Customer Delivery Service

It’s here! On March 16, Customer Delivery Service will open up to all

active consultants with $5 shipping on all orders less than $100

wholesale! Now this great tool, which saves time and money and

allows you to send your customers a FREE Look or 2 FREE samplers, is available to everyone! For more

details, visit InTouch.

Team building never looked so

good on you!

Add 3 Qualified Team Members & you’ll: • Move up the career path in your red-hot, new red

jacket. Three fabulously redesigned new styles are being awarded at Seminar. The choice is yours!

• Get your name badge ribbon. • Receive your invitation to the exciting Lights, Action,

Fashion Reception.

Keep going, you’ll get all this and MORE: Receive your exclusive invitation to the special Lights, Action, Fashion Luncheon.

Make a fabulous custom jewelry set yours.

* For contest purposes, a qualified new personal team member is one whose initial order with the Company is $600 or more in wholesale Section 1 products and it is accepted by MK in the same or following calendar month, between March 1 and June 30, 2011, that her Agreement is received and accepted by the Company.

Claim your awards at Seminar 2011.

Take the Lights, Action, Fashion Challenge today!

Sherry Lonsbury

Independent Sales Director of

The Dream Achievers 1790 Devonshire Dr N St Petersburg, FL 33710 Office: 727-343-4222 slynn@marykay.com

Return Service Requested

Yolanda Leon Sponsored By:

Sheryl Lonsbury

Welcome Feb. New Consultants

February Recognition & Results ~ April Calendar ~ March Newsletter

Queen of Wholesale:

Sandi Wedeman

Queen of Sharing: Sheryl

Lonsbury

Our #1 OTStar Consultant:

Sandi Wedeman

Name Wholesale needed for Sapphire Star

Cumulative Wholesale

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1 Sandi Wedeman $1,429.25 $370.75

2 Yolanda Leon $600.00 $1,200.00

3 Gayle Mitchel $592.75 $1,207.25

4 Teri Niutta $558.00 $1,242.00

5 Kaye Hird $524.00 $1,276.00

6 Carolyn Edwards $424.50 $1,375.50

Attract More Hostesses! Beginning March 16, you’ll notice an exciting new look and feel to the Hostess Program that will make it easier than ever to book parties! New, full-page hostess ads in each issue of The Look, a redesigned “Host a Party” page on your MK website, and a new, totally customizable Online Party Planner are all designed to help you attract more hostesses. Plus, the Spring/Summer 2011 Fashion and Beauty Trend Report will be available to everyone — not just hostesses — March 1st. It supports spring fashion trends with regular-line color products, giving you an edge as you talk to new and potential customers and hostesses alike about getting a fun, on-trend, updated look with you!

The

Dream Achievers Newsletter

Thanks for being part of the dream!

Dear Dream Achievers, With St. Patrick’s Day falling this month, I can’t help but think about luck. We all have our own version of what “being lucky” means. To some it’s being a stay-at-home mom or having extra time to set your own schedule. To some it means financial independence or extra money to buy the kids “cool” clothes. To many of us, it’s getting paid to “play in makeup” and have fun with girlfriends. Lady Luck seems to have many faces. When I think about luck, I’m reminded that in Mary Kay, as in life, we make our own luck. Don’t get me wrong- there are appointments when everything goes right, sales are great, and 2 prospects just happen to come who are ready to sign that week. It feels great. But, I also remember, if I didn’t take the time to book and coach that class, I wouldn’t have gotten lucky. So often in this business we can get frustrated by things that are out of our control. Life happens, and that order is cancelled so a customer can pay a handyman. A prospect won’t come to our meeting, and you know if she’d just join you once, “she’d get it.” No one calls you back, etc., etc., etc… You know the days on the opposite end when nothing seems to come together. On those days, I remind myself to let go of the things I can’t control. I make my own luck by booking 2 classes to hold one each week. I ask 3 or 4 people to come to the meetings so that I always have someone join me. I hold a Power Hour every week to book appointments. I call my customers to follow up a few weeks after The Look has mailed to see if they have any questions and ask for the sale. I take notes about their lives to remind my customers that we have a personal relationship, and I listen to their needs. By working hard on the things that are within my control, I get results. By tracking my average class sales, I know how many appointments I need to hold each month to meet my financial goal. I “get lucky” most months, and on the ones I don’t- I remember that this work is what I get paid to do. March is the month for miracles. Career Conference & spring are here. It’s time to grow and to ask your business to bring something more to your life. Ask yourself what you’d like to see more of this month, and then make it happen. Our new hostess tools are going to offer you the perfect opportunity to book your customers for a follow-up facial and have them share the appointment with friends. We have some great new products coming, and with new products come new opportunities. Let’s make March our luckiest month ever! Love & Belief, Sherry

