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Transcript of Kin 121 Manual PDF
1
NIA JOGOPULOS
KINS 121: PEAK PERFORMANCE
TRAINING MANUAL
DECEMBER 11, 2014
Changing women’s lives, one lipstick at a time.
2
Table of Contents
Wheel of Achievement ……………………………………………………….……………..3-‐11
Assessment for Mental Strengths and Weaknesses…………………………...12-‐14
Emotions/Self Talk………………………….………………………………………………15-‐17
Goal Setting……………………………………………………………………………………..18-‐20
Communication…………………………………………………………………….…………21-‐23
Confidence………………………………………………………………………………….…..24-‐27
Physiological Arousal Control…………………………………………………………..28-‐30
Focus……………………………………………………………………………….……..….…...31-‐33
Imagery…………………………………………………………………………………………..34-‐37
Working with Teams…………………………………………………………………….…38-‐40
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Wheel of Achievement
This manual is for women eighteen to twenty-‐five that are interested in what it
takes to become a Director in Mary Kay. Becoming a Director is no easy task. It
requires hard work to complete this goal. To become a Director in Mary Kay one must
possess key qualities. These qualities include: commitment, confidence, motivation,
friendship, enthusiasm, poise, leadership and focus. Lack of such qualities will prevent
someone from reaching their goal of becoming a Director. Throughout my Mary Kay
business I always strived to do the best I can. I have relied on these qualities to
overcome obstacles and achieve my goals. The more I focus on each of these qualities
the better I perform. I am making a difference in my own life as well as those around
me.
4
Commitment
Commitment is that turning point in your life when you seize the moment and convert it
into an opportunity to alter your destiny. –Denis Waitley
When you are determined to complete a goal you will make it happen. Goals do
not complete themselves. To reach a goal you have to have a driving force to keep you
on track. Passion, love, and the pursuit of a better life are all driving factors. You can
accomplish almost anything with high levels of commitment. No goal is to far and no
dream is too big.
Once a vision of the future is captured, you must remain committed until the
end. If your goal is to become a Director, commitment is key. Remaining truly
committed will allow your skills to grow. There are obstacles in life and overcoming
those obstacles is a learning process. Persist through any obstacles even if they seem
impossible. If the end goal is to run a successful business as Mary Kay Sales Director,
then a minute bump should not detour your path.
5
Confidence
If you think you can, you can. And if you think you cant, you’re right! –Mary Kay Ash
Confidence is important both in yourself as a Director and in other people on
your team. If you do not have confidence in your self, you will not be able to teach
others how to be confident. Every woman could use a boost of confidence every once in
a while. It is your job as the leader to instill that confidence in them. If you lack that
trait they will have a hard time grasping it. Trust in yourself and act as if you can do it.
Self-‐confidence will help you stay positive. Choose to be confident. When you
look good and feel good you will make great things happen. There will be many
challenges along the path but being able to keep a positive mind set will help when
overcoming them. Find all of the positives in each situation. Confidence is a trait you
choose to posses. Great things will aspire from choosing to be confident. It will help
you believe that you are good enough to achieve your dreams.
6
Motivation
Aerodynamically the Bumblebee shouldn’t be able to fly, but the bumblebee doesn’t know it
so it goes on flying. –Mary Kay Ash
Motivation is very important to become a Director. You are your own boss, so
there is no one telling you to get to work. Without motivation you would stay in bed
and sleep rather than working towards your goal. You can increase motivation
internally and externally from friends and family. Motivation is the kick in your butt
that gets you out the door in the morning. This driving force helps you accomplish
greatness. Motivation is the reason you continue to work hard each day.
Motivation is different for each person. Someone’s motivation to work could be
to pay the bills, to provide for their children or to change the lives of other people.
What ever your motivation is, it is important to always be thinking of your motivation.
If you do not know what your motivation is, you must find it. Continue to stay
motivated throughout your business even after you have completed your goal of
becoming a Director.
7
Friendship
Pretend every single person you meet has a sign around his or her neck that says, "Make
me feel important." –Mary Kay Ash
This business is built upon a basis of friendship. Your fellow Mary Kay
consultants are to become some of your closest friends. You shall not ever speak in vain
about another fellow consultant or a competitor, always keeping in mind that you are
providing a service to your customers like no one else. Strangers should feel
comfortable letting you into their home. Change your state of mind from “here try the
product” to “let me get to know you”. This business is all about the other person, not
yourself. Learn to become selfless and build strong friendships.
Build a strong and trustworthy relationship with your team members.
