Sorring Stars UnitWelcome Guide

Lauryn OrrSales Director

Unit Website: www.sorringstars.com Email: lauryn@marykay.com

Cell: 214-649-2649 Mary Kay: 800-272-9333

Business Plan Hotline: 641-715-3900 ext.729056#

www.facebook.com/lauryn.orr !www.instagram.com/orriginallylauryn !www.youtube.com/laurynslife

Contact Information:

Our company is very unique in business today. You are in business for yourself, yet never by yourself. There’s help available from many sources, and your recruiter and I are as close as your phone. !Weekly success events, called Tuesday Night Live, are highly recommended & will greatly contribute to your success. They are also motivational & fun, and available anywhere in the country! Isn’t it great to know you can get training and inspiration anywhere life takes you?! Our success events are held EVERY TUESDAY NIGHT from 7-8:30pm. Our Studio address is 2307 Guthrie Rd. Garland, Texas 75043. Your recruiter will be so proud to introduce you to the team and officially “pin” you and present you with your “Journey Rose.” I look forward to seeing you there! !Finally, the most important advice I can give you, as your Director, is to have fun with your new business! The more fun you have the more money you’ll make! And please feel free to call me anytime. I look forward to working for YOU in the most fantastic opportunity in the world.

Congratulations on your decision to join one of the fastest growing units in Mary Kay Cosmetics. As your Sales Director I am excited and committed to work

with you and to assist you in any way I can to make your Mary Kay business both profitable and fun! !As I’m sure you know, Mary Kay has been the #1 Best Selling Brand of Skin Care and Color Cosmetics in the United States for 13 years. Let everyone know you are an Independent Mary Kay Beauty Consultant. You represent “Simply the Best” product, so walk tall and proud. I hope you realize what a great team you’ve joined. We are a building a Million Dollar Unit of free car drivers, growing everyday, and I am so honored to represent this Unit as your Director. !When your starter kit arrives, you’ll have the opportunity to study your Training Materials, watch your Skin Care Class DVD, and listen to training CDs. Take advantage of the tools in your starter kit, and your initial training with me to get off to a great start! !

The next important decision you’ll want to make is your inventory decision. !You’ll have the opportunity to decide for yourself what kind of a “store” you’d like to have. In order to help you make the most informed decision, you will need to call our Business Plan Hotline which covers inventory options in detail. Because you’re entitled to Free Product Bonuses as a NEW Consultant, I recommend that you listen to this hotline as soon as possible. Even though each order is custom made to what you prefer to sell, either I, or your recruiter will be here to assist you in placing your first order. You will earn a free Signature Look Color 101 set customized to your coloring when you place your original order within 15 days of signing your agreement. If I don’t hear from you within the next few days, I will call you to follow up and assist you in this step. The hotline number is 641-715-3900, extension 729056#. Call today!

Welcome TO our Team!

My first challenge to you is for you to sell any 25 items in our line in your first 7 days of business, (following receipt of this letter). Enclosed is a “Look Book” for you to use to show our line to friends, family, or co-workers. When you meet my challenge and email the enclosed form, you’ll receive a Pink Ice ring from me as a thank you for your enthusiasm and willingness to share with others. I know YOU CAN DO IT!

Wishing you prosperity and abundance, Lauryn Orr

First Steps to Success ChecklistThis 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 THIS CHECKLIST! In case you are in doubt, this checklist is very important. Keep it handy so we can talk about it when we speak on the phone. Your success is very important to me! Complete it in your first month for a prize from me!

Listen to the Business Plan Hotline (641-715-3900 ext 729056#) & 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 start date. !Attend orientation with your Director. !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. !Log-On to www.marykayintouch.com to register for the limited-time offers, which include:

• Personal Website • Order your Business Kit: (Includes business cards, reorder product labels, self-inking name/address stamp,

personalized name tag) • Complete the Signature Look survey for your free Color 101 offer !

