total beauty.pdf

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The Total Beauty Program

Barbara Bond7541 Wellington Road 34, Comp 166Guelph, Ontario N1H 6H9519-265-60081-866-482-9134

Dear Blossom Consultants and Directors:

When I began with the company many years ago in Newfoundland, and right after I stopped lookingfor the catch, I caught the vision of what Mary Kay Ashs company was truly all about ...women helping women to develop and use their God-given talents and abilities, in a career wherethey could work by the Golden Rule and keep their priorities straight - God first, family second, andcareer third. I dreamed about building a successful team of professional beauty consultants, highlyrespected for their product knowledge and expertise. With Mary Kay, they would have unlimitedearning potential, opportunity for advancement, and still enjoy all the benefits of running businessesof their own (flexibility, tax breaks, etc.).

Very soon, it became apparent that it was impossible to do justice to all the products Mary Kay had to

offer in just one presentation, without confusing and overpowering both the client and myself. ThusThe Total Beauty Program was born, a logical step by step approach to promoting the entire line.

As unit members were trained in the program, the result was a confident Mary Kay Beauty Consultantwith two thirds more earning potential. We were able to offer a unique, professional, personalizedservice covering all basic aspects of beauty, with virtually no competition.

With more opportunities to see a client and systematically show more of the line, sales of everyconsultant who followed the program diligently increased dramatically. Satisfied skin carecustomers were potential everything customers, especially if they had a chance to pace themselvesfinancially. Also, with more visits and clients using more Mary Kay products, interest in the opportunityincreased as well. Those who encouraged and trained their recruits to use it built solid, successfulteams and became Directors if that was their goal. Many of these Directors have reached theNational Queens Court of Sales several times, been multiple car drivers and have had their unit

members be equally successful.

We now offera beautiful certificate to clients who have completed all the steps, which arepresented at our Success Meeting along with a little gift and/or fresh flower. This recognizes andproves that they have finished our program in self-image. A client then has the option of listing this ona resume, due to the respect afforded Mary Kay training by management in the business world atlarge. In fact, the Mary Kay marketing plan is taught at several major universities.

Naturally, updates to the program are required from time to time due to changes in companyprocedures and the product line.

I consider myself blessed to have grown up in this business with Mary Kay Ash at the helm of hercompany. Her philosophy, ideas, principles and values, as applicable in modern day corporate

business, were challenged time and time again. Her belief in women and faith in God never wavered.To be in her presence, and really listen with your heart was to know this opportunity was for real, thatyou had everything it took to be successful, and that anything was possible. Best of all, we could doit operating by the Golden Rule: Do unto others as you would have them do unto you; keepingour priorities straight: Faith 1st, Family 2nd, and Career 3rd . Along with countless others, I takeresponsibility for passing on her torch.


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The Total Beauty Program -2-

My dream continues..... to build strong, successful, professional beauty consultants with unlimitedearning potential and opportunity for advancement, following closely the values and principlesMary Kay Ash set out for us in the beginning.

Here is your on-line version ofThe Total Beauty Program. It is your proven guarantee of longterm success in every area of your Mary Kay business, providing you make it the way you dobusiness, not just an option. Have faith and patience... At a consistent two to three appointmentsper week over a 90 day period, you will move forward along the Mary Kay career path. Nochecking your seeds to see if theyre growing! Your dreams really can come true!

Wishing you much happiness and success,

Barbara Bond,Future Executive Senior Sales Director.

Special Notes:

To the many Consultants and Directors who contributed words, ideas, and effort to this programin any way, my heartfelt thanks to each and every one of you!

I am pleased to share this version of the Total Beauty Program with all active Mary Kay BeautyConsultants or Directors who are interested. You can make a monetary contribution for thisprogram if you wish by sending a donation on behalf of the Total Beauty Program to the MaryKay Charitable Foundation.

The Total Beauty Program is dedicated to Mary Kay Ash, who had the

courage to step aside and allow God to work through herto let her vision for women come into fruition.

Your legacy lives on....

The Total Beauty Program is protected by copyright Barbara Bond 2003. The recipient of this program may copy the program only inits original form, without substitution, change or embellishment. The Total Beauty Program is for the exclusive use of Mary Kay

Beauty Consultants and Directors and no permission is granted for the use of this program beyond this original intent. Questions or

comments may be addressed to the foll owing email address: bar [email protected]


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The Total Beauty Program 3

Revised: February 2011

The Total Beauty Program is the ul t imate book ing and sel l ing tool , and co nsistsof these steps:

1. Skin Care

2. Follow-up Facial - Skin Care(Check-up or Second Facial with Skin Supplements)

3. Colour Cosmetics(Co-ordinated MK colour look)

4. Seasonal Trends and Customized Skin Care,including Satin Lips & Satin Hands

5. Spa Session - Body Care, Fragrances, Mens line, and

Sun Management products

You will automatically book a client for the steps she is interested in at approximately 2 weekintervals, and then keep her up-to-date on the latest seasonal shades, products, and promotionsup to four times a year via the Preferred Customer Program mailing. Setting up an appointmentwith her to demonstrate or show a new edition and giving her a good incentive to bring in guests,is another opportunity for you to introduce the Total Beauty Program to new people. Depending onthe product category, the format of one of steps 1 to 5 can be used as a guide.

When the overall concept of this program is adopted as the way you do business (not just asan option), you are guaranteed endless boo kings and a long term suc cessful Mary Kaybusiness! ! !

Not all women will go through all of the steps. However, most will take part in more than one ortwo, and when offered an attractive hostess credit or gift, will introduce you to at least 3 or morefriends.

Customers do not necessarily have to have friends join them to do the steps, but as you getbusier, you may wish to bring singles together and make more efficient use of your time. Do oneStep progressively at your own home, and/or bring singles as guests to participate in the Step thatis being conducted at your weekly Success Meeting. Provide your guests at the Success Meetingwith mirrors, products, supplies etc., exactly as you would do at any other appointment.

Follow the suggested order of the steps, unless a client specifically requests a change. If a guestbegins at any step other than 1 and wishes to book other appointments, her next step preferablyshould revert back to 1 and proceed from there.


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There are a number of ideas that you can use as hostess rewards. While a group of friends maychoose to go through the Total Beauty Program together, it is definitely to our advantage to offer aspecial incentive for each person to branch off and hold a class of her own with new people.Currently, I have been giving $25.00 in free products to anyone experiencing Mary Kay for thefirst time as an incentive to have a minimum of 2 friends join her. The $25 Certificate template ison our web site. It is recommended that this be dropped off or mailed to hostess at time of

booking. If she is going to spend the time with you anyway, shes sure to be thinking of who shecan have with her, rather than discard the certificate. Even if she is not familiar with the products,this easily turns a facial into a class, since the product gift is hers whether or not she or her friendsbuy.

I have been offering $75.00 worth of Mary Kay products for $35.00 to someone who hasalready tried the products, as a special thank you for becoming a hostess and having at least 3adult non-MK users join her (I include lost customers looking for a consultant). In this secondinstance, the hostess pays a minimum of $35.00, but receives twice as much free. In effect, I amgiving her my profit on her purchase.

The benefit of more contacts, potential bookings, and business through the people I meet is, onaverage, very worthwhile. Most hostesses apply their credit towards a larger purchase. The giftcertificates are a booking tool. At her class she can be given the choice of using her giftcertificate ortaking advantage of the specials on the Sets flyer. You want her to know that shecan take advantage of the deals best for her.

It cannot be emphasized enough how vitally important handwritten personal notes are somesamples follow. Tips for a Special Womens Time Out brochure is on our web site. Youcan give her the Tips brochure to refer to which will coach the hostess on how to hold asuccessful session. Use this along with a personal note, which will help you avoid postponementsand obtain the best possible results.

