What if I meet Someone Who Lost Their Consultant ~ Can She Be My Customer?

Upon meeting a new potential customer who has shown an interest in our products, you will want to first ask her, “Do you have a Mary Kay Beauty Consultant who is currently servicing you?”

WE NEVER, NEVER, NEVER TAKE ANOTHER CONSULTANT’S CUSTOMER!!!

Doing so would be a breach of the Mary Kay Golden Rule, out of consultant integrity and considered poor business conduct.

However, you may come across a customer who has lost her consultant, her consultant moved away & is no longer servicing her, a customer who recently moved into the area & is not maintaining a mail order relationship with her former consultant, or a customer whose consultant is no longer selling product. In that case YOU ARE WELCOME TO ASSUME HER INTO YOUR CUSTOMER BASE & BEGIN SERVIC-ING HER PRODUCT NEEDS.

There is ONE EXCEPTION, as a rule of thumb: If you come across a current MK user who has purchased from another consultant, but that consultant HAS NOT SERVICED that customer by telephone or mail in the PAST 6 MONTHS, you may assume her as your customer and immediately enroll her into your Preferred Customer List. Your customers should hear from YOU every 6-8 weeks!

Here are a few more customer situations that you may experience & some suggested ways to handle them:

• What if one of my customer’s family members becomes a consultant? - The customer would naturally buy from her family before an outsider. Honor her decision & share that if things should change in the future you would gladly welcome her back as your preferred customer. • What if I recruit someone who was my customer & she held a class for me & 3 of her friends are

my customers now? Who gets the customers? - Naturally you want the greatest success for your new recruit. It is recommended that you give your recruit her friends as “starter” customers with the understanding that if she ever leaves the business or is not actively servicing them (6 month policy) you will get them back. • What if I find a customer who wants to buy from me, not her current consultant? - This can be a tricky situation & potentially hazardous. The best possible way to handle this situation is to have the customer inform the other consultant of her purchasing loyalty switch. You do not want to create ANY hard or sore feelings between yourself & your sister consultants. You also do not want a reputation for being a “customer thief” either! Tread lightly in this situation & seek the advice of your recruiter & Director BEFORE taking any action. • What if someone else’s customer ends up at my class, party or On-the-Go appointment? - As a rule of thumb, you can sell to the customer on a ONE TIME basis. Refer her back to her current consultant for future purchases. Inform her to keep your card & if she ever looses her current consultant, you would be happy to have her as a preferred customer. • What if another consultant takes my customer? What do I do? - This only happens rarely because consultants follow the rules of protocol. However, if this should happen to you, seek the advice of your recruiter or Director and she can give you some simple steps of action to take. Maintain your professional demeanor & handle the situation with the Go Give spirit in mind. This is even more unlikely if you are offering your customers World Class Mary Kay Service! Loyal customers don’t switch consultants!

SKIN CARE CLASS FOLLOW-UP

1. Mail/Deliver any products you did not have to deliver on-the-spot at the class. 2. Record sales on your Summary Sheets. Staple ʻpink ticketsʼ to your Summary. 3. Call in all credit card charges or process on-line. 4. Keep track of all accounts receivable. 5. Write a thank-you note to your hostess. 6. Write a thank-you note to each customer thanking her for her purchase. 7. Write a Reminder Postcard” to each customer who booked a class—mail the day after you mail the thank-you note—or send a coaching packet if she did not get one at the class. 8. Add the white copy of each Profile Card to your Birthday File. 9. Staple the ʻBank Copy” of the sales ticket to customer s̓ Profile Card and file alphabetically.10. Add all new customers to your Preferred Customer list. 11. Tally all items sold on a current Order Form in preparation for your next order.12. Re-stock your car with the items sold. 13. Clean mirrors and repack for your next appointment.14. Separate your money 60:40 if at a profit inventory.15. Follow-up with key recruiting prospects by booking an interview or inviting them as guests if you didn t̓ already.

Complete Every Sunday/Monday

1. 60:40 all cash on hand and prepare deposits. 2. Complete your Summary Sheet. 3. Copy your Summary Sheet to bring to Tuesday Night s̓ Meeting. 4. Confirm your guests for Tuesday night and coach hostesses for the week. Profile all guests for this week s̓ classes. 5. Plan your next week.

