Here’s what goes in My Hostess Packet

Can use a pocket folder. Put your business card in the slots on the inside pocket with double stick tape. Make sure EACH

piece of literature in the packet has your MK sticker or stamp with your phone number and information.

On the right side of pocket folder

Outside Order Sheet include 2 sheets / packet with your tax amount and who to make checks to (you!)

Company hostess brochure (or any special hostess promotion that our unit or you are doing for the month)

A) Hostess Credit Check List Shows her what she can earn! You will love it & be excited! In the company

brochure.

B) Guest List Sheet… Great suggestions on who to invite! In the brochure from Mary Kay.

2 Look Books 1 is not enough! I ADD these at the end of the PARTY when I give her the packet instead of putting

them in ahead. (This way you keep them current if the quarter changes and you have your current Look Books

available to use.)

Left side of pocket folder

MK Team building brochure from section 2 or another team building flyer if you don’t have any company brochures.

(They are my FAVORITE option though as they look professional, fun and are FABULOUS!)

One other option is: �“Why Mary Kay” flyer in this packet

Starter Kit flyer

Optional: Team building CD

Optional: Beauty Consultant Agreement, with your name and consultant number and our unit info. on it. Our unit # is

A997

ALSO– You can give out the “You are Amazing” guest sheets at your parties or have hostesses fill them out ahead and listen

for a lipstick or lip gloss from you. I will do a drawing from ALL guest sheets turned in by you each month to me if they

listen to info. and answer 4 fast questions with me or if they listen at an event and do a follow up call with me- they must

be turned in after each party not all at the end of the month. You can call scan and email them in, fax them, call me with

the results, give them to me if local, any way that works for you! I'm fine if you call me and read me the scoop if needed!!

The purpose is for me to follow up and I need the sheet within 24-48 hours to do that. Let your guests know that your

director selects some and may call to thank her and ask for her opinion. Make sure to answer the phone and call her back

so she can get in the FREE product drawing and help you with your goal!

P.S. Tell her I'm nice, fun, really amazing and she'll love talking to me, etc. so she's comfortable!!!- ha, ha!

Tammy’s Party Outline

Before the class/party as guests arrive.

Match their foundation shade before the party as all arrive. You can begin matching with one person while others finish filling out

profile cards.

Have everyone fill out profiles if they weren’t pre-profiled and match foundation and then send them all to do Satin Lips and Satin

Hands at once while you fill trays with products. (Pre-profiling always is best as it’ll let you connect and saves time.) The hostess

can do Satin lips and hands, teach her before all arrive OR you can take everyone at once and do them all together.

Party/Pamper Session outline:

Welcome:

Introduce yourself, thank the hostess and if time allows you might go around the table and let each person introduce themselves

and tell how they know the hostess and what they’d most like to learn today (give them examples… how to do their eyes to make

them pop, what to do for puffy eyes, how to do their blush for their face shape, etc.)

Tell about the check up/advanced color facial. I call it the Mineral Color appointment!!! Have fun!

What will you do at the 2nd facial?

1. Advanced Color! It’s so much fun and a favorite appt. as you can learn about application tips for your eye shape, face shape, etc. and what colors

will look good with your eye color, hair color, skin tone and more. You’ll get a computerized sheet with color suggestions & application tips per-

sonalized for YOU!!!

2. Get to try or learn about the additional customized products you checked on the bottom of your profile for your skins individual needs.

3. Can have some friends come for FUN and you can get additional products FREE, at a discount or fabulous hostess gifts… you’ll create a “pretty

place your customers will love!” (MK’s theme for Party with a Purpose!)

Go briefly through the info. in the flip chart! Choose the highlights! **With “I Story” - connect, keep it short and heartfelt and fun, etc.

Share Career Info. with In The Bag marketing, PINK marketing or some kind of fun way to share career info. ASK Tammy! Have

everyone fill out a “You are Amazing” Guest sheet to turn in to your director. When they do a 20 min. Q & A call and give their

opinion, it help YOU win prizes and with your training and THEY get in our monthly FREE product drawing!!

Skin Care:

Miracle Set, Microdermabrasion steps 1 & 2 on the right half of their face after the cleanser. Order is: Cleanser, Microderm,

Day/Night, Moisturizer, Firming Eye Cream, Foundation Primer, Foundation, Color.

Firming Eye Cream and tell features and benefits of it

Foundation Primer (Hollywood Makeup artists secret!)

**Referrals Name Game: ** I do this here rather than after color so it doesn’t break the closing.

Foundation. You may use whichever ones you choose. Tell about our foundation options and SHOW the product at each step.

Have it all on display for you to pick up and show and tell as you talk about it.