Celebrate their successes and in turn they will celebrate yours. Only surround yourself
with friends who lift you up. If you find yourself around negative people often, isolate
yourself from that negativity.
8
Enthusiasm
A mediocre idea that generates enthusiasm will go further than a great idea that inspires
no one. –Mary Kay Ash
Always remain enthusiastic. It is your responsibility to get the customer excited
about the products. The end goal at each appointment is for the customer to leave
happy. Share your goals, ambitions and achievements with everyone. This business
was designed to be empowering for women.
Walk into an event with your head held high and a smile on. Mary Kay should be
a happy place and full of excitement. Daily life does not have much enthusiasm, so Mary
Kay gives women that extra boost which can in turn raise their self-‐confidence.
9
Poise
We treat our people like royalty. If you honor and serve the people who work for you, they
will honor and serve you. –Mary Kay Ash
Poise is a quality that seems to become more and more distant in today’s society.
However, it stays true to Mary Kay’s roots. Consultants must always carry themselves
with poise. A beauty consultant is not to use fowl language or speak badly about
anyone. The attire is to be very professional and modest. Hair must be neat with make
up on. Hose must be worn at all times with skirts to the knee. The dress code is even as
strict as no toes should be showing. These guidelines help ensure that each member of
the sales force is carrying out the Mary Kay image. Women take pride in the way the
dress and present themselves. These women should be very respectable.
10
Leadership
The speed of the leader determines the speed of the gang –Mary Kay Ash
Leadership is very important to building a team. In this business you are
constantly a leader to your new team members weather you think you are or not. They
will always look up to you as a leader. It is your responsibility to lead them to success.
The more powerful of a leader you are the better you team will perform. Your team is a
direct reflection of you as a leader. Be a strong and powerful leader. Instill belief and
greatness into everyone. Be their biggest cheerleader. Be there to help them up when
they fall to the ground. Also, teach them how to become leaders. The success of the
company as a whole relies on the strengths of the leader.
11
Focus
An average person with average talents and average ambition can outstrip the most
brilliant genius in our society; if that person has clear focused goals. –Mary Kay Ash
Focusing on a goal and working towards it will help you achieve it. Your goal
must always be on your mind. If you are intentionally working toward that goal it will
become reality much quicker. Improving focus will allow you to continually learn, grow
and perform better. Each action should get you one step closer. Each day focus on what
task is going to get you where you want to go. Focus on the activities not the results.
High quality focus will enhance learning, happiness and performance. Focus will allow
you to complete the task at hand efficiently.
When learning the next steps to success stay focused on the information given.
Have your blinders on and only look ahead. Don’t let anything steer your vision away
from the end goal. If you feel your focus shifting, stop and refocus. Stay focused and
enjoy the journey.
12
Assessment For Mental Strengths And Weaknesses
Rate yourself on each item. 1= I do not agree and 10= I strongly agree. Then look back and
identify your strengths and weaknesses and you to improve those areas.
1. I focus on keeping my performance totally in the present, in the here and the now.
1 2 3 4 5 6 7 8 9 10
2. I operate your business with Faith first, Family second and Career third.
1 2 3 4 5 6 7 8 9 10
3. I am able to refocus quickly.
1 2 3 4 5 6 7 8 9 10
4. Before I walk into a skin care class I mentally prepare my self in a way that makes
me feel confident and ready.
1 2 3 4 5 6 7 8 9 10
5. I have a strong inner confidence and I believe I can complete anything I put my mind
to.
1 2 3 4 5 6 7 8 9 10
6. I am able to shake off a “NO” like it never happened.
1 2 3 4 5 6 7 8 9 10
7. I can pull the positives out of each situation.
1 2 3 4 5 6 7 8 9 10
8. I stay motivated even when I face obstacles.
1 2 3 4 5 6 7 8 9 10
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9. After each skin care class I look at what I did well and how I can improve the next
time.