To a new Basic Skin Care Customer- Congratulations on starting your Mary Kay Skin Care! Iknow youre going to love the products as much as I do. I look forward to getting together with youagain as my model at your Skin Care Class, and meeting your friends.

To a guest who has booked a Skin Care Class - I really enjoyed our time together at SusieJones Seasonal Trends and Customized Skin Care Session and look forward to being with youagain at your Skin Care Class and meeting your friends.

In each of the above instances, continue with..... Enclosed is the information I promised youabout having a fun time with Mary Kay. Its people like you that make what I do such a pleasure!

Include your personal note with the Tips for a Special Womens Time Out brochure.

To someone you pre-profiled, who was not able to attend but ordered through the hostess -Thank you for your order of Mary Kay Ultimate Mascara. Its one of our best sellers! So sorry youwere unable to attend Susies skin care class. From our telephone conversation, I was reallylooking forward to meeting you and putting a face with the voice. So you wont miss out on yourfree facial, Ill be in touch to set up a time especially for you.


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HOW TO INTRODUCE THE PROGRAM - A detailed introduction is included in each of the steps.In general conversation or when booking a customer, mention the program in passing toarouse curiosity, as follows:

Did you know that we now offer a Total Beauty Program, which teaches a woman every basicaspect of beauty, one step at a time, and its free? Its our hope that if we take the time to teach

women how to look their best and they become interested in products of the kind we carry, theyllthink of us. What do you think of a free program that would teach youbasically everything youwant to know about looking your best?

A template of the Total Beauty Program Introduction Card is on our web site, two per page,for you to have run off professionally on excellent quality card stock, plus have cut and creased, orperforated. An appointment card sheet template can be found on our web site, which can becopied very economically on business card pages available at most office supply outlets.

Appointment cards are essential to any professional business. In addition, a colour Total BeautyProgram Graduation Certificate template is also on our web site. You will notice that there arepersonalization templates included for both this and the gift certificates. The Basic Facts Tri-foldBrochure template and the Tips for a Special Womens Time Out Tri-fold Brochure templatehave 2 pages which are to be copied onto one page as the front & back.

Ideally, you can put each step in a separate display book with built-in sheet protectors, with theTotal Beauty Program Certificate in the clear sleeve on the front (available at Staples). Theappropriate step can then be conveniently taken to each appointment. Consultantinstructions and actual dialogue (in red) are interspersed throughout each step.

Important information is provided, for your reference, on giving out business cards andfollowing up by telephone to book an appointment and turn it into a class.

The elements of the Mary Kay Ash four-point recruiting plan are incorporated into each step of

the Total Beauty Program:1. Before every skin care class and collection preview, ask the hostess Who is coming today ... 2. Present your I-Story.3. Select at least one person at each session and offer them the opportunity.4. Offer the hostess and guests a special gift for any person they suggest, who becomes an activebeauty consultant.

If you call each guest the next day after a session, whether or not they purchased, to check onthe lasting effects of the products she tried, often you will find this extra courtesy will lead to moresales, bookings, and team building opportunities.

Particularly make a point of calling a new skin care client two days after she starts using theproducts to check to see how she is enjoying them, and then two weeks following that. Youcan sometimes quickly correct a potential problem, plus follow-up on her check-up appointment(guests names, etc. for pre-profiling).

Using this Total Beauty Program consistently keeps your business on track,

rolling steadily forward full circle,

selling/booking/recruiting, on a firm foundation.


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Guest Supply List

1. Basic Skin Care 2. Follow-up Facial - Skin Care Mirrors Disposable tray

Profile Cards Head bands (to hold hair back) Satin Hands Oil Free Makeup Remover Makeup Remover Pad 3-in-1 Cleansers - Normal to Dry and

Combination to Oily Moisturizers - Normal to Dry and

Combination to Oily Day and Night Solution

TimeWise Repair Set (Repair Volu-FirmFoaming Cleanser, Volu-Firm LiftingSerum, Volu-Firm Dry Cream with SPF 30,Volu-Firm Night Treatment with Retinol,Volu-Firm Eye Renewal Cream

Disposable Facial Cloths Foundations Facial Highlighting Pen Concealer TimeWise Age Fighting Eye Cream

Placemats Total Beauty Program Book Total Beauty Program Cards Skin Care Checklist (can be found and

printed from the last page of Step 1: SkinCare)

Sales Slips Calculator Money Bag with change Pens

Look Books Beauty Books Hostess Gift Recruiting Info YourDatebook Hostess Packages Shopping Bags Business Cards

Some products for display

Mirrors Disposable tray

Profile Cards Head bands (to hold hair back) Satin Hands Oil Free Makeup Remover Makeup Remover Pad 3-in-1 Cleansers - Normal to Dry and

Combination to Oily Moisturizers - Normal to Dry and

Combination to Oily Day and Night Solution Disposable Facial Cloths

Foundations Placemats Total Beauty Program Book Total Beauty Program Cards

Sales Slips Calculator Money Bag with change Pens Look Books Hostess Gift

Recruiting Info YourDatebook Hostess Packages Shopping Bags Business Cards

Some products for display


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3. Colour Cosmetics 4. Seasonal Trendsand Customized Skin Care

They should be up to foundation at themeeting/class.

If you are at their home or yours, youshould use a concealer if necessary beforefoundation. Bring concealer with you.

Mirror & tray Colour Look Cards (from order form) or a

look picked out with three eye colours, ablush and lip colour.

Matching lip & eyeliners Matching lip gloss Eyebrow pencil (blonde is best) Loose powder (if you know they are

combination to oily)

If not using the Colour Look Cards you needto have:

Demo Eye shadow brush, and an eyebrowbrush

Bring mascara brushes (you cannot usethe brush in the tube on everyone). Ablack/brown Lash Lengthening Mascara isa great one for demo.

If possible, have the brush set to use, also

bring the lip primer, eye primer and a facialhighlighting pen.

Mirror & tray Satin Hands Set and Satin Lip Set Lip Liner Demos & retail size Lip Primer

for demo with Qtips Lip Colour and Lip Gloss

If they do not know what colour to try, choosethree colours, one neutral, one dark & lightcolour one.

They only get try one each of the lip & glosscolours.

Cotton balls & Qtips; Disposable FacialCloths

Retail size and/or samplers of appropriateCustomized Skin Care products plusspatulas to demo products in jars

These could include ones indicated on pinkcopy of clients profile, under #6

Others that could be sampled areMicrodermabrasion products; Eye Gel, etc.

Set up attractive display of retail products


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5. Foot Spa Basins for each guest Marbles enough for each guest (about a

cup) PlushTowel for each guest All the above can be purchased at a dollar

store. Total Beauty Program Cards Satin Hands Set Facial Cleansing Cloths 2 in 1 Body Wash & Shave Hydrating Lotion Spa Products Time Wise Visibly Fit Body Lotion Targeted-Action Toning Lotion Hand and Dcollet Cream Sunscreen

SPF 15 Sun Management Products Mens Products Fragrances and/or fragrance samples Large cotton balls

When teaching the outside class at theMonday night meeting, make sure to usecandles to decorate and bring music to playe.g. Solitudes, and a player.

Also have something to read, i.e. "SimpleAbundance" or another peaceful, inspirationalmessage.


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Just a few notes regarding giving out business cards... (You really do need tentcards)

Ive heard it said by some Mary Kay Consultants and Directors that they dont feel comfortablegiving out business cards or conversationally booking, and they did fine in Mary Kay without it. I

can certainly understand that. I once felt the same way.

However, I would guess that these people havent yet been in a position where they had to stepout of their comfort zones, learn this skill and overcome their fear, or give up Mary Kay. Its alsoprobably a fact that they have passed by many special people who would have benefited greatlyfrom the product or the opportunity in Mary Kay.

