Qualities of a Leader

You are here because you have a desire to move up the career path and then coach others to do the same. The following questions are meant to help you evaluate where you are on your journey to leadership. Remember, the best way to lead is by example! Please ask yourself these questions and circle the ones you know you need help on improving.

• Am I a Star Consultant? Do I order and sell every month? (600 ws min EACH month) • Do I consistently hold selling appointments? Do I have a large customer base? • Am I currently or am I willing and able to hold 5-10 qualified parties each month? • Am I currently or am I willing and able to coach and preprofile those parties? • Am I currently or willing to take my new or prospective team members to my personal parties? • Do I book at least two parties from each party? • Do I receive 15+ referrals at each party? • Do I add a new team member or book 2-3 sharing appointments/interviews/guests at each party? • Do I know how to lead a business debut for a new team member or am I willing to learn? • Do I consistently study & learn about our products? • Do I use our current flip chart? • Do I use my director & NSD’s education to be consistent & easy to duplicate? (Not a googler :-)) • Do I incorporate team building into my business? • Do I know how to share the MK opportunity in an interview AND ask for a decision on the spot? • Do I know how to send/submit an agreement AND inform my director about my new team member? • Do I consistently hold 10+ sharing appointments/interviews each month? • Have I listened in on 3+ NCO’s with my team members & Director (LISTENED :-)))))))? • Do I attend EVERY weekly success event, EVERY quarterly event & EVERY official Mary Kay Event? • Am I knowledgeable about my business? • Do I have a dream? • Am I goal-oriented? • Am I saving money from my business? • Am I willing to learn and help others? • Do I demonstrate initiative and the ability to inspire others? • Do I have a good work ethic? • Do I have my family’s support? • Am I a woman of my word? • Am I willing to take time every week to plan? • Am I currently investing or am I willing to invest time in personal development? 7+ books a year?

If you’re a new consultant, just 2 simple questions...

• Am I willing to hold a Perfect Start/Power Start to get my business started? (5-10 parties in 1 mo) • Am I willing to join my recruiter @ 3 skin care parties to observe & learn how to hold a full-circle party?

Your Sales Director is here to coach and mentor you so that the answer to all of these questions can be YES!

Becoming a director in 4 months or less…from TODAY!!!

Would you like to make more money? Drive a career car? Be in a leadership position – love serving & empowering others? Then directorship is for you! Here is a great 4-month plan to car, directorship & beyond…starting TODAY… FIRST… Update your goal poster or make one, if you haven’t yet. Your activity goals should be as follows for this timeline:

• Hold 3-4 qualified parties each week (min. 36 faces a month) • Hold 5 interviews a week for 5 new team members (min. 20 interviews a month) • Personal sales goal of $2400 retail ($600 weeks)

MONTH ONE ASSIGNMENT: (typical results – on target with 5 or more new team members)

1. Make the DECISION to do it (then MANAGE that decision well!)! 2. Make a list of 20-30 hostesses – HOSTESSES 3. Make a list of 15-20 possible new team members 4. Call the list within 48 hours and book 10 parties to be held in the next 2 weeks.

Do not stop until you have 10 booked! (Plan to book 2 appointments from each party) 5. Call your team-building list and book 5 interviews. If you are in your RED jacket, hold

your own interviews. If not, book them with your director. Interview Ideas:

• Bring guests to ALL MK events (Success Events, makeover events, guest events) • Book 3-way calls or marathon coffee dates with your director – pre-buy a

Starbucks gift card card to motivate you • Print sheets of stickers with the Fast Fun Facts # on it with an offer to “Listen for

a Lip Gloss” or “Your Opinion for an Eyeshadow” and put them on the back of your card – share with your prospects; and schedule a definite time for a follow-up call. Also just book these @ the end of parties, facials. You can just text this number, too. Jeanie’s Fast Fun Facts: 641-715-3800, 39914#

• After arranging it, e-mail or text them them your director’s or NSD’s I-Story video & schedule a definite time for a follow-up call.

6. When the list lacks names, get more from parties, referrals, warm chatter, vendor events, customer appreciations.

7. Call, text, or go your director with interview dates, sales totals & to share information with her DAILY.

8. Prepare 25 hostess packets and coach you parties like a Master Consultant. 9. Get at least 25 team-building packets ready. Things to include:

Mk paper agreement – YES, I’m serious Team-Building brochure (Sec. 2 on Intouch) Starter Kit Contents flier Business card with a “Listen for a Lipstick” or “Your Opinion for an Eyeshadow” label

POWER START BOOKING SCRIPT (get your first 8 parties on your datebook today & hold 5!)

