New Consultant TrainingNew Consultant Training And Welcome to the Madson areaAnd Welcome to the Madson area

My name is Jeanne Poast and I have worked for your National Sales Director Lisa Madson for 18 years. I have had the opportunity to be trained by Lisa and many other sales directors. I want to thank you for joining our training call tonight. We have a lot to cover so please set aside this time to focus on the packet. We will go through it page by page. (Some pages I just ask that you read and others I will explain) :) During the training we will be visiting www.marykayintouch.com. So please log in with your password. I am thrilled and honored to work with you tonight. Thanks for your time!

Lisa signed her Beauty Consultant’s agreement in October of 1986. She was on the National Court of Sales her first two years as a Consultant and earned her first career car one year after signing up. Lisa became a Sales Director in 1988. Her sales unit was a member of the $400,000 Circle of Achievement that first year. She earned her first Top Director trip the following year. Since then she has traveled on 27  Top  Director  and  NSD  trips  to  Italy,  France,  Germany,  Australia,  Greece  and  26  other  countries around the word.  

Lisa’s unit was recognized for being in the Million Dollar Circle of Excellence six times and the Two  Million Dollar Circle  three  times…one of many company  records  she and her unit holds. Her  sales unit as a Director and NSD has done over a million dollars in production for 22 consecutive years.  

Lisa’s unit was recognized as the #1 unit in all of Mary Kay (all five Seminars) for seven consecutive years from 1994 until 2000 when she debuted as a National Sales Director. Lisa’s National Area  debuted on stage in July of 2000 and the following year was recognized as a member of the prestigious Inner Circle. Lisa’s National Area has maintained Inner Circle status ever since.  

At Seminar 2013 Lisa was recognized for having earned over $9 million dollars  in commissions. She and her Area are currently ranking as the #7 National Area in all of Mary Kay.  

Lisa has  taught and  trained National Sales Directors and other  international  sales  force members  in Ukraine, the Czech Republic, Canada, China, Hong Kong and Taiwan.  She was one of three American  National  Sales  Directors  featured  at  an  international  summit  in  Hawaii  for  National  Sales  Directors from around the world.  

Lisa has been married to Dan for 31 years and has three children – Rachel, 30 (married to Jake);  Jonathan, 29 (married to Jorgi  with two beautiful girls, Sofia and Gianna); and Kyle 25.  

Ways to stay connected! Madson AREA HOT LINE - Phone: 209-647-1308 When: Available 24/7 What: 1. Messages are recorded Monday-Friday at 11am CST by top directors, NSD’s and top consultants 2. Opportunity to receive training, information and motivation on a timely basis

Consultant Phone Tree– Full list on the next page 641-715-3800 Access Code 610206# Director Now Conf. call for the Madson area– once a month 712-432-0900 access number 796771# -First Tuesday of the month. Playback 712-432-0990 same access Mary Kay Inc. Customer service 800-272-9333 www.nsdlisamadson.com -password is madson www.lmadsonsharing.com Marketing numbers 212-990-6304 – NSD Auri Hatheway 951-262-1995 – Andrea Whitcomb Facebook– unit group Ask your director by Career Conference?

