ealthy alker rea Sr. National Sales Director Kym Walker€¦ · GO TO WORK—Talk to people you meet daily. Practice, practice, practice. It will become simpler! BOOK, SELL, RE-CRUIT!!

alker ealthy

rea Kym Walker Sr. National Sales Director

Make a new Goal Poster for the next 4 months. Your goals should be as follows: Hold 5 classes each week. Hold 5 interviews a week for 5 new recruits each month. Complete Team production each month with minimum of $6,000. Personal sales goal of $2,400 retail ($600 each week). 13% commission check of $650 fro, $5,000 Team production.

Month 1 Assignment: 1. Make the decision to do it! 2. Make a list of 30+ hostesses. 3. Make a list of 20+ recruiting prospects. 4. Call the list ASAP and book 10 Classes to be held in the next 2 weeks. Do not stop until you have 10 booked! (Plan to book 1 or 2 appointments from each class). 5. Call recruiting list and book 5 interviews, tape drop offs, or invite them to a success meeting. 6. When the list lacks names, get more classes, referrals and warm chatter. 7. Call your Director with interview dates, sales totals, and to share or email daily with the information. 8. Deliver Hostess packets and coach classes like a Master. 9. Get at least 50 recruiting packets ready. Things to order from MK; 100 agreements, the Look Books or the Beauty Book to put in folder.

Month 2 Assignment: Results—On Target 2nd Month & Future Director with a minimum of 10 active. 1. Do 2 thru 9 on the side. Listen to tapes every day. (Note, Income should be the same or more).

Month 3 Assignment: Results—Earned car with 14+ active Team Members and finished 1st month DIQ! 1. Do 2 thru 9 on the side. Team and DIQ production should be $10,000.

Month 4 Assignment: Results—Finished Directorship with 24+ Unit Members. 1. Do 2 thru 9 on the side. Production $9,000—total needed for $18,000.

Name (Per) Month 1 Month 2 Month 3 Month 4 Total $600+

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

16.

17.

18.

19.

20.

21.

22.

23.

24.

My Wholesale Total

Personal Team Wholesale Total

Unit Wholesale Total

In Mary Kay, what you choose to make if up to YOU! You decide upon your work and ac vity level, no one else. There is no cap on the amount of money you can make, so truly everything that you want in life you can have, if you are willing to work for it! For career path status and compensa on purposes, a qualified team member is one whose ini al order is $600 or more Sec on 1 wholesale and is received by the company in the same or following calendar month that her agreement is received.

Avenues of Income Unit of 35 Unit of 45 Unit of 80 Unit of 100

Personal Sales Profit $600 $600 $600 $600

Number of Unit Ordering (one third of unit size)

11 18 28 42

Monthly Unit Whls. Produc on (average order $450 x 1/3)

$5,000 $8,100 $12,600 $18,900

Director’s Commission (Unit Produc on x 13%)

$650 $1,053 $1,638 $2,459

Unit Volume Bonus $500 $800 $1,200 $1,800

Recrui ng $390 $650 $650 $800

Company Career Car (Monthly cash comp)

$375 $500 $900 $900

Personal Recruit Commission ($100 for each qualified)

$100 $100 $100 $100

Unit Development Bonus (5 qualified unit recruits)

$500 $500 $500 $500

Life Insurance Value (Company pays premium)

$25,000 $50,000 $100,000 $100,000

Total Es mated Gross Per Month $3,115* $4,203* $5,588* $7,159*

Total Es mated Gross Per Year $37,380* $50,436* $67,056* $85,908*

*These figures are examples based on u lizing all avenues of income available. Results achieved will vary from person to person based on individual effort.

