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“This is a season to reflect. We must never lose sight of the purpose. Always remember, you can make a difference! Thank you for lighting up the lives of so many.” Mary Kay Ash Strategy Handbook Brought to you by: PINK Cadillac Sales Director Irvene Foster and the South Florida Sales Directors

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Strategy HandbookBrought to you by: PINK Cadillac Sales Director Irvene Foster and the South Florida Sales Directors

This is a season to reflect. We must never lose sight of the purpose. Always remember, you can make a difference! Thank you for lighting up the lives of so many. Mary Kay Ash

This packet contains awesome planning information for making the most of your holiday sales including:

Holiday Time Table

Christmas Strategy Contact List

Holiday Plan of Action

Countdown to Christmas

$10,000 Christmas Sales Plan

$12,000 Christmas Sales Blitz

Earn $2,000 by Christmas

And LOTS More...

Plan Your Work and Work Your PlanMary Kay Ash

Step 1: Choose your strategy Listed below are the main holiday selling ideas! Choose 1 or 2 ideas that best fit your time, energy and personality! A. Holiday Coffees / Trunk Show / Gift Shows / Pampering Parties B. Open Houses C. Gift Giving Services for Businesses, Husbands, Family & Friends D. Velocity / TimeWise Classes / Holiday Makeovers Step 2: Set a Plan of Action A. Use a Weekly Plan Sheet or Calendar & schedule dates and times B. Commit to implementing the selling ideas you have chosen C. Take into account personal events, shopping, cooking making, etc. D. Set specific goals E. Create your plan with your family F. Use the guidelines in this packet Step 3: Evaluate your success and make notes for next year I am choosing the following ideas: My holiday retail goal is: I want to build my business because: I want to add team members (#): What worked best: What Id change: ____________________________________________ ____________________________________________ ____________________________________________ ____________________________________________ ____________________________________________ ____________________________________________

Holiday Time TableSeptember 1st14th Plan your Christmas Strategy Call all your customers and offer them a $75 for $35 for all Hostesses who have 3+ guests,

$100 in class sales and one class booking! This is great for moms and daughters, Velocity, TimeWise classes, Trunk / Gift Shows or Office Pampering Parties! September 10th15th Complete your Star! Order your holiday items early. Set up preview appointments with your best customers to get their opinions of what they

like. This will help you with Holiday inventory ordering. September 16th30th Begin your preview appointments with customers. Begin sending letters and making follow up calls to local businesses. Start with business

owners within your customer base. Hold appointments that you scheduled the 1st part of the month. Do your own personal shopping using our wonderful Mary Kay products and gift items!

October 1st15th

Set your goals Retail Sales, interviews held and new team members. Have guests to every meeting! Start showing, telling and smelling with everyone you come in contact with. Have your Go-Tote filled with samples, fragrances and Look Cards. Hand out 3 a day for best results. You are planting seeds for your future! Have 1015 Hostess Packets and Recruiting Packets with Consider the Possibilities CDs prepared. Start following up with PCP customers. Target: Booking Skincare Classes, Fall Makeovers, Nail Care Classes, Pampering Parties (Satin Hands and Body Care). Offer a variety of choices based on her personal needs. Get in front of them with the products so you can get a wish list filled out for her, interview her and meet more wonderful ladies. Offer a free lipstick / liner to your customers for allowing you 15-30 minutes to share your Career Opportunity so they can earn extra income during the Holiday Season. Tie this in with the above appointment if possible. Now is the time to start booking office visits to do Shopping Coffees / Holiday Preview Parties during break / lunch time at customers place of employment or in a neighbor hood setting. Continue to follow up with businesses, always adding more to your list. Look ahead at your fall calendar and schedule your Open House (this is for Consultants with ample customers locally to them).

Holiday Time Table ...continuedOctober 16th31st

Continue booking Wish Lists and warm chatting with the Go-Tote. Have guests at every meeting! Offer a free nail color for coming. Make sure you have everyone fill out a Wish List! Order items from the holiday catalog for your own gift giving needs. Send out letters to husbands on your list. Offer a variety of classes. Skincare, glamour, nails, pampering, On-the-Go, etc. Begin to talk to everyone about preparing for the holidays. Remind everyone of your gift giving / wrapping service. RECRUIT! Build your team in October so they can take advantage of holiday selling season and the tax advantages for the entire year. November 1st15th Continue booking, Wish Lists and warm chattering with the Go-Tote. Now you can offer