New! Mirror With Tray

You can make the party experience even better for guests by using the new Mirror With Tray available on Section 2 for $5.50. The new Mirror With Tray now includes a larger mirror and an extended tray area and is packed inside a mesh zip bag. The new disposable trays are made from recyclable plastic, are clear, and have numbered wells. There is also a “Build Your Own Placemat Tool” under Business Tools that allows you to create and customize a flier with product names to place beneath the tray. The new mirror will be included in Starter Kits and “Ready, Set, Sell” Bonuses beginning in March. With this change, the current Face Case, Disposable Trays, Quick Zip Bag, and Magnified Mirror will move to Last Chance.

DON’T BE AFRAID TO CALL!

The first step to great customer service is knowing your customers. The more you know about them, the more service you can offer. Wouldn’t you love for your favorite store to call you when they run one of your favorite products on sale or get in something new they know you will love? Offer that same great service to your customers. Send a thank you note to each new customer, and follow up to make sure she is satisfied. This will set the tone for calling to meet her needs in the future and will let her know that you care about her as a customer and meeting her needs rather than just getting that first sale. We want life-long customers: leading to referrals, long-term sales, and much more!

GOOD CUSTOMER SERVICE: SCHEDULE FOLLOW-UP CALLS

Each time you add a new customer, one of your

questions should be how often they would like to be contacted. By asking their

permission, you can call with confidence, because they will be expecting your call!

You’ll also set the tone and be able to offer great customer service. Offer two options:

1. Monthly Calls: Call each month to go over your current specials and reasons for booking appointments within that month. Have a new reason to call and book each month. New colors, gift ideas, sun care, open house, etc.

2. Quarterly Calls: Call each quarter after PCP mailings to go over new products/fashion trends and to see what they need. Schedule holiday looks, new year’s makeovers, glamour updates, etc. You’ll also want to share the current Mary Kay promotion for sales/sharing opportunities.

Our Top 5 Wholesale Orders for February:

Top 10 Consultants Who Invested in Their Business in Feb.

Sandi Wedeman $603.75 Yolanda Leon $600.00 Gayle Mitchel $592.75 Donna Munson $329.00 Molly White $253.00 A. Kennedy-Woodward $225.25 Nancy Burrell $213.50 Suzanne Peterson $204.25 Heather Hokanson $200.25 Christina Mayer $200.00

End of the Month Dates March 2011

March 30: Last day to place Telephone Orders 1-800-272-9333

March 30: Last Day to Place Online Orders www.marykayintouch.com

March 31: Last working day of the month. Orders can now be sent in by you until 9pm

central! (NEW!)

Year

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0 1 Sandi Wedeman $10,316.50 2 Linda Buraimoh $4,591.50 3 Ivy Peterson $4,475.00 4 Carolyn Edwards $4,280.00 5 Gayle Mitchel $4,265.50 6 Kaye Hird $3,739.50 7 Teri Niutta $3,046.00 8 Shirley Pettis $2,992.50 9 Jenny Jenkins $2,794.50 10 Donna Munson $2,440.00 11 Claudia Marosz $2,438.00 12 Molly White $2,228.50 13 Nancy Burrell $2,200.50 14 Heather Hokanson $2,035.50 15 Suzanne Peterson $1,881.50 16 Jeanette Harris $1,762.00 17 Kate Gogolen $1,646.00 18 Palma Davis $1,573.00 19 Rebekah Sines $1,501.00 20 Yolanda Leon $1,315.00