National Sales Director, Angie Stoker, put it this way....

If you pass someone by, you may never have another chance to meet that person again.Following are the words for giving out business cards that Angie gave to me. They really work!

Before I go, Id like to give you my card. This part of the card(tear it apart and hold it out toher or lay it down on the counter) ent i t les you to a free pampering s ession w i th me. Al l I needis jus t your name and numb er(point to the lines) and Ill get back to you for a time thatsgood for both of us . Do you h ave a pen?Let her use her own. If she cant find one, by allmeans take out yours and give it to her to use. Make sure she has filled in the best time to callline and leave her the other part of the card. I usually say Ill be in touch, turn over the card rightaway and jot down the date, where I met her, and any special comments that will help me toremember her specifically when I call.

Its my feeling that the reason most of us hesitate to give out cards is our fear of negativefeedback, even though it happens very rarely. So, try imagining the worst possible scenario andpractice responding with one of the following statements, tailored to the particular situation.Remember- take nothing personally.

To someone who indicates that she has had a bad experience with the product, or aconsultants service - Im so sorry that happened to you. What could I do to make it better? Doyou still have the product? Are you aware of our guarantee? I would be happy to get together withyou and adjust your product free until we come up with exactly whats right for you.

To someone who is discourteous, rude, negative, or having a bad day and taking it out onyou - (Mary Kay once said that we do not have to deal with anyone who does not treat us withrespect.) Im so sorry you feel that way, but everyone is entitled to their own opinion and you arecertainly entitled to yours. Have a nice day.

Facing and overcoming the fear of giving out business cards and conversational bookingeliminates the bigger fear of running out of prospects. Everyone has skin.


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Revised: April 2013

Words to book an appointment and turn it into a class over the telephone.....

Hello, is __________ there? Hi, this is _________ _________ with Mary Kay! Do you have aminute? Great!(If she says this is not a good time, just ask what would be the best time to call her back,jot thedate and time in your datebook and be sure to follow-up.)

I met you(scenario....) and I gave you my card(or, you filled out a ballot), which entitled you to afree pampering session with us. What well be doing is skin care, with just a touch of colour

cosmetics.

This is a teaching oriented approach, which means we guide you through the session, so thatwhen were finished you feel you have learned something, and are able to do it yourself. Theactual session takes about an hour and you get to keep all the samples. How does that sound?

We just need to finda t imethat would work for both of us. Whats usually better for you, the

beginning of the week or towards the end of the week? (optional, if suitable for consultant-Are you

ever available during the day or is evening best for you?)

(option examples We now have group sess ionson Monday and Wednesday nights, from 7:30to 9:00 pmtheyre lots of fun and you get a little $5.00 coupon just for coming. Next weekwere doing _____________. Which would be better for you? I can reserve a seat for you and

pick you up.)

I do appo intmentsat my place on ________, from ______ to ______, ORI can arran ge tocome to you. Let me tell you whats available. I have openings this week(or next week)

_______ or _______. Which is better for you? (Establish the day and time.)

There is never any o bl igat ion to bu y. However, if you are tempted, we take MasterCard, Visa,personal cheques, or cash.

If you have just another minute, Id like to get a little information about your skin(1-5 on theCustomer Profile).

__________, since Im (youre) coming anyway, if you would like to ask a couple of friends tojoin you, I wouldnt mind a bit! If youre bringing someone with you, please let me know Ill needto set up for them and Id also like to get a little information about their skin, as I did with you.

__________, you can coun t on th is appoin tment wi th m e, ra in or sh ine. Let me give you my

number so you can put it in your date book next to the day and time. Ill give you a reminder call aday or so before and look forward to seeing you soon! If for some reason youcant make theappointment, I would really appreciate it if you would let me know at least 48 hours in advance, soI can schedule someone else in your time slot.


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Revised: April 2013

Step 1 - Skin Care

While you can easily adapt this format for one person, as you get busier, you may wish to bringsingles together and make more efficient use of your time. Do one Step progressively at your ownhome, and/or bring singles as guests to participate in the Step that is being conducted at yourweekly Success Meeting.

BEFORE THE GUESTS ARRIVE

Arrive early to set up for the session (placemats, trays, mirrors, Booklets/Brochures, etc.,plus place small water filled bowls at each setting so each guest may moisten her face wellbefore applying the TimeWise Cleanser or the TimeWise Repair Volu-Firm Cleanser), with anattractive table display of the products you will be using.

Coach the hostess, if you havent already. Ask her to help by: Greeting guests and introducing them to you at the door.

Assisting guests with the Satin Hands Pampering Set and demonstrating Oil-Free EyeMakeup Remover as they arrive.

Ask the hostess, Is there anyone coming today who you think might be interested in doing what I do?

Perhaps even yourself? For her completed guest list on the Tips for a Special Womens Time Out brochure. Take

it with you to follow up later with any guests that could not attend.

AS THE GUESTS ARRIVE

Meet and greet each guest. If you do not have the chance to meet each one personally atthe door, you will during your class Opening.

Have guests fill out their customer profiles. We suggest that you call each guest inadvance a few days before the skin care class to get their initial skin care information - 1 to5 on the Customer Profile.

Select foundation shade and powder (if required)

Hostess:

Share Oil-Free Eye Makeup Remover with guests.

Shake the Oil-Free Eye Makeup Remover to mix the two phases and demonstrate itsuse.

Share Satin Hands with guests.


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Revised: April 2013

OPENING REMARKS

Introduce yourself and thank guests for coming. Hello, my name is ______________. Im anIndependent Beauty Consultant with Mary Kay and basically what I do is teach good skin care andthe proper use of cosmetics..... the products really do sell themselves. I would like to thank you allagain for coming. Youre really going to enjoy this time to pamper yourself. In our busy lives, its so

important to relax and - every once in a while - spend some time thats just for you. And thatswhat this is all about, time for you.

Thank the hostess, and have guests introduce themselves. I want to thank (hostesss name)for bringing us together for this session. Before we begin, lets take a moment to get to know each

other. _________ (hostess), lets start with you.... just tell us a little about yourself.....

Let me tell you what well be doing today. First, I am going to introduce you to The TotalBeauty Program and tell you a little about the company. Then you will enjoy your special

pampering session. Then, while the hostess is serving refreshments, you will have a few minutesone-on-one with me to go over your profile and your individual needs. At that time well select your

special colour look, and set a convenient date for your next step.

INTRODUCE THE TOTAL BEAUTY PROGRAM

I have some innovative and exciting information to share with you today. Ill be referring to mynotes to stay on track - I wouldnt want you to miss a thing!

There is no doubt there are a lot of good products out there, and Mary Kay is comparable to thequality brands. Ounce for ounce though, we are usually at the low edge of the scale, price-wise.

There are 3 reasons why I feel Mary Kay is wayout in front.

No. 1THE GUARANTEE. Our products are 100% guaranteed to work, unconditionally, forever!Isnt that something! And theyre not just guaranteed to you the customer from the consultant, butalso to me the consultant from the company.

No. 2WE JUST DONT SELL YOU THE PRODUCT, WE TEACH YOU HOW TO USE IT! Im soproud to say that we now offer a Total Beauty Prog ram, which teaches women every basicaspect of beauty, one step at a time, and its free! Its our hope that if we take the time to teach

women how to look their best and they become interested in products of the kind we carry, theyllthink of us. What do you think of a free program that would teach you basically everything you

want to know about looking your best?...... (pause, smile, and wait for a positive response)

Heres a card(pass out the Total Beauty Program introd uct ion card) that explains how itworks. There are 5 steps. Each step was developed to be a wond erfu l oppo rtuni ty for a smal lgrou p of women to con nect , relax, be pampered, and refresh thei r inner spi r i ts . Your

placemat show s the steps in a l it t le more detail .


