do the final close with one or more people once they have rotated through all of the stations.

• Ask the client how she feels with her look

• Emphasize the positive comments made after the makeup application

• Answer any questions concerning the makeup color choices or application

• Book a follow-up or next appointment

• Pack products if applicable

Tips• Remember, working with salons will require

work and dedication from the very first impression through booking the events.

• Check with the state cosmetology board in your state to verify laws that could prevent you from working in a salon without a cosmetology license.

• Ensure you have your Motives kit® with all of your makeup supplies displayed properly.

• Create “specials for the day” for your customers.

- Example: If you buy Primer, Invisi-Line, Custom Blend, 10 Years Younger Setting Spray, and a Foundation Brush — you can receive all the products for $100.

- Have a drawing for skincare products or a personal consultation.

• Ensure the salon is promoting the Day of Beauty four to six weeks before the event. Stylists can book their top 10 clients for an appreciation day.

• It is best to already have 80 percent of your slots booked.

• For the best results, know your product well enough to do a full application in 30 minutes.

• If guests are waiting, give them a Motives catalog to look through.

• In appreciation for the salon owner offering their venue, give the salon owner a gift (for example, their own Custom Blend).

Motives cases are professional and make it easy to display your cosmetics.

Purchase at marketamericagear.com

Business Manual 64

Keep these thoughts in mind when handl ing objections• An objection is really a positive — it gives you

an opportunity to work with the customer

• An objection indicates that the customer is thinking about scheduling

• An objection reveals the area in which your customer needs more information

• An objection is always better than no reaction at all

To overcome objections, you must know all about Market America products and the home clinic program. Your knowledge will aid you in developing a good response.

Remember these things:• Don’t argue or become defensive

• Don’t ever ignore an objection — always respond

• Reiterate the objection to make sure you understand

• Look for a benefit to counteract the objection

• Develop “reflex answers” to common objections

Common objections and possible responsesOBJECTION: “I am too busy.”

RESPONSE: “That is why you would make a wonderful hostess. Busy people always find time to do one more thing and they always have the best clinic.”

OBJECTION: “I can’t get enough guests.”

RESPONSE: “How many would you like to have?” Go on to explain that you require no certain number of guests to hold a clinic, and hostesses receive free merchandise for small clinics too.

OBJECTION: “I don’t have enough room.”

RESPONSE: “That is a common concern for a lot of new hostesses. The good news is, holding a clinic only requires the use of one room, so let’s plan your clinic.”

OBJECTION: “My friends don’t have the money to buy anything.”

RESPONSE: “Our skin care and cosmetic lines are so reasonably priced that nearly everyone finds something they want or need. But, you let that be my responsibility. I am willing to take the chance. You just get them to come and look at what I have to offer. I will guarantee your guests will not feel obligated to buy.”

OBJECTION: “My husband wouldn’t let me.”

RESPONSE: “Why would he object?” Answer accordingly. Most of the time, the objection is just an excuse. However, you might need to guarantee that he would not be stuck paying for someone else’s order in the event that he has had a bad experience with another company. If he doesn’t want to be bothered with leaving the house while she has the clinic, then you might suggest having it when he would be gone. If you do, be careful to avoid sounding like you want to deceive him. You can also suggest including

Handling objections is one of the most difficult aspects of the home clinic. Consider objections as a challenge

and prepare for them.

OvercomingObjections

Business Manual 65

him in the clinic by holding a couples-only clinic. Tell her many of your best clinics are for couples.

OBJECTION: “Let me ask my friends and see when they can come.”

RESPONSE: “That would be perfectly fine, except the first thing they will ask you is, ‘When?’ Then you will have to call them back again. Let’s just set a date, and if you find it unsatisfactory for the majority of your friends, we can always change it. How about a Tuesday, or would Thursday be better?”

OBJECTION: “I will think about it and let you know.”

RESPONSE: “That would be perfectly fine, but your hostess will not get credit for your scheduling if we don’t set the date tonight. I certainly want to see that she gets all the free merchandise that she possibly can, and I will do the same for you at your clinic. Let’s set the date now.”

Once you have responded successfully to an objection, take advantage of the moment. Assume that you have just eliminated your customer’s last hesitation and ask for the scheduling date of her clinic. Try saying, “Would you prefer a Tuesday or a Wednesday?” Go from there — most will schedule.

Business Manual 66

YOU: “Hi (name of future hostess). This is (your name). Do you have just a moment to talk?”

FUTURE HOSTESS: “Now is not a good time.”

YOU: “When is the best time to call back? I have something really exciting to talk to you about.” (DO NOT tell her anything else!)or

FUTURE HOSTESS: “Yes.”

YOU: “Great!”

Continue with one of the following, or improvise with your own:• “I have just expanded my business by adding

an amazing botanical skincare system/color cosmetic line to my portfolio of products ...

• “I just started a new business representing an amazing custom-blended mineral line. This is a remarkable line and I thought of you right away. You would make a wonderful hostess because …

Continue with one of the following, or improvise with your own:• “You’re such a great friend ...

• “You have such respect among your friends ...

• “You know so many people ...

• “You are so knowledgeable about this field ...

• “You love anything that has to do with skin care or beauty ...

“And I knew you would love to help me get started. I am holding a workshop for my future hostesses on (day and date). Or, we could just go ahead and book a clinic. You can earn free product and this can be very beneficial for you.

And for being one of my first six hostesses, I have a special gift for you. Which will be better for you, the workshop and then a clinic or setting your clinic date now?”

If she agrees to come to a workshop, give her the time and location. If she schedules a clinic date, begin to coach her for a clinic, and arrange a time to get a hostess packet to her.

Continue with one of these TIE-DOWNS (for either a booking or a hostess workshop she is attending):• “Now that we have set your date …

• “Now that we have reserved your place at the hostess workshop …

“There is one more thing I would really like to ask your help with. I know you will understand the importance of this. I need to know that I can really count on you to keep our appointment (of course with the exception of extreme circumstances). My time, just like yours, is very important, and I am sure you can relate to my frustration when people don’t keep their commitments. So can you think of anything that might interfere with this date for you?”

Reschedule if there is a problem. If not, then say:“Great! Then I know I can count on you. Thank you so much for your commitment. I look forward to seeing you on (reconfirm day and time).”

