Legs

1. Although hosiery has definitely taken a back seat in the fashion world the last several years,

be careful that your legs reflect the best of you. A lot of work goes into well-groomed hosiery-free legs from spray tanning, waxing, shaving, vein removal, cellulite removal, cover-up, ton-ing, exercising etc. Sometimes it is easier to just do some hosiery.

2. Nude or sheer is always appropriate and can ease out a ton of sins. Hosiery should match your hemline or be lighter.

3. Fishnets are fun when used in moderation. Keep them light in color or nude for day and busi-ness with very small almost invisible mesh designs. Dark can be worn with a director suit or dark skirt at evening meetings with a small mesh design.

4. Carry a spare pair of hosiery in your glove box of your car in a nude color. Avoid ―suntan‖ as it usually is pretty orange in color.

5. Don’t wear stockings that have runs or picks on them. 6. Avoid wearing reinforced stockings with open toed heels. Did you know that Hanes has a

toeless stocking to wear with open toed dress sandals?

Shoes

1. Shoes should not be lighter than hose i.e. black or taupe stockings with white or cream

shoes. 2. When wearing cream or white heels, it usually is more attractive to wear matching stockings

so the flow of color is consistent. 3. If you put nude or beige stockings with cream or white heels, your feet will appear larger be-

cause attention is called to the feet since the color does not flow. If you already have large feet, avoid wearing white shoes since they will make your feet look larger.

4. When wearing a suit, it’s recommended to wear pumps and no open toed shoes. 5. When wearing a dress, open toed styles can be worn. 6. Heels should be limited to 2‖ high because of the damage done to the bottom of your feet

which doesn’t show up until later in life. 7. As soon as your heel tabs start clicking, replace them. You can take them to a shoe repair

shop and they can replace them for around $5 or you can do it yourself. 8. Leave a pair of slippers in the car to put on when you drive. That way the back of your right

shoe will not show black marks from resting on the floor board while driving.

Hair

1. Hair color and/or style should change about every three months. When it comes to hair, noth-

ing is ever permanent. 2. If at all possible, coordinate hair to clothing. If you are wearing an outfit that appears large i.e.

jacket or shoulder pads, make your hair big and fluffy. 3. If hair is grey or silver, remember that cool colors (blues, cool reds, purples, pinks etc.) look

better near your face. 4. If you have not received a compliment on your hair within the last six months, you need a new

style or a new stylist. 5. Does your hair look Professional or Punk? 6. Does your hair look High Class or High School?

(Continued on page 3)

Nails

1. If your fingers are short, consider shaping your nails in an oval shape to give the appearance

of them being longer and slender. 2. Wear nail polish—even if it is two coats of clear.

Clothing

1. Always dress professionally. If you really want to make it big, you don’t second guess this. 2. You know you have done it right if when you enter a room and everyone has to take a second

look at you. 3. When wearing a suit it is recommended to have the jacket buttoned and after you enter the

room, then feel free to unbutton the jacket. (If you watch David Letterman, you will notice him doing this as he enters the stage.)

4. No arm pits please! Never, never, never wear sleeveless when doing makeovers. Remem-ber we are reaching over women’s heads while they are sitting at a table, and it is much more professional to wear the Mary Kay Beauty Coat or something that has sleeves in it. Feel free to wear sleeveless under a jacket if you intend to always keep the jacket on with your skirt.

5. If wearing a sheer blouse, wear a camisole underneath. 6. The first clothing we put on are undergarments and it truly affects your attitude of feeling good

about yourself if they match. 7. Never wear skirts that are more than two inches above the middle of your knee (which is the

most flattering area.) High Class—not High School. 8. If you are short-waisted, consider wearing a belt the exact same color as your blouse so it

extends the length of the upper part of your body. 9. If you are long-waisted, wear a belt the same color as your skirt to shorten your waist length. 10. If you can only have one million dollar outfit, it should be black, navy or taupe. It is easier to

accessorize. 11. Fashionable doesn’t always means professional. We are in the image business. 12. Dress well when shopping, you will receive better service. 13. Go shopping alone unless you want the image of your shopping partner to rub off on you. 14. If something needs alterations, let the store do it, that way if they make a mistake, they can

replace the garment. 15. Alteration options: waistline too tight then move button or remove the waistband which will

drop the skirt down lower on the waist. 16. If the bust line is gapping—add a snap or Velcro. 17. Checkpoints for fitting: waistline; bust line; sleeves; hips; hem and overall comfort. 16. A man has his cloths made to fit him, however, a woman makes herself fit in her clothes. i.e.