Holiday Makeovers. Have guests at every meeting and at any event in your local area. Begin follow up with men youve contacted using the Wish Lists you may have. Many may

not be ready to buy but youve planted a seed. Ask when you could call back. Continue following up with business leads. If they are not interested in large gifts, ask if

theyd be interested in you coming and offering hand massages with the Satin Hands products to offer a break for the employees. Keep track of community events through local papers or flyer. Churches, schools, local

business to do womens teas, etc. What a great opportunity for you to offer your services to have a pamper station or table or treats. Be Creative! Many businesses may want to offer a special goody to customers during the Holiday time. Keep your ears and eyes open and make suggestions. You could provide a Pamper Goody bag with a hand cream and $10 Gift Certificates to use at their facial and makeover or Domain for men sample and $10 Gift Certificate. Charge your cost plus supplies. Its a great way to meet new women. You can choose to put a minimum purchase price on the Gift Certificate. Send out your Open House invites, if you are holding it the last weeks of November. Good dates to choose would be November 16th18th or November 30thDecember 2nd. RECRRUIT! What a great time to begin a business. Your own holiday shopping at cost! November 16th30th Continue with booking, wish lists and warm chattering with Go Tote! Have guests at every meeting and at the Career Brunch. Follow up with Open House invites, Call EVERYONE and make sure they dont miss the free

gift for sending their RSVP. Book those that cant come for another time. Set up your Open House if booked during this week. Keep it simple! Recruit! What a great time to begin a business for shopping at cost, extra income

for the holidays and tax benefits.

Holiday Time Table ...continuedDecember 1st15th Finish your Star Consultant Prize Contest by December 15th. Follow up with all husbands. They are getting serious now! Talk Twelve Days of

Christmas! Follow up with all Wish Lists. Continue Booking (help them prepare for holiday parties), wish lists and warm chattering with Go-Tote! This is a great time for Gift Shows. Have gifts with you at all times; in your car, in a basket to carry with you wherever you go. Have stocking stuffers available (Hand Creams, Energizing Foot, etc.) Slip in a corsage type goody bag and tie with a ribbon. Delivery any Twelve Days of holiday gifts. Book shopping coffees (attachment section for sample invitation) Offer to have a fancy party dress night for make-up training. Consider last minute Open House. RECRUIT! Still time to get gifts at cost, take advantage of the tax benefits and prepare for an exciting new year of possibilities.

December 16th23rd Call all your customers for their own personal needs. They often forget to call to

reorder during the hustle and bustle. Remind them of your last minute gift ideas and stocking stuffers. Ask if she sees any gifts under the tree with her name on it. It not, find out who her Secret Santa is and get her Wish List. Deliver to offices as often as possible and bring your basket in with stocking stuffers and sets. Always have gifts in your car. This is a good time to put leftover sets in the trunk of your car and visit some local businesses. Ask employees if theyd like to shop. You can offer a discount on gifts sets left, if you choose. December 24th and 25th Spend time with your family but be prepared for some last minute panic calls on the 24th. December 26thJanuary 1st Follow up with Gift Certificates put in gifts given. Book NEW YEARNEW YOU classes.

Christmas Strategy Contact ListBusinesses to Contact for Gift-Giving Service Business 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ Telephone _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ Contact Person __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________

Customers Name 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________

Santas Name _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________

Spouse/Spice Tele __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________

Holiday Coffees, Holiday Makeovers, Trunk/Gift Shows & SCC Customers Name 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ Santas Name _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ _______________ Spouse/Spice Tele __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________ __________________

101The Holiday Preview Kitallows you to offer your customers a sneak peek at the exciting limited-edition products that will be available for them to purchase for the gift-giving season. Youll also want to make sure to have plenty of the regular-line products you know your customers already use and love, especially skin care. Combine this with the following suggestions from Independent Senior Sales Director Anna Sempeles, a Holiday Open House pro. Theyll help you get your holiday sales soaring and that will help us achieve the 5 million party goal! 1. Get a guest list together. Include everyone! Send your invitations two to three weeks in advance! Follow up with a phone call or e-mail reminder. Then give a small gift like a Mini Satin Hands Hand Cream to the first 20 people who RSVP. 2. Use candles, music, festive lighting, food and pretty tablecloths. Get creative! This event can establish you as a year-round gift source for your customers. 3. Offer pre-wrapped gifts that vary from $8 to $20 and a few priced from $25 to $75. This takes the guesswork out of shopping and appeals to those who want a gift thats ready to go. 4. Have a table for stocking stuffers! You could have several stockings laid out on a table with items already stuffed inside, like supplements or a Two-Minute Look or all products under $10. 5. Create several looks to display in the Mary Kay Compact and Mary Kay Compact Pro with color products that have a special holiday look. Offer them as complete sets ready to grab and go. 6. Build on the momentum with booking incentives. Ask customers to book a class in December or January, and as a bonus, offer a small gift on the spot. 7. Hold prize drawings. Give away small product gifts throughout the open house to keep things energetic and fun. 8. Have a Virtual Makeover station with a laptop set up where you can help customers create their own color looks. 9. Dont forget the guys! Consider displaying the limited-edition MK Men Grooming Set and the limited-edition body and hair shampoos in Domain and MK High Intensity scents. Group them with their corresponding fragrances for the perfect gift. 10. Consider showing several fragrance set options. For example, you could group a Bella Belara Eau de Parfum with its corresponding limited-edition body lotion, a limited-edition fragrance solid compact with its corresponding limited-edition Shimmeriffic body powder, or all four products together! This gives shoppers several price options.