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Revised: April 2013

THE COMPANY

On September 13, 1963, Mary Kay Ash created a Company that would allow women to achieveunlimited success. She also wanted that Company to be guided by principles and values. MaryKay believed in the Golden Rule treat others the way you want to be treated. She believed thatonly by helping others could your dreams come true. So she designed a career path based not

solely on the goals an individual achieves but also on the goals an individual helps other womenachieve. Its this formula for success that sets the Mary Kay opportunity apart.

Mary Kay is expanding in this areaand were looking for quality women to do what we do.Please watch me during this time together. You may know someone who would be great-

perhaps even yourself! Lets take a quick look at the flip side of the placemat as well.

There are four main reasonswomen do Mary Kay:

1. Money. Are there any of us who couldnt put some extra weekly income to good use?

2. Tax benefits of being self-employed.

3. Opportunity to earn the privilege of driving a career car or taking the cash equivalent.

4. Flexibility and freedom.

(Take 30 seconds to share a mini I Story- yourpersonal feelings about where you came from, where you are now,and where you are going with your Mary Kay business.)

At the end of this session, Ill have some information for you to take home and read about thecompany. Also, I would appreciate it if you would complete a questionnaire to give us yourfeedback on the Mary Kay business opportunity for the 21 stcentury.(Have U Ever Pondered Pink?)

THE PAMPERING SESSION

When most people hear the word cosmeticsthey think of make-up, but really it beginsbefore that with skin care. Our skin care line is specifically developed to work together. Thereforei t is sold as a setto guarantee optimum results. Its your 5 minute a day skin care routine that

makes a difference in the way you look in the next 5 days, 5 months, 5 years and beyond!

Give each guest a sales slip.As we go along, please jot down on this form any products youparticularly like. There is no obligation to buy, however if you are tempted you can place an orderwith me at the end of the session. In order for you to become one of my preferred customers,

please check off the box on the order form (indicate where the box is).


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Revised: April 2013

Now, please pick up you r mirrors, take a really close look at your pores, and feel the texture ofyour skin. You wil l s ee and feela difference after only one application of Mary Kay skin care!

Bring the guests through the skin care up to and including foundation.(You can use pages 6-11 in the Flip Chart).We would recommend that you sample the Day and Night Solution half and half on the back o

one hand and Microdermabrasion on the back of the other hand. You will probably want toput fresh water in the bowl between TimeWise skin care and Microdermabrasion. We alsosuggest that you sample TimeWise Age Fighting Eye Cream and then Concealer beforefoundation and sample the Facial Highlighting Pen after foundation using a Q-tip.

Depending on time and the guests needs you may want to have them try the Satin Lips Set.Have guests remove both of these products using a damp disposable face cloth beforeapplying the TimeWise Age-Fighting Lip Primer and lip colour.

COLOUR

Now that youve learned the importance of skin care, let me show you the difference that alittle colour can make.

At you r private con sul tat ion, well select the special look youll be tryingat Step 3 of the TotalBeauty Program. At that session youll learn exactly how to achieve that look yourself!

Next, go ahead and apply the b asic neutral colour (cream eye colour, cream ch eek colo ur

and l ip gloss). This will just enhance your own basic colouring for a very natural look.

Now, f luf f up you r hair and tell one another how b eaut i fu l you loo k!Remember, the reasonyou look so radiant is your skin - the colour is just the icing on the cake....... and all it takes is threeminutes in the morning and two minutes at night, AND YOUR REWARD IS BEAUTIFUL SKIN

FOR THE REST OF YOUR LIFE!!!

TABLE CLOSE

I 'm su re that you are al l th ink ing, how much are the produ cts and how soo n can I get them?

I'm so exc i ted to show you m y prom ot ions for today only .(Hand out the Sets Flyer and start with the box on the top right hand side... When You PurchaseToday

Then explain each set on the sheet (one side only). Depending on the TBP Step you are doing,give an example of how the promotion works. (i.e. When you start with Set #1 Skin Care and Set#3, you can purchase Set #2 Day and Night Solution at 50% off.

Lets take a quick look at the flip side as well. This will give you an overview of some of theother products you will try as part of our Total Beauty Program. Feel free to choose one of thesesets for yourself, or perhaps as a great gift for a friend!


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Revised: April 2013

Before I meet wi th each of y ou on e-on-one, Id like to say how much Ive enjoyed being herewith you. I would really value your opinion of your experience here today. Please take a fewmom ents to answer the questions on the back of your cu s tomer prof i le. Then well meet

privately to go over your individual needs and schedule your next step of the Total BeautyProgram. Please take a moment and complete this Have U Ever Pondered Pink questionnaire.This will give us your feedback on the Mary Kay business opportunity for the 21 stcentury.

Ask for their help to tidy up and pass around a bag to collect disposable material.

Alert the hostess to begin refreshments. (You will have prearranged with the hostess whereyou will be doing the private consultations.)

Give each guest the little basic facts fold-out-brochure, and any other handouts to look over. Askeach of them to bring the profile (with the back completed), the Sets flyer, and their order form totheir private consultation.

PRIVATE CONSULTATION

Looking over the back of the profile, comment i.e.I can see that you enjoyed most..... and that you areinterested in......

Do up her order and arrange payment by cash, cheque, Visa or Mastercard and fill her order. Ifyou do not take product with you to classes, you can make arrangements with the hostess, i.e. Ideliver on Fridays between 3:00 and 5:00 p.m. We can handle payment now and I will drop offyour order to _________ (the hostess) then.Just remember to include a product/price booklet with her order.

BOOK

Based on the lines she has checked off on the back of the Customer Profile, and the steps shehas circled on her Total Beauty Program card, say..... Your next s tep of the Total BeautyProg ram is #___________.

Let me tell you when Im available, and well set up a time thats good for both of us. I have

openings this week (or next week) ________ or _______. Which is better for you? (Establish theday and time.) Since Im coming anyway, if you would like to ask a couple of friends to join you, Iwouldnt mind a bit!If she is a new skin care customer, she needs to have a check-upfacial within 10 to 14 days so any necessary adjustments can be made to her program, OR ifshe does not purchase skin care, she can have a 2nd facial to try it again - Step 2 of theTotal Beauty Program.

In both of these instances, suggest:

You cou ld com bine steps 2 & 3 of the Total Beauty Program. You would then become mymodel and receive your special colour look with the appropriate skin supplements, while yourguests would be at Step 1, Skin Care with basic colour. She may say Ill see, Ill try, or Ill askaround.


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Continue with..... Just in caseyou do, as a special thank you, Ill give you _________ (whateveryour hostess promotion is)for being a hostess and introducing me to at least 3 adult, non-MKusers. Ill get some information to you about having a fun time with Mary Kay, and be in touch in afew days to get your guests names and numbers, so I can call each one, introduce myself, and

pre-profile their skin as I did with yours.

If having friends join her would make another time better, your response would be.... Hereswhat well do. Well booka tentat ive datenow based on whats suitable for you & me, since wereholding the class together, then you can go home, make a list of potential guests, and see who isavailable for that day and time.

Always giving a choice, establish a convenient day and time, and have her write her nameand address in your date book while you complete the appointment card, or vice versa.

Although combining Steps 2 & 3 together is preferable so everyone has a complete skin caresession before a full colour look, she may feel her friends would be more interested in colourcosmetics and can choose to start her friends at Step 3 of the Total Beauty Program. (seeinstructions for Step 3 - Colour Cosmetics)

Whether she is interested in step 2, 2/3 combined, 3, 4, or 5 of the Total Beauty Program ,you would use the words forthe tentative date booking approach, offering her the chance tobring in guests and earn free Mary Kay products.

