- VISION OF HOPE UNIT -

To inspire, motivate & empower woman to believe in

the Beauty of their dreams!





Welcome!

Congratulations on your decision to become a Mary Kay Independent Beauty consultant. I
truly believe the reason for our success now and in the future can be traced to one common
factor; quality people like you! Welcome to our fabulous Vision of HOPE Unit!

I love this business because you never stop learning and there are always opportunities to
grow. As a new Consultant, I strongly urge you to start scheduling and holding your first
appointments as soon as you receive your Starter Kit because what you lack in experience you
can make up for in enthusiasm! Although youll have the opportunity to take advantage of
continuous education in your Mary Kay business, activity will provide your greatest sense of
education and learning. Mary Kay herself often said, You can do everything right with the
wrong attitude and fail to succeed, but you can do everything wrong with the right
attitude and succeed beyond your dreams! The first few weeks of your Mary Kay business
can really set the pace of your future.

I am so excited for you! I care about your future and I am committed to helping you succeed.
Youll want to try all the products and start working on your contact list. As always, I will match
my time 100% with your effort! Be patient with yourself and just take it one step at a time.

I believe in YOU,
Sara
Sara L. Troia
Independent Sales Director
18901 Westmore St. Livonia 48152
(248) 787-2687
saratroia.marykay@outlook.com

You Bought a Starter KitNow What?
Heres a list of 10 Steps to Get Your Mary Kay Business up and running as a
New Mary Kay Beauty Consultant.

#10 Open a NEW personal account for your Mary Kay.
(Make sure you get a debit card!!)
#9 Stay in Touch
Stay in touch with me, *248-787-2687 and your recruiter! Call me anytime!
#8 Go to www.marykayintouch.com
(You need your consultant #. Consultant # is your Mary Kay ID #). This is your
online home with Mary Kay. Consultant # ______________.
1. Order Mary Kay business cards at 800-627-9577 or mkconnections.com
(Business Kit is recommended only $43)
2. Set up your marykay.com Website (Only $25)
3. Give 15 potential customers names and addresses to receive a FREE Beauty
Book! (Check out the Preferred Customer Program PCP- Info is listed under
My customers)
4. Sign up for a PROPAY account. ($39.95) This is how you will be able to accept
credit cards.
#7 Training is So Important
Attend all seven parts of New Consultant Training at the MK Training Center.
Dress Attire: Professional, Dress or skirt (NO pants).
#6 Study the Look Book
Study the Look Book (in your starter kit) and become familiar with our product line.
Watch the Skincare DVD. The best way to become familiar with the products is to
take one of EVERYTHING out of your first order. Use it all!!! You will get orders
immediately just by showing the book.
#5 Make a List of Everyone You Know:
These contacts will be the start of your new business. Dont pre-judge and make a
special mark next to those people who you might like to have on your team. Set up 6
marketing trainings with me and earn your pearl earrings.
#4 Schedule Debut if your contact list is over 40 people.
This is the Grand Opening of your business. Invite all of your friends, family, co-
workers and neighbors. (This can only be done once your inventory arrives.) After
Scheduling your debut, print out the outline and invitations from MK InTouch on
Learn MK Click on the New Consultant Icon at the top.
#3 Schedule your Perfect Start/Power Start if your contact list is less than 40.
Start booking using your booking script. Be sure and schedule 15-20 classes to
make sure you get your 10 classes (30 faces) in within 30 days.
#2 Pearl Bracelet, Earrings, and Necklace
Schedule 6 total practice interviews with your director (while you are doing your PS)
and earn both your earrings and bracelet.
Add your first team member in the first 30 days and earn your pearl necklace and
Senior Consultant Pin Enhancer.
#1 Inventory
Make your decision within one week and then work with your director to place your
initial order to be sure to take advantage of all of the first time bonuses.


Livonia Training Center
35200 Schoolcraft Rd. Ste. 110
Livonia, MI 48150

Monday, Tuesday & Wednesday Weekly Success Events:
This is where you will get weekly training (new, seasoned, red & above) recognition, model
makeovers, marketing & FUN!

*Our Unit will meet on Wednesday evenings from 7-9pm
Earn while you learn! Bring a face model to test panel our amazing products while you receive
training.

