Mary Kay Cosmetics, Inc.
PEARL DIVISION
WELCOME TO THE MARY KAY WORLD!
We are delighted to welcome you to our Million Dollar Bound Unit. Our unit is ranked in the top 13% of
Mary Kay cosmetics. Congratulations on making a wise decision to join a unit that has God first, family
second, and career third, and is the fastest growing unit in all of Mary Kay.
Your decision will certainly make a difference in your life in the months and years to come. Be sure to
say or send a special “thank you” to the person who shared this fantastic opportunity with you.
To help you get off to a positive and productive beginning, we have put together some information that
we know will be helpful to you. Take some time to thoroughly read the information in this packet so that
you can get off to a Power Start of Booking Classes, Selling the Product and Building a Successful Mary
Kay Business.
As your Director, I am here to support you as you learn and grow in this business. Get excited about what
this business will do for you and your family, as well as about being a part of a Powerful Unit and
National Area. Call me after reviewing this information, so we can create a plan for your business
success.
Believing in You,
Future National
Keita Powell
Unit # H103
Your Director’s Contact Information
Mailing Address:
3503 Esquilin Terrace
Bowie, MD 20716
301-526-8070 (C)
E-mail: KeitaMK@msn.com
Our Unit Website for Training Information and Upcoming Events is: www.keitapowell.com
The Password/Userword is: prosperity
Our Unit Call and Recruiting Conference Call (Movin’ On Up) are every Tuesday @ 9:30pm and
Saturday @ 8am: 712-775-7100, pin # 954119
The Career Opportunity Recruiting chat is every Sunday @ 7pm: 646-519-5815, pin # 8600
Meet Your National
Beatrice Powell - 757-436-6077
Chesapeake, Virginia
1
What You Think About
You Bring About!
Think Success!
ATTITUDE – “You Can If You Think You Can!!”
Meaning of
discipline:
Read Motivational Literature – Feed Your Mind!
1.
2.
3.
4.
5.
6.
7.
8.
9.
Bible
The Self-Talk Solution by Shad Helmstetter
Do it anyway!
Co-Dependent No More by Melody Beatie
Feel The Fear and Do It Anyway by Susan Jeffers
The Dynamic Laws of Prosperity by Katharine Ponder
What To Say When You Talk To Yourself by Shad Helmstetter
Think and Grow Rich: A Black Choice by Dennis Kimbro and Napoleon Hill
Success Through a Positive Mental Attitude by W. C. Stone
Psycho-Cybernetics by Maxwell Maltz
ETIQUETTE
A. No smoking at any Mary Kay function. Do not smoke at your classes, interviews, or meetings.
B. No alcohol served at any Mary Kay function.
Please do not serve alcohol when you host
your own class or hold an open house.
C. Keep your crowing at the meetings positive.
We are all here to learn from each other’s
Successes. Share your lemons only if you
created a solution for how to turn it into
lemonade!
Duke Duvall’s definition
of Commitment: The
ability to carry out a
resolution long after the
mood in which you made
the resolution has left you!
D. You phone voice – record it! Make sure your voice has a smile in it when you are talking on the
phone. Do not “wear your heart on your sleeve” when you talk to customers and other
consultants. Be professional. Keep a mirror on your desk and watch to see that you are smiling!
E. No gum chewing.
For improving you fashion and business image read the following:
1. Mary Kay’s Guide to Beauty
2. Looking, Working, Living Terrific
24 hours a Day by Emily Cho
3. An Etiquette Book by Emily Post
Habits affect
self-image.
2
My Self-Image and My Attitude Will Improve As My Habits
Improve
Bring the following to every Monday Night Success Meeting and Training Class!
Contents of MILLION DOLLAR BRAIN BOOK:
1. 3-ring binder notebooks – 2 separate notebooks
2. Loose leaf paper
3. Tab dividers
TABS LABELED – NOTEBOOK #1
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
Booking
Coaching
Show Procedure/Closing, Objections
Telephone and Sales Techniques
Recruiting
Marketing/Merchandising Ideas (Display)
Organization/time Management
Money Management
Customer Service
Glamour/Image
Motivation/Attitude
TABS LABELED – NOTEBOOK #1 (This is your portable office)
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
Daily Call Sheet – use one a day
Potential Recruit List With Phone #’s – use a separate page for out of town prospects
Potential Hostesses for Shows and Facial Candidates
Product (s) I Owe and Owed to Me
Household and Grocery Lists
My Recruits Progress List (you receive this when you have your first recruit)
Weekly Plan Sheets
Weekly Summaries
Clear Vinyl Envelope For Keeping Loose Receipts, Sales Tickets, etc.
Your Mary Kay Calendar
Your Recruiting Book
SUPPLIES NEEDED TO GET STARTED IN YOUR NEW BUSINESS
1.
2.
3.
4.
5.
6.
12-24 Disposable Washcloths
Accordion File – 24 Sections
2 Notebooks, 3-ring Binder Type
Notebook Paper
Tape Dividers
Cotton Balls (triple size, 100%
cotton)
7.
8.
9.
10.
11.
3
Q-Tips
Head bands and hair clips
Monthly tab dividers
Pink pencils or pens (optional)
Full length mirror
WE’RE TAKING OFF!!!
On this page you will make two lists that will be the foundation of your new Mary Kay Business.
Think carefully before you begin your lists and then make sure that you contact each name.
You will then be off to a terrific start!!
BOOKING LIST
RECRUITING LIST
List 25 people you would most like to be your
FIRST skin care class hostesses or facial clients.
Call each person on this list, and remember to make
your appointments no further than two (2) weeks.
Name
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
List 15 people with whom you would like to share
this fantastic opportunity. Be very selective with this
list and choose top quality like yourself.
These people should be your first guests to sales
meetings or arrange a time to get together and share
our marketing plan.
Phone Number
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
Your three first recruits are on this list!
Name
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
________________
Phone Number
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
Complete this list and move up into your
RED JACKET
4
25 Prospective Sources
From the Sandi McClinton Newsletter Diane Sharp
Looking for a group of prospects you can sell to next month? Here are some starter suggestions. Try one each day
in the coming month.
People you pay regularly
Previous Jobs
Make a list of the names of the names of the persons
to whom you pay money on a regular basis, such as
every week or every week or every month. As
starters, list your grocer, cashier of the electric
company, or hairdresser.
If you had another job in your present community
before you started selling Mary Kay, you have a
circle of friends and acquaintances with whom you
used to work. Also, you must know people whom
you used to think of as competitors, or who were in
a competing business. Make a list of their names,
then go out and talk to them.
People you pay occasionally
Today talk to your druggist, jeweler, painter,
decorator, clothing storeowner, shoe store proprietor,
furniture dealer, and so on. From now on, include
anyone you buy from.
Your husband’s Organization
If your husband belongs to a sports team, hunting
club or a business association, he has a circle of
acquaintances you will want to consider as possible
prospects. Don’t pre-judge their needs or value. Call
each one and see what happens.
Professional people
You deal with professional people frequently.
Everyone has contracts with doctors and dentists. If
you have children in school, you probably are
acquainted with a number of teachers. Other
professional people may be your lawyer, your
banker and your clergy. Put their names down – then
go out and talk to at least 10 of them.
Recreation contacts
Do you play golf or tennis, or have a hobby in which
you are active? If so, you have met a number of
people through this sport or hobby; and this source
automatically supplies you with a list of names to
contact today.
Organizations you belong to
What about the church you worship at, and the clubs
and associations whose meetings you attend? Make
