mary kay cosmetics -...

Kimberly Cavarretta Executive Senior Sales Director

5915 Royal Country Ct. St. Louis, MO 63129

Dear New Unit Member,

Congratulations on beginning your Mary Kay business. I am so excited with your decision to start a powerful career with one of the most progressive companies in the world. This is the first of many steps on a fabulous Journey! Make a decision right now to start this Journey by taking one step at a time. If you embark on this Journey by taking one step at a time, it will take to a place where all your dreams come true!

Welcome to our fantastic unit, Cavarretta's Constellations. You have become a vital member or our dynamic Top Cadillac winning unit that will be "St. Louis' First Million Dollar Unit." You will find that our unit is composed of women from all walks of life who are ready and willing to help you be successful.

The first few weeks of your Mary Kay Career may feel like a whirlwind. However, once you have completed your initial training you will be better prepared for success. As your Director, I am your business advisor. I am here to guide you in your Mary Kay career. Remember, this is your business - success will be yours because you will decide what you want. You are in business for yourself, but never by yourself.

This business is terrific because you never stop learning. You always have opportunities to grow. In the beginning of your career, you will make up for any lack of knowledge with enthusiasm. Your attitude is one of the greatest influences on your success. As Mary Kay herself says, "You can do everything right with the wrong attitude and fail to succeed but you can do everything wrong with the right attitude and succeed beyond your dreams!"

In the next two weeks, there are two orientation sessions to attend. You will be provided with follow-up activities to be completed on your own. These activities are outlined in your Career Essentials training program. I believe so strongly in Career Essentials, I have given you the opportunity to earn prizes for completing each step. Just fill out and turn in the vouchers I have included. When you do, you will receive a wonderful gift from me that will be fun and useful in your business.

New Consultant Orientation is scheduled throughout the month. You will be given the dates. Bring a pen or pencil, something to take notes on, along with an "open heart." I can't wait to see you there. If you are outside the St. Louis area, we have a wonderful Adoptee Program. We will find a Director in your area to provide your training.

Some wise person once said: the only place that success comes before work is in the dictionary! I have always found this to be true. Work brings most of us to life. It sets us in motion. Nothing seems to work unless we do. I hope that you look at your work as a means to create and build a successful business. People are successful when they find work that they love and that they can tie their heart to. Unit means you and I together. Together we will turn your work into a mission, a purpose…...a CAREER!

Doing your present work well, will open doors for you and pave the way for bigger things. Life is a banquet and a place has been set for you! This opportunity is yours for the taking!!! Love and Belief in You,

Kim Cavarretta Executive Senior Sales Director

Mary Kay Cosmetics

Phone: 314 - 846 - 6111 E-Mail: [email protected]

In addition to the obvious of your immediate family, in-laws, cousins, neighbors, friends, and work associates, What about the person:

R From your old job? R From your school or College? R Because of your favorite sports or hobbies? R Because of your children's activities? R From your church? R From municipal activities? R Because you rent or own your own home? R Because you have lived in other neighborhoods? R Who sold your house? R Who do you know through your husband or boyfriend? R Who checks you through at the grocery store? R At the cleaners? At the drugstore? R Your doctor? OB-GYN? Dentist? Attorney? Optometrist? R Their secretaries and office staff? R At your dentist's office? R Who sells you your clothes? Your shoes? R Who gives your children music lessons? R Who waits on your table at your favorite restaurant? R Who is the fashion and beauty editor of your local

newspaper? R Who cuts your hair? R Who leads your PTA? Girl Scout Leader? R Who bought the new house on your street? R Who is your bank teller? R Who is your florist?

R Who was the nurse that looked after you in the hospi- tal?

R Who was the maid of honor? R Who is the cleaning lady? R Who is the nice woman you met while _____________? R While in line at the grocery store? Or at the bank? R Who was the bride you saw pictured in the local news-

paper? R Who is your child's teacher? R The secretary at his/her school? R Who did you meet while on vacation? R Who checked you in to the hotel/motel? R Who sold you your glasses? R Who fills your prescriptions? R Who did you meet at the local businesswomen's lunch-

eon? R Who's behind the desk at your health club? R Who served you the last time you were at the jewels

store? R The last time you booked a vacation? R The last time you bought a painting? R Who gave you decorating advice? R What woman did you read about in the business sec-

tion who just got a big promotion? R Who is the receptionist at your hair salon? Nail salon?