COACH - Adapt your coaching to particular step she has booked.

You could hand hera hostess packet right away, which should include the Tips for a SpecialWomens Time Out tri-fold with the appropriate brochures, etc., and mail her a personal note fromyou afterwards, - OR - you can drop off or mail her hostess packet with a note later. The personalnote is essential (see samples within TBP Instructions).

PRE-PROFILE

Pre-profiling allows you to get to know each guest a little prior to the class - gives you theopportunity to answer any questions & perhaps overcome any objections she might have - plus ithas been proven she is more likely to come once she has spoken to you to put a face with thevoice. It also allows you to pre-dispense the sample products in the trays before the class, andprovides you with the option of bringing the appropriate products with you to sell on the spot.Properly coaching & pre-profiling increases your class success tenfold!!!

RECRUITING INVITATION

Whether she has checked off the box on the back of the profile or not, offer the mostpromising guests (at least ONE!) our MK opportunity. Be selective, but dont prejudge.

Ive been watching you, ______, and I couldnt help but notice that..... youre such a peopleperson...... youre so knowledgeable about cosmetics..... youre so enthusiastic........., I think youdbe great doing what I do. Youve probably never thought about it!


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Whatever her reply, just nod and say, I understand. But let me tell you what wou ld be in i t foryou.... (i.e. extra income, flexible hours, tax breaks, your own MK products at cost........ If I gav eyou something to read abou t the company, wo uld you read i t?Great!I know youll have ahundred questions once youve read it and Id like to get together with you to answer themfo r you. (orbring you as my special guest to our next Success Meeting so I can have your

questions answered for you) Lets see..... its ________(today). What would be better for you________ or _________?

If she says that she is not interested, say...... I understand. However, if you were to look at theinformation and its not for you right now, you might be in a position to recommend someone to

me. I give $_______ in free product if the person you suggest is accepted by the Company andbecomes an active Beauty Consultant.

Also be sure and mention....... If she is not too busy, sometimes when I give out information myDirector calls to see if there are any questions she might be able to answer. (If you would prefer,you can include the enclosed sample Director letter with the information package instead .)

Your last private consultation will be with the hostess to go over what she has used (same aswith her friends), what she has earned, and book her next step of the Total Beauty Program.Thank her again for her time and interest . Remember to offer her the MK Opportunity too!


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Step 2 - Follow-up - Skin Care (Check-up with Skin Supplements or Second Facial)

CHECK-UP

After an initial facial where a client purchases her skin care, or refresher facial where a clienthas had her skin care updated (either way, Step 1 of the Total Beauty Program), tell her you willbe calling within three to five days to check her progress with her new products. Immediately setanother appointment for within ten to 14 days to follow-up with her personally (Step 2 of the TotalBeauty Program).

The purpose of this session is to check the condition of her skin visually and her overallsatisfaction with the skin care products she has been using. If necessary, advise of any changesor additions you recommend be made to her skin care program, and have her sample thesealternate products.

She may decide to combine Steps 2 and 3 of the Total Beauty Program, or book another step of

the Total Beauty Program, and take advantage of whatever Hostess Rewards promotion you arecurrently offering. Her check-up can be done just before any session of her choice.

Customers do not necessarily have to have friends join them to do the steps, but as you getbusier, you may wish to bring singles together and make more efficient use of your time. Do oneStep progressively at your own home, and/or bring singles as guests to participate in the Step thatis being conducted at your weekly Success Meeting.

SECOND FACIAL

Everyone is entitled to two facials. Sometimes it takes a second try for a person to trulyappreciate the benefits of using good skin care. The previous paragraph applies in this instanceas well.


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Steps 2 and 3 Combined...Follow-up - Skin Care, and Colour Cosmetics

If the Hostess is no ton Skin Care, this would be herSecond Facial.

If the Hostess ison Skin Care, this is herCheck-up Facial and she will try any alternate oradditional skin care products you have recommended to give her optimum results.


Arrive early to set up for the session (placemats, trays, mirrors, etc., plus place smallwater filled bowls at each setting so each guest may moisten her face well, before applyingthe TimeWise Cleanser or the TimeWise Repair Volu-Firm Cleanser), with an attractivetable display of the products you will be using. Where possible, for guests who have beenpre-profiled, pre-dispense skin care products and leave out neutral blush and lip samples

based on skin tone.

Spend at least 15 minutes alone with the hostess to check the condition of her skinvisually and, based on how her skin looks and feels now that she has been using herproducts for 10 to 14 days, advise her ofany adjustments you recommend be made to herskin care program, and/or supplemental skin care productsyou recommend that she add toit, to make her program more effective. Dispense any she can try during this appointment.Review the special colour look she will be guided through as your model, which sheselected previously.

Coach the hostess, if you havent already. Ask her to help by: Greeting guests and introducing them to you at the door. Assisting guests with the Satin Hands Pampering Set and demonstrating Oil-Free Eye

Makeup Remover as they arrive.


Perhaps even yourself? For her completed guest list on the Tips for a Special Womens Time Out. Take it with

you to follow up later with any guests that could not attend.


Meet and greet each guest. If you do not have the chance to meet each one personally at thedoor, you will during your class Opening.

Have guests fill out their customer profiles. We suggest that you call each guest inadvance a few days before the skin care class to get their initial skin care information - 1 to 5on the Customer Profile.

Select foundation shade and powder (if required).


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Hostess:

Share Oil-Free Eye Makeup Remover with guests. Shake the Oil-Free Eye Makeup Remover to mix the two phases and demonstrate its use.

Share Satin Hands with guests.

OPENING REMARKS

Introduce yourself and thank guests for coming. Hello, my name is _______ _______. Im anIndependent Beauty Consultant with Mary Kay and basically what I do is teach good skin care andthe proper use of cosmetics..... the products really do sell themselves. I would like to thank you allagain for coming. Youre really going to enjoy this time to pamper yourself. In our busy lives, its soimportant to relax and - every once in a while - spend some time thats just for you. And thatswhat this is all about. Time for you.

Thank the hostess, and have guests introduce themselves. I want to thank (hostesss name)for bringing us together for this session. Before we begin, lets take a moment to get to know eachother. _________ (hostess), lets start with you.... just tell us a little about yourself.....


pampering session. Today your ho stess, ________ will be my model and trythe coordinated MKcolour look she selected previously. Then, while the hostess is serving refreshments, you willhave a few minutes one-on-one with me to go over your profile and your individual needs. At thattime well select your special colour look, and set a convenient date for your next step.


I have some innovative and exciting information to share with you today. Ill be referring to mynotes to stay on track - I wouldnt want you to miss a thing!





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No. 2WE JUST DONT SELL YOU THE PRODUCT, WE TEACH YOU HOW TO USE IT! Im soproud to say that we now offer a Total Beauty Prog ram, which teaches women every basicaspect of beauty, one step at a time, and its free! Its our hope that if we take the time to teachwomen how to look their best and they become interested in products of the kind we carry, theyllthink of us. What do you think of a free program that would teach you basically everything youwant to know about looking your best?...... (pause, smile, and wait for a positive response)


placemat show s the steps in a l i t tle more detai l .

Step 1 is Skin Care, which gives you the opportunity to try products designed to give youeverything your skin needs to look healthy and beautiful, as well as just a touch of colourcosmetics.

Then step 2 - a Fol low -up Facial, which is a check-up facial if you have started on your skin

care, - OR - a 2nd facial.... Everyone is entitled to two facials... sometimes it takes a second tryfor a person to truly appreciate the benefits of using good skin care.

Step 3 is a Colour Co smet ic Session, to teach you up-to-date techniques and give you yourspecial look. If you are a new skin care client, you may want to combine steps 2 and 3, and invitesome of your friends to join you. You would then become my model and receive a special colourlook while your guests would be at Step 1 - Skin Care with touch of colour cosmetics.

