January 2020 Results — Page 1

January Results & Recognition ««« February, 2020

SHARING COURT

WHOLESALE COURT Debbie Crea Riffel

$2,122.00 Cecilia Osterhues

$1,042.00 Jennifer Gullickson

$757.00

You Can Do It!

you can do it

CHALLENGE JULY 1, 2019 – JUNE 30, 2020

Positions Available!!

10 Attitudes of Top Achievers! By Brian Tracy, Author & Motivational Speaker

If you think the same way as the top achievers think, you can begin to get the same results they do. Here are 10 psychological and practical ways to mirror the attitudes of top achievers. 1. See yourself as a consultant rather than a salesperson. Believe

that you are a problem-solver with regard to your product and how the client can best use it.

2. Become a doctor of selling. Act in the best interests of your “patients” and have a high code of ethics.

3. See yourself as the president of your own sales corporation. Accept 100 percent responsibility for your results.

4. Commit yourself to being the best in your field. Dedicate yourself to lifelong learning.

5. Be ambitious, hungry, and determined to use selling as a steppingstone to the success you want in life.

6. Have integrity. Be honest with yourself and others. 7. Engage in thorough preparation prior to every call. 8. Be an excellent listener; be extremely customer-focused. 9. Have tremendous courage. Be willing to

face your fears of rejection and failure, and overcome them.

10. Be highly persistent. Start your workday earlier, work harder, and stay longer.

To make these changes work you must walk, talk and behave consistently with them every hour of every day.

I believe you can be a Top Achiever! Make 2020 your year to shine!

XÄt|Çx

New Sales Director Apparel Collection! Nicole Miller has created a

fashion‑forward take on timeless classics.

Sales Director Elaine Walker

Walker’s Winners

January 2020 Results — Page 2

Spotlight On Team Builders! Standings are updated as of January 31st — this will not reflect February orders or new team members.

Follow the Steps to Success!

Senior Consultant

(1-2 active team members)

4% Commission

Eligible for $50 Bonus (new)

Star Team Builder

RED JACKET (3+ actives)

Sr. Consultant benefits plus Red Jacket Rebate

Eligible for $50 Bonuses

Director in Qualification

(10+ actives growing to 24, $4,000 unit whls prod/mo growing to 13,500 whls/

DIQ contributes $3,000.)

Production during DIQ counts towards car!

Eligible to become Director and earn Unit Commission

and Unit bonuses—Eligible to wear the exclusive

Director Suit.

On-Target for Car!

(5+ actives and $5,000 wholesale growing to

16 actives and $23,000 in 4 months or less)

Eligible to earn use of Career Car or $425 cash monthly for 2 years PLUS all Benefits of

previous levels

Team Leader

(5+ actives)

All the previous benefits

plus 9-13% Commission

Team Leader pin

Recruiter: Cecilia M. Osterhues Annette M. Kruger Lisa A. MacLEan Jessica A. Macone Cortni A. Osterhues Diane E. Prochnow * Maria M. Busch * Kristine Fisher Star Team Builders Recruiter: Nancy Goodbar Mari E. Gifford Cecilia M. Osterhues Diane M. Peterson * Barbara L. Garden * Star Stone

Team Leaders Recruiter: Debbie Crea Riffel Marka R. Coffee Katrina M. Crea Nikki M. Domine Maria T. Jirik Lisa A. McClure Lindsay M. Ziegler * Rochelle A. Brodin * Sally J. Gehlhoff * LuAnn K. Nystrom * Delilah M. Bachand * Liliana F. Bowers Recruiter: Annette M. Kruger Debra A. Baier Kristen Bruder Sarah Koger Alexis R. Kruger Jasmine Leque Amy J. Siler * Mariah J. Cigan * Susan Hellman * Gina Olson * Mary Ward

Senior Consultants Recruiter: Judy S. Jacobson Jennifer Gullickson Judith D. Keilholtz Recruiter: Joann Johnson Robin Crownhart Recruiter: Mary L. Thompson Judith K. Montony * Beth Rohn-Habhegger Recruiter: Kitty Waggoner Karen Denninger

* To become ACTIVE you must place a $225 wholesale order.

