Welcome to Mary Kay Cosmetics

Kathy’s ‘Can Do” Unit

New Consultant Training

Packet 8 Team Building

Training Hotline Listen to the 10 Training calls to learn how to build a

successful Mary Kay Business

308.344.6400 Access code 370006#

1. Welcome/Vision Casting/Goal Setting 2. Inventory Options 3. Tracking Your Success 4. Booking/Upgrading 5. Coaching the Hostess/Preprofiling

6. The Skin Care Class 7. Other Ways To Sell 8. Team Building 9. Time Management/Money Management 10. Principles/Philosophies/Core Values

After each call you must email Kathy at Kathy@kathypayton.com and let her know 3 things you learned from the call and any questions you may have.

The Importance of the Interview NSD Linda Toupin

The interview sets the stage for your new team member’s success. What you say and the attitude that you present to her at this time becomes ‘gospel’. It is during the Interview that she buys her own company and decides how it will run. Once that stage has been set it is VERY, VERY difficult to change the mindset that has been purchased. Many people join the company not necessarily through fact but through emotion. Certainly emotion is a big part of the process but it should not be the only consideration. For example if a consultant joins your team ‘just to help you out ’ or because ‘it looks like fun’ you may find it difficult to enroll her in boot camp, proper inventory, a business debut etc.

Things that should be thoroughly discussed prior to her making the decision:

1. Go through all the steps of the marketing plan….many a director today will tell you that she caught the vision of directorship in the interview. Women today are looking for management positions. They have already been suc-cessful in the business world...This type of women wants to know how she can quickly move into that position.

2. Cost of the Starter Kit—–don’t forget about Smart Starts and Web Page. 3. How long before the starter kit arrives. (typically) 4. Go through the contents of the welcome packet with her. 5. Dates of Boot Camp. (Have her write them down ) 6. Dates of all local success meetings. (Have her write them down) 7. Business Debut (Let her know that a definite date will be set once you know when her inventory will be arriving.)

The Importance of the Interview NSD Linda Toupin

(Page 2)

8. Inventory —the next step. (All consultants joining the company should know that there is a ‘2nd’ decision. An amount that could range from $200-$3600.)

9. There will times when you will want me to discuss inventory with her on the tape and there will times when you want to go ahead and make that decision at the time she signs the agreement. 10. Leave her with the assignment of looking through her welcome

packet within 48 hours and listening to Next Step . As she listens to the CD ask her to write down any and all of her questions. Those with a more confident personality may also be challenged to begin taking orders from her friends and family. Encourage her at every step to being a good student.

Overcoming objections is nothing more than being a problem solver. Look forward to her objections —they are an opportunity for you to get to know her better and will give you an opportunity to better custom-design this career around her particular values, wants and needs.

NAME & PHONE # ON & LOVE PRODUCT

HOSTESS PREFERRED HOSTESS

RECRUITING PACKET

CHOICES TAPE

GUEST EVENT

INTER- VIEWED

ANSWER

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HAS A NEED TO FILL

TRUST-WORTHY

Recruiting is a Layering Process

Interview Communication Sheet

TODAY: I’d like to find out a little bit more about you, then I’ll share some about me and my journey in Mary Kay, then I will share with

you a little bit about the company, ask you if you have questions, and what your opinion is at the end. Fair?

OPENING THE INTERVIEW: Tell me a little bit about yourself? ____________________________________________________ Family? ________________________________________________________________________ Job? ___________________________________________________________________________ What do you like most about your job? ________________________________________________ If you could change one thing about it what would it be? __________________________________ If you could write the ideal career description, what two or three things would be most important to you in a job? 1) _____________ 2) _______________ 3) _______________ Tell me what you know about the Mary Kay products or the Mary Kay people? ______________________________ If you were to ever consider a career with Mary Kay, what types of things do you feel you’d really need to know about the company to help you make a decision either yes it’s for me, or no it’s totally not for me? ____________________________________________

