Laura’s Facial one-on-one *WELCOME
“Let’s go ahead and get started. Go ahead and have a seat and fill out this customer profile while I
match your foundation shade.”
*INTRODUCTIONS
“Let‘s get started. Tell me, when was the last time you tried Mary Kay at a facial? What is
something you would like to change about your skin?” Great. Well.... Thank you so much for
meeting with me. There is no obligation to purchase but if you see products you would love to
have, I do have them in stock with me so you can have them immediately. So first, I’d love to tell
you a little bit about me then about what we are going to do.
*Mini I-STORY
“I joined Mary Kay ______ and prior to Mary Kay and currently I _________. I joined Mary Kay
because ____________. And What I love the most about my Mary Kay business is
_________________________________________. My biggest fear before joining was
________________but what I’ve gotten out of Mary Kay that I least expected and enjoy is
___________________________. I love my Mary Kay for the tax savings, unlimited income
potential, recognition, prizes, self-esteem, girlfriends, free car program, advancement opportunity,
and the fact that I can BE MY OWN BOSS. “Mary Kay Ash always used to say there is a new
beauty consultant at every skin care class. Who do you think it is today? (laugh) Well, Mary Kay
may or may not be for you, but watch me today and I’ll let you know if I want to tell you more about
it at the end.”
*AGENDA / WHY WE BOOK IN 2 APPTS.
“Here’s what we are going to do ....
 First we are going to do SKIN CARE- that is the most important thing we teach in Mary Kay!
 Next we will do “DASH OUT THE DOOR” color –quick color techniques for a busy lifestyle!
 Then we will meet one on one to make sure I answered your questions! And if you do want to
purchase something, finances are private to me and I can work you the best deal!!!
I work my business in 2 APPOINTMENTS. Today is your SKIN CARE APPOINTMENT!
Your FOLLOW UP facial is the hottest, most popular appointment on my date book. The next
appointment is your COLOR appointment! To learn color techniques! If you were to do this
appointment at a salon it would cost you over $40.
You can go to www.marykayintouch.com and login.... click on “business tools” then click on “create a look” and put in her
features..... eye shape, eye color, skin tone, etc... from #6 she fills out on the customer profile. You can print out an applications chart,
and 3 different looks for her: Natural, Classic, and Dramatic
Look!!!!! This is worth money at a Salon..... SELL IT!!
The reason we book in 2 appointments iss o we do not overwhelm you and so that we honor your
time. If we were to do both appointments today you would be here for 4 hours.....So at the end I’ll
meet with each of you and you’ll want to get that FOLLOW UP APPT booked.
A FEW THINGS I LOVE (SPRINKLE THESE INTO YOUR APPOINTMENT
THROUGHOUT! NOT ALL AT ONCE!) about this company for customers is:
* Mary Kay is a company who allows woman to put faith first, family second, and career third.
*Mary Kay has been the #1 Best Selling Cosmetics Brand the last 16 years.... did you know that
before today?
*Mary Kay does not test on Animals...did you know that before today?
*Mary Kay is 100% Guaranteed...how many of you knew that before today? You have nothing to
lose and you never have a “junk drawer” of cosmetics with Mary Kay! You can return/or exchange
it, no questions asked no matter what! Did you know that before today??
*5 STEPS OF SKIN CARE
“There are 5 VERY IMPORTANT steps to GREAT skin care:
1. Cleanse- Twice a day. Get all the bacteria and makeup off your skin. If you do not wear makeup
or foundation you have more dirt and bacteria on your skin than I do. Did you know that?
2. Exfoliate-Pull out the dirt and bacteria out of your pores. Also get rid of all the dead skin cells to
see the benefits of your fresh skin underneath.
3. Freshen- Refine your pores and close the pores back up after they are clean so that nothing can
get back into them.
4. Moisturize-Fill your pores with moisture (Water based/ oil free) Also prevent wrinkles. Compare
a grape and a raisin. Which one has moisture? Which one do you want your skin to look like?
5. Protect-Provide a ‘shield’ to protect your skin from the environment.... how many of you have
been on a road trip (show of hands)? Okay, you know the junk that hits your windshield or gets
grimy on your sunglasses? Well that same junk hits your face.... just at a slower pace? Isn’t that
gross?? You have to PROTECT your skin with FOUNDATION. Foundation was NEVER created to
cover anything up. (Ours are non- comedogenic- doesn’t clog your pours) ...we have totally gotten
away from the purpose of foundation. It was designed in the 1940’s to PROTECT YOUR SKIN.... if
you do not do the 1st 4 STEPS OF SKIN CARE...then foundation looks thick, cakey, and does not
match..... if you actually CLEANSE, EXFOLIATE, FRESHEN, AND MOISTURIZE.. Then
foundation will look flawless and very natural! Make sense? .... OKAY, has anyone learned anything
new? Great.....