Are you Are you ready to ready to move up?move up?

January 2020 Results — Page 3

Thank You from Mary Kay “Love Check” Commissions for Personal Team Building

"If you are not moving closer to what you want in sales (or in life), you probably aren't doing enough asking."

-- Jack Canfield, Inspirational Self Help Author and Success Coach

9% Recruiter Commission Level Cecilia Osterhues $116.15 Annette Kruger $66.24 Debbie Crea Riffel $27.45 Elaine Walker $324.00 8% Recruiter Commission Level Nancy Goodbar $287.12 4% Recruiter Commission Level Judy Jacobson $81.90

Each month during the 2019 – 2020 Seminar year that an Independent Beauty Consultant places a cumulative $600 or more wholesale

Section 1 order, she can earn a monthly jewelry piece from the super chic You Can

Do It! Challenge Collection by R.J. Graziano.

The February jewelry piece is a pair of golden hexagon‑shaped earrings featuring a precious

bee with sparkling crystals nestled in the honeycomb.

Challenge July 1, 2019 – June 30, 2020

So THAT'S What Recruiting is all About! by Ann Vertel, www.unitcoach.com

So you think you hate sales and you're no good at it. Or perhaps recruiting (which is also sales) feels too "pushy." You don't like trying to convince someone to do something they don't want to. Then stop! Where on earth did you get the idea that sharing the opportunity was about hogtying some poor unsuspecting soul, throwing them over your shoulder, and dragging them into a happy life? Did someone along the way tell you that you had to convince, connive, cajole, arm-twist, lie, fib, leave out details, put on a fake voice and a phony expression and do your level best to force someone into a decision to join the company?

There are two ways to look at recruiting. The first makes you feel like you are doing something smarmy and underhanded - that you are on one side of the table and your prospect is on the other side of the table and it's a big game of chess. Your prospect becomes your opponent and your mission becomes the defeat of all her objections until there are none left and she simply surrenders out of exhaustion. This is the mindset of scarcity and competition. A winner and a loser. A victim and a victor. The second way to look at recruiting is through a mindset of abundance (there is plenty to go around) and collaboration (we are in this together). Now don't discount the enormity of the difference between the two - it is huge,

a chasm in fact. If I showed you a gathering of 100 women and told you to go convince ten of them to join, it might seem like a daunting task. But if I told you that there were ten women in that group that didn't need convincing, they just needed to hear about the opportunity and they would jump at the chance to join, and all you had to do was go and find out which ten they were, could you do that? Of course you could (and I probably couldn't stop you!). That's what recruiting is all about. It's not about convincing women to do something they don't want to do. It's about finding the ones that want to do what you have to offer.

January 2020 Results — Page 4

January 2020 Results — Page 5

We Invested in Product Last Month!

Top 10 in Retail Sales (Based on verified wholesale orders placed to the company as of prior month-end)

Consultant YTD Retail Bonus & PCP Total

Shooting for the Courts!

Queen’s Court of Sharing! 24 New Team Members July 1, 2019 — June 30, 2020

Queen’s Court of Sales! $40,000 retail

July 1, 2019 — June 30, 2020

1 Debbie Crea Riffel $16,393.00 $4,000.00 $20,393.00 2 Annette Kruger $11,264.00 $1,400.00 $12,664.00 3 Cecilia Osterhues $9,866.00 $2,084.00 $11,950.00 4 Mary Thompson $4,415.00 $898.00 $5,313.00 5 Jennifer Gullickson $3,237.00 $1,514.00 $4,751.00 6 Joyce Haugestuen $2,013.00 $895.00 $2,908.00 7 Kitty Waggoner $2,672.00 $100.00 $2,772.00 8 Jasmine Leque $2,135.00 $489.00 $2,624.00 9 Mary Szajna $1,710.00 $804.00 $2,514.00 10 Linda Hall $1,238.00 $1,238.00 $2,476.00