Men don’t care what size the label says and women do.

10 Most Common Image Mistakes

1. Good clothes but bad timing (outfit doesn’t go with activity you are at) 2. Poor Fit (too tight or too loose) 3. Expired styles (are you wearing a style from the 80’s or 90’s) 4. Mismatched separates (wrong texture, wrong season) 5. Right hose and wrong shoes (dark hose and light shoes) 6. Right shoes and wrong hose (open toed shoes with reinforced toes) 7. Inappropriate jewelry

(Continued on page 4)

8. Unsuitable jewelry 9. Poor grooming 10. Mistaken identity (trying to look much younger than you are)

Body Shapes

(Continued on page 5)

Each of the clothing personalities shown here have a different psychological message. Stop for a moment and think …. Do you dress for your husband, other women,, your children … who? Understand the message you are sending and you can use it to be successful whether you are out building your Mary Kay business, out with your family, at a meeting, out with your husband or out looking for a husband! The seven looks described will help you be and achieve all that you want and can be ….

1. TOWN AND COUNTRY LOOK

Casual, sporty, suburban, tailored separates used in combinations. Gives the impression of a homebody with a part-time or suburban career. Has a tailored mannish look like tweed slacks and blazer. It is the most common style worn. Men respect you for your business activity, but the look is too tailored for them and they probably will not ask you for a date. Children in turn will like to be around you because you are casual and usually have interesting textures in the fabrics and they like that. This is a great outfit to run er-rands and attend kid’s school activities in.

2. SOPHISTICATE LOOK

Single solid color carried through complete outfit. Power dressing—self confidence dressing and gives credibility. This look is believable and powerful. This is the wardrobe personality Mary Kay chooses for the Director Suit. It shows self confidence, independence and credibility. This is the look to wear for speeches, business presentations and fund raising. This style has a distance to it and people will feel they cannot warm up to you easily. Men respond to it with respect although they do not prefer it visually. Men over 50 like their wives to dress with this style because it is a more affluent look and great to show off. Younger men feel challenged. Children will behave beautifully for you because of the built in distance.

(Continued on page 6)

3. GAMIN LOOK

Use of prints that are friendly; people will open up to you and talk to you readily—subtle. Wear to one-on-one outings. This is a warm friendly look by using prints. People will find someone with this look easy to talk to and will really open up. This is a great look to wear for recruiting in-terviews. This look can be worn anytime you are dealing with the public. Children love this look and see it as fun. If you are traveling and don’t want peo-ple to talk to you, DON’T wear this look. On the other hand, if people are not talking to you enough, this is the look to wear.

4. ROMANTIC LOOK

This is a lace, ruffles and very soft fabric outfit like crepe, cashmere and silk. This outfit is in low contrast which means all dark, or all mid level or all light. This is a wonderful look to wear if you want all the men to love you. You look sweet and pure and innocent. Men will compliment you, but on the other hand, women do not react well to this look because you are getting all the attention. This dress incorporates softness through draping, gathers, bows and ruf-fles. You won’t impress others with your business savvy if you wear this look.

5. EXOTIC LOOK

This look is usually an evening fabric and sometimes will expose some skin. This look will provoke a WOW response because you are using vel-vet taffeta, alluring, dramatic and perhaps glittery fabrics. Some will say it is sexy. Women are going to be envious. Men will look, but will sometimes be frightened by this look because you may look too good! They will not want to take you home to their mother for the first meeting in this look. Children will not like this look because mom is going out. When the kids see you in this look,

(Continued on page 7)

6. DOCENT LOOK

This is art to wear and is always an interesting look …. Animals, faces, etc. Will really create a fun mood. This outfit is fun to wear because it is approachable and attention getting. You could wear this to gatherings or if you are going to meet people you don’t know. This look will naturally create a conversation. This might be an outfit you could not wear often as it makes such a statement and people will remember it and YOU! If you are going some place and do not know if the occasion is cas-ual or dress, you could get away with a Docent look. Men respond to this look very well. They will come up to you and talk to you with ease. Children cannot figure it out but you seem to be fun so they will go along with it. Wearing hats is also a part of this category. This look draws people to you.

7. PATRICIAN LOOK

This look is the use of two equally balanced colors or prints. This is called the second most powerful look. This is a professional, no-nonsense look; this lady shows devotion but vulner-ability and faithfulness. It is stylish, but not flashy. Conservative but smart. This is a look that projects poise. This is best for offices, presentations, going to apply for a loan or an interview. Men favor the balance of color for business, but not on a date because it is too much like going out with a business partner. While being slightly warmer than the Sophisticate Look, this is still too cool for children to warm up to.