CLOSING THE INTERVIEW: Have I answered all of your questions?________________________________________ 7 Traits we look for…….I’d like you to write a few things down for me. I’m going to share with you what we are looking for! 1. A woman who appreciates and values education –training weekly/monthly/quarterly—in person, phone, online, CD’s 2. A woman who can embrace our company’s values of God 1st, family 2nd and career 3rd – plan business apts around your family 3. A woman who wants to increase her financial situation & is willing to work for it –what you’ve gained financially from MK- would you enjoy an increase in your financial situation? What could an extra $500 a month do for you and your family? 4. A woman who possesses a high degree of independence professionally or personally – victors not victims 5. A woman who sees herself as a team player with a will to win – being a part of a sports team/committee – everything I do benefits my consultant, anything she does benefits me and anything I do benefits the company. So we all count and work together. I would never give you advice that would harm you because it would harm me. 6. A woman who wants to positively impact someone else’s life – confidence the product gives women 7. MOST IMPORTANTLY I’m looking for a woman who feels as though there is more in store for them than what they are currently experiencing – Where do you see yourself 5 years from now? What either impresses or surprises you the most?________________________________ What do you feel is your greatest asset? _______________________________________ Let me tell you why I think you’d be great… It’s a $100 decision…in your starter kit is $400 of retail product for you to demo along with training materials to teach you everything you need to know. I also come with your starter kit because I get to mentor you to success. If in person LEAN FORWARD and say I really want to work with you do you want to work with me? Then have them fill out their agreement. If on a call say I know this information may have given you a new thought. I really want to work with you so on a scale of 1-4 where do see your interest level in working with me….. 1) Thanks for thinking of me, but I’d like to remain paying full price 2) I am excited about what you told me and you’ve really got me thinking! Give me more information and follow-up with me. (Follow-Up Call in 24 hours/Coffee/Success Night-EMAIL/HAND information:Starter Kit Flyer, Marketing Information, Brochure, Personal Website) 3) I don’t need anymore information, let me sleep on it and call me tomorrow for my decision. (Follow-Up Call 24 hours) 4)Ya know what, you are right… I have spent $100 on worse things… I am a little scared but as long as you are going to teach me… lets order my kit! 24 HOUR FOLLOW UP: DATE: ____________________ I was so excited to call you! How did you sleep? ________________________________________ Did you have any questions since we last talked? ________________________________________ Tell me what you think the worst thing is that could happen to you by trying Mary Kay? ________ How about the best? _______________________________________________________________ Knowing that I would love to have you on my team and that I’d teach you everything I know, is there any reason why we couldn’t at least get your Starter Kit ordered?_________________ *If she wants to think about it… follow up with the LAYERING method. *If she says no, ask her if you can keep her informed on events and when new exciting things come out and ask for referrals.

Prospect Name: _____________________________________________Date: __________ Address: _________________________________________________________________ City: ___________________________________State: ___________Zip Code: _________ Home/Cell Phone: ____________________________Work Phone: ___________________ Age: _____________Married? ______________Children? _________________________ Sit Down Interview? YES or NO Telephone Interview? YES or NO

Consultant Name: ______________________________ Turn Into Your Director For Credit!

RECRUITING OBJECTIONS

Don’t know anyone. “Great.” You know strangers are only people we haven’t met yet. I only know a few people. “Great.” Do they have skin on their face and are they breathing or- Invite those 2 people and ask those 2 people to ask 2 people. 100% When I start something. “Great.” Put 100% into 2-3 hours and who knows what you will accomplish in this business. I have to ask my husband._ “Great.” Don’t you agree it’s better to ask for forgiveness than for permission? Boyfriend.- Get rid of him. Where am I going to get the people. Are you trainable. Fear of Failure. Try it. There is nothing to lose. I’m too shy. You know I haven’t met a shy person yet that says I just love being shy. Don’t you agree? I can’t sell. You know in Mary Kay we teach skin care and the product practically sells itself. I don’t have any money. “Great.” That’s why you need Mary Kay so you can never say those words again. I have children. You know in Mary Kay we have the greatest flexibility to work around our kids and they will learn and grow up in a positive environment. I love my job. You must be a positive person to begin with and you will only supplement in Mary Kay. I don’t wear makeup. “Great” Do you wash your face? It’s not the right time. You know if we waited for all the lights to turn green to get home we would never get home. I don’t have the time. If your boss asked you to work 2-3 hours extra for $50-$100 would you do it? I’m afraid to stand up in front of people. You could start out with just facials, one on one.

RECRUITING

INVITE SOMEONE TO EVERYTHING!

FOUR POINT RECRUITING PLAN

1. Ask your hostess, “Who’s coming tonight and who will be great at what I’ doing?”

Ask her questions about her guests to see what is going on in their lives. This way

you will know if there is a particular woman there you should pay close attention to.

It will make the guests feel more comfortable with you if you make things more on a

personal level and show that you are concerned about them.

Also include the following when talking to your hostess, “____________, watch

me tonight and see if this is something you would consider for yourself. I think

you would be great.”

2. “Cracker Jack Recruiting Talk” –“Your success story”… talk about yourself (I story)

and how you got in, why you got in, why do you stay in Mary Kay, and success about

your director. Talk from your heart! Show Charisma!

3. Pick the one who is most enthusiastic to offer this opportunity or select one of the

guest to be a training model for you.

