The consultant’s guide to the Party Book

This guide is meant to be paired with the Party Book. You will want to have one for you and

one for each guest to hold during the class. The words on each page are NOT meant for you

to read directly from as each customer will be holding a copy of the book. With that in

mind, use/tweak these notes to help you know what to say on each page. The bullets (in

bold) are to help you know what to lift off of the page and the words (not bold) below are an

example of what you can memorize to say.

Most importantly, HAVE FUN with your guests! THANK YOU NSD Cheryl Fulcher for training us on this idea at FTP 2014!!!!!

As your guests arrive, have your hostess do Satin Hands with them so you can shade match each and have

their foundation ready to go when you get to that part.

Cover Page:

Welcome the guests

Thank the hostess (promote what she is earning for FREE today)

Introductions

Purpose of the book

Thank you everyone for coming! I’m so glad that you’re here. Thank you [hostess’ name] for deciding to share

a part of your evening with me and for sharing your friends with

I’m going to start our intros with you if that’s alright. I’ll have each of you say your name, one thing about your

skin you’d want to change or preserve and one fun fact about yourself. I’ll start! My name is _____ and one

fun fact about me is ________. (let the guests introduce themselves)

You have your very own mini Party book today. It makes sure that I you don’t miss a thing and (I lean in and whisper this part) that I don’t forget something

Page 1

Fast Fun Facts

Mary Kay vs Betty Crocker

Did you know that Mary Kay was a real girl? How many of you knew that Better Crocker wasn’t real? I know, I

didn’t know that either! (I like to give the first person who answered a ticket just so they know tickets and

prizes are part of the fun). Good cookies but fake girl. But was real. When you think of MK, what do you think

of? (let them answer) Most people know about lipstick and pink Cadillacs. I want to tell you a few things

about my company that you may not know….the first thing is that we are in over 35 countries! We built 14

Pink Dream libraries in Korea, we built 9 habitat homes in the US last year, and we have something called the

Mary Kay foundation which supports 2 things: the prevention of domestic violence and research of cancers

that affect women. And we gave almost 5 million dollars to those causes last year and $20,000 of that went

right here to Favor House in Pensacola, FL! Our mission statement is to Enrich women’s Lives and that’s how

we do that all around the world!.

Hopefully when you leave today you’ll know that our company is way more than just lipsticks and pink

cadillacs

Page 2 (Be sure and circle the things that go along with your pictures on this page)

Talk briefly about your 2 reasons for starting your business

There are many reasons people choose a MK business. I never thought I would do something like this because

___________ but as you can see from my pictures my top 2 reasons I started were _________ and _______.

My favorite thing so far is ________ and right now I’m working towards (goal) ____________ so thank you

again for being here today because you are helping with my goal!

Page 3

An opportunity for them to see our amazing fleet of cars

Just for fun, I always love to share one of the best perks in our company: our career car program. You may not

know that MK also pays for 85% of our insurance as well! With the 2nd highest bill in a house usually being

what we drive, this is a huge benefit for anyone!

Page 4

Letting the guests know about your Free Product Program and how they can get their MK for free or

discounted

If you are at the point where you are offering $100 instead of $50, tell them this month you are

doubling it! That will help your bookings too

Explain the Pass the Gift Game if you are playing that

My Free Product Program is something I want to make sure you all know about! Since you are entitled to one

additional free appointment with me, most of my customers enroll in this program to get items from their

wish list for FREE! Just to remind us all, I’m going to have you all pass this gift around every time I mention

anything about the 2nd appt, glamour appt, check-up from the neck up etc The last person to be holding it

at the end gets to keep the gift! So let’s practice….. When we get back together in 10-14 days for your second

appointment, you will get to try products that are more customized for your skin. At that appointment, you

may choose to do glamour or night time facials so you are ready for bed, you get the idea. That next

appointment is where you get to try something we may not have time to try today. It is also called a check-up

from the neck up as I will be checking in on everything you take home today which is why I like to do it in

about 2 weeks after the second appointment. That gives you time to make sure all is going well or to get back

with me so we can tweak if necessary. That next appointment is super fun because we already know each

other!....OK so you get the idea right? (BE SURE TO MENTION 2ND APPT THROUGHOUT YOUR APPT)

Page 5

Point out the benefits of having YOU as their IBC!