Get Focused: Outline your specific goal. Put dates on each step. Car By:_________________________________ Director By: _____________________________ # of Unit Members By:_____________________ Get Motivated: Set a date for the family to go together to test drive the Free Cruze. Share your goal with the other members of your family and enlist their support. Decide what’s in it for

them. Make a family goal poster. Write your goal in the form of 5 positive affirmations as if it had already happened. Put these on your

pillow and read them aloud every morning and night. Put 20 visual reminders of your goal all around your home. Listen to a least one motivational tape every morning when doing your makeup. Get Organized: Put together 60 recruiting packets with Steps to Success. Purchase 12 MK pins for new recruits. Order MK CD’s to listen to. Put together your recruiting notebook so you love it, www.kymwalker.com. Put together a weekly plan sheet to include: 1. Family, career, church, personal and Mary Kay time. 2. Allow 2 hours uninterrupted phone time per day and 2 hours organizational time per week. 3. Plan a date night each week and a family night. Plan your weekly menus and shopping list a week in advance. Fill them in on your calendar. Line up your support systems: Babysitter, secretary (12-14 year old girl to work 2-4 hours a week

helping with product, packets, etc. Pay her with product). Get a 2nd phone line for business use only and give your personal line to only personal family and

friends. Make sure you have a separate bank account, credit card and decide who will handle the finances. Get Busy: Get and keep 10 appointments on your books at all times. Schedule 2 guest for your Success Meeting and plan to every week. List 6 most important things daily and report to your Director when she calls. Attend 3 Directors marketing presentations and formulate your own and practice.

1. ATTEND ALL FUNCTIONS—Weekly unit meetings are a MUST. By attending, you show support for your Director and Sister Consultants. PLUS, a guest is bound to be more impressed when she sees a room full of people. 2. HAVE DAILY, WEEKLY, MONTHLY, AND YEARLY GOALS—This is important in all aspects of your life, including health, family, business, spiritual and social. Where do you want your business to be in one month (on- target for a diamond star quarter, three new business associates, five appointments each week)? 3. SAY DAILY AFFIRMATIONS—"Every day, in every way, I get better and better. Everyone I meet is a prospect for my products of services. I am healthy. I am happy! I am enthusiastic!" 4. HAVE GOAL POSTERS IN YOUR OFFICE, CAR ON YOUR MIRROR, ETC—Reminding you of your goals. And don’t forget to put one on your refrigerator!! 5. EVALUATE YOUR APPEARANCE—Which areas would you like to improve? Start walking or doing some other form of exercise. Get a new hairstyle, try a new hair color. Start paying more attention to your wardrobe. Dress professionally more often, and let your makeup reflect your career. 6. ORGANIZE YOUR FAMILY—Make them realize you are serious about your career. You can do this by disciplining your-self. Be willing to give up a TV show to service customers and book classes. Talk with them about your goals for the family like vacations paid for with money you’ve earned from your career. 7. COMPLETE WEEKLY ACCOMPLISHMENT SHEETS—Write your goals in pencil and when you accomplish them, fill them in with pen. Determine how much you earn from classes, facials, and reorders so you know when you are improving. 8. READ YOUR CAREER ESSENTIALS—Read this and every other source of information you can obtain about your busi-ness. Watch videos. Listen to audiocassettes constantly. They are a wonderful source of inspiration, education and motiva-tion. 9. ORGANIZE YOUR OFFICE—It is simple. Shoe boxes are fine for skin care profiles. Use an answering machine. Make the message short and businesslike. Record it yourself! Also another way to stay organized in your office is by using your computer. This can help you keep up with your customers and product as well as staying connected to your Director and National. 10. GO TO WORK—Talk to people you meet daily. Practice, practice, practice. It will become simpler! BOOK, SELL, RE-CRUIT!! Always work full circle, focusing on 3+3+3. Remember, Attitude is 98% of your business. As our Lady says, "You can do all things right with the wrong attitude and fail, but with the right attitude you can do things wrong and succeed."

THE BUSINESS POWER PLAN

STEP 1—WHO DO YOU KNOW? Make a comprehensive list of 30 facial/skin care class prospects. No need to prejudge her response. The only requirement-she must have skin! Family, friend, work associate, acquaintance, neighbor (Also put an * by every name you think would be great in this business—Your first team members!)

STEP 2—IT’S YOUR TIME, INVEST IT WISELY…

Are you committed to training? You Success will be determined by how you spend your time. Our ongoing training programs are designed to prepare for great sales and customer service! Can you commit to training weekly, or twice a week? Those who show up go up!