MKU
2nd Saturday of every month
Arrive at 9:30 to set up if you plan on bringing a guest
10-12:30pm Model Makeovers & Marketing
Training for Consultants
Skin Care Class Procedure*
Color Application & Technique*

Muffins and Makeovers*
Most Saturdays
9:30am Model Set up
10:00am Makeovers begin
Bring Muffins to pass, enough for you & guests. Guests will be part of a Skincare Class
(SCC) designed so that you can observe how a class is done in the field. Marketing is done so
that guests can hear more about our opportunity. (No Cost)

*My best suggestion as your Director is to attend each class with an asterisk at least once. And then
continue to plug into the Muffins and Makeovers throughout your first year to observe how different
directors teach a class. All of our training complements the information on Learn MK and that you
received in your starter kit. The training is also designed to be most effective when combined with
activity. I.E. attend training classes, hold classes personally in the field, and then attend more training to
fine tune. To become a master at booking, coaching, selling and recruiting will take 6 months to a
year.

PLEASE position yourself to earn WHILE you are learning.
That means to bring guests to all your trainings.
You will have sales, bookings and recruits as a result.

Suggested model dialogue: Suzy, part of my training as a Mary Kay Consultant, is to have a face model join
me _(date)_. This not only helps me with my training but I'll give you 1/2 off any item in my line for your help. Is
there any reason why you cannot join me? I guarantee you that it will be a lot of fun!

Remember to have 3 confirmed to have 1 attend. Pick them up. Tell them that its by reservation only, so you
need 48 hours cancellation notification. Also, 3 guests plus $100 in sales = a class
Mary Kay Image: You are now a professional beauty consultant, representing the most respected
company with the best-selling brand in the US for the past several years! When representing Mary Kay
you should dress professionally in a skirt, dress or suit with pantyhose. Please no pants. This is a
request that Mary Kay Ash made and it is a tradition we honor. In addition, you should be wearing
properly applied Mary Kay makeup!
WEDNESDAY NIGHT
NEW CONSULTANT TRAINING
Part 1: Booking 1Getting Bookings

Part 2: Booking 2Booking from your Bookings

Part 3: Coaching & Pre-Profiling

Part 4: Product Knowledge

Part 5: Skin Care ClassFlipchart


Part 6: Money Management

Part 7: In touch website




Congratulations, you have completed all 7 trainings!!

Fill out voucher on next page & turn into Director.


Congratulations!!!!


Once you start to repeat your Training,
You now move into our Seasoned Consultants Room!!


















































Name________________________________________________Director_______________________________

I had at least 15 women, 18 years or over attend my debut to earn my Tortoiseshell Sunglasses with case.

I have placed my initial minimum $600 or more wholesale order within 15 days of submitting my agreement to receive
a customized Color 101 Signature Look FREE from the Company.

Do NOT turn into Director as you will receive this from the Company
with your $600 or more Wholesale order
Name________________________________________________Director__________________________

I have completed 30 Faces in my first 30 Days to earn the Mary Kay Power Start Pin.
Name________________________________________________Director__________________________________

I did 6 practice interviews with my Director in my FIRST 30 days to earn my Mary Kay
Pearl Bracelet! Debuts do not count.
Name________________________________________________Director__________________________

I have attended my first 7 weeks of New Consultant Training to earn the Mary Kay Keychain.

New Consultant
Signature Look Program

Name________________________________________________Director___________________________

I have held 3 practice interviews with my Director in my first week with the company to earn my
Mary Kay Pearl Earrings! Debuts do not count.
Name________________________________________________Director__________________________________

I added one qualified team member in my first 30 days to earn my Mary Kay Pearl Necklace!




Booking Your Power Start
Anything the mind can conceive & believe, it can achieve!
Script 1:
Hi __________, this is _________! Im so excited! Do you have a quick minute? Let me
tell you why Im calling; Ive just started my own business teaching skin care & make-up with
Mary Kay. As part of my training, I need to practice on 30 faces in the next 30 Days and I
need to borrow your face! I cant tell you how much it would mean to have you help me! Is
there any reason why you couldnt help me? (pause) Great! I have an opening on
________ or ________, which would be better for you? (pause & let them answer) Thank you
so much! __________ Ive got an idea, if you share it with a couple friends, I could get my
training done faster, get more faces done at 1 time, and give you some freebies as a special
thank you for helping me out. My goal is to get your opinion of the product and to help me
practice OK?

