2013 New Consultant Notebook

Marie's M&M's

It’s Your Time-Go Get It

You were made to live a good life and that's what I believe So hit the floor say a prayer start working you got to do something

It's alright to crawl before you walk it's alright to walk before you run But if you wanna get what you never got gotta do something that you never done

Words from our ROCK STAR NATION THEME SONG

„Go Get It‟ by Mary Mary

Future Executive Sr. Sales Director – Marie Harbord It’s Your Time Page 2

Welcome to the Rock Stars’ TOP Unit! I am so excited that you have made the decision to start your Mary Kay career! As your Sales Director, I‟m looking

forward to working with you and supporting you in your new business.

I began my Mary Kay journey in October 1992 because I loved this product and figured if nothing else came from it – I

always would have the products I love at my fingertips and at a discount! When I signed my agreement I was working

more than full-time as a Legal Secretary. The flexibility of a Mary Kay opportunity allowed me to do both for 3 ½

years. After retiring from my corporate job in January 1996, we have enjoyed the „extras‟ that Mary Kay has provided

our family such as FREE Cars, beautiful jewelry, amazing friendships, college educations, vacations and so much more!

In July of 2011, when we decided that Doug would take early retirement from his company, we turned our „extras‟

business with Mary Kay into the breadwinning opportunity of our household and just 8 short months later qualified for

our 1st Pink Cadillac and tripled my income! Our children have grown up to be very successful & secure young adults.

It doesn‟t seem possible that when I began this journey they were only 12, 8, 4 & 2! Our family of 6 has grown to a

family of 11to include 3 precious grandchildren! I am passionate about women realizing their God-given potential

NOW, not waiting until their families‟ are grown; and going out and „getting‟ IT (the IT is different for each of us)

NOW! With the Mary Kay opportunity we can truly have it all – so why not?

Enclosed in this welcome packet, you will find ideas on how to get your business started, and I encourage you to listen

to the “Making a Business Plan” at 641-715-3800 Access Code: 873442# then Press 8 to listen OR log into

our website @ www.MaryKayMarie.com and go to the New Consultant page (password „rockstar‟) and you can listen

to it on the computer; within the next 24 hours. I will call you and follow up with you to answer any questions you

may have and to help you get started! I‟m sure you have many questions, as a new Consultant, I did too. We will

discuss all of your questions and concerns in detail. I am here to train and support you along your new journey. Each

week we have Success Events for training and recognition. If you are not local to me, I will locate a Mary Kay Success

Event near you. Attendance at the Success Event whenever possible will be vital to your success in this business. It is a

fabulous opportunity to learn the business and get to know other Consultants and Directors.

We just completed our first year as a Circle of Achievement unit selling more than $355,000 and a Top 10 Most

Improved Unit in the State of Texas. Our goal this year is to reach the Circle of Excellence status and earn the Top

Director Trip to Beijing, China! I am looking for women who desire Directorship NOW! Will one of them be YOU?

Whatever goals you have for your own Mary Kay business, I will be watching with pride as you carve your own path

and pursue your dreams!

As your Director, it‟s my job to match my time with 100% of your efforts. This business is truly what you design it to

be and I‟m here to help in any way that I can. Again, congratulations on your new business and welcome to the Rock

Stars Unit!

Marie Harbord, Future Executive Sr. Cadillac Sales Director 265 Fox Trot Lane

Double Oak, TX 75077 817-490-9285 Home Office 214-228-3425 Cell phone

[email protected] Find us on Facebook – Ree’s Rock Stars Fan Page

Unit Website: marykaymarie.com Unit #R780 – Ruby Go-Give Division

http://www.marykaymarie.com/


‘Getting to know you form’ on our unit website (marykaymarie.com)


MK Crystal Initial Necklace

I have put Mary Kay on my voicemail; “Hi, you‟ve reached the Harbord residence and the home office of Marie Harbord, beauty consultant with Mary Kay Cosmetics, please leave your name and # . . .”

Business Card Holder


Agreement Date:__________ Signature Look Expires:_________




Power Start Booking Script Read and re-read this over and over until it sounds natural to you. Then call your friends and book your Power Start! “Hi _________, this is ________. Guess what … I‟ve joined Mary Kay as a beauty consultant. I‟m really excited and scared to death. I need a favor and thought of you because I knew you‟d laugh with me and not at me. This month, I have been challenged to do 30 practice facials. Is there any reason why you couldn‟t be a face for me and invite a few friends over I don‟t know? You see, I‟m supposed to be practicing on strangers. It‟s just to practice my presentation and technique. They don‟t even have to buy a thing.” (Wait for response) “Great, let‟s pick a date that‟s good for you.” (Select a date during your Power Start) Now we need to have at least 3 people there, but you can invite 5-8 besides yourself. Talk to some people about coming and I will call you the Friday before the party to get their names and numbers so I can find out about their skin type. By the way, just for doing me this favor, you‟ll get to choose some free Mary Kay products for yourself! You‟ll find that the product is incredible! One last thing … these practice faces … I have to hold them within the 30 day time period to get credit. Promise me nothing will keep you from holding this appointment for me. Thank you so much for doing this. You‟re such a great friend. I can‟t wait to get together with you!”