Booking Script: Motives® Consultant

Business Manual 67

If future hostess is not interested in coming to a workshop and does not want to schedule her own clinic:YOU: “I understand you do not want to host a clinic. Would you be willing to try the product for a few days and give me your opinion of the product line? There is no cost or obligation, and I could drop off some samples later this week. Which day will work best for you?”

If future hostess is still not interested:YOU: “Can I ask why?”

Try to overcome two objections, emphasizing the importance of good skin care and selling the benefits of our products. After three objections, thank her for her time and move on!

Coaching Tips

• Talk about the goals she has. To determine goals, it is helpful to find out what product(s) the hostess would like to earn.

• Supplies for taking outside orders — encourage the hostess to secure outside orders from individuals not able to attend the clinic. It is up to the Consultant to decide what materials they want to provide (e.g., Motives® Catalog and products; Cellular Laboratories®, Timeless Prescription®, Skintelligence® and/or VitaShield® products; sales materials such as the Isotonix® Booklet, product cards, ma Catalog, etc.). Instruct the hostess on how to complete a product order form, how to collect payment, and when the customer can expect delivery of product (typically a day or two after the clinic)

• Review the script and discuss options for those unable to attend the clinic. In some cases, the Consultant may choose to supply the hostess with a Skintelligence Travel Kit to give to potential customers to sample.

• Ask the hostess to complete her guest list and determine a follow-up date to secure the list. The purpose of this is to have a deadline in place for completing the list, getting invitations in the mail and/or making calls.

Pre-cl inic coaching• Secure and prepack outside orders so they are

ready for delivery on the day of the clinic.

• Briefly explain the format of the clinic and what will be expected of her.

After booking a clinic, it is important to coach the hostess on how to make the clinic a success. Once the hostess has

a packet, go over the contents with her.

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Today’s Date ___________________________ Date of Clinic _____________________________

Name _________________________________ Previous Hostess __________________________

Phone ________________________________

Address ______________________________________________________________________________

Booking Checklist

1 .Set date

2.Del iver hostess packet• Guest list

• Price list/receipts for outside orders

• Invitation script

• Isotonix® Booklet and skincare product cards

• Motives® catalogs and Motives product cards

• ma Catalog

3.Fol low-up cal l (one day after booking)• Express excitement

• Go over packet

• Give two to four days to create guest list

• Tell her when you will call for guest list

• Discuss refreshments — keep them light

4.Cal l on designated date for guest l ist• Check status of outside orders

5.Cal l hostess two days prior to cl inic• Review the setup

• Confirm the number of guests

• Refreshments

6.Prepack outside orders

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WorkshopsA workshop is an effective way to get a new Motives® Consultant’s business off the ground. It is conducted in a home with seven or more people (pending space availability). The purpose of this event is to sell product and book consultations and clinics. Workshops are very similar to kickoffs — the setting is the same but the focus of kickoffs is recruiting. Begin a workshop with an overview of Market America followed by an explanation of the Motives customization concept. You should be prepared to demonstrate a complete makeover, explaining the benefits of each product. Spend extra time on Custom Blend Foundation and Custom Mineral Powders, as this is our niche. Upon completion of the makeover, explain the clinic process and the benefits of being a hostess. Have your calendar there to schedule dates (make sure your calendar looks full — they will appreciate your time more if you “fit” them in).

TradeshowsIn many areas local associations have theme-based tradeshows, where booths are rented to individuals and companies. Some examples include wedding fairs, local women’s expos, etc. There is a cost to rent the booth space and you bring all your own equipment. Sometimes the booth will come with tables, but each show is different. The sizes of the booths often vary, so it is a good idea to get the exact dimensions to ensure you have enough space to work. You will need plenty of people to work the booth, so pair up with other Consultants in the area and split the costs and the profits. Set up a system so that you can see as many customers as possible (i.e., have someone in the aisle pulling customers, a

demonstrator/makeup artist and a closer who completes the sale). Motives signage is essential for a tradeshow. Hanging a banner and wearing Motives T-shirts are helpful in promoting the products.

You should have a product table that displays what you have to offer, including Motives, Cellular Laboratories®, Skintelligence®, Isotonix®, etc. Depending on the theme of the show, customize what you promote and focus on that product line. These shows usually have high traffic flow, so choose a product or group of products that are quick and easy to demonstrate.

Some ideas include:• Hand demonstrations with Skintelligence

masques and Fabulosity Sugar Scrub and Body Butter

• Mini facials

• Custom Blend Foundation and Custom Mineral Powders

- This is a great visual for passing customers - Set up workstations (two to four,

depending on booth size) - Have two Consultants work from one

station - One Consultant can color-match and talk

about Motives and Market America at the same time

- Once the formula has been calculated, one person should mix the bottle while another completes the sale

• Mini makeovers - Makeovers can be too time-intensive for

tradeshows, so only demonstrate a limited number of products

- You can focus on eyes or lips and just do touch-ups

Other Basic and Advanced Retail Events

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Catalog salesMany women are too busy for a complete consultation or a clinic. A good way to expose people to the Motives® color selection is to use the sales tools offered by Market America. Once she has an idea of what colors will work for her, she can then refer to the Motives Catalog. Circulation and follow-up are key with catalog sales. Pass out the catalog, then call the customer the following day. If they are hesitant to purchase products they have not seen, offer to schedule a personal consultation or book them at your next clinic. To create a larger catalog sales event, invite someone to become a catalog sales partner. As a sales partner, she will collect orders over a two- to three-week period and earn 10 percent of the sales total in free product (profit share). This is especially productive with women who work or are associated with larger groups of women. Also, it is useful to give your clinic hostess a package of brochures and/or catalogs in case some of her friends cannot attend the clinic. She can then show them the line via the catalog. If the hostess has outside orders, bring them to her clinic.