Hi, ________! This is __________! I am so excited!!! You’ll never believe what I’m doing! I am a new Mary Kay Beauty Consultant, and I called you FIRST because I knew I could count on your encouragement – not discouragement! As my first step, my director has challenged me to facial 30 people in 30 DAYS. So can I borrow your face? (Pause, and expect a yes.) Great! Which works best for you – weekdays or weekends? Great! I’m holding my (weekend or weekday) appointments on _____ and _____ (2 choices only!). Which works better for you? Great! Is morning or afternoon better? (or afternoon or evening – just 2 choices) ______ or ______ o’clock? Great! And there’s just one more thing. My goal is to do 30 faces in 30 DAYS, so would you like to hear how can get a free gift from me? Just share your facial with four or five friends, and you’ll get FREE products from me and help me complete my challenge faster. Is there any reason why you can’t ask a few friends to join you? Excellent!! You probably already have a good idea of who you’ll share your facial with, so I’ll give you a call (say whatever 48 hours from right now is) to get your guest list, and I’ll see you on ______ at ______. Oh, if you call or text me with your guest list before I call you, I’ll have an extra gift for YOU :-). Thanks so much, ______! I KNEW I could count on you! (there are just a couple of likely “objections” when you ask if you can borrow her face:

1. I don’t wear makeup. You say, That’s GREAT! I’ll be focusing on teaching skin care! It’s the most important part of my training. So can I borrow your face?

2. I can’t buy anything. You say, That’s GREAT! I really just need to practice & learn – that takes the pressure off me :-)! So can I borrow your face?

3. I wear _______ (fill in a brand :-)). You say, That’s GREAT! Since you already use something you like, you’d be the PERFECT person to give me your OPINION of Mary Kay while I build my skills! So can I borrow your face?

Full Circle Hostess Program

Consultant Checklist

• Hostess Packet Given/sent ___/____ Guest List Received ___/____ • Confirmed ___/____ Guest List Gift Sent/texted ___/____ • Pre-Party TY Sent: ___/____ Pre-Profiled ___/____

Hostess Coaching

1st Coaching 2nd Coaching • How to invite guests Class Area • Encourage Outside Sales Promptness • Review Packet Confirmed Guest Attendance • Guest List – 24 hour challenge Review Class Occurrences • Answer Questions Arrival ½ to 1 hour early • Refreshments Makeover ___yes ___no • Promptness

Hostess Checklist

• Guest List within 24 hours - extra prize if she contacts me FIRST!• $20 - $225 or more in RS • $20 – Party Held on Original Date • $20 - $100 or more in OS • $20 – 5 Guests, 18+, N/C • $20 – At Least 2 Bookings (I treat her to prize @ party for these 2+ parties, too!)

Class Outcome $______________ Total Retail Sales (excluding sales tax) # Sets Sold? ____________ # Bookings Made? ________ $______________ Total Hostess Credit # Interviews Scheduled ___ # New Team Members ____ $______________ 2 booking Gift (if earned)

Hostess Name Party Date / /

Class Location Day

Email Time ____:_____ am/pm

Phone ( ) -

The Perfect Class

• 6 Guests 3 Interviews Booked 1 New Recruit • $300 Retail Sales 3 Skin Care Sets Sold 2 Parties Booked

Pre-Profiling Script

Hi _________! This is Jeanie with Mary Kay. How are you? I will be the Professional Beauty Consultant at ________’s party on _________. _________ is so excited that you are coming and I can’t wait to meet you! At the party we will be doing a fun pampering facial, we'll play some fun games and give away prizes! I'll also have a free bag of goodies JUST for you!

What's your experience with Mary Kay?

I have a few questions to ask so that I can customize your facial & goodie bag for you.

1. Is your skin Normal to Dry or Combination to Oily?

2. Would you say that you have Ivory, Beige or Bronze skin?

3. What one thing would you like to change about your skin?

4. What are your favorite lip colors?

5. Thank you so much! I can't wait to meet you! Just a quick reminder…The party will start promptly at ______. We will be having an on-time raffle so make sure you are there on time so you will be entered!