These 5 Steps are fit into 3 easy steps with the Mary Kay Products!
1. 3 in 1Cleanser (First 3 steps, cleanse, gentle exfoliater, and toner)
2.Moisturizer
3. Foundation
*SKIN CARE
You are going to get to try the closest thing to a FACE LIFT.... are you excited.
“First, lets take off any eye- make up you may have on with our AMAZING oil free eye makeup
remover with a cotton ball! This is #1 in its own category! We all have Eye Lash Critters and this
will also get rid of bacteria on your lashes!!!
1. 3 in 1 cleanser...it’s so easy...it’s a cleanser, exfoliater, and freshener ALL IN 1!! So go head and
put that on...it’s in #1.... rub it up and out in circular motion all over, avoiding the eye area....
Okay...now take your wash cloth and wash it off...
2. Microdermabrasion Step 1.. This is in the #2 this will feel like small grains. Take this and
lightly rub in circles all over your face! This is a deep exfoliation that you would do only 2 to 3
times a week! This is patented to MaryKay as the only Microderm with the value as those in a spa.
IT has the same Aluminum Oxide crystals! At a spa they want you to pay for 7 $100 sessions! Our
Microderm is only $55 and will last you a long time!
3. Microderm Step 2. We call this “Liquid silk” It replishes that fresh bright skin!
4. Day solution, which is like a face lift in a bottle! This is NOT a moisturizer but helps reduce fine
lines and wrinkles. Brightens the Skin and has SPF 25. Put that all over and leave it on... Think of it
as a veil of defense. It prevents lines and discoloration before they occur by blocking damaging
UVA/UVB rays. Plus, a calming peptide helps relax expression lines.
5.Night solution- Put it on the back of your hand so you can feel it! After washing your face at night
you put this on to rejuvenate you skin all night! It has Retinyl Palmitate in it that builds collagen. We
all start losing collagen at age 18… this product helps your collagen production last longer in life
and the new collagen to stay!
6. Moisturizer..... Put that on and leave it on..... that has no oil and you only need the size of a pea
for your whole face.....it should last you for 4-6 months....
7. Firming Eye Cream Feel the skin under your eye. Now feel the skin on your cheek. Can you tell
the difference? Our eyes is the first place we age because of the thin skin that does not have any
moisture ducts so it needs specified moisture for that area! This firms and brightens! Stipple it under
your eye area lightly because the skin is delicate. Use your 4th finger because it is the weakest and
you don’t want to pull that area! (At night you would put it all above and below your eye!)
8. Primer/Concealer/ Foundation – At the top of the tray I put the PRIMER! This is our amazing
new product that will make your skin supser soft to prepare it for the foundation, and it extends the
wear of your foundation all day! With your 4th finger place the concealer in the same area you put
your firming eye cream to brighten it! Start with a little… a little goes a long way. There are two
reasons for Concealer: 1. Brighten under eye area- put on before foundation 2.To conceal blemishes
or even out skin tone- put on after foundation…. Then put the foundation on with your fingers! This
same pattented formula sells in Europe for $100 a bottle! Amazing huh?
9. Lip Mask Rub it in a circular motion on your lips...it’s really gritty and feels weird and looks like
you just drank a big glass of milk.....wipe off your finger and let it dry for 2 minutes.... You cannot
moisturize dead skin! Lets get it off!
Okay, take off your lip mask with your wash cloth...
10. Lip Balm- put it on your lips.. this will moisturize for up to hours! right above it....
*COLOR “Okay, now we are going to do a quick dash out the door look. Put one of the new cream
eye colors on the entire eyelid up to your brow. These are great! Crème to powder and are
waterproof! Then use the other side of your sponge tip applicator to use one of the new cream
blushes. (Put on with finger after it is on the sponge tip applicator!) Okay, now go ahead and put on
this lip gloss and mascara.....awesome.
Take out your mirror and hold it arm’s length away....don’t you look great? What do you like the
best about your look? How does your skin feel?
Compliment Time!
This is my favorite time! I want to go around the table and tell everyone what we love about their
skin/ look… and they will tell us their favorite thing they liked/learned today!
***DESERTED ISLAND GAME!
I want you to put your name in the Cloud at the top! I want you to imagine you have been on a
deserted island for 40 days! Then I want you to think of your dream man! (this could be your
husband, boyfriend, favorite movie star, ect.) Imagine he is going to come and rescue you in 10
minutes and you only have one favorite color product with you…. What would it be? (mascara,
eyeliner, lip gloss, eye shadow, ect.)