Let them know what to expect at the appointment ESPECIALLY meeting individually at the end

There are many benefits to having me as your consultant but I also want you to know that supporting me as a

local business owner also keeps your money here in your community instead of going to some CEO

somewhere. Some of the things my customers enjoy most about having me in their life are _____________.

At the end of our time today, I get to meet with you to customize your experience. And I’ll have your goody

bag for you at that time as well! Today we are focusing on your skin and you’ll leave cute enough to talk your

way out of a ticket should you get pulled over but we will do full glamour including your eyes at your second

appointment. So we are going to do a few things on the back of your hand so you still get to try them.

Because they are favorites of mine!

Page 6

Eye Makeup Remover explanation and demo on the back of the hand (pass a liner around so they

can draw a line on the back of their hand)

Our eye makeup remover is the absolute BEST! Everyone loves it because it removes your eye makeup gently

without pulling on that fragile skin around your eyes. We don’t want that dragging, sagging and bagging in the

eye area from tugging trying to get our mascara off!! There are also conditioners to help you lashes feel

healthier. It also removes eye lash mites which you see in the picture….I know! Yuck! They feast on leftover

mascara and eye makeup so sleeping in your makeup gives them an opportunity to have a feast leaving you

with puffy eyes and less lashes. The great news is that our Remover takes care of that for you! I like to call it

critter gritter Here is a cotton ball with remover already on it so you can see how easily it removes that

liner from your hand. Isn’t it amazing?

Page 7

Microdermabrasion Step 1 and 2 demo on the back of the hand

We are also trying this on the back of your hand today but at your next appointment we will treat your face to

it! You can see in your book that as we age it takes 128 for your skin to renew itself and this set speeds that

process way up!

Take the Step 1 and rub it on the back of your hand. It is gritty to the tough and is actually very finely crushed

aluminum oxide crystals. Your skin will instantly feel as soft as a baby’s bottom and will look amazing too! This

contains caffeine and gives you instant gratification of smoother skin. It literally feeds your skin from below

bringing oxygen to the top of the skin for the healthy glow. It removes the dead skin cells that are in and

around every single pore so you can see how it gives long-term benefits of smaller looking pores and less

breakouts. Ok, wipe off all of the gritty.

You are going to rub the Step 2 where you have just exfoliated....this is not a moisturizer but replenishes the

skin replacing the good that came off with the bad. It nourishes the skin from above with a green tea complex

which is a great natural anti-inflammatory. Aren’t you surprised at how soft it feels after such a quick

treatment?

At your second appointment, you’ll get to try it on your face! And it makes a HUGE difference in the

appearance of your makeup! Speaking of making a huge difference in your makeup, protection is key!!!

Page 8

Reminder of the harmful effects of the sun. Daily SPF is a must especially in Florida!

This picture shows you how harmful the sun can be even in small doses, it will age you faster. Wearing at least

a Broad Spectrum SPF of 30 is what dermatologists recommend for all skin tones.

Page 9

Gives them a brief overview of the Miracle Set they are getting ready to try

Who is ready to get pampered? OK great! Page 9 shows you the set you are getting treated to today! It is the

ONLY 4 step system in the market today that delivers 11 age-defying benefits. You are going to love it. Notice

that this set has the Good Housekeeping Seal of Approval….in case you don’t know (because I didn’t), Good

Housekeeping does over 10,000 tests to DISPROVE what we say it will do and when we they can’t, it earns the

honor of having their seal. So it really does what we say!

Page 10

Gives them a brief overview of the Repair Set they are getting ready to try

Who is ready to get pampered? OK great! Page 10 shows you the set you are getting treated to today. It

reduces the appearance of deep lines and wrinkles by scientifically fighting the reasons WHY our skin ages.

This is our latest anti-aging set so you are getting the latest and greatest with the most current science-in-a-

bottle for your skin.

Page 11

Overview of Clear Proof

You may not struggle with acne but most likely you know someone who does. We have 4 different skin care

lines in MK which basically means we have something for EVERYONE and this is our Clear Proof Acne Fighting

System. It helps get rid of acne without drying out your skin or bleaching your towels. If you are needing anti-

aging but still have breakouts, you can use some of these products with the Miracle or Repair Set. All of our

products are made to work together!