Open a separate personal checking account at any local bank that offers FREE checking and a debit card. You should keep your business and personal finances separate. !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. !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. !Visit the Sorring Stars Unit Website: www.sorringstars.com The New Consultant & Online Education pages contain valuable information to help you get started! !Watch the “Start Something Beautiful” DVD from your Starter Kit & study the Consultant’s Guide in your Starter Kit, which includes: Business Basics Handbook and the Product Guide. Also complete the lessons in the Silver Wings Scholar Program on the www.marykayintouch.com website. !Observe 2-3 parties. Bring guests to Tuesday Night Live at 6:30pm, or join another consultant at one of her parties to assist and learn from her. !Schedule your Business Launch Party! If you start your business with a STAR Order, your Sales Director will attend. Otherwise, your recruiter will attend to help make the party a total success! Send an invitation to everyone you know. Check out the example invitations on the Unit Website under the new consultant section. !Set up a ProPay account at www.marykayintouch.com. This allows you to accept credit cards from your customers.

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Please listen to the business plan hotline before placing your initial order.

Placing your first order without all the facts about the bonuses available for New Consultants

could result in the loss of up to $800 of free product. !Receive a free Satin Lips Set from me

when you listen & call me within your first 24 hours.You may contact me anytime at 214-649-2649 or lauryn@marykay.com

Get a FREE

Satin Lips set!

WHICH WAY WILL YOU WORK YOUR BUSINESS? !BY TAKING ORDERS & DELIVERING PRODUCT ($0-$599 WHOLESALE): take orders from people, place your order, product is being delivered to you then you deliver to your customers. !

BY HAVING A SMALL TO MEDIUM SIZED INVENTORY ($600-$3000 WHOLESALE): You don’t have everything on your shelf, but you do have enough to service some customers. When you

hold an appointment your customers will be able to go home with something. However, you will still be delivering product occasionally with the things you don’t have on your shelf. !INVEST IN A FULL STORE ($4200 WHOLESALE): Like going to the cosmetic counter in the department store. Your customers know you have it all! Deliveries are minimal and you spend your time working SMART not HARD. Plus you sell lots! No matter which way you choose to start, your goal should always be to have a full store ($3600 wholesale) on your shelf. Therefore, if you are unable to start with a full store, in the beginning you may want to invest your profits back into building your business and your inventory. Remember, inventory is completely optional, but highly recommended. ORDER BIG, SELL BIG!!! Mary Kay always said that you cannot sell from an empty wagon!

3to work your MK Business

WAYS

Benefits of having product on the shelfYou want to think about having product for customers who want:!

+ Special Need Products for Oily & Blemish Prone Skin + Color + Spa & Body Care + Fragrance !+ Products to service Mary Kay “orphans” + Products to service Reorder Customers!

A. BENEFITS OF HAVING PRODUCT ON THE SHELF!• Saves time - no deliveries!• Customers purchase more when they can take it home

now/loyalty!• Schedule check-up facials immediately!• Less frustration - tougher to sell what you don’t have

Set yourself up for success with your commitment/motivation!

• Affords you trading power!• Free product!• No risk with 90% Buy Back Guarantee!• If you hold appointments just to see how much you sell,

you’ll never know how much you could have sold if you’d had the product.!

B. BORROWING THE MONEY!!• Treats it like a business!• Investment, not an expenditure.!• Compare - $1000 in bank at 8% interest, would take

9 years to double money!• Low payment comes out of Mary Kay income, not

family budget!• Gives us a “have to” to work, to make payment.

Interest is tax deductible!• In today’s economy, who else gives you a 90%

guarantee on your investment?!

Business PLAN HOTLINE: 641-715-3900 ext. 729056#

Money Managementfor a prosperous business

“SALARY” LEVEL GOAL = $4,200 WHOLESALE (Recommended Inventory to service your clients with ON THE SPOT DELIVERY) !Until you’ve built your inventory to $4200 wholesale, plan to reinvest ALL money from sales back into inventory!

Money Management Example Let’s say you sell $2000.00 retail in Mary Kay products.

