Tray Set-Up Explanation for facials and classes—Consultant Copy

START HERE…. Before the class or facial begins, do the following at the sink area:

Satin Hands: Squirt satin hands smoothie scrub and add a little bit of extra emollient night cream in hand and mix (scrub hands). Be sure to get your cuticles really good. Rinse with water. Explain each product – 1st, 2nd, and 3rd

Apply with water, in upward outward

motion and remove with warm/hot

washcloth

Cleanser

Step 2 – Replenish Apply enough to soothe the skin.

Microderm Step 2

Apply in circular motion for about 1

minute remove with warm/hot washcloth

Lip Mask

Apply over 1/2 face

Day Solution

Apply in circular motion after Lip

Mask is washed off

Lip Balm

Apply over 1/2 face

Moisturizer

Step 1 – Refine Apply with plenty of

water and best removed by rinsing

at the sink

Microderm Step 1

TW Eye Firming Pat with ring finger

under eye area. Apply on 1 eye same ½ of face.

Soothing Eye Gel Same application as

above.

Oil free eye (on cotton) Before cleanser, shake well and dispense on cotton ball or pad. Bronzer (on cotton ball) Bronzer Apply all over with cotton ball or pad

Foundation Determine Matte (for c/o**) or Lumenous Coverage for (n/d*)

and use stripe test to match. Dispense some on #8 for later and/or

Mineral Powder.

Concealer Determine what shade Ivory, Beige or Bronze and squirt small dot on

Lip Gloss

Apply to lips

Crème Eye Shadow

Beach Blonde – apply to whole

brow bone to lid Iced Cocoa –

apply to lid only

You Choose your Mary Kay Destiny

Opening (Page with pictures of your family and goals)

Welcome, my name is _________ and I’m excited to be here! Give a quick 2 minute I – Story

Thank Hostess

I have 3 goals today: 1. I want you all to feel pampered. 2. I want you all to leave with more information than you came. 3. If you fall in love with anything you try today, I want to help you find a way to take it home. I have some

awesome specials and I will share that with you later.

Everyone who decides to use the basic skin care receives two facials! We stand behind our products so much that we have a 100% satisfaction product guarantee, just like L.L. Bean is to retail!

Have guests introduce themselves and tell how they know the hostess and the best thing that happened to them today.

Now I’m going to give you a brief overview of what we will be doing today.

1. First, and most important, is Skin Care—How does everyone feel about wrinkles, breaking out, oily skin, dark circles or spots/skin discolorations? (Refer to the pre-profiling calls…you probably heard those kinds of comments). I am excited to share with you the #1 best selling brand in the US!

2. Second, we will be trying what I like to call a “Dash out the Door” look. Not be a lot of make-up yet make you looking very polished.

Pick up the Travel Roll-Up and say: By the way, this is called our Travel Roll-Up, and we’ll get to try everything in this.

Introduce Mary Kay— the person (Page with pictures of Mary Kay)

This is Mary Kay Ash.

This is her picture. Has anyone ever seen her? Heard of her? What do you know about her or the company? (Acknowledge comments)

A brief history:

Mary Kay started this great company in 1963 with only 9 women and her life-savings of $5000. Since then it has grown to an independent sales force worldwide of 1.7 million in more than 35 markets worldwide.

She had a few good reasons to start the company:

1. To provide women with an opportunity for unlimited financial success while still maintaining their values and priorities of God 1st, Family 2nd, and career 3rd. And…

2. To provide quality products with great service.

There are many great companies, but MK is considered one of the top 10 best companies for women to work for. But there are 3 main things that set us apart from all others:

1. Our Products: We have the #1 best selling brand and it continues to undergo constant testing and improvement. We use a teaching and try before you buy approach to show products. It’s recession proof and we don’t test on animals. Our products are so nice you’ll notice a difference even after one application today.

2. The Person: Mary Kay was a real person with amazing principles. She’s named the Greatest Female Entrepreneur in American History. She started the Mary Kay Ash Charitable foundation that supports cancer research and the fight against domestic violence. Since it’s beginning in 1997 $29 million has been donated to these causes.

3. The Marketing Plan: We have the highest commission in direct sales. We have no quotas, no territories, and unlimited advancement and tax benefits because we are self-employed.