Heres an 11-week plan. Begin the 1st week of October & end on December 15th

WEEK

SELL

ORDER

PROFIT

CUMULATIVE

1 2 3 4 5 6 7 8 9 10 11

$400 $400 $400 $400 $400 $400 $400 $400 $400 $400 $400

$200 $200 $200 $200 $200 $200 $200 $200 $200 $200 $200

$200 $200 $200 $200 $200 $200 $200 $200 $200 $200 $200 $400 $600 $800 $1,000 $1,200 $1,400 $1,600 $1,800 $2,000 $2,200

This is a realistic way to have a $2,200 profit to buy your family the Christmas gifts of their dreams. Just take your holiday products with you to work every day. Let everyone shop while you watch! If the average customer selects three items from the Holiday Look Book, that is an average sale of $72 per customer. Or if you want to make it simpler, you only need 8 customers a week buying $50 each and youve met you goal!

$10,000 Christmas Sales Plan1. 2. 10 Silent Hostesses sell $150 each Contact 10 husbands who have their wives Wish List at $100 each or 20 husbands at $50 each 3. 4. 5. 6. 7. 7 holiday coffees at $150 each (30 minutes) 1 Skincare Class per week thru Christmas at $150 each Holiday Open House (1 at $500 or 2 at $250) Contact businesses for 100 employee gifts at $20 each Contact doctors, lawyers, office managers & realtors for 50 gifts at $30 each = $1,500 = $1,000 = $1,200 = $2,400 = $ 500 = $2,000 = $1,500

TOTAL

$10,000

Focus, Book and have a Great Holiday

Remember: You can make anything happen with a plan and your action to back it with. NEVER stop believing in yourself!

$12,000 Christmas Sales BlitzSelect 20 of your favorite Hostesses or Customers...call them and say: Hi _______________, this is _______________ with Mary Kay and I am so excited! I have a super offer for you! How would you like to do your holiday shopping at 50% off? On __________ and __________ I will be holding a Holiday Blitz at my home. All you need to do is bring 10 friends over for refreshments and check out the great gift ideas Mary Kay has this season! The times to shop are 10:00 am, 12:00 noon, 2:00 pm, 4:00 pm and 7:00 pm. Which would be best for you?" Do this Friday and Saturday, or on two Saturdays. Make sure you do Satin Hands as they arrive! (It has been suggested that you hire a teen or two to help out.) Give each guest a Profile Card to fill out and a Sales Ticket. Show the products and special sets and have them fill in their tickets! It's so simple! Plus! You'll have 200 new contacts, and your books will be full for January! Time Spent: 1 day on phone booking hostesses: 8 hours

1 day setting up displays:

8 hours

2 days holding the event (9 hrs each day):

18 hours

2 days to prepare orders (8 hrs each day):

16 hours

2 days playing Santa delivering orders (5 hrs each day):

10 hours

Total Hours:

60 hours

$6,000 profit in 60 hours = $100 per hour

I am taking my Holiday Show on the road. I will be out and about the week of ____________________ to bring all the latest new products for you to see by appointment. I will have gifts in a limited price range with me and have more to offer. If I dont have what you're looking for just ask and I will whip up the items for you in Holiday fashion. I would like to call and make an appointment for 15 minutes to have you take a look at all I have to offer. I will take your order at that time and it will be delivered, wrapped up, free of charge and ready to go under your tree in time for your gift giving. It will work like this; we make an appointment, I show up and you take a look, hear Holiday music, be served a snack and you can shop hassle free from my vehicle. You dont have to get dressed up, drive in the mad rush, get pushed and shoved around to find out that what you want isnt available. Shop early; avoid the hassle, no wrapping and stress free. Who could ask for anything more? Well, I have something more to offer. When I call and you have a HOLIDAY SHOW of your own, you will win FREE product or a big discount on all you want for the holidays. Let me know! I will be accepting 1/2 the price of the gift item plus tax at that time and Ill deliver on set datesyour choicein December and collect the other 1/2 at that time. I take MasterCard, Visa, Check or Cash. Your preference or some of each is ok. We can even do a lay-away plan if thats what you need. My terms are flexible.

Extra Holiday CashSCHEDULE A HOLIDAY TRUNK SHOW!!!Call and schedule an appointment with a customer at her work. Have her and her coworkers join you in the parking lot. Make sure to have your trunk decorated, holiday music playing on a portable player, hot spiced cider in a thermos, disposable cups and maybe some cookies. Your products should be packaged beautifully. Take the orders, have them pay you at least half + tax and you make arrangements for delivery. If they pay all at the Trunk Show, give them a 510% discount on their order. Let your customer know that she will receive a Hostess Credit. Ask her what she would like F.R.E.E. in our entire line and give that to her when she has at least $__________ in sales. Make sure to base the sales amount she needs to have on how much the product costs that she wants to receive free. How about setting this up at your husbands work, with your kids teacher, etc.? Remember, this is the season that retailers make big bucks. If people are going to spend, they might as well spend with YOU! Happy Selling!