WeddingsThe bridal market is a growing area of opportunity. Beauty is the focus on this special day, and as a Motives Consultant, you can contribute to making the bride look and feel her best. The bride, mothers of the bride and groom, and the wedding party are all potential customers. Start with a friend’s wedding, and if you enjoy this you can contact local wedding coordinators, churches and photographers to offer your services. Schedule a session with the entire bridal party (including the mothers) to color-match and mix bottles of foundation. You may want to require the purchase of Custom Blend Foundation so that everyone has their own foundation on the day of the wedding. This session will allow you to determine everyone’s

palette and face design before the day of the wedding. A wedding collection could be created for purchase at this time. This is also a great idea for a bridesmaid gift from the bride. When scheduling makeovers for the day of the wedding, book from picture time backward. For example, if pictures are at 4:00 p.m. then you would do the bride’s makeover from 3:00–4:00 p.m. (you should spend the most time with her and charge her the most as well). Schedule the mothers for half an hour each just before the bride, and the bridesmaids before that. To save time, tell the bridesmaids to come with their foundation already on. Then, apply color only. The price for each person should be based on the amount of time you spend with them. You can also make this fee redeemable in product.

Here are some special tips for bridal beauty:

• Moisturize the skin first to ensure foundation goes on smoothly.

• Use natural colors, but apply them stronger. Avoid trendy colors.

• Always use foundation, applying concealer where needed.

• Add a little pearl to the bride’s Custom Blend Formula for a soft, dewy look.

• Powder is a must. To set foundation, roll a puff on the face, pressing the powder into the skin. The more matte the better.

• Lightly dust powder down the throat and across any of the chest that will be exposed in photos. Brush away all excess. This will ensure a consistent skin texture for the pictures.

• Avoid shimmery products — they are too reflective and will appear shiny in photographs.

• Use Motives® Lustrafy Waterproof Mascara — a must for this important, emotional day.

• Choose a healthy-looking shade of blush, using slightly more than usual.

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• Line and fill lips with a lip pencil. This provides the base for lipstick and will extend the wear.

• Avoid pale lipsticks. Choose a shade that is slightly brighter than what they usually wear. Once again, it looks better in pictures.

• Nails should be manicured and painted with a light, neutral polish. Darker shades provide too much contrast against white.

• Suggest they keep powder, a lip pencil and lipstick in their purse for touch-ups.

Photo shootsYou should be experienced and comfortable with applying a variety of makeup looks before approaching photographers. Depending on the market, you can sell your services to a variety of photographers, for a variety of shoots (e.g., portraits, weddings, commercial shoots, etc.). Your rate should correspond with experience and is usually for a day of service.

FundraisersDonating your time for a good cause is a great way to make contacts, possibly increasing consultations and clinic bookings. There are plenty of opportunities for fundraisers, and, although you may not make any money that day, it will pay off down the road. Your local chamber of commerce is a good place to find out what is happening in your area. For example, a local cancer charity may be having a benefit, for which you could set up a booth and help cancer survivors cover dark circles, making them feel more beautiful. Or, your church may have a bazaar where you could do makeovers and charge a minimal fee that is donated to the church. Be creative and start networking.

InvitationsAdditional event invitation postcards are availableon ma® PrintCenter.

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We will work with you to customize the party to best suit the bride, the bridal party and all of the guests. You can choose from topics such as makeup application tips, color analysis for the bridal party and guests (to make sure they get their best look), mini makeovers, advanced makeup techniques, skin care, dealing with skin challenges, glamour makeup, Custom Blend and Custom Minerals photography makeup and much more.

Additionally, the bride will receive a gift registry wish list at the beginning of the party. Throughout the afternoon or evening she can write down the cosmetics and skincare items that she would like to have for her wedding day and honeymoon. At the end of the party guests can order anything they would like for themselves. They can also order something from the bride’s wish list. Everything purchased for the bride will be personally delivered in a beautiful basket with a list of each item and the gift giver’s name.

Bridal rewards program includes:• A thank you gift from your Motives Consultant

for the party organizer

• Special purchase opportunities (with a minimum of three buying guests)

• Discounts on your order based on the size and purchase total of your party

• Additional gifts and discounts for parties booked by your guests

All rewards can be used by the organizer or transferred to the bride.

Hostess special purchase: Motives Seasonal Trend Color Collection Kit.

Each season, Motives releases a special collection of colors and new products in the hottest styles for that season. These beautiful kits retail for over $_______. If you have a minimum of three buying guests you may purchase the entire kit for $_______ — over 50% savings!

Discount levels for the organizer or bride:• 10% for three paying guests with a party total

of over $150.00

• 15% for six paying guests with a party total of over $300.00

• 20% for 10 paying guests with a party total of over $750.00

Additional party bookings:• One party booked within 60 days — one item

of your choice (retail under $20.00)

• Two parties booked within 60 days — Custom Blend consultation and one bottle of liquid foundation (can also be transferred to the bride)

To book your party and create a memorable bridal shower, contact:

Every bride wants to look and feel her most beautiful on her wedding day. Now with a Motives® bridal beauty shower

you can help make that dream come true. This unique event allows you to incorporate beauty, style, makeup and gift

giving into your shower.

Bridal Beauty Shower

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Skin Care Code

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

Concealer Code

_______________________________________

_______________________________________

Foundation/Powder Code

_______________________________________

_______________________________________

_______________________________________

_______________________________________

Blush Code

_______________________________________

_______________________________________

_______________________________________

Mascara Code

_______________________________________

_______________________________________

Eyeliner Code

_______________________________________

_______________________________________

Eye Shadow Code

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

Lipstick/Lip Gloss Code

_______________________________________

_______________________________________

_______________________________________

_______________________________________

Accessories/Finishing Touches Code

_______________________________________

_______________________________________

_______________________________________

_______________________________________

Spa Items/Personal Care Code

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

_______________________________________

On behalf of everyone at Motives® Custom Cosmetics,congratulations and best wishes for a beautiful wedding day and a life

full of dreams come true!

Bridal RegistryBride __________________________________

Date ___________________________________

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Why participate in the showThree reasons to put time, effort and money into doing a show:1. Sales: To sell Custom Blend, skin care and

cosmetics.

2. Recruiting: To identify possibilities for future business partners.

3. Follow-up: To book consultations and clinics after the show.

Why shows work1.Promote the Motives brandBuilding brand recognition is critical to the growth of any product. Shows give your potential customers a professional look at the Motives product line and the hands-on opportunity. No one else does Custom Blend Formulas on the spot. A Motives booth offering Custom Blend Formulas generates interest — from the brides, their companions and other vendors and visitors as well.

2.Shows provide many new prospects in a short period of timeImagine how many customers your team can meet in one, two or three days.