Deposit the $2000.00 (plus collected tax) into your new business account and split as follows:

Per example: Deposit $2000.00 plus collected tax into your business account. Write yourself a check from your business account out of the $2000.00 (less tax), which in this example would be $800.00. This is your Salary. Leave the remaining 60% in your business account, which is $1200.00, for your next inventory order. (The collected tax on $2000.00 retail sold will cover the tax on a $1000.00 wholesale order, as well as the tax on sales aid items) Splitting your money 60/40 vs. 50/50 allows for business growth, as the extra 10% in your business account covers 5% for sales aids, and 5% for hostess credit (products or gifts). This enables you to deliver to your clients the ultimate in customer service with on the spot delivery, regardless of what’s ordered. In today’s competitive market, Customer Service is what gives you the edge. In Mary Kay, we have the opportunity to exercise our buying power up front, with a 90% buy back guarantee to ensure no risk. This allows us to open a prosperous business from the beginning, making a great salary immediately, while professionally servicing our clientele. While other companies are forcing their sales force to be “order takers, and delivery people,” we stand ahead of the crowd with on the spot delivery and customer service as our goal. The 60/40 rule for money management works. !My professional recommendation would be to begin with a Full Starting Inventory of $3600.00 wholesale, and begin pulling a salary from your business immediately. With any less than $3600 wholesale on your shelf, you will need to turn your orders over (reinvest), until you get to $3600, in order to have sufficient inventory to service your clients. I strongly suggest that you either take a loan from your bank or credit union to capitalize your new business, or order on a Visa that will be used strictly for inventory purchases. This way you’re not mixing business capital with personal funds. Once your loan or Visa is paid off (through sales) the entire 40% account is your salary. It is not mandatory to begin at any one level. This is your decision entirely. However, experience has taught me that you will sell what you show. If I can assist you in any way, please let me know. Your recruiter is also ready and willing to answer any questions you may have. I see great things in store for YOU!

60% (Business Inventory Account) $1200 + Sales Tax

40% (Personal Account) $800

50% Replaces products sold - $1000 (wholesale) !

5% covers necessary sales aids - !5% covers hostess credit items or gifts

$800 salary !-$150 Loan or Visa Payment != $650 profit from salary

Inventory If you choose to take a small loan for your business or use a credit card, be sure to keep your payment to about $100 per month. You can easily cover this payment with your Mary Kay sales and it should not come out of your household budget. Any interest charges on an inventory would be tax-deductible. Resources to purchase your “store” are outlined below.

1. CONVENTIONAL LOANS Your own bank is a prime source. They prefer loaning larger amounts, usually $2500 to $3000 minimum. The rates are usually reasonable and there is usually no pre-payment penalty, should you decide to pay off your loan quickly. Check with other local banks for additional options. !2. FINANCIAL INSTITUTION LOANS Along with banks, financial institutions such as Beneficial, Morris Plan, Avco, etc. also have loans available. They offer a variety of loan packages. The advantage to getting a loan through a financial institution is that the loan application is usually processed very quickly, usually in 24 to 48 hours. !3. VISA/MASTERCARD Mary Kay Cosmetics will accept Visa or MasterCard for inventory purchases. You must be sure to have enough available credit on the card to cover your purchase. It is simple to find this out by calling the bank that issued you the card. We recommend you use a separate bank card for your Mary Kay business if one is available. !4. REFINANCE A CURRENT LOAN If you currently have a loan that you have made payments on for a year or so, you can often refinance the loan and get some money to work with, without raising your loan payment, by extending the length of the loan. This method works well with car loans.

5. CREDIT UNIONS Credit Unions are traditionally a source of low interest loans. Call your Credit Union immediately as processing your loan may take two or three weeks. !6. PASSBOOK LOANS For relatively low interest rates, you can borrow up to 95% or more of the amount in your savings account. !7. FAMILY LOANS Many times there are members of your family willing to help you start your career. It is recommended that the arrangement be made on a loan basis, with specific monthly payments. !8. HIDDEN TREASURES Don’t overlook the value of jewelry, sports equipment and household appliances- other people will pay good money for items that you no longer use. !9. CO-SIGNERS If you do not have a lengthy credit history or have not been employed long enough, having a co-signer (parent, relative, close friend) may help you qualify.

No RiskIn case you are not able to continue in your Mary Kay business, you have 3 options to liquidate your inventory: !Phase through your inventory with existing customers and earn 50% profit. Reinstate as a Beauty Consultant at any time. !Offer a liquidation sale to existing customers at 25 - 30% off of retail and still earn 20 - 25% profit. Reinstate as a Beauty Consultant at any time. !Return unused product to Mary Kay for 90% refund and forego all profits and the opportunity to reinstate as a Beauty Consultant.

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CONTESTSell any 25 items in 7 days & place your

minimum $600 wholesale order within the same month to win your PINK BLING RING!

