1. Welcome Guests*You can do Satin Hands on the Guests (optional) and Match Foundation of the Hostess in Liquid and Mineral for her Guests. You can use two cream eye colors (Iced Cocoa and Pale Blush or Beach Blonde) or use a bronzer for the eye color. Have a goodie bag and the DEMO Brush Set at the Hostess’ Seat.

2. Thank Everyonea. Have Guests fill out the front of the customer profile card as they arrive.b. Thank Hostess for having party and opening her homec. Thank Guests for comingd. Briefly share how they’re helping you by being there (Makeovers Goal, getting free car, etc.)e. Say: “This is the first of two appointments! At your second you’ll be receiving your personalized color makeover which you can also receive up to $100 in free products when you share it with girlfriends! We’ll schedule those when we meet individually later! TODAY we’re going to focus on making over our skin (with a quick dash-out-the-door color look which is like one minute to looking hot! If you wanted eyeliner, bronzer, etc., we have to schedule that for another date! If we did it all today, we’d be here forever! I’ll share with you a little about the Company, a little about the Business Opportunity and a little about why I love my Mary Kay. We’ll play some games, and we’ll do a drawing after we all meet individually for private consultations, and someone will be walking home with this fabulous gift!!”

3. Have Everyone Introduce ThemselvesAsk: “What’s your name and what’s something you’re proud of?”

4. Tell Your I-Story My name is ________________________ and I’ve been building my business with Mary Kay since ___________________. I am (married/single/kids/etc.) __________________________________and prior to (or in addition to) Mary Kay I _________________________________________. I was introduced to MK _______________________________________________________ and I loved _______________________________________________________. When the information was shared with me about the Company and what the business could do for me and my family, even with our busy lifestyle, I was so excited, but I did have some fears like _______________________

_______________________________________________________________________. I found comfort in Mary Kay’s No Risk “Try It and See” Opportunity, because truly, if I tried my hardest and it didn’t work out, the worst thing that would happen is that I was exactly where I was when I started! I had nothing to lose and so much to possibly gain, and I knew that no matter what anyone else said, I would never know what I could be leaving on the table! I am so glad I gave Mary Kay a try! Since I started my business, I’ve found that its really the intangibles that are most important to me like ________________________________________________________________________. And while having fun and getting to meet new friends, Mary Kay (and my Director) have/has awarded me ____________________________________________________________________ ______________________________________________________________________, all for doing what I enjoy! And it is my goal to _______________________________________________ ____________________________________________________________________. So thank you for allowing me to pamper and share with you today! You’re all helping me reach my goal by being here, and it is my passion to share the Number One Brand in Customer Loyalty with women like you!

The 13 Step Party

Transition: “Mary Kay always said that there’s at least one person at every party who would be a great consultant so throughout this time together, be thinking if that could be you!”

I’m Looking For 3 Types of Women:1. Customers who love our products!2. At least two ladies that will book a Party3. Women who are looking for maybe a little or a lot of extra money, something fun or to change their lives or circumstances! So if you’re teachable and coachable and at the end you think, “Ok, I can totally point, squirt and smile!” when we meet individually, let me know you want more info!

5.Marketing GameAny type of recruiting display and tell Guests to remember what they related to most about Mary Kay.

6.Start FacialsHave Guests wash their entire face and ask them to do the rest of the products on only half their face so they can see and feel the difference at the end.

Product Order:1. Cleanser2. Pass Microdermabrasion (one elbow)3. Day Solution4. Pass or show Night Solution on your hand/have them on one of theirs5. Moisturizer6. Eye Cream7. Foundation Primer8. Concealer9. Mineral Powder10. Eye Colors11. Mascara12. Lip Gloss

TimeWise® Miracle Set Sharing the “Ultimate Miracle Skin Care Set”!

3-in-1 CLEANSER - Cleanses, exfoliates and tones in one. - Comes in 2 formulas: Normal to Dry and Combination to Oily. - Takes off dirt, oil, and makeup, and formulated with anti-aging benefits.