Ill be back in touch with you in 2 days to confirm and to see who will be sharing your
appointment. You will also receive a packet in the mail from me! Would it be better to call you
back tomorrow or the next day? (pause) Great! I know well have a great time! I appreciate
you & cant wait to give you some free stuff! Ill call you on ________. Thanks so much for
helping me!

Script 2:

Hi ________________, this is __________________. I am calling for your encouragement! I
am a new independent beauty consultant with Mary Kay Cosmetics and a part of my
education, I need to do practice facials with 30 women between __________ and __________.
You can try everything thats new with no obligation to purchase anything and it will really help
me to get started! So, what do you say, will you be one of my 30 practice facials?!

Great! Which is better for you? __________ or __________ (Give her a choice of 2 time
slots). Book the appointment and then say:

You know, __________, its more fun when you share your facial with a few friends. You can
either have a small group of 3 or 4 or a larger group of 5 or 6. For sharing your appointment,
Mary Kay has a special hostess program that gives you the opportunity to earn free product!
Isnt that great! Either way, Im still coming for you. Which do you prefer?




























































BUSINESS DEBUT CHECKLIST
Checklist to ensure you have a successful debut of your brand new Mary Kay business!

_____ Schedule your business debut within your first 2 3 weeks of business. However, if
this is not possible, then scheduling a business debut later is better than not scheduling
one at all. You will also want to plan to have your inventory in stock before your
business debut.

_____ Hold your business debut in your home preferably because it is a warmer
environment. Our Mary Kay Studio, your Church fellowship hall, civic halls, apartment
club houses or a friends home will be fine if you prefer. Delegate the task of cleaning
your home so your time may be spent on the telephone with your prospective guests
and customers.

_____ Invite all the people on your Contact List. This should be a minimum of 50 people.
(You can expect 10 15 to attend with proper follow-up.)

_____ Send out a minimum of 50 Business Debut Invitations. You can purchase
invitations from me or print them off yourself. I will e-mail you the file. Sending postcards
alone will not be effective. After you have mailed your invitations, plan to call each
guest personally and invite them 2448 hours before your event.

_____ Call each guest on your Contact List. I have provided a script for you to use when
calling your guests. It is on the next page. Keep in mind that your friends and family are
not coming to hear your director or recruiter; they are coming to help you! Your event
attendance will be in direct proportion to the number of guests that you personally speak
with 24 hours prior to the event. Remember, if they cannot come to your business
debut, youll want to either schedule an appointment with them and/or invite them to the
next unit event.

Checklist for the day of the event:

_____ Provide simple refreshments. Youll want to delegate the hosting to someone special
in your family or a close friend so you may be focused on helping your guests to
schedule appointments and learn more about your Mary Kay business!

_____ Mark your date book with everything that you have going on in your life. Then
highlight the times and dates that you have dedicated to your Mary Kay business. Put a
star beside your power start weeks.

_____ Make a Power Start Goal Poster. Youll want to have a poster board with 150 lines
on it. Decorate it how you like.

_____ Have the following supplies available:
______ Pens and profile cards for your guests to complete as they arrive.
______ A money bag with $20 in change. (1 $5, 10 $1 and $5 in coins)
______ Beauty Books or Every Girls Guide brochures stamped w/contact information.
______ Sales tickets & Calculator
______ Baby wipes
_____ Create a tabletop display of Mary Kay products. You will want a Roll Up Bag filled
with the products you will use at your skin care classes for display and demo. (See the
enclosed sheet for the how to) From there, you can create your display based on your
inventory amount. Youll want to arrange the seating in a semi-circle in front of the
display table.

_____ Relax and have fun with your guests.

_____ Your Recruiter or Director will bring Door Prizes, Hostess Packets, Team Building
Packets, CDs, and your New Consultant Prizes that you are working towards earning.