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*WRITE DOWN 25 NAMES* NO PRE-JUDGING! Only prerequisite: She Must Have Skin!

$1,099.50/Yr. Of Commonly Used Products X 25 Cus-tomers = $27,487.50 / Yr.

$13,743.75 = Gross Profit when ordered at 50%

By servicing YOURSELF and your closest family

and friends!!!

OVERCOMING OBJECTIONS "I would just love to. but I am so busy. I just don't know when I could". "You know, Susan, I can appreciate that because I'm a busy person myself, by choice. That's why I selected you. I love busy people. You know busy people are the ones that get things done. When I have a job I want accomplished, I don't ask Miss Lazy, she doesn't ever get around to it. I ask the busiest people I know. When do you think would be best for you, daytime or evening?" "Can I check with my friends and then I'll call you? "Yes, Susan, you could, but let me tell you what will happen. You know if you check with five friends, you'll get five different answers. You know how that goes. It would be like if (husband) and I were going to have a dinner party, and asked you 'when do you want us to have it?' That would be silly. (Husband) and I are going to have a dinner party Friday night and we would love for you to come as our guest. Can you make it? And you would tell me 'yes we can' or 'no we can't.' Why don't you and I set up a tentative time that we think would work best for us, an if you check with your friends and it's not a good time, call me back IMMEDIATELY, and we'll reschedule it. So what's bet-ter for you __________ or ____________? "I don't know anybody." "Oh, are you new in the community?" If she is, talk about where she moved from, and say, "You know, this would be one of the neatest ways in the world for you to get acquainted. Susan, you ought to invite the neighbor on each side you, even if you don't know them. This would be a great way to get to know them. Then tell them each to bring a friend. You know that's four people, and some of my best classes are with small groups. Which would be better for you, daytime or evening?"

New Consultant Booking Dialogue (Make your contact list & call. Don't prejudge) "Hello, (her name)! This is (your name). Do you have a minute? Great! Let me tell you why I'm calling. I'm so excited! I just started my own business as an Independent Beauty Consultant teaching skin care with Mary Kay Cosmetics. As part of my education, I'll be getting opinions and sharing the products thought a quick free facial with 15 women in the next two weeks. I immediately thought of you. Every time I see you, you look so sharp and I really would value your opinion. We can do it as a private facial or you can share it with a few friends and earn free gifts or product for yourself. Ei-ther way would fine with me. Which one sounds better to you, the private facial or sharing it with friends? Great! Let's look at our calendars and see when we can get together. Would the beginning of the week, the end of the week or the weekend be better for you? 7:00 or 7:30? Great! Thanks for helping me out. It will be so much fun. I can't wait! We'll call it "Girl's Night Out!"

Before your Grand Opening: • PRAY, BELIEVE, EXPECT and RECEIVE! • Send out 40 to 100 invitations. • Mark your date book for Perfect/Power Start. (Highlight the monthly page with dates and times of when you want to hold classes. • Buy or make Name Tags. • Ribbon to tie around Showcase to cut. • "Did You Know" Forms. • Pens or Pencils. • "Look" Books & “Beauty” Books. • Assemble profiles, beauty books, pens and sales slips together. • Have money bag with change & a calculator. • Make up 10 hostess and 10 recruiting packets (see Career Essentials) • Prepare seasonal product displays. • Prepare simple refreshments & assign a non-recruitable person to do over-see this. • Gather thank you and attendance prizes (empty compacts, wrapped eye shadow or nail color or choice of lipstick, gift certificates) • Call guests 2 to 3 days before and confirm their attendance.

The conversation might sound something like this: “Hi, Karen, this is (your name), have you got a quick minute? I was just wondering if

you’d received my invitation to my Mary Kay Grand Opening.” Wait for response. If she says “yes,” you can say “great.” If she says “no,” then you can say the following:

“That’s okay, let me tell you all about it. Karen, I have been so excited ever since I began my Mary Kay career. I’ve not been able to sleep! I’m so excited! This is one of the most positive, exciting things I’ve ever done. I really, really want you to be at

my Grand Opening.”