(Continued on page 8)

RED Ambitious, energetic, courageous, extroverted. You have chosen the flashiest, sexiest and most dramatic of all

colors. You are solid in knowing what you want.

PINK Affectionate, loving, compassionate, sympathetic. This color is the most loving and feminine of all colors.

You are soft and gentle.

MAROON Sensuous, emotional, gregarious, overly sensitive. Your emotions are your strength.

ORANGE Competent, action-oriented, organized, impatient. Orange is a color of form and design. You flow as

straight as an arrow when focused.

PEACH Gentle, charitable, dexterous, enthusiastic. This is one of the most social colors. You have your own iden-

tity– that of a gentle doer or humanitarian. You love to help others nurture themselves.

YELLOW Communicative, expressive, social, people-oriented. Sometimes you talk too much, but all the world lis-

tens to your sharing. You’re always good in sales. You-re the life of the party and bright expressive and warm.

GREEN Benevolent, humanistic, service-oriented, scientific. You have the strongest interest in the healing arts.

You usually are found serving and aiding others and your compassion always surrounds those who are less fortunate than you.

LIGHT BLUE Creative, perceptive, imaginative, analytical. You are artistic and creative. Imagination is your mid-

dle name. When motivated to solve a problem, you are creative and practical.

DARK BLUE Intelligent, executive, responsible, self-reliant. This is the color of wisdom. You show good judgment

of character, and people respect you for your intellect.

MAUVE Delicate, reserved, sensitive, encouraging. If you have chosen this calm, gentle color, you are sensitive,

delicate and nurturing. You are the most kind and sensitive of all.

PURPLE Intuitive, regal, spiritual. Purple or violet is the most intuitive of all colors. You have high values. You pre-

fer to look up rather than down. Your faith will always see you thru.

BLACK Disciplined, strong-willed, independent, opinionated. You project a strong, authoritative image. Sometimes

black can be used for strength, but black can present a barrier between you and others.

BROWN Honest, down-to-earth, supportive, structured. You are as supportive and stable as a rock. Honesty is

your high virtue and you have no time for exaggeration and frills.

WHITE Individualistic, egocentric, lonely, having low self-esteem. You are going through a transition. This is a sim-

ple color reaching out for recognition.

GRAY Passive, noncommittal, stressed, overburdened. Gray is a neutral color. You may feel tired, fatigued or

stressed. Play is your goal. Laugh a little and become more sensitive to your needs as you rest and revitalize.

SILVER Honorable, chivalrous, trustworthy, romantic. Your sense of self-worth is high. You are romantic and find

the best in everyone. You make the best friends. Your trustworthiness is unsurpassed. This is the color of honor.

GOLD Idealistic, noble, successful, having high values. You have a very rich nature and in turn you make a strong

securer for all people. You enjoy shooting for the stars and settle for nothing less. You are the best and greatest. (Continued on page 9)

Jewelry

1. Don’t wear all the pins you have won when you are doing makeovers. 2. If you are wearing an outfit that is predominantly cool colors (pink, blue, purple, white etc.)

then wear silver jewelry. 3. If you are wearing an outfit that is predominantly warm colors (brown, yellow, orange) then

wear gold jewelry. 4. Don’t over accessorize. You don’t want them to notice your earrings before you.

MISC.

1. Don’t be late—it shows lack of respect for yourself and the other’s time. 2. Never be earlier than 10 minutes. 3. If you wear prescription glasses, are they stylish? They must be chic! 4. If you carry a briefcase or tote bag, choose one that is neutral to match your outfits. Make

sure it is sized to your body size and it doesn’t overpower you. 5. Tuck a small purse inside your tote bag or briefcase to hold your comb, charge cards, driver’s

license, money and makeup. 6. If you prefer to carry a purse along with your tote bag or briefcase, make sure they too com-

pliment each other in size and color. 7. Wear your glamour products—It’s your American Express Card—don’t leave home without it.

Glamour is an optical illusion just like magician’s tricks and they only become perfect with practice. So practice and practice and feel free to ask for help

8. Teeth whiteners are everywhere these days. White teeth use to be a result of specially-made trays at your dentist’s office. Now they are affordable for everyone. Learn to drink with a straw so that tea, soda, juice stains don’t hit your teeth. Nothing shows off your personality better than a BIG SPARKLING smile.

Relationship

1. How we act: To our customers we are Mary Kay herself! Classy professional women are

above reproach, they are honest, fair and compassionate. Watch how you speak and watch your language.

2. How we react—We must always listen, but we don't always have to respond. You want to REACT as infrequently as possible.