Preferred Customer Program

You can register your customers online at marykayintouch.com, or by mail. To register by mail, do the following: When the company sends you the form to register your customers, simply attach your list to the Company s̓ Preferred Customer Program Form. Add new customers continually, so youʼll be prepared for each PCP deadline.

DATE/TIM

EFO

R APPO

INTM

ENTS

LIST HO

STESS NAM

E, ADD

RESS, TELEPH

ON

E NO

.

TIME

INVESTED

(H

OU

RS)

NO

. OF

CALLS/

GU

ESTS (IN

CLU

DE

HO

STESS)N

O. O

F O

RD

ERS

NO

. OF

BOO

K-IN

GS

NO

. OF

SKIN C

ARE

SETS SO

LD (BASIC

, TIM

EWISE,

VELOC

ITY)

SKIN

CAR

E C

LASSES/FAC

IALS

ON

THE

GO

APPOIN

T-M

ENTS

ON

LINE/

PERSO

N-

AL W

EB SITE O

RD

ERS

SHO

WS

(TRU

NK

SHO

WS,

CO

LLECTIO

N

PREVIEW

S, ETC

.)

BRO

CH

UR

E/PR

EF. CU

ST.PR

OG

RAM

/M

ISC.

SALES/R

EOR

DER

SSALES

TAX

HO

STESSG

IFTS/G

WP AT

CO

ST*(SEC

TION

2)

PRO

DU

CT

GIVEN

AWAY

AT SUG

G.

RETAIL

(SECTIO

N 1)

NO

N-

REC

OVER

-ED

SALES TAX

THIS W

EEK'S

TOTA

L

YEAR

-TO-D

ATE

TOTA

L

NEW

TOTA

L

$ ___________x .40

Estimated W

eekly Gross Profit

= ___________

Mary K

ay Weekly A

ccomplishm

ent Sheet

Independent Beauty Consultant N

ame and N

umber

Independent Sales Director N

ame

Week Ending D

ateTelephone N

o.

Page _____ of _____

Send a copy of this sheet to your Independent Sales Director and retain a copy for your files. U

se additional sheets if necessary.Please note: The w

eekly accomplishm

ent sheet is not a complete sum

mary for incom

e tax or accounting purposes.

Weekly Sales Total Less Tax

Deposit total am

ount collected in business account. It is suggested to allow

.60 percent of sales for product replacement; 40 percent is profit

less other business expenses.

SALES (LESS TAX)

WEEK

LY SALES TO

TAL (LESS TA

X)YEA

R-TO

-DA

TE SALES

TOTA

L (LESS TAX)

$100 and $50 Days:

$100 MK Bucks for each day you sell at least $100.

$50 MK Bucks for each day you sell $50 - $99.

_____ Total Num

ber of $100 days this week. _____ Total N

umber of $50 days this week.

IPAS com

pleted:_____ 1 Skin Care Class (3 faces & $150+ retail)_____ 2 Facials or O

n-the-Go Appointm

ents ($100+)_____ Re-O

rders (1 per $100)_____ 1 Interview (Interview Evaluation turned in)_____ Follow up with a tape (Choices Eval. turned in)_____ 1 Guest at m

eeting (Mill. W

oman form

turned in)_____ 7 N

EW Contacts (talk to live and in person)

_____ 2 NEW

Bookings (Facials, classes or OTG)

_____ 1 NEW

Team M

ember

_____ 1 Complete Travel Rollup Bag

_____ 2 New Basics Sold

_____ Business Debut

_____TOTA

L IPAS produced for the week

INCO

ME PRO

DUCIN

G ACTIVITIES

Orders Subm

itted toC

ompany This W

eek

$___________________________ Section 1 wholesale

$___________________________ Section 2 at cost

Estimated W

eekly Gross Profit

MARY KAY SKIN

CARE R

OUTIN

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*Over-th

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Here is a handy applicatio

n guide fo

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orning and evening M

ary

Kay skin care ro

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heck th

e products you use.