Close the basic Talk about the Mineral makeover/2nd facial all throughout the skin care. Ex. At your Mineral makeover/Adv. color

appt. we’ll look at some customized skin care just for your skin type or needs…. At your check up facial we’ll let you try _____

(eye gel, etc.) Make it fun!!!

Hostess Credit: I have a basket here and who and tell everything they can get for being a hostess. Show the Compact Pro or “extra

things” they could earn as a hostess by having friends join their Mineral Makeover appointment! Ex. Body care, fragrances, etc. Choose

things seasonally- Ex. Sun products and subtle tanning lotion the summer, fragrances for the holidays, etc. The hostess program gives

you lots of options so share what you’re offering for them! Have the hostess brochure AND things in the basket to show!

Mini Career Info….. Mention that you’ll have them fill out the “You are Amazing” sheet at the end and tell them about any drawing

or promo that is going on that they can get in on.

Color: Cheeks, Eyes, lips. Talk about doing other colors or an advance look at their check up facial/advanced color appt.

Compliment time

Closing the Sale:

Table close- tell sets and prices. Have everyone finish filling out the “You are Amazing” guest sheet while they’re having snacks and

you’re meeting with each one on one. Do a drawing for a travel hand cream or something from them at the end.

Individual Close FULL CIRCLE. SELL product 1st, then BOOK the 2nd facial/party, select those to set up career talks/interview with.

(Can do 3 way calls with me or take them to meeting.) Refer to Closing Training for more information on this.

Name Game Script

Here’s a script to get names/referrals from your classes to work full circle. Could you get excited about having new names to constantly

call? Here’s a script to memorize and do at every appointment:

After the foundation I say, “Ok, who likes prizes? And who likes games? GREAT! We’ll we’re going to play a game right now before

we make you look gorgeous and you’re going to love it! It’s called the Name Game. One way I build my business is through referrals

and right now you get to choose at least 5 of your best girlfriends or family to give one of our deluxe pampering facials AND free

goody bag to! It’s from YOU, but compliments of me! Now, before you put any names down, I want to tell you what I’ll be saying

to them so that you feel comfortable sharing your friends and family with me. I’ll call them and say…

“Hi, this is Tammy with Mary Kay and you don’t know me, but I had a facial with your friend__________, and we had so much fun!

As part of her facial, she got to choose to pamper 5 of her favorite friends with our Deluxe Pampering Package PLUS a free goodie bag!

Wasn’t that nice of her?”

…..Now, at this point, most of the people that I call are excited and think that you are just the sweetest friend for thinking of them.

Most of them say, “Ohhhhh….that was so sweet of her!” So, if she’s excited then I schedule her for her pampering session and that’s

that! Now, if she’s NOT interested, and occasionally that does happen, I’ll thank her for her time and immediately cross her off the list

and NEVER CALL HER AGAIN! I will never, ever bug anyone and only want to work with those who want to have fun and get

pampered! So rest assured that your names and numbers are safe with me! J

So, I have this beautiful prize here for the person who can get the most names and numbers written down in the next 2-3 minutes.

There are 5 spaces provided for you, but feel free to write them in the pink lines below….and if you need to use your cell phone, go

for it! If you’re like me, you don’t know anyone’s phone # anymore! Ready? GO!” (I usually use tickets and everyone who has 5

names gets a ticket and the one with the MOST names gets 3 tickets and we do a drawing for the prize at the very end of the party!

Tell them if you’re doing that so they’ll all work on 5.)

During this time, I’ll straighten the table up, help the hostess pick her colors if she did the Name Game before, etc…. Occasionally

people don’t want to participate and that’s ok….make them feel comfortable, not like you’re upset with them for not writing down

names.

The gift I give is usually a discontinued product or sometimes I’ll put a few travel size lotions together with a perfume sample and some

chocolate---all in a cello bag with a cute bow. They love it and I generally walk away with 20-50+ names from every class! We’ve

gotten 80 or more before!!!

I’ve found that the name game has greatly improved my CLASS bookings from each class. When they see how many people they can

think of in 3 minutes, holding their own party/class & getting the guest list of 15 people to me is simple! I will usually e-mail them the

list of people they had on their profile and then they e-mail me the addresses back…it makes it simple for them and I usually get them

back within 2 days.

When I call on the names, I use the script I told them I’d use, PLUS I say (right after I’ve told them what they won…)

“Do you want to know what your Deluxe Pampering Package includes? It’s so fun! You get our popular Satin Hands and Satin Lips

treatment, our full skin care facial including Microdermabrasion---which makes your skin look and feel amazing…. and is usually about

$100 to $150 at a spa--and then we’ll do our a fun Makeover and make you look like a Million Bucks in no time at all!!! The facial

takes about and hour or so, depending on how many people are there. And that leads me to my next question…. “It’s always more

fun to play makeup with friends, so you can peak at our hostess sheet and get some free or discounted things if you’d like to make it a

Girlfriend Pamper party! Let’s look at your schedule—would a weekday or week-end be better for your pamper time? (Offer choices

and book her date and time.)