3.Shows help bui ld team morale and ski l lsWhen your team has the opportunity to help Motives stand out in the crowd, they feel a stronger loyalty. Everyone likes to be on the winning team! Working a show as part of a team offers new Consultants and prospects the chance to learn by observation and hands-on experience.

4.Shows al low you to feel the pulse of the industryFind out what sort of products and services your prospects are looking for. What are the trends for the year? Take surveys that will help you make buying decisions. Meet other wedding-related professionals and extend your networking group.

5.Outshine the competitionExhibiting allows prospects and customers to comparison shop. They can see right away that Motives has something really special to offer.

6.Shows increase your bottom l ineWatch your sales increase as the brides contact you after the show, ready to purchase your

Shows are one of the most effective forms of media for marketing Motives® services and

products. No other form of advertising offers as many face-to-face meetings with potential

customers in one location.

Bridal Shows, Tradeshows and Women’s Expos

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product. Or better yet — follow up with a thank you card, a phone call and an advertising mailer. And if you’ve put the right team in the right marketplace, you might even walk away with a tidy retail profit for the day’s effort.

Keys to a successful show1.Preshow preparation and promotionYour preshow preparation is critical. You must get organized, stay organized and work as a team. Your booth represents Motives® and must demonstrate a level of professionalism in every aspect.

Preshow preparation checklist:• Research the events being held in your area.

• Identify a contact.

• If possible, do an on-site visit. Or, get a copy of the floor plan, including dimensions and traffic flow.

• Verify the demographics of the expected attendees. The show’s audience must be women with the time, inclination and money to browse and buy.

• Ask for a corner space (these are usually larger) or the largest booth space that fits your budget.

• Ask about natural lighting.

• If it’s a big show, get your name on the waiting list for vendors as early as possible.

• Confirm the show dates.

• Confirm the setup and breakdown times.

• Confirm all costs.

While show management is responsible for bringing in the people, you can do some preshow promotion to help make sure prospects come to your booth. Connect with your target audience before the show to

increase your chance of being on their “must-see” list.

Effective ways to build traffic to your booth by preshow promotion:• Mail or give out invitations supplied by the

show.

• Make sure you have a listing in the show magazine; advertise there if ads are available and affordable.

• Make sure you are included in any preshow marketing handled by the show promoters.

• For a bridal show, have your best Motives Consultants do the show makeup for the models to promote it.

• Mail your own printed invitations, personal letters or postcards.

• Call prospects and invite them.

• Offer exclusive invitation-only specials.

• Get your team talking about the show.

• Post show signs or flyers in local businesses.

• Put invitations in your regular business mail.

• Put a message on your voice mail asking callers to visit the show, and include your booth number.

• Put your booth number on your website with an invitation to attend.

2.Inventory to have avai lable for retai l sales• Custom Blend shades (foundations, powders,

etc.)

• Custom Blend bottles, jars and/or brushes

• Skincare products

• Anti-aging products

• Acne treatment products

• Motives catalogs

• Motives brushes

• Motives 10 Years Younger Makeup Setting Spray and No More Shine Makeup Setting Spray

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3.Booth faci l i t iesEvery show promoter provides slightly different booth options.

Questions and points to consider:• How many tables/chairs come with the booth?

• Is the booth carpeted or do you need to provide that?

• You will need electricity. Is there an additional cost for this?

• The tables will most likely come with skirting, but find out if the color will work for Motives®. Don’t accept plastic skirting.

• Curtains and backdrops may be an extra charge. You will probably need both. Consider making your own out of black material if the show’s is not acceptable.

• Is a phone or computer hookup for e-commerce available? This is optional, but very convenient for credit card sales.

• You will need to create a display. This could include shelving.

• You will need a money box with adequate change to begin the day’s sales.

• Signs, flyers and handouts will all need to be created.

• If show entry passes or parking passes are required, be certain to get enough for all working team members.

• Use the Motives banner.

• Use the approved logo on your signs.

4.Putting together the right teamHow many people does it take to be a successful show vendor exhibiting a professional display? In reality, you must be flexible. Use this as a guideline and modify it to fit your personnel resources, space limitations and the size of the show.

The ideal team has:• One to two Motives Consultants per chair.

• Two or more individuals — preferably men dressed well (suits, tuxedos) — in the aisles bringing in people. They must be personable and able to make cold contacts.

• One person handling money.

• One person mixing blends and filling bottles.*

• One person closing the sales.*

• Two assistants helping the Consultants behind the tables. Or each Consultant could provide her own assistant.

*Could be the same person; should be your best sales closer.

You will need to hold at least one team meeting — more for larger shows with inexperienced team members.

At the team meeting:• Decide who is doing what job and agree on

what their duties are.

• Review the cost breakdown (detailed below).

• Decide on a show special and assign someone to produce flyers for it.

• Tell everyone to dress in the "Motives look" on the day of the show.

• Decide on a layout for the booth space.

• Confirm that all agree — only one person handles the money. Make sure that person is acceptable to all and that he/she is present at all team meetings.

• Review the contract and have one person sign it.

• Have the money person mail the deposit and the contract.

You will need to be certain that the team members are all informed of the costs and agree to a plan for sharing both expenses and profit. Note that while profit should be a goal, it should not be counted on or expected. These shows are not always buying markets. Expect

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to consider all costs as a deductible advertising expense. It is recommended that you use retail profits to cover as much of the costs as possible before any team member sees a profit.

Considerations for the cost breakdown include:• Booth deposit

• Cost of space (usually based on size)

• Anticipated retail sales

• Preshow materials

• Materials shared for use during show

5.Creative booth displaysThe team will need to put some thought into the creation of your booth and display. Not everyone will stop at every booth. However, you want as many attendees as possible to stop, talk, ask questions and have a Custom Blend Formula done. Some of the factors affecting whether a prospect will stop and look are the exhibit size, having a creative and effective display and how effectively you promote your products during the show.

Exhibit size:People notice when a display is larger than others. The amount of space you rent is directly related to how many leads you can obtain. The more space you have, the more salespeople you can have in the booth and the more prospects you can talk to. If your budget will allow for more space, go for it. You will see an increased amount of leads.

Creative and effective display:The main purpose of your display is to attract the prospect so that you can talk to them. You only have about five seconds to do this before they walk on.