BY HOLDING WEEKLY...

GROSS PROFIT WEEK-LY

GROSS PROFIT MONTHLY

1 Skin Care Class & 1 Facial $170.00 $680.00

2 Skin Care Classes & 2 Facials $295.00 $1,180.00

3 Skin Care Classes & 1 Facial $465.00 $1,860.00

3 Skin Care Classes & 3 Facials $510.00 $2,040.00

1.__________________________ 11._________________________ 21._________________________

2.__________________________ 12._________________________ 22._________________________

3.__________________________ 13._________________________ 23._________________________

4.__________________________ 14._________________________ 24._________________________

5.__________________________ 15._________________________ 25._________________________

6.__________________________ 16._________________________ 26._________________________

7.__________________________ 17._________________________ 27._________________________

8.__________________________ 18._________________________ 28._________________________

9.__________________________ 19._________________________ 29._________________________

10._________________________ 20._________________________ 30._________________________

THE BUSINESS POWER PLAN (continued from previous page)

STEP 3—HOW MANY FACES? To determine the amount of product you’ll want to consider having on your shelf, let’s take a look at the number of faces you’ll be working with. With your current schedule, if a class takes 1-1/2 to 2 hours and a facial takes 45 minutes to an hour, how many are you willing to fit into your week?

Now determine how many faces you will be putting the product on MONTHLY?

TOTAL FACES WEEKLY _____ x 4 WEEKS = ____ FACES MONTHLY!!

STEP 4—HOW MUCH INVENTORY DO I NEED? Refer to the Ready, Set, Sell Brochure www. marykayintouch.com under inventory. Go through each package highlighting the #of faces each will cover. (With product on shelf, time management is EFFICIENT and CASH FLOW is IMMEDIATE!!!

Based on my projected number of faces monthly, I will need to invest in the...

*(#) indicates the number of Travel Roll Ups that could be assembled.

DOESN’T IT MAKE SENSE TO BE ON PROFIT?”

STEP 5—LET’S MAKE IT HAPPEN 1. Inventory Package Needed: $_________________ 2. Find Investor Plan A. _____________Plan B_____________________ 3. Call Kym with your DECISION ASAP and LET’S GO!

# of classes weekly___________ X 4 Faces per class = ___________ FACES

# of facials weekly ___________ X 1 Face per facial = ___________ FACES

FACES WEEKLY_______

___ Career {3600} (18*) ___ Premium {2,400} (12*) Enhanced {1,200} (6*)

___ Professional {3,000} (15*) ___ Superior {1,800} (9*) Basic{600} (3*}

Name Phone Address Status Weekly Results

1

2

3

4

5

6

7

8

9

10

11

12

Date Customer Name

Facial/Double Facial

Skin Care Class

Trunk Show/Rocks Party

Stop-by ap-pointment (where cus-tomer tries

products...or learns about

new products.)

# of faces/live customer contacts

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

Guest at Sales

Meeting (tries/

experi-ences prod-

ucts)

Amount Sold (put in appropriate column)

Tracking Sheet for 100 faces/’live customer contact appointments’—print 4 sheets Your Name: __________________________ Goal Start Date: _______ Goal End Date: _______

R E C R U I T E R C H E C K L I S T

Recruiter Checklist

New

Tea

m M

embe

r N

ame

Submit Independent Beauty Consultant Agreement to theCompany.

Suggest she review her First Steps kit (packed in the On theGo Tote) and sign up for special limited-time offers.

Discuss her Mary Kay goals.

Discuss inventory options.(Review the Ready, Set, Sell! brochure with her.)

Enter date first order is sent to the Company(within 15 days to receive signature look).

Suggest she open a separate checking account for her newbusiness.

Help her complete her Weekly Plan Sheet.

Help her schedule a debut or grand opening.

Suggest she designate and organize her home workspace.

Encourage her to complete the Satin Hands® Challenge.

Help her schedule a skin care class and/or collection previewto observe.

Provide her with information about her Independent SalesDirector’s unit meeting and New Consultant Orientation.

