03/16 Version, Created by SNSD Julia Burnett, Photos edited SD Melissa Linton

Credit due to the countless women who pioneered the way & whose words have been passed down through the years. Thank you to Cindy Machado, Diana Sumpter, Jenna Larson, Roya Mattis, Julie Weaver, Lisa Madson, Amy Kemp, Pam Shaw & Leah Lauchlan.

Kitchen Coaching: When you arrive at least 30 minutes early: 1. Give sincere compliment & gratitude to Hostess – nice to find something in her home to compliment 2. Set up your “1-on-1” Station (away from table) – money bag, calendar, hostess packets, team building

packets, sales tickets, calculator & product 3. Ask the hostess “who’s coming today who would be good doing what I do?” (just listen), “What about you?”

Have courage to ask, just listen, don’t respond or try to overcome any concerns, just respond with, “Well, just watch me today and see if you think you would ever want to learn to do what I do, I think you’d be great!”

4. Discuss hostess’s colors she will use during the color segment (new consultants: use color card) 5. Show the hostess how to do satin hands & the eye makeup remover demo on each guest as they arrive 6. Set up the table 7. As guests arrive, greet each one with a double handshake (firm grip shows confidence, 2nd hand on top of hers

shows gentleness, lower your body a bit in honor) & use her NAME as you say, “____, so nice to meet you.” 8. After guests experience satin hands & OFEMR (these two instant-results products usually get them excited to

try more) hand them a profile card/pen & encourage to fill out as you are filling their trays with product & match their CC cream

Welcome & Introductions (start on time as much as possible) Alright, so glad you are here! First I want to say thank you to ___(the hostess)____. I genuinely appreciate you for gathering some of your most fun friends around the table. I love ___(something you love about her)___. I had a big goal of & _____ agreed to help me with that and I’m so thankful for your support. As a thank you to ___(hostess)___ I’d like to present her with her gift; this gift is a thank you for having me over and sharing me with your friends, which is a HUGE compliment to me! (Gift=sampler minis, PCP gift, discontinued product wrapped cute). Now, I want to know what you’ll love the most about ___(name)___ our Hostess with the Mostess? (round robin)

Did you gals love trying the Satin Hands set & the Oil Free Eye Makeup Remover? Those are two just really WOW products – some of our best sellers and you can see why, right? I love the satin hands set b/c __________. & that Eye Makeup Remover - such a set apart product – It’s one of our most popular products, takes off even water proof mascara with little tugging and it does not burn your eyes. What I love about it is _______________.

Agenda This will take about an hour & I promise you, you are going to have FUN & your face is going to feel AMAZING! 1st...Going to play a quick game 2nd…You’ll get to try the Ultimate in Skin Care, as I let most of you know beforehand, we aren’t going to do that much color, focus on your skin feeling amazing, & give ya just enough color to get ya out the door. So b/c of that you are welcome to leave your eye makeup on. 3rd...At the end, you’ll get me all to yourself (over there) where you can ask me any questions you didn’t want to ask in front of the group, we can explore what you might want to take home & we can talk about times for your color consultation Pass the sample bag game for “2nd Appointments” This is the first of two appointments you are entitled to as a Mary Kay customer, at this first appointment, we just focus on skin care & super light color. At your 2nd appt, you get a customized color & you also get to try MICRODERMABRASION. That’s what __(hostess)___ is going to get to do & you can also share that 2nd appt with some friends, like she’s doing and get some FREE PRODUCT as well. So, who’s tried MICRODERMABRASION before? Oh my goodness, it is AMAZING – It’s a SKIN POLISHER, it’s something you can typically get done in a salon or a spa & it’s usually $100+ for one treatment. You can use a free trial of it with Mary Kay at your 2nd appt. So ______ will get to try it today! SO…because I just LOVE giving away goodies, and I know you’ll just LOVE to receive them, right? I have a little reward for you guys to remind you’ll about that 2nd appt. Here’s a little goodie bag of samples & each time you’ll hear me refer to 2nd appt, pass the bag - & whoever ends up with it, gets to take it HOME, deal? OK so let’s practice. (make up a sentence “So today we are going to focus on skin care, but at your 2nd appt we can do more advanced glamour.”) So, I’d like to meet everyone, tell us your name, your favorite MK product (if you’ve ever tried MK) & what you’d like to learn today? (if she says anything about color, encourage her to keep her eye makeup on & reassure her you’ll will go over that at her 2nd appt)