Guest List: Name Phone Tried

MKUse MK

Type Tone 1 change/lip colors

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

Y / N Y / N

ND / CO

I / Be / Br

DATE FACES HOW MANY PARTIES

TOTAL SALES SC SETS SOLD CLASSES BOOKED NEW TEAM MEMBERS

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

NAME: ________________________________

MONTH: ______________________________

Complete 5 Parties in One Month!

CONGRATULATIONS!!! YOU DID IT!!! You earned your National Sales Director @ an event to honor your hostesses!!!!

Do you want to take it to #backtothekitchentableX2? Complete 6-10!

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

HOSTESS:

DATE:

TOTAL SALES:________ TOTAL PROFIT EARNED:________ TOTAL REORDER PLACED:_______

Total Skin Care Sets sold in 2017:_______ Embracelet Earned_______ (date) On-Target SOAR #centuryclub:

TOTAL SALES: __________ TOTAL SKIN CARE SETS SOLD: _________ # NEW TEAM MEMBERS: ______

OFFICEBUZZ.NET

Takes you to the SOAR #centuryclub (To party like it’s 1963 in Big D!)

NAME:________________________________________________ START DATE: _____________________

50 skin care customers by

Career Conference =

#midcentury party @

#soldoutinthesand

Interview Booking Scripts: (By phone from customer profiles, favorite people lists – cell, FB)

1) Hey, Susie! It’s Jeanie T., your MK consultant!! Do you have a quick minute? I’m so excited! I’ve made a decision to move into leadership in Mary Kay…and part of my training is to hand select 10 of the sharpest women I know to share about the Mary Kay business opportunity & get your opinion! I chose YOU because you’re so ____________! It may be great for you…or for someone you know…or you may just understand why I’m so passionate about what I do. Bottom line, you’re exactly the kind of woman whose opinion I want as I sharpen my skills! As a thank you for your time & opinion I’ll treat you to a free ________! Is there any reason you couldn’t give me 30 minutes of your time with my director? May I treat you to coffee or would you like to schedule a phone date? ______ or _______? _______ or _________? Great!! Thanks so much, Susie! I knew I could count on you! I’ll talk to you on ______ @ _______! What color ______ would you like for your free gift? I’ll have it all wrapped up for YOU! (If she doesn’t have 30 minutes but could listen to a FFF line & complete an opinion poll, that’s a great “second chance”…and if that won’t work…see if she’d love to be your next makeover model at your MK event!)

(At a skin care class) If she’s a 6 or above on her opinion poll, I always ask her 3rd (after skin care sets & follow-up/party booked), Girl, I see you’re a ___ on your interest level in MK. Is there any reason we couldn’t go ahead and get your starter kit ordered today? I think you’d be great! If she has one “objection”, I answer it on the spot. If she wants to “sleep on it”, I ask her to listen to the FFF or a CD on the way home & schedule an “answer” call for a SPECIFIC time tomorrow & tell her I’ll be ready at that time no matter what happens. If she has more than one objection I say… OR if she isn’t a 6 or above…AND she’s fun, nice, kind, etc. – in other words, someone I would love to do life with & I think could greatly benefit from Mary Kay I say…

2) Susie, I had such a great time with you today; and everyone else did, too! At every skin care party I select 3 women with whom I share about our Mary Kay opportunity to get your opinion & sharpen my skills. I chose YOU today because you’re so ________. You’re exactly the kind of woman whose opinion I’d LOVE to have. As a thank you for your time & opinion I’ll treat you to a free ______. Is there any reason you couldn’t give me 30 minutes of your time tomorrow with my director? May I treat you to coffee or would you like to schedule a time by phone? ______ or ______? _______ or _______? Great!!! If you’d like to hear a little more info so that you have some great questions, you can just listen to _______ on the way home (or watch ________ when you get home – I’ll text it to you right now – FFF line, CD or short video link of official MK story or your NSD’s story). What color _______ would you like for your free gift? I’ll have it ready for you tomorrow! I can’t wait to hear what you think!

Interview Guide

(Consultants: Please copy this form and turn in to your Director)

Date Consultant Prospect Name Address City ST Home # Work # Cell # Best Time to Call E-mail Address

Consultant Comments:

1. I’ll ask you to tell me a little about yourself so I can get to know you better. 2. I’ll tell you a little about me and my Mary Kay journey. 3. I’ll share some facts about our career. 4. I’ll answer any questions you may have. 5. Because we’ve done the other 4, I’ll ask you if you’d like to work with me.