Encourage her to unpack her Starter Kit Bag and review thecontents.

Encourage her to review the educational materials.

Encourage her to book Power Start Plus appointments.

Confirm her Power Start Plus appointments (and call her aftereach one).

Work with her to obtain future bookings.

Please note: The Company grants all Mary Kay Independent Beauty Consultants a limited license to duplicate this document in connection with their Mary Kay businesses.This item should not be altered from its original form.

The following is a checklist of some suggested activities that may assist you in helping your newest team members make successful starts with their Mary Kay businesses. Enter check marks to record your team members’ progress.

Understanding the "Interviewee" allows you to tailor your Presentation to meet Her needs! By

using the Personality Styles to gain a better understanding of yourself and others, you can create

the environment which will ensure you greater success. At the same time, you gain appreciation

for the different motivational environments required by those with different behavioral styles.

Dominance Style Influencing Style Steadiness Style Compliance Style

Characteristics of the

Dominance Style


Influencing Style


Steadiness Style


Compliance Style

1. Results Oriented 1. People Oriented 1. Family Oriented 1. Detail Oriented

2. Makes Quick Decisions 2. Love to talk 2. Loyal 2. Perfectionist

3. Controls People 3. Motivational 3. Slow to change 3. Critical (Self)

4. Power of Authority 4. Enthusiastic 4. Security 4. Analytical

How to deal with the

Dominance Style:


Influencing Style:


Steadiness Style:


Compliance Style:

Communication Communication Communication Communication

Short Interview presentation Long interview presentation 2 part interview process 2 part interview process

Let them do the talking Relationship building You share facts You share facts

Let them do the talking Build credibility Build credibility

Benefits They Will Be

Interested In:


Interested In:


Interested In:


Interested In:

They want to "Do It Big, Do

it Quick"

Recognition Guarantee Financial statements

Management Opportunities

(Directorship, NSD)

Impact on People Time with family Annual Reports

High income potential,

independence

Seminar/Prizes Training/ Support Fact in Print

Their Greatest Fear Is: Their Greatest Fear Is: Their Greatest Fear Is: Their Greatest Fear Is:

Being taken advantage of Loss of Social Recognition Loss of Social Security Criticisms to their work.

Questions to ask them: Questions to ask them: Questions to ask them: Questions to ask them:

"What past management

experience have you had?"

Can you see yourself (Pink

car, Director, Diamonds,

Queens Court)

"Would you be able to

work a proven system that

has worked for thousands

of others?"

If you have a Step-by-Step

plan and answer to your

questions, could you learn

the business? ((Pink car,

Director, Diamonds, Queens

Court)

"What are your qualifications

for management?"

Impact on people "Are you consistent?"

Questions to Lead into the Interview 1." Tell me a little bit about yourself or your situation?"

D - Will tell you’re their accomplishments

I - Will tell you who they know

S - Will tell you about their Family

C - Will ask, "Why, what do you want to know?"

2. "What do you like most/least about what you do? (Narrowing the Menu" - gives insight to what they will like

about Mary Kay.)

3. "Describe for me the ideal Career and Lifestyle situation for you if you could have it the way you want it?" These

questions will give you insight to their D I S C Personality Style and will let you know what to include so that

you can customize her interview to meet her needs.

- As Taught by Bill Cantrell

GO DIRECTOR THE FASTEST David Cooper Training

4 Questions to ask yourself and rate on a scale of 1-10:

1. How Much Do I Want It? 2. How Good Are My Questioning Skills? 3. Am I Willing To Do A 30, 60, 90 Day Weekly

Classes Blitz? 4. Am I Willing To Memorize Questions, Scripts And

C And Become As Equally Proficient In My Retail Sales As I Am In Recruiting Interviews?

1. Get Excited About You! a. Self image = cash in pocket that I created b. Handling rejection = Do NOT take it personally

(CONCEPT VS. PERSONAL) c. Self Confidence = is quickest achieved through a

series of short term successes

When I learn to control my emotions, my daily consistency and the quality of my skills, I will control my happiness and my income!!!!!