Do you have a few girlfriends who would like to play and have some pampering too? Great! I’ll send you some Girlfriend evites with

directions to my home. (Evites are on Intouch!) We’ll have a blast!”

I finish with pre-profiling her and we are good to go! I also tell her that I’ll call her _____ if she’s having friends join her to get her

guest list so I have everything with me to pamper everyone! If she calls or emails or texts me with her guest list before I call her (and I

tell her when I’ll call…. Wed. evening after 7, etc.) then she gets an EXTRA special gift at her party too! End with how I can’t wait to

meet her and pamper her and her friends!

Name____________________________________ Date _______________

My Consultant is _______________________________________________

Mailing Address ________________________________________________

City________________________________ State________ Zip___________

My Email Address _______________________________________________

My Cell Phone ___________________Home Phone___________________

Other or work phone ________________

My favorite Mary Kay products are: ________________________________

The next Mary Kay products I want to purchase are: ___________________

__________________________________________________________

I have already had my Personal Signature Look done (the advanced color

appointment where you get to do learn advanced application techniques and learn

color tips too!) Yes_____ No_____

You are Amazing!

What I like most about my current job is _________________

_____________________________

What I would change about my job if I could, is _______________

_____________________________

Current occupation _________________________________________

Age ____ How I met my consultant _________________________

Mark 1 and 2 by the two phrases that best describe you:

_____ direct, to the point

_____ talkative, enthusiastic

_____ a little on the quiet side

_____ perfect with details

These are some reasons others have chosen

to become Mary Kay Consultants.

Which ones appeal to you?

___ new friends

___ more self-confidence

___ improved appearance

___ recognition for a job well done

___ career type, unlimited income

___ a little extra money

___ tax deductions

___ get out of a rut

___ company philosophy: God first,

family second and career third

___ flexible hours

___ helping others look more beautiful

___ making a difference in the world

___ more time at home with family

From time to time, my director selects a small group of women from this survey

to join us for coffee or a coke. If your profile is selected as one of the most

outstanding would you meet with us? _____Yes _____ No _____ Maybe

About Me

Closing the Sale…

what is it? When? Where? How?

What is closing? In a word- help your customers with what they’d like, answering questions, taking their order and

setting them up to take care of them for life!

Where/When? At the end of every party, class, facial or with models at meeting you’ll want to close the sale & help them

with their needs! Remember- if they loved something, they’ll get it from you or go find a similar item at the mall. Make it

from YOU!

How? There are 2 parts to closing at every appointment. Don’t you love that in Mary Kay we look for needs of our

customers and they get to try before they buy and take home what they love? Mary Kay always taught us to make

everyone feel special & help they meet their needs and part of that is making sure to close your customers and not

letting them leave with out closing them full circle and giving them ALL the benefits they deserve!

Table Close

At the table at the end of each appointment you’ll go through the sets - what is included in each set, how much it costs

and that they can get it from you that night and use MC, Visa, Discover, cash or check! (I also do payment plans and

layaway on the complete roll up - your option!)

Individual Close - 4 questions:

When you sit down 1 on 1 with each guest you’ll take the roll up, have your date book, calculator, folder with closing set

sheets, sales tickets, pens, money bag, etc. all together already there along with hostess/team building packets. You will

have a place for individual closes arranged before the class and have everything ready. (At a facial you would just do this

at the table.) You will then ask these four questions:

1) Did you have a good time tonight (or today)? (nodding your head) I’m so glad you came?

2) How does your skin feel? Doesn’t it feel soft?

(Feel your own face and ask both questions together as a run on sentence)

3) Do you have any questions about Skin Care of Color that I didn’t answer today?

Show the roll up and look at the sets again…then say:

4) What is best for you to start with today? OR What appeals to you most today?

You may also add on the front end of either question - You know your situation better than I do, what is best for

you to start with today? OR You know your situation better than I do, what appeals to you most today? OR which sets

would you love to take home today?

BE QUIET after question 4 and wait for an answer and take their order. Make suggestions of things they may forget

(lip liner to go with the lipstick they’re ordering or something they loved when they tried it during the class! Help them

take home what they love!)

When Individual Closing SELL product 1st, then BOOK the check up facial with their girlfriends, then SHARE

the CAREER (set up interviews or invite them to be your guest at meeting or on a 3 way or conference call with us!)