Page 12

Gives them a brief overview of the Foundation

If using TW Liquid Foundation: One last thing before we get started….today we are using our most popular

liquid foundation the Timewise Age-Fighting Liquid which is unique in the marketplace because we offer 2

formulas to cater to your skin care type and needs.

If using Mineral Powder Foundation: One last thing before we get started….today we are using our most

popular powder our Mineral Powder Foundation. It gives you the coverage of a foundation with the comfort

of a powder while controlling shine.

As you can see, we offer 6 types of foundation so at your next appointment you are welcome to try a different

one if you like (tell them where to put their book during the product portion). Let’s get started!

Miracle Set SCC

1. 3 in 1 Cleanser – Have them dot all over their face and rub gently up and out avoiding eyes. How many

of you wash your fast at least once a day? Raise your hand. How about exfoliate? And raise your hand

if you use a toner daily? I love this cleanser because it does all 3 things in 1 tube…cleans your skin,

tones helping your pores stay tighter and gently exfoliates so it saves you time without missing

important steps.

2. Day Solution – (have guests try either on one side of the face or the entire face) It’s a lightweight anti-

aging serum NOT a moisturizer. Contains a Broad Spectrum SPF 35 but it’s silky and light-weight. Has

peptides that relax expression lines. Girls you live in Florida right? So it’s even more important to take

care of your skin! It protects from aging you and causing cancer. Our miracle set is also endorsed by the

skin cancer foundation so it’s great for Floridians just like you! Remember the picture of the trucker

guy right?

3. Night Solution – (squirt on the back of your guests hands) This is the partner to Day Solution because

your skin has different needs during the day from night. The beads contain anti-oxidants and the

microcapsules keep those perfectly fresh until they are crushed when you squirt it…what does that

mean for you? You get the full benefit of these vitamins which would lose their potency without the

beads to protect them. It enhances new collagen production to smooth and firm the skin.

I like to call Day and Night Solution Spanx for your face because it helps pull it all up and hold it in

place….together they fight aging! Even if you are young, these 2 products have huge benefits….it’s a

pronewal system with crucial protection during the day and boosted renewal at night!

4. Age-Fighting Moisturizer – Have them rub all over the face except the eye area. Ask: what happens if

you don’t water your plants at home? Yes, they dry up and die. Even if you are super oily, you still

MUST moisturize. When you don’t your brain sends a signal to the oil glands to produce more oil!

Moisturizing oily skin actually cuts down on oil production…it’s like reverse psychology. So this

moisturizer is customized for your skin type but both formulas are oil free. The normal formula gives

the perfect amount moisture without feeling sticky or heavy and the combo/oily formula helps control

oil throughout the day. It has a 10 hour hydration so it is perfect for using morning and night.

5. Firming Eye Cream – Instruct them to use their ring/princess fingers and to pat underneath the eye

area without rubbing (that creates sagging bagging and dragging) We don’t use moisturizer around the

eyes because there are no pores there and no way to release any excess moisture. So that is why you

need a more concentrated cream made just for the eye area. This Firming Eye Cream lightens,

brightens, firms and reduces fine lines and wrinkles all in one!

6. Foundation –

Timewise Age-Fighting Liquid: This contains high pigment so a little goes a long way…start by dotting

on one cheek and blending to make sure we got the shade correct. Your skin will instantly look firmer

and younger.

Mineral Powder: Best to buff the powder on in small circles to get it adhere to the skin. Provides

buildable coverage that blends effortlessly.

Both are layerable meaning you can add more to a certain area and it will still match.

7. Cheeks and lips (I use section 1 demos and I give a cotton ball with cheek color on it and put Fancy

Nancy gloss on everyone’s tray)

Repair Set SCC

1. Volu-Firm Cleanser – Have them dot all over their face and rub gently up and out avoiding eyes. This

cleanser not only cleans your face but also revitalizes, renews and maintains the moisture balance.

2. Volu-Firm Lifting Serum – Rub this between your fingertips and gently rub on your face. Helps lift and

firm skin and promote skin resilience. It is the magic of the set as it contains live plant skin cells and

helps recover the firmness of youth.