1 2 3 4 5 6 7 8 9 10
10. I am an expert at warm chattering.
1 2 3 4 5 6 7 8 9 10
11. I am able to step out of my comfort zone.
1 2 3 4 5 6 7 8 9 10
12. I do not mind talking to strangers
1 2 3 4 5 6 7 8 9 10
13. I am totally 100% committed to reaching my goal of becoming a director.
1 2 3 4 5 6 7 8 9 10
14. I find joy out of my business.
1 2 3 4 5 6 7 8 9 10
15. I am a strong leader
1 2 3 4 5 6 7 8 9 10
16. I focus on making other women feel important.
1 2 3 4 5 6 7 8 9 10
17. I want to help people experience success.
1 2 3 4 5 6 7 8 9 10
18. I celebrate ever achievement
1 2 3 4 5 6 7 8 9 10
19. I set goals and routines with deadlines
1 2 3 4 5 6 7 8 9 10
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20. Each day I make a to-‐do list
1 2 3 4 5 6 7 8 9 10
21. I have an inner fire
1 2 3 4 5 6 7 8 9 10
22. I am a confident person
1 2 3 4 5 6 7 8 9 10
15
16
Emotion/ Self-‐Talk
Using positive self-‐talk is associated with more effective performance where as
thinking negative thoughts causes poor performance. There are three words that should
not be used: but, try, and how. Using these words wipes out anything positive you may
have said prior. The key to using self-‐talk is to create positive, facilitating thoughts that
enhance and improve performance. There are different types of self-‐talk that include
positive affirmations, enhancing goals and appraisals. Positive affirmations are thoughts
that include positive qualities and characteristics. To improve goals with self-‐talk, keep
focused on the goal and promote high amounts of effort and persistence. Appraisal can be
used to examine situations that may be difficult and look at them as an opportunity for
growth rather than a chance for failure. Being able to effectively control self talk can
minimize stress, boost confidence and maximize performance.
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Activity
One activity to help improve emotions and self-‐talk is reading daily words of
affirmation aloud. Make your words of affirmation unique to your own personal goals. An
affirmation should be very specific and to the point. Include important things in your life as
part of your affirmation like your family, children and God. This is going to be something
you repeated aloud to yourself multiple times a day. Set reminders in your phone for two
to three times a day. When your alarm goes off no matter where you are read your words
of affirmations you wrote. Also, if you are feeling down read your affirmation. This can be
used as a motivational tool as well. When reading your affirmation be enthusiastic.
Example of Daily Positive Affirmation:
I’m GREAT and because I’m GREAT, Awesome, incredible things are happening to me.
I’m POWERFUL! And because I’m POWERFUL, I can change everything starting here,
starting now! I have the power to change lives, starting with mine!
I’m LOVED! And because I’m LOVED women who want more or need to be touched by the
Mary Kay spirit gravitate to me. New Customers, New Team Members, and New Positive
Friends!
I’m RICH! And because I’m RICH! Life’s abundance is coming my way! Lot’s of CASH, FREE
Cars, Diamonds, Trips, A New Home and much, much more, because I DESERVE IT!!!!
I’m BLESSEDI and because I’m BLESSED, I can do all things with God who strengthens me.
18
19
Goal Setting
Goals give you something to strive for. Your goal is to become a Mary Kay Sales
Director. When setting this goal you must remain fully committed. Make sure that this is a
goal you are setting for yourself. If someone else has set this goal for you, you will not stay
committed. In order to achieve this goal there are many steps you must follow. When
making a goal there must be a game plan. Just simply writing down the goal is not enough.
Make a game plan you will follow to achieve your goal. Make smaller goals that will lead to
achieving the larger goal. Also add a time frame. If the goal is completed in that time,
change the time not the goal. Share the goal with your family to help keep you accountable.
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Vision Board
An activity you can use for goal setting is to make a vision board. A vision board is
going to be a visual representation of your goal. When making a goal make sure it is
S.M.A.R.T. (Specific, Measurable, Action Oriented or Adjustable, Realistic, Timely). Start
your vision board by finding picture that are inspirational. Pictures can include cut outs
from the Applause Magazine, company brochures or online images. Some examples are
pictures of the director suit, money, a pink Cadillac or prizes. Find what inspires you. Next
write your goal on the poster. You can be as creative as you want with this poster. Keep in
mind that this poster is going to be displayed somewhere you see it each day. Then write
daily activities you will do to help you achieve that goal. Give yourself a deadline to
complete the goal by. Glue all inspirational pictures to the board. Add quotes or any other
information that will inspire you. Hang the vision board in your office, bedroom, living
room or somewhere you will see it multiple times a day. Make it a point each day to read
your vision board.
21
22
Communication
Communication is used throughout your business in many ways. Not all communication is
verbal. The majority of communication is non-‐verbal. Only seven percent of
communication is actually the spoken word. Non-‐verbal communication can include body
language, facial expression and even how you are dressed. If you are dressed very business
like, you are going to be able to communicate your business more effectively than if you
were to be wearing workout clothes. Also, people are very perceptive to body language. It
is easy to read if someone is becoming disengaged, or uninterested by either there body
language or facial expressions. Being able to effectively read non-‐verbal communication
will be beneficial and will allow you to change how you are talking in order to gain the
attention of the person you are speaking with. You must use communication with
customers, your director, your team members and your support system. Lack of
communication will create difficulties in your business. Effective communication is often
correlated with success. If your goal is to become a Mary Kay Sales Director it is important
to communicate that with your director. Communication should be verbal and non-‐verbal.
