PAGE ONE:
●Welcome and thank you all for coming tonight, I am excited to introduce you to the latest & greatest
with MK. I especially want to thank (hostess) for being my hostess tonight. I always say that without
hostesses like (hostess), I wouldn’t have a job so, thank you!
 Introductions: Name, occupation and favorite thing about her work. Have hostess share one thing
that she likes about each person.
●So to give you an overview of tonight…
I’m going to tell you a little bit about Mary Kay,
a little bit about myself,
a lot about skin care,
we’ll do a little bit of color, (hostess) will do (or has done) a full color look
and then at the end I’ll meet with you all individually and we can talk about your individual needs and
schedule your next appointment.
PAGE TWO:
● Here is a picture of Mary Kay. I really like to show this picture, because a lot of women wonder if
Mary Kay was a real person or if she was made up for a brand name, like Betty Crocker. Mary Kay was
a real woman who created the company in 1963. She wanted to give women an opportunity to achieve
financial success while keeping their priorities in order. The values of Mary Kay are God First, Family
Second, and Career Third which I appreciate because those are my priorities as well, and it’s great
being surrounded by like-minded women.

Many people recognize and love what Mary Kay Ash has done for people around the world! Did
you know that Mary Kay was voted the Greatest Female Entrepreneur in American History? Just so
you know… the male winner was Henry Ford! Pretty impressive, wouldn’t you say?
PAGE THREE:
● Some fun facts about Mary Kay Cosmetics:
1 Mary Kay Cosmetics will be celebrating their 47th anniversary this year (2010)
2 There are more than 1.9 million women who make up Mary Kay sales force in over 35 countries
3 Mary Kay is the #1 Best Selling Brand of Facial Skin Care and Color Cosmetics in the United
States and has been for around 14 years, so know that the products that you’re using tonight are
the absolute best products that you can buy!
4 120,000 consultants and directors have earned the use of a MK car or elected cash compensation.
How many men and women at your company drive company cars? Do you? Can you? Is it even
an option?
5 300 NSDs in the United States and many more directors have earned more than $1 million in
commissions so Mary Kay has truly achieved her dream to give women financial success while
balancing their faith and family.
PAGE FOUR:
●And to tell you just a little bit about myself,
(tell short “I” story)
End with … at every skin care class, Mary Kay Ash and I believe that there is someone here who’s
looking for something more … more cash, more flexibility, more fun, more supportive environment, etc.
Just watch me today and see if this interests you.
PAGE FIVE:
●Okay, there’s one more thing that I want to tell you before we get started. Mary Kay has a 100%
Satisfaction Guarantee, which means if you are ever not completely satisfied with a product, you can
exchange or refund it at any time. Have you ever gone to the store, bought a blush or a lipstick, you get
home, try it on and it’s the wrong color?? (nod your head) Then what do you do? You put it in your
cosmetic cemetery-the drawer full of products that you never use! Well, you’re not ever going to have
Mary Kay in that drawer because we offer 100% Satisfaction Guarantee.
●So, because of our 100% satisfaction guarantee, we like to see our customers twice, the first time to
introduce you to the products and the second time to check your progress and make sure you are
100% satisfied. This is called your check up appointment or PMS appointment, your Personal
Makeover Session. We are going to play a game tonight. When I say PMS appointment, the first
person to raise your hand and shout PMS will get a ticket. I have a couple really great gifts that you will
be able to pick from at the end of the party! Ok, so the key word is PMS.
PAGE SIX:
●OK, let’s get started. Now there are 5 essentials to healthy looking skin. Does anyone know what they are?
These are 5 things you should do day and night. – Give tickets to those who guess these steps!
-Cleanse
-Exfoliate
-Tone
-Moisturize
-Protect
●How many of you are doing all 5? Well, you are not alone. Women are busy so, MK was smart and came
out with a new line of products called Timewise. She condensed the 5 into 3. The first is a 3-1 cleanser. This
product is a cleanser, an exfoilator and a toner in 1. Then there is your moisturizer and then your foundation.
●Today, I am also going to add in our anti-aging product because, I find most women want to look 22 forever.
This is your “Botox in a Bottle” and together these are your Miracle Set.
●Now you will see a difference today in using the products 1 time but, you will really see a difference by the
time we do your PMS appointment.
PAGE SEVEN:
● Let’s remove your old eye makeup with one of my favorite products -- our Oil Free Eye Makeup Remover! It’s a
silicone based product and is currently the number one selling eye makeup remover on the market! Shake it, before
you use it! Plus, have you ever heard of dust mites? There are also eye lash mites! Our eye makeup remover kills
lash mites. (have them use this)

