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Gracie Yarritu, Future Executive Sales Director January 2016 Newsletter ♥ December 2015 Results & Recognition

Imelda Singh And her amazing

team Diana Alanis Rosa A. Canales Brenda E. Garcia Judith H. Mangum Sara S. Reyna * Norma A. Espino * Julia Jimenez * Bianca M. Perez * Daniela Vega * Lisa Moreno

Brenda Garcia And her amazing team Aleida Gonzalez Rosa I. Gonzalez Kassandra Y. Juarez * Jessica Guerra

Can Do Unit is celebrating REDS!

On Target Sr Consultants with 2

active!

Vanessa Bengel Margaret Guerra

Gloria Meyer Dora Rivera Celia Santos

Imelda Singh won ALL 4 months of the Race For Red August-

November

Introducing BRAND NEW RED JACKET Margie

McCarthy!

Margie McCarthy And her amazing team Aida C. Escobar Rosario Garcia Mary Juarez Julie Mason * Frances D. Garza * Noemi Hernandez

Samantha Elizondo

Eustolia Garces Imelda Singh Griselda Mata Alexandra Yarritu

Gracie Yarritu Pearl Star

Imelda Singh Ruby Star

Samantha Elizondo Sapphire Star

Susanne Guerra Sapphire Star

Director in Qualification 10+ Active

Future Director 8 + Active

Team Leader 5-7 Active

Star Team Builder 3-4 Active

Senior Consultant 1-2 Active

Marivel Villicana CADILLAC Unit!

Anna Pope Premier Club

Irma Villarreal Grand Achiever

Team Leaders Diana Alanis Rosa A. Canales Brenda E. Garcia Judith H. Mangum Sara S. Reyna * Norma A. Espino * Julia Jimenez * Bianca M. Perez * Daniela Vega # Elida Carrillo # Alicia Gonzalez # Maria I. Gonzalez # Maria Melecio # Lisa Moreno # Nancy Salinas

Star Team Builders Recruiter :Brenda Garcia Aleida Gonzalez Rosa I. Gonzalez Kassandra Y. Juarez * Jessica Guerra Recruiter :Margie McCarthy Aida C. Escobar Rosario Garcia Mary Juarez Julie Mason * Frances D. Garza * Noemi Hernandez # Gracie Chapa # Raquel Delgado

Senior Consultants Recruiter :Vanessa M. Bengel Carla A. Carrasco Monica L. Dominguez # Jacklyn N. Corral # Maria D. Evans # Leticia M. Gamboa # Anahi Mondragon # Gabriela M. Zepeda Recruiter :Aleida Gonzalez Isidro Gonzalez * Cindy Casillas * Alondra Gonzalez * Rosa Olvera * Yadira E. Solis Recruiter :Margaret R. Guerra Cora Y. Estrada Betty A. Mata * Ronald Ramirez # Tila Hovey Recruiter :Heather L. Hahn Scarlet S. O'Rourke Recruiter :Gloria J. Meyer Elena Cantu Rosa E. Gonzalez Dora P. Rivera Melissa A. Rodriquez * Joan Meyer Recruiter :Dora P. Rivera Maria C. Magee Margie McCarthy * Bertha G. Perez

Recruiter :Delilah Salazar Irene Salazar # Zinnia Cantu # Sophia Reyes Recruiter :Sylvia Sanchez Guadalupe Garcia * Maria Hernandez # Melissa C. Soto Recruiter :Celia A. Santos Crystal S. Breland Alma B. Gongora # Cynthia Martinez Recruiter :Teresa Segura Rosalinda Solis * Erika L. Ramirez # Esmeralda Perez

Offspring Sales Director All benefits below, plus 13% unit commissions, unit bonuses, wear the Director Suit and drive the Camry, Equinox, or Cadillac.

4% Recruiter Commission Level Margie McCarthy $20.68 Gloria J. Meyer $17.58 Vanessa M. Bengel $16.80 Brenda E. Garcia $10.44 Celia A. Santos $9.78 Margaret R. Guerra $9.58 Aleida Gonzalez $4.14

Name YTD Retail YTD PC Prem YTD Total & Addnl Credit

Name Seminar Qualified Recruits

1 Imelda Singh $9,575.00 $3,337.00 $12,912.00 2 Susanne M. Guerra $4,528.00 $1,956.00 $6,484.00 3 Brenda E. Garcia $5,295.00 $821.00 $6,116.00 4 Delilah Salazar $3,539.00 $1,885.00 $5,424.00 5 Aleida Gonzalez $5,235.00 $0.00 $5,235.00 6 Margaret R. Guerra $3,622.00 $837.00 $4,459.00 7 Samantha J. Elizondo $4,386.00 $0.00 $4,386.00 8 Elena Cantu $2,635.00 $1,235.00 $3,870.00 9 Rosa I. Gonzalez $1,947.00 $1,488.00 $3,435.00 10 Maria D. Mireles $2,908.50 $502.00 $3,410.50 11 Debi Chavez $1,796.00 $1,352.00 $3,148.00 12 Patricia Teater $1,662.00 $1,481.00 $3,143.00 13 Alicia Mojica $3,110.00 $0.00 $3,110.00 14 Ismael Cantu $1,672.00 $1,387.00 $3,059.00 15 Crystal S. Breland $2,939.00 $0.00 $2,939.00 16 Isidro Gonzalez $1,566.00 $1,359.00 $2,925.00 17 Irene Salazar $2,374.00 $514.00 $2,888.00 18 Sara S. Reyna $2,824.00 $0.00 $2,824.00 19 Rosa E. Gonzalez $1,627.00 $1,125.00 $2,752.00 20 Leonor A. Lopez $1,364.00 $1,364.00 $2,728.00