a separate heading for each, and list the names of
your friends and acquaintances among the members.
Then contact them.
Newcomers to town
You can find names of these prospects through the
chamber of commerce lists, newspaper society
pages, church bulletins, etc. When you approach
them today, offer to help them get situated in their
new community.
Social acquaintances
You mix with people socially, at your home or their
homes or during evenings out. They are prospects,
so put their names down. Also, don’t forget the
neighbors – as many of them as possible.
School classmates
What about the people with whom you went to
school? Don’t forget the night schools, trade
5
schools, professional schools, and so on that you
may have attended in recent years. Call on at least
10 of these people today.
Present Customers
Go through that collection of business cards you’ve
been gathering from sales people and other business
people you talk to. Call each one and, this time ask
for the opportunity to talk about your products.
Newlyweds
Visit your library or newspaper office, go through
local newspapers, and list every couple that got
married during the past month. Most newspaper
wedding announcement will give the couple’s
address, where they work, etc, Call them today.
Referrals
Call 25 friends, customers and associates: ask each
one for the names of at least two people you can talk
to today. For best results, ask for specifics categories
of people – for example, “Who is your friend? Your
hairdresser? Your neighbor? In your car pool?” Aim
for situations where you can use your friends or
customer’s names when you contact these referrals.
New homeowners
When a woman moves into a new home, she is eager
for her friends to see it. What a perfect opportunity
for a woman to show her new home than by inviting
her friends in a skin care class. Check courthouse
and tax records for names of people in the area who
have recently purchased homes. Call them today.
New business owners
Go back and search through those recent newspapers
again, and this time focus on the legal notices for the
names of people who are starting up new businesses.
Call them to offer them a complimentary facial and
ask if you may leave a facial box in their place of
business.
Prior cancellations or postponements
Today, go back through your records and make a
list of those people who had to cancel or postpone
their classes that you haven’t yet re-contacted. Call
them to see if they would like to book a class this
week.
Promotions and transfers
Still another list to make from the past months
newspapers is that of women receiving promotions
or transferring to offices in your area. Call to
congratulate them and to introduce yourself. Do it
today.
City directory
Go to your local library and obtain the City
Directory. Take down the names and addresses of
families near you, or in areas you wish to develop.
Look up their phone numbers, call and offer them a
complimentary facial. Keep track of your results and
see how many numbers you have to dial to make a
contact and how many contacts you had to dial to
book a facial. Then on this date next month, try to
increase your batting average.
Telephone Yellow Pages
Let your fingers do the walking. Make a list of all
the names of owners given in display ads; then either
call them for an appointment or visit them.
Clerks, Secretaries
Today’s paper
Spend today calling people working in stores and
offices. Offer to give them a complimentary facial in
the evening so that it doesn’t interfere with their
work schedule.
Go through this morning’s paper and write down
each local name of a woman you can find and why
she is mentioned (social club, hobbies, etc.) Call on
each name and offer a complimentary facial.
6
Local organizations
Obtain a list of area clubs and organizations from
your chamber of commerce, then call the officers
and offer to teach a “makeup” class and demonstrate
the latest glamour techniques. You select a model
and give her the facial in front of the entire
organization. Then offer complimentary facials to all
the women in the audience. Try to book classes.
7
HOW TO BOOK YOUR FIRST EIGHT CLASSES
(Holding five in your first week is the most important part of your training! We always book “extras” because people’s
plans DO change and we are always prepared for postponements).
1. Make a list of 20-25 people you know (who have skin).
2. KNOW THIS: When you give people a choice between TWO things, they will choose one! You are making an
appointment to SHARE!
3. Telephone – and enthusiastically USE THESE WORDS – THEY WORK!
“HELLO ____________! This is ______________! Do you have a minute? I have just gone into
business for myself and I am SO EXCITED!! I am teaching Skin Care for Mary Kay Cosmetics!!
Have you heard of it? Well, it is absolutely wonderful and I can’t wait to have you try it – I want your
opinion of our products! The way we introduce the program is to give you a complimentary facial –
teaching you good skin care and glamour tips too!
Now, __________, I want to schedule your free facial for next week – which would be best for you, the
BEGINNING OR THE END OF NEXT WEEK? GREAT! THURSDAY OR FRIDAY? OKAY – IN
THE MORNING OR AFTERNOON? OR AFTERNOON OR EVENING? – (Remember, only two
choices – this makes it easy for her) – HOW ABOUT ______________? OR WOULD _____________
BE BETTERFOR YOU? OKAY, THAT’S JUST PERFECT! AND LISTEN!! IT IS JUST AS EASY
FOR ME TO GIVE SEVERAL FACIALS AT ONCE SO YOU MAY INVITE YOUR FRIENDS AND
BE SURE TO TELL THEM YOU ARE TAKING DEFINITE RESERVATIONS SO IF SOMETHING
HAPPENS YOU CAN INVITE SOMEONE IN HER PLACE – OKAY? IT REALLY IS MORE FUN
TO HAVE A GROUP AND EVERYONE GETS A COMPLETE FACIAL – FREE!! ISN’T THAT
SUPER! I’LL SEE YOU ______________ ABOUT ____________ SO I CAN SET UP THE TABLE
AND WE’LL START RIGHT AT ____________. THIS IS SO MUCH FUN, I CAN’T WAIT BYE!”
4.
DON’T “chit chat” and DON’T try to sell her on how great the products are – all you want is the appointment to
SHARE and let her find out for herself whether she likes it or not. (WE KNOW she’ll love it, but she doesn’t
know it until she EXPERIENCES it personally)! DO be enthusiastic – it is “catching” – and women are naturally
“curious” – IF YOU are sincerely excited, she will be too!!!
8
PERFECT START OR POWER START
As with any new opportunity, it’s important to determine what your goals are for your Mary Kay business. Consider the
following points to help you select the business plan that’s best for you.
1
2
Will you be working another Director
(leading a team) career, OR will your Mary
Kay be your main source of income.
Will you work your Mary Kay business parttime, 10-15 hours per week, or on a full-time
basis 20-40 hours per week?
If you answered yes to Question #4,
would you like to achieve this goal in
one year or less? A few years?
3
4
How much income are you looking for from
your Mary Kay career? Your goals might
range from simply earning extra spending
money to substantially improving your
financial position.
Are you interested in reaching Director status
(leading a team) or higher with your Mary
Kay?
Now use your answers to choose Perfect Start or
Power Start. For a part-time or supplemental
income goal, choose Perfect Start. If you’re ready to
make a strong commitment to your Mary Kay
career, choose the Power Start plan and electrify
you business!
PERFECT START
POWER START
To reach your Perfect start goals, you’ll want
to read all the materials in your showcase,
observe skin care classes and attend as many
of the Director’s teaching as possible. You’ll
also need to complete one of the following
activities within a two-week period,
beginning with your first class or facial:
If you accept the Power Start challenge,
you’re on your way to success. Just like with
Perfect Start, you’ll want to read all the
educational material in the showcase, observe
classes and attend as many of your Director’s
teaching sessions and unit meeting as
possible. You will also need to complete one
of the following activities within a one-month
period, beginning with your fist class or
facial:


Hold five (5) skin care classes or
Facial 15 customers


9
Hold 10 skin care classes or
Facial 30 customers
THE 4 MOST COMMON BOOKING OBJECTIONS
FEEL, FELT, FOUND
1. I DON’T WEAR MAKEUP
I understand how you feel, I know other people who have felt that way too. However, what I have found with
Mary Kay, the importance is placed on skin care, and I know to have a softer, more radiant complexion is
something that’s important to you. Wouldn’t you agree? So what’s best for you: a weekday or weekend, AM or
PM?
2. I DON’T HAVE TIME
I understand how you feel, because we as women are always busy doing so many things for everyone else,
however, what I found when I had my facial is that we need to take time out to pamper ourselves before time
takes us. Wouldn’t you agree? So what’s best for you?
3. I DON’T WEAR MARY KAY, I WEAR BRAND X
Great! Because part of my training is to get 20 people opinion of my products that are non-Mary Kay users and I
have been looking for a loyal _____________ user. Is there any reason why you couldn’t honor me with your
opinion of Mary Kay the #1 brand of facial skin care and color cosmetics in the U.S. as it compares to what
you’re using? So what’s best for you?
4. I TRIED MARY KAY AND I BROKE OUT
How recent has it been since you tried our products? (Wait for a response before going on). I ask you because our
products have been updated and improved so much now that the products are #1 in the U.S. which means we have
made a lot of changes – wouldn’t you agree? Is there any reason you cannot honor me with your updated opinion
of the new Mary Kay?
One of the things I’ll be doing is a skin care analysis so that I can customize your skin care needs to your skin
type, because everyone doesn’t have the same type of skin. Wouldn’t you agree? So what’s best for you?
Isn’t it nice to know that Mary Kay believes enough in her products that she backs them 100% and the products
are ophthalmologist and dermatologist tested and safe for sensitive skin?
10
Booking Success Scripts
ARE YOU LOOKING FOR FINANCIAL INDEPENDENCE? WE ARE HERE TO HELP THOSE WILLING TO
WORK TO MAKE THEIR OWN GOALS HAPPEN.
LET’S DO FIRST THINGS FISRT. Decide how much you want to earn and how much time you will put into this
business so you can earn the income you desire. Use the scripts schedule and your Perfect Start if you haven’t already
determined how many classes a week you want to do to create your income. Use the scripts to call clients, friends and
family to schedule appointments. You will get the best results by scheduling a facial and then a class for their check up
facial. You can support yourself with Mary Kay’s 20/20 challenge.
I’M SO EXCITED. I AM (Expanding My Business or Winning My Car or Moving Into Management). PART OF MY
TRAINING IS TO DO 20 CLASSES THIS MONTH. WE HAVE A NEW LINE OF _____________ AND I AM
OFFERING ONE FREE AS A BONUS FOR SHARING A FACIAL WITH YOUR FRIENDS. EVERYONE WILL
RECEIVE A FREE MAKEOVER AND NEW LOOK. SALON MAKEOVERS ARE EXPENSIVE AND OURS ARE
ABSOLUTELY FREE. YOU CAN CHOOSE $75 IN PRODUCTS FOR $25 JUST FOR SHARING YOUR FACIAL
WITH 5 FRIENDS THIS MONTH. WHO DO YOU KNOW WHO WOULD LOVE TO BE PAMPERED WITH A
FREE FACIAL AND MAKEOVER?
SCRIPT FOR A STRANGER: (BIG SMILE). HI, MY NAME IS ______________ AND I AM DOING A ONE
QUESTION SURVEY. DO YOU USE MARY KAY? THANK YOU SO MUCH. JUST FOR ANSWERING YOUR
NAME WILL BE PUT IN A DRAWING AT THE END OF THIS WEEK FOR A FREE EYE COLOR. HERE IS MY
CARD. WRITE YOUR NAME AND NUMBER DOWN SO I CAN CALL SATURDAY TO LET YOU KNOW IF YOU
HAVE WON.
CALL BACK: HI, _____________ THIS IS _____________ WITH MARY KAY. DO YOU HAVE A MINUTE? I AM
SO EXCITED. YOU WON THE FREE EYE COLOR. I WOULD LOVE TO TREAT YOU TO A FREE FACIAL SO
YOU CAN CHOOSE THE COLOR YOU LIKE BEST. EVERYONE WHO TAKES ADVANTAGE OF THEIR
FACIAL WITHIN A WEEK GOES INTO A SECOND DRAWING AT THE END OF THE MONTH FOR $25 IN
PRODUCTS OF THEIR CHOICE. WITHIN RHE NEXT WEEK, WHEN IS THE BEST TIME FOR YOU – MORNING
OR EVENING – (Set Date and Time).
SCRIPT FOR AN INTRVIEW: HI, ______________ THIS IS _______________ WITH MARY KAY. DO YOU HAVE
A MINUTE? I AM SO EXCITED! I AM (Winning My Car or Moving Into Management) AND PART OF MY
TRAINING IS DOING 10 INTERVIEWS THIS WEEK. IT DOESN’T MATTER IF YOU ARE INTERESTED IN A
CAREER WITH MARY KAY, YOU ARE THE CALIBER OF WOMAN I WANT TO WORK WITH AND WOULD
BE GLAD TO TREAT YOU TO $10 IN FREE PRODUCTS JUST TO HAVE YOUR OPINION OF OUR BUSINESS. I
ALSO GIVE $25 IN FREE PRODUCTS FOR REFERRALS WHO JOIN OUR COMPANY. JUST BY LISTENING TO
WHAT WE HAVE TO OFFER, YOU MAY THINK OF SOMEONE WHO NEEDS OUR BUSINESS. WITHIN THE
NEXT WEEK WHEN IS THE BEST TIME FOR YOU?
11
$ MILLION DOLLAR PRIVATE CONSULTATION
Closing questions for high sales, bookings, and interviews!
SELL
1. ____________________________, did you have fun today?
2. What was your favorite part of everything we did?
3. Are you excited about how great you look in that mirror as much as I believe you were?!! You know your
situation a whole lot better than I do, it’s up to you. I will work with you either way! Would you rather splurge
with the extra touch of class that comes with our U-Deserve-It-All Collection or would you feel better just
starting with our TimeWise Plus Collection, whichever is best for you is fine with me? (Wait for response)
BOOK
____________________, I need to see you at another time to re-check your skin care products and treat you to an
advanced glamour appointment. Were you as enthused about sharing your advanced glamour appointment with friends as
much as I believe you were? Some guests get so excited that they book 2 parties so they can get twice as much product for
free! It’s up to you – would you rather go all out and have 2 parties or was just one more what you had in mind? (Wait for
response )
MODEL AT MARY KAY EVENT
I’ve really enjoyed meeting you today and I’m looking for (sharp, beautiful, fun, professional, etc.) women to be our
models for us at our training seminar, and you are perfect! As a model you will receive an hour of pampering, a special
gift from me for being my guest, and entered into a drawing to earn free products from my Director for helping us
maintain our new consultants in this area. Would you like to come this Monday or next Monday? Whichever is better for
you is fine with me!
INTERVIEW
There is just one more thing I would like to ask you because I believe it. I believe that you could be good in Mary Kay. I
really do! With proper training don’t you believe you could do most of the things you just saw me do? Well, I am in
training to become a red jacket, team leader, free car driver which means I need to do 10 practice interviews this month
with my Director and I only need just a few more. Could you and your family use an extra $100 - $300 a week on a part
time basis, would that be helpful right now? Well, that’s great because at the practice interview you will learn all the facts
about our incredible company, whether it is for you or not at this time. Wouldn’t you agree that as a woman it is nice to
know all of your options? And for helping me with my training I will give you a special gift! It takes about ½ hour and we
can do it at your house or mine, which would be better for you?
12