3. Day Cream – Rub this between your fingertips and gently rub on your face. This is your daytime

moisturizer. It helps restore skin’s youthful cushion while minimizing skin’s reaction to external

irritants.

4. Night Cream – (demo on the back of the hand) This is your nighttime moisturizer but it is so awesome

I want you to be able to try it! It contains RETINOL! Retinol sinks into the lower levels of the skin and

stimulates the collagen and elastin. This causes the skin to look smoother and feel firmer with a

healthy glow.

5. Eye Renewal Treatment Cream – Show the metal tip so all can see. This metal is called ZAMAC and it

is what boxers use to take away the puffiness after a fight. At home, you will put the eye cream on

with this but today you will use your ring/princess fingers and pat it on. This all-in-one eye cream

targets deep lines, sagging skin, under-eye puffiness and dark circles. It reawakens tired eyes and gives

them a lifted look.

6. Foundation –

Timewise Age-Fighting Liquid: This contains high pigment so a little goes a long way…start by dotting

on one cheek and blending to make sure we got the shade correct. Your skin will instantly look firmer

and younger.

Mineral Powder: Best to buff the powder on in small circles to get it adhere to the skin. Provides

buildable coverage that blends effortlessly.

Both are layerable meaning you can add more to a certain area and it will still match.

7. Cheeks and lips (I use section 1 demos and I give a cotton ball with cheek color on it and put Fancy

Nancy gloss on everyone’s tray)

Page 13

Before you get the book back out, this would be a good time to promote your social media outlets

and even give them a ticket for “liking” your facebook page

Instruct them to get the book back out and open to page 13

The Referral Program to get the names of their friends and family. I like to do this after the color

part of the appointment or at some other time I feel they are at the height of enthusiasm. Use

exaggerated body language and tonal inflections to capture your audience. You can use a small

product wrapped with a pretty ribbon as the prize (I give each person with a minimum of 3 referrals

a ticket for the prize drawing; the person with the most gets 2 tickets).

Open your books to page 13. This is one of my favorite parts of my appointments – it’s my referral program –

my customers love it!

What you can do is -- think of all the woman you know who would enjoy doing what we did today – maybe

she’s an all-natural girl and would really appreciate the skincare or would also like to experiment with new

color ideas. Either way, she’ll get to do the facial and makeover with me! AND if she gets together with me,

she’ll get a gift certificate compliments of you so you look like the most thoughtful friend ever! Now if as

you’re brainstorming, you realize you’d like to get together at your second appointment WITH these ladies,

you’ll have your guest list already made!

So I’m going to give you 3 minutes to write down as many names and numbers as you can think of and you can

use your cell phone – that’s not cheating, it’s playing smart! All I ask is that they are at least 20 years old and

female. At the end of 3 minutes, everyone with at least 3 names and numbers gets a ticket and whoever has

the most gets an extra ticket!

Ready, go!

Other Tips:

If they stare blankly at you or their paper, give them ideas (neighbors, friends you have not spoken with in a long time, mom, sister, in-laws, someone who is getting married or just had a baby, etc). Don’t cut the time short even if they don’t think of people right away. It could be in that last minute that they give you a great referral!

If they express concern about giving you’re their friends’ information, offer to tell them what you say when you call.

When they book a second appointment, this is their guest list. If they don’t book another appointment, you’ve got leads!

If they book a second appointment with friends, I do not call their referrals. If they say they “might” have friends there or that they will come solo, I go ahead and call them.

Page 14 (in the mini, page 14 is on 2 separate pages)

Recap of what they just used (Miracle OR Repair)

You can see from the percentages on this page that what you tried today really is the best of the best!

Page 15

Pictures showing our amazing products

I can show you many pictures of how amazing our products are but I think the best would be to do your own

before and after picture showing you’re your skin has improved using our skin care don’t you?

Page 16

Purse Game: This game is a FUN way of sharing how your business works which will better help your customers support you, make you proficient at sharing the marketing plan & can result in new team members!