Picture of you before Mary Kay

Picture of what attracted you to Mary Kay

Picture of your “why” in Mary Kay

Picture of your goal/prize

Short 1 minute I-Story (just the basics, you will weave more of your story into the Ticket Game) (Sample) I have been building my business for …..(if under a year say “less than a year”) Before MK (a line or two about your life before) – show a picture of you before MK & I was attracted to Mary Kay because…..& yet I was fearful b/c……… But what I have found……. Some of what I love the most about my MK is…….. & my current goal is…….. Use this section to write it out: ______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Did you know…… I love to play games, b/c I want this to be FUN & interactive, ________ is going to reward you with TICKETS throughout our entire time together just for asking questions, making comments, laughing at my jokes…. If you have a question about a product (like “what do you recommend for anti-aging”) she’ll give you ONE TICKET, and a question about the COMPANY (like “was Mary Kay Ash a real person?” or “How do I become an IBC”) she’ll reward you with TWO TICKETS. And you WANT TICKETS because I have a gift card for you to SPEND at your 2nd appt for those who have the most tickets. So is anyone here really competitive? Why wash your face with Mary Kay….. I’d love to share with you a little more about Mary Kay, so you are equipped to make great decisions. TICKET What % of purchases in America do women have control over? (80%) That is a lot of power when we take our consumer dollars and invest in products, people and companies who align with our value system, but most of us just buy certain products out of HABIT & we don’t think about where our money is going. I don’t know what other cosmetic companies do with their money, but I do know what happens when you choose to wash your face with Mary Kay products.

x Mary Kay, Inc. is a company created by a woman, where women could be paid what they are worth without sacrificing their priorities of God 1st, Family 2nd, and Career 3rd, and living by the Golden Rule

x So, when you wash your face with Mary Kay, you are directly investing in a locally owned small

business and impacting her dreams, her family & her community? In fact if you choose Mary Kay products today you are investing in ME & my dreams (share how Mary Kay will impact your life, family, mission, etc).

x Did you’ll know Mary Kay Ash was a real person? She has been voted as the most influential female

entrepreneur in American History*. I am so proud to be associated with her company. http://www.marykay.com/en-US/about-mary-kay/companyfounder/Pages/about-mary-kay-ash.aspx (by Baylor University)

x Did you know that Mary Kay is a private family owned, 100% debt free company,

celebrating 50+years with well over 4 billion in global sales a year and extreme brand loyalty?

x Did you know that when you wash your face with Mary Kay, 5100 employees here

in the U.S. not to mention a worldwide sales force of over 3.4 million in 35 countries say thank you. You are helping them get up every day and design their dream life.

x Did you know that when you wash your face with Mary Kay, you can be proud of

our environmentally friendly company, "PINK DOING GREEN," and that the majority of our products are manufactured right here in the U.S. Our manufacturing plant in Dallas and our 5 distribution centers in the U.S. are Net Zero Waste facilities & have been for YEARS. Our compact exchange program has resulted in the 400,000 trees being planted and MK has built 13 nature explore classrooms around the U.S.

x Did you know that when you wash your face with Mary Kay, there are women and

families safe tonight in shelters all across the US, because of the $3 million/year we donate to Domestic Violence Shelters around the country! We also donated over 1.2 million to Cancer research to eradicate cancers that affect women. PLUS our newest partnership is called Love is Respect. This is a 24/7 text to help hotline where a young girl can text “loveis” to 22522 and there is someone on the other end of that hotline to explain what a healthy relationship looks like.

Globally [Did you know when you wash your face with Mary Kay, you are helping us stop animal testing in China! We were one of the 1st cosmetic companies in America to issue a moratorium on animal testing & none of the products you are using today have ever been tested on animals. In China, we are actually the leader in educating the Chinese Government on alternative ways to test cosmetics. You can be so proud to be a Mary Kay customer.] * http://m.newsroom.marykay.com/en/releases/mary-kay-leads-efforts-to-pursue-alternative-safety-testing-in-china#.VsSAKtJ_sWk.facebook

Did you know that when you wash your face with Mary Kay, there are families impacted all across the globe. There are so many stories, but one of my favorites is from China. At an event where new National Sales Directors came together, the #1 National Sales Director in China was asked why she thought Mary Kay was growing so fast in China. Her response was “because of the money we make in Mary Kay, we can have more than one child” That is mind blowing isn’t it? Now I know there are a lot of other products out there you could wash your face with, but I’m not sure there are many other places where you could help make THAT kind of an impact in your LOCAL, national & global community, b/c the CONSUMER is king - so just something to think about as you ponder being a MK customer. After hearing all of this, what was your favorite part about how Mary Kay impacts families on a personal, local, national and global level. (GIVE TICKETS for speaking out LOUD) Ticket Game Really quick: for a TICKET - I’m going to give you a letter & you’re going to find something in this room that starts with that letter & every letter is going to stand for something about Mary Kay Ok so the first letter is…. M M – MONEY

M – MONEY

What would you do with an extra $500 a month? (Give a TICKET to each person who speaks)

For a TICKET – what % commission do we make on the product? (50%) so that means I buy

this product (pick one up) for $1 & sell it for $2 – so I make ½ of what I sell. A lot of women

become a part of MK to make extra $. Many households are getting squeezed, where as time

goes on you don’t get a raise, yet expenses are increasing – so family’s are getting

SQUEEZED. Many gals begin a MK biz, just to bridge the gap, make extra money to pay off

student loans or to have some extra $ for the family to do fun things, or just SHOE money! Lol!