Booking someone for a Career Survey with your Director

“Hi _______ this is _______. Is this a good time? Great! As you know, I am brand new in my Mary Kay business and my Director has challenged me to do 5 training calls this week for me to learn more about this business opportunity. Is there any reason why you couldn‟t help me out by doing a 3-way call OR meeting in person for coffee for about 20-30 minutes so I can learn more about what I am doing! It would really help me out.” (Wait for response) “Great, will tomorrow morning or evening work best for you?” (Pick a time) (Training Calls are a great way for you to learn more about Mary Kay as you build your business and it is a great way for other women to hear about our wonderful opportunity!)




OVERCOMING TEAM BUILDING OBJECTIONS:

1) I AM JUST TOO BUSY! Question: If I can teach you how to make $200 a week working only 3 hours a week, could you find 3 hours? OR Ask her about her current schedule for a week and suggest some times maybe she could plug MK in to some slots.

2) I’M JUST NOT THE SALES TYPE! Question: Great! Would you believe that 90% of Mary Kay women aren’t the sales type. We look for women that can simply teach other women how to feel better about themselves through skin care and makeup…or even by sharing this incredible opportunity and impacting their lives! Would you agree that every women buys skin care and makeup from somewhere? Why not buy the #1 best selling product from you. I believe now days, we don’t get service like we should, and b/c you will provide a great service to your customers, they will even have another reason to buy from you!

3) I REALLY NEED TO TALK TO MY FAMILY OR HUSBAND! Question: What do you think your husband will say? Great…why don’t we go ahead and fill out your agreement and if for some reason he has any questions, I will be more than happy to answer them, and then if he still says no, then we can tear up your agreement and you can remain a great hostess.

4) I DON’T KNOW THAT MANY PEOPLE! Question: Do you know 1 person that could be a face for you? If I can teach you how to turn 1 person into all the other people you will ever need to know…would you be willing to learn? 5) I DON’T HAVE THE MONEY! Question: Do you have access to a credit card? OR If I can show you how to earn $100 in 2 weeks, could you find someone that can help you get started?

6) JUST NOT NOW…NOT A GOOD TIME! Question: If you were to do Mary Kay, what would be your reason? (find out their why and overcome the objection). If I promise to hold your hand and teach you how to do this, what would keep you from getting started today? Offer a signing bonus! The key thing is once you have overcome the objection…don’t stop there! Ask “Is there any reason why we can’t get you started today?” 95% of objections are wrapped up in these 6!

WORKING THROUGH BOOKING OBJECTIONS LISTEN to the objections – CLARIFY what she says – ACKNOWLEDGE the concern and OFFER the solution. TOO BUSY: “I understand ____. You know, I’m a really busy person too, so I can appreciate that! It may take us an hour or so to find your special needs and preferences, but after that I can save you an enormous amount of time – you’ll never have to go to the mall again for your cosmetics. I can save you money too! Which would be better for you, ____or ____?” NO MONEY: “I understand ____, are you aware that Mary Kay is a third to half less than anything at the department stores and you never even have to pay full price for our products. We have discounts and lots of ways to get it free; we even have No Interest Payment Plans! Plus, there’s no obligation to purchase. I’d just appreciate your honest opinion. Which would be better for you, ____ or ____?” USE CLINIQUE (or another brand): “Great! You obviously appreciate good cosmetics! You know, we never find anyone who doesn’t like Mary Kay at least as well, if not better than Clinique – I’d love to get your honest opinion –is there any reason you couldn’t compare your ____ to Mary Kay? You can have a glamour item fat half price just for giving me your opinion. Which would be better for you, ____ or ____?” Offer the item FREE when she brings a friend! You might also ask, “May I ask you what (Clinique products you’re using?” (Often it’s just a lipstick or blush.) I TRIED MARY KAY ONCE AND BROKE OUT! “I’m sorry you had that experience – may I ask how long it’s been? (Explain product changes) _____, may I ask you what you mean by “broke out”? Was it blemishes? (Wrong formula) or little red itchy bumps? (A “sensitivity to” possibly one of the products – doesn’t mean she can’t use the whole ling – some people have a “sensitivity to” milk and strawberries!) Is there any reason we couldn’t work together to find the perfect program for you? Which would be a better time for you, ____ or ____?” SHE STILL RESISTS: “Tell you what – Here’s my card, if you ever change your mind, will you give me a call? I’d love to be the one to show you our products!” OR “Here’s my card, if you know anyone who would like to try our products, would you pass it on?” ALWAYS LEAVE WITH A ‘YES’.


NO SHOWS, CANCELLATIONS, POSTPONEMENTS… “Oh My!”