Holiday Shopping CoffeeIdeas from Several Directors Collected By: FESD Sarah Hjelle-Bjorgaard 1. How to Invite Them: How would you like to get anything you want from Mary Kay at 1/2 price? Well its easy and its fun! Simply have a Holiday Shopping Coffee. Invite as many women as you would like and when we sell 10 items, you will get to go on a HALF OFF holiday shopping spree! No one will take off their make up, however they will receive some special pampering! When would be a good time to get together? Beginning of the week or the end of the week? 2. Hostess Coaching: ~ Set a date to follow up and find out how many women are coming. ~ Ask her for the addresses so you can send a confirmation postcard. 3. How to Display Products: ~ Package sets in sheer bags, holiday bags or baskets but make it simple. Use what the company has for us already! Look at your Applause Magazine and Look Book for ideas! ~ Have one table display (consider using a black cloth over the top of some empty boxes to add height variation. ~ Light some scented candles and play holiday music. ~ You can also include three to four gift ideas that are already packaged up. 4. Conducting The Coffee: ~ As the guests arrive, introduce yourself and get to know them. (you may want name tags) ~ Have hostess serve them coffee and cookies. ~ Give each guest the following items: Profile Card, Look Book and Set Sheet (instruct them to use the set sheet through the presentationfill in favorite sets and wish list. ~ Have Guests fill out Profile Card prior to beginning. ~ Thank hostess and romance your Holiday Hostess Program. Give gift in holiday gift bag ~ Talk about Door Prizesmust earn tickets to be in the drawings. ~ Talk about how they can earn tickets. (1st five tickets for booking). ~ Pick up 1st set on the set sheet and romance. (Do a hand facial with opposite skin color foundation after you finish talking about the Miracle Set) For the rest of the sets you may want to have some DEMO products so that they can demo at least one of the items in each set. Refer to their profile card when you are talking about the products. If they are smelling multiple fragrance items, pass around a champagne glass filled with coffee beans to smell prior to the next set. ~ Instruct guests to circle items they like on their set sheet. ~ Show Satin Hands as the last set and demo to wash off foundation. 5. Closing The Coffee: ~ ROMANCE how the get THE BAG like crazy! Must purchase any four sets! You arent giving product discountsyou are just giving the bag for 4 sets! Only $12.50 out of your pocket!!)~

Give 1 ticket for every $20 that is purchased (10 bonus tickets for roll up bag).

Join us for food, fun and an opportunity to do your shopping the Mary Kay way!Hostess: Date: Time: Phone: R.S.V.P: ____________________________________________ ____________________________________________ ____________________________________________ ____________________________________________ ____________________________________________

Location: ____________________________________________

Mary Kay Has GREAT Gifts for Everyone On Your List!

Join us for food, fun and an opportunity to do your shopping the Mary Kay way!Hostess: Date: Time: Phone: R.S.V.P: ____________________________________________ ____________________________________________ ____________________________________________ ____________________________________________ ____________________________________________

Location: ____________________________________________

Mary Kay Has GREAT Gifts for Everyone On Your List!

______________________________ ______________________________ ______________________________

Youre Invited to my RAZZLE DAZZLE Party!

__________________________ __________________________ __________________________ Surprise! Indulge! Delight!

______________________________ ______________________________ ______________________________

Youre Invited to my RAZZLE DAZZLE Party!

__________________________ __________________________ __________________________ Surprise! Indulge! Delight!

Razzle Dazzle Holiday Shows IdeasRAZZLE DAZZLE Shows are fabulous to have all through the year but especially during the holiday season! Dont get caught up on the details, just go do some RAZZLE DAZZLE parties and you will find your own zone and have a blast! Go RAZZLE DAZZLE your customers and your HOLIDAY season! You can also check out pictures of Auri Hatheways displays at www.aurihatheway.com.

BELOW ARE SOME GREAT DETAILS FOR YOUR SHOW

Upbeat music playing when guests arrive Mail out RAZZLE DAZZLE invitations in clear or pink envelopes sprayed with one of MK perfumes! Set up a PINK Winter Wonderland Pal pink fine feathers glued around trim of Miracle Sets with pine cones Five of every gift set and product should be on display Sparkling water and three raspberries in martini glasses Martini glasses on silver trays with feather / furs glued around the edge Puffed up purple color fusion bags (5-6) tray with fur covered edge Pink candy in pretty glass bowls or small glass holders Pretty glass or decanter for coffee beans Small premade bows with Velcro attached to mini Satin Hands Sets $40 plus get FREE Gift-With-Purchase Buy one set and receive the 2nd set at 1/2 price Buy two sets, receive the 3rd free Each guest receives a clipboard with a Look Book, Survey, Wish List, Profile Card, Sales Ticket with a PINK bow ornament on top One ticket to each guest for coming to the show Five tickets to the first guest that arrives Mrs. CAB Quick I-Story MK Corporate Information Play a game Book a show and the Hostess will receive an MK Brush set at half price Use all MK Gift Bags with puffed pretty tissue paper Sparkly jeweled Christmas ornaments to decorate All gifts include a FREE Consultation and a $10 Gift Certificate Thank Hostess, explain huge goal to hold 20 RAZZLE DAZZLE Shows in month Skincareone hand onlyfoundation on both handscompare Pass baby wipes to clean hands Pass mens set to smell and test Stocking stuffers on Christmas (Lip Glosses) Christmas tree made of PINK featherscenter of display 10 Oil Free Eye Makeup removers surrounding base of tree with sparkly ornament around the cap hanging down front (take out of Boxes, leave boxes hidden) When buying a stocking stuffer WEAR the new holiday COLORS ON YOUR FACE when doing the Party! Fill in survey sheets, first one done gets 5 tickets Raffle off prize for winning ticket holder Offer new ticket for each $100 spent and winner will get 50% discount for one year on all MK purchases with you!