NOW!
DO IT!
Let the games begin! Are you ready for this? $100 in FREE MARY KAY PRODUCTS and a free gift just for entering
the contest! This just could not get any better … or could it?
Yes, there’s more! You are not in the contest alone! I will act as your business partner and assist you in preparing for a fun
learning experience for you and your guests but you get the $100 in FREE MARY KAY all for yourself. How does that
sound?
Great! Here’s all you do:



$25
Hold your class on the ORIGINAL DATE and at the ORIGINAL TIME that was set.
$25
Have 6 adult guests who presently do not have a Mary Kay Beauty Consultant.
$25
Have 10 $10 in OUTSIDE ORDERS by the time of your class; beauty books and sales
tickets are enclosed for your convenience. (You may offer a “Special” of a free Lip liner with the purchase of 2
Lipsticks to help you reach your goal.)

$25
Have two (2) CONFIRMED SKIN CARE CLASS BOOKINGS with guests during your class to
be held within the two (2) weeks following your class.
Isn’t that simple! I will contact you before your class to make sure everything is set and to answer any questions you may
have. Good luck! You Can Do It!
Class Date: ________________ Class Time: ________________
Class Location: _______________________________________
You Beauty Consultant: ________________________________
Hostess: _____________________________________________
Confirmed Guests (with phone number)
1. ___________________________________
4. ____________________________________
2. ___________________________________
5. ____________________________________
3. ___________________________________
6. ____________________________________
13
Mary Kay Weekly Plan Sheet
(Hoja de Planeacion Semanal)
NAME (NOMBRE):
SUNDAY
(DOMINGO)
WEEK OF (SEMANA DE):
MONDAY
(LUNES)
TUESDAY
(MARTES)
WEDNESDAY
(MERCOLES)
6:00
7:00
8:00
9:00
10:00
11:00
12:00
1:00
2:00
3:00
4:00
5:00
6:00
7:00
8:00
9:00
10:00
14
THURSDAY
(JUEVES)
FRIDAY
(VIERNES)
SATURDAY
(SABADO)
You have
168 HOURS
Color Code:
-56 For Sleep
• Blue: Job
• Pink: Events/Meetings
112 Hours Left
• Yellow: Spiritual
• Red: Family Time
-25 Mary Kay Hours
• Green: Money (IPA) • Favorite Color: Personal
87 Hours Left
Time
WEEKLY PLAN SHEET
NAME: _____________
WEEK OF: _______________
THIS IS A SUGGESTED 25 HOUR MARY KAY WEEK
HOUR
6:00
MONDAY
TUESDAY
WESDNESDAY
THURSDAY
FRIDAY
SATURDAY
7:00
8:00
MARY KAY
9:00
UNIT
MARY KAY
TELEPHONE
MARY KAY
SHOW
10:00
COFFEE
2 HOURS
2 HOURS
2 ½ HOURS
MARY KAY
DELIVERIES
OR PRIVATE
FACIAL
11:00
½ HOUR
12:00
1:00
MARY KAY
RECRUIT
INTERVIE
WS
MARY
KAY
SHOW
2 ½ HOUR
SHOW
2 ½ HOUR
2:00
3:00
4:00
5:00
6:00
7:00
8:00
MARY
KAY
DESWORK
1 ½ HOUR
MARY
KAY
SHOW
2 ½ HOUR
9:00
10:00
15
Sales Report
½ Hour
SUNDAY
B – Possibly Delegated
A - I and only I can do it!
C – Definitely Delegated
Things To Do Today
Date: ______________
Deadline
Priority
Item
___________
1.
_________________________________________________