Madson Area Phone Tree --- phone number is 641-715-3800 access code 610206# 1. Senior NSD Stacy James – Inventory (35 minutes) 2. Amy Hanifl - Hostess Coaching (8 minutes) 3. NSD Lisa Madson – Welcome New Consultants (30 minutes) 4. NSD Tammy Crayk – Mental Bath (12 minutes) 5. Lisa Rada- Bookings from classes (25 minutes) 6. Kiersten Vavrina – Survey cards and booking (20 minutes) 7. NSD Tammy Crayk – Bubble sheet -booking calls (20 minutes) 8. Sherri Russell –Deserted Island game -leads (15 minutes) 9. Melissa Rudolph - Restaurant promotions (30 minutes) 10. Lisa Rada - Preferred Customer Program (10 - 12 minutes) 11. Nicki Crayk – Google Voice/Texting (20 minutes) 12. Sue Pankow – Administrative Professional’s Week (10 minutes) 13. Stephanie Shower - Triple Hostess Program (7 minutes) 14. Why should I go to Seminar (22 minutes) 15. Nancy Castro – Bookings from parties (21 minutes) 16. Fallon Nelson – Bridal leads (23 minutes) 17. Kari Johnson - Follow up interview (16 minutes) 18. Stephanie Showers - Procrastination and how to talk to people (12 minutes) 19. Heather Julson - How to get referrals (14 minutes) 20. Pat Nuzzi - Lash and Brow Building Serum (10 minutes) 21. Heather Julson - Super Saturday (30 minutes) 22. Robbie Brannon - Work Smart Not Hard - Director Now (20 minutes) 23. Nancy Castro – Goal setting and affirmation - (13 minutes) 24. Shannon Buckmaster – booking - (10 minutes) 25. Heather Julson - Skin Care Class - (25 minutes) 26. Amy Hanifl – Booking - (10 minutes) 27. Heather Julson – Closing the skin care class - (25 minutes) 28. NSD Lisa Madson - Teambuilding - (10 minutes) 29. Shannon Buckmaster – Booking from classes - (10 min) 30. Lea Chehade - How she completed her DIQ qualifications in two months - (20 Minutes) 31. Shannon Buckmaster -Hostess Coaching, Follow up facials, Referrals, etc.(33 minutes) 32. Lea Chehade –Ticket Marketing at the Skin Care Class and more (23 min) 33. Heather Hines – Becoming a director by year end (10 min) 34. Diane Cole -12 days of Christmas (10 min) 35. Heidi Kenealy - holiday make over (10 min) 36. Lisa Rada - Phone lottery/football pool (6 min) 37. Heather Catchpole – Power Partner (7 min.) 38. Heather Catchpole - Career Conference (3 min) 39. Heather Ritz – What a success consultant does- (10 min) 40. Rita Klais - Business $$$ - (25 min) 41. Lea Chehade - Fun Full Circle Parties –(10 min.) 42. Lea Chehade—Interview-sharing the marking plan (60 min) 43. Casey Chitwood - Team building (50 min) 44. Michelle Jogpulos—Wooden roses (10 min) 45. Sue Pankow—hostess couching and the age game (10 min) 46. Lea Chehade—over booking and 3 in 1 idea (9 min) 47. Shannon Buckmaster— Booking Restaurant promotions (49 min) 48. Fallon Nelson -Why be in Red (11 min) 49. Jordan Helou Eicher - getting lead/products in a basket (14 min) 50. Heather Julson– Moving to a new area and getting your business off the ground 51. Stephanie Showers– hostess coaching (9 min. ) 52. Bob Gevelinger - Husband’s point of view (6 min) 53. Lisa Madson -Courage and Confidence (30 min) 54. Lisa Madson closing speech at Quarterly workshop on June 22 (53 Min) 55. Melissa Rudolph—Off and running in the seminar year 56. Emily Schuette – Queen of the Court of Sharing in Madson Area (10 Min.) 57. Sheri Russell - Why Go to Events and Getting Leads for Bookings (10 Min.) 58. Rita Klais - How to fill out your Quarterly Tracking sheet (14 Min.) 59. Fallon Nelson– team building (13 min)

Make a list and keep adding to it!