Razzle Dazzle Dash Out the Door Skin Care Class SuppliesPlease be sure to have these items with you at EVERY appointment.

Section 1 ItemsPrivate Spa Collection Satin Lips Set Miracle Set Foundations Dual Coverage Powder Ultimate Mascara

Section 2 ItemsFacial Cloths Customer Profile Card Beauty Book or Look Book Sales Tickets Face Case / Styrofoam Tray Disposable Mascara Wands 2 Sponge Tip Eye Applicators

Items to BuyGo to the $1 Store Hair Bands/Clips Pens Cotton Pads

TWAS THE NIGHT BEFORE CHRISTMAS PASS-AROUND GIFT EXCHANGE(Read fairly slowly pausing at punctuation)

The group forms a circle or sits in a straight row (separate circles or rows if males and females are present). Each holds the gift he brought to the party. While the poem is being read, each person passes his gift to the person on his right when reader says RIGHT; when reader says LEFT, each passes the gift he has to the left. The gift each person has in his hands at the conclusion of the poem is his to keep. NOTE: No one will receive the gift he brought if all pass gifts as directed.Twas the night RIGHT before Christmas when RIGHT through the house not a creature was LEFT stirring, not even a mouse. The stockings were hung RIGHT by the chimney with care, in hopes that St. Nicholas soon would be RIGHT there. The children were nestled RIGHT snug in their beds, while visions of sugarplums danced RIGHT in their heads, and mama in her kerchief, and I in my cap, had just settled RIGHT down for a long winter's nap. When RIGHT out on the LEFT lawn there rose such a clatter, I sprang RIGHT from my bed to see what was the matter. Away to the RIGHT window I LEFT like a flash; tore open the shutters and threw up the sash. The moon on the breast of the new-fallen snow LEFT a luster of midday to objects RIGHT below. When, what to my wondering eyes should appear, but a miniature sleight and eight tiny reindeer. With a little old driver RIGHT lively and quick; I knew RIGHT in a moment it must be St. Nick. More rapid than eagles his coursers they came; and he whistled and shouted, and called them RIGHT by name: "Now, Dasher! Now, Dancer! Now, Prancer and Vixen! On Comet, on Cupid, on Donder and Blitzen! To the RIGHT top of the porch! To the LEFT top of the wall! Now dash away, dash away, dash RIGHT away all!" As dry leaves that before the wild hurricane fly when they meet RIGHT with an obstacle, mount RIGHT up to the sky, so up to the housetop the coursers they LEFT flew, with a sleighful of toys and St. Nicholas, too. And then in a twinkling, I heard RIGHT on the roof, the prancing and pawing of each little RIGHT and LEFT hoof. As I drew in my head and was turning LEFT around? Down the chimney St. Nicholas came with a bound. He was dressed all in fur, RIGHT from his head to his LEFT foot, and his clothes were all LEFT tarnished with ashes and soot. A bundle of toys he had flung RIGHT on his back, and he looked like a peddler just opening his pack. His RIGHT and LEFT eyes, how they twinkled! His dimples, how merry! His cheeks were like roses, his nose like a cherry! His droll little mouth was LEFT drawn up like a bow and the beard LEFT on his chin was as white as the snow. The stump of a pipe he held RIGHT in his teeth and the smoke it encircled his head like a wreath. He had a broad face and a round little belly, that shook when he laughed, like a bowl full of jelly. He was RIGHT chubby and plump, a RIGHT, RIGHT jolly old elf and I laughed when I saw him in spite of myself. A wink of his LEFT eye and a LEFT twist of his head, soon gave me to know I had nothing to dread. He spoke not a word, but went RIGHT straight to his work and filled all the stockings; then turned with a jerk and laying his finger to the LEFT of his nose and giving a nod, he LEFT up the chimney he rose. He sprang RIGHT to his sleigh, to his team gave a whistle and away they all LEFT like the down of a thistle. But I heard him exclaim, as he LEFT--out of sight, "Merry Christmas to all and to all a good night!"

Overcoming Bah-Humbug

Holiday Booking ObjectionsThe holiday season offers unique opportunities to serve your customers and earn extra money! With so many activities during the holidays, some of your prospective hostesses and guests may not be able to see how easily a Mary Kay skin care class or open house can fit into their schedules. The following suggested dialogues can help you overcome your prospects excuses. Remember, an initial no response usually means, I need more information. Tell me how holding a class will benefit me. You can use these dialogues to help you schedule additional holiday bookings with ease!With the holidays, Im too busy with parties and family gatherings.

(name) , thats wonderful. Your friends and relatives will really appreciate an invitation tojoin you for a complimentary makeover where theyll learn how to develop a good skin care routine. Lets set a tentative date for your class with the understanding that if the time comes and you find it inconvenient, you can call me and change the date.Ive just about finished my holiday shopping.