50 years later, women still love Mary Kay Ash, the Company and the products. That’s because women discover that Mary Kay is about a lot more than the legendary pink cars and pink jars.

Every Mary Kay product that you purchase helps to support the Mary Kay Ash Charitable Foundation. Plus, the Company and independent sales force members carry on the vision of Mary Kay Ash by supporting many charitable activities. And Mary Kay is pink going green and great on the environment. With our one time purchase, magnetic, refillable compact, you are actually helping this cause

The Miracle Set

Healthy Skin accomplished with 5 steps

The Miracle Set provides 11 age-defying benefits

in one system and is clinically shown to reduce the appearance of fine lines and helps improve skin

elasticity and even skin tone.

Results

As seen by a dermatologist on panelists in a 12-week

clinical study:

83% had a reduction in fine lines and wrinkles.

Up to

25% improvement in skin elasticity.

100% had softer, more supple skin.

46% improvement in more even skin tone.

The Miracle Set Before we try the skin care products let me explain why a good consistently used Skin care system is important.

The TimeWise® Miracle Set (normal to dry) provides incredible age-fighting results to help you maintain younger-looking skin. The set offers 11 age-defying benefits in one skin care regimen: cleanse, exfoliate, freshen, energize, hydrate, smooth, firm, soften, protect, rebuild and reduce fine lines and wrinkles.

Now, take a look at your skin in the mirror and think about this: How old you are is your business, but how old you look is mine. What we’ll be doing over the next 30 minutes will take you about three minutes in the morning and evening. You’ll see results in three days, three weeks and three months that you will love. How would that work for you?

Today you will try the formula best suited for your skin your skin type as indicated on your profile card; however at your second facial, we can make adjustments if needed.

TW Cleanser – Everyone should have a small amount of TW Cleanser on your tray. At home you would normally use water with this, especially if you tend to be oily, but today we’ll just be working with it and removing it with a wet washcloth. It comes in 2 formulas. One for normal/dry and one for combination/oily skin. 1. As you apply the cleanser, you’re treating your skin to outstanding cleansing and foundation removal. You’re also pampering it with micro beads that gently exfoliate and botanicals that tone. It speeds up the natural renewal process of the skin for 4 weeks naturally rejuvenating it. (Have guests apply by dotting the cleanser on the face and blend using an upward outward motion all over the face avoiding the eye area) This is the best way to treat your skin.

Satin Lips – At the same time, you can go ahead and use the lip mask on your lips. This exfoliates the dead skin cells off your lips. (Apply with lips together in circular motions) Now remove the cleanser and mask with your cloth. Then you can apply the lip balm to your lips. It has no wax to build up on your lips and no alcohol to dry them out. The lip balm will hydrate your lips for up to 6 hours with every application.

Using soap does nothing for your skin except to dry out the surface and leave a film on your face.

The soap scum you see on your bathroom is like the same way except on your face. EWWW!

#1 Best Selling in the Nation Oil-Free Eye Make-up Remover

Mary Kay® Eye Primer

Volu-Firm™ Eye Renewal Cream

Indulge® Soothing Eye Gel

Mary Kay® Cream Eye Colors

Oil-Free Eye Makeup Remover

Lets get started with our first product, the Oil-Free Eye Makeup Remover. We have over 200 products in the Mary Kay line and this is one of the top movers and shakers. It’s a two-part formula that gently removes all types of eye make up, including waterproof mascara, without tugging or pulling. It won’t promote wrinkling and it is safe for contact lens wearers. It strips the eye area of all the buildup from dirt, oil, impurities and products you might be using. It also provides an excellent canvas for applying eye products so that they stay put. You will not want to use the cleansers around your eye area because they can be too harsh. When used with Mary Kay’s mascara and eye products it works like a genie in a bottle to easily remove product and prevent buildup. You’ll want to shake it before use and always use a cotton ball, not tissue or toilet paper because it can be too harsh. Plus you’ll want to receive the maximum benefits with the minimum amount of product. You will want to take the wet side of your cotton ball and gently wipe all over the eye area. Take the opposite side of the cotton ball right after to remove any excess.