At every appointment, I share a little how my business works, because I never know who is looking for

something more in their life or may know someone who has a need. So to do that, we’re going to play

Explain the game: Everyone get your purse out. Go ahead and peak through it and do a mental inventory of

what you’ve got in there. I’m going to say a letter. The first person to pull out something from their purse that

starts with that letter gets a ticket. At the end, we’ll draw from the tickets for this prize! Let’s do a practice

letter: T (typically someone pulls out a tampon, makes everyone laugh)

Share how you felt before starting your Mary Kay business (ex: “I felt stuck and really tired. Everything I did at

my job was undone the very next day.”)

People start a business with Mary Kay for different reasons. Each letter will represent one of them. And don’t

worry if you just cleaned out your purse! At the end, I’ll give tickets for any question asked about the business

(so I will purposefully leave out info, so everyone can get some tickets).

The first real letter is M…go!

Wait until someone finds something that starts with M.

M – Money. Share something personal about the money (ex: “I had enough money to pay my bills, but I was

always holding my breath that nothing big would go wrong. I was just one emergency away from being ultra

broke.”) Share the facts: 50% profit. Share briefly about reorders and additional team building commissions.

An example of what to say: M is for Money and there are basically 2 ways to make money in Mary Kay. The

first way is by selling out products. There are many ways to share the products: handing out catalogs, posting

on social media, and just calling friends and family to let them know you are a consultant. The fastest and

most efficient way to earn money is by holding what we call skin care classes or parties, which is what you are

at today. The company average for a new consultant is that if you sit down with 4 women over the age of 18

who do not already have a consultant for about 2 hours, you’ll sell about $200. And we make half of that

ladies… HALF in just 2 hours??? I definitely like that return on my investment of time. So just 1 party/week =

$400/month profit. But the great thing is, we sell a consumable product, so every night around 8 pm all our

customers are washing their face and that product is going down the drain….also known as Mary Kay happy

hour!. So you’ll begin to get reorders on that initial sale, and you do very little work for them. We even have

an awesome customer delivery option on our websites to ship product out right from Mary Kay corporate to

our customers that live out of town. How awesome is that?

The second way we make money is on our team. We get a THANK YOU check from our company in Dallas,

Texas based on what our team members. That check comes straight from Mary Kay corporate profits, not

from that consultant. She will always make her 50% on her sales.

The next letter is F!

Wait until someone finds something that starts with F.

F – Fun. This doesn’t need a lot of explanation. You may want to reference something fun or funny that has

already happened at the party.

An example of what to say: F is for Fun and we have so much fun in Mary Kay….I mean we party for a living

right? We get to have fun together as consultants but also with our customers. I just love all of the

relationships in our business. So I guess F could also stand for friends too. Earning prizes is definitely fun too!

A few examples are jewelry, IPAD’s, purses, trips and so much more. It sure is fun to be rewarded for doing

what I would be doing anyway. No matter if you wanted an itty bitty business or something more, you get to

set your own schedule for your business. That flexibility would also fit for this letter as well.

The next letter is H.

H – Hope. Share something personal about hope (ex: “A lot of us have dreams of traveling to an interesting

place or spending more time on a fulfilling hobby, but when we look at our money in vs. money out each

month, we’re jolted back into the reality that we can’t put gas in our cars and save money for those things at

the same time. Mary Kay gives us a way to do both, but still be in control of our time.”)

An example of what to say: You know, when I started my Mary Kay business, I really just wanted

_____________.. But after being around the inspiring women I get to work with, I have a renewed sense of

Hope in my life. I know I can go anywhere in this business if I’m willing to do the work. Mary Kay is the best

personal development course out there. You can learn to overcome your fears, develop your spiritual

relationship, and enrich other women’s lives.

Ok. So we covered 3 reasons: money, fun and hope. Now I’m going to give you a chance to fill in the gaps and

ask questions so you can get more tickets. I know Mary Kay is probably nothing on your radar, but if you were

to ever research it, what would you want to know about how it would work for you? First person to ask a

question gets 2 tickets. Go! If no asks, you could always suggest free cars, how much it costs to get started

etc. Answer questions, but don’t let it carry on for too long. Do the drawing.

Page 17

Bulletin Board

Here are a few more things….a MK business completely flexible, set your own schedule, a great place to be

your own boss, work for a little extra money or maybe a lot of extra money. As you can see, there is no cookie

cutter mold in our company!