Then women see that their Mary Kay can become a CAREER or can offer them FREEDOM.

Sometimes, people will ask, “can you really support yourself from Mary Kay?” My (National

Sales) Director’s (Director’s) highest commission check for one month has been __($34,000)_.

There are women all over the place making six figures in MK.

Ok next letter is…. R

R – RECOGNITION & REWARDS

When you walked into work yesterday, did your co-workers give you a standing ovation?

“Yay! She’s here!!” Mary Kay Ash always believed in praising a woman to success. She

felt if a woman’s best qualities were spotlighted then her weaknesses would diminish &

her confidence would grow. She also believed in rewarding women with Cinderella-type

prizes, items most women would never buy for themselves – and creating EXPERIENCES & MEMORIES. I have found so many women graduate from college & then get so consumed

with their careers/families that they wake up one day and realize they’ve kinda lost

themselves. MK is such a fun way to CONNECT with like-minded positive women and to be

recognized for a job well done. They believe in it so much, in fact, that they reinvest ½ of our

profits into rewards & recognition for the sales force.

Ok next letter is…. S

S – SELF-ESTEEM training

Wouldn’t you agree, if you are CONFIDENT & have a healthy self-concept & are surrounded by

SUPPORT – you can accomplish just about anything and make GOOD choices, right? Mary

Kay, in my opinion, is just about the best self improvement program out there. Because we are

COACHED by other leaders who have gone before us, and who can help us navigate being

our best self. Mary Kay is just about the safest place for a woman to fall down and stand back

up again b/c the COMMUNITY of Mary Kay is filled with wise & loving business leaders. We do

COMMUNITY really, really well & we have a COLLABORATIVE CULTURE not a COMPETITIVE ONE.

Ok next letter is…. C

C – CARS

You can earn the use of a car in Mary Kay! How crazy is that?! You can take the

car Chevy Cruse (where they pay for most of the insurance) or $375/month cash.

Which would you take? (have them share and give a TICKET for speakers)

The cars are always changing, right now they have a black BMW 320i - (anyone

take the car?) & of course the famous pink Cadillac or $900 a month cash. I mean,

what if I could go into your on-line banking & just delete your car payment or your

insurance payment?

Ok next letter is…. W

W – WATCH WHAT I DO & SEE IF YOU THINK YOU’D EVER WANT TO LEARN TO DO WHAT I DO? Mary Kay Ash always said there’s a future beauty consultant sitting at each party – so I wonder who do you’ll think it might be? (they’ll either all look at you or all point to one person – just laugh & say) Well, you never know – just watch me today & see if you think you’d ever want

to learn to do what I do.

I am building the most INCREDIBLE Team of women in all of ___(your location/state/breaking a record)__. I am looking for women who ___(fill in your adjectives….are excellent or who want to BE

excellent, women who love God or who WANT to love God, I am looking for women who know they have untapped talent, untapped potential who are just looking for the right opportunity to run on, women who know they want to max out their life experience & who are looking for freedom. One of the things I am working on is to earn the use of my MK Career Car & to do that, I’m looking for 12

women this month who would give me their OPINION of the MK opportunity, fully knowing that it won’t be for most of them & I’m totally OK with that. (hold your CAR POSTER with lines) So if you might be willing to be 1 of the 12 – just let me know later, you can sign my poster & I’d love to offer

you a gift just for being willing to give me your OPINION…& I know women LOVE to give their

opinion! Lol!! Ok next letter is…. A

A – ADVANTAGES

Lots of tax advantages in working from home, the FLEXIBILITY of MAKING MY OWN SCHEDULE (give super short personal example) & BEING YOUR OWN BOSS, I get to call the shots – Who has ever thought, I would be a better boss than the one that I have? I think

I’m a pretty great boss of me!

Ok last letter is…. B

B – BELIEFS

This is what I really want you to know about Mary Kay – we are based on the Golden Rule,

which is treat people the way you want to be treated – part of that is we don’t steal other MK

Customers b/c we believe in ABUNDANCE vs. SCARCITY mentality – so we believe there’s

plenty of women with skin out there that we don’t have to go stealing people’s people.

We are proud to attempt to order our lives by living out the values of God 1st, then family, then our career – We believe that lives work more in harmony when lived in this way. & I

don’t know about you, but before MK found me – my life was _____________________.

So, let me ask you’ll this – if you ever decided to work with me in a million years…what would

be attractive to you? (would it be for the money, the recognition, the cars, the beliefs….) (give

TICKET for those who speak)

Hostess Program So, ______ our Hostess is being rewarded with $100 of MK for just 35 (or $75 of MK for just

35) for choosing to share her 2nd appt with some girlfriends. This is one of the many perks I

love about MK – for the woman who LOVES GOOD STUFF yet maybe it’s not in the budget to buy counter brands – MK allows you to EARN it for FREE. I could never walk up to the

counter and say “hey, what could I do for a big discount?” or “Any way I could get that for

free?” But in MK, if you just choose to share your 2nd appt with some girlfriends, I can support

you in getting every product you ever wanted at a discount or for free.