As usual, (name) , youre so organized. I always leave stocking stuffers until the last minute.Ill bet some of your friends are the same way. If you give them an opportunity to avoid crowded department stores by shopping in your home. You can earn hostess points toward a lovely gift for yourself. Which part of the week is better for you, the first part or the latter part?Oh, my relatives will be visiting from out of town.

Thats fantastic, (name) . Not only will they enjoy getting together, I know your (mother/ sister/aunt/cousin) will appreciate your thoughtfulness in arranging their complimentary Mary Kay makeovers. You may want to ask a few friends, too which part of the week is better for you, the first part or the latter part?Keeping up with kids activities this time of your really keeps me on the go.

I can understand that, (name) . This is a busy time of year for most people. Thats one of the reasons I selected you. I know youre always concerned about looking your best, and you could probably use some time to be pampered. Why dont we schedule a complimentary makeover for next week? Lets look at my datebook and see what time is better for you: the first part of the week or the latter part? Morning or afternoon? You may want to ask a few friends or other mothers you know to join us.The kids will be home from school.

I bet there will be times when youll want to get away and do something special for yourself. Ill even have a special gift for the person who baby-sits for the kids when you hold your skin care class.

Personal Shopping IdeasYou've got your gift list now all you need are some ideas, some spare time and a little reminder about when you need to have your gift ready for giving. Sounds like you could use a personal shopper. Let me offer you my services! As a Mary Kay Independent Beauty Consultant, I can recommend gift selections for every gift-giving occasion. And I can even help you remember those occasions that seem to creep up on you before you know it. Got that anniversary gift covered or your cousin's graduation gift? What about the perfect Christmas gift for that someone special in your life? (it will be here before you know it.) Never Fear. Your gift solutions are just a phone call away. LET'S SHOP! From now through December 23rd receive FREE shipping and gift wrapping on all orders! BONUS ~ Receive a FREE gift with your order of $40 or more!

Independent Beauty Consultant: Telephone: Website:

___________________________________________________ ___________________________________________________ ___________________________________________________

Personal Shopping IdeasYou've got your gift list now all you need are some ideas, some spare time and a little reminder about when you need to have your gift ready for giving. Sounds like you could use a personal shopper. Let me offer you my services! As a Mary Kay Independent Beauty Consultant, I can recommend gift selections for every gift-giving occasion. And I can even help you remember those occasions that seem to creep up on you before you know it. Got that anniversary gift covered or your cousin's graduation gift? What about the perfect Christmas gift for that someone special in your life? (it will be here before you know it.) Never Fear. Your gift solutions are just a phone call away. LET'S SHOP! From now through December 23rd receive FREE shipping and gift wrapping on all orders! BONUS ~ Receive a FREE gift with your order of $40 or more!

Independent Beauty Consultant: Telephone: Website:

___________________________________________________ ___________________________________________________ ___________________________________________________

FUN PACKETJust in time for ChristmasPut your name on a line for each $10 purchase. For example, spend $25 and put your name on two lines, etc. If your name is on the LUCKY LINE, youll receive a F.R.E.E. item! FUN PACKET issued to: Date issued: To be completed on or before: _______________________________________________ _______________________________________________ _______________________________________________

NAME

TELEPHONE

PURCHASE

AMOUNT

(not including sales tax)

1____________________ ___________________ $ __________________ 2____________________ ___________________ $ __________________ 3____________________ ___________________ $ __________________ 4____________________ ___________________ $ __________________ 5____________________ ___________________ $ __________________ 6____________________ ___________________ $ __________________ 7____________________ ___________________ $ __________________ 8____________________ ___________________ $ __________________ 9____________________ ___________________ $ __________________ 10___________________ ___________________ $ __________________ 11___________________ ___________________ $ __________________ 12___________________ ___________________ $ __________________ 13___________________ ___________________ $ __________________ 14___________________ ___________________ $ __________________ 15___________________ ___________________ $ __________________ If you would like a FUN PACKET of your own, simply write your name & telephone number on a line below: _____________________________ __________________________ _____________________________ __________________________ _____________________________ __________________________ Sales of $150 or more will earn you $75 in product for only $35. Thats a savings of $40!!!

Thank you so much for the opportunity to share Mary Kay time with you and your friends. I look forward to making your appointment the very best possible, with you earning as many free products as you desire! Lets work together to make it a great success!!!

Holiday Shopping Party Hostess Credit$250 in FREE products of your choice10+ Girlfriends at your appointment Sales of $1,000 or more (may include outside orders) 2 Future Bookings

$100 in FREE Products of your choice5+ Girlfriends at your appointment Sales of $500 or more (may include outside orders) 1 Future Booking

$50 in FREE Products of your choice3+ Girlfriends at your appointment Sales of $250+ (may include outside orders)

$25 in FREE Products of your choice2+ Girlfriends at your appointment Sales of $150+ (may include outside orders)

Girlfriends need to be over the age of 18

Congratulations!! Your name was drawn out to win a.