Page 18 and 19

Pictures (the pictures there are just until you get your own pics)

Here are a few pictures of why I love my MK….Fun girlfriends trip, we win jewelry, get to dress up…it’s just so

fun!

Page 20

Sales Director Nancy Dove’s Income Advisory Statement with pics of Sales Directors with their

highest check amounts.

Mary Kay Is the only place I’ve found that you can determine your own paycheck and promotions. You can see

the different check amounts but what I want to point out is that those amounts don’t include their sales, free

cars, jewelry or prizes from MK. Definitely some big girl sized checks!

Page 21

National Sales Director Kate DeBlander’s Income Advisory Statement with a picture of her and her

husband, Dave

This is one of the top women in our company who lives on Pensacola Beach and made over $186,000 last year

and again that doesn’t include any sales, prizes, jewelry etc.

Page 22

Personal growth and inspiration page

Guests will rate themselves an A, B or C

I’ve gotten to share some fun info about my company today. I just have to share that the personal growth is

definitely something I didn’t expect to come from my business. It has helped raise my confidence allowing me

to be an even better me! OK…who’s good at test taking? Well, I’m going to have you take a quiz. After

hearing me chat today, you are going to rate yourself just so I know how to work with you going forward. It is

not my job to be SCARY KAY in your life, but I do want to make sure you have all the information you need to

make a decision that is right for you.

You are a C if you can’t ever see myself doing Mary Kay, can’t see myself getting a 50% discount, I would

basically rather eat dirt than be a consultant, but I would love to be a spoiled customer.

You are a B if you are interested but I have a few questions. Buy me a cup of coffee and let’s talk more.

You are an A if you are thinking absolutely, this is not rocket science and super fun so what do I need to do to

get started?

Page 23

Miracle Set Table Close

The great thing about our businesses is we don’t have sales quotas, so you never have to feel like, ‘I went to a

Mary Kay thing and they locked the door until I bought something.’ I had a great time tonight and I hope you

did too. And I hope that you do decide to come back for a second appointment - whether it’s just you or you

decide to share it with friends. So, no sales quotas for us, but we do like to help you get a good deal and that’s

why we have these set specials. Also, when you use products that are made to work together the formulas

reinforce the benefits of each other so you see the best results.

OK, People always ask me 3 questions

1. How do the products come?

2. When can I get them?

3. How much do they cost?

So let me answer all 3 questions:

Look at your Party Specials for today only sheet on page 23 where you see everything we tried today!

The Basic set is the 3 in 1 Cleanser, Moisturizer and Foundation for 64 (don’t say dollars) and with this set

today you get one additional item of YOUR choice 50% off. This is the perfect set if you are a wash and go girl

but you want to have healthy skin.

When you add the Day and Night Solution (remember the spanx for your face) to the Basic Set, the results are

so dramatic that we call it the Miracle Set for 110 (don’t say dollars) and with this set today you get two

additional items of YOUR choice 50% off. If you want a step up from a “basic age fighting” set and to see

results in a 2 weeks, this is your set!

The Miracle Set combined with our very popular Microdermabrasion Set (remember we did that on the back

of you hand) and Firming Eye Cream is the I deserve it all Ultimate Miracle Set for 192 (don’t say dollars) and

with this set today you get three additional items of YOUR choice 50% off PLUS the amazing Travel Roll Up Bag

for FREE! (Romance and show the bag) If you an instant results person, this is definitely your set!

Page 24

Repair Set Table Close (I would have a repair set in the box at this close or one at each mirror)

The great thing about our businesses is we don’t have sales quotas, so you never have to feel like, ‘I went to a

Mary Kay thing and they locked the door until I bought something.’ I had a great time tonight and I hope you

did too. And I hope that you do decide to come back for a second appointment - whether it’s just you or you

decide to share it with friends. So, no sales quotas for us, but we do like to help you get a good deal and that’s

why we have these set specials. Also, when you use products that are made to work together the formulas

reinforce the benefits of each other so you see the best results.

OK, People always ask me 3 questions

4. How do the products come?

5. When can I get them?

6. How much do they cost?

So let me answer all 3 questions:

Look at your Party Specials for today only sheet on page 24 where you see everything we tried today!