JoAnn Thompson $245.00 Jasmine Leque $244.50 Lynne Black $240.50 Angie Sylla $235.75 Sarah Koger $235.50 Lisa MacLEan $231.00 Judy Jacobson $229.00 Cheryl Solberg $229.00 Diane Peterson $172.00 Nancy Goodbar $83.50 Kitty Waggoner $50.00 Karen Sund Burwell $35.50 Elaine Walker $657.50

Debbie Crea Riffel $2,122.00 Cecilia Osterhues $1,042.00 Jennifer Gullickson $757.00 Annette Kruger $700.00 Linda Hall $619.00 Linda Griffee $464.50 Mary Thompson $449.00 Joyce Haugestuen $447.50 Mary Szajna $402.00 Vonnie Passon $372.00 Diane Prochnow $359.50 Lisa McClure $305.00 Jennifer Arndt $261.00 Amy Siler $256.00

Tops in Team Building Recruiter New Team Mbrs YTD Comm

1 Elaine Walker 1 $78.00

Debbie Crea Riffel

Cecilia Osterhues

Congrats to those who invested $600+ in their

business!

Jennifer Gullickson

Annette M. Kruger

January 2020 Results — Page 6

Stars Drive Cars!! Which Car is in Your Future?!

Aim for the Stars!

Congrats 2nd Quarter

STARS!

DIAMOND Debbie Crea

Riffel Elaine Walker

RUBY

Annette Kruger

SAPPHIRE Cecilia

Osterhues

Shoot for STAR this Quarter!!

On-Target $tar Consultants! December 16, 2019- March 15, 2020

Consultant Name Current —Wholesale Production Needed for Star— Wholesale Sapphire Ruby Diamond Emerald Pearl Production $1,800 $2,400 $3,000 $3,600 $4,800

Debbie Crea Riffel $ 2,122.00 STAR $278.00 $878.00 $1,478.00 $2,678.00 Cecilia Osterhues $ 1,088.00 $712.00 $1,312.00 $1,912.00 $2,512.00 $3,712.00 Jennifer Gullickson $ 757.00 $1,043.00 $1,643.00 $2,243.00 $2,843.00 $4,043.00 Kitty Waggoner $ 704.00 $1,096.00 $1,696.00 $2,296.00 $2,896.00 $4,096.00 Annette Kruger $ 700.00 $1,100.00 $1,700.00 $2,300.00 $2,900.00 $4,100.00 Linda Hall $ 619.00 $1,181.00 $1,781.00 $2,381.00 $2,981.00 $4,181.00 Mary Thompson $ 527.50 $1,272.50 $1,872.50 $2,472.50 $3,072.50 $4,272.50 Linda Griffee $ 464.50 $1,335.50 $1,935.50 $2,535.50 $3,135.50 $4,335.50 Joyce Haugestuen $ 447.50 $1,352.50 $1,952.50 $2,552.50 $3,152.50 $4,352.50 Mary Szajna $ 402.00 $1,398.00 $1,998.00 $2,598.00 $3,198.00 $4,398.00 Elaine Walker $ 876.00 $924.00 $1,524.00 $2,124.00 $2,724.00 $3,924.00

January 2020 Results — Page 7

Be a Doctor of Selling by Brian Tracy, Author & Motivational Speaker Three Keys to Building Relationships Top sales professionals see themselves as "Doctors of Selling." They see themselves as professionals, well educated, acting in their "patient's" best interest, and bound by a high code of ethics.

The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription. Begin With a Thorough Examination Just as a medical professional would never think of treating you without following these

three steps in order, you as a doctor of selling, would never allow a customer to force you to sell without your going through your three stages as well. T h i s i s a s appl icable to

selling magazines door-to-door as it is to selling oil tankers to Exxon.