MARY KAY SKIN

CARE R

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Order o

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roducts

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ith Sunscreen SPF15*

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MK Signature™ Eye Prim

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1. FINANCIALLY - THE SKY IS THE LIMIT ! 2. HIGHEST COMMISSION IN DIRECT SALES! 3. SELLING A CONSUMABLE PRODUCT! 4. FLEXIBILTY & FREEDOM TO PRIORITIZE YOUR LIFE! 5. PRIZES/FREE CARS & RECOGNITION! 6. FREEDOM TO ADVANCE! 7. INCREDIBLE TAX DEDUCTIONS! 8. NO QUOTAS OR TERRITORIES! 9. PRODUCT AT WHOLESALE! 10. NOTHING TO LOSE! $100 INVESTMENT- 90% BUY BACK!

ON A SCALE OF A-D CIRCLE YOUR INTEREST LEVEL IN MARY KAY COSMETICS:

A = Absolutely, I have nothing to lose and everything to gain B = Buy me a cup of coffee, I have some questions C = Call me and invite me to the next career event, it sounds interesting D = Definitely not, I prefer to pay retail Name: ________________________ Phone: _____________________ Consultant: ________________________________________________

Total Sales All income from Classes, facials, reorders, etc.....use your sales slips total including tax.....We want to know bow much money you actually received Other Income.....1099-misc from Mary Kay Commissions, promotions ___________Prizes, Awards & Car Program_____

Beginning Inventory from last years Schedule C, use “ending inventory”on page 2Ending Inventory Count All Section 1 merchandise remaining as of December 31Expired Product past expiration date, damaged, or no longer sellable

All Section 1 merchandise purchased from Mary KayAll Section 2 merchandise purchased from Mary KaySupplies you purchased to resell as part of your product (cups, baskets, towels ,etc.)PERSONAL USE wholesale value of product you used for yourselfDemonstration Product..wholesale value of product you used as samples & demosHostess Gifts wholesale value of product (limited to $25 per client per year)

Advertising.....preferred customer program, booths, newspaper adsBad Debt/Refunds.....money not collected & product not returned to MKCommissions.....paid to others, dovetail, office help, independent contractorsInsurance.....product insurance, extra insurance for product in your house or carInsurance.....Health insurance premiums (if this is your only source of insurance)Interest.....credit cards, business loans, personal loans used only for Mary KayLegal & Professional Fees.....bookkeepers, tax preparers, attorneys, accountantsRent or Lease of Equipment.....copiers, postal meters, audio/visual, furnishingsRent for Training Center.....business propertySales Taxes.....paid to Mary Kay on purchases, and other taxes paidTelephone.....(not for 1st phone) 2nd line, long distance, call waiting, message center

Bank Fees.....monthly account fees, bank card processing, money orders, new checksConsumable Products.....paper, pens, gold labels, cotton balls, towelsEducational materials.....videos, audio tapes, books, publications, magazinesEvent Fees.....weekly meetings, debuts, fashion shows, local events, M.K.U.Gifts NOT Section l: Birthday/Holiday gifts (limited to $25 per client per year)Postage....shipping & handling, jet pack, phone order charge, express mailPrinting & Copies.....flyers, newsletters, business cards, stationaryPrizes consultant prizes and awards, jewelry, ribbons, new consultant flowersSmall Office Equipment.....storage containers, electronics, filing cabinets, furnishingsTraining Center Expenses.....Coffee, snacks, flowers, decorationsUniforms.....Red Jacket uniform, Director s̓ suit, include the dry cleaningMeals (when discussing business) -- partially deductibleOther expenses

Mary Kay Income and Expense WorksheetINCOME

INVENTORY PURCHASES DIRECT EXP. OFFICE EXP.