WHAT YOU CAN EXPECT DURING THE PROGRAM:



Have each guest fill out a Customer Profile Card.
We will welcome everyone and thank them for coming.
Your Director or Recruiter will explain the purpose of the event. Your guests will
affirm you in your business. Your goals will be shared and your guests will know that
you will be asking them to help you by having a complimentary facial or class.
You will share with your guests why you have decided to begin your business and
what some of your goals are with your business.
The recruiter/director will share their I story and their relationship with you.
MK Cosmetics will be introduced as the #1 selling brand of Skin Care & Color
Cosmetics in the Nation!
No one will actually receive a makeover that day because that is what youll be
offering at their skin care class. This is a show and tell type event.
At the close guests will have an opportunity to earn chances for door prizes.





Your BUSINESS DEBUT CONTINUED...

Making Your Calls

Youre probably going to reach about 6070% voicemails or answering machines. So, I really
want you to practice what you are going to say before you get on the phone. I know youll do a
great job with your message. Here are some phone tips:
You do want to have a little bit of energy.
You want to really pick up the tone, but not go up an octave.
Anytime you raise your voice an octave, you sound phony so you just really want to
have a smooth voice.
Be excited people can feel that excitement.
Have a lot of optimism, a lot of enthusiasm, and a lot of positive expectancy in your
words and your voice its very important.

Now the conversation you want to have with people is obviously to confirm that they received
your invitation, and YES they will be joining you. But if they say maybe, you have to assume
that it is a no. Then you can go ahead and explain the Power Start to her, and set a date for
her facial. You may also suggest inviting some other people that she knows that would want to
join her, and help you with the 30 faces. So if they say yes thats great, and if they say
maybe assume thats a no and go ahead and book her for her Power Start. Time
management is so important for every business...so if she is unable to join your debut...make
the best out of your TIME and schedule her during this call! If you get an answering machine
leave this message:




SCRIPT/ANSWERING MACHINE MESSAGE:

Hey (her name) this is (your name). I just wanted to give you another quick
reminder that my business debut is (Date/Time). Im really excited and this is so
important to me and it would just mean the world to me (her name) if you came. I
know Sunday (or whatever day it is) is a real busy family day but if you could
spare an hour and a half and come by my business debut it would be great!

Will you please call me or email to confirm you are coming. Space is limited so I
need to know exactly who is coming or not. So I Thank you in advance for a
returned phone call or email and I especially thank you for your belief and
support in my Mary Kay business.





SCHEDULING APPOINTMENTS

LAW OF AVERAGES:
Scheduled Will Hold
10 6
8 5
5 3
3 1




COMMON OBJECTIONS AND CORRECT RESPONSES

IM TOO BUSY... Great! Mary Kay has taught us that it is the busiest people who get things
done. Thats one reason why I chose you!

HOUSE PROBLEMS... (Husband, Guests, Redecorating) Great! I would love to have you
and your friends as guests in my home!

I DONT KNOW ANYONE Great! This will give you a chance to make some new friends!
Just ask two or three people and have each of them bring two or three friends.

I DONT HAVE ANY MONEY TO BUY MARY KAY Great! Did you realize you can get your
product at a reduced cost or even FREE when you share your facial with friends who purchase
the product.

I DONT USE MAKEUP... I can appreciate that. I believe you will be really impressed with
our skin care. I would certainly value your opinion & I believe you would have fun with it.

IVE BEEN USING BRAND X Great! Ive heard a lot about that product but Ive never
tried it. Getting your opinion would really help me later because I will be talking with others
who use your brand too and your opinion will give me a good comparison.

IM ALLERGIC Mary Kay has just recently improved all of our skin care products. They
are now allergy tested and fragrance free! Mary Kay gives you the opportunity to try the
products before you consider purchasing and you are protected by a satisfaction guarantee!
You see Mary Kay caters to people with problem skin!

I WILL MATCH MY TIME WITH YOUR EFFORTS!

Notes:___________________________________________________________
________________________________________________________________
________________________________________________________________
________________________________________________________________
________________________________________________________________
The caterpillar cannot be a butterfly until it prepares
to be a butterfly. If a caterpillar never takes the action
to be a butterfly, it wont become one. It must crawl
into the unknown and to what he has never done
before, purely through faith
- NSD Mickey Ivey

YOUR INCOME POTENTIAL WITH
MARY KAY COSMETICS

With Mary Kay, your ambition and effort really pay off,
whether you start out part-time or full-time!