Your display needs to: • Attract attention • Build interest • Create desire • Demand attention

Main points to consider:• Keep the booth open and inviting. Avoid

tables across the front since we don’t generally sell a walk-away product.

• Signs are important. Purchase and use a Motives® banner; something the customer can read from a distance. Using the typical show ID sign will not be sufficient.

• Make sure the booth sells who we are as a brand. They should be able to see, feel, touch, taste and smell Motives. Make sure they can tell who we are at a glance. We’re not florists, so don’t fill the booth with flowers.

• Keep the booth neat and clean. Don’t eat in the booth.

• Be professional at all times.

• Offering show premiums like a complimentary Custom Blend Formula; doing makeup for the show models; holding a contest; or a free giveaway all can attract attention. Just make sure you still have time to talk to the bride or show attendee. You don’t want the premium to attract every attendee — you don't want them to take up space if they don’t want your product.

• Literature should be handed out to hot prospects — not just left where the attendees can “hit and run” without you having a chance to speak to them.

6.Sales and recruiting from the chairThe salesperson is the single most important ingredient in obtaining leads at the show. Every member of the team should be willing and able to sell Motives. The grandest and most elegant display of product will fail if you have ineffective or poorly trained sales people running your

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booth. If you are your best sales person, be there. If you are not, get your best there.

Main points to consider:• Be open and inviting — don’t sit or you will

look bored or uninviting.

• Team members working the show need to know the value of what they are doing, be well trained and excited about the prospect of bringing your business more customers.

• Salespeople need to stay alert and ready even during slow times; don’t get into conversations with other vendors or staff and miss the bride who wants to talk to you.

• Body language is important — keep it friendly.

• Have a winning approach. Practice your opening lines. Never say, “Can I help you?”

• Your attitude when in the booth must remain positive and enthusiastic. No one walking by or seated in a Motives® Consultant’s chair should hear negatives.

• Never say anything negative about our product. Use anecdotes and testimonials, always expressing a positive experience.

When a customer is in your chair, you should be in constant communication with her. This means asking questions, listening, asking more questions, asking leading questions, and listening some more. Your customer should be doing most of the talking. Aside from you being an active listener, the most important part of your communication with the customer may be your opening few words.

To be effective, your opening lines must: • Break your customer’s preoccupation, drawing

them instead to what you have to say.

• Focus on the individual.

• Create a bond between you and the bride.

• Break through her fear and/or her suspicion that you are going to hit her with a sales pitch.

• Use humor — your words and attitude should loosen things up, helping her to relax and have fun!

Ask questions about what kind of skincare and makeup products they use. Find out about them, their job, how they like their job, etc. You must create a relationship — a bond between you and the customer.

These openers can be effective in starting dialog:

• "You know, you should really consider working with us.”

• “This is really a lot of fun.” • "I’m looking for people who love makeup

and would like to earn extra money. Does the combination of upscale makeup and making money interest you?”

• “I’m so busy doing Custom Blends that I sure could use help.”

• “I’m looking for creative people, and you’re really good at applying makeup. Have you ever thought of being a makeup artist?”

• “You’d be great in my business.”

• “I’m working with so many brides that I don’t have time to do all the weddings. I’m currently looking for a makeup artist to help me. Would that be of interest to you?”

No matter what you say, what is most important is that you communicate with your customer; that you connect in an honest and caring way. If you ask a question, be sure you really care to hear the answer, because insincerity will be sensed and responded to.

7.What the Motives Consultant needs to provide• Chair

• Workspace cart or tables with skirts (24” x 28” tables; store stuff under tables)

• Duct tape, regular tape, masking tape

• Motives smock/apron

• Headbands/clips

• Extra zippered plastic bags

• Formula sheets

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• Calendar for setting appointments

• Disposable and other supplies (e.g., sponges, Q-tips, condiment cups with tops, paper tow-els, tissues and cotton rounds)

• Personal Custom Blend Kit


• Calculator

• Business cards

• Comfortable shoes

• Water spray bottle

• Handheld mirrors

• Black Motives® bags and tissue paper

• Something to drop cards into for drawing

• Antibacterial hand cleaner (one that does not require water)

• Makeup kit

• Motives brushes

• Empty foundation bottles

• Pens

• Clipboards

• Assistant (optional)

• Waste can

• Extension cord

• Bottles of skincare products

• ClearShield®

• OTT-LITE® or white light

• Makeup remover wipes

8.Step by step in the chair at the event1. Customer is greeted by one of the floor

walkers.

2. Customer fills out Client Record Form/Skincare Analysis and Questionnaire (download).

3. Consultant greets customer and asks questions.

4. Consultant goes through skincare steps, tailoring them for the customer's needs (i.e., anti-aging, acne, repair, etc.).

5. Consultant creates Custom Blend Formula.

6. Consultant applies Custom Blend to half of customer’s face.

7. Motives Consultant gives mirror to the customer to look at Custom Blend on the face.

8. Consultant asks the customer’s opinion.

9. Consultant or customer applies Custom Blend to the other half of the face.

10. Consultant asks for the sale.

11. Consultant points out the show special and provides flyer if available.

12. Consultant asks for and books the follow-up appointment.

13. Consultant hands customer to a floating assistant, who takes customer to the sale closer or money person.

14. Consultant cleans up workstation in preparation for the next customer.

9.Fol low-upIf you want to increase your bottom line after the show, follow up with phone calls and e-mail. Make your letters personalized — remind her that you met at the show and you are ready to help with her wedding. Don’t procrastinate. If you’ve not spoken or written to a customer lately, think of a reason to follow up: invite her to your upcoming show, introduce her to a new product or make a special offer just for her. Simply make a call to touch base — anything you can do to promote yourself or your product. The ultimate success of your exhibiting in a show lies entirely on you. Follow the tips listed below and you will be steps ahead of your competition.

Here is a sample follow-up schedule:1. Send a thank you card immediately — just a

brief, personal note saying thanks for talking to you at the show (seasonal postcards are great too).

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2. Make a personal phone call within one to two weeks after the event. This is a brief call, simply reminding them of the interest they listed on the customer card they completed at the event.

3. Send a postcard, flyer, letter or other mailer within four to six weeks after the event. This is most likely going to be a promotional or advertising flyer offering a service or special.