“I’m in leadership training with Mary Kay Cosmetics and my director has

challenged me to have a model Tuesday night. Would you honor me and be my

model to help me complete my training. It’s the best night of the whole month and

I have a special gift just for you.” (Tell them to dress professionally.)

‘COFFEE TRACK’ “What I suggest we do is sit down over a cup of coffee and let me tell you what

Mary Kay is, how it works and how it might benefit you and your family. If,

after you thoroughly understand it you think it might be something that would

work for you, I would be delighted to sponsor you into Mary Kay. On the other

hand, if you feel it is something that would not benefit you and your family, I

would be the first to tell you, DON’T DO IT!”

4. Offer the hostess a gift for recommending someone and if they sign, offer a discount

of 50% for 6 months or a year (your choice).

Always Remember…

SOME WILL SOME WON’T SOME ARE WAITING

Creating an I-Story with Charisma and Passion LaRonda Daigle

Prospects do not sign because we earn 50% profit. They make their final decision on the emotion that was gathered during someone’s story. They step into your story and have the feeling, “if they can do it, why can’t I!” On the other hand, if you do not take the time to create a story that will have them coming out of their seats, you may never spark an interest. You may say, “I am not as successful as you LaRonda.” You may not have

achieved what most of the top Directors and Nationals have thus far, but I joined only 16 years ago! Because I learned very fast to get out of myself and get into others, God has blessed me tremendously in my business. You will become all that you were meant to be, if you show passion for what you believe in. Now, I want to take you back before Mary Kay came into your life. I am going to ask you questions, because your answers may relate to someone else. You need to learn how to show emotion in developing a powerful success story. You need to make people laugh and also have emotions of wanting more in life. Here are some questions that I ask any Consultant or Director when creating their Success Story:

• What were your thoughts about Mary Kay before getting involved with

the products or company?

• When you saw a Pink Cadillac, what did you think?

• Where do you currently work?

• What do you enjoy best about what you do?

• What would you change about what you currently do at your present

job?

• How did you meet your consultant?

• How did you respond to having a facial or a skin care class?

• Did you really want to have the facial or class?

• Did you want to go to the meeting?

• Did you feel bothered by the consultant?

• Did you love the products?

• Did you buy anything?

• Was money tight for you?

• When you heard about the opportunity, what were your thoughts and

feelings?

• Did you want to hear more about the opportunity?

• What part of the marketing plan impressed you? Money, etc.

• Why did it impress you?

• Did you know you could make that kind of money in Mary Kay?

• Were you a practice interview? Did you go there just to help out?

• When you met your Director, what were your thoughts?

• What did you see in her that you wanted?

• When you signed your agreement, were you nervous, scared, etc.?

• When you woke up the next morning, what were your thoughts?

• Were there any negative people in your life that wanted you to not be a part of Mary Kay?

• What is your purpose?

• Why did you make the decision?

• How have you grown in Mary Kay?

• What are your goals?

You need to answer these questions and put together your I-Story! Your story will grow; as you grow into the person that God intend you to be. Tips:

1. Do not talk about other Direct Sales Companies. 2. Do not say, I thought Mary Kay was like the Ding Dong Lady.

Remember that someone’s mother raised him or her on Avon. 3. Do not say, I thought Mary Kay was for Old Ladies or Blue hair

ladies. You must say for more mature women. Remember, we have many successful mature women in Mary Kay.

Have fun creating your story with passion and charisma. I know the Mary Kay

world will hear your story on the Seminar Stage.

It is a choice to be great in life. Be great in Mary Kay! Remember, you are selling the Dream of Mary Kay! It does not matter what has not happened, what matters is what is going to happen. Believe in the power of the Dream!

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�By using the following dialogue, you can develop the habit of bringing guests to your unit functions—and increase your recruiting average! DIALOGUE TO USE WHEN INVITING A GUEST TO A FUNCTION “Hello, Jane! This is Sue with Mary Kay Cosmetics. I won’t keep you but a minute. Jane, you’ve been on my mind because (share a special quality she may have—great hostess, customer, a woman of her word, etc.). The reason I am calling is because I would like to invite you to our upcoming (function) as my special guest (a model). It is Wednesday night at 7 p.m. You will be helping me out with my training. I will have a special gift for you just for attending! I can pick you up. Is there any reason why you couldn’t attend?” If you ask one person a day, you will have contacted seven people and should have four yeses. Taking into consideration the possibility of a last minute cancellation, at least two of those you asked should be able to make it. Don’t forget to follow up with those who couldn’t make it that week. There’s always next Wednesday! Get them excited about coming the next time. FOLLOW UP WITH YOUR GUESTS On the morning of the day of the unit meeting or guest event, call your guest and say, “I’m just calling to confirm the time and place for me to pick you up. I am really looking forward to showing you off this evening!” HOW TO INTRODUCE YOUR GUESTS Use a four-part format, but keep it short!

