New Consultant Boot Camp

Meet everyone while eating breakfast:

Mary Kay Heart: *Motto-_____________1st. ___________2nd. ___________3rd. *Golden Rule________________________________________ *MK Image-Professional ____________ or __________ – Why? Other things that represent YOU: *Attitude – NO GNP – _________, ___________ or ____________ “Your attitude determines your _____________” “This biz is 90% attitude – 10% skill” “If you think you can you can…if you think you can’t…you’re right.” *MK autobiography – READ IT!!! *Remember that you represent: -YOU– You are a Walking _____________ for your business. -Your __________. -Your __________. -MK as a whole -In everything you do…we are a cut above. Thank you!!

People often ask me—What does it take to be successful?? *3 Things: 1)_________ or ___________for more in life (why) 2)Willingness to ___________ and ________ – Everything you need to know can be learned at a PARTY!! 3)_____________ __________________ – only way to fail is to quit. Resolve to NEVER NEVER NEVER GIVE UP!!

Our Relationship: *2 Promises 1)This business works if _________do – You may have heard peep say MK didn’t work for them…But did _________ work for ___? -Nobody opens a _____________ and gives it only 6 weeks. -Treat it like a __________________ and it will pay you like a __________________. 2)I will match my _______ with your ______________.- My job is to coach you & I take it very seriously!!! I set aside time every week. *How I will coach mentor and train you? 2 Biggest ways: 1)_____________ (When and where) ___________________________. – Working ____________ – ALWAYS bring ________________!!! 2)___________ a _____________Come with me or your recruiter to party!! *Other ways to Learn: 1)Intouch – Consultant Education 2)Company Events (Summer-Seminar/Spring-Career conference) 3)Area Events (Fall – Success Summit / Winter- January Jumpstart) 4)VOXER 5)Lisa’s podcasts on www.lisaallison.com *Support: 1)I’m just a phone call or a text away 2)Email 3)Facebook 4)MK -Customer Service -Medical Hotline -Intouch – Product central!!

Ordering Basics: *Activity Status—______________________________________________________. *Inventory Options – Listen to CD!!! 1)$600 wholesale 2)Why Be a STAR? -I do your _____________. -_______________ on hand. -Prizes -Recognition -Customer Referrals -Leading by _______________ for your team -Must be a STAR to be a __________ or a _________ _____________. -Because MK wants us to

Organizing your Home office: Not a paperwork _____________________! *Order biz cards (Mk biz kit) Put your Labels on all products!!! *MK on voicemail—_____________________________________________________ _____________________________________________________________________ *MK Sticker on Car *Set up Personal website *Set up Propay—so worth it!! *Your virtual assistant—PCP!! @ 70cents per name—WITH samples!! Cost would be over $4 to do it yourself!! *How to complete a sales ticket -8.25% -Write tickets for everything: demos/gifts/prizes/personal use—Keep good _________!! -Customer should NEVER fill out a _____________ _____________! *Filing: 1)A-Z: Customer profile front—sales tickets paper-clipped to back 2)Jan-Dec: Copy of sales tickets/Expenses/Packing Slips 3)Jan-Dec: Back of profile—Following up 2+2+2 ______ + _________ + __________ *Discounts: 1)AT&T, T-Mobil, Dell & More 2)Printing at Office Max *Set up: *Boot Camp Card Track to Run on *Groovy Unit Promotions

Time Management: Manage your ___________ or it will ___________ you. “Success is hidden in your ____________ routine.” John Maxwell 1)6 most important things 2)Weekly Plan Sheet 3)IPA’s vs. ESA’s ______________________ vs. ___________________________ 4)People Hours ________________ to ______________ 5)Balance—Filling your cup...turning it off 6)Get help!! $ Management: 1)Separate Bank Account. Why? 2)60/40 split!! 3)Don’t embezzle!!! 4)CC for your initial investment ONLY!!! Emotional Management: No means _____________!! - People will say no. You’re looking for the 1!!! People will fail you. ____________ never will. Goal posters—Keep your ________ in front of you!! Know what drives you or motivates you!! Skill Management: You learn by _____________!!! - Get into QUICK action!! *Get good at what you don’t know. It’s perfectly okay to _________...as long as you _______ the right _______! Get in front of someone who is good at what you need improvement on. Mary Kay said Hitch your wagon to a __________!! *Confidence—Fake it til you ___________it! *Care enough to prepare—Practice!!! In the Mirror/Family/etc. *Don’t reinvent the wheel! MK words/scripts work!!

Booking: The _____________of your Business!! If you’re out of bookings you’re out of _______!! *Attitude 1)______________ the appointment. 2)Take the _____________out of the equation. 3)This business is not ___________________. It’s __________________________. 4)Know the #’s -___________ the Classes you book will _______. -___________the guests you confirm will ______. -1 in __ will sign. *How? -Say the words _____ & ________ or _________. -Make it about _______ on the front end. -“Girl can I borrow your face?” -Power start script!! -Texting Script—Casi Hill’s on our unit website!! *Overcoming objections – _____________ them!!! (our unit website)

Coaching:

13 STEPS to a SUCCESSFUL PARTY with AIP!!! *AIP (____________________ ____ ____________)

*Two words that MOVE you UP: _____________ ___________! Call to BOOK, Coach to HOLD, Close for RESULTS!

Isn’t it worth making the time to ____________ AND ____________ in order to SELL AND RECRUIT?