Step 4, we cal l Seasonal Trends and Cu stom ized Skin Care. This is the third reason I feel

Mary Kay is way out in front!As part of our personalized customer service, each season youwill be kept up-to-date on the latest trends, products, and promotions, through our Preferred

Customer Program. During this part icular session, we wi ll check you r colour lookan dyou wi l l be able to sample new and seasonal limi ted edi t ion prod ucts, plus try othersformulated to address yourpersonal , ever evolv ing, skin care and beauty needs, including ourfantasticSat in L ips and Sat in Handstreatments.

In Step 5you pamper your own feet at a wonderful relaxingSpa Sessionwith body care, ademonstration of fragrance layering, candles and mood music. Youll love it!

From time to time, we h ave events that as a MK cl ient you are ent i t led to com e to, usual ly byinv i tat ion only, where you can learn even more about image, beauty, and the company, have lotsof fun, and win prizes. Each one is a realWomens Time Outand Ill be sure and let you know

the next time something is coming up!

Once you have been thro ugh steps 1 - 5, you are presented with a beautifulcert i f icateto provethat you completed this program in self-image. (Show the certificate) You then have the option oflisting this on a resume due to the respect afforded Mary Kay training by management in thebusiness world at large. You may find it interesting that the Mary Kay marketing plan has beenstudied at some major universities.


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Heres what Id like you to do. Fill out the top right of your card, and then circle the steps youmight be interested in, both on the left, and again on the right. Youll take the left side home, soyou can remember what the program is about, and Ill keep the right so Ill know the steps youliked. (Hold up a card and point while describing what they are to do. Have them tear apartthe two halves and pass the right sides to you now.)

THE COMPANY

On September 13, 1963, Mary Kay Ash created a Company that would allow women to achieveunlimited success. She also wanted that Company to be guided by principles and values. MaryKay believed in the Golden Rule treat others the way you want to be treated. She believed thatonly by helping others could your dreams come true. So she designed a career path based notsolely on the goals an individual achieves but also on the goals an individual helps other womenachieve. Its this formula for success that sets the Mary Kay opportunity apart.

Mary Kay is expanding in this areaand were looking for quality women to do what we do.

Please watch me during this time together. You may know someone who would be great-perhaps even yourself! Lets take a quick look at the flip side of the placemat as well.






(Take 30 seconds to share a mini I Story- yourpersonal feelings about where you came from,where you are now, and where you are going with your Mary Kay business.)

At the end of this session, Ill have some information for you to take home and read about thecompany. Also, I would appreciate it if you would complete a questionnaire to give us yourfeedback on the Mary Kay business opportunity for the 21 stcentury.(Have U Ever Pondered Pink?)


When most people hear the word cosmeticsthey think of make-up, but really it beginsbefore that with skin care. Our skin care line is specifically developed to work together. Thereforei t is sold as a setto guarantee optimum results. Its your 5 minute a day skin care routine that

makes a difference in the way you look in the next 5 days, 5 months, 5 years and beyond!


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Now, please pick up you r mirrors, take a really close look at your pores, and feel the texture of

your skin. You wil l s ee and feela difference after only one application of Mary Kay skin care!Quickly bring the guests through the skin care up to and including foundation.(You can use pages 7-13 in the Flip Chart).

COLOUR

Now that youve learned the impo rtance of skin care, let me show you the difference that alittle colour can make.

At you r private con sul tat ion, well select the special look youll be trying at Step 3 of the Total

Beauty Program, as ___________ (the hostess) is about to do. At that session youll learn exactlyhow to achieve that look yourself!

Next, go ahead and apply the basic n eutral colou r (cream eye colour, cream cheek colou r


Using the Colour 101 Application Tips page, follow the step by step instructions with the hostess as the model,using the look she selected and other appropriate demo products. The guests will apply their neutral blush and lipcolour samples, which will just enhance their own basic colouring for a very natural look.

Now, f luf f up you r hair and tell one another how b eaut i fu l you loo k!Remember, the reasonyou look so radiant is your skin - the colour is just the icing on the cake....... and all it takes is three

minutes in the morning and two minutes at night, AND YOUR REWARD IS BEAUTIFUL SKINFOR THE REST OF YOUR LIFE!!!

TABLE CLOSE


I'm so exc i ted to show you m y prom ot ions for today only .

(Hand out the Sets Flyer and start with the box on the top right hand side... When You PurchaseToday




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Revised: April 2013





Give each guest the little basic facts fold-out brochure, and any other handouts to look over. Askeach of them to bring the profile (with the back completed), the Sets flyer, and their order form totheir private consultation.



Do up her order and arrange payment by cash, cheque, Visa or Mastercard and fill her order. Ifyou do not take product with you to classes, you can make arrangements with the hostess, i.e. Ideliver on Fridays between 3:00 and 5:00 p.m. We can handle payment now and I will drop offyour order to _________ (the hostess) then.Just remember to include a product/price booklet with her order.

BOOK


Let me tell you when Im available, and well set up a time thats good for both of us. I have

openings this week (or next week) ________ or _______. Which is better for you? (Establish theday and time.) Since Im coming anyway, if you would like to ask a couple of friends to join you, Iwouldnt mind a bit!If she is a new skin care customer, she needs to have a check-upfacial within 10 to 14 days so any necessary adjustments can be made to her program, OR ifshe does not purchase skin care, she can have a 2nd facial to try it again - Step 2 of the

Total Beauty Program.




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Continue with..... Just in case you do, as a special thank you, Ill give you _________ (whateveryour hostess promotion is)for being a hostess and introducing me to at least 3 adult, non-MKusers. Ill get some information to you about having a fun time with Mary Kay, and be in touch in afew days to get your guests names and numbers, so I can call each one, introduce myself, and




Although combining Steps 2 & 3 together is preferable so everyone has a complete skin caresession before a full colour look, she may feel her friends would be more interested in colourcosmetics and can choose to start her friends at Step 3 of the Total Beauty Program. (see

instructions for Step 3 - Colour Cosmetics)

Whether she is interested in step 2, 2/3 combined, 3, 4, or 5 of the Total Beauty Program ,you would use the words forthe tentative date booking approach, offering her the chance tobring in guests and earn free Mary Kay products.


You could hand her a hostess packet right away, which should include the Tips for a SpecialWomens Time Out tri-fold with the appropriate brochures, etc., and mail her a personal note from

you afterwards, - OR - you can drop off or mail her hostess packet with a note later. The personalnote is essential (see samples within TBP Instructions).

PRE-PROFILE

Pre-profiling allows you to get to know each guest a little prior to the class - gives you theopportunity to answer any questions & perhaps overcome any objections she might have - plus ithas been proven she is more likely to come once she has spoken to you to put a face with thevoice. It also allows you to pre-dispense the sample products in the trays before the class, and

provides you with the option of bringing the appropriate products with you to sell on the spot.Properly coaching & pre-profiling increases your class success tenfold!!!


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Ive been watching you, ______, and I couldnt help but notice that..... youre such a peopleperson...... youre so knowledgeable about cosmetics..... youre so enthusiastic........., I think youdbe great doing what I do. Youve probably never thought about it!

Whatever her reply, just nod and say, I understand. But let me tell you what wou ld be in i t foryou.... (i.e. extra income, flexible hours, tax breaks, your own MK products at cost........ If I gav eyou something to read abou t the company, wo uld you read i t?Great!I know youll have ahundred questions once youve read it and Id like to get together with you to answer themfo r you. (orbring you as my special guest to our next Success Meeting so I can have yourquestions answered for you) Lets see..... its ________(today). What would be better for you

________ or _________?

If she says that she is not interested, say...... I understand. However, if you were to look at theinformation and its not for you right now, you might be in a position to recommend someone tome. I give $_______ in free product if the person you suggest is accepted by the Company andbecomes an active Beauty Consultant.