Girlfriend Holiday Shopping Party!What a great way for you to shop from your seat and not on your feet! No need to drive to a mall at $3 a gallon, I WILL COME RIGHT TO YOU! Or if you prefer, we can hold your shopping party at my home. This gift is for you and up to 20 girlfriends (minimum 3). Have fun seeing, smelling and touching the latest MK products, including our phenomenal Holiday Collection! We will not be doing facials, so no one will be removing their makeup that day, just SHOPPING, LAUGHING & HAVING FUN! And the best part is..

YOU can earn up to $250 in FREE products!$250 in FREE products of your choicewith 10+ Girlfriends at your appointment, sales of $1,000 or more (may include outside orders) and 2 Future Bookings with 5+ Girlfriends at your appointment, sales of $500 or more (may include outside orders) and 1 Future Booking

$100 in FREE Products of your choice $50 in FREE Products of your choicesales of $250+ (may include outside orders)

with 3+ Girlfriends at your appointment and with 2+ Girlfriends at your appointment and

$25 in FREE Products of your choicesales of $150+ (may include outside orders)

Because you are helping me meet my goal of getting 100 womens opinion of our Holiday Collection, so I know which products are HOT and what I should stock up on....as a thank you, I will also award TWO LUCKY GUESTS, from your Shopping Party, with their own FREE GIRLFRIEND HOLIDAY SHOPPING PARTY and the opportunity to receive $250 free!

Be sure to call or email me with your guest list as SOON as possible, so I can get your invitations out!

Your MK Independent Beauty Consultant: Office #: Email:

______________________ ______________________ ______________________

Want to help all those guys who dont know what to buy and havent got a clue how to be romantic? Want to make lots of holiday profit at the same time? This is your solution! Men usually hate shopping, but really want to please their wives or girlfriends. Help them out by offering baskets containing twelve (12) separate gifts to be opened in the 12 days before Christmas. Any woman would be thrilled with this idea! Heres how the idea works ~ Memorize the following script, get excited and start dialing that phone! You may want to have your husband call, ask for her husband and say, _______, this is __________, my wife has a great idea that youre going to love, here talk to her. Selling the Twelve Days of Christmas to HIM!!! A script for sure sales! Hi __________, this is __________ calling. Im your (wifes / girlfriends) Mary Kay Consultant and I have the most fantastic idea for you! Have you done your Christmas shopping for __________ yet? Well, I have an idea that would make your (wife / girlfriend) think you are the most romantic man on the face of the earth! Its called the Twelve Days of Christmas. A scrumptious gift basket of 12 individually and beautifully wrapped gifts. Each is numbered and tagged with a special phrase from the song the Twelve Days of Christmas. Here's how it works. Give her one gift each day for 12 days. Begin on December 14th and give her gifts for 12 straight days, ending on Christmas Day, December 25th. Now to make this real romantic, put each gift in a special place - on her pillow, by her breakfast glass or draw her a bath and place it on the tub. Shell go nuts! I can do the whole basket with all 12 gifts for just $299 (dont use the word dollarsjust say two ninety nine). I take Visa, MasterCard, Check or Cash. Now be quiet and wait until he says something before you speak again or you will lose the sale. If he likes the idea, but didnt want to spend that much, then say: I can also do a really nice basket for $249, $199 or $159, which would you prefer?

Week Before Christmas Hot SalesCarry a sample $100 Gift Certificate in your purse and ask men what they have chosen for their wife or girlfriend for Christmas. Tell them that you know what their wife or girlfriend would love under the tree (if shes your customer) or say Oh gosh, sounds like you could use my help! Let me show you what has been the most popular request this season. Then, take out your $100 Gift Certificate and say This is just a sample certificate but this just happens to be the most requested gift item because your wife (or girlfriend) will be able to shop and get her favorite items along with a free personal pampering session from me! She will love it! And since her time with me will be right after Christmas, she will be among the first to see the brand new products!

Then ask "Is this a good amount for you or would you like more? Where would you like me to deliver or send it? This idea is fast and simple ~ no on-the-spot product decisions, simple wrapping, no shipping (unless you have to send the certificate) and money earned immediately so that you can order the new products! These certificates also allow you to book appointments immediately after Christmas for her personal pampering session!

Christmas Pilot ProgramThe Christmas Pilot Program is an eight week program for women who are not sure a Mary Kay Career would be right for them on a part-time or full-time basis. Plus, while you decide you can earn extra money to help with your familys Christmas. Devote: Five hours a week: Two hours for Unit meetings, new ideas and training Two hours for one Skincare Class OR One hour for a Facial $100 for the Starter Kit (plus tax and shipping): Inventory options $600$3,600 ($200$700 in FREE product). Inventory is OPTIONAL One Skincare Class a Week One Facial a Week Total Sales Average Sales Average Sales = $300 = $100 = $400 = $200 profit / week = $40 per hour = $1,600 PROFIT

Invest:

Teach:

Profit:

$400 in sales less the cost of product Approximately five hours of work $200 (profit) x 8 weeks

NOTE: This does not include any other sales made from showing the Look Book and purchases made by friends, family, etc. for Christmas presents. It has been proven that cosmetic sales are the #1 gift during the holiday season because they are One Size Fits All. So get your share of the holiday sales and help your friends and coworkers at the same time by saving them time by shopping in the convenience of their office or home. You can enjoy a great Christmas. You and your family deserve it. At the end of December, if you have not had lots of fun, made an excellent hourly income, or if you decide Mary Kay is just not for you, just return any unsold product (in accordance with Mary Kays refund policy) and youll be reimbursed 90% of what you paid. This is a risk free company! You would have a new tax deduction (all the advantages of an in home business) and the possibility of a beautiful new Career Car in your driveway. All of this on a trial basis only. WOW! Give me a call. Lets talk! Sincerely,

Who do you know who needs some extra income for Christmas?