Then personalize the conversation. Why do you want her at your Grand Opening? For example, is she your best friend? Do you value her opinion? Then ask the question:

“Can I count on you, Saturday, January 30th, at 2:00?” If it sounds like she won’t be able to attend, you can say something like this:

“Karen, you know what? Just in case you can’t make it, because I know how busy you are, I want to tell you a little about my first goal that I’m going to be working

toward. In order for me to build my skills as a Mary Kay Beauty Consultant…”

At this point, you would explain your Power or Perfect Start goal and book a class.

During your Grand Opening: • Do Miricale Set with contrasting foundation on one hand. Then only apply foundation on untreated hand for a

comparison. Then do Satin Hands in kitchen or bathroom (as guests arrive.) • Bring guests to the living room and give them a name tag, “Beauty” book with pink ticket and have them fill

out a profile. Tell guests that the “Beauty” book is their shopping list and that they should mark what they like.

• Recruiter/Director/New Consultant thanks them for coming and introduces new consultant/self. • New Consultant introduces herself and briefly shares why she’s excited about starting her Mary Kay career.

Have guests introduce themselves and how they know the new consultant & why they think she’ll be good at Mary Kay.

• New Consultant gives director/recruiter a powerful introduction, if present. • Recruiter/Director recognizes the new consultant with a Ladder of Success Pin or other prizes they have won

or show a picture of them and have the “ribbon cutting” (ribbon tied around Showcase) to signify the start of her business. Cut the ribbon and instruct guests to clap & cheer.

• Recruiter/Director/New Consultant tells “I” story. • Have guests listen to and fill out a “Did You Know” done by Recruiter/Director/New Consultant. It will be used

for attendance prize drawings and one guest’s glamour makeover. Once a month our unit gives away $100 in free product from the “Did You Know” marketing plans that are turned in. Give the agreement and other recruiting information if they circled a 3 or above on the interest level.

• Show pictures of cars and other Star Consultant prizes during "DYK." • Draw for the glamour makeover model from the turned in “Did You Knows.” New Consultant/Director/ Consultant does quick facial from cleanser to powder while Recruiter/Director/Consultant goes over products and displays. (like show and tell) Explain why Mary Kay is different from other cosmetic companies: best-selling brand of skin care and color cosmetics; personalized service with try before you

buy; 100% satisfaction guarantee; home or office delivery, etc. Remember to ask guests to mark their “Beauty” books with preferences.

• Show and pass around the product and explain all the sets. (Skin supplements; color cosmetics; nail care; sun essentials; private spa/body care; products for him; fragrances; dietary supplements.) Their consultant will be a one stop shop & gift giving source!

• When model is ready, do quick glamour with color cards including mascara, eye and lip liner. When done, thank model with applause and a small gift.

• Recruiter/Director/New Consultant shares Consultant Perfect/Power Start goals. Have your date book marked out for facials and classes then say, “Since you cared enough to be here for ____ ribbon cutting, we know you’ll enjoy supporting ____ with her goal of 15/30 faces in the next 2/4 weeks. _____ is taking

appointments for your no obligation pampering session. Offer an incentive for booking a class like $75 for $25 or an empty compact. Maybe have a drawing for those who book a class.

• Thank them for coming and announce a special of ___% off of any purchase or $5 off $30 purchase. You decide. • Finish attendance prize drawing if not done. • Invite them to look at the products and have refreshments. • Be sure to talk with all guests about booking a facial and then turn it into a class and present hostess packet.

Recruiting packets to all who circle 3 or above on DYK. • YOU DID IT!!! After the Grand Opening: • Send “Thank You” notes (sample is in your New Consultant Orientation Packet.) • Two days later follow up with a call & see what they think.

Please join me for a

RIBBON-CUTTING CEREMONY to celebrate the debut of

my new business.

DATE:

TIME:

PLACE:

PRESENTED BY:

R.S.V.P. TO (PHONE):

I'm looking forward to seeing you. There will be light refreshments and a special

pampering beauty treatment I know you'll enjoy!