___________
2.
_________________________________________________

___________
3.
_________________________________________________

___________
4.
_________________________________________________

___________
5.
_________________________________________________

___________
6.
_________________________________________________

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7.
_________________________________________________

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8.
_________________________________________________
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9.
_________________________________________________

___________
10.
_________________________________________________

___________
11.
_________________________________________________

___________
12.
_________________________________________________

Appointments
Time
Completed
Telephone Calls
Who/Purpose
Who
16
Phone Number
FROM ME TO YOUT…with LOVE
MARY KAY
3. PROFIT BASIS DISCUSSED:
It takes capital inventory and work to own
any business. This is a tried and proven
method to achieve a sound profit bases in
Mary Kay
MONEY MANAGEMENT
1. Open a separate bank account for your Mary
Kay Business.
2. Your checkbook is the best record of
MONEY IN – MONEY OUT!
#1 order $1,200.00
Keep two envelopes or file folders –
additional proof of MONEY IN –
MONEY OUT!
-600.00
600.00
#2 order $1,200.00
a. Expense envelope – MONEY OUT
- Auto mileage must be kept, receipts,
canceled checks, etc.
$1,800.00
b. Sales envelope – MONEY IN put all
pink tickets from customers in this
envelope with the weekly summaries
for each week.
retail on shelf
sales (from your customers)
left on shelf
from re-investing the $600
you sold
retail cosmetics is now on
your shelf. Your store is
growing because of reinvesting as you sell.
-600.00 sales (from your customers)
$1,200.00
c. For tax purposes you will need three
things:
#3 order
MONEY IN RECORDS (sales)
MONEY OUT RECORDS (expenses)
INVENTORY (beginning & year
ending)
600.00
$1,800.00
is left on your shelf
from re-investing the $600
you sold
retail cosmetics now on
your shelf.
IT’S TIME TO PAY YOU A SALARY – I suggest
this be done weekly – from your 50% just deduct
your expenses or use the rule of thumb, pay yourself
40% and leave 60% in the bank to order product and
pay expenses.
You’ve just set up a simple system to
keep these three I’ve suggested.
However, it’s up to you!
TREAT IT LIKE A BUSINESS AND I PROMISE IT WILL PAY HANDSOMELY!!!!!
17
IDEA
MARY KAY
Exchange
A Checklist for Super Skin Care Class Success
Hostess Coaching
A Mary Kay business is built on skin care classes that hold. Your Consultants can avoid postponements when they use the
following checklist for consistent, thorough hostess coaching. Adapted from ideas shared by National Sales Director
Sonya Grogian and Executive Senior Director Toni Fischler of Smithtown, NY, these suggestions help Consultants
see where their strengths and weaknesses lie.
1st
Class
2nd
Class
3rd
Class
1. When I booked my hostess for her
skin care class, did I make sure it was a
firm business appointment by saying:
“You can count on me to be there. May
I count on you? Was I enthusiastic? Did
I share the Gift for You brochures with
her and make sure she understood how
she can earn hostess points she wanted?
Did I mention she’ll earn $50 in free
products for holding the class on the
date it was originally booked with two
friends.
2. Did I coach her thoroughly, telling
her how to invite her guests so she
would have a good skin care class? Did
I remind her she can earn credit for each
guest who attends (see page 22)?
3. Did I send her a reminder note about
the time and date of her skin care class?
4. Did I give her a specific time when I
would call to get her guests list and their
phone numbers?
5. Did I call her back on the date I
promised and get her guest list?
6. Did I call each guest and ask if she
had a minute? Then did I tell her what
to expect at the class including a
complimentary facial with emphasis on
skin care, a touch of glamour and a oneon-one consultation at the end of the
18
4th
Class
5th
Class
6th
Class
7th
Class
8th
Class
9th
Class
10th
Class
class? Did I complete each guest’s skin
care profile?
7. Did I coach and confirm each guest
on the phone? Did I emphasize the
importance of her attendance?
8. Did I write a thank-you note to the
hostess before her class; telling her the
guests were eagerly looking forward to
her class?
9. Did I arrive at least 30 minutes before
the class to set up and kitchen coach my
hostess? Did I ask which two guests
would most likely book classes? Did I
ask for referrals?
10. Did I use the four-point recruiting
plan?
a) Asked the hostess which guest might
be interested in doing what I do?
b) Gave a heartfelt, enthusiastic talk on
why I began my Mary Kay career.
c) Selected someone at the class and
gave her recruiting literature?
d) Offered the hostess and guests a
special gift for any person who becomes
a qualified Consultant?
11. At the skin care class, did I mention
a second facial:
a) At the opening
b) During the Microdermabrasion
c) During the Satin Lips
d) During the application of the Mineral
Powder
e) During the application of the Lip
Gloss
f) When I talked about the satisfaction
guarantee?
12. Did I make a special presentation of
the thank-you gift?
13. Did I do a strong one-on-one
closing, including asking for each
person’s order, in another room?
14. Did I smile throughout the skin care
class presentation and really care about
how each woman looked and felt?
15. Did I follow up with every guest
with the 2+2+2 rules (two days, two
weeks and two months)? Did I schedule
a second facial for each person who
bought the basic? Did I turn that facial
into a class to be held within the next
two weeks?
16. Did I choose at least one person
from the class to share the Mary Kay
opportunity with? Did I set a definite
19
time to see her again, perhaps as my
guest at my next skin care class or unit
meeting? Did I tell my Director about
her?
20
ROADMAP TO SUCCESS
The first two weeks as a Consultant, you will need to do Three Things:
1. Educate yourself in your new business.
2. Recruit others to train with you.
3. Order your inventory (diversified orders are available from your Director). (This give you the ultimate
advantage of immediate product availability for your customers).
NEXT:
1. Make a List of 25 names of people you know.
A. Choose 10 of them that could possibly do what you will be doing (which is teach skin care).
B. Talk with them to determine their interest. Proceed with interested and obtain referrals from the others.
Always keep a current list of ten (give a copy of this list to your Director).
2. Bring five guests to unit meetings/guest events the first four weeks in the business.
3. Observe three classes (ask your recruiter) (video counts as one class), attend unit meetings and training classes
(this is your opportunity to have specialized training every week, your success depends on it)!
4. Book 10 appointments beginning two weeks from the date your agreement is signed. Turn in list with hostesses’
names, phone numbers, and dates to your recruiter. She will call or write each hostess to thank them for helping
you with your Perfect Start, if local.
5. Learn your prices and your products
6. Order your business supplies. See your Director for best sources.
7. From your showcase, learn the following:
A.
B.
C.
D.
E.
8.
Flip Chart
Consultant’s Guide (Mary Kay Correct Booking Approach)
Focus on Skin Care Class Video and Workbook
Beauty Book and Order Blanks
Date Book
Prepare for your first ten appointments with the proper tools, such as hostess packets and recruiting packets, etc.
9. Role-play a class from beginning to end (practice, practice, practice).
10. Organize your inventory (if available) to make only the necessary. Take six complete collections plus your
“Switch Case” that holds your extra colors in glamour an Day Radiance, as well as any of your other line in
boutique, hair care, nail care, or body care. A complete Skin Management for Men is nice to have too.
11. Wear your Mary Kay pin everywhere.
12. Read Mary Kay’s Autobiography
21
13. Check your attitude. It is normal to be nervous. It is a new adventure. It is all right to have “butterflies”, just get
them flying in the same formation.
14. REMEMBER TO HAVE FUN WITH YOUR NEW BUSINESS
•
COACHING MATERIALS
During the initial process, you’ll want to give your hostess a folder of coaching materials called a hostess packet. You can
use a pocket folder, file folder or large envelope to hold the coaching materials, or simply clip them together. You’ll want
to include:











Hostess flier, which explains how your hostess can earn points to receive either Mary Kay products or
a special hostess gift.
A beauty book, which lists all regular-line Mary Kay products and suggested retail prices.
A look book.
10 sales tickets for taking outside orders.
Skin care profiles in case you can’t contact some of the guests and ask your hostess to do so.
Recruiting literature, such as the Company image brochure.
Your business card.
Outside order sheets (i.e.: the pineapple smoothie set, the satin hands set, lip gloss duo…).
Tax benefits sheets ($33,000 sheet)
Pondered pink sheet
Image possibilities DVD (get someone to burn them for you, if you don’t know how or are too busy).
22
SUCCESSFUL
HOSTESS
COACHING!
Several years ago, Nancy realized how important it was to coach her hostesses and obtain guest lists for their skin care
classes in advance. Because many women working outside the home arrange their schedules a week in advance, beginning
the coaching five to seven days before the class give your hostess time to confirm her guests’ plans and invite additional
people if anyone cannot attend. This also gives you time to pre-profile the guests so you can provide them with great
customer service.
1
4
Send your hostess a postcard immediately after
she books the class:
say:
“Hi Kathy, this is Diane Sharp, an Independent Mary
Kay Beauty Consultant. Do you have a minute? Great!
I’m the Consultant who will be teaching Mary Smith’s
class on Tuesday, October 12 at 7pm. I wanted to ask
you a couple of quick questions so I’ll be prepared to
work with you.”
Hi Mary! I enjoyed meeting you at Susie’s skin care
class and look forward to checking your results with
three or more of your friends on Tuesday, October 12 at
7pm. Please call me with your guest list by Tuesday,
October 5, so I can pre-profile your guests. That way
our class will take only one and a half to two hours as I
promised. Enjoy your skin care products and I’ll talk
with you soon. Call me if you have any questions and
have a great day.
2
After reviewing the questions on the profile, Nancy
suggests saying:
”We’ll start promptly at 7pm and the class will take
about an hour and half to two hours. The class is
complimentary; however, I will bring products with me
in case you decide to purchase something. At this class,
I’ll teach basic skin care and basic glamour. I’ll also
give you a private consultation at the end so I can get
your opinion and answer your questions. (Wait for
answer). May I ask what you are interested in learning
at the class? I want to let you know that Mary could only
invite six friends, so if for some reason you can’t make it
is there any reason why u can’t find someone to fill your
spot? (Wait for answer). I look forward to meeting you,
Kathy, Tuesday at 7pm. Have a great week!”
The week before the class, write a note in your
date book reminding you to call your hostess for her
guest list. Don’t assume that she will call you; after all, it
is your business and your responsibility to see that it
runs smoothly. (After coaching her hostesses like this for
nine years, Nancy says now many call her!)
3
When you call to pre-profile her guests, you can
If her guest list isn’t ready you can say, “I
By covering these points in advance, your class is more
likely to hold and begin on time – which is important if
you or any of the guests are paying a baby sitter. Preprofiling also eliminates the awkwardness of waiting for
a guest who may or may not show.
understand Mary. You just can’t help having sick
children (or whatever the reason is). When would be a
good time tomorrow for me to call back and get your
guest list? I still want to pre-profile them just like I preprofiled you before Susie’s class.” Calling seven days
before her class gives your hostess time to talk with
friends who have busy schedules.
Explaining that the class is complimentary takes
pressure off the guests who may feel obligated to buy.
However, when you point out that you make on the spot
deliveries, you plant the seed to bring the checkbook,
credit card, or cash in case they decide to purchase the
23
products. You also spark her interest by asking what she
wants to learn, then tailoring your class accordingly.
5
Nancy has found that pre-profiling this way
encourages guests who may have changed their minds
about attending the class (and weren’t going to tell their
hostess) to come anyway.
Remember, a skin care class worth holding is worth
coaching. Nancy began using her guaranteed success
hostess coaching approach during DIQ and “it enabled
me to hold three to five skin care classes and three to
four recruiting interviews a week, have a phone time and
manage my entire life more efficiently!”
24
Kitchen Coaching
11. keep the conversation on Mary Kay?” (Show her
how to promote what’s in your boutique basket).
1. Always arrive ½ hour early. This gives you the
opportunity to coach her well and set up before
the guests arrive.
2. Greet her, pay her a sincere compliment, and
find out where she would like you to set things
up.
3. Ask for the hostess packet back, take out the
Just For You brochure, and go over it. Make
sure she has filled out the back of it, and filled
out her wish list.
4. Ask her, “How many guests do you have coming
for sure?”
5. Ask her, “Do you have your two confirmed
booking lined up?” (If not, ask her who’s
coming that she thinks would make a good
hostess). Let her know that you will ask those
people, and you know that she will get her full
hostess points.
6. Ask her, “Who do you know that’s coming
today/tonight that you think would be good at
doing what I do?” – (be silent 1 second) then say
– “ Which is teaching skin care and color
cosmetics? How about you? I think you would
be great doing what I do. I’ll tell you what, why
don’t you watch me tonight and see if it looks
like I’m having fun and we’ll talk later.”
(Follow up). (1st point in the 4-point Recruiting
Plan).
7. Help her figure out which glamour colors she
would like to try at the class.
8. Tell her, “You and I are going to be business
partners for the next couple of hours, and
together we can be successful. I do want you to
win a lot of products free. Can I make a few
suggestions for you?”
9. Ask her, “Are you going to serve refreshments?
Could you please keep them until the end?” (Her
clue is when you have just finished going over
the sets).
10. Tell her, “While I’m talking to the guests
individually in the other room, can you try to
25
DEVELOPING YOUR HOSTESS TO BE YOUR BUSINESS PARTNERS
File under hostess coaching
Your
hostesses are the biggest asset you have in your business
next to yourself! They must be treated like gold. They
are your business partners and like most partners they