Your last private consultation will be with the hostess to go over what she has used (same as

with her friends), what she has earned, and book her next step of the Total Beauty Program.Thank her again for her time and interest. Remember to offer her the MK Opportunity too!


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Colour 101Application Tips

MMKK EEyyee CCoolloouurr MMKK EEyyee PPeenncciill MMKK MMaassccaarraa

Using a sponge tip applicator or

blending brush, apply lightest shade tobrow bone, just under arch.

Apply base colour (usually midtone)on the eyelid.

Apply the contour colour along upperlashline from centre of lid toward outer

corner, then back in along the crease.

Blend the shades together.

Starting at the inner corner of your eye

lightly stroke a single line as close toyour upper eyelashes as possible.

To relax eye muscles, open your mouthslightly.

Next, draw a line just under lowerlashes, only where the lashes grow.

To soften line, smudge with a sponge-tip applicator.

Hold wand vertically when

applying colour to lower lashes toprevent smudging.

Starting at the base of your upperlashes, wiggle the brush back and

forth to deposit colour. Sweep the brush upward through

your lashes.

MMKK CChheeeekk CCoolloouurr MMKK LLiipp LLiinneerrMMKK CCrreemmee

LLiippssttiicckk && LLiipp GGlloossss

Starting at the apple of your cheek,lightly stroke colour upward and alongyour cheekbone, stopping at the top of

the cheekbone, just below temple. Blend the colour as you go, so there

are no obvious hard edges. Stop once you have a natural looking

glow to your face.

Upper Lip: Make a small V at thecentre of your upper lip. Use short,feather-like strokes working from the

centre toward each corner. Lower Lip: Line the centre. Work from

corners toward centre to connect lines.

Apply lipstick on upper lip fromthe centre, out to the corners. Onlower lip, start at one corner and

sweep lipstick toward oppositecorner.

Apply lip gloss to the centre ofbottom lip and press lips lightly

together.


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29

Step 3 - Colour Cosmetics

A Colour Cosmetics session consists of a hostess and a maximum of five guests being guidedthrough each step of colour cosmetic application, using co-ordinated MK Colour Looks.Preferably the looks will have been pre-selected.

Pre-profile in advance any guest you do not currently have on file.

Up to date Mary Kay skin care customers should arrive with faces clean, moisturized, and wearingtheir foundation.


Arrive early to set up for the session (placemats, trays, mirrors, Booklets/Brochures, etc. plusplace small water filled bowls at each setting so each guest may moisten her face well, beforeapplying the TimeWise Cleanser or the TimeWise Repair Volu-Firm Cleanser), with anattractive table display of the products you will be using. For guests who have been pre-

profiled, pre-dispense skin care products, and have their colour looks next to their trays.

Coach the hostess, if you havent already.Ask her to help by: Greeting guests and introducing them to you at the door. Assisting guests with the Satin Hands Pampering Set and demonstrating Oil-Free Eye

Makeup Remover as they arrive.


Perhaps even yourself? For her completed guest list on the Tips for a Special Womens Time Out brochure. Take it

with you to follow up later with any guests that could not attend.


Meet and greet each guest. If you do not have the chance to meet each one personally at thedoor, you will during your class Opening.

Have guests fill out the rest of their customer profiles. Preferably, each guest will havebeen pre-profiled over the telephone, numbers 1 to 5, and her colour look pre-selected. If not,have her now select the look she would like to try at this session from the Classic or SeasonalCards, or put together a look with colours that appeal to her on a Generic Looks Card.

Select foundation shade, powder (if required) an dMK Concealer.

Hostess:

Share Oil-Free Eye Makeup Remover with guests. Shake the Oil-Free Eye Makeup Remover to mix the two phases and demonstrate its use.

Share Satin Hands with guests


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30

OPENING REMARKS

Introduce yourself and thank guests for coming. Hello, my name is _______ _______. Im anIndependent Beauty Consultant with Mary Kay and basically what I do is teach good skin care andthe proper use of cosmetics..... the products really do sell themselves. I would like to thank you allagain for coming. Youre really going to enjoy this time to pamper yourself. In our busy lives, its so

important to relax and - every once in a while - spend some time thats just for you. And thatswhat this is all about. Time for you.

Thank the hostess, and have guests introduce themselves. I want to thank (hostesss name)for bringing us together for this session. Before we begin, lets take a moment to get to know eachother. _________ (hostess), lets start with you.... just tell usa little about yourself.....


pampering session, focusing on colour. Then, while the hostess is serving refreshments, you willhave a few minutes one-on-one with me to go over your profile and your individual needs. At that

time well set a convenient date for your next step.


I have someinnovative and exciting information to share with you today. Ill be referring to mynotes to stay on track - I wouldnt want you to miss a thing!




No. 2WE JUST DONT SELL YOU THE PRODUCT, WE TEACH YOU HOW TO USE IT! Im soproud to say that we now offer a Total Beauty Prog ram, which teaches women every basicaspect of beauty, one step at a time, and its free! Its our hope that if we take the time to teachwomen how to look their best and they become interested in products of the kind we carry, theyllthink of us. What do you think of a free program that would teach you basically everything you

want to know about looking your best?...... (pause, smile, and wait for a positive response)


placemat show s the steps in a l i t tle more detai l .


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Revised: March 2010

31

Step 1 is Skin Care, which gives you the opportunity to try products designed to give youeverything your skin needs to look healthy and beautiful, as well as just a touch of colourcosmetics.

Then step 2 - a Fol low -up Facial, which is a check-up facial if you have started on your skincare, - OR - a 2nd facial.... Everyone is entitled to two facials... sometimes it takes a second try

for a person to truly appreciate the benefits of using good skin care.

Step 3 is a Colour Co smet ic Session, to teach you up-to-date techniques and give you yourspecial look. If you are a new skin care client, you may want to combine steps 2 and 3, and invitesome of your friends to join you. You would then become my model and receive a special colourlook while your guests would be at Step 1 - Skin Care with touch of colour cosmetics.

Step 4, we cal l Season al Trend s and Cust om ized Skin Care. This is the third reason I feel

Mary Kay is way out in front!As part of our personalized customer service, each season youwill be kept up-to-date on the latest trends, products, and promotions, through our Preferred

Customer Program. During this part icular session, we wi ll check you r colour lookan d

you wi l l be able to sample new and seasonal limi ted edi t ion prod ucts, plus try othersformulated to address yourpersonal , ever evolv ing, skin care and beauty needs, including ourfantasticSat in L ips and Sat in Handstreatments.

In Step 5you pamper your own feet at a wonderful relaxingSpa Sessionwith body care, ademonstration of fragrance layering, candles and mood music. Youll love it!

From time to time, we h ave events that as a MK cl ient you are ent i t led to come to, usu ally byinv i tat ion only, where you can learn even more about image, beauty, and the company, have lotsof fun, and win prizes. Each one is a realWomens Time Outand Ill be sure and let you knowthe next time something is coming up!

Once you have been thro ugh steps 1 - 5, you are presented with a beautifulcert i f icateto provethat you completed this program in self-image. (Show the certificate) You then have the option oflisting this on a resume due to the respect afforded Mary Kay training by management in thebusiness world at large. You may find it interesting that the Mary Kay marketing plan has beenstudied at some major universities.

Heres what Id like you to do. Fill out the top right of your card, and then circle the steps youmight be interested in, both on the left, and again on the right. Youll take the left side home, so

you can remember what the program is about, and Ill keep the right so Ill know the steps youliked.(Hold up a card and point while describing what they are to do. Have them tear apart

the two halves and pass the right sides to you now.)