STEP 1:

Our Agenda

and You

Tell me about yourself (family, job, education, hobbies, etc):

What do you like best about what you do?

What would you change, if anything?

What do you need most in your life right now?

Where would you like to see yourself 5 years from now?

STEP 2: Me Let me tell you a little about myself, and why I love what I do!

STEP 3: The Facts

If I only had 5 minutes to share some facts with you about a Mary Kay career, what would you want to know?

MARKETING PLAN POINTS

No Territories/No Quotas Golden Rule

Flexibility/Be Your Own Boss Priorities: God, Family, Career

Advance at your own pace 90% Buyback Guarantee

Confidence and Self Esteem Recognition & Prizes

Training $ 100 Gets You Started!

Which appeals to you the most?

INCOME POSSIBILITIES 50% Gross Commission on sales

Facials (1-2 people): 1 hour, average $ 100/$ 50 profit Parties (3 -6 people): 2 hours, average $ 200/$ 100 profit

2 parties/w eek=$ 400 retail/$ 200 profit (4 hours) Monthly profit = $ 800 x 12 = $ 9,600/year Reorders: Average $ 300 per customer/year

100 Customers x $ 150 profit = $ 15,000 + $ 16,000 = $ 31,000 profit/year

Other Sales: Web Page/On The Go/Silent Hostesses Team Building Commissions: $ 200 -$ 2000/month

Car Program: Car, 85% insurance, taxes, plates (or $ 350/month cash compensation)

Tax Deductions: Home office, supplies, car, equipment Directorship = Average $50,000 commissions + sales + prizes

Qualities we look for in a

Team Member: 1. Busy person 2. Doesn’t necessarily

know a lot of people 3. Is NOT the sales type 4. Has more month than

money. 5. Family oriented 6. Decision maker

STEP 4: Your Questions

STEP 5: The Close

Hypothetically, if you were to consider doing this, what are your personal strengths and why would you be good? With the proper training, do you feel that you could learn to do what I do? Do you have any other questions that I did not answer? Is there any reason why you wouldn’t want to get started today, I would love to work with you?

Marketing Call Follow Up Questions

YOU MUST CALL AND FOLLOW UP WITH YOUR GUESTS AFTER THE CALL BY ASKING THE FOLLOWING QUESTIONS FROM YOUR HEART:

(IF YOU ARE A NEW CONSULTANT, PLEASE ASK FOR YOUR DIRECTOR’S HELP WITH THIS PORTION OF THE CALL)

GUEST NAME: CONSULTANT NAME: DATE:

1. Tell me, (name) what was the MOST impressive fact you heard on the call?

2. Okay, if you were to ever come in to MK in like a MILLION years, what things do you think you would enjoy the

most?

3. If you could change anything about your current situation, what would it be?

4. Great! Now I want you to ask me anything you want – what questions can I answer for you about the business that

may not have been answered on the call?

5. Those were great questions! Thank you! Now let me remind you (before I ask you my very favorite question!) what

you’ll receive if you decide to give this Mary Kay thing a try by signing up today! (explain current promotion)

6. Ya know, I’m curious, (name), if I showed and taught you everything I know, do you think you could do this? (after

she answers, say “I know you can and I really think you’d love it!”)

7. Okay, here’s the moment of truth…are you ready? (Smile when you say this b/c they can hear it in your voice!) On a

scale from 1 to 10, one being you would never EVER come in to MK not even to get your products at half price,

you’ll never be interested and you’d never even consider it EVEN IF YOU WERE STARVING ON AN ISLAND

(laugh), or TEN you think it sounds GREAT, you can’t wait to get started just to see what happens – where would you

say your interest level lies – BUT you can’t say five b/c we call that a chicken answer and it just doesn’t count!

INTEREST LEVEL:

8. Okay, tell me why do you think you’re a ________? (Overcome her objections using feel, felt, found rule!)

9. If she doesn’t sign, schedule **Pink Sheep follow up for the next day to answer any questions she thinks of between today and tomorrow! GET TIME TO CALL ON YOUR BOOK OR IT DOES NOT COUNT.

**Use Pink Sheep Follow Up script to help with follow up.

Remember, to keep this completed sheet for your records! You want to be sure you are tracking every person you share the MK

Opportunity with so we can track your progress together!