Queen of YTD Personal Sales (based on w/s orders)

Welcome Back Consultants

Christina Mayer

Sandi Wedeman

Yolanda Leon

Gayle Mitchel

Donna Munson

Molly White

Sand

i Wed

eman

Molly White Gayle Tolliver Ivy Peterson Teri Niutta Kaye Hird

Carolyn Edwards Cindy Carey Nancy Burrell

Linda Buraimoh Sheryl Lonsbury

Spring PCP Participants:

Love Checks: Sharing the Opportunity

Star Team Builders

Palma Davis

Gayle Mitchel

Kaye Hird

Risse Snelgrove

Senior Consultants

Ivy Peterson

Suzanne Peterson

* Means Inactive. A $200+ wholesale order will reinstate your 50% discount & your Active Team Member status.

4% Recruiter Commission

Palma Davis

Ivy Peterson

April Birthdays Cindy Carey 11 Kimberly Prucha 19 Brianna Velivis 20 Jacqueline Hann 20 Suzanne Peterson 30

April Anniversaries

Sandi Wedeman 26 Sharon Koeff 19 Carla Brewton 3 Sheridan Mcinnis 3 Samantha Thomas 2 Sunny Nguyen 1

Top

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: Pa

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Qualified Year to Date Sharing Court

Make plans now to be in the 2011 Court of Sharing! Just 24 qualified new team

members for the year!

1 Ivy Peterson 1 $32.26

Recruiters and Their Teams

Think the Best of Others

I remember learning about the "self-fulfilling prophecy" in school. The gist was that whatever you expected, you would get. What a powerful concept! Not only does it impact our life, but it also influences our relationships with others.

When we think negative things about another person ("She hurt my feelings on purpose"), we not only determine our behavior toward that person, but we also influence how he or she will interact with us. That person will sense our negativity and basically deliver what we have asked for ... ouch!

“Treat people as if they were what they should be, and you help them become what they are capable of becoming.” JOHANN WOLFGANG VON GOETHE

Do you want stronger, healthier relationships? Want less stress? Then decide this very moment to think the best of others! Expect their best, and you just might get it.

April 1: April Fool’s Day April 7: Spring 2011 PCP mailing of the Month 2 mailer begins.

(Allow 7–10 business days for delivery.) April 8: Online DIQ Form available beginning 6 a.m. until midnight

CST. April 11: Priority Awards Seminar 2011 Registration opens. See

details on the InTouch website. April 15: Postmark deadline to earn the first monthly product bonus. April 16: Beaut-e-News begins emailing to customers. Summer

2011 PCP online enrollment for The Look, including exclusive samplers, begins. Second monthly product bonus begins.

April 17: Palm Sunday April 19: Passover begins April 22: Good Friday. Earth Day. Company holiday. All Company

and branch offices closed. April 24: Easter Sunday! Happy Easter! April 27: Administrative Professional’s Day April 28 National Take Our Daughters & Sons to Work Day! Last

day for consultants to place telephone orders (until 10 CST). April 30: Priority Awards Seminar 2011 Registration ends. Last day

of the month for consultants to place online orders (until 9 p.m. Central time). Online Agreements accepted until midnight CST.

Mary Kay Dates to Remember:

DARE TO DREAM: Although I'm goal-oriented, I do like to window shop. I enjoy the process of envisioning certain items in my home or pretending I could buy special gifts for people if money were no object. I really love clothes shopping because it doesn't cost anything to try on outfits. I'll have hours of entertainment and walk away without spending a penny. It is soothing and fun to dream for awhile. Do you dream? Obviously the things I've mentioned are small dreams. The larger the dream, the more we have to look forward to. I firmly believe that when we stop dreaming, we stop living happily. People can get into trouble when they think every dream must become a goal. This is when we can create stress and frustration for ourselves. Some dreams are certainly obtainable and should be realized. Other dreams are, well, for dreaming and relaxing… for entertainment. I don't have a very good singing voice. Oh sure, I get by at church, but I'm nothing to write home about. But I do have a dream of being on stage singing to thousands of fans with rockin' music. Am I going to take singing lessons? Am I going to quit my job and move to Hollywood? Absolutely not! I just get a smile out of the thought every once in awhile, and it can relax me. Why? Because it isn't real. Sometimes, real life is too intense, and we must retreat for just a moment. Certainly, we never want to make it a habit to totally avoid real life, but a visit to dreamland now and then is a good thing. So, what would you do if money were no object?