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32

THE COMPANY

On September 13, 1963, Mary Kay Ash created a Company that would allow women to achieveunlimited success. She also wanted that Company to be guided by principles and values. MaryKay believed in the Golden Rule treat others the way you want to be treated. She believed thatonly by helping others could your dreams come true. So she designed a career path based not

solely on the goals an individual achieves but also on the goals an individual helps other womenachieve. Its this formula for success that sets the Mary Kay opportunity apart.

Mary Kay is expanding in this areaand were looking for quality women to do what we do.Please watch me during this time together. You may know someone who would be great-

perhaps even yourself! Lets take a quick look at the flip side of the placemat as well.






(Take 30 seconds to share a mini I Story- yourpersonal feelings about where you came from,where you are now, and where you are going with your Mary Kay business.)

At the end of this session, Ill have some information for you to take home and read about the

company. Also, I would appreciate it if you would complete a questionnaire to give us yourfeedback on the Mary Kay business opportunity for the 21 stcentury.(Have U Ever Pondered Pink?)


When most people hear the word cosmeticsthey think of make-up, but really it beginsbefore that with skin care. Our skin care line is specifically developed to work together. Thereforei t is sold as a setto guarantee optimum results. Its your 5 minute a day skin care routine thatmakes a difference in the way you look in the next 5 days, 5 months, 5 years and beyond!



Now, please pick up you r mirrors, take a really close look at your pores, and feel the texture ofyour skin. You wil l s ee and feela difference after only one quickapplication of Mary Kay skincare! At Step One, the focu sis skin care and the five essentials of healthy looking skin.


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33

Quickly bring the guests through the skin care up to and including foundation.(You can use pages 7-13 in the Flip Chart).

Review the sets for lips and eyes. Show Age-Fighting Lip Primer and have them try theTimeWise Age-Fighting Eye Cream, as appropriate.

COLOUR

Now that weve touched on skin care, let me show you the difference that colour can make.

First, heres a tip for getting flawless-looking skin. All it takes is a touch ofMK Co ncealerin theshade that blends perfectly with your skin tone. For any visible blemishes or imperfections, likedark under eye circles, just put a dot of concealer on your ring finger - a little goes a long way.Then dab it on lightly. Be sure and blend with a gentle patting motion.

Next, go ahead and apply the basic n eutral colou r (cream eye colour, cream cheek colou r


Using the Colour 101 Application Tips page, follow the step by step instructions with eachperson using her particular look.

Now, f luf f up you r hair and tell one another how b eaut i fu l you loo k!Remember, the reasonyou look so radiant is your skin - the colour is just the icing on the cake....... and all it takes is threeminutes in the morning and two minutes at night, AND YOUR REWARD IS BEAUTIFUL SKINFOR THE REST OF YOUR LIFE!!!

TABLE CLOSE


I'm so exc i ted to show you m y prom ot ions for today only .(Hand out the Sets Flyer and start with the box on the top right hand side... When You PurchaseToday




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Give each guest the little basic facts fold-out brochure, and any other handouts to look over. Askeach of them to bring the profile (with the back completed), the Sets flyer, and their order form totheir private consultation.



Do up her order and arrange payment by cash, cheque, Visa or Mastercard and fill her order. Ifyou do not take product with you to classes, you can make arrangements with the hostess, i.e. Ideliver on Fridays between 3:00 and 5:00 p.m. We can handle payment now and I will drop offyour order to _________ (the hostess) then.

Just remember to include a product/price booklet with her order.

BOOK


Let me tell you when Im available, and well set up a time thats good for both of us. I haveopenings this week (or next week) ________ or _______. Which is better for you? (Establish theday and time.) Since Im coming anyway, if you would like to ask a couple of friends to join you, I

wouldnt mind a bit!If she is a new skin care customer, she needs to have a check-upfacial within 10 to 14 days so any necessary adjustments can be made to her program, OR ifshe does not purchase skin care, she can have a 2nd facial to try it again - Step 2 of theTotal Beauty Program.


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Continue with..... Just in case you do, as a special thank you, Ill give you _________ (whateveryour hostess promotion is) for being a hostess and introducing me to at least 3 adult, non-MKusers. Ill get some information to you about having a fun time with Mary Kay, and be in touch in afew days to get your guests names and numbers, so I can call each one, introduce myself, and




Although combining Steps 2 & 3 together is preferable so everyone has a complete skin caresession before a full colour look, she may feel her friends would be more interested in colourcosmetics and can choose to start her friends at Step 3 of the Total Beauty Program. (seeinstructions for Step 3 - Colour Cosmetics)

Whether she is interested in step 2, 2/3 combined, 3, 4, or 5 of the Total Beauty Program ,you would use the words forthe tentative date booking approach, offering her the chance to

bring in guests and earn free Mary Kay products.


You could hand her a hostess packet right away, which should include the Tips for a SpecialWomens Time Out tri-fold with the appropriate brochures, etc., and mail her a personal note fromyou afterwards, - OR - you can drop off or mail her hostess packet with a note later. The personalnote is essential (see samples within TBP Instructions).

PRE-PROFILE

Pre-profiling allows you to get to know each guest a little prior to the class - gives you theopportunity to answer any questions & perhaps overcome any objections she might have - plus ithas been proven she is more likely to come once she has spoken to you to put a face with thevoice. It also allows you to pre-dispense the sample products in the trays before the class, andprovides you with the option of bringing the appropriate products with you to sell on the spot.Properly coaching & pre-profiling increases your class success tenfold!!!


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Ive been watching you, ______, and I couldnt help but notice that..... youre such a peopleperson...... youre so knowledgeable about cosmetics..... youre so enthusiastic.........,I think youdbe great doing what I do. Youve probably never thought about it!

Whatever her reply, just nod and say, I understand. But let me tell you what wou ld be in i t foryou.... (i.e. extra income, flexible hours, tax breaks, your own MK products at cost........ If I gav eyou something to read abou t the company, wo uld you read i t?Great!I know youll have ahundred questions once youve read it and Id like to get together with you to answer themfo r you. (orbring you as my special guest to our next Success Meeting so I can have yourquestions answered for you) Lets see..... its ________(today). What would be better for you

________ or _________?

If she says that she is not interested, say...... I understand. However, if you were to look at theinformation and its not for you right now, you might be in a position to recommend someone tome. I give $_______ in free product if the person you suggest is accepted by the Company andbecomes an active Beauty Consultant.


Your last private consultation will be with the hostess to go over what she has used (same as

with her friends), what she has earned, and book her next step of the Total Beauty Program.Thank her again for her time and interest . Remember to offer her the MK Opportunity too!


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Colour 101Application Tips

MMKK EEyyee CCoolloouurr MMKK EEyyee PPeenncciill MMKK MMaassccaarraa

Using a sponge tip applicator orblending brush, apply lightest shade tobrow bone, just under arch.

Apply base colour (usually midtone)on the eyelid.

Apply the contour colour along upperlashline from centre of lid toward outer

corner, then back in along the crease.

Blend the shades together.

Starting at the inner corner of your eyelightly stroke a single line as close toyour upper eyelashes as possible.

To relax eye muscles, open your mouthslightly.

Next, draw a line just under lowerlashes, only where the lashes grow.

To soften line, smudge with a sponge-tip applicator.

Hold wand vertically whenapplying colour to lower lashes toprevent smudging.

Starting at the base of your upperlashes, wiggle the brush back and

forth to deposit colour. Sweep the brush upward through

your lashes.

MMKK CChheeeekk CCoolloouurr MMKK LLiipp LLiinneerrMMKK CCrreemmee

LLiippssttiicckk && LLiipp GGlloossss

Starting at the apple of your cheek,lightly stroke colour upward and alongyour cheekbone, stopping at the top of

total beauty.pdf

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