The Repair Set includes the Foaming Cleanser, Lifting Serum, Day Cream, Night Cream and Eye Renewal

Treatment Cream. It is the most scientifically advanced set Mary Kay has ever offered. This set proves it is

never too late to recue skin from the damage of the past. You will begin to see a change in your skin in as little

as 2 days. The Repair set is 199 (don’t say dollars) and with this set today you get three additional items of

YOUR choice 50% off PLUS the amazing Travel Roll Up Bag for FREE! (Romance and show the bag) If you an

instant results person, this is definitely your set!

And I would not be doing my job if I didn’t point out that our starter kit to begin your own MK business is only

$100 and you can see all of the products that come in it to the bottom right.

OK, go back to your profile one last time.

#1 If money were no object (like you won the lottery this morning) which set would you want to take home

today? Write Basic, Miracle or Ultimate

#2 Are weekdays, week nights or weekends best for your second appointment? (then after the gift is passed)

That reminds me…who has the gift? You are the winner! Congrats!!!!!

#3 What one product would you want for Half Price?

And you can see that I take all forms of payment: cash, checks, ALLMAJOR credit cards or the vegas plan.

(Whisper) A little cash, a little credit and a little check and no one ever knows what went down here today ☺! Here are your catalogs and I am going to meet with each of you individually and you will get your goody bag. Does anyone need to head out soon? Ok great, I’ll start with you. If no one does, pick the guest who was the most excited during the class besides the hostess

Individual Close – Put at the end of your party book.

This is CRITICAL to do with EVERY GUEST! Keep this on your lap during individual close!

Did you have a good time? (look her in the right eye and nod your head as you ask) How does your skin feel? (touch your cheek as you ask) What was your favorite part of the skin care today? (put your hand on your heart)

1. (Refer to her answer #1 on the profile ) Now I see you put if money were no object, you’d want to take home the ____________set today. You know your situation better than I do so which set works best for you today?

Once she has decided on a set go to the profile and run through all the supplementary questions. (ex…You said when we spoke prior to the class that you wanted a product that removed dark circles under your eyes…is this something you wanted to add to your bag today or put on your wish list? Run through ALL of those questions to make sure she gets exactly what she anticipated. It also helps you create a wish list for her! In addition, you will typically add $40-$80 to the total purchase.) BUILDING CUSTOMERS FOR LIFE! FINISH THE SALE COMPLETELY BEFORE MOVING ON TO THE NEXT QUESTION!

I take all forms of credit, cash, check or the husband plan which is a little of each! How did you want to pay for your items today? (finish the sale completely by giving her the products and taking payment)

2. (Refer to her answer #2 on back of profile) I see here that_____are best for our follow up appointment so let’s look at my calendar. We are no different than your doctor or dentist we want to follow-up to make sure your head hasn’t blown off and that you have NO questions regarding the product or application.

Book her follow up giving her 2 choices until you narrow down a date and time.

Encourage her to personally invite her guests and that 6 or 7 “yeses” is her goal. Coach her to

invite people like, “I’m having a Mary Kay Microderm party on Saturday from 2-4. Can you come?”

instead of, “I’m having a Mary Kay thing this weekend. Let me know if you want to stop by.”

3. (Refer to her answer #3 on back of profile) You indicated you wanted_____________for half off. If you get me the phone numbers of the ladies you’re inviting in the next 24 hours, I will give you this product half off at your appointment. If you are going to have it anyway you might as well earn some free stuff!!

RECRUITING Book the team building appointment (TBA)

[If you know her] And part of my training is learning how to explain how the Mary Kay business works and be able to answer questions. My Director is helping me with this by setting up 30 minute coffee or phone appointments. Basically, you ask her questions about the Mary Kay business, she answers them and I take notes. Now I know Mary Kay may not be anything you’d ever try and that’s okay, but is there any reason why you couldn’t help me with this part of my training? Pick a time and place. You may want to offer her a gift. [If you don’t know her & you’re doing TBAs on your own] At every appointment, I’m always looking for kind hearted sharp women that I think would do good doing what I do and I hope it’s okay to say that I totally see that in you! [let her respond] I know that Mary Kay may be nothing you’d ever do and that’s okay, but I’d love the opportunity to share some information about the company and get to know you better. Is there any reason why I couldn’t buy you a cup of coffee? Pick a time and place. You may want to offer her a gift.