can be one of two types – either a working partner or a
silent partner.
Motivation: You must get her excited about hosting her
class and the best way to do that is to be excited yourself
and make sure it is obvious. She will do everything she
can to make her class a success, if she knows the
benefits and how she can help herself.
A working hostess will have outside orders, outside
bookings, and potential recruits ready for you before you
even arrive. She will also increase your class sales just
by her attitude. A silent hostess is just that – silent and in
this case silence is not golden! What type of hostess you
have depends largely on you. How you treat her, coach
her, motivate her will determine whether she is silent or
a working partner in your business.
Explain The Hostess Points Program: 50 points for
holding the class on the originally scheduled date; 50
points for every guest who books her own skin care
class; 10 points for each guest who attends her class;
and 1 point for each dollar of her total class and outside
sales. Let her know that she can trade her points in
toward FREE Mary Kay products, or use them for an
exclusive hostess gift.
Coaching Your Hostess: You must always remember
that your hostess is not holding the class to help you. She
probably booked to help her friends, to entertain her
friends, or to obtain products for herself. She also did not
book the class to have it be a flop. She wants it to be a
success and she needs your help as much as you need
hers.
Now, Hand her the beauty book and ask her to make a
list of all the products she would like to have for free.
Tell her you are going to work together to make sure she
gets everything she wants. Explain that you will be
working for her during the class, but she can do
something before hand to help herself.
When Inviting Guests: tell her to ask bookings from
persons who cannot attend, to guarantee her at least 50
points. Also, explain how outside orders will build her
class sales and help to increase the amount of her points.
You may even offer an extra gift if she has $50.00 in
outside orders.
It is your job to teach her how to have a successful class.
Just handing her a “Just for You” brochure is not
coaching. You must motivate and instruct her on what to
do.
Preparation: make up 20 hostess packets, using a
manila envelope. Include Sample lipstick blisters, a “Just
for You” brochure, and Outside Orders Sheet, 3 Beauty
Books, a “Dear Future Hostess” letter, and the “We are
Business Partners for One Day” script.
Invitations: Teach her how to invite her guests. Be sure
she explains to her guests that everyone receives a
complimentary facial and a complete instruction on skin
care techniques. If she is excited she will pass the
excitement along to her guests.
Coach her immediately after setting the date and time. It
only takes a few minutes and is worth every second. You
want her to start working her class right away. Go over
the “suggestions” step-by-step.
Be sure she explains that she only has room for five or
six guests and gets a definite confirmation, maybe does
not count. Make sure she realizes that more guests
means higher sales and more points for her.
Time: Always write down the time 15 minutes before
the actual appointment time, i.e. 7:15 instead of 7:30 and
explain that it is important for everyone to be on time
because you will be starting on time!
Encourage her to mention that products will be available
at the class, so her guests will bring their purses,
checkbooks, etc. Show her the guest list for on the back
of the “Just for You” brochure and ask her to use it. This
is a prospect list for you.
Refreshments: Keep them light! Only tea or coffee is
necessary. You are the one who should be working, not
her. this is very important as it will encourage other
bookings when potential hostesses realize they do not
have to prepare food or incur additional expense.
REMEMBER ANY CLASS WORTH BOOKING IS
WORTH COACHING!!!
REMEMBER ALSO THAT EVERY ONE HAS A
SIGN ON THEM THAT SAYS “MAKE ME FEEL
26
SPECIAL”. GO OUT AND MAKE SOMEONE
FEEL GOOD AND HAVE FUN AND THE SALES
WILL COME!!!
27
PRE-PROFILE
Introduce Yourself – “Is this a good time” or “do you have a minute”?
I am calling on behalf of (Hostess’ Name) and I have a few questions to ask you about your skin care to be better prepared
to serve you.
FIRST, lets get some personal information for my files:
-
What is the correct spelling of your name and your address?
What is your home and work telephone numbers?
When is your birthday?
NOW, tell me a little about your skin:
-
Do you consider your skin to be dry, normal, combination or oily?
How do you best describe your pores?
Do you experience problems with breaking out?
What is your skin tone?
What are your special needs for your skin?
NOW, tell me:
-
What would you like to learn at your skin care class?
Have you ever used Mary Kay?
Are you currently using a skin care program?
If so, does it have 5 steps?
Remind guest to be a few minutes early so everyone can get acquainted before the class starts. Now say, “Guest name, I
am a woman of my word, and you can count on me rain or shine, I trust I can also count on you also. We’re going
to have a lot of fun! I look forward to meeting you personally on date and time of class.”
Follow up immediately with a reminder post card.
28
Preliminary Coaching
1. Give your hostess any literature you may wish
her to read and review it with her (but don’t
overwhelm her!)
Telephone coaching
1. Be cheerful and positive when calling your
hostess.
2. Help her make a guest list and encourage her to
call as quickly as possible. Emphasize having a
least five guests.
2. Review with your hostess how hostess credit
works and ask her about setting goal. Reemphasize bookings and outside orders.
3. Suggest that the hostess say, “I’d like to invite
you to a complimentary facial at a skin care
class conducted by a professional Beauty
consultant. The class is on a reservation only
basis – no maybes!” She’ll also want to
recommend that guest wear comfortable
clothing, preferably something with a loose
neck.
3. Ask her for the guest list, including
addresses and phone numbers, so you can
pre-profile them. Also ask for the names and
phone numbers of anyone who couldn’t
attend so can try to book them later
4. Explain to your hostess that you’ll be calling in
about two days to get her guest list. If time
allows, you may want to offer to send invitation
postcards to the guests
4. Remind the hostess having trouble booking
of possible sources such as relatives, church,
friends, neighbors, work colleagues.
5. Ask your hostess to keep it simple. She may
serve refreshments after the class if she wants.
5. Remind the hostess to encourage her guests
to be prompt.