Featured Products to focus on this month:

NEW! Limited-Edition Nail Lacquer in Coral Stone or Pink Sand. Treat nails to

stay-true color with an instant high-gloss finish. $8 each

Base Coat/Top Coat. A manicure must-have with instant high-gloss finish. $8

Eye Pencil: Navy, Turquoise Waters, Sage and White Wash. Customers will

love the buildable color and creamy texture of this eyeliner and eye shadow in

one. Sharpener included. $14 each

Lip Pencil: Coral Stone or Pink Sand. Perfectly outlines and fills in lips with

sheer coverage. Sharpener included. $14

NEW! Limited-Edition

Weekender Collection

NEW! Compact Mini! Tiny enough to tuck anywhere,

this sleek, new compact is perfect for the woman on the

go. You now have three great compact options to get

organized. $16 (unfilled)

Gift With Purchase: Color Burst Eye Brushes

The eyes have it with this fun four-brush set, including a mini eye

definer brush, mini eye crease brush, mini eyeliner brush and mini cream eye color/ concealer brush, handy bag and

application instructions. I’ll offer this set FREE with a $40 or more purchase.

Limited Edition After-Sun Replenishing Gel Back by popular demand, formulated with

botanical extracts rich in soothing antioxidants, this gel absorbs quickly and replenishes vital moisture to the body and helps get you warm

weather ready with sun care. $12

Call me today to

try our great new

foundations!

Earn A

GOLD MEDAL

Business Tips and Recruiting IPA’s By: SNSD Jeanne Rowland

To Recruit 5 this Month and Earn a

GOLD MEDAL, Do ALL These

Things ALL Month Long

1. Commit, verbally and on paper: To your unit.... Announce

to your friends & team members that you will earn a Gold Medal this month. Does anyone want to run with you?

To your Family.....Tell your family you are working very focused on a goal and are counting on their support and help

by telling you often, "YOU CAN DO IT!"

Write memos all over your house and in your car: "Gold medal in March!" "5 recruits in March!"

2. Know why you are doing it. How will it benefit your business, your confidence, your progress? Where are you going?

5. Work with numbers.

Interview 20 to sign 5. Your expertise grows with your experience.

Bring guests to everything. Ask 10 to bring 1. Four will say yes, and by 5 PM of the day, you will be down to 1. (Normal stuff!) Pick her up!

6. Have a long prospect list. Add to it. Work on many at once. Star every recruit ‘til you get to 5.

7. Have a sense of urgency. What's in it for her to come in now? Figure 3 reasons for each prospect and tell her.

Most possible recruits want to be convinced. They are afraid and want you to tell them it will be OK to spend $100 to try something new and different.

Do not take NO personally. Go on with a smile and a sense of destiny. THIS WILL GET DONE!

Be a duck who swims gracefully around with a smile, even when it rains. Under the water she is paddling like crazy! You are the most positive, committed person in Mary Kay!

Enjoy the great feeling of accomplishment on the last day of the month when you will say,

“I DID IT! I earned my GOLD MEDAL!”

3. The best prospects are those whom you have facialed. Every day, book at least 2 new sharp women. "My National or Director is challenging me to facial 10 sharp women this month, and you are perfect! I would love to offer you a complimentary facial; would you like that?" Say this until you have recruited 5! Before you start her facial, tell her that she is so sharp, you would love to work with her. "Watch what I do, and see if you might enjoy having your own business." Interview and sign her right at the facial.