By this time she is your customer, you have booked a clinic or consultation or she is not interested at this time. Regardless, place this customer’s record card in your memorandum for appropriate future action. Your new customer should hear from you within seven days. At the minimum, place an additional follow-up call within one to two months. Ideally, in the first two months you should have contacted your customer either by phone, mail or e-mail about three times.

10.Establ ish a fol low-up systemFollow-up is most important and it is the one task at which most of us fail. To be an effective Customer Manager, you should use some kind of organizational system.

Your follow-up system needs to be:• Simple

• One you will use

• Date-oriented

• Of a memorandum nature so that it reminds you to take timely action

Sample follow-up one-liners or leading questions:• “How did you like your foundation?”

• “Have you thought about wedding day makeup?”

• “Why don’t we book a pre-wedding consultation and make a party out of it?”

The purpose of the follow-up is to ensure that when they think of makeup they think of Motives®, and when they think of Motives they think of you. Make it your goal to imprint Motives and YOU in your customer’s head!

Tips• At the show, offer only Custom Blend

Formulas. Do not do full makeovers.

• At the show, place our cosmetics on display, under glass if possible.

• Arrive at least 30 minutes to an hour early to set up. Get every team member there to help.

• Talk to your customer in the chair as if she’s already purchased product, telling her how she should be using it in her home.

• Use an appointment coupon to book brides a pre-wedding consultation on the spot.

• Offer a promotional gift on the appointment coupon, collectible at the time of the consultation. Alternately, offer a chance at a drawing for something nice — maybe a gift basket — when they book a consultation. Another option is to give winning customers a choice of unused, discontinued product.

• Always put a clear label on your Custom Blend Bottle and skincare bottle so the customer can get in touch with you.

• Yell “CUSTOM BLEND” and clap each time a blend is perfected. It creates excitement in your booth.

• Explain to the bride the dos and don'ts of makeup application for wedding day pictures (i.e., matte lipstick is best; don’t use too much shimmer on face and eyes; balance hair and lip color; makeup has to be darker than usual, especially for black and white photos, etc.).

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The customer registry system, a process of recording customer information, will allow you to:• Increase your sales

• Offer exceptional customer service

• Build a loyal customer base

This section lists techniques used by other successful Motives Consultants. It is important, however, to develop a system that works best for you.

Tools to use for customer registry:• Client Record Form and retail receipt

• Client Follow-Up Sheet (page 84)/Formula Sheet (page 48; if applicable)

• Follow-up index file with date dividers

• Customer notebook (three-ring binder with alphabetical dividers)

• Product cards for add-on sales

• Motives seasonal postcards

Col lecting informationBe sure to have enough forms available at every Motives sales event. Keep the forms accessible to help you remember to collect valuable information.

At each sales event, whether it is a personal consultation or a tradeshow, you should fill out completely a profile on each customer. The Client Record Form and Client Follow-Up Sheet should be used to detail information about your customer's purchases and other

information that is specific to her. Fill out the top sections completely, including details on her coloring and skin. You may also want to use the comments section to write specifics on each customer, so that you can remember her (e.g., special interests, how you know or met her, family information, etc.) and provide better service in the future. Do not be afraid to ask for this information, even if they did not purchase anything.

Say: “Let me enroll you in my customer registry so I can inform you of any special events and new product introductions."

Once you have this information, make sure you keep it updated. Ask your customer each time you speak with her if any of her information has changed. Be sure to make changes in each part of your registry program.

Fol low-up systemAfter meeting a new or potential customer, a timeline begins for your communication and service. Two simple organizational tools will help you stay on top of timely follow-up. This system can be implemented for customers using any of our products and also for prospects.

Customer notebook: Use a three-ring binder with alphabetical

dividers. Maintain a Client Record Form, a Client Follow-Up Sheet and a Formula Sheet on each customer, filed alphabetically in the notebook.

Developing Customer Clientele

Developing your customer clientele is the key to tracking and growing a successful Motives® business. It should be your goal to make your customer a lifetime

customer. You earn that privilege through excellent customer service.

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Follow-up index file: Buy a notecard organizer box that holds

either 3x5 or 4x6 notecards. Then purchase 31 number dividers to represent the days of the month, as well as dividers for the months (January–December). You may want to use one card color for your prospects and a different card color for your customers. Once you have these organizational tools, you can begin to use your index file for follow-up.

After meeting a new or potential customer, transfer their information from either the Client Record Form or the Formula Sheet to a blank notecard. Every notecard should have the customer’s name and phone number written across the top of the card. Immediately make a notation of when you should contact the customer and file the card behind that date in the index file.

Once you have a notecard on each customer, begin using your index file as follows:• Put the numbered dividers behind the current

month.

• Place cards behind the day on which you wish to call the customer.

• Each day review the cards filed behind that day and call those customers. Use any notes you have written on the cards to make the calls more personal.

• If your schedule gets busy and you don’t make your calls for a particular day, transfer those customer cards to a later date.

• For monthly follow-ups place the cards behind the particular month. When you move the numbered dividers to that month, place the cards behind the specific day you wish to call them.

When the call date arrives:Call all the customers on the notecards filed for that day. You should schedule regular customer service times into your weekly schedule.

Example of a first call: YOU: “Hello, ___________________. This

is ___________________, your Motives® Consultant. I just wanted to briefly check in with you on your new makeup/skincare system. Is now a good time?”

CUSTOMER: "No."

YOU: "When can I call back?” or

CUSTOMER: "Yes."

YOU: “Great! Tell me about the success you are having with our products." … etc.

Answer any questions and make any adjustments needed. Tell her you will call again in a couple of weeks, but if she has any questions to feel free to call you anytime. Let her know that after she is established in her routine you will check in with her every six to eight weeks (depending on the product she has purchased).

Now mark on her notecard, beside the date of this call, that you spoke with her. On the next line, write the next appropriate date to call and file it correctly in the index file.

Detailed information like products ordered and specific questions that need more information are recorded on the Client Follow-Up Sheet in the customer notebook. The index cards are only triggers to generate the call.

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Fol low-up scheduleThe follow-up schedule will depend on the type of follow-up (customer or prospect) and the product used. Some products will require more frequent follow-ups. Sample reasons for contact:As with any business call, always ask if it is a good time to talk. Let them know that you will be brief, and then BE BRIEF.