Knowledge Is What You Know, Wisdom Is What You Do With What You Know

It’s My Turn And I Am Going Director The Fastest!

Persist With Perfect Practice For 21 Days

Definition of a PRO = a person who has all the hassles, obstacles, and disappointing frustrations that others also have, yet continues to persist to do the job and makes it LOOK EASY!!!!!

2. To increase my income the fastest/go director the fastest, I must understand the art of asking questions! I need to know how to create a sense of automatic MK-set-purchase impulses, rebooking impulses and recruiting-appointment impulses by smiling, nodding, and asking questions (1-3 PQPPFC: 1 to 3 positive questions per page of the flip chart) plus using the ‘3 goals-85 second individual close’ with each guest at each class for the next 21 days.

3. The secret to achieving EVERY MK management goal, every HIGHER level of award performance IS retail-driven/classes-driven INVENTORY DEPLETION reordering to meet the minimum production requirements! ACHIEVE DYNAMIC WHOLESALE PRODUCTION RECORDS WITH MASSIVE RECRUITING FROM YOUR WEEKLY CLASSES/BUSINESS PLAN!!

THE SPEED OF THE LEADER IS THE SPEED OF THE GANG!

There are two primary types of verbal communication:

1. SENTENCES: Guest comprehend/retain 30% or less

2. YES-ANSWER QUESTIONS: Guests comprehend/retain 85% or higher

[SNAQ 1-3 PQPPFC] (Smile, Nod, & Ask Questions; 1-3 Positive Questions Per Page of the Flip Chart)

Positive Question Openers with different endings

1. Could you get excited about… a. [TRADITIONAL} having a softer, more radiant

glow to your complexion? How many of you are eager to look your best everyday? (FLIP RIGHT HAND UP FAST)

b. [TIMEWISE] saving time every morning when you are applying your skin care? Isn’t it important to save time wherever we can?

c. [VELOCITY] having a 3 in 1 cleanser, moisturizer and perfume (for your teen) for under $50? How many of you think that would be wonderful?

d. [TRUNK SHOW] saving additional money buying more with our ultimate collection, the more you buy the more you save, a $327 value for only $279.

2. Can you see the value of… a. [TRADITIONAL] having different formulas for

different skin types? Isn’t it good that we can mix the formulas for special complexions?

3. Do you see the benefit in… a. [TRADITIONAL] having a 100% satisfaction

guarantee on every product that we sell? 4. Are you looking forward to… 5. Doesn’t it make sense to… 6. Don’t you feel that you deserve… 7. Isn’t it reassuring to learn… 8. Wouldn’t it be wonderful if… 9. How important would it be if you could…

3 GOAL, 85 SECOND INDIVIDUAL CLOSE

I. 35 Second MK Sets Close

I. Relaxing question: (their name), were you as excited about how good you looked in that mirror as I believe you were?

II. Driver’s seat statement: You know your situation a whole lot better than I do, it’s up to you; I’ll work with you either way.

III. Choice question: Would you rather splurge for the EXTRA touch of class that comes with our Travel Roll Up back for $299, our on Ultimate Miracle Set for ____, or our basic TimeWise set for only $52.

IV. Release question: Whichever you would rather do will be fine with me

[NOW BE QUIET and look down for 4 seconds]

II. 25 Second Rebooking Approach

(Guest name), Were you as enthused about all that our hostesses can win for having classes in the next 10 days as much as I believe you were? Some guests get SO excited that they schedule two classes trying to win TWICE as much! It’s up to you, would rather go all out and win twice as much for having two classes or is just one really more what you had in mind tonight? Either way will be fine with me.

[BE QUIET and look down for 4 seconds]

III. 25 Second Recruiting Appointment Approach

There’s just one more thing I’d like to say because I believe it. I believe you could be good in MK, I really do. With the proper training, do you believe you could do MOST of the things you just saw me do tonight? It would only take about 20-25 minutes for me to show you how easy it would be to get started and to help you earn an extra $1000, $1200, $1500 CASH PT per month you first 30 days. Would an extra $1000 or more per month be helpful on a consistent basis right now? My schedule is kind of tight, could you stay for just a few minutes after class or would tomorrow around noon or after work really seem easier for you? Whichever seems easier for you will be fine with me.