3. Reacting is emotional—responding is thought out and logical. 4. Be who you are and don’t question other people’s actions unless you have been there al-

ready. Basically until you have met the requirements of the position that person holds, you don’t really know anything about that position.

5. Keep promises—Did you know that bad news travels a lot faster than good news? You can get a bad reputation a lot quicker than you can build a good one. When you make a promise keep it! Mary Kay used to always say: ―Under promise but over deliver‖.

6. Be honest—Above all else be honest with yourself as well as others. Honesty builds good relationships and reputations.

7. Be Go-Give—Be happy for others. When someone achieves something, applaud her for her accomplishments. Don’t hold back because you feel it should be you. If you did the work, it would be you. If you need to think twice about doing something you probably should not do it, think it or say it.

8. Live and work by the Golden Rule. Whatever you send out comes back 100 fold. Do you want Love or Garbage?

(Continued on page 10)

9. Are you frustrated? Then GO UP! Talk to your director. We are trained to handle things like this. Do not call another consultant. You will not solve your frustration, you will only bring her down.

10. Your director is 1-800-HELP not 1-800 WHINE

Phone

1. Is your message on your voice mail professional or is it cutesy or seductive music? Remem-

ber when a customer is calling you, they should feel somewhat like they are calling a profes-sional business even though it is your home. Is your voice clear? Can you understand what you said? If you can’t, how do you expect your customers to?

2. Return calls ASAP—courtesy counts. 3. Teach the people in your house how to take the type of message you feel you need. Have

pens and paper by ALL phones in your home. 4. If a child is not old enough to take a message correctly, then don’t let them answer the

phone—let the machine get it. 5. Teach children how to answer the phone properly and how to get you. (Most children take

the phone from their ear and yell — not too good for the person on the other end.) 6. Children—Besides messages, you need to learn NOT to discipline your children when you

are on the phone. If a problem arises, tell the person you are speaking to that you need to hang up and will call back as soon as the problem is taken care of.

7. When at meetings and sales appointments, leave your phone in your car or silence it.

Meeting Etiquette

1. Attend your weekly meeting. They are for you and your director spends a lot of time planning them and she counts on you being there. Don’t just come when you feel like it or when you’ve had a super week, but plan to come every week.

2. As Mary Kay herself used to say: If you had a good week, the meeting needs you and if you had a bad week, you need the meeting.

3. Regarding children, we love them but they don’t belong at a Mary Kay event no matter how well behaved. Even newborns and babies may distract conversations and concentration to the business at hand.

4. Some consultants and/or guests hire babysitters and you may want to also.

Meeting Apparel

1. Those not in Red Jackets wear business dresses, skirted business suits or a black skirt with the Mary Kay Beauty Coat.

2. Red Jackets of course have the great choice of three styles for their Red Jacket uniform. Again allowing you to personalize. Pair it with your black skirt and white blouse and black pumps.

3. When in doubt, a Mary Kay Beauty Coat over a cute black skirt is always right for your busi-ness meeting, workshop and selling appointments.

Introductions

1. When introducing your new team member: A) DON’T be rude and say ―I’m so excited to introduce you to my new team member Suzy and she is putting in an $____ order and is number five on my team so I am going on target

(Continued on page 11)

for my car this month. How do you think she feels when you are talking about YOU and not her. B) DO introduce her by saying ―I’m so excited to introduce you to my newest team mem-ber on our winning team, Suzy Q. I met her _______ or I know she will be an asset to our team because she _________Suzy, could you tell everyone a little about yourself please. 2. When introducing a guest at your meeting: A) DON’T introduce her by saying ―I want you to meet Suzy Q and she is here checking us out to see if she wants to be a consultant.‖ B) DO introduce by saying ―I would like to introduce Suzy Q to you. She is one of my best customers and loves the Serum +C.

Courtesy

1. When at an event and a National Sales Director or a Sales Director is introduced, it is proper

to stand up and clap and recognize their achievement. 2. Please no talking amongst each other when someone is at the podium and speaking. It is

plain rude. 3. When the meeting is over, ask your Director how you can help her clean up and tidy the

meeting room. Compiled by Sr. Mary Kay Sales Director Connie Lustig Information for this booklet came from notes throughout the years in Mary Kay. But a special thanks to Sr. Mary Kay Sales Director Christine Whitcher, former Mary Kay Corporate Trainer Netta Jackson, SNSD Maureen Ledda, NSD Linda Toupin, SNSD Emeritus Marlys Skillings and retired Sr. Sales Director Diane Vaillancourt for their image training.