Microdermabrasion- (This is optional don’t overwhelm guests)

Has anyone ever heard of Microdermabrasion? I call it liquid sandpaper for your face. We use the cleanser 2x a day to gently exfoliate, but 1-2x a week we need hyper exfoliating. This 2 Step set will instantly soften and brighten your complexion. It’s kind of like spring-cleaning for your face.

Step 1- Refine: used gently to buff away rough, dull, dead skin cells that naturally accumulate on the surface of your skin; leaving it with a more radiant, healthy look; as well as a fresh energized feeling. It gets out all the dead skin that magnifies pores, wrinkles and blemishes so your soft fresh skin can show. (Apply to the chin in small circular motions/then wipe off with a face cloth.)

It is used immediately after your cleanser 2x a week. We like to advise people to use it on the 2 W’s, Wednesday and the weekend, because it makes it easy to remember. (You’d normally apply all over the face avoiding the eye area demo on chin. It will feel like fine grit sandpaper).

Step 2-Replenish: separates the set from the competition. It's a rich lavender serum, containing vitamins, antioxidants and anti-irritants. It soothes your skin and acts like a Visine for your face to get the pink out from Step 1. This tube has 36 treatments, which is enough to do your face 2x a week for 4 1/2 months.

Basic Set Miracle Set

Microdermabrasion &

Volu-Firm Eye Renewal Cream

Good Better Best Let’s talk about wrinkles; MK scientists have discovered the key to help diminish the signs of aging. We call them the Miracle Buddies. Day/Night Solution – Together they protect and repair. Day Solution is a white lotion. The main ingredient is vitamin A, which boosts the skins own natural ability to produce collagen. Collagen is a protein that makes your sin firm and resilient. It also contains vitamin E, which helps defend the skin from molecules that attack skin’s firmness and elasticity. Finally, it contains an spf of 25 that protects skin from harmful UVA/UVB rays. Night Solution contains vitamins A, E and C. The colored nutribeads you see actually contain the vitamins. It also contains botanicals to give your skin an energy boost. Reach for stars at night. (Have guest apply on ½ the face avoiding eye area using upward/outward motion.)

TW Moisturizer – is the next step in the TW skin care system. We all know that moisturizing the skin is important, but did you know that a lack of firmness is caused, in part, by loss of moisture? This moisturizer gives you combined action of 10 hrs. of hydration, plus powerful antioxidants that guard against free radicals and the exclusive TW patented complex that works with your skin to deliver great anti-aging benefits. All of this works together to give you smooth, radiant, younger-looking skin you want. We want our skin to be like a grape not a raison. (Have guest apply on ½ the face avoiding eye area using upward/outward motion.)

May use analogy: TimeWise Skin care is like brushing your teeth everyday– twice a day. The Day/Night is like flossing/fluoride. You wouldn’t think of flossing without also brushing.

“AGELESS EYES” TimeWise Repair™ Volu-Firm™ Eye Renewal Cream

& Indulge Soothing Eye Gel

Apply using the “gentle finger” also known as the ring finger all over the lid area

and temple areas.

TimeWise Repair Volu-Firm Eye Renewal Cream

Targets deep line, wrinkles and sagging skin

Targets undereye bags, puffiness and dark circles

Targets crepiness and dry skin

Increases skins moisture for 12 hours

Features a unique liquid crystal delivery system that helps enhance effectiveness

Contains the benefits of the Volu-Firm™ Complex

Indulge Soothing Eye Gel Relieves…

Stressed Eyes

Eye Puffiness

Tired, Achy, Allergy, Irritated Eyes

Every Woman’s

Delight

Ageless Eyes

Now we will go onto making our eyes look ageless. First we will be using the TimeWise Repair Volu-Firm Eye Renewal Cream.

Just imagine ladies, a luxuriously rich eye cream so advanced it brightens, firms, provides intense moisturization for 12 hours plus minimizes deep lines, wrinkles and sagging skin. With the TimeWise Volu-Firm Eye Renewal Cream, you can have it all. It delivers more benefits for the younger-looking eyes you want to see.

It also minimizes the appearance of under eye darkness, puffiness and undereye bags.

96% saw an improvement in the overall appearance of the skin around their eyes. Experience the results for yourself! (Have guest apply a thin layer around their one eye with their ring finger, paying special attention to under eye area. Work with same ½ of face they’ve been working with). Normal application use the metal tip as the applicator.