MICRODERMABRASION: 2 STEPS STEP 1: Refine (best used in the shower) - Works instantly to exfoliate the dead, dull, discolored cells on the surface exposing newer, healthier, brighter, smoother skin. - Consider this the “back bone” to the skin care since it’s removing the “old skin” and exposing the new that will respond better to the anti-aging benefits of the Miracle Set. - Reduces the appearance of large pores. Contains the same aluminum oxide crystals used by dermatologists, yet our system costs MUCH LESS and is much more convenient.

STEP 2: Replenish (after the Refine Step onto dry skin) - A rich serum containing vitamins, antioxidants and anti-irritants which soothe and calm the skin.

DAY SOLUTION - Provides a veil of defense from the sun that causes discoloration and wrinkles. - Protects from UVA (rays that age) and UVB (rays that burn) with Broad Spectrum SPF 35

NIGHT SOLUTION - Contains anti-aging peptides that stimulate collagen production to smooth and firm the skin. - Softens expression lines while sleeping so skin looks refreshed in the morning.

AGE-FIGHTING MOISTURIZER - Reduces fine lines and wrinkles, hydrates for up to 10 hours. - Smooths the skin. - Oil-free. - Helps control excess oil.

Review the Miracle Set: - These 4 products deliver younger looking skin and keeps young skin on hold! - Contain 11 age-defying benefits, 19 patents worldwide, and over 10 years of research! - All products are hypoallergenic and awarded the Good Housekeeping Seal of Approval for Effectiveness. FIRMING EYE CREAM (morning and night) - Improves firmness, brightens, provides intense moisturization, minimizes fine lines and wrinkles around the eyes.

ULTIMATE MIRACLE SET - The recipe for perfect skin! - Never skip a step, never substitute a product and you’ll avoid “chemical warfare” - You can always pay more, but you can’t buy better!

FOUNDATION PRIMER - Helps perfect the skin’s surface. - Bonds the foundation for longer wear. - Glides on, dries to a lightweight, matte finish. - Oil-free and diffuses light so skin looks more flawless.

FOUNDATIONS - Masters of foundation! We have liquids, Creme-to-Powder, Tinted Moisturizer, Translucent Powder, Sheer Mineral Pressed Powder, and Mineral Foundation Powder.

MINERAL POWDER FOUNDATION - Provides the coverage of a foundation with the comfort of a silky powder. - Has natural oil-absorbing properties. - Provides buildable coverage.

7.REFERRALS! (You can use Satin Lips here if you’d like. While the Mask sets...) The Fabulous Referrals Game. Pass a sheet out to everyone and say as you’re passing, “OK ladies, we’re going to take a quick Game Break! This is the Fabulous Game! I have such a huge goal to _________________________ and this helps me greatly! Write your name and the date down in the bottom box so I know who gets the credit! You can use your phone to cheat! Fill in all the lines you possibly can with any woman who has skin! She just needs to be over 18, and as far as you know, not already serviced by an active Beauty Consultant. They all get one text or call from me, whichever you circle, offering them a totally free makeover and a free gift! If they don’t respond or tell me ‘No’, I do not contact them again! The first person to fill out all the lines gets a gift, but just keep going! I’m very generous! (Wink)...” (Be cleaning brushes and picking up trash as they’re writing names out.

8.HOSTESS COLOR MAKEOVER & DASH-OUT-THE-DOOR for Guests!(Guide Hostess through her makeover and briefly share a few tips as she is applying so the Guests can learn)

9. COMPLIMENT TIME! Go around the table and ask everyone: “What do you love most about your skin?” To the Hostess: “What do you love most about your look?” To the Guests: “What do you love most about _(Hostess)_’s look?!”

10. REVIEW AND CLOSEReview the order of applications and frequency of each product as you load them into your DEMO Roll-Up Bag. Have at least 1-2 ready-to-sell Roll-Up Bags to pass around while you’re closing.

SHOW your Roll-Up Bag! (Pockets come off, swivel hanger, etc.)

Say: “Ok, this is the Home Shopping Network part, but who wants this bag for free?! I know, right!!! Well I love to give this bag away for free! (If using Sara’s placemats) Flip over your placemat and I’ll show you the Steals and Deals of the day! Most of these savings are Pamper Party exclusives so if you just fell in love like I did! Here’s how it all comes! Sets equal savings and guaranteed effectiveness so we’ll start with Pocket 1: The Basic Skin Care Set...”