1 Imelda Singh 3 2 Brenda E. Garcia 2 3 Aleida Gonzalez 2 4 Delilah Salazar 1 5 Gracie P. Yarritu 7

New Consultant From Sponsored by Samantha J. Elizondo AUSTIN, TX G. Yarritu Griselda Mata HARLINGEN, TX G. Yarritu Alexandria Yarritu MCALLEN, TX G. Yarritu

Color Confident Consultants Brenda Garcia Leticia Gamboa Monica Dominguez Vanessa Bengel Dora Perez Scarlet O'Rourke Heather Hahn

Claudia Ovalle Guadalupe Garcia Alicia Mojica Gracie Yarritu Celia Santos Crystal Breland

We Invested in Product Last Month! CONGRATULATIONS To these members who placed wholesale orders during the month of December to better service their customers

and to contribute to the CAN DO GOAL

Focus on Sales for the net 112 Days (excludes Sundays) $50 a day x 112 days = $5,600 retail/

$3,360 wholesale $100 a day x 112 days = $11,200 retail/

$6,720 wholesale $200 a day x 112 days = $22,400 retail/

$13,440 wholesale $300 a day x $112 days = $33,600 retail/

$20,160 wholesale This assumes you will re-invest 60% of your sales into ad-

ditional wholesale orders.

Sharing for the next 20 weeks 1 interview per week = 20 interviews = 3-6 new

team members. 2 interviews per week = 40 interviews = 7-12

new team members 4 interviews per week = 80 interviews = 15-25

new team members 8 interviews per week = 160 interviews = 30-50

new team members People may disappoint me, but the numbers

Maria Castillo Aida Escaname Celia Gaytan Mary Juarez Julie Mason

Betty Mata Scarlet O'Rourke Ellie Santa Ana Mireya Tamez

Birthdays Day Rosa E. Gonzalez 2 Noemi Hernandez 5 Frances D. Garza 6 Heather L. Hahn 10 Marthalicia A. Leal 10 Mary Montalvo 10 Alicia Mojica 11 Maribel Alaniz 13 Mary Guerra 16 Eunice Delgado 27 Nancy Salinas 27

Anniversaries Years Natalie M. Gonzalez 10 Bertha G. Perez 10 V. Cochran-Champion 9 Angelica Giberson 7 Maria Hernandez 6 Imelda Singh 3 Hilda Medrano 2 Nancy D. Garza 1 Diana Alanis 1 Yolanda G. Meza 1 Betty A. Mata 1 Vanessa M. Bengel 1 Marisol Tapia 1 Nancy Salinas 1

Study this section! If you complete each phase of Hostess Coaching for EVERY class and treat every one of your Hostesses like your business partner, you will have success IN ALL ASPECTS OF YOUR BUSINESS! Mary Kay has always said, “A class worth booking is a class worth coaching!” By choosing not to coach your host-ess, you risk having at least 50% of your skin care classes postpone, cancel, or no-show! Coaching does the work, if you work for it!! Step #1 BE SET UP FOR GROWTH! It’s important that you decide on your personal goals each month! If your goal is to hold 8 appoinements per

month, then you should have 24 Hostess Packets made up! This way, you have plenty for your original classes booked and plenty for new ones being booked off each class. Below you will find a list of what to put in your Host-ess Packets. When you book a class off of a class or over the phone, each new hostess should automatically be given or sent a packet!

_____ Hostess Plan ____ Outside Order Form (2) ____ Business Card _____ Look Book ____ Beauty Book (1) ____ Personal Note from You Step #2 INITIAL COACHING! Step 2 will happen at the time you either book the appoinement on the phone or you book a class off of a class!

First, you will want to walk her through your Hostess Plan and expain how she can get the most free product possi-ble. Second, walk her through the tips for a great class. Third, romance outside orders and booking for the Brush Set. Help her brainstorm areas where she could find extra sales. Fourth, choose her private makeover look and write it in your datebook. Fifth, explain to her that you will be calling in a couple of days before the class to get the guests names and numbers so that you can call them to ask questions about their skin.