One- to three-day follow-up:After the initial consultation you should check on them one to three days later to follow-up on their purchase, answer any questions and make certain the customer is happy with the results.

Two-week follow-up: At this time just confirm that she is successfully using the products. Answer any questions that have come up since your last conversation. This is also a great opportunity to sell more products (products they liked from the makeover but did not purchase then). You can also ask for referrals during this call. They may have family members or coworkers that they have told about the makeover who are now interested in Motives®.

Two-month follow-up:After two months the customer is probably running low on their Custom Blend Foundation and skincare items. Call to see if she needs her products replenished.

Inactivity for six months:If a customer has not reordered for six months, call them to touch base and see if there is anything you can do for them. Mention new products and offer to send them some samples. Make sure to call again and follow up on samples, too.Pending new product launches:Whenever Market America introduces a new product, you should call your customers and explain the product and its benefits. Every Motives customer should be contacted about new colors and new products.

Your index file can be used for all Market America product follow-ups. Just base your call cycle around each product’s expected use rate (e.g., Isotonix OPC-3® 300g runs out every eight to 12 weeks).

Continuing communicationOnce your customer clientele begins to grow, it is important to stay abreast of your customers' needs. You may find calling to be easiest but writing them and including your business card is also an effective follow-up technique. Use the same reasons listed above to write your customers.

Your customer base is your own personal gold mine. Treat it with great care and it will yield great profit. Remembering birthdays, congratulating on special events, sending condolences at times of sorrow — these are all part of excellence in customer service.

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Client Follow-Up SheetDate Product Sale

Amount Comments Follow-Up Date

Business Manual 85

There is an abundance of possibilities for Motives® Consultants and skincare specialists. Many will be interested in our opportunity because of the potential for immediate weekly income from retail profit.

At every retail appointment, you are in front of individuals who are interested in skincare and cosmetics. You are working in your target market. Always share that there is an exceptional compensation plan attached to our products. Master your two-minute commercial and never fail to say it at your appointments. Always tell them you are expanding your UnFranchise business and looking for others who would enjoy doing what you do. Always ask for referrals for both bookings and recruiting.

The “direct approach” and the “referral approach” (Getting Started Guide — code: 391) should be standard approaches for your Motives business.

As you build Motives, remember this:• Sales and recruiting start on the inside.

• You must be sold before you can sell.

• You must believe before you can make others believe.

• You must be convinced before you can convince others.

• You must believe, be sold, and be convinced before you can recruit others.

Sel l ing yourself, your product and your businessSelling yourself and your product:• Talk professionally — knowledge is power only

if you use it. Know your products, learn the

lingo, study the competition, be informed and people will listen.

• Walk professionally — when you obtain knowledge you will create the posture. When you create posture you build belief; when you build belief you get commitment.

• Dress professionally — you are a walking advertisement for your business. Remember, you are selling a look. Do you want to look like you? Change what you can change and accept what you cannot. Your clothes should make you feel like a million bucks; if you feel like a million bucks you will sell a million.

Selling your business:• "No” or “never” really doesn’t mean no, it

means it is not the right time. Don’t burn your bridges; always leave the door open to call them back later. Things can change drastically in a person’s life in 30 or 90 days. Always ask the person if you can call them later and see if things have changed.

• Sell a relationship and everything will be easy. If people like you, they will want to be on your team. Be a positive person and you will be attractive. Make your clinic or consultation look like fun, and they will want your job.

• Be alert to life. Open your two ears and people will tell you why they need this business. Listen to what they are saying. Take their worry and use it to recruit them. Here are some examples of what you might hear:

- “The brakes went out on my car this week. I don’t know what I am going to do.”

- “I can’t believe we have another kid in college. I don’t know how we are going to do it."

- “If my boss says one more thing to me I’m out of here."

- “I get so tired of working so hard and having nothing to show for it.”

RecruitingEvery new business partner you recruit is another powerful

retail and growth outlet in your Market America UnFranchise® business.

Business Manual 86

- “I would love to be there when my kids get home from school.”

• Become a leader they will want to follow. Be the best retailer and the best recruiter. Cultivate team spirit. You are encouraging women to join and to build an area together.

• There are two kinds of recruiting: - Passive: Ask everybody; don’t prejudge. The

one you think will be great, many times will not do anything. The one you think won't be interested will oftentimes be great. You never know about people.

- Aggressive: There will be those you meet and want on your team. You see them across the room and say to yourself, “They would be great selling cosmetics.” Go after those people and find out what their hot button is; what makes them tick.

• Remember, your mouth is your office. If it is open, you are in business. If it is closed, you are out of business.

Common objectionsObjections are not rejections. You must get the “no” before you can get the “yes.” The reason they can’t is the reason they should. Below are some common recruiting objections and responses.

OBJECTION: “I’m too busy.”

RESPONSE: “Great! You are exactly who I am looking for. A busy person gets things done. So many times our schedule is full, but financially we are not getting where we want to be.”

OBJECTION: “I don’t know enough people.”

RESPONSE: “This is a great way to meet people. People know people. We all go to the same market, the same school, the same bank, the same places day after day. When you start making a list, you will be amazed at how many people you know.”

OBJECTION: “I don’t have any money.”

RESPONSE: “You never will. We pay bills and make investments every day not knowing where the money will come from. It comes down to priorities: when we want something bad enough, we make it happen. If you want a change, we’ve got a plan.”

OBJECTION: “My husband doesn’t like for me to do things like this.”

RESPONSE: “Take your husband and play “Let’s Make a Deal.” Ask him to give you one year. If you don’t make any money, you will get out. If you do make money, he has to go out and make it happen. One thing men understand is money.”

OBJECTION: “What if it doesn’t work?”

RESPONSE: “Well, what if it does? This could be the best investment of your time and money you have ever made. It can change your life forever. You will never know until you try.”

OBJECTION: “What makes this different?”

RESPONSE: “Our Custom Blend and Custom Mineral Powders allow us to treat every woman as an individual and give her a look that is all her own. Our Preferred Customer Program makes inventory and paperwork minimal.”

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Ad copyMakeup artists needed. No experience necessary. Will train. Call _________________________.