How would you like to have an extra $250$2,500 cash for the holidays this year? Consider joining the Mary Kay Cosmetics Pilot Program for Holiday Consultants. DEVOTE: Five hours per week to teach / show the products, two hours per week for training and one hour per week for paperwork (in your home). INVEST: $100 (plus tax & shipping$7.95) for your Starter Kit $200$3,600 for inventory, which is an OPTIONAL investment. But remember...what the EYE sees, the EYE buys! Immediate Commission: 50% TEACH: One Skincare Class per week (4+ women present) One Gift Show per week (sixten women present) One Mini Class (one to two women present) Total Weekly Average Sales

Average Sales: Average Sales: Average Sales:

$300+ $300+ $100+ $600+

PROFIT: $600 in sales minus 50% (cost of product) = $300 Gross Profit for just five hours a week! Net weekly profit after expenses (hostess gifts & supplies) of 10% subtracted is $240. Average of ($48 per hour). $240 x 12 weeks = $2,880 net profit for about 60 hours of teaching & training outside of your home! This is a great part-time seasonal job! Having product inventory is an OPTION, NOT A REQUIREMENT. Women are impulsive and will purchase more if you offer on-the-spot delivery! At the end of the season, you may put your part-time business on hold and just do reorders until the next holiday selling season or decide if you want to keep up the pace to add an extra $500$1,000 to your budget every month! If you have not had lots of fun, made an excellent hourly income, helped women feel better about Themselves or just plain decide that a part -time career with Mary Kay Cosmetics is not for you, just stop working your business. No strings attached totally risk -free! You have nothing to lose. The possibilities are endless. Wouldnt you agree that youll never know if this career is for you unless you give it a shot? By the way, how would a BRAND NEW FREE Career Car look in YOUR driveway on New Years Day? For more Information, please call: Consultant _________________________________ Contact Number ______________________

Your Name Independent Beauty Consultant Your Telephone Number and Email Address Your Mary Kay Website Address

Dear Business Executive: In just 10 to 15 minutes, you can get a head start on showing your appreciation to your employees and clients this holiday season. My name is _________________________ and I am an Independent Beauty Consultant with Mary Kay Cosmetics. This season I have a selection of quality gifts at reasonable prices, which I'm sure, will delight your employees and clients. These limited edition gifts are attractively packaged and can be given separately or grouped in gift sets, depending on the price range for each person on your gift list. I also have a regular line of skin care for men and women, as well as glamour; body and hair care items you may want to consider giving to those on your personal gift list. In a few days, I'll call for an appointment at your convenience. I would appreciate the opportunity to meet with you, for just a few minutes, to discuss these gift ideas and show you how they can make your holiday gift-giving easy, economical and rewarding. Sincerely,

__________________________ Independent Beauty Consultant

PS: My gift service includes FREE gift-wrapping and a delivery date convenient to you. Plus, Mary Kay Cosmetics and I back all our products with a 100 percent satisfaction guarantee.

Your Name Independent Beauty Consultant Your Telephone Number and Email Address Your Mary Kay Website Address

Dear Business Owner: Now is the time to review your gift-giving program for the upcoming holiday season and I am here to help you. As everyday stress increases around the holidays, a personalized gift is the best way to say; we care about you, our employees. You can customize your gifting program and do your shopping in the convenience of your office! I will personally deliver all products to you on the agreed-upon date. What a great way to save time, money and increase employee satisfaction! Please take a few moments to browse through the enclosed gift brochure for a sample of gift ideas. Pricing discounts would be available and would vary by order. I will call you in the next few weeks, to establish a convenient date for us to meet and discuss your gifting program needs and to review the hundreds of product selections from which you may choose to customize your program. Thank you for your consideration. Sincerely,

__________________________ Independent Beauty Consultant

PS: My gift service includes FREE gift-wrapping and a delivery date convenient to you. Plus, Mary Kay Cosmetics and I back all our products with a 100 percent satisfaction guarantee.

The 2009 Holiday Strategy Handbook prepared by:

Virtual Works USA, LLCOffice: 770-307-0693 Fax: 954-272-7011 [email protected]tualworks.vpweb.com www.virtualworks.vpweb.com Office Locations: Pembroke Pines, FL & Winder, GA

Call us today, mention CAMP HOLIDAY and receive a 10% discount on your first month! Packages available for all levels of the businessConsultants, Directors and NSDs!!!