In the examination phase, you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the patient's condition, or the customer's situation.

Diagnose the Customer's Need Accurately The second phase is that of diagnosis. In the diagnosis phase with a customer, you would repeat back the results of your examination and double check to be sure that the symptoms that you had detected were the real symptoms being experienced by the patient. You would ask additional questions to confirm and corroborate. You and the patient would mutually agree that this diagnosis seems to be an accurate description of the condition or problem.

Make the Right Prescription Once this mutual agreement has been reached, that a treatable condition exists and that you have identified it accurately, you can move on to phase three. This is the prescription phase, where you show the

patient (customer) that your product or service is the best available treatment, taking all the factors of the patient's situation into consideration for the ailment that you have diagnosed. You show that, on balance, what you are suggesting is the best of all possible solutions. Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.

Action Exercises Here are two things you can do immediately to put these ideas into action. ♦ First, take the time to do a thorough

examination by asking excellent questions and by listening carefully to the answers.

♦ Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem - before you recommend a solution.

This sounds like a super prescription for increased sales and building your team!

Women out working! W. O. W.

Info to go here?

January 2020 Results — Page 8

January 2020 Results — Page 9

M a r c h 2 0 2 0

Anniversaries Years Nancy Jacobson 30 Mary Thompson 20 Mary Gamez 19 Linda Griffee 14 Christy Tiedt 14 Jennifer Dvoracek 14 Diane Prochnow 3

Birthdays Day Lisa MacLEan 1 Joyce Haugestuen 3 Kitty Waggoner 4 Sarah Koger 5 Lynne Black 8 Karen Denninger 8 Joan Ehat 13 Diane Peterson 16 Christy Tiedt 24 Tamara Smith 30

Sun Mon Tue Wed Thu Fr i Sa t

1 2 3 4 5 6 7

8 9 10 11 12 13 14

15 16 17 18 19 20 21

22 23 24 25 26 27 28

29 30 31

Midnight CST cutoff for Consultants to

place phone orders.

Last working day of the month. Cons submit online orders until 9 pm CST. Online Agreements accepted until midnight.

Summer 2020 PCP online enrollment for

The Look begins.

Week 1 Career Conf begins (March 20-21) and (March 22=23).

Last Day of Star Quarter

Week 2 Career Conf begins (March 27-28).

St. Patrick’s Day

January 2020 Results — Page 10

To the Fabulous...

Highlights this Month: January Results, February, 2020 ♦ Quarter 3 Star Consultant Quarterly Contest (Dec. 16, 2019 - Mar. 15, 2020) ♦ You Can Do It! Challenge (July 1, 2019 - June 30, 2020) ♦ $100 Red Jacket Bonus (July 1, 2019 - June 30, 2020) ♦ Career Conference Consistency Challenge (Dec. 1, 2019 – Feb. 29, 2020) ♦ Bring Your Besties Starter Kit Discount EXTENDED (March 1 – June 30, 2020) ♦ Red Jacket Team-Building Bonus EXTENDED (Aug. 1 – June 30, 2020) ♦ February Starter Kit Product Bonus (Feb. 1-29)

Career Conference How Important is it?

Someone once said, "It only takes a spark -- to get a fire going." How true! And that

spark has been found hundreds of times at Career Conference. Perhaps you are

thinking, "I can't afford to go." From long experience, I believe you can't afford NOT to attend, for at Career Conference you will discover the BIG PICTURE of what your

Mary Kay career can be for YOU! Make your plans now. Use the profit from a few extra

classes to pay your way.

~ Mary Kay Ash

Walker’s Wonderful Winners! Elaine Walker Senior Sales Director 905 Grant Street Spooner, WI 54801-1747

Cell: 715-828-1852 Phone (Home): 715-635-3639