7DAY

_______________________ ____________ ____________ ____________! Consultant Name Start Date end date ORDER DATE

NAME Phone item sold Amount1. 2. 3. 4. 5. 6. 7. 8. 9.

10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. !

Total Sales: ____________Return this form to your Director to receive your Ring! Ring Size ______

How-to’s of booking your first parties!

PERFECT Start Power Start

HOLD YOUR FIRST 5 PRACTICE PARTIES IN 2 WEEKS.

(Book 8 to ensure 5 hold!) When completed earn your

Perfect Start Charm! !!HOLD ANOTHER 5 PRACTICE

PARTIES IN THE NEXT 2 WEEKS. When you have completed 30 faces in your

first 30 days, you earn your Power Start Charm

• Schedule the shows for your third & fourth week of business. • Learn to give people a choice between two things and they will choose one of the options. For example:

“What’s better for you, Tuesday or Thursday? Evenings or daytime?” Also remember that if they don’t have other obligations, they will usually choose the last choice.

• Telephone someone and enthusiastically use these words (they work!!!). By consistently booking everyone for their Second Facial at these first 5+ classes, you will immediately begin to fill your date book with additional bookings!

• Email your Director when your Perfect Start and Power Start are completed!

GET YOUR CONTACT LIST OUT WITH 30 NAMES:

“Hi ______ this is _______. Do you have a quick minute?” “I wanted to give you a call and let you in on some exciting news! I’ve started my own business with Mary Kay and I’d love to share the products with you and get your opinion. Is there any reason why we couldn’t get together for a makeover?” “Great! What works best for you, beginning of the week or end of the week?” ie Wednesday or Thursday? 5:30pm or 7:30pm (set the day and time) “You know _______, what I really need is a small group. Is there any reason why you couldn’t include 3 or 4 friends and that way you will receive a free gift from me, everyone will receive a free facial, and they will love you for including them!” “Great! I’ll be in touch on __________ to get a head count, so I know how many to prepare for . . .”

Pearls of SharingEarn your Pearls of Sharing Earrings by

doing 3 sharing appointments with Lauryn !

_______________________________________________________________________________________________________________

Earn your Pearls of Sharing Bracelet by doing 3 additional sharing appointments

with Lauryn (6 total) _______________________________________________________________________________________________________________

Earn your Pearls of Sharing Necklace by adding a qualified* recruit to your team.

!_____________________________________ !!

USE THIS SCRIPT TO BOOK YOUR INTERVIEWS: “I’m so excited because I’m in the training phase of my new Mary Kay business, and I am looking for people who would be willing to help me with my training. My Director has challenged me to find 3 people whose opinions I truly value & you were one of the first people I thought of. Is there any reason why you couldn’t help me out – it would mean the world to me!” !When she agrees, continue with: “Great! All we need to do is find a time that works for us to meet with her over a cup of coffee, my treat, and she will share about the Mary Kay opportunity. It only takes about 20-30 minutes. This will teach me how she shares with others, so I can learn how to do it on my own one day. It doesn’t mean you need to actually be interested in it for yourself, it’s just helping me with my training. I really appreciate you helping me! What is better for you, daytime or evening?”

Mary Kay believed every woman should have a nice set of Pearls

so she created the Pearls of Sharing program!

Exemplifying the Mary Kay Image

Mary Kay Professional Attire

WITH EACH CAREER LEVEL, YOU CHANGE BUSINESS ATTIRE AND PINS. MARY KAY CONSULTANT- Dress or Business Suit, black or neutral hose (optional), and black dress shoes. Mary Kay logo pin. MARY KAY SENIOR CONSULTANT- Same attire as MK Consultant with MK Senior Consultant Pin Enhancer. STAR TEAM BUILDER- Black skirt, white blouse, RED Jacket w/ MK Star Team Builder Pin Enhancer. TEAM LEADER- Same attire as Star Team Builder except Team Leader Pin Enhancer is worn. GRAND ACHIEVER- Same attire as Team Leader parked proudly in that brand new car! FUTURE SALES DIRECTOR/DIQ- Black skirt, BLACK blouse (DIQ only), RED Jacket with Future Sales Director Pin Enhancer and/or optional scarf, black or neutral hose (optional),& black dress shoes.