Also, your MK has a 100% guarantee – so any MK you take home with you & later decide

you’d like to swap it out b/c it wasn’t the right formula, or you needed a different color – just let

me know & I can exchange it all day long - & I’m not out any $ and neither are you! How many of you have a drawer of Makeup mistakes? I did too before Mary Kay – but with

that guarantee, the company wants to make sure that every dollar you spend with MK, that you

END UP with a product you absolutely LOVE!

MIRACLE SET How many of you don’t wash your face before going to bed? (lighthearted – no judgment) I don’t know if this is true or not, but I heard someone say once that your FACE AGES 13 DAYS for every day you don’t wash your face. But think about it….. think about your GLASSES, your CAR WINDSHIELD...think about how dirty those get in ONE day? That same stuff is coming in contact with your skin, you don’t even see it…then you go to bed, you’re rolling around on your pillow, you wake up…it’s the same face. So we want to make sure we’re washing our face twice a day & ESPECIALLY before going to bed. So at night whenever I’m lazy & don’t feel like taking the time to wash my face, I think “I don’t want it to age 13 days” and it gets me RIGHT out of bed! Lol! Now I have no idea if that’s true, but your skin does age more rapidly when you don’t take care of it. So let’s cleanse! If any of you’ll are “soap & water” girls, or you don’t cleanse your face at all, my best recommendation for you would be our BASIC SET (hold up 3-in1 Cleanser & Age Fighting Moisturizer) b/c it takes care of the FIVE basic steps to taking care of your skin. So who knows what one of the FIVE basic steps are for a TICKET – go ahead and guess, you probably already know – yell them out. (give TICKETS)

1. Cleanse 2. Exfoliate 3. Tone 4. Protect (from the sun) 5. Moisturize

So Mary Kay is really smart, those used to be in 5 different bottles, but b/c Mary Kay knows women are super busy, they shoved all 5 of those steps into these two bottles here, the BASIC.

Timewise 3-in-1 Cleanser

(get face wet with cloth) Go ahead and apply your Timewise 3-in-1 Cleanser – it takes care of

the first 3 steps cleanses, exfoliates & tones all in one.

(while they’re applying keep it moving) For a TICKET – who can tell me – whenever you touch

your face – which direction should you go? (upward) & for a TICKET WHY? (against gravity)

Rub upward & outward in small circles

Do you feel/see little BEADS? Those are gentle micro-beads (that DISSOLVE*) & remove

dead skin cells, so the newest, freshest skin is revealed. It also TONES your skin & helps your

pores to appear smaller b/c of the BOTANICALS in the product.

*All beads in our products either dissolve or meet/exceed governmental regulations. MK Inc meets/exceeds all governmental regulations significantly ahead of schedule. MK Inc only had to change two products for beads (satin hands/lips) and did so almost a year ahead of schedule.

(wipe off)

Microdermabrasion

__(Hostess)__ is going to get to use the MICRODERMABRASION right now, which you gals

will get to use at your 2nd appt. (turn to hostess & have her massage MDA for about 15 seconds on each part of face – while she’s doing this keep moving everyone else along with the Day/Night Solutions. Some may ask if you need to cleanse if you also use MDA Step 1 Refine….Yes, cleanser has properties that break down impurities in the skin and is formulated

to clean, the Step 1 MDA is an exfoliant but not formulated to cleanse)

Microderm IMMEDIATELY REDUCES the appearance of FINE LINES & SMOOTHS skin’s

texture and Step 2 the PORE MINIMIZER tightens the look of pores & immediately minimizes

pores & the results get better over time.

I love Microdermabrasion SOOOO much b/c ________________________.

DAY/NIGHT Solution Now let’s talk about wrinkles. I’m going to guess that no one wants them, right?! We’re going to add these 2 bottles to the BASIC, which turns the BASIC into the MIRACLE SET – b/c it does MIRACLES to your face! Just by adding these two bottles to the middle of your BASIC SET you’re actually going to DOUBLE the results you see in your skin care. (show the %s) These are your VITAMINS (Day/Night) – they are what we call your PRO-NEWAL System – the DAY Solution is going to PRO-TECT during the day and the Night Solution is going to RE-NEW at night. Hence, “Pro-Newal.” You swap out the day or night solutions between cleanser & moisturizer depending on what time of day it is. Day Solution We’ll start with Day Solution first (apply). It:

x Protect and shield the skin from harmful UVA/UVB rays with SPF 35* x It has calming peptides that help with RELAX EXPRESSION LINES, fine lines, wrinkles x Going to be your BOOSTER that helps your entire skin care system to work better x Acts like a “FORCE FIELD” on your face - blocks your face from pollution in the environment

You’ll use this every morning right after cleansing I love Day Solution because ____________________. Night Solution One of our PRETTIEST PRODUCTS – see all those pretty beads floating around in there? Those are actually encapsulated VITAMINS A, C, E. We’re just going to put that on your neck b/c I just want you to try it. No beads in your tray b/c when you dispense it, the beads BURST and release FRESH VITAMINS onto your skin. A – Help Smooth your skin C – Even out your skin tone E – Antioxidants – Restore & heals your skin For a TICKET – what’s another reason why I had you put it on your NECK? Besides the fact that it’s not nighttime? We age on our neck about same rate as our face, so it’s really important for us to take care of ALL of it. THIS IS NOW YOUR FACE – LOL! (put your hand from hairline to decollate) We’re going to take care of all of that LOL! I love Night Solution because _____________________.