[BE QUIET and look down for 4 seconds]

TO ENJOY MAXIMUM RESULTS FROM EACH CLASS (MAX SETS SOLD, MAX REBOOKINGS BOOKED, MAX INTERVIEWS SET), I MUST GO TO EACH CLASS WITH 3 GOALS PER CLASS AND DO 3 CLOSES WITH EACH GUEST

How many sets can I sell? 35 Second MK sets close

How many rebookings can I get? 25 Second rebooking approach

Who will be the interview at the end of this class? 25 Second recruiting appt approach

40-Second Customer-List

Telephone-Booking Script

Hi, this is Robin!! I am so excited! I am having one of the best and happiest days that I’ve had since I started doing MK!! I am trying to hold more classes in the next 10 days that I’ve held in any 10 day period since I started doing MK!! It COULD be a Utah (or wherever) state record!!!!! It is SO easy to get the guests there, all you have to say is, “Come as you are and you leave looking like a star!” For just having a class with 4 or more adult non-MK users, you get your choice of either $30 worth of FREE MK OR a 30% discount on EVERYTHING you buy in the next 3 MONTHS!!!!! I appreciate your having a class, but I want to make it the easiest for your schedule. Would you rather have your class before the weekend, during the weekend, or would right after the weekend really seem easier for you? Whichever seems easier for you will be fine with me.

[BE QUIET for at least 4 seconds)

The 4 KEY Questions via Sean Key, May 5, 2012

Pro

spe

ctiv

e’s

In

fo

Name:

Dat

e:

__________________________

Telephone #: Su M T W Th F Sa

Email Address:

@

Tim

e:

1 2 3 4 5 6 7 8 9 10 11 12

a.m. p.m.

Agenda for Call: Introduction, 4 KEY Questions, Close

Introduction: I have four basic questions for you.

There is no right answer – just the honest one.

And, know that I will love you regardless.

1. Tell me a little more about yourself (i.e., family, job, hobbies, etc.) NOTE TO CONSULTANT: Be mindful of what is mentioned first & most often. Refer to Exhibit A: DISC for Teambuilders.

2. What puts a smile on your face?

3. Tell me about a time when you felt successful. What did you like most about that?

4. Fast-forward a year -- what unfulfilled dream would you like to have come true that you’re not living now? Where are you with achieving that goal?

NOTE TO CONSULTANT:

Listen MORE, talk LESS. Remember: W.A.I.T. (Why Am I Talking?)

Relate the above responses to some aspect of the Mary Kay business opportunity based on the DISC chart. [EXAMPLE: If she talks about her children/family, then focus on how her own Mary Kay business will allow her to provide for or spend time with her family.]

When presented with objections , flip-it & focus on ‘selling’ the prospective team member her own dream – that she has communicated to you during this interview.

CONSULTANT NAME ________________________YOUR NAME ______________________________PHONE ___________________ E-‐MAIL ________________________________________ADDRESS______________________________________________________________ If could show your how, would you be interested in earning extra money? Yes No Could you get excited about paying yourself what you are worth? Yes No Do you have enough time with your family, and doing the things you enjoy? Yes No Do you appreciate the companies philosophy of God 1st, Family 2nd, Career 3rd? Yes No Would you enjoy having control your own future including promotions and job security? Yes No Would you enjoy the use of driving a brand new FREE car & saving an average of $600/mo? Yes No Is your current Job FUN? Yes No Are you completely satisfied there? Yes No Could you be motivated by earning gifts and prizes such as diamond rings and fabulous trip? Yes No What impressed/appealed you the most about what MK has to offer?____________________________ You’ll never know if Mary Kay is for you unless you try and there is no risk so What if anything would hold you back from giving Mary Kay a try? _________________________________________________

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ealthy alker rea Sr. National Sales Director Kym Walker€¦ · GO TO WORK—Talk to people you meet daily. Practice, practice, practice. It will become simpler! BOOK, SELL, RE-CRUIT!!