Next is the Indulge Soothing Eye Gel…awww, this is every woman’s delight. We call this peppermint patty for the eyes.

Revive those tired-looking appearances with this cool, soothing gel.

You know on a tough day when your eyes begin to burn and ache? Well, the eye gel has extracts in it to soothe tired eyes.

It tones, firms and reduces the appearance of eye-puffiness for a benefit lasting about 8 hours. (Have guest apply a thick layer around their eyes with their ring finger to the eyelid, temple, lower under eye, avoiding the lash area. Work with same ½ of face they’ve been working with)

Mary Kay Botanical Effects

* Personalized botanicals deliver holistic benefits by skin type

* Contains a hypoallergenic, antioxidant-rich complex free of alcohol, synthetic dyes or added

fragrance.

* Packaging is gentle on the planet.

* New: Cleanser, Moisturizer, Freshener and Mask. It’s available in three formulas dry, normal,

and oily.

Botanical Effects Cleanse:

-Gently cleanses without stripping essential elements

Botanical Effects Hydrate:

-Absorbs quickly and leaves skin feeling balanced.

Botanical Effects Freshen:

-Nondrying formula gently removes access residue from skin

Botanical Effects Mask:

-Gently removes impurities as it revitalizes skin; Removes easily with warm water.

With MARY KAY Botanical Effects taking care of your skin is now SIMPLE!!!

TimeWise RepairTested for all skin types

Mary Kay scientist took 6 years to perfect and launch this amazing product line! It was awarded the Good House Keeping seal before it was even on the market! Restore what was lost and lift away the years with this scientifically innovative regimen that proves it’s never too late to rescue skin from the damage of the past and recapture a vision of youthfulness. This is designed for the over 50's or nearly 50, has not used any skin care and neglected their skin in the past. For oily, normal and dry skin. Soft foaming cleanser, serum goes on first that will moisturize your skin. Day/night will moisturize for up to 12 hours and the NIGHT HAS RETINAL! Better then botox, the eye cream is the first that is safe for our eye lid and the entire line has the volufirm in it that plumps, firms and lifts! Eye cream has the metal tip it is cooling, soothing and energizing, manual messaging with the tip helps to get the cells moving. The eye cream dispenser is made of ZAMAC (zinc, aluminum, magnesium and copper) - the SAME thing boxers massage their faces with to get rid of swelling! You don't need to touch the product, simply massage on with the flat side, then turn over and massage the under eye area with the rounded side. If you are using any of our skincare supplements this will save steps, be simpler and easier. You will not have to use the supplements. Fights deep lines and wrinkles, helps sagging skin, and sun spots. All products have airless pumps. Plant stem cells and peptides. Gives us 4 skin care lines to customize for our customers.

Needs Pampering!

Who Do You Know Game Ok ladies, we need to pause for a little bit in order for your mini face-lift to take effect. So we are going to play a little game called “Who Do You Know”! This game is a completely anonymous opportunity to support my business. “Who Do You Know” that may be overworked and under pampered and would benefit from receiving a Free Mineral Makeover. I’m looking for women over 21, don’t currently have a Mary Kay lady, not in this room and is in the state. I’m going to give you a few minutes to race to fill up the forms. The one who fills the sheet up first or has the most will win a special prize from me. I am looking for a new name for each line. So take out your cell phone or address books. Are you ladies ready? On your mark, get set, go… (Give prize after finished game and then go onto next)

Seeing is Believing

We will be pausing for a minute to look in the mirror and see the changes in your skin…

First I’ll have you look at the opposite sides of your nose to see if you can notice less noticeable pores.

Next I will have you look at your smile brackets to see if you can see a difference. Usually you will notice less of an appearance there.

Now can you notice a slimmer or tighter appearance in the jaw area? Now move up to the eyes can you see the upper lid looking tighter, firmer? Can you see a bit of a reduction in the eye creases under the eye and by the temple, especially if you squint?

Most always people always remark on SEEING and/or FEELING a significant improvement! You can even rub your hands on both sides of your face to compare the smoothness from one side to the other.

Protect with Foundations Powders, liquids and creams

Let me, your independent

Beauty Consultant, help you find your

perfect match!

Foundation The final step in a good skin care routine is the protection step or foundation.