Age-Fighting Moisturizer We will end with your TimeWise® Age-Fighting MOISTURIZER. (go ahead & apply to face) It comes in two formulas – combination/oily or normal/dry. We also offer one with SPF 30*. Its function is to:

x HYDRATES for up to 10 HOURS using our exclusive dream HUMECTANT BLEND x It also contains powerful ANTIOXIDANTS which guard against damaging FREE

RADICALS that are caused by pollution, radiation, cigarette smoke, herbicides and other environmental pollutants.

You’ll use your moisturizer every morning & night LAST as the SEALANT to your VITAMINS. A lot of women who have OILY SKIN don’t think this step is necessary. They feel they’ll be adding oil to their face. TW formulas are 100% OIL-FREE. If we don’t keep the face moisturized, oil-glands begin working overtime producing oil to make up for it. That’s why you might feel squeaky clean when you wash your face, but by mid-afternoon you could fry an egg on it. The face needs moisture to help not go overboard with oil production. I love our Age-Fighting Moisturizer because ________________________.

That completes our Miracle Set, we’ve pretty much taken your VITAMINS & put them right in the middle of the BASIC set. Now feel your face with the back of your hand – how does everyone’s skin feel? (holding the four products together in the air & explain this is the miracle set the…..3-in-1 Cleanser, Age-fighting Moisturizer & the Day/Night solutions). Remember the %s I showed you earlier? (flip back to the page with all the %) For a TICKET, what do you’ll notice about your skin now (as opposed to when they first arrived)? That’s after just ONE use – can you IMAGINE the results you could see after using it consistently morning and night for three months? The set you just tried (Miracle Set) has earned the Good Housekeeping Seal*!! Which that alone says a LOT about the quality of our products. *Throughout its history, consumers have interpreted the Good Housekeeping Seal to be a "stamp of approval" or an indication of a "good product," but many do not realize that the Good Housekeeping Seal is an emblem of Good Housekeeping's Consumers Policy. This policy offers a limited warranty in the form of a refund, repair or replacement if the product carrying our Seal is found to be defective within two years of purchase. Mary Kay makes it so easy to fall in love with our products b/c the QUALITY of the product for the QUANTITY for the PRICE – you cannot beat it. It lasts forever, it has the Good Housekeeping Seal of Approval & MK’s $ back guarantee. Frankly, we offer super CONVENIENCE – what a lot of my customers do is just plug my # into their phone & run out of their mascara at 6am & they just TEXT ME when they’re low on something & I keep track of your SHADES & your FORMULAS & next thing you know, your product is at your DOOR & you didn’t have to drive across town, fight traffic or even figure out what you need – we make it effortless. So you can see why our customers are SOOOO LOYAL to Mary Kay.

Supplements Real quick, we’re going to dig into two other quick supplements, which we can get into more specific supplements at your 2nd appt – SKIN SUPPLEMENTS are like VITAMINS for SPECIFIC PROBLEM AREAS of your skin. Two areas I have found women need the most help are usually their EYES and LIPS. Have you ever noticed how the 1st place women will show signs of premature aging is around the eyes? For a TICKET – who can name a couple reasons we age around our eyes first?

x Skin is thinner x We touch our eyes a lot – show emotion there x Don’t have as many fat deposits under our eyes as…let’s say our cheeks x No oil glands directly under your eyes (why teens have no acne there) x We retain moisture under the eyes (puffy)

Skin under your eyes is only ¼ as thick as anywhere else on the face. (Take your ring finger and feel the difference between the skin under your eye and your cheek.) Firming Eye Cream For a TICKET, what FINGER should you use whenever touching your eye area? (ring finger) and WHY? (weakest finger) Apply Firming Eye Cream with ring finger under eye & crow’s feet area of ONE EYE (If kept eye makeup ON, just have her apply it on back of hand) (You just want them to feel the difference between the eyes - joke you can give them more later for other eye if they can REALLY feel it) ONE product – Multiple benefits Brightens Firms Moisturizes I mean look at these %s! They are crazy! (point to % on other side)