If this is truly your goal make sure that your outfit, body language, and facial expressions
are all representative of your goal. Another part of communication is being able to listen.
You should be able to listen to your customers needs and respond appropriately. Also, you
should be able to listen to advise from your director and apply it.
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Activity
This activity is to help improve communication skills by focusing on only verbal
communication. Instruct the members of your team to separate into pairs. Provide a
blindfold for one of the people in the pair. Set up a simple obstacle course using random
objects, such as stairs, chairs and trashcans. The person with sight leads her blindfolded
partner using only words. The person with sight is not permitted to touch the other person
to guide him. This game helps build trust, listening skills and verbal communication. At the
end of the exercise ask the following questions.
1. How effective was the verbal communication?
2. Was your partner able to effectively lead you through the obstacles?
3. If roles were reversed do you think you could have done better?
4. What type of directions where most useful?
5. How could this activity be applied back to other situations?
24
25
Confidence
As stated in my wheel, confidence is one of the most important key qualities to
posses. Self-‐confidence will help you stay positive. Choose to be confident in yourself.
When you feel good you will make great things happen. Lack of confidence can lead to
many negative things such as: stress under pressure, avoiding tasks in fear of mistakes,
setting too easy of goals. Confidence is a trait you choose to posses. Without it you will not
try and achieve your real goal. Great things will aspire from choosing to be confident. It
will help you believe that you are good enough to achieve your dreams. Leaders must be
able to show confidence. As a director you must be confident in order for your team to be
confident. It is your responsibility to lead by example.
26
Power Posing
Power posing is an activity that can be used to help strengthen your confidence by
making you feel more powerful. Body language can show a lot about a person’s confidence
level. Slumped posture, crossed legs, and folded arms are all signs of low confidence.
People with high confidence will sit up tall with arms and legs uncrossed. The term “fake it
till you make it” can be very useful with this activity. If you are feeling powerless, power
posing can trick your mind into thinking you are feeling powerful. There are actually
chemical changes in your brain; testosterone levels begin to rise and cortisol levels lower.
There are many different ways of power posing. One way is to sit up tall with feet
flat on the floor and hands resting on your legs with your palms up. This position makes
you feel more open. Try sitting like this during meetings, trainings, sharing appointments
or skin care classes. Another pose if similar to a bear. This pose consists of standing up
stall, chest open and wide, hands above your head, and feet planted shoulder width apart.
This is a pose that can be used before walking into an appointment. This is something you
can use when standing at the door before you knock. Just a few seconds of doing this pose
can increase your confidence level. Throughout your business and daily life take a moment
to reflect your body language and make tiny tweaks. Small adjustments can make a big
difference in your confidence level. Below are examples of other power poses.
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Physiological Arousal Control
Arousal is the activation of the body that ranges from coma to frenzy. The two
components of arousal are intensity and direction. Intensity varies by the amount the
autonomic nervous system is stimulated. The direction could be either positive or
negative. Under stress the body goes into “flight or fight.” This is a hardwired safety
mechanism that is used to escape danger or stressful situations. Sometimes we can shock
our bodies into thinking we are in life or death situation even though we may not be. Being
able to control your emotions will prevent you from entering “flight or fight”. Anxiety can
cause your body to go into a stress response. The process of becoming a sales director can
be very stressful. It is important that you learn to control your emotions in order to
prevent stress responses. Focus attention on positive activities rather than stressful things.
The graph below depicts performance levels and different stages of arousal.
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Activity
An activity that can be used to calm physiological arousal is meditation. Meditation can be
used to help alleviate stress and anxiety. This is a technique that is used in many different
ways. Experiment with different forms of meditation to find the most beneficial for you.
You can use meditation on a daily basis or only in times of high arousal. A beginning form
of meditation is simple breathing meditation.
How To:
Choose a quiet place to meditate and sit in a comfortable position such as a cross-‐legged
posture or in a chair. The most important thing is to keep our back straight to prevent your
mind from becoming sluggish or sleepy. Sit with our eyes closed and focus on your
breathing. Breathe naturally without attempting to control your breath. Try to become
aware of the sensation of the breath as it enters and leaves the nostrils. Each breath should
be the focus of the meditation. Shut out any other thought you may have. At first the mind
may seem very busy but try and focus on breathing. Resist any though as it might arise.
Continue to meditate until you have been able to completely clear your mind and focus on
breathing for a few minutes.