DEPRECIATION:List any equipment you use in your business (computers, large office equipment, furniture, etc.)Item Cost/FMV % Business use Date placed in service Item Cost/FMV % Business use Date placed in service

AUTO EXPENSES:Make & Model:_________________ Date placed in service_______________ Cost/FMV_____________Do you own or lease this car? Did you keep a mileage log? Do you have another car? (if you do not own this car, list totals for registration, gas, insurance, repairs, & maintenance on the back) Total miles driven ALL year Total Business miles Parking & Bridge Fees Car Loan Interest/Lease pmts

TRAVEL EXPENSES: Transportation & Lodging Registration Fees Meals & Entertainment Tips (SEPARATE from meals)

HOME OFFICE EXPENSES:Total Sq.Ft. of Home: Sq.Ft used for Business Cost/FMV without land Do you use this area Exclusively for business? Do you Regularly meet clients at your home? Total Rent Total Utilities Insurance Maintenance/Repair

1. Prepare in bulk

Hostess coaching packets Reminder postcards Recruiting packets Guest Invitations Goody bags Wrapped gifts for door prizes Product sets (on page 16) Look Books Brochures Profiles Sales Tickets

2. Pack your car with inventory in a portable, neat, organized, alphabetized system.

3. Systemize office procedures for

Profiling guests Organizing profiles from classes/facials Thank-you notes Sales tickets Accounts receivables Weekly accomplishment sheets Tax receipts New leads Phone messages Return phone calls Pro-active phone calls to be made Updating your datebook with activities Planning your next day Planning your week

Time Saving Activities

time saving activities, continued

4. Organize your scripts for

Booking Coaching Profiling Inviting guests Getting interviews Customer service Confirmation calls Working with your team

5. Systemize packing for a Skin Care Class...Bring

Brochures Pens Mirrors/washcloths/look cards/applicators/cotton balls Additional samples Hair clips/bands Garbage bag Display Hostess gift Closing set up

• sales tickets

• hostess coaching packets

• guest lists

• guest invitations

• datebook for future bookings or monthly calendar-at-a-glance

highlighted

• calculator

• door prizes

• tickets

time saving activities, continued

6. Use a ‘Brain Book’ and carry it everywhere.

7. Use file folders to reduce stacks of clutter.

8. Select your clothes the night before.

9. Stand up while working in your office.

add your ideas here:

PRACTICE INTERVIEWS BOOKING SCRIPT

Use this script to book your first 6 Practice Interviews to be held with your Sales Director. This is howyou will learn to present the marketing plan and assemble a recruiting notebook.

Hi,_____ this is _____! How are you? Great. Did I catch you at a good time? Great. I just had to callyou, I am so excited! I know you know that I just started my very own business with Mary Kay and thesecond phase of my training is to listen to my Director share our career information with 5 sharp womenthis month! By listening to her – It will help me learn the appropriate way to share the information!! Iwanted to ask you, because I really respect you and I value your opinion! _____, I know you wouldprobably never be interested in doing Mary Kay and that’s ok!!! By listening you would just be helpingme complete the second phase o my training! I’ll buy you coffee and dessert at your favorite restaurant…how does that sound? When is a good time to get together? (Set time and date within 48 hours!!!)

If there is absolutely, no time available for lunch or after work hours, then ask if it would be okay forCaterina, your director to call to chat with they briefly over the phone. Could she call for a quick 30second talk just to set the time with you. Or depending on the day you could ask if she would listen to themarketing plan as guest on our Weekly Conference Call at 6:50 PM PST at 646 -519-5830 Pin 2003# .Call her and remind her and call your director to RSVP.

A live appointment is 100% better than a phone or conference call appointment, but the phone is betterthan booking the appointment too far off in the future.

D.I.S.C

. Personality Assessm

ent In the spaces below

, rank the traits listed on each of the 6 lines. Working left to right you should assign a

“4” to the work w

hich is most like you; “3” points to the w

ork like you; “2” points to the word that is

somew

hat like you, and “1” point to the word least like you. Figure your totals for each vertical colum

n and fill in the boxes m

arked “Total”. The combined score of all four colum

ns should equal 60.