11. SHARE TIMESay: “So if you’re looking at this sheet and thinking, ‘I want to get some of this for free,’ then at your follow-up color appointment, you can share with 2-6 girlfriends and get up to $100 in free Mary Kay products! And if you’re looking at this sheet and thinking, ‘I really want to get my products for half price and maybe even hook some of my friends up, too. You can join our Pink Wholesale Club!...”

Share YOUR GOAL to promote yourself! Say: “I’m looking for women who love people, love our products, value the priorities of Faith First, Family Second, and Career Third, who live by the Golden Rule of ‘do unto others as you’d have them do unto you,‘ will work to increase their financial situation, love to help others WIN, and those who are teachable and coachable, and are willing to learn...”

Share the “Owning Your Own Business” Sheet and “Starter Kit” Sheet.

12.PASS OUT THE OPINION POLLHave Guests fill out completely. Collect them all and draw for a prize or extra tickets. Finish cleaning up as they do this.

Say: “Thank you, ladies! Well I have a free gift for every one of you who circled over a 6 as your interest level in learning more about a business opportunity with Mary Kay! You have to go onto (this) website and watch one or all of the videos if you choose to and submit feedback! I’ll contact you as soon as possible after! You have 24 hours to do that, OK!” (If you have a card, pass that out now!) And if you’re interested in sitting down over coffee, let me know when we meet individually! I love to share with women how I make my money and show you how you can create your own independent success!...”

13.CLOSING INDIVIDUAL CONSULTATIONS; **MOST IMPORTANT!!!**Ask? “Did you have fun?... Doesn’t your skin feel great?!... Awesome! Well if money was not an object, what Pockets would you take home with you today?...”

1. SELL -- “What would you like to take home with you tonight?” (Do not speak. Look at your sales ticket. Be filling that out. Whenever she stops, say: “OK, what else?” SHE will tell you when she’s done!)

2. BOOK -- “Perfect! So for your follow-up makeover, what would work better for you: ________ or ________?...”

3. RECRUIT -- Ask Potential Team Member: If she...

... circled a 1-4 on her Poll but you are impressed with her, say: “With proper training, could you ever see yourself doing what I did today?”

... circled a 6-9 on her Poll, say: “What was it about tonight that intrigued you to think about Mary Kay for yourself?...” Then, “What information would you need to learn to get to a 10?”

... If she circled a 10! say: “Yay! I’m so excited for you to join me!!” Give her the agreement to fill out and ask her what she’s most excited about!

What questions or concerns would you have about getting started TODAY?

This is where you will get objections.Objections are simply questions in disguise.

Overcoming ObjectionsIf you can learn to overcome objections, you are likely to sign a new team member. 95% of

objections are wrapped up in these 6!

1.I am 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? (Sprinkle Mary Kay into our everyday lives)

2.I’m not the sales type.QUESTION: Great! That’s not what we look for in Mary Kay! We look for women who 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 everyone sells something? You wouldn’t have the car you drive if someone didn’t sell you something. The same thing with your clothes and shoes and so on! How Mary Kay differs is that everyone washes their face some way or another. And one of the many reasons why I love Mary Kay is being in a Company that’s number 1 in customer loyalty.This means A LOT of regular business and reorders! *And if you’re concerned about being pushy, would you agree that if we were pushy, women wouldn’t come back to us for more? (What would the sales type be to you?)

3.I really need to talk to my husband (or family).QUESTION: What do you think your husband (they) will say?... Well would you agree that most all of the time our husbands (families) will support us no matter what decisions we make? Not wanting us to pass up the potential for more? What I can do is have you fill out this agreement and if for some reason he has any questions, I will be more than happy to answer them! And if he says No, then we can tear up your agreement and you can still be a great hostess!

4.I don’t know that many people.QUESTION: Do you know one person who could be your first practice face? 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: If I can show you how to earn the money for the kit and then some, would you be willing to learn? *Do you know 2 people who love and believe in you enough to loan you $50 each, or 4 who will loan $25 each?

6.Now isn’t a good time.QUESTION: If you were to do Mary Kay, what would be your reason?... If I promise to teach you how to do this, what would keep you from getting started today?

The key is once you’ve overcome the objection(s), don’t stop there!Ask: “Is there any reason why we can’t get you started today?”