1. UPON ARRIVAL – Satin Hands (Hostess Can help with this)

Have guests fill out the front of the customer profile card as they arrive (Match foundation & fill Tray)

2. THANK EVERYONE

Thank Hostess for having party and opening up her home – She will be receiving (Show compact) Thank Guests for coming: Say: “This is the first of 2 APPOINTMENTS 3. HAVE EVERYONE INTRODUCE THEMSELVES (Ask: “Tell me about you.”) Transition: I’d love to tell you a little about me so I’m not a stranger to you :) 4. TELL YOUR “I-STORY” (Include your Why)

I’m looking for 3types of women: How you can help!! 1) customers that love our products 2) at least 2 people that will book a party – Help me with my goal to ______. 3) women who are looking for some extra money, something fun or to change their lives!” Transition: “Mary Kay always said that there is at least 1 person at every party that would be a great consultant so throughout the evening be thinking if that could be you! 5. MARKETING/Steps to success-Hand out

Transition: “Did you all learn something NEW you didn’t know before about Mary Kay?” 6. START FACIALS—How I set up:

1)Cleanser

2)Microderm 1

3)Micro 2

4)Empty

5)Day

6)Night

7)Eye Cream

8)Moisturizer

2 Circles at the Top Right—Satin Lips Mask & Balm

Oval-Foundation

7. While the LIP MASK sits: GET REFERRALS Fill out Back of Profile – Tickets for FASTEST & Most Names & #’s

8. HOSTESS COLOR MAKEOVER & Girl on Go!

(Cream Eye Color—Beach Blond/Ultimate Mascara/Bronzer/Lip Gloss) 9. COMPLIMENT TIME: Go around the table and ask everyone: What do you love most about your skin? Hostess: What do you love most about your look? Guests: What do you love most aboutMour hostess’s look? 10. BOOK!!! – Pass around Calendar!! 11. ROMANCE BAG & PASS OUT “BUILD A BAG” SHEET

12. Feedback forms – Drawing PRIZE!!! & Ticket PRIZE!!!

13. CLOSING INDIVIDUAL CONSULTATION: *MOST IMPORTANT!!!

Selling:

*How to create your Marketing Bag

Roll up Bag Close:

SHOW your ROLL UP BAG full (pockets come off, hang, etc)

Have guests put their name on their sheet. Walk them through each set and have them circle what they LOVE. Offer

deals at the end: SAY: “The “Queen of Everything” is when you take home 6 sets you get the 7th set ½ price and

the ROLL UP BAG is yours for FREE! The “Princess of Quite-A-lot” which is what a lot of people do is when you

take home 4 sets you’ll get the ROLL UP BAG FREE! A couple other deals I offer: When you take home Set 1: you

automatically get a ROLL UP BAG for FREE b/c it counts as 4 sets! Should you take home Set 2: it counts as 2 sets

towards a ROLL UP BAG and with Set 2. Don’t feel obligated However I do take visa, mastercard, check and cash.

I also have the “fool yourself plan” ….Little on check...cash...credit….

One on One Private Consultation:

Ask: Did you have a great time? Does your skin feel great? Great! What would you love to take home?

a. Sell--guests what they want to take home (say: Ok, what else?)

b. Book--the guest for her color makeover/party with her friends (say: Now we just need to book you for your color

makeover…do you prefer a weeknight or weekend? *always give 2 options and select a date/time) Then give hostess

postcard and mark down date of party!

c. Recruit—If a 10 on her form: SAY: “I see you put a 10! YAY! I’m so excited for you to join me!!” Give her the

agreement to fill out and ask her what she is most excited about!

*If a 1-9 is considering joining but wants more questions/concerns answers THEN overcome objections (next page)

If she does not sign on the spot then schedule training/follow up call with Sales Director within 24-48 hours or

attend weekly event!

*Current Build a Bag sheet can be found on our unit website!!

*Overcoming Recruiting Objections—How to have AIP (agreement in purse!) at the end of the

PARTY!!!

Ask potential team member:

(if she put a 1-4, but you are impressed with her)--With the proper training, could you ever see yourself doing

what I did tonight?

(if she put a 6-9)--What was it about tonight that intrigued you to think about Mary Kay for yourself? (Find out her

why.)

ASK-What questions or concerns would you have about getting started TODAY?

This is where you will get objections (an objection is simply a question disguised)

***If you can learn to overcome objections, you are likely to sign a new team member --walking away with AIP!!! 95% of objections are wrapped up in these 6!

OVERCOMING OBJECTIONS:

1) I am just too busy!

Question: If I can teach you how to make $200 a week working only 3 hours a week, could you find 3 hours? OR Ask her about her current schedule for a week and suggest some times maybe she could plug MK in to some slots. (sprinkle Mary Kay in to our everyday lives!) 2) I’m just not the sales type! Question: Great! Would you believe that 90% of Mary Kay women aren’t the sales type? If I could show you how to teach others about great skin care and glamour without feeling pushing..would you feel better about doing it? 3) I really need to talk to my family or husband!

Question: Great! What do you think your husband will say? Great…why don’t we go ahead and fill out your agreement and if for some reason he has any questions, I will be more than happy to answer them, and then if he still says no, then we can tear up your agreement and you can remain a great hostess. 4) I don’t know that many people! Question: Do you know 1 person that could be a face for you? If I can teach you how to turn 1 person into all the other people you will ever need to know…would you be willing to learn? 5 ) I don’t have the money! Question: Do you have access to a credit card? OR If I can show you how to earn $100 in 2 weeks, could you find someone that can help you get started? 6) Just not now…not a good time! Question: If you were to do Mary Kay, what would be your reason? (find out their why and overcome the objection). If I promise to hold your hand and teach you how to do this, what would keep you from getting started today? Offer a signing bonus! The key thing is once you have overcome the objection…don’t stop there!

Always Ask: “Is there any reason why we can’t get you started today?”

Recruiting: *Steps To Success—Everyone gets one!!!! -Business Cards -Listen for Eye Shadow Labels