EXAMPLE

1 Com

petitive

2 Inspiring

3 Steady

4 Cautious

Colum

n 1

Colum

n 2

Colum

n 3

Colum

n 4 1) ______ C

OM

PET

ITV

E

2) ______ SELF C

ERTA

IN

3) ______ A

DV

EN

TU

RO

US

4) ______ D

EC

ISIVE

5) ______ A

SSER

TIV

E

6) ______ V

IGO

RO

US

_______ TO

TA

L

D

1) ______ INSPIR

ING

2) ______ O

PTIM

ISTIC

3) ______ E

NT

HU

SIAST

IC

4) ______ FL

EX

IBL

E

5) ______ IM

PUL

SIVE

6) ______ R

ESPO

NSIV

E

_______ T

OT

AL

I

1) ______ STE

AD

Y

2) ______ D

EL

IBE

RA

TE

3) ______ FR

IEN

DL

Y

4) ______ PA

TIE

NT

5) ______ ST

AB

ILIZ

ING

6) ______ SY

MPA

TH

ET

IC

_______ TO

TA

L

S

1) ______ CA

UT

IOU

S

2) ______ E

XA

CT

ING

3) ______ LO

GIC

AL

4) ______ ST

RIC

T

5) ______ PR

EC

ISE

6) ______ FA

CTU

AL

_______ T

OT

AL

C

Circle the highest total and note w

hich letter appears in the box with your highest.

(Either D

, I, S, or C) For dem

o purposes only!!

DISC People-Reading Guide

Is this person’s behavior more . . .

Outgoing/Direct? • Faster pace • More telling • Louder speech • More inflection More Competitive and Directing (“D” Need)? • Closed posture • Unexpressive/cool face • Feelings unexpressed • Formal • Focuses on “What?” • Priority on goal and results

Reserved/Indirect? • Slower pace • More asking • Softer speech • More monotone More Accepting and Doing (“S” Need)? • Open posture • Relaxed/warm face • Feelings expressed • Casual • Focuses on “How?” • Priority on cooperation and stability

More Talkative and Interactive (“I” Need)? • Open posture • Animated/warm face • Feelings expressed • Casual • Focuses on “Who”? • Priority on People and Approval

More Assessing and Thinking (“C” Need)? • Closed posture • Unexpressive/cool face • Feelings unexpressed • Formal • Focuses on “Why”? • Priority on Quality and Analysis

OR

OR

OR

D Dominance

I Influence

S Steadiness

C Conscientiousness

Major Goals: Results Control

People involvement Recognition

Security/Stability Accuracy Order

Major Fears: Losing control of environment

Being taken advantage of

Rejection Loss of approval

Sudden change Losing security

Criticism of performance Lack of standards

Dislikes: Being controlled by others

Lack of results

Handling complex details

Working alone

Hostility, conflict Unpredictability

Disorganization Unclear explanations

Under Pressure: Domineering Impatient

Emotional Disorganized

Conforming Indecisive

Withdraws Stubborn

As A Buyer Responds To:

Options Efficiency

Testimonials Saving personal ef-

fort

Assurance of stability

Personal Attention

Evidence of quality and accuracy

Logical approaches

Decision Style: Quick Emotional/ “Gut Feel”

Deliberate Analytical

CHOICES Evaluation Sheet Name:______________________________ Current Occupation:__________________________________

Address:______________________________________________St:____________Zip:______________

Phone #:_______________ Office #:_______________Cell #:________________Best time to call ______

E-mail Address:______________________________ Consultant's Name:____________________________

Spouse Name:_____________________________________# of Children:__________________________

1. Do you Feel you currently have a career of a lifetime? Yes No

2. Do you have all the flexibility in the world? Yes No

3. Are you being paid what you're worth? Yes No

4. Do you have absolute control over career advancement, (Promotions)? Yes No

CHOICES CD 1. What Story did you relate to the most? ____________________________________________________________________________________

2. Which fact impressed you the most? ____________________________________________________________________________________

Your Mary Kay Business Which of the following results of a Mary Kay Business would benefit you and your family the most?

(CHECK ALL THAT APPLY) _____ Children through college ____ Pay myself what I'm worth ____ Career Car

____ Higher self-esteem ____ Greater self-confidence ____ New Career

____ Products at cost ____ Tax savings ____ Extra Income

____ Positive Friends / Fun

On an interest level of 1 - 10 (10 being the highest) where is your current interest level in a Mary Kay Career?