Now we’ll get into our skin care … we’ll start with your cleanser. Go ahead with the tabs of your fingertips, dip it
in your cleanser and go upward and outward on both sides of your face. You always want to go up and out because
you don’t ever want to pull anything down that is already falling down!
● You are cleansing, exfoliating and toning in one step. Now, once you have that on, you can use your cloth to take it
off.
●We have 2 types of cleansers with MK, one for dry to normal skin and one for combination to oily. So, your cleanser
is specially formulated for your skin type. Now if this is not perfect for you, we will change your formula at your PMS
appointment. Our cleanser also comes in a bar form if you like suds.
PAGE EIGHT:
●Next we are going to add an anti-aging product. Here’s a fun question…at what age do you think your skin starts losing collagen? Okay,
ready?….IN YOUR EARLY 20’s! So, it’s very important that you use a product to renew that collagen that you’ve been losing. This is our
“Botox in a bottle!”
●We are going to start with the Day Solution. This fights the signs of aging. We are going to put this on ½ your face so that you can see
and feel a difference today. Pick one side, your oldest looking side, go straight down the middle and go upward and outward.
●This has an SPF 25, which is the perfect SPF on a daily basis. It is a full-spectrum sunscreen. Who knows what a full-spectrum
sunscreen is?
●It protects you from both UVA and UVB rays…a lot of the sunscreens on the market are not full-spectrum, so it’s very very important that
you use an SPF that protects you from UVA rays, which are rays that age you, and UVB rays, which are rays that burn you. This protects
you from both. The Day Solution prevents lines and discoloration before it occurs by blocking UVA & UVB rays!
●Again, you will see a difference today but, by the time we do your PMS appointment, you’ll really see the difference!
●Next, is the Night Solution. This has vitamin A & E derivatives. You put this on at night, so as you sleep, your skin is being renewed.
The number one ingredient in the Night Solution is an anti-aging peptide that simulates collagen, which is what we all need! I am going to
give you a small amount of this and I want you to put it on your neck area. This way, you can see how it feels… more like a gel or serum.
● So, in the morning you use your Day Solution all over your face, and at night you use your Night Solution all over your face….does that
make sense? Okay, Great. And the best part is you will see huge results by the time we do your PMS!
PAGE 9:
●Next, we’ll go on to your moisturizer. It is in the next well. I want you to do the same side you did the
Day Solution. Just ½ your face. Again, you want to go in an upward and outward.
●Now moisturizer is very important because it will hydrate your skin. Now, if you are combination to
oily, you are actually using a moisturizer that helps control oil. This will absorb excess oil and you will
be less oily throughout the day.
●I want you to visualize a grape and a prune. Do you know what the difference is between to 2?
Water. So, that is why moisturizer is so important.
PAGE 10:
● Now, before you apply your foundation, I want you to take your mirrors out and look at both sides of your face. See
if you can see the difference in the side you used the skin care products? Typically, we notice that your skin is more
radiant and that your skin appears firmer and more lifted on the one side! Now, you can imagine the difference we’ll
see by the time you do your PMS!
● Okay, the last product in our Basic Skin Care is your foundation. We know that SPF protects you against the sun
but, do you know what foundation protects you against? Pollution. Does anyone wear glasses? How often do you
wash them? Why? (have them answer). Well, all of the “stuff” that is on glasses gets on our faces without us even
noticing! If you do not wear anything, you are actually wearing what’s in the environment. Also, our foundation is
made with marine extract pigments, which are the highest quality pigments you can purchase.
● Because of that, you can actually use a third less of our foundation than you would with your normal foundation.
●Go ahead and do a dot on your forehead, a dot on your nose, a dot on each cheek and chin and then blend. The key
to foundation is to use a small amt, to use a non-comedagenic foundation that won’t clog your pores and to find a
shade that matches your skin exactly so no one knows you’re wearing it.
● Have you ever seen anyone with an orange foundation line? Well, the reason that happens is because they are
mixing and matching their skin care. They are using one brand of cleanser, a different brand of moisturizer and a
different brand of foundation and there is an acidic reaction that turns it orange. So, for that reason, our skin care is
sold together as a set. So, whatever brand of skin care you use, now we hope it is MK, but whatever brand you use,
use the same line of cleanser, moisturizer and foundation.
●We have just finished your Basic Skin Care and added in the Botox in a Bottle which makes the Miracle Set
PAGE 11
●Before we go onto color, I want to share with you a few other important products. Have you ever noticed that your
eyes are the first place you show signs of aging?? The reason for this is that the skin around your eyes is 4 times
thinner than the skin everywhere else on your face. Plus, there are very few oil glands beneath the eye, so your body
simply doesn’t produce enough oils to keep that area hydrated! Because of the thin, delicate skin and the lack of
natural hydration … taking care of your eyes is super duper important!
● So, how do you take care of the eye area? Use our Firming Eye Cream. This stuff is incredible! 96% of the women
who used this firming eye cream saw a significant improvement in the appearance (lines/wrinkles/dryness) in less than
12 weeks! The Firming Eye Cream is going to firm up any sagging around your eye area as well as help diminish the
fine lines and wrinkles.

And the last skin care product I want to share with you today is microdermabrasion. Have any of you ever heard
of “microdermabrasion?”