4. Existing customers are perfect; they like the product, like you, and know what you do. "I am now becoming a............with Mary Kay and am hand-

picking the women I want to come with me. I have chosen YOU! I think you will be wonderful. Let's get together and at least talk about it. There is a free lipstick in it for you."

"Judy, we have a special program at meeting this week that I know you would love. Please come. You may even see how much fun we have and want to be part of our Company. I think you'd be great! I will pick you up."

Say “thank you” often. After a facial, send a sincere note that says, “Thank you for allowing me the privilege of introducing YOU to Mary Kay Cosmetics! What a pleasure it was getting to know you.” Appreciation unlocks doors!

Do everything with class. Your stationery must be the best; your work clothes, your hair, your nails, even your car, done to perfection. Your demeanor and speech should always be above reproach.

Personalize your business. Call “lost customers.” Take a customer for dessert and coffee once a week to find out what you are doing right. Customer loyalty is built one customer at a time.

Remember, when there is a problem or complaint, the customer is always right. Think about her 20 friends who have 20 friends who all have 20 friends. They are all going to know how special and wonderful you and Mary Kay Cosmetics are—or how awful! Respond to a complaint promptly and sincerely. Go the extra mile!

When someone says “no” after a facial, call her to find out why! Research is just as important for an individual Consultant as it is for the Company. It’s important to find out! A pleasant, short telephone call can give you answers. Make notes! Chart the response. The pieces of the puzzle will fall into place. You’ll improve your skin care class procedure, cut the length of your class, and do a better job of closing. All kinds of improvements will transpire. The “no’s” will make you a pro!!!

Call customers in a planned and professional manner each week so that each one is contacted once every six weeks. Be consistent. Really care. Give them attention. Be responsive.

Don’t be afraid, and don’t hesitate to say, “I’m sorry” when you should. Be committed to your customers with a passion. They must recognize the pride you

feel for your Company, your product and your career. Promises are to be kept. Yes, there is competition, but the multiplying effect of happy customers is

unbelievable! Love your customers. Celebrate the relationships! Send birthday cards. Show

concern. See that your customer receives something professional and wonderful every quarter. Merchandise your Mary Kay products with bright ideas.

Who answers your business phone? Remember, the impression your customer has of you must be without blemish. These are sophisticated ladies!

Understand your customers’ needs. Simply put yourself in their shoes! Treat them as you would want to be treated. Surely the Golden Rule, which is Mary Kay’s personal philosophy, says it all: “Do unto others as you would have them do unto you.”

What is the value of your customer records? They contain future bookings, recruits, and financial security. Just think of it: 300 reorder customers spending just $15 per month is $4,500 retail, or a potential $2,250 gross profit for you! Wow!

Give your customers your best, and you’ll discover new success!

Your customer deserves: Your appreciation — Let her know

you are grateful. Send her a thank-you note immediately after her first purchase.

Your genuine interest — Call her the very next day. Say, “I simply couldn’t wait to see how your new skin care routine went this morning.”

Continued education — Offer a second facial for additional glamour tips and as a way to reinforce the reasons behind the skin care steps. For those important extras such as makeup and fashion tips, keep abreast of the latest ideas through beauty magazines and the Mary Kay website.

Continued attention — Send her a card on her birthday. Call her every four to six weeks for reorders. Enroll her in PCP mailings.

To be asked for referrals — This shows that you respect her judgment. You might say, “Surely, you have a friend who hasn’t had her complimentary facial yet. I’d be delighted to be the first to introduce her to Mary Kay.” Or, “Who do you know who would share your enthusiasm about Mary Kay products?”

To be asked to host a skin care class — Let her earn points she can use toward some of the Mary Kay products she uses most or a unique gift from the Hostess brochure.

For you to follow up on referrals — Follow up right away, not in a week or a month. Always remember to thank the person who gave you a referral.

Enthusiasm and determination — Make your customers the happiest customers in town. Take care of your customers, and they’ll take care of you!