Lip Mask (Have them apply in circular motion while you’re describing it) Is anyone here addicted to chapstick? A lot of lip balms have ALCOHOL in them – which dries out your lips, so you have to keep putting it on. Satin Lips helps to actually cure chapped lips, not just soothe them b/c it gently exfoliates the dead skin cells & deeply hydrates. One application of the BALM is CLINICALLY PROVEN to HYDRATE for at LEAST 6 hours – which is crazy! I can put it on my lips at night before I go to bed & I can still feel the results of it in the morning. Referral Game – Fabulous Game (you decide what you want to offer based on the group &/or your desire for more bookings – can offer OFEMR/Mascara for ½ price only if you like) Okay so we need to let that set momentarily while we play another quick game! (hold the sheet close to you, like it’s precious to you) OK we’re going to play a game, it’s called the FABULOUS GAME & it’s for FABULOUS women – so who here is fabulous? - You’re going to get a chance to get a FREE EYE MAKEUP REMOVER or a FREE MASCARA – so who could get excited about that? I’m going to pass this out, here’s the 1st thing I want you to do – write your NAME and next to your name – write down which you would choose? Would you take the mascara or the eye makeup remover? Then I’ll explain the game. (wait) So who wrote down eye makeup remover? Who wrote down mascara? Every single one of you have the chance to get this - So here’s how you can get it……I’m working on a huge goal (earning the use of my MK career car, booking X number of appts this month, working on getting a promotion in MK) & I’m going for it! & I need some help from you’ll – so YOU GET TO GIVE GIFT CARDS AWAY, so you give away gift cards to whoever you want in your life, they have to be over 18, not have a consultant and they have to be NICE lol! I’m going to give you ONE MINUTE to fill out as many names as possible, but by the time you leave today, if you have filled out ½ of the sheet (that’s only 10) then you can get a ½ price eye makeup remover/mascara – if you fill out the ENTIRE sheet you get a FREE ONE. So pull out your phones, you can even cheat and use your phones, so I’m going to give you one minute to get started. (turn your back & begin cleaning up or prepping for the next step, if no one is writing just move right on into CC cream, if one person is writing, keep cleaning up and let them write for a bit) (you begin clearing the table – work fast) Take off lip mask and apply Lip Balm A friend of mine used to say, “The only thing wrong with Mary Kay is that it lasts FOREVER” – that lip balm will last & last & last & last My favorite thing about Satin Lips is _________________________.

CC Cream

We will finish with CC Cream – a “Complexion Corrector.” There’s a LOT going on in this little

tube (begin applying) – it protects your face from the SUN, minimizes REDNESS, it BRIGHTENS your skin, conceals DARKNESS, reduces signs of AGING – you name it – it

does it & is SO LIGHTWEIGHT. My customers who say “No way – I don’t wear foundation” –

they go crazy for this.

I love CC Cream because _______________________________.

(as they are applying) Some of you may want more coverage for your foundation & if so, that’s

something we can match at your 2nd appt. We have insane foundations, like Mary Kay is

KNOWN for our skin care & foundations/mineral powder – I run into cosmetologists all the time

who say, “Oh I can always tell people who use Mary Kay b/c their skin is flawless & looks

amazing.”

Mascara & Gloss

At your 2nd appt you’ll have the opportunity to customize your Dash out the Door Look or a

Customized Glamour Compact or even more of a spa appointment where we can play with

supplements like Microdermabrasion. So for _______ we are going to complete her

___(customized look – use a COLOR CARD)___ while you gals today are going to finish off with

our Ultimate Mascara & Gloss.

Hostess uses Color Card or you can pull out your own colors for her, or dash out the door, whatever she has chosen in advance while you choose one in the group to lead the rest in demoing the gloss & mascara. You get the hostess going, then transition back and forth between the rest of the table & the hostess.

Compliment Time

Everyone to take your hair-band off, hold your mirror at arm’s length, fluff up your hair - & tell

yourself you look Fabulous! Look at yourself from out here (hold mirror arm’s length) that’s

how people see you, not right up here (by your face). We like to look super up close and

nit-pick, but that’s not how people see you Lol!

Now we’re going to do compliment time, b/c how often do we as women get to take the time to

give sincere compliments? So let’s start with _____________ (select the quietest person 1st so the louder people speak up – the 1st sets the tone for the rest & you want them to be verbal. Allow the group to sell the group on results, products, don’t skip this step. If her skin looks really great & no one mentions how

her skin looks, maybe point that out).

Doesn’t that feel great to get compliments? I want to make sure you keep getting those compliments today and forever, so at your 2nd appt we can fine-tune your regimen to make sure

things are working the best for you.