Foundation does some important things. 1. It protects the skin from the environment 2. It balances the skin type depending on personal needs 3. It evens out the skin tone and gives a flawless look

Currently we have several different types of foundation: We have powders, liquid and creams.

We also have the popular lightweight, longwearing, anti-aging and oil-absorbing (matte wear) coverage for normal, combination, and oily skin. And we also have moisturizing (luminous) coverage for dry to normal skin.

Now go ahead and dot the foundation on your cheeks and forehead and finish by blending outward and down. The way you know if you have the right shade is if you can’t tell you are wearing foundation. Blend it to your jaw line, but not down the throat area. Great! It looks Wonderful!

Now we will add the final touch with our Mineral Powder Foundation. This is your brush. It has natural soft hairs, cut straight across for the perfect application of your mineral powder. The benefits are that it is oil absorbing and the formula provides build able coverage with the comfort of a silky powder.

It also blends for a flawless look and evens out skin tone. It is transfer resistant and will not fade away midday. The Mineral Powder is applied by shaking the powder to the top of the jar; dip your brush in it, tap of the excess and swirl in the cap. Apply in circular motions working from the center of your face outward.

To clean your brush, use an antibacterial soap every 2 weeks and rinse, squeeze out excess water and hang it brush side down to dry with a rubber band. When taken care of properly the brush will last you forever.

Place your before picture here

Place your after picture here

2

1

1 = Beach Blonde

2=Iced Cocoa

Bronzer

Lip Gloss

Now it is time for some color. Some of you will be doing a “Dash Out the Door” look that is very quick, but leaves you with a polished look. Some of you are doing an advanced color look, so I will be giving different instructions depending on what you are doing.

*Show Eye Primer on back of hand with dark eye shadow.

Now it’s compliment time. Start with the hostess, share your favorite thing was that she experienced today and then turn to your right and give her a sincere compliment and work your way around the table.

Dash Out Door (DOD)

You will start by using your ring finger to apply the beach blonde just underneath your eyebrow as shown in the diagram. Then apply the iced cocoa to your eyelid and blend upward until you reach the bleach blonde. Next is mascara. You will be using our Ultimate mascara, which is our most luxurious giving you longer fuller lashes. It comes in black and black/brown. It has a BUILT IN PRIMER and smart wiper technology, which means that when you remove the wand, there is enough product to do one application to both eyes. Do your lower lashes first, the upper of the upper and lastly, go underneath. This mascara can be used in multiple coats. Next you will apply the bronzer, which is already on your cotton ball. Place two fingers next to your nose and using the cotton ball, start at your hairline and swipe along your cheekbone to your fingers. Then turn the cotton ball to the white side and soften the color. Last, apply lip-gloss that is in your tray.

Adv. Glamour .

We will start with the eyes. Using the eye diagram on your printout, use your sponge tip applicator to apply the eye colors as shown on the diagram. Then apply your eyeliner. Next is mascara. You will be using our Ultimate mascara, which is our most luxurious giving you longer fuller lashes. It comes in black and black/brown. It has a BUILT IN PRIMER and smart wiper technology, which means that when you remove the wand, there is enough product to do one application to both eyes. Do your lower lashes first, the upper of the upper and lastly, go underneath. This mascara can be used in multiple coats. Next come cheeks. Use the cotton ball to apply the cheek color from your sample. Place two fingers next to your nose and using the cotton ball, start at your hairline and swipe along your cheekbone to your fingers. Then turn the cotton ball to the white side and soften the color. Last, apply lip liner by tracing your lips and filling in, then apply lipstick and lip-gloss.

Because you deserve it all!

From skin care to body care to color, this incredible bag holds it all.

The Travel Roll-Up Bag This black bag with a clear interior features four clear compartments

that attach with Velcro to put it on or take off as needed. The bag hangs for easy access or rolls up

for convenient storage. It’s great for keeping your Mary Kay products organized for home and travel.

Ask me how you can get your own Travel Roll-Up Bag, or I like to call it the Diva Bag, today. (Products shown not included.)

Create your own Roll –up Page (Table closing: explain sets words to say)

Turn to the person next to you and tell her how beautiful she is.

Thank the Hostess again.