Give Your Customers Your Best Service

GOOD CUSTOMER SERVICE: MASTERING SCRIPTS

I’m sure you have heard the phrase, “Don’t re-invent the wheel.” When you are new, you are so excited that each person you call gets excited with you! It’s contagious! Do you want to keep that success going? Use Mary Kay’s proven methods! They provide great scripts that work for each new product they come out with, and your Career Essentials is full of great booking and team-building scripts. We suggest you pick one and focus on memorizing and perfecting that script for at least a month before you try another one. There is nothing more confusing than trying a different script each night. You’ll be so much more effective if you choose to focus on one and perfect it so that it comes out naturally. Then if you want to try a new one, or personalize it, you can do so with confidence. First prove to yourself that you can do it. Why scripts? 1. First, they will give you confidence. If you use a script, you don’t

have to worry about remembering it all; the information is written there for you. They also keep you focused. You’ll be starting with your friends and family, and it’s easy to start catching up and forget why you called. If you have that script sitting in front of you, it keeps you focused and gives you the best, most effective way to say why you are calling.

2. Second, they have proven to be effective! Someone else has done all the work for you- they have gone out, tried all different types of booking techniques, and found this particular one to be most effective. Obviously there are different personality types, so there are different scripts, but as you look over them, look for one you would say and stick to it.

3. Third, they are duplicate-able. While being a national sales director may only be a dream in the back of your mind right now, it’s important to start your business the right way. When you hold your first class, use the flip chart and read it word-for-word, & the people at the class will realize they can do that, too! It doesn’t make you look unprofessional; it shows that you believe in the company and what they have to say. The more classes you hold, the more you will be able to improvise, and you may not even need the flip chart. I encourage you to continue to use it, because it will be an effective team-building tool as they can picture themselves in your shoes.

Believe me, you will always have plenty of time to “wing it” when you converse with your new customers and get to know them. There will always be people who ask questions you have never had to answer before, and the more prepared you are with scripts, the more of an answer you will be able to give. While you won’t get an objection like, “I don’t think I should have to wash my face” very often, if you are comfortable with teaching proper hygiene as part of the basic skin care program, you’ll already be prepared with a response.

Customer Service: If you don’t take care of

the customer, SOMEBODY ELSE will!

It costs 6 times more to attract a new customer that it does to keep an

old one.

A typical dissatisfied customer will tell 8-10

people about their problem.

7 out of 10 complaining customers will do

business with you again if you resolve the

complaint in their favor.

If you resolve the complaint on the spot, 95% will do business

again.

Of those customers who quit, 68% do so because

of an attitude of indifference by the

company or specific individual.

In Summary, all of these facts say… CUSTOMER SATISFACTION EQUALS

SUCCESS!!!

“Attitude is a little thing that makes a BIG

difference!”

By Pamela Shaw Full Circle Team Building Just like children from different families will grow up valuing different things, looking at life from different angles, seeing situations and people from the perspective and the interests

that they have been exposed to, new Mary Kay Consultants will have that potentially different start based on what guidance they receive in the beginning, what events they are

exposed to from the start, what advice they are given, and how small, how large a picture or vision they are able to grasp of this opportunity from the start!

So, LET’S TALK ABOUT A POWERFUL START FOR YOUR NEW TEAM MEMBERS! You just got a new recruit. (I mean just now! You’re at the interview, at the meeting, face-to-face or on the phone, if out of town.) Now, what do you do and where do you

focus? First of all, THINK before you say anything. Is what you are about to say going to create the foundation of a good or bad habit, an abundant or scarcity thought?

1. SUCCESS MEETING. Tell her when, where, what to wear, and who to bring. “You will want to bring at least 5 guests with you—the 5 most influential women in your life. Tell these friends that you have just opened your business and that you’d like to get their opinion on the company!” If your new team member asks, “Are the meetings required?” please answer, “Because you are in business for yourself, ‘required’ is not the word you’ll hear very often, but I will tell you openly, the women who succeed and reach their goals are attending the meeting with consistency. Plus, I can’t wait to introduce you to the other gals in our unit!”