1 2 3 4 6 7 8 9 10

Thank you for your time! Who do you know that would benefit from earning extra income? Name:__________________________________________Phone #:____________________________

Name:__________________________________________Phone #:____________________________

Please choose two boxes that best describes you. (A first choice & B for 2nd choice)

Results Orientated People Oriented Family Oriented Detailed Oriented

Quick decisions Intuitive Decisions Slow Paced Decisions Analytical Decisions

Direct Style Motivational Style Team Playing Style Perfection list Style

Achievement Motivated Recognition Motivated Security Motivated Service Motivated

Values in Workplace: Values in Workplace: Values in Workplace: Values in Workplace:

*Time & Effectiveness *People & Relationships *Guidelines & Structure *Organization & Excellence

*Fast Worker *Enthusiastic Worker *Consistent/Steady Worker *Thorough/Precise Worker

*Power Influence *Inspirational Influence *Loyal Influence *Crucial-Thinking Influence

Desires: Desires: Desires: Desires:

*Management & Money *Praise & Prizes *Security and Benefits *Flawless Performance

InspirationFor anytime you need it!

A change in attitude canchange your life!

-Mary Kay Ash

AFFIRMATIONS Affirmations can make the difference between success and failure. I have never understood the principle, but I do live by it. The things that we say to ourselves have a tremendous affect on the way our mind processes things that are happening. The subconscious doesn't know the difference between what is real and what is imagined. It just takes everything we tell it as real - for instance, when you say, "this headache is killing me," your mind processes that to be true. The headache gets worse. I remember Margaret, a Director friend, saying that ever since she came into Mary Kay, she was told to make an affirmation tape. She just never got it done. After three months of struggling through DIQ and still having a long way to go, Margaret decided to take that advice. She made a positive affirmation tape at the beginning of the fourth month. She finished that month. I can't remember her numbers exactly, but it seems she recruited and activated between 13 and 17 people that month. Positive affirmations really do work. Try these everyday this month and just see what happens: I AM SUCCESSFUL, CONFIDENT, and ENTHUSIASTIC!!!!!!! I exercise daily control over my emotions and work habits. I always look for the best in myself. My positive attitude keeps me focused on my goal and inspires others. I AM A MASTER BOOKER!!!!!!!!!!!!! I get at least two or three bookings from each class because each guest has a great time and wants the products I have to offer. I book everywhere I go because I believe that every woman desires to look and feel better. Booking is easy for me because I love people and I love what I do. I book sharp women. I am confident, sincere and enthusiastic! I AM EXCELLENT AT CLOSING THE SALE!!!!!!!!!! I do a great job at overcoming objections. I feel confident and comfortable talking with each guest individually. They trust me and appreciate my service. I KNOW GOD LOVES ME AND WANTS ME TO SUCCEED!!!!!! Thus, I will press on daily toward my goal. I overcome any circumstances, condition or obstacles that could hold me back. Every day I strive to be the best "me" possible! "God always gives His best to those who leave the choice with Him."

Sometimes Reaching a DreamTakes Courage

Courage is admitting that you’re afraid and facing that feardirectly. It is being strong enough to ask for help and

humble enough to accept it. Courage is standing up for whatyou believe in without worrying about the opinions of oth-ers. It’s following your own heart, living your own life, andsettling for nothing less than the best for yourself.

Courage is daring to take the first step, a big leap, or a dif-ferent path. It’s attempting to do something that no one

has done before and all others thought impossible. Courage iskeeping heart in the face of disappointment and looking at de-feat not as an end but as a new beginning. It’s believing thatthings will ultimately get better even as they get worse.

Courage is being responsible for your own actions andadmitting your own mistakes without placing blame on

others. It’s relying not on others for your success, but on yourown skills and efforts.

Courage is refusing to quit even when you’re intimidatedby impossibility. It’s choosing a goal, sticking with it, and

finding solutions to the problems.

Courage is thinking big, aiming high, and shooting far. It’staking a dream and doing anything, risking everything,

and stopping at nothing to make it a reality.

Don’t Let Phase TwoKeep You FromWinning!