Make this a local phone number — preferably a cell number or a voice mail — that you don’t have to answer. Ad response1. Don’t answer your phone.

Let the respondents hear that you are not a makeup counter looking for hourly people. They should hear your voice mail message saying something like this:

"Hi, you’ve reached _______________. If you’re calling regarding the ad for makeup artists, please leave your name, phone number and any experience you have in the makeup industry after the beep. Someone will be in touch with you over the next 48 hours."

2. Call them back saying something like this: "Hi, this is _______________. You called me regarding the ad for makeup artists. How are you

doing?" …

"Great. Do you have a few minutes to talk?" …

"OK, first let’s start by you telling me a little bit about yourself." …

"Now I’ll tell you a little about me, the company I work with and what I’m looking for, and we’ll determine whether or not you qualify. I’m _______________, with Motives Cosmetics. Motives is owned by a company called Market America. Have you heard of Motives Cosmetics or Market America before?" …

"Motives is a high-end cosmetics line comparable to department store lines. We feature custom-blended foundation and mineral powders. Are you familiar with custom blending?" …

"Well, with Custom Blend we can create the perfect foundation for anyone — from the lightest light to the darkest dark. It’s really awesome because there isn’t a woman who doesn’t struggle with finding the perfect foundation." …

Motives® Makeup Artist Ad Guidelines

Business Manual 88

"As the ad was in the sales section, I am looking for sales people — consultants. This is not an hourly or salaried position, so if that’s what you’re looking for, this is not for you. With Motives®, you are your own boss. You are trained by experts and provided support, guidance and training. You determine how much money you make. You make money every time you sell something, and you make bonuses and commissions based on the volume of product you sell. You can make a lot more money than you could with an hourly or salaried position. So, are you looking for hourly or salaried, or are you looking for something more?"

IF CALLER SAYS: "I was looking for hourly or salaried."

YOU REPLY: “Well, this isn’t the opportunity for you.” YOU’RE DONE WITH THIS PERSON. or

IF CALLER SAYS: "I’m looking for something more." Then move forward …

YOU REPLY: "Great. The next step is for us to get together; to meet face to face and get to know each other a little better. You’ll also have an opportunity to take a look at the cosmetics, and I’ll be able to determine if you qualify for one of the two positions I’m looking to fill."

If they ask if it’s one of those catalog companies or something to that effect:

YOU REPLY: "No. Those are multilevel marketing companies, and we are not. We market cosmetics. We are in direct sales, but we are not multilevel. We actually help you develop a customer base. We work as a team."

If they ask how much money they need to get started:

YOU REPLY: "You know, that’s really putting the cart before the horse. We need to determine if you qualify before we start talking money. But, you can start your own business with little or no investment."

If they say they are looking for steady income:

YOU REPLY: "Great. Well, with the job market the way it is, you’ll soon realize this is one of the only ways to create a steady income."

The interviewIt’s best if the interview is a “get-to-know-you interview.” Start with FORM (Family, Occupation, Recreation, Money). Find their pain and speak to that as you go. Then compare the 45-Year Plan to the Two- to Three-Year Plan. If you feel that they qualify, explain Market America and Motives further and book them an appointment to see the plan and/or have a consultation/clinic.

Business Manual 89

1. What interests you about making money with cosmetics and skin care?

2. Are you looking for full- or part-time work?

3. What kind of work do you like to do?

4. Do you have any cosmetic experience?

5. What kind of sales experience do you have?

6. Was your sales experience mostly incoming sales (taking orders) or outgoing sales (prospecting)?

7. What kind of management experience do you have?

8. What do you feel best qualifies you?

Then say:“I have two more questions to ask. They may seem a little silly, but they are very important.”

9. Do you consider yourself a positive person? (Write down exactly what they say!)

10. Do you consider yourself teachable, trainable and coachable?

Next, say the following:“Let me tell you a little about Motives and what we are looking for.

“We are a team of independent business owners. We pride ourselves on our professionalism, our ability to meet our clients’ needs and our willingness to keep up with current trends. And those are the types of individuals we are looking for.

“We represent various product lines — Motives Custom Cosmetics, Cellular Laboratories®, Timeless Prescription®, VitaShield®, and Skintelligence®.

“You will be thoroughly trained on our skincare and anti-aging cosmeceuticals, as well as our nutritional supplements. After all, beauty begins on the inside.

“You will be thoroughly trained on our cosmetic line, Motives Custom Cosmetics, which is a high-end makeup line featuring custom-blended foundation, custom loose mineral face powders, blushes, bronzers and shimmers. We also feature a custom eye shadow and blush compact.

“We have inventory on hand. Most of our clients want to recreate what we have done, and because cosmetics are usually an impulse purchase, we need to have the products available.”

Let them talk here, then respond.IF THEY ASK: “Where will I work from?”

YOU REPLY: “We are freelance: you choose your own schedule and how to run your business. Some work exclusively with one salon, while others choose to freelance from salon to salon. Many have a makeup studio in their home or meet clients in the client’s home. You choose what works best for you.

“When would you like to schedule an appointment to try the products yourself?” …

“When would you like to schedule an appointment to discuss the ongoing income and the ability to earn an ongoing income by teaching others how to own and operate their own cosmetics and skincare business?”

Motives® Interview Questionnaire

Name __________________________________

Phone _________________________________

Business Manual 90

BooksThe Art of Makeup Author: Kevyn AucoinMaking Faces Author: Kevyn AucoinFace Forward Author: Kevyn AucoinBobbi Brown Beauty Author: Bobbi Brown and Annemarie IversonBobbi Brown Teenage Beauty Author: Bobbi Brown and Annemarie IversonYour Makeover Author: Morgen Schick DeMannMake Up Your Life Author: Victoria JacksonFace Painting Author: Reggie WellsAbout Face Author: Scott Barnes

Magazines WebsitesAllure www.motivescosmetics.comGlamour www.allure.comInStyle www.style.comMarie Claire www.marieclaire.comVogue www.vogue.comWWD www.wwd.com

ResourcesBelow is an edited list of books, magazines and websites

that are good resources for makeup application and general trends of the beauty industry. These are not required.

motives business

Documents

motives formulas

motives pro

motives difference

motives custom facewe

motives custom settingunlike

motives custom colormatch

motives custom color

custom blend liquid