Hi!!! I’m super excited! I just started Mary Kay and my director challenged me to have 5 people listen to a phone call within 48 hours. Can you please help me? Thanks! It will just take a few minutes- call 212-990-6304 Please text me back with the password and your thoughts! You will get your name into drawing for Cash!. And I get credit for this! ☺

Alice Rothbauer’s Class Opening Satin Hands Demo-3 flavors! Have each guest share their name, how they know the hostess and what they are most interested in trying or learning more about. WRITE this on the top of their profile card Thank the hostess with hostess gift and share what you enjoy in working with her and how you met her. (booking from booking, bride, referral etc) I usually give an empty color compact or PCP gift. (your choice) Next I say… My name is Alice Rothbauer and I’m very honored and excited to share the #1 Selling Brand of Skin Care and Color on the market with you today. I love these products and love my position as a consultant with Mary Kay. I actually believe I was born to be the com-pany of women. I’m the oldest of 6, with 4 sisters and my favorite part of my business is being and connecting with other women. It’s because of the Mary Kay products that I am able to build relationships with each of you. In the over 13 years that I’ve been with Mary Kay I’ve found that there are many reasons that customers love Mary Kay. As your con-sultant for life, if you’ll have me, I’d love to know which of those reasons are important to you. I’m going to hand you back your profile cards and during the party have you make a few notations on the back so that I do the best possible job as your Mary Kay Consultant. What do you value in a Mary Kay Consultant? #1 Reason-Write Graveyard 100% Guarantee on the Product No Make up Grave Yard Never have a buying mistake and we’ll get back together in 10-14 days for a follow up on anything you purchase today. #2 Reason-Write Alice (consultant name)

Customer Service-you want someone that knows you and will take care of you Keep a Full Mary Kay Store on hand Call, email, web site and I keep a record of everything you’ve tried or purchased and I’ll deliver or mail it in 24 hours. Never have to worry that I’m going to leave you or that you won’t be able to get more product Preferred Customer Program How often would you like to be contacted? Hair, dentists, doctor examples 3 months, 6 months, New Products

#3 Reason-Write DIVA You love the latest and greatest and trendiest products on the market. If you choose to become one of my preferred customers, every 3 months you’ll receive a new catalog in the mail with samples and offers. Plus, I do a monthly online email special if I have your email address. #4 Reason-Write FREE Some customers love Mary Kay because you can invite a few girlfriends to your house, mine or one of the hotels I meet at and earn MK product for FREE or at a discount. Give an example of favorite store and how I don’t get free stuff. Have each guest share which reasons are important to each guest and what their customer service frequency is. Let’s start right now with the FREE! Do you like travel size products? Lotions? Glamour? Do you know a few girlfriends that are overworked, overtired and night love the chance to diva it up a bit? Referrals-number to 15-travel size for each 5 Agenda/Individual Consultations and Executive Suite Start of Skin Care Presentation ½ Face-educational facial, feel and see a difference. Watch me today if this is something that interested you, we can talk when I meet with you one on one!

One on one close… Did you have a good time? How does your skin feel? Now I have to ask you… If money were no object what would you like to take home with you tonight? If I could show you how to earn this product for little or no $ would that interest you? We will get to that in a minute but what can’t you live without tonight? Booking from you class is really important… Now lets get to the good stuff… How you can earn this product for little or no $. Let me show you the options you have to earn your hostess credit with me. You know what I like best about this business… I get to choose the woman that I want to work with… This may or not may be for you but I want to show my director I am trying.

Lisa Madson Script From Keep it Simple!