6. Give your hostess “Just for You” brochure and
explain the hostess credit program. Ask her to
think about her hostess credit goal.
6. Discuss where you’ll be having the skin care
class and be sure to let her know your needs.
Review directions to her home.
7. Encourage your hostess to take outside orders.
Remind her that any outside orders turned in the
day of her class will count toward her hostess
credit. You’ll want to show her how to complete
an outside order form.
7. Reassure your hostess of your
professionalism, and end the conversation
with positive, enthusiastic expectations.
8. Plant the seeds for bookings and recruiting. Ask
her whom she thinks would be interested in the
career opportunity. You can put an asterisk
beside their names to remind you to follow up.
9. Stress the value and importance of bookings and
outside orders for increasing hostess points.
29
An adopted Consultant in Susan Director Susan Marshall’s unit developed the following suggested form and checklists to
help a new Consultant organize her skin care class hostess coaching. You may wish to adapt these for your unit members.
Skin Care Class Checklist
Hostess Name
Phone Number
Class Date
Class Time
Address
Directions
Book Class
Preliminary Coaching
Reminder Card Sent
Telephone Coaching
Thank – You Note Sent
To Hostess After Class
Guest Names/Addresses/Phone Numbers
Profiled
1.
2.
3.
4.
5.
6.
7.
8.
Referrals Unable to Attend
1.
2.
3.
4.
Hostess Credit Goal
30
A Personalized Note
(Hostess Name),
I am really looking forward to your class on (date and time). I have a special hostess gift picked out for you. May I make a
few your party a success? The best class size is 6. Be sure to invite 8 – 10 to get those 6 guests attending. Be sure to get a
definite yes or not from each person. Call each one on the day of class to confirm.
Two (2) future bookings ensure you 100 points towards your hostess credit and free Mary Kay products. Check with those
unable to attend and see if she would like a facial or class of their own. Why short yourself these extra credits?
Outside orders all count for your total sales, and your hostess points. This is the best and easiest way to really add to your
hostess credit! Just show the enclosed beauty book to friends, neighbors, and co-workers who can’t attend to see what
they may want to order. Use the enclosed outside order sheet. I’ll fill them all when I arrive. This is too easy!
I will arrive about one hour early to set up, and will collect this packet back. I will also be calling you two days before the
class for your confirmed guest list. If you have any questions, please call!
Sincerely,
(Consultant Name and Phone Number)
P.S. you can count on me rain or shine. If for some reason you should need to reschedule, I ask for a 36 hour notice.
*FOLLOW UP YOUR HOSTESS PACKET WITH A REMINDER POSTCARD*
(It should arrive about 3 days before the class)
If you have booked her at a class, go over briefly what’s in her packet and help her set her goals on her wish list. Let her
know what she has to do to win the products she wants get her excited for her class and get a firm commitment for that
date. Let her know that you will be calling her two days before the class for her confirmed guest list so that you may call
them and find out their proper formulations for their skin type. Also, let her know that she can count on you to be there,
“Can I count on you too?” Also, tell her that if she must reschedule, can she please let you know at least two days before,
so that you can put someone else in her place.
If you have booked her over the phone, mail her the packet with the personalized note in the front, if you have booked her
in person, give her the packet, and then follow-up with the personalized note.
THE NOTE IS CRUCIAL!!!
31
MARY KAY
Dear Future Hostess:
There were so many instructions to give you the last time we talked that I did not have a chance to suggest some tips that
will make your skin care class more successful,
1. Invite 8 to 10 people to your class to be sure to have six. Sometimes, last minute problems cause a few to cancel.
It might be a good idea to ask each to bring a guest to assure good attendance.
2. Please tell all of those you invite that they will receive a complimentary facial and be instructed in proper skin
care techniques.
3. Also, tell them that I will bring the products with me so that they can take them home and start their skin care
program immediately.
4. You will receive hostess points to be used toward FREE Mary Kay products for being the hostess. You will
receive 50 points for holding your class on the originally scheduled date; 50 points for every guest who books her
own skin care class; 10 points for each guest who attends your class; and 1 point for each dollar of your skin care
class and outside sales.
5. An easy way to increase your hostess points is to obtain orders from those who can’t attend. Those presently on
our skin care program might be running low on some items. Others could be interested in ordering cologne or
other makeup needs. Outside orders count towards your hostess points and can make a big difference.
6. Plan to keep your refreshments simple. It is best to serve after the class has been completed.
7. On the day of the class, please call all those you’ve invited to remind them.
8. Your class is scheduled for
at
9. I’ll be arriving about a half hour early to set everything up. SEE YOU THERE!!!
Sincerely,
Skin Care Consultant
32
.
Your Hostess and You
(COACHING)
Your hostesses are really your business partners, and it is so very important to really train them professionally. It is your
job to train them on how to have a successful class. It will make all the difference in the world.
What happens if you don’t coach them properly?
1. More Cancellations
2. Lower Sales
3. Dissatisfied Hostess
4. You Are A Dissatisfied (and poorer) Consultant
You have two mutual goals with your hostess
1. High Sales
2. Two Bookings
You must coach her several times to really be effective
1. Immediately After Booking the Class (preliminary).
2. Telephone Coaching Before the Class
3. Sending a Reminder Card
4. Kitchen Coaching Before the Class
33
SATIN HANDS PAMPERING TREATMENT
I’d love your response to this special treatment system to Mary Kay, designed to leave your hands felling soft and smooth.
Please fill out your name and telephone number and share your response to this product by circling 1, 2, or 3 to indicate
(1) I would like to order the set at $______ (2) I would like to earn this product FREE (3) I am not interested in this
product at this time.
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THANK YOU FOR TRYING MARY KAY PRODUCTS!
INDEPENDENT BEAUTY CONSULTANT NAME
START DATE
34
OPINION POLL
CONCLUSION DATE