31
32
Focus
Keeping your focus on becoming a director will help you achieve your goal.
Improving focus will allow you to continually learn, grow and perform better. Each day
focus on what task is going to get you where you want to go. Focus on the activities not the
results. Focus will allow you to complete a task quickly and effectively. If you feel your
focus shifting, stop and refocus. There are many distractions that can get you off task.
Ignore any distraction you may come across. Avoid tasks that you know are distracting
such as surfing the Internet or watching television.
33
Activity
Use this chart below to write down areas in which you struggle with focus and come up
with solutions to each distraction. Hold yourself accountable to reinforce need changes.
34
35
Imagery —The imagination exercises a powerful influence over every act of sense, thought, reason, over every idea.
Imagery is a product of your memory, experienced internally through the recall and
reconstruction of previous events or the ability to picture the future and events that have
not yet occurred. Mental images are associated with many senses such as: pictures, sounds,
smells, taste, touch and action. Make sure that all imaging is vivid and controllable. There
should be a level of clarity and realness to the image while still being in control. Do not
expect that things are going to occur exactly how they are imaged. Imagery is a tool to help
look into the future at events that have not yet occurred and to replay events that have
already occurred. This creates a vision to look forward to and what to expect. It is hard to
see how life will be as a director without being able to image it. Just setting a goal is not
going to be beneficial. That goal must be imaged. The end result must be envisioned. How
it is going to feel, what it looks like, and when it’s going to happen. Picturing achieving the
goal will create a more realistic experience.
This may seem like an obscure concept, but it is something used everyday. For
example, types of imaging are daydreaming, giving or receiving mental directions, memory
aid, and mental practice. This skill is used daily unconsciously. Mental imagery can be
used for a variety of different reasons including learning or practicing a skill, correcting
mistakes made in previous situations, learning performance strategies, preparing mental
focus, building and enhancing mental skills, and long-‐range and short-‐term goals. Imagery
is a tool that can be utilized anywhere. When struggling with anything, just sit down and
take a few moments to image. If imaging correcting mistakes, picture doing it right. It is
36
important not to image the negative. Imaging should be used to look at the positive
aspects. When learning new strategies, practice them using mental imaging to be able to
recreate it for real. Using mental imagery to prepare mental focus is a key skill to have.
Poor mental focus can have detrimental effects. Having a clear head is very important no
matter what the task at hand is. When things start to get unclear and out of focus, take a
step back and practice using imaging. Think about what the task is and how to complete it.
Phase out all unneeded thoughts to focus on the task at hand. Use this time of imaging to
get a clear head and regain focus. Being able to image goals is one of the most important
aspects of goal setting. A goal is just something written down if it is not imaged. Being able
to picture what achieving that goal looks like will give more motivation to complete it.
37
Activity:
To do this activity, find a quiet place to sit. Make sure you are in a relaxed and comfortable
position. Have imagery sessions two to three times a week. The objective of this activity is
to image completing your goal of becoming a Mary Kay Director. In Mary Kay there are
many goals one must achieve. Imaging goals is an effective way to achieve such goals.
During these sessions picture wearing the Sales Director suit. Image doing tasks as a
director such as holding meetings, skin care classes and sharing appointments. Make sure
to image only positive tasks. At the end of each session take time to reflect on how well you
were able to image. Take notes to use to improve your imaging the next time.
38
39
Working with Teams
Within your Mary Kay business you will be working with a team as well as leading a
team. If your goal is to become a director, you must make sure your team is on board. You
have to share that common goal. There must be interaction between team members to
create a strong cohesion. As the leader, continually check in with team members and be
able to motivate your team effectively. Encourage them to work together to help
accomplish tasks. Create a trusting relationship within your team. Your team must be able
to trust that you can lead them. Be a great leader and lead your team by example. They
will follow in your footsteps.
40
Gutterball
To play this activity you will need two marbles, gutters cut in different lengths (or
PVC pipe cut in half) and two cups. Split the group into two teams. Each player receives
one gutter. All of the players stand at one end and the cup is placed across the room. Each
team gets one marble. The objective of this game is to use the gutters to transport the
marble into the cup. The first team to effectively get the marble into the cup wins.
Rules:
1. The marble cannot stop
2. If the marble hits the ground you must start over
3. No hands are allowed to touch the marble
4. The marble cannot roll backwards
This activity is very useful when working with teams because there are a lot of different
skills needed to do this activity. The teams must use problem solving skills, communication
(verbal and non-‐verbal), listening skill, leadership, trust, and focus. They have to come
together to complete a common goal.