Nothing is more frustrating in this business than cancellations. It‟s the reason I almost quit as a new Consultant. Every time someone cancelled I was hurt, disgusted, angry and frustrated. I then realized that what I thought was coaching was simply polite chit-chat. After about 5 parties cancelled in a row in one week, I knew I had to get serious about coaching or else. I went from 5 cancelling to about an 80-90% holding rate (well above the company average) using the steps outlined below. STEP 1: COMMITMENT STATEMENT AT TIME OF BOOKING: Once you have confirmed the appointment as a definite appointment it is imperative that you use an effective commitment statement. It has to let the customer know you‟re serious while still making her feel welcome and excited. I like to sandwich the serious part between two fluff sentences. Here are some examples. You can design your own, but if it‟s not working, it‟s not serious enough. I usually even laugh when I talk about a “broken arm” or “short of death”, but they get the point. If you don‟t tell them this is important, they will not know it is. COMMITMENT STATEMENT SCRIPT OPTIONS: … I am so excited to get together with you. You‟re going to love your new look. I need to ask you one more thing. Will you promise me, heaven forbid something horrible happens like you break your arm or something worse, that you will call me, if at all possible 48 hours in advance, so I can schedule someone else in your spot. My schedule is so tight, it‟s crucial that every single appointment I schedule holds. (wait for a response…) Thank you so much. I know we‟re going to have a great time. I‟ll be call you ______ for the names of anyone you‟d like to bring and I‟ll see you on _________ (day of appointment). … Thank you so much for agreeing to come and be my model. I can‟t wait to see your before and after pictures in my portfolio. Just so you know, I have to have a model there to participate in the class so I‟m really counting on you to be there. If for any reason an emergency comes up and you aren‟t able to make it, think of someone 2nd best you could send in your place so I will still have a model. I‟m hoping that won‟t happen because you‟re going to love your look and be fabulous. See you _____ (day of appointment). … I‟m thrilled to have the chance to get together with you and your friends on ______. I just want to warn you that I have found that at times some women can be kind of flakey. If for any reason your friends cancel on you at the last minute, I don‟t want you to take it personally or feel bad. You‟re the most important person I want to have there anyway! Even if it‟s just you and I, we‟ll still get together on ______ ok?


… We‟re going to have a great time at your appointment, but I want you to know that I‟m not one of those „fly-by-night‟ makeup ladies. This is my business and I take it very seriously. I have a specific amount of appointments available so it‟s crucial that we hold our appointment on the date we schedule. Promise me that nothing short of death will keep you from coming then, ok? STEP 2: FOLLOW-UP NOTE (Sent the moment you get off the phone): Mary, I just wanted to let you know how much I am looking forward to getting together with you and your friends. I have everything organized and have my schedule arranged for June 10th. I‟ll be calling you‟re the Friday before for the names and numbers of your friends. We‟ll have a wonderful time. Can‟t wait to see your new look! Thank you, Susie Consultant. STEP 3: OBTAINING THE GUEST LIST: Every Friday is coaching day for the next week‟s parties. Find out at the time of the booking where and when you can call her the Friday before the party so you‟ll know how to get a hold of her. This is the hardest part of the party but worth the time investment. Start early in the day and call her for the guest list. She won‟t have it 90% of the time, that‟s ok. Your call will go something like this: Hi _____, I‟m so excited about your party on _____ and I‟m just calling to get the names and numbers of the friends you‟ve invited to come. (She‟ll probably say she hasn‟t had a chance yet.) No problem, I just have to have it by today so I can spend the weekend getting everything ready and put together for our party. As soon as you get a 10 minute break today, call your friends and then call me back by 3:00 with who‟s going to be there. She will probably not call you … So you will call her back at 4:00 and say: Hi ____, I wasn‟t sure whether or not you had tried to call because I‟ve been in and out so much, so I thought I‟d better check back with you for the names and numbers of your guests. (She may still not have them.) Let‟s do this. Give me the list of the people you are planning to invite. I won‟t call them until Saturday and that will give you time to get in touch with them. (Get a tentative guest list.)







TOP 10 Tips for Success Adapted from Pamela Waldrup Shaw, NSD & ESSD Katherine Ward

#10 Always have a clear-cut goal! Do not pre-judge a response! ASK!

#9 Do not “re-invent” the wheel. We share a 50 year Success Heritage,

and you are part of an amazing company and unit! Take advantage of the

Simplicity of the Steps to Success!

#8 Wear only Mary Kay products – Head to Toe! Dress professionally and

look the part! Would you go to a dentist who has no teeth?

#7 Listen to MK training/inspirational CD‟s while dressing and driving! This

will only lead you to further success by learning from the TOP

DIRECTORS AND NATIONALS!

#6 When asked how you or your business is doing, the answer is always,

“GREAT”!! People really don‟t want to hear anything else!

#5 Never attend a meeting without guests AND never miss a Success

Event!

#4 Weekly, turn in a Weekly Accomplishment Sheet to your director and

adopted director. If you want to play ball with your director, send her

your weekly IPA (Income Producing Activities) sheet! Communicate!

#3 Always carry a business card and samples to give away as you network

your business!

#2 Think BIG! Whatever you believe, you can achieve! In MK, the limit on

your thinking is the only limit on your success. No matter how big you

“think” you‟re thinking right now, THINK BIGGER!!!

#1 Treat your money, your schedule, your time, and people with respect.

Prioritize time and attention to care for each … when you treat your

business like a business; it will pay you like a business!

Documents

2013 New Consultant Notebook