Step #3 TELEPHONE COACHING Step 3 should take place approximately 3-4 days prior to the Skin Care Class. Call your hostess and ask for her

guest list for the class. Let her know you will be calling to check with them on their skin care needs and to talk about their coloring. (*This step may be avoided if you receive the names & numbers in the mail or email ahead of time.) After speaking with the hostess, call each of the guests. Script: “Hi, ____, this is _____. I am the Mary Kay Consultant holding the class for ___ on ____, do you have a quick minute? Great! I am putting together a special “goodie bag” for each guest who plans on attending ___’s class.. Will you be able to make it by (time)? Well, I am excited to meet you in person, ___ has told me so many wonderful things about you! Before I run, let me ask you a couple of quick questions about your skin. Do you consider your skin to be dry, normal, or combination? And would you say you are fair, medium, or dark skin tone? What are some of your favorite colors you enjoy wearing? What one thing would you really like to learn at the class? Well —— I will have a special seat for you on ___, and your personalized “goodie bag” will be waiting for you! Looking forward to seeing you then!” After speaking with all the guests, call your hostess to let her know how excited her guests are! (cross confirmation).

What’s in a goodie bag? Facial cloth, cotton balls, q-tip, color card or color samples you’ll be using that night, and maybe a few fun candy treats! Tie it up in cellophane with a cute bow, and you have a Goodie Bag!

Step #4 PRE-CLASS COACHING! Arrive 30-45 minutes early. Give your hostess a sincere compliment. Set up for your class. Ask her where a good

place to do private consultations is. Do your private makeover session with the hostess. Be sure to execute all 4 steps of the four point recruiting plan. You’ll want to practice and memorize it! Get good at it and you’ll be adding bookings & recruits off every class!

By Sarah Hjelle-Bjorgaard

A Lesson In Interviewing

The following example shows how important it is for us to focus on the individual we are I nterviewing. They need to hear that their needs, hopes, desires, and ideals are important to you! Mary Kay can be a great opportunity for just about anyone, but we also personally select the women we work with because we feel the opportunity will meet their needs and personality. That’s another reason that we always facial them first, and ask them to hostess a class! New Beauty Consultants should be so excited about our products and opportunity that selling them is easy! As my job interview unfolded, Mr Kobayashi asked most of the questions I had anticipated. We covered the technical side of the business. Product histories and management philosophies were discussed. However, I was surprised that fully 50% of the interview was spent exploring topics that had nothing to do with the computer business or Toshiba. Mr Kobayashi was interested, sincerely interested in my hobbies, my family, and my favorite sport and leisure activities. His obvious enthusiasm for learning these details, which he carefully noted, was central to the interviewing process. I left our meeting feeling that Mr Kobayashi appreciated me as a person, and I decided right then and there that if the terms offered were even close to what I sough, I wanted to be a member of the Toshiba team. I had not made a deal with Mr Kobayashi, nor had he with me. Instead, Mr Kobayashi and I had success-fully commenced the building of a strong, mutually beneficial relationship… The Japanese are quite sincere. They want much more than a deal or a sale. They want a customer not just for today, but for life. They want a long-term relationship, not a short-term deal. Taken from: Alchemy of a Leader Combining Western and Japanese Man-agement Skills to Transform Your Company by John Rehfield

Team Building Tip of the Month!

Start Building Your Team Now! By NSD Pamela Shaw

Widen your focus and look at those around you. Who do you know that: Needs extra income? Could benefit from a social outlet? Could benefit from building her self-

confidence? Just moved to the area and needs to meet

people? Is trapped by her current jobs, needs,

money, but needs to be home with her chil-dren too?

Is single, credit cards to the limit, and needs to get out of debt?

Is looking for personal recognition and self-fulfillment?

Achieving your goals can be as easy as reading a recipe. Independent Senior Sales Di-rector Peg Percival of St Johns, Michigan, created a formula for goal setting. Her plan is simple. She gathered 12 plastic storage bags, one for each month, and filled each with the following: 25 Beauty Books (Pass these out to find new prospects for facials) 8 Class Envelopes (This will remind you to hold a minimum of 8 classes a month.)

40 Sales Tickets (Have this be your minimum sales activity.) 15 Independent Beauty Consultant Agreements. (Challenge yourself to share the marketing plan 15 times.) Only put one bag on your desk per month and challenge yourself to empty that bag during the month. If you empty the bag that month, then your work is finished. However, if you should fall short and not be able to empty the bag, simply put the unused contents into a 13th bag. This way, you may begin each month fresh. Should you finish a bag early, go back to the 13th bag and begin to work on it.

January Booking Script Here is the script that NSD Jan Thetford uses, and says that in 22 years, no one has told her

“No!” “Hi, _____, this is ______. Do you have a quick minute? One of my jobs as your MK Consultant is to give you a seasonal update & January is the best month to do that be-cause the winter weather wreaks havoc on our skin! I bet, if you are like most of us, you are looking for a “New Year, New You” makeover and I would love to spend some unrushed time with you to update you and answer any questions you may have. Which would be better for us to get together? Weekday, Evening, or weekend? (And you only give choices that you have available or are willing to work. You are in control of your schedule!) You know what? We have some BRAND NEW and exciting prod-ucts being released, and I will give you one for FREE and that’s a $__ product for

free… (or some other product of your choice) if you have 2 friends just like you that are over 18 and do not currently