1. Introduce your guest by name 2. Tell how you know them or how you met them 3. Pay each guest a genuine compliment 4. Have each guest tell something about herself

Example: “I’m so pleased to present Jane Brown. Jane is one of my hostesses and she’s been using Mary Kay for over two years! She has a positive attitude and loves to look her best, so I know she’ll enjoy our meeting tonight. Jane, please tell us a little about yourself.” EXAMPLES OF INTRODUCTIONS

• I am happy to introduce you to… • Let me acquaint you with… • I am honored to present my guest… • I want you to meet my guest…

EXAMPLES OF GENUINE COMPLIMENTS

• Jane has a dynamic personality. • Jane is a woman of her word or integrity • Jane works with the public and she really knows how to look her best. • Jane is one of my preferred customers. • Jane is one of my best hostesses, and her skin care classes are a pleasure to hold.

AVOID SAYING: “This is Jane Brown, and she’s here to look us over” or “This is Jane Brown, and I’ve been working to try to get her to become a Consultant.” It may embarrass her. Practice saying introductions out loud until they become second nature to you. This will help increase your confidence and make your guests feel more at ease. START PLANNING NOW WHO YOU’LL BRING TO OUR NEXT UNIT FUNCTION!

Mary Kay Image Tips from Barbie!

In 2003, Mary Kay offered a collector’s edition Barbie as a Star Consultant Prize. There was a lot of excitement about her, and we learned some very interesting information about her design. One of the National Sales Directors shared that Mattel sent the company a prototype doll for design approval. She arrived with big fluffy hair, a very short skirt, no hose, and strappy shoes. Mary Kay sent her back! “Star Consultant Barbie is a businesswoman!” they said. “She needs to look professional!” So Barbie got a makeover. You’ll notice that Star Consultant Barbie is well-groomed, tasteful, and tailored. She looks feminine, yet ready for business. She dresses the part and is ready for success. If she could talk, she’d have a thing or two to tell us about image. Since she can’t, I’ll take a guess at what she might say!

Barbie’s make-up looks great! Check the Look Book, fashion magazines, and your sister Consultants to make sure your colors are current and that your application is flattering. If you don't feel confident in this area, ask your Director or a sister Consultant for help. If you’ve been wearing the same colors for years, it’s time for a change!

Barbie’s hair is professional and up- to-date. I’ve heard it said that if you haven’t had a compliment on your hair in the last two weeks, you need to “cut it, dye it, or buy some more!” If you’ve worn your hair the same way for a long time, consider a consultation with a stylist you trust.

Barbie has chosen one Mary Kay pin to wear. Keeping pins to a minimum maintains a professional look. They’re all important; just don’t wear them all at once!

Barbie’s smile is contagious! The most important part of your image is your attitude! Be positive and look for the solutions, not the problems, in everything you see. You’ll attract customers by your enthusiasm.

Barbie is headed to the top in her Star Recruiter Red Jacket and her Star Consultant Pin. These symbols of success are important goals for any Consultant! With consistent sales and team building efforts, you too can reach these levels of achievement.

At all Mary Kay events, you can bet Barbie has brought her notebook, her datebook, and her check- book. Make it a point to always have those three things with you!

Barbie’s shoes are a “closed-toe” business style. A low to medium heel is flattering and practical for most women. Find a high-quality pair of black, leather shoes, and you’ve made a great investment. Remember, no white shoes after Labor Day! You can wear open toe shoes to MK events.

By Future Exec. Senior Director Amy Duncan, ‘03...edited by www.cindras.net 2011

Mary Kay Consultants have long been set apart by their attire. We ask that you always wear a skirt to all MK functions and selling situations. This means a dress or skirted suit or outfit that could be considered business attire. Be sure the skirt is in a flattering length for you. Skirts that are too short don’t look professional.

You can’t tell in this picture, but Barbie is wearing hose. Hose should always be in a lighter color than your shoes (no navy hose with white shoes!) and should be free from runs, etc. Invest in good hose that will be durable and flattering. Mary Kay used to require that all Consultants wear pantyhose to Company Events, but that is no longer a requirement, but is professional.

Your professional image doesn’t have to cost a lot of money. If your wardrobe doesn’t include business attire, invest in one or two quality outfits you really like and then wear them to everything! Many Consultants wear a white blouse and black skirt until they are in their Red Jackets. Those pieces will be great additions to your closet, and you’ll be ready for the Jacket when you earn it! Quality clothing always pays off.