MDA contains aluminum oxide crystals that polish your skin. It goes one step further then skin care. It is
actually a cosmetic treatment. Our MDA uses the same exact crystals you would get at the dermatologist. So, you
get the same exact results without the price. You do not use this daily but, 2- 3 times a week. You use it in the
shower for 2-3 minutes.
● It reduces the appearance of pores which is the biggest complaint I hear from women. The crystals remove the
dead, dull skin that forms in and around the outer edge of every pore. Therefore, it minimizes the appearance of pores
and helps to get rid of blackheads. Also, MDA controls oil and increases the oxygen at the surface of our skin …
giving it a more healthy, radiant glow.
● We are going to try this today on our elbow, but you will get to try it on your face at your PMS appointment.
PAGE 12:
● Now, let’s go into color!
● With MK, we offer every customer 2 color looks. Do any of you ever have those days when you have about 30
seconds to get out the door? (Pause) For those days, you will need the Dash out the Door!
● These are 4 quick products that will help you to look great in no time. This is the look you will try today. It is an
eyesicle, mascara, bronzer and lip gloss.
● Then there are those times when you need full color. Maybe an interview, a wedding, a date….As my hostess,
(hostess) will be doing the full color today. Of course, you will be able to do full color at your PMS appointment.
Do SATIN LIPS – (if you want)
(Have guests apply color.)
PAGE 13:
● When you are all done, I want you to take out your mirrors, hold them an arms length away – that’s how everyone
sees you and no one comes any closer and if he does his eyes should be closed anyway!
● Now, let’s do a compliment time. Give the person on each side of you a compliment as to what you like best about
her look. It has to be specific, not just that you look great but, I like your eyes, your lips, etc.
PAGE 14:
● Most women have 3 questions when I’m done:
1. How quickly can I get the products? (today)
2. How can I pay for them? (Visa, M/C, check, cash)
3. Do you have any specials? (yes – everyone loves specials! I know I do!)

I am going to finish by showing you our specials today. These are the Top 10 Most Popular Sets in MK.
(Pass out set sheets & explain)
● Let me share with you where we are in the market place. There are 2 types of product brands. There are Mass
Merchandise brands-these are brands that you would find in Walmart, Target, Walgreens, CVS, etc. Can anyone give
me an example of a Mass Merchandise brand? The second type of products are Prestige brands. Prestige brands
you find in the department stores-Lancome, Este Lauder, Clinique, etc. Now what is the difference between the 2
types??
Right-Price & Quality
●Where MK is, is that we are a Prestige brand. The quality of our products are the same as you would find in the
department store but, our price is of a mass merchandise. So, we are actually a “Masstige” brand  and I believe that
is why we have been the #1 best selling brand for 14 years.
PAGE 15
● Next, I will meet with each of you individually to answer any questions, help you with product selections and to
schedule your PMS appointment! (this is the last time you say it)
●As I do, we are going to play one last game. (Pass out the 40 guests in 4 minutes sheet) With MK, we work
primarily with referrals so, the highest compliment you can give me is to introduce me to women you know. Anyone
you know who is overworked, underpaid and could use some pampering! That should be every woman you know!
You’ll get one ticket for every blank you fill in and the person who fills in the most blanks will get 10 extra tickets! You
are welcome to use your cell phones!
Clean up the table as she does this!
Then say … is there anyone who has to head out right away? If so, I’ll take you first, ________, I’ll meet with you second,
_______, I’ll meet with you third and ________ since you are my hostess, I will meet with you last. _________ (hostess), now
would be a great time to serve the refreshments while I meet with everyone individually.
(Tape these questions on the back of the FlipChart)
Individual Close Questions
1. Thank you for coming tonight, did you have a good time?
2. What part of the skin care did you enjoy the most?
3. Let’s pretend you just won the lottery on the way over here tonight (smile) and you had all the money in the world
and we were going to fill your roll up bag, which 4 sets would put into it?
4. Would you like to splurge on that today or do you have another set in mind?
5. Write up her sales ticket … while you are figuring the tax, ask her to pick and open 3 envelopes from the 15-20
envelopes that you have available! (Do NOT tell her what these are for yet.)
6. After she pays for her order, then say to her …
Have you ever heard of the TV game show, Deal or No Deal? Well, this is Mary Kay’s version!  Here’s the deal …
when we get together for your PMS and you share it with 3 women over 21 who don’t have a MK consultant, you get
one of those for free! Which one excites you the most?
7. Great. Let’s go ahead and set up your PMS apt. What works best for you, a weeknight or weekend? (if she
has any problem thinking of 3 women … refer to her 40 guests in 4 minutes referrals for her guest list) (Set up a
time to hostess coach)
(If she doesn’t want to have any friends, schedule her for your success meeting)
8. Once you get the date set… say, would you do me a favor, please go home and check your schedule to make
sure this date works for you and your girlfriends and if it doesn’t please let me know within 48 hours. I am
reserving this time for you and your friends. In fact, when other women ask for that date, I will say no because
I’m saving it for you. So, if I don’t hear from you in the next 48 hours, I will assume that no news is good news
and that we are good to go for sure on the __________ (day) at __________ (time). How does that sound?
9. Offer to the hostess (or sharp guests) … to be a face model at your next meeting, get together for coffee or watch DVD.