Now everyone grab your cell phones. You have the chance to offer a COMPLETELY FREE
FACIAL and $10 GIFT CARD to any friends and family! This is a gift from you! All you do is write
their names and numbers on the line! Whoever has the most names and numbers after a couple
minutes while I clean up will win the product that they put in the cloud!)
*TABLE CLOSE- Opinion Poll
Top Info
Put your name and info at the top! Answer the Top Three Questions!!!
Hand out the sets sheet for the “Sets Question”
Sets Question
I’ve got a great flier for you. If you love bargains, you’ll love this flier. As I go through the different
sets offered I want you to check which one you would LOVE if money were no object...if they were
free, you would want them!
Go through each Set Starting with THE DEAL of the night! (Ultimate Miracle Set + New
Foundation + Mascara + Bag Free ($70 value at Nordstroms.. only 3 pockets and the pockets don’t
come off!.. for only $199.. only $10 more!)
AND, you can pay in up to 2 payments. You can pay 1/2 now and the other Payment your next pay
day. I can charge your card or post date two checks. Whatever is easiest for you but the coolest part
is YOU GET TO TAKE IT HOME TODAY!
That is less than $ 0.50 - $1.00 per day for your skin! My dad spends more on his morning coffee at
Starbucks than that.
Referalls/ 2nd Appointment with Friends!
1. You already filled this out with the deserted island sheet, but this can be extra if you need more
room! This also could be a guest list if you want to win free gifts at your 2nd appointment by having
friends! Before you start I want you to know that I won’t stalk your friends and I’ll offer them either
a $10 gift certificate and a free makeover OR a $5 gift certificate and free samples. Okay,
ready...set....go Great....how many did you write down? Way to go!!
With all the names you have written down is there any reason why at your second appointment you
wouldn’t want to share it with friends and win free product….. Like “Suzie” did…
Practice Interview
I’m in a contest with my director to do 3 practice interviews with my director every week. They only
take about 30 minutes and if you do one you get one full size product half off just for helping! You
just have to give your opinion on how Mary Kay works and ask questions about how we make
money. If you are accidentally interested great, if not oh well. It counts for my contest and I would
love to have you help me out to get you a gift. Put “Yes” if you are curious about how it works and
would love more information! Put “Yes Practice” if you are not necessarily interested but would
love to help me out!
Guest to an Event
If you would like to be a Guest at one of our exclusive events to learn more about tricks, trends and
try more great products (like the glamour events) Please put “Yes” and I will contact you to see if
you are available when I have an opening!
Here is a LOOK BOOK that has more products to look at if you want to see more of our product
line. I have a full inventory so if there is something you see in the look book that you don’t see in the
bag, I can get it from my car when we are finished meeting one on one. Go ahead and look through
the catalog and the sets and see what your wish list is.....while you are looking at that....I’m going to
throw all the trash away and when I get back we’ll see what your wish list is and take your order if
there is anything you would like today. Okay, I’m back. **In order for me to count you as a face in
my contest I AM REQUIRED to meet with your one-on-one.. Plus I feel that finances are private
and I want to make sure I can make the best deal for each of you!
ONE ON ONE CLOSE QUESTIONS
(Go Through each Question with them! Do not ask the Question again… they already answered it! Just talk about their
answers!)
“If money were no object I see you would love the Ultimate Miracle Set! Is that what you would like to take home with
you today?!?! (THEN QUIET UNTIL SHE ANSWERS!)….. if not go through each other set.. if so… make sure she is
not done shopping!
-take order, collect payment (wait afterwards to get the products together if she wants something not in the bag already)
Susan, at every single facial I always select the women I would most like to have as my future hostesses and I would
love to have you as a hostess at your color 202 appointment b/c you were so fun and the life of the party (whatever
sincere compliment you want to give her).
I know you’ll be great.....lets TENTATIVELY schedule a COLOR 202/FOLLOWUP FACIAL so you can get your
awesome free gift with the understanding that if you need to reschedule or something comes up, we can move it. But
this way the I get credit at my Mary Kay meeting for bookings and look so cool if I have the most appointments on my
datebook.
Would ________ or _________ Work best for you. Only give 2 options… then two more if those do not work for her!
EVERYONE. If she books a follow up, I schedule it and give her a hostess flier and schedule a time to call her and
prepare her for her follow-up facial whether it be getting a guest list or talking about what she wants to try.)
Thank you for helping me out with a practice interview! Be looking for which product you want to get half off so I can
bring it to the appointment!
Would ______ or ________ work best for you (again only two options at a time)
-schedule it EVEN if you do not know your director’s schedule. We’ll work it out. Just GET IT ON THE BOOKS....it’s
always easier to reschedule later than to play “phone tag” and try to book it later.
Laura’s Hostess Plan:( You can use any hostess plan you choose!)
$75 Free! Ask for details!