I have been challenged to have 20 of my closest friends, business associates, and family members present. I NEED YOU! Bring a friend and receive a

gift! Thanks for your support.



my new business.

DATE:

TIME:

PLACE:

PRESENTED BY:








my new business.

DATE:

TIME:

PLACE:

PRESENTED BY:








my new business.

DATE:

TIME:

PLACE:

PRESENTED BY:






From experience we have found that a Con-sultant who begins with an initial wholesale order of al least $3000 Is the Consultant who does the best.

When you begin with adequate inventory, you are making an investment and commitment to yourself to make your business work and suc-ceed.

It is recommended that you invest your profits until you reach $3,000 wholesale level. You can however, begin to draw a salary from your profits and pay yourself any level. The amount of Inventory you need will depend on activity level.

1. Career Order $3,600 wholesale / $7,200 retail Suggested credit or loan amount - $4,200* * Additional $600 to be used for business supplies, skin care class supplies. sales tax etc.

l $50% discount l Company prize winner l Star Consultant (win Ladder of Success pin with Emerald Star) l Product to service approximately 40 customers l Special promotional offer product bonus l On-the-spot delivery

lProfit basis immediately. Activity based on five to eight classes per week or three to five classes plus reorders.

2. Professional Order $3,000 wholesale /$6,000 retail Suggested credit or loan amount - $3,600* * Additional $600 to be used for business sup-plies. skin care class supplies, sales tax, etc.

l $50% discount l Company prize winner l Star Consultant (win Ladder of Success pin with Diamond Star) l Product to service approximately 35 customers l Special promotional offer product bonus l On-the-spot delivery

lProfit basis immediately. lActivity based on five to eight classes per week or three to five classes plus reorders. Sell $600 x 2 …..& Reinvest to be on profit

3. Premium $2,400 wholesale / $4,800 retail Suggested credit or loan amount -$2,900* *Additional $500 to be used for business sup-plies, skin care class supplies, sales tax etc.

l $50% discount l Company prize winner l Star Consultant (win Ladder of Success pin with Ruby Star) l Product to service approximately 25 customers l Special promotional offer product bonus l On-the-spot delivery

lProfit basis if acidity level is only three to five classes per week. lFor a mote active career, you need to reinvest some initial income before spending your prof-its. Sell $600 x 4 …..& Reinvest to be on profit

4. Star Consultant Order $l,800 wholesale $3,600 retail Suggested credit or loan amount -$2,200* * Additional $400 to be used for business supplies, skin care class supplies, sales tax, etc.

l $50% discount l Company prize winner l Star Consultant (win Ladder of Success pin with Sapphire Star) l Product to service approximately 20 customers l Special promotional offer product bonus l On-the-spot delivery

lProfit basis if activity level is only one to two classes per week. lFor a more active career, you need to I rein-vest some initial income before spending your profits. Sell $600 x 6 …..& Reinvest to be on profit

5. Five - Class Supply $1,200 wholesale / $2,400 retail Suggested credit or loan amount -$1,500* *Additional $300 to be used for business sup-plies, skin care class supplies, sales tax. etc.

l $50% discount l Product to service approximately 12 customers l Special promotional offer product bonus l On-the-spot delivery lProduct for approximately five classes lMinimum glamour lNo other product lines (i.e., nail care, fragrances)

lReinvest your profits until you build inventory to meet your activity level. Sell $600 x 8 …..& Reinvest to be on profit

6. Two to Three Class Supply $600 wholesale / $1,200 retail Suggested credit or loan amount -$800* * Additional $200 to be used for business Supplies, skin care class supplies, sales tax, etc.

l $50% discount l Product to service approximately 6 customers l Special promotional offer product bonus l On-the-spot delivery lProduct for approximately five classes lVery little glamour lNo other product lines (i.e., nail care, fragrances)

lReinvest your profits until you build inventory to meet your activity level. Sell $600 x 10 …..& Reinvest to be on profit

*Your plan is to get to $3600 profit with sales.

Options Advantages Pay Yourself

Inventory Made Easy

The ABC's Of getting

Your Business

Off & Running!