(continued)

Did you know that mostConsultants go through

a four-phase swingmany times during their

Mary Kay careers?Not all of the phases

are positive ones andit’s important for you to

know how to workthrough them to keep

yourself and your MaryKay business thriving! The first phase is excitement.

You’ve caught the vision of where youcan go and what you can do for yourselfand your family through our Mary Kayopportunities! You don’t know orunderstand just how it will all comeabout, but you just know that it will.Nothing can stand in the way of yourpursuit of the Mary Kay dream—you’reready to take on anything!

Then phase two hits—frustration.Things are not going as fast asyou’d like them to. Can yourelate to this? Of course, youcan. We’ve all been there. Weget impatient with ourselves andour customers. We tell ourselvesthat nobody wants to book abeauty show or buy Mary Kaycosmetics.

Then comes phase three—the crisis point.Do you throw in the towel and shootholes in your beauty case, or do youget your head straight and work itthrough? Do you tell yourself thatunit meetings are the last placeyou’re going since you have notdone anything to crow about? Or doyou tell yourself that unit meetingsare where you need to be to getyour act together? The rightquestion to ask yourself is the lastone—as hard as it may be to pushyourself to a unit meeting, it's thebest thing for you and your MaryKay career right now. You’ll actuallybe glad you went.

The last phase isrecommitment.You’ve made it! You’ve recoveredfrom the situation and you’re strongerfor it. You’ve recaptured your dream,you’re excited again, and ready forthe next obstacle. One thing iscertain—each time you slip into thefrustration phase, your trip back tophase one (excitement) gets quickerand quicker, because you know theway.

Is it worth it?Is your Mary Kay careerworth the hassle of puttingup with postponedshows? Making yourselfgo to unit meetings andfinding something to crowabout? Could you findthis kind of never-endingexcitement, supremechallenge, and positiveattitude in any other job?I wouldn’t be the person Iam today without thegreat opportunity MaryKay gave me. I have ahealthy self-image and somany chances to sharethis positive way of lifewith other people. Is MaryKay worth it? You bet itis!!!We must never sellourselves short. Giveyourself time to grow, andabove all, never lose sightof your goals. When youlose sight, then you havetime to see the obstaclesthat lie before you.Remember, Mary Kaysells dreams as well ascosmetics.Resolve now to workthrough every phase twoand never forget whereyou could be in sixmonths, a year, threeyears, or five years fromnow if you just persist!Sure, it can be difficult attimes, but if you alwayslook ahead and imagine apositive aide toeverything, you’re sure togo far with Mary Kay. Andpretty soon the positivethings that you wereimagining are comingtrue!

How to Work Your Business withSmall Children

By Pam C. Brown

My children are 6 and 7, and they certainly keep me busy. I have worked MK in all aspects of my life:in college, single, married with out children, pregnant, with children, and while teaching school. Ifyou truly have the burning desire to change your current situation in life then you can and willmake it happen! I really didn’t have a choice…once I realized that I couldn’t keep living day in and dayout teaching school and living for the weekend or even just for 3:30 in the afternoon…everyday!! IREALLY STARTED TO BECOME LIKE THE OTHER NEGATIVE NELLIES that I hung around andit was flowing over into my personal life. I was then ready and more committed then ever to make achange for the better! What a blessing Mary Kay was at that time and continues to be within my life andthe lives of those most important to me!!

How I managed my time and maintained balance while the children were small:

I always held classes and facials within my home! I romanced to all of my clients the benefit about nothaving to clean their home and just escaping away from it all and coming to my home for their PamperingSession or their SCClass. I had the children with me and occasionally I would have my neighbor (13 ye arsold) come over and entertain the children while I had my class . I never paid my sitter either. Theyalways worked for MK products and bath and body gels! Till this day. I still operate that way!

It is wonderful! I would also plan only 3 days a week where I scheduled classes, facials, and interviews. Ialways tried planning them around the kid’s naps. I worked a lot during the day and really only spent 1 to2 nights TOPS out a week – for meeting and then either a training or a workshop or guest event, etc. Mostweeks I really was out only 1 night a week!