THE LADDER OF SUCCESS PIN designating Star Consultant status and the Power Start pin may be seen on any MK consultant or Director.These pins can be awarded to any career level as they are earned. Taking pride in your appearance and the way your starter kit and mirrors look is all a part of Business Etiquette.You cannot expect to sell the product if you do not wear the product. Also, think about this: Which product would you be more likely to purchase-Clean or Dusty? Having a clean and neat automobile personifies pride and self assurance in your business and what Mary Kay stands for.

!1. Always arrive 10 to 15 minutes early to all events, meeting, and appointments. 2. Mary Kay attire should be worn to business events, meetings, etc. 3. Arrive with a 100% positive attitude & language. 4. Try to bring guests to all events. They deserve it! 5. Socializing with fellow consultants should be done before and/or after events. 6.Talking and disrupting the meetings are rude and disrespectful to the speaker. 7. Electronic devices such as cell phones should be silenced during events. 8. Children should not be brought to meetings and/ or events unless they are over the age of 18 and/or a recruit prospect. Talk to your Director regarding nursing infants. 9. Cheer and applaud in the same manner you would like others to applaud for you.

A skirt or dress is required at all Mary Kay Professional Functions

MEETING ETIQUETTE

Studio Pink2307 Guthrie rd. Garland, TX 75043

Join us on

Tuesdays FOR FUN, TRAINING, RECOGNITION,

AND GREAT GIRLFRIEND TIME! !

6:30pm | Registration & guest set up 7-8:30pm|Success Event & training

Success Meetings are your opportunity to gain additional training, motivation, inspiration, and enthusiasm. They allow you to be recognized for your achievements, and once a week to plug back into what I call our “pink bubble.” Regular attendance is critical to your success. I encourage you to take advantage of the fact that training is FREE in this business! It’s the best training you’ll find anywhere! The cost is only covering the space we meet in. !Make it a point to strive to bring a guest with you each week to learn more about our products and the career. Also, please be sure to advise them that they may dress however they wish, but our attire is professional, so they don’t feel uncomfortable. If you bring a guest for a makeover, please bring a set up for her. If you have questions about this, call me and I’ll go over what that entails. Until your case arrives, you may want to ask your recruiter or Director to help you with this! !All Career-Building functions (Success Meetings and other Mary Kay events) are professional meetings, so please leave the children at home. Let your guests know that this is a time to leave their children at home so they can participate and have tons of fun without distractions. It’s their time to be pampered!

GUESTS ALWAYS WELCOME!

Cost: $5/week Guests are free.

Please bring all supplies for guest’s facial or you may purchase a ‘Facial Bag’ for $5 per guest. !

Attire: Mary Kay Professional Suit, Skirt & Jacket or Dress, Hose, Close Toed Shoes !

Please no pants at any Mary kay professional function

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Welcome to Mary kay!As a new Beauty Consultant you can receive a “NEW LOOK” for FREE from Mary Kay. A complete Color 101 Set customized specifically for you by Mary Kay is waiting for YOU but you must act QUICKLY! The FREE set includes the following products:

• Mary Kay Compact • Three MK Signature Mineral

Eye Colors MK Signature Mineral Cheek Color

• MK Signature Crème Lipstick • MK Signature Lip Liner • MK Signature Lip Gloss • MK Signature Eye Liner • MK Signature Ultimate

Mascara Cheek Color Brush • Eye Color Applicators

To receive your CUSTOMIZED, FREE Color 101 Set, you MUST place a $600 wholesale order or greater within YOUR FIRST 15 DAYS as a new consultant! This FREE Color 101 Set is in addition to any other FREE product bonus that you receive when you place your first order. Don’t let this opportunity pass you by!

FOLLOW THESE SIMPLE DIRECTIONS: 1. Log on to the Mary Kay InTouch Website at www.marykayintouch.com. If this is the first time you

have logged on, you will be asked to create a marykay.com e-mail forwarding address. !2. If it is within 15 days of submitting your agreement, you will then be directed to the Signature Look

web page where you will complete an online questionnaire that includes a series of questions about your facial features. Once the questionnaire is completed, you will be given a choice to continue on through Smart Start or to online ordering. !

Let’s schedule placing your FIRST ORDER together. !Your customized “NEW LOOK” is just a step away! Remember to qualify, you MUST place a $600 wholesale order or greater within your first 15 days as a New Consultant!!

Your Free custom look!