YOU MUST UNDERSTAND WHAT REAL DEBT REALLY IS!

by Robert Schuller

What, after all, is debt? Fresh out of the seminary, newly married and just installed as pastor of my first church, I was earning a little over $200 a month. When winter approached, I needed coal for the furnace. I went to the coal yard and asked how much coal l would have to buy, how much it would cost and if I could charge it. "About five tons. It will cost you $75, and we will not charge it, Reverend. You'll have to borrow the money somewhere for we don't give credit on coal." And that was that.

So, I went to ask for a loan for $65 for the coal. The banker gave me a valuable lesson in economics. "I'll lend you the money for coal this time, but never again. When you borrow money for coal, you are going into debt. The coal will be burned. When it is gone, if you are unable to pay your loan, there is nothing you can sell to pay us back. When you borrow money for coal, or food, or the light bill, or the water bill, you are spending money that is gone forever. This is real debt! If you want to borrow money to buy a car or a house, we will lend you the money. Then you are not going into debt; you are going into the Investment business. If you cannot pay off your auto loan, you can sell the car, pay us back what we have coming, and any money you have left is your return on your investment. If you borrow money to buy a store and you borrow money for saleable goods to put on to the shelves, you are not in debt, you are in business. If you cannot pay off your loan, we sell the store and the goods; and if there is money left over after we are repaid, you can have the profit from your investment. If you have no money left over after paying off the loan, you haven't made any money. It's that simple!”

It was this advice which was to give me greater courage years later when starting our new church. How long would it take to collect the money from surplus offerings? Perhaps 20 years! So we decided to borrow the money. When finished, the entire development was valued at $1 million. Nearly $600,000 was borrowed money. Someone said to me about that time, "I hear you folks have a debt of $600,000." I corrected him, "Actually we have no debt. We could sell our property for a million dollars, pay off all mortgages, and have $400,000 in the bank. We don't have a debt. We're worth almost half a million dollars!" So it is with your Mary Kay business!.......................

BENEFITS OF STARTING YOUR MARY KAY BUSINESS WITH INVENTORY

1) HIGHER CLASS SALES: Cosmetics is often an emotional decision and women will purchase more if they are going to take their product home with them rather than simply placing an order to be delivered in a couple of weeks. 2) WORK SMART, NOT HARD: Carrying an inventory is a much better use of YOUR TIME. Here is the differ-ence in what you will accomplish in a hour with and without an adequate inventory: WITH INVENTORY: 1) Sell the product (probably 2 times as much) 2) Collect the full amount due 3) Deliver the product on-the-spot 4) Schedule their follow-up facial WITHOUT INVENTORY: 1) Sell the product 2) Hopefully, collect the balance due 3) Go home and place your order 4) Go back and find her to deliver product, collect amount due 5) Refresh her as to how to use the product 6) Schedule her follow-up facial (now delaying booking 2 weeks) 3) OFFER PREMIER CUSTOMER SERVICE: When your customer has a want or a need, you can meet it imme-diately - she gets product when she needs and wants it!! MY BEST ADVICE IS THIS: 1) Set yourself up for success as you begin your business - PLAN ON IT! 2) The More you need money NOW the More you need a profit-level inventory. 3) You are borrowing money to make money - Not to spend on Christmas presents or to purchase a vehicle or computer. 4) Your inventory is creating another whole income for you and your family. It will make its own payment and then pay for a lot of other things, too!

YOU CANNOT LOSE MONEY! YOU HAVE A 90% BUYBACK GUARANTEE FROM MARY KAY!

EXAMPLE OF THE RESULTS FOR A 36 HOUR MONTH (How would you use an EXTRA $1200?)

3 -CLASSES A WEEK =9 HOURS x 4 -WEEKS IN A MONTH 12 -CLASSES A MONTH =36 HOURS A MONTH $200 -CLASS AVERAGE x 12 -CLASSES A MONTH $2,400 -GROSS SALES A MONTH $2,400 -GROSS SALES A MONTH -$1,200 -50% TO RESTOCK YOUR INVENTORY

$1,200 PROFIT FOR 36 HOURS!

Why Be a Minimum Thinker? “What you can expect from your classes and

reorder business after 1 year”

At each beauty class there ranges 3-6 people. The average is 4. The average sales are $175.00 per class. We retain 85% of our

customers. The average reorder per customer each year is $125.00.