I absolutely LOVE this business with a passion and I always over book, over schedule, and inviteseveral hostesses at one time so that I am working smart and not hard. Taking up less of my time toachieve the same results as if I would have scheduled 3 classes at different times and on different nights . Iwould have 5-8 people with a new consultant or a potential consultant that I would be training asmy helper… It was always done at my home and under ½ the time. That simple!

The children grow up so fast and initially my kids did not want mommy to work. They would have a fitwhen my time was taken away from them for all of 1 hour at a time. So, when the children were 4 and 5, Ihad a little Tupperware box that they cut out pictures of Mickey Mouse and taped them on. They want edto go to Disney world. So that was my thing - I had to come up with a plan so that they wouldn’t becrying hysterically while I was in the other room having a class. I decided to give them each $1 to put inthe box to go toward Disney World for every class or facial that mommy held… BOY did that turn thingsaround! They were constantly asking me “Mom, do have you have people who need makeup comingover tonight?” And you better believe, if I didn’t have at least 2 -3 appointments a week, they made mefeel so guilty. It was like I was taking away from them! It really worked and I worked so hard thatyear and did Queens Court of Sales and took my family on a Disney Cruise for 1 week… T hanks toMK!Guess what? We are going on that Disney Cruise again in October and we have started it all up again… Itis so much fun!

They are my reasons for working this AWESOME BUSINESS! How Blessed we all are to have anopportunity such as Mary Kay in our lives! Opportunity is often missed because it is disguised ashard work. You MUST have a vision.

Trust in the Lord with all you heart and lean not on you own understandings, in all your waysacknowledge Him and He shall direct your paths. Proverbs 3:5 -6

SUGGESTED READING LIST

Listed below in alphabetical order are 13 favorite books and seven favorite authors that Mary KayNational Sales Directors have found to be helpful in conducting their Mary Kay businesses. One ofMary Kay�s favorite quotes is by John D. Rockefeller, who said, �The ability to deal with people is the most precious commodity on earth, more valuable than coffee, sugar or flour, and I will paymore for it than any other commodity under the sun.� And, as Mary Kay herself once said, one ofthe rules to help develop this important ability is to �acquire a deep driving desire to learn, a vigor-ous determination to increase your ability to deal with people.�

As always, Mary Kay�s books are your best resources and are listed first. This suggested list ismeant only to supplement them. Mary Kay Inc. does not endor se these books or their authors.This list of suggestions is provided as a service to you; you may or may not choose to use it.

- Global Sales Education Dept.

�Mary Kay� by Mary Kay Ash�Mary Kay on People Management� by Mary Kay Ash�Room at the Top� Mary Kay National Sales Director �I-stories� �Smart Connections� �You Can Have It All� by Mary Kay Ash

�The Aladdin Factor� by Jack Canfield and Mark Victor Hansen�Bringing Out the Best in People� by Alan Loy McGinnis �Developing the Leader Within You� by John C. Maxwell �Developing the Leaders Around You� by John C. Maxwell �Feel the Fear and Do It Anyway� by Susan Jeffers, Ph.D. �How I Raised Myself From Failure to Success in Selling� by Frank Bettger�How To Have Confidence and Power in Dealing With People� by Les Giblin �How to Win Friends and Influence People� by Dale Carnegie �The Magic of Thinking Big� by David J. Schwartz, Ph.D.�Pay Yourself What You�re Worth� by Shirley Hutton (National Sales Director Emeritus)�The Winning Attitude� by John C. Maxwell �You Deserve the Best� by Pat Pearson, M.S.S.W. �Your Rx for Success� by Luella Gunter (National Sales Director Emeritus)

Also, these authors are suggested:Claude Bristol Norman Vincent PealeStephen Covey Robert H. SchullerNapoleon Hill Zig ZiglarOg Mandino

Quick Reference G

uide

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The Most Im

portant Feature in Your Intelliverse M

essage Center

DISTRIBU

TION

LISTSM

odifying Your Distribution Lists(Classic, D

eluxe, and Elite services)

Press for User options

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odify a distribution List

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(02-099, depending on your level of service). Then press:

to Add a new

mem

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to record a Nam

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to Make a m

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ber, your message center

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load mailbox num

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