Sets Have you’ll had fun? Well I know some of you’ll were here just to have fun & some of you’ll need some things – so may I take a moment to show you’ll are most popular sets? What I found is people do these appts and some people say “I don’t even know what I have in my drawers, I have a hodge-podge” it’s really time to clean out your drawers and just start all over. (Show travel rollup bag) It’s so functional – pouches are CLEAR, they COME OFF, HANGS in your bathroom, if you have a very small bathroom GETS THINGS OFF COUNTER, packs up beautifully, great travel thru AIRPORTS. The bag is great! What’s inside of it is what you used today. 1st pocket…..BASIC skin care & foundation of choice pocket 2 your MDA pocket 3 your VITAMINS pocket 4 eye makeup remover & your eye cream. This is the ULTIMATE MIRACLE SET. These products individually would retail for over 270* but you get it for 199. If you priced this out in a store you’d probably be able to just get the 1st two pockets for 199. This is the best deal b/c it saves you the most money (kinda like getting your entire BASIC for FREE). When you run out of something probably only run out of 1 or 2 things. When you’re using a good product it’s very concentrated so a little goes a long way. (*these products retail individually $271 retail – when you purchase from MK in sets your retail $254) You may be thinking “you know what, I’m not sure I can start with the whole thing – so maybe if I started a little bit smaller – maybe just the BASIC skin care/foundation + the VITAMINS, which is the MIRACLE SET – usually runs about 130 – but you get it for 99 – you don’t get the bag, but you can pick 2 pockets if you want. Basically like getting your one of your VITAMINS for free. (*note to consultant: purchasing complete miracle sets vs. individual products will save $13 retail) Some of you are minimalist – not going to do all of this – but you’re thinking “I really do want to take care of my skin on the most basic level” – you could just start with the BASIC – 3- in-1 Cleanser, Age Fighting Moisturizer and the foundation of your choice – those three are 62.

Flip over profile card on the back. We’re going to take a little quiz – the easiest quiz you ever took b/c I’m going to give you the answers. #1 If you could take home any of the 3 sets I showed you (this is not an order form, this is me, I want to get to know you) – would you want to take home the entire BAG, the Miracle Set or the Basic? Write down BAG, MIRACLE or BASIC #2 – I owe you a 2nd appt – we covered skin care and a little bit of color – but we need to either match your foundation, do your color if you want to learn a little about color application, so I owe you that 2nd appt. So you have an option – you can do that 2nd appt with just ME, just the two of us or you can invite a few friends and get some products for FREE – so the answer is either ME or for FREE #3 – As I shared earlier, I am going through leadership training (earning the use of a MK Career Car & part of that is looking for 12 women to give me their opinion of the MK Opportunity) & I am learning how to give info about our business & how to give answers & I need some practice – so the question I’m asking is would you help me? Just by listening to info about the business, you give me your feedback & ask questions….I’ll also be happy to give you any color item at ½ price as a thank you for your time. So the answer is either YES, you’re thinking Yes I’ll help you, I’ve heard some great things and I’m kinda thinking I want to hear more, 2nd answer could be SURE, I’m not really interested but I don’t mind helping you with your training, 3rd answer is NO, I’m really not interested and I really don’t want to help you (laugh). So the 3rd answer is either YES, SURE or NO If It’s YES or SURE – go ahead and write down the one color item you’d like at ½ price. Count up your tickets!! Who has the most for a gift card for the 2nd appt? Yay! _____ earned the gift card! (May consider giving out two gift cards for the two top ticket earners if you desire to book more in the group. Do NOT give the gift card at the table, once you’ve given it, you’ve lost incentive for her to meet with you, only give it at the 1-on-1 & the gift card is for their 2nd appt only – NOT for today) Who ended up with the bag of Samples? Congratulations – they’re all yours! Enjoy! OK now who’s gotta go QUICK or who’s got a babysitter? How about you go first, and then we’ll take so & so and then so & so (try to start with most EXCITED person first) & bring your profile card with you & we’ll meet over there so I can walk through some things with you. (Instruct hostess to serve refreshments)

Individual 1-on1 (TIPS for SUCCESS) 9 Memorizing & knowing this is crucial to Full Circle, keeping your business going, working

smarter not harder 9 After the Table Close, you will want to meet with every guest individually, AWAY from the

table, NOT AT THE TABLE, unless you want to sabotage your sales & future bookings. This can mean the difference between a $50 appt or a $500 appt. Have her sit down next to you, HER back to the party & try to lower your body language so she is higher than you.

9 You will start off asking EVERY guest the same questions, don’t skip questions due

to prejudging. Questions go in the order of: ICE BREAKERS, then SALES, then BOOKINGS, then TEAM-BUILDING. They build on one another. Do not switch the order i.e. start off with booking attempt first unless she leads this.

9 Remind yourself you are going to be COURAGEOUS. (20 seconds of insane courage

can change your life) 9 Setting up next appointment: When you study this, role play this & write it out yourself in a

flowchart— you will feel confident and prepared. There are really only 5 scenarios that could happen: 1. She buys skin care & chooses to share 2nd appt with friends 2. She buys skin care & wants a 2nd appt, but does not want to invite friends 3. She buys skin care & does not want a 2nd appt. 4. She does NOT buy skin care, but would like to know about how to get it for free 5. She does NOT buy skin care and does not want a 2nd appt.