Booking Classes from Classes

Memorize the booking approach that I used to be on the National Court of Sales the first two years I was in Mary Kay. Individual consultations are a MUST! Ask each person the following questions: 1. Did you have a good time today? 2. How does your skin feel? 3. What part of the Timewise Set or Miracle Set did you like best? What would you like to take home with you today? FIRST: If the customer replies, “The Timewise Set,” or a collection that contains the Timewise Set, say, “Is there any reason why you wouldn’t want to share your check-up facial with a couple of friends?” If the customer says, “I’d like to have a class,” then say, “What is better for you, the beginning of the week or the end of the week?” If she says, “I’m too busy,” or “I don’t have any friends,” or gives a different objection, say, “Let me tell you how I handle my check-up facials. If you choose to share it with a couple of friends, I’ll come to your home at your conven-ience or you can have it at my home. If you choose not to share it with a couple of friends, I offer second facials at my Success Meeting on Monday Nights at 6:00 p.m. What would be better for you, Monday night at my Success Meet-ing or at your home or mine with a couple of friends? If she chooses to come to your Success Meeting, she can stay for the meeting and be a model or she can leave after her facial. The other option would be to hold second facials at your home at specific times during the month. I would suggest that you not run around the country giving second facials to one person at a time. If she says, “Do I have to have a second facial?” You say, “No, you don’t have to have one, but our products are guar-anteed. That is why we recommend a second facial.” At this point, PAUSE. Don’t say anything else. If she doesn’t want a second facial, that is fine. You won’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, say, “That’s not a problem at all. I will assume your products are working fine unless you call me and tell me otherwise.” Of course, you will still want to follow up with her to make sure she is happy with her products and con-tinue to service her like a great beauty consultant would. SECOND: If the customer’s response is to purchase a lip gloss or products other than the Timewise Set, collect their money and say, “If you could get the Timewise Set or the Miracle Set for little or no money, would you use it?” If she says, “Yes,” you say, “I have a really great way for you to win the Timewise Set or a portion of it, and, with your permission, I would love to tell you about it. All you need is two other people besides yourself and it counts as a skin-care class. The way it works is that you will get 10% of what everyone buys that day in free products. For example, on a $300 Class you’ll get $30 free. If one of your friends books a class, you’ll get 15% which would be $45 in free products on the same $300 class. If two of your friends book classes, you’ll get 20% for free which is $60 for free. That would more than cover the cost of your Timewise Set. Is there any reason why you wouldn’t want to get a cou-ple of friends together and get your products for free?”

Weekly summary sheets– Mary Kay intouch.com My business Please fill out weekly.

NOTES: -Pay your sales tax up front to Mary Kay.

Accounting  www.vetscher-cpas.com Vetscher & Associates, LLC has been providing quality tax and accounting services for over 35 years   Please listen to #40 on the Madson phone tree for more $ training.

Must order $600 w/s in the first 15 days of signing your agreement to get this bonus.

Now what to do… (Password to win a prize from your director) First Steps to Success Checklist This checklist is a step-by-step plan to your success. Please follow this Checklist! If you want success fast, stick to the checklist. If you ever feel overwhelmed, go back to the checklist! Regardless of any other information you receive, STAY WITH THE CHECKLIST! In case you are in doubt, this checklist is very important. Keep it handy so we can take about it when we speak on the phone. Your success is very important to me! 1. Listen to the Inventory information and then call your director. Make your inventory decision within 24-48 hours. Work with your Director to place your initial order to be sure you take advantage of all first-time ordering bonuses. The Consultant First Look bonus will expire 15 days from your signing date. 2. Attend — set up a business planning session with your director. 3. Make a list of everyone you know who has skin! These contacts will be the start of your new business. Don’t pre-judge…invite everyone you would invite to your wedding if money were not a concern. Make a special mark next to those people who you might like to have on your team. 4. Log-On to www.marykayintouch to register from the limited-time offers, which include:-Personal website for only $25 your first year-Order your Business fit:(includes business cards, reorder

product labels, self-inking name and address stamp, personalized name tag)-Free Customer Brochure Mailings-Complete the Signature Look survey for your free Color 101 offer 5. Open a separate personal checking account at any local bank that offers FREE checking and a debit card. You should keep your business an personal finances separate. 6. Schedule 10 parties for your Power Start (30 Faces in 30 Days). Email your director with the 10 names and dates of parties to receive a special prize. 7. Use the Products! Try all products from head to toe. Study the Look Book and Beauty Book to become familiar with product names and prices. 8. Call the Madson Area Consultant Hotline. 209-647-1308 9. Observe 2-3 parties. Watch the Skin Care Class DVD, bring guests to Tuesday Night Live or join another consultant at one of her parties to assist and learn from her. 10. Set up a ProPay account at www.marykayintouch. This allows you to accept credit cards from your customers.