2. Mention BUSINESS DEBUT. This is not optional. Just like you would not expect your surgeon to ask you how you would like to go about your surgery, a new consultant will feel more confident in you when you have specific NEXT STEP advice! “Let me tell you how I am going to support you to get your business off the ground….” (Briefly explain the debut concept, a one-hour investment, what you do, what she does, the goals you will be looking to achieve [initial sales and a Perfect/Power Start booked, recruit seeds planted].) Take no more than 3-5 minutes here. If you have a checklist with her duties and camera-ready invitations for advance debut preparation, great! Encourage her to make a list of “everyone you know who has skin. If you were getting married, who would you invite? Don’t prejudge. If a names comes to your mind, write it down.” But most importantly, find a ‘tentative date’ for the debut that works for you both.

3. Explain the PERFECT/POWER START. Focus on training goals and do it briefly. “Regardless of what you want to do with your business, each consultant begins with the same goals—learning goals. Every new consultant in our unit works to accomplish these learning goals, and as you complete them, you will receive a beautiful deco-like ‘P.S.’ pin and, depending on the number of faces...15 faces, 15 days = Perfect and 30 faces, 30 days = Power determines the pin….” At your debut, I will book your first appointments with you for you to get your business off and running and your initial customers purchasing from you!

4. Explain PEARLS (60 seconds). “It’s a tradition in our unit that each new consultant recruit her first team member within her first month. You probably already know who your first 3 or 4 team members are! When your first team member orders her Starter Kit, you will receive these beautiful pearls. Who comes to your mind? Well, bring her/them with you to the Success Meeting.” At this point, ask her, “What questions do you have so far?”

5. “Your NEXT STEP will be to make a decision about products on your shelf. I will email your beauty consultant agreement as soon as I leave here, so you can have your showcase ASAP. As you know, there are no requirements, but there are many benefits and lots of free product bonuses for new consultants available right now. I’ll let our Director know you are a new consultant in our unit, and she will be calling you to answer any questions. Also, she will be mailing you a welcome packet, so look for that as well!”

6. “ANY OTHER QUESTIONS?” “Great! I am SO looking forward to supporting you as we work to make your goals and dreams a reality through Mary Kay.” (Wrap up any unfinished communication and clarify the debut date, the next time you will talk with her, what she does next, when you'll see her again, and what she needs to do for that event, etc.) Communicate FULL CIRCLE.

Common Concerns Include:

I already have a full-time job. Great! You have a lot of contacts for your first hostess! A lot of women sell Mary Kay products part-time for extra income.

I am too busy. I’m a busy person, too, and that’s why I chose you! Busy people make the best consultants. They are usually the most organized and get things done!

My children are too young. You will love the flexibility this career offers. You schedule the hours you want to work.

I have never sold cosmetics. If I could teach you to do exactly what I do, do you think you could learn, and then teach other women?

I think I will wait until . . . With all our publicity, many women will want facials and want to hear about the Mary Kay opportunity.

They could be YOUR customers and team members. Why wait?

I think I am too shy. Perfect! This career will give you an opportunity to meet so many people. All you need to know is one person. That way, you can give her the personal attention she deserves.

I hate parties. I understand. So do I. Isn’t it great that we have skin care classes, and we limit our attention and attendance to six people?

I don’t want to obligate my friends. I know how you feel. But, I found that once my friends tried the products, they thanked me for sharing with them. There are no finer skin care products

on the market today. Your friends will love the special attention you give them!

No money. If I can show you how to take $100 and turn it into $500, or $5000, could you find the $100?

I’m afraid to ask people to have classes for me. I know how you feel. I felt that same way, too. I found that training classes really helped me. After I had read the training guide and gone to classes, I felt more confident to call my friends. Besides, you only want their opinions comparing Mary Kay to what they are now using. The facial is free!!

I can’t be like you. Great! We do not want you to be like me! But instead, be the best “you” that you can be! It takes all types to teach all types.

The most important thing is to listen to

your prospect & show her you care!

Addressing Recruits’

Questions and Concerns