5 CLASSES PER WEEK 425 Customers end of first year

Profit from classes $21,875.00 ($1,820/mo.) Profit from reorders $26,562.00 ($2,213/mo.) $48,437.00 per year






Profit from classes $10,625.00 ($728/mo.) Profit from reorders $ 8,750.00 ($885/mo.) $19,375.00 per year

1 CLASS PER WEEK 85 Customers end of first year

Profit from classes $5,312.00 ($364/mo.) Profit from reorders $4,374.00 ($442/mo.) $9,687.00 per year

Mary Kay Inventory $2400 Products

+ $100 Profit $2500 Total Return

Bank Investment $2400 Investment

+ $96 Interest $2496 Total Return

Let’s say that you and your spouse had $4800 to invest. You are a Mary Kay Beauty Consultant and invest your half ($2400) into inventory and your spouse invests the other half into a money market CD, which allows you to get your money with 90 day notice currently earning 4% interest.

Take $2400 Invest into Mary Kay Product

for 1 year

Let’s pretend that you never put out a

facial box, never went to a success meeting, never

passed out a beauty book, never told anyone at work,

never told anyone you were in Mary Kay not even your mother! For 364

days you just started at your inventory,

labeled it, dusted it, and rearranged it. However, on the

365th. day you held a show and easily sold $200 over the dining room table!

Take $2400 Invest into MM CD for 1 year

Let’s pretend this stayed in MM CD

for 1 Year.

WHICH IS THE BETTER INVESTMENT?

WHICH INVESTMENT YIELDED A GREATER RETURN?

Despite the fact that you sold $0 for an entire year until New Years Eve, the return is the same. What if you had facialed your neighbor, coworker and some of her friends, or your child’s teacher? For every $200 show you would double your return compared to the Money Market account. IS YOUR MONEY WORKING FOR YOU? Even if you had to borrow the $2400 at

18% and did not make a single payment all year, it would only take 4 - $200 shows to overcome the interest cost. That is less than one show every three months.

ALL THINGS CONSIDERED YOUR BEST INVESTMENT IS IN YOUR BUSINESS!

NEW CONSULTANTS OR THOSE BUILDING THEIR INVENTORY

CHECK OUT THE FOLLOWING INFORMATION!!!

BASED ON 10% INTEREST FOR 36 MONTHS!! DAILY INTEREST IS PENNIES A DAY!!

BE AN INDEPENDENT BEAUTY CONSULTANT!!!

IT ALL ADDS UP TO MONEY IN YOUR POCKET

INTEREST MONTHLY (WEEKLY)

PAYMENT MONTHLY (WEEKLY)

LOAN AMOUNT

= WHOLESALE (RETAIL)

+ TAX ON RETAIL

+ SUPPLIES & MISC.

$19.31 ($ 4.46)

$138.75 ($ 32.02)

$4300.00 = $3600.00 ($7200.00)

+ $450.00 + $250.00

$16.16 ($ 3.73)

$116.16 ($ 26.81)

$3600.00 = $3000.00 ($6000-.00)

+ $375.00 + $225.00

$13.01 ($ 3.00)

$93.57 ($21.59)

$2900.00 = $2400.00 ($4800.00)

+ $300.00 + $200.00

$9.88 ($ 2.28)

$70.99 ($ 16.38)

$2200.00 = $1800.00 ($3600.00)

+ $225.00 + $175.00

$6.73 ($ 1.55)

$48.40 ($ 11.17)

$1500.00 = $1200.00 ($2400.00)

+ $150.00 + $130.00

$3.59 ($ 1.83)

$25.81 ($ 5.96)

$ 800.00 = $ 600.00 ($1200.00)

+ $75.00 + $125.00

Example:

Difference between a $3600 Wholesale Order and a $600 Wholesale Order is just $15.72 Monthly or $2.63 Weekly More in

"expenses" or "interest".

By not having the product for your customers you will end up spending more in gas or mailing product to them once the order comes in. Plus that means another night or two away

from home to deliver the product. Running the

Rat Race Cool & Calm

Which is Better for You?

mary kay cosmetics -...

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