I will have a chance to meet with each of you and answer any questions you have. But first, I would like to show you sets—we have found that women want to know what comes together, ways to save money and product that works well together for the best results. Flip your who do you know sheets over and for your wish list. You can circle any items that you loved today on your wish list.

This is what every woman wants, the Roll-Up Bag, I like to call it the DIVA Bag. It is a $40 value, comes apart, is clear so it's easy/faster on finding products, packs easily, and has a cute little handle to carry and a hook so you can hang from your bathroom door.

Let me tell you first ladies, that with 2 sets you save, with 4 sets you save more and get the DIVA Bag for FREE and with 6 sets you save the most, get the DIVA Bag for FREE and get a 7th set for 1/2 price. These are the 6 sets you tried today. (Romance the bag). For each set say the # (start with 6 first and work backwards), contents, benefits, and bonus/gift if any. (Romance each set individually and then passes them around. As it comes back around, put back into DIVA Bag).

Next, I'm going to answer the 3 most commonly asked questions women have at the end of the class.

1. How long does it take to get the product? I am excited to tell you that, I do choose to carry stock on my shelf, so as early as today ladies. You can take it home now!!

2. How do I pay? Well, we are just like a department store, we take, cash, check, debit and major credit cards VISA/MC and Discover.

3. How much does it cost? I will give you a place mat in just a minute with that info.

Also, a great way to get some products for FREE is when you have your second facial or very own Advanced Glamour Makeover. I have found that most women get what they want today, and at their second facial they use their hostess credit to get other things they want.

Shop online at my Web site: www.marykay.com/

See how fun shopping online can be! Log on today to see

what’s new online and order your favorite products.

Plus Find: Virtual makeover

Gifts for every occasion

Makeup application tips

And much more!!

Place business card here

After Class-Individual Close in the Other Room

Sit down next to her, preferably lower than she is. Take papers from her and organize them with placemat on top facing her. On your lap have date book open. Have readily available a mirror, products to sell, hostess packets, recruiting information (Fast, Fun, Facts Postcard), additional Beauty Books, placemats and a money bag with about $15.00 in change. Then do the following with each person: Sell

Did you have a good time?

How does your face feel? It looks great! (Have her look in the mirror).

Referring to the placemat or wish list that they circled and/or complete section say…

Have you decided what you would like to do? (Pause...don't talk until she says yes, no, or I'm not sure).

If she says yes, allow her to tell you what she has decided. If not a set...Say, "What did you think of the basic?" If you says "No (or I don't know") I haven't decided", say, "What did you think of the basic?"...And go on from there.

Use placemat to have them decide what they want. Book

Schedule a second facial for every basic you sell. This is absolutely vital or you will be out of bookings in 2-3 weeks; and she won't use her skin care correctly. (About 3 out of 10 basics sold need adjusting at the 2nd facial).

Email your director with the names and numbers of those whom you shared information with or want. Play Deal or No Deal Game at the table next.

Deal or No Deal

(Get your Deal or No Deal goodies ready to play this game. It helps tremendously with bookings. And it’s a blast!!!) Ok ladies, I’m so excited to share with you our version of Deal or No Deal. Everyone needs to take a box from me but don’t open it yet. (Hand around your platter of boxes for everyone to take one). This is how it works. Inside each of those boxes is FREE Mary Kay items, a lot of product for little $ or great discounts. When you say Deal you get together with me for your very own FREE Mineral Advanced Glamour Makeover session, invite 3 new ladies not here today for some fun girlfriend time and you get what is in the mystery box absolutely FREE! But if say no deal, you don’t get together with me for the FREE Mineral Makeover session, you don’t get the fun girlfriend time, and mostly you don’t get to see what’s inside the box. AWWW! (Make a sad face) In addition, I’m also excited to let you know about our special Create-A-Look. (At this time you can hand them the Create-A-Look sheet for them to fill out while they are waiting and you are explaining what that is.) When you fill this out and hand it back to me, you will receive an advanced glamour which is computerized and takes into consideration your eye shape and color, face shape and skin tone, hair color, and lip shape. You also receive a print out that will show exactly how to apply makeup to your bone structure that will be yours to keep. This is a $25 value for FREE and you get it all at the time of us getting together. Okay Ladies deal or no deal. (Start with the most excited. She’ll say yes and it’s contagious. Most women want to know what’s in those little boxes.)