1. (Her name), did you have a good time today? (shake your head yes) 2. How does your skin feel? (touch your face with back of your hand)

Look at her answer to #3 (Yes, Sure, No) ______, can I ask you one last question. I see you wrote (Yes, Sure) for your willingness to give me your opinion—Yeeeah! Thank you for agreeing to help me practice, I am just so excited to (your goal: earn the use of that car, move up in my biz, etc.) & your support of me is a huge part of that win. (If you could just sign my car poster—that would be amazing!) It’ll take about 30 minutes over a quick cup of coffee or over the phone. I’m in training so my Director will role-play with you while I take notes. Would tomorrow be good or the next day better? (once set date—explain what it is you’d like her to do) I will text you a link as soon as I leave here—and the link is of _____ & I think you’ll really connect with her b/c _____. She just shares a little of her story, how MK came into her life & about the company. It’s actually a short video that we give to folks who are considering becoming consultants. ..and I’m sure it’s nothing you’d ever want to consider and I’m TOTALLY OK with that, (I mean ya never know). What I’d love for you to do—is watch it through the LENS of “if this is something you would ever want to do...what would you want to know about it?” It’s just so great for my training if you could just write down questions & my mentor will help answer those questions & I learn by listening. So you can ask anything you want to know & I’ll bring your __(1/2 price color item)__ with me—I’ll see you then!

Buys a SET or SKIN CARE Buys a little or nothing

“I do my second appointments on Tuesdays & Saturdays, what works best

for you?”

LOOK DOWN at calendar, don’t jump

in and start talking during the silence. At least count one-1,000;

two-1,000...to 5.

(Guests name), can I ask you a question? If you had the skin care for little or no money would you use it?

If she says “yes” say, I have a relatively simple way for you to get it for little or no

money, can I tell you about it? If she says “ yes” say,

ALL you need to do is share your follow- up appointment with 2 other people besides yourself and you could use your

hostess credit for whatever you want?” Pull out a hostess packet & share your hostess

program with her.

OR she will answer the

question Set date THEN

say, “Is there any reason

why when we get together for your follow-up you wouldn’t want to share it with a couple of

friends? I think we’d have a ball? Then you

can get some free stuff

If she says, “Do I have to have a 2nd facial?”

“No, you don’t have to have one,

but our products are guar- anteed. That is why we recommend a

check up.”

At this point, PAUSE. Don’t say anything else. If she doesn’t want a second facial, that is fine. You

don’t want to create a feeling of frustration in your

customer. You want this customer for life. If she doesn’t care to have a

second facial,

“That’s not a problem at all. I will assume your products are working fine or maybe I’ll message you to check-in in a week or so to see if

there’s anything you need to swap out.”

Note in your calendar to reloop with her in a few

days.

If she doesn’t want to share her follow up appointment with friends,

then say... “Let me tell you how I handle my follow ups.

If you choose to share it with a couple of friends, I’ll come to your home at your

convenience or you can have it at mine. If you choose not to share it with a couple of

friends, totally good, I offer follow-ups at my Success Event on ____ Nights at ____.

which is a tons of fun. What would be better for you, ____ night at my Success Meeting

or at your home or mine with a couple of friends?”

The other option you could do is to hold follow-up facials at your home

on a specific time during the month. I would suggest that you

not run around the country giving second facials to one person at a

time.

YES -Then goal is to get GUEST LIST of 10-15 minimum Perfect! What products are you excited about that you want to earn?

(write this down on profile card) Ok we’ll want to go ahead and get your guest list, to have 5-8 adults there;

we want a list of 15-20. Why don’t you indicate on your Fabulous list who you want to invite & then sit over there, grab your cell phone & write down more

girlfriends/#s you’d like to invite before you leave. (If needed: I’ll go ahead and give you any one color item at half price as a

thank you for going ahead and getting that to me.)

3. What part of the Miracle Set did you like the best?

4. ___, you know your situation better than I do, but as I was going through the sets today which one did you get most excited about that you would love to take home with you? Yeah – I see right here on back of your profile card – alright... let me write that down.... (on sales ticket, write down her customization – i.e. c/o or n/d formulas, her foundation shade, etc.)

5. Are there any individual items that you would like to add? (look at the comments on the back of her profile card to be sure she got products to meet her personal concerns) Based on what you shared with me on this card, do you mind if I make a recommendation & share my thoughts to be certain we covered your concerns? (pause) For your concerns, I’d recommend ______ (You can lift the carbon copy of the profile for a ‘cheat sheet’ underneath.) Now, I’m going to mention these couple of things just in case. You doing okay on mascara? (Is it more than 3 months old?) Eye makeup Remover (did she get at 1⁄2 price or free for Fabulous Game?) Do you need concealer? How ‘bout powder? Gloss? Great! How did you want to take care of that? Check, cash, Visa, MasterCard, Discover, or American Express? Okay, good. (While she goes to get her purse, finish the ticket by adding it up & give her a customer copy. Don’t add first, then send her to get payment; it wastes precious time. The close can be the longest part of the night and it’s the most important, so be efficient.)