We will base the average party size with 3 4 guests in attendance. If only 2 guests purchase
the TimeWise Miracle Set for $104, then retail sales for the party will be approximately $200.
This does NOT include any outside orders or color cosmetics sales. Then, we will base the re-
order sales on purchasing TimeWise every 8 weeks (thats $54 each time, 6 times a year).

These numbers are VERY CONSERVATIVE!!






























*This includes 2 hours of training and Success Nights every week!


3 PARTIES PER WEEK (6-9 Hours per week*)
$200 sales x 3 parties/week = $600 Weekly Retail Sales
$600 x 50 weeks per year = $30,000 Retail Sales Per Year
6 Customers per week x 50 weeks = 300 New Customers Per Year
300 Re-orders x $294 per year = $88,200 Annual Re-order Sales
Total Annual Sales $118,200

Total Annual Profit (50%) = $59,100
2 PARTIES PER WEEK (4-7 Hours per week*)
$200 sales x 2 parties/week = $400 Weekly Retail Sales
$400 x 50 weeks per year = $20,000 Retail Sales Per Year
4 Customers per week x 50 weeks = 200 New Customers Per Year
200 Re-orders x $294 per year = $58,800 Annual Re-order Sales
Total Annual Sales $78,800

Total Annual Profit (50%) = $39,400
1 PARTY PER WEEK (2-4 Hours per week*)
$200 sales x 1 party/week = $200 Weekly Retail Sales
$200 x 50 weeks per year = $10,000 Retail Sales Per Year
2 Customers per week x 50 weeks = 100 New Customers Per Year
100 Re-orders x $294 per year = $29,400 Annual Re-order Sales
Total Annual Sales $39,400

Total Annual Profit (50%) = $19,700

Inventory Made Easy

The ABCs of getting your business up and running.
And
The benefits of starting your business with inventory.

Higher Show in Sales: Cosmetics is an emotional buy, women will purchase more from you I
they can take their order home with them rather than placing and order to be delivered a
couple of weeks later.

Work Smart not Hard: Carrying an inventory is a much better use if your time. Here is the
difference in what you will accomplish in an hour with and without an adequate inventory.

With Inventory
Sell the product
Collect the full amount and make an instant 50% profit
Deliver the product (customer satisfaction)
Schedule a checkup facial

Without Inventory
Sell the product
Collect payment
Order product from the company (Can take a few days or up to a week.)
Make the journey to deliver the product
Refresh her on how to use the product
Schedule a checkup facial


My Best Advice
Set yourself up for success, plan on it.
The more money you need now the more inventory you need to hold and sell.
Borrowing money for business will turn a profit.
Inventory creates an extra income for you and your familyit will make its own payment
and pay for other things.
You cannot lose moneyyou have a 90% buy back guarantee!

$$ Debt or Investment $$
by Robert Schuller

What after all is debt? Fresh out of seminary, newly married and just installed as a pastor of
my first church, I was earning a little over $200 a month. When winter approached, I needed
coal for the furnace. I went to the coal yard and asked how much coal I would have to buy,
how much it would cost and if I could charge it.

I was told I would need about 5 tons, it will cost $75 and we will not charge it Reverend as we
do not give credit on coal.

So I went to ask for a load of $75 for the coal and I was given a valuable lesson in economics
by the banker!! He said,

Ill lend you the money for the coal this time but never again. When you borrow money for
coal, you are going into debt and the coal will be burned. When it is gone you will be unable to
repay the loan as you have nothing left to sell and repay us.

When you borrow money for food, water, electricity or coal you are spending money that is
gone foreverthis is a real debt.

If you borrow money to buy a car or a house, we will lend money because you are not going
into debt as you are investing the money. If you cannot pay the loan you can sell the car or
house pay us back and any left over is the return on the investment.

It was his advice, which was to give me the greater courage in later years when starting our
new church. How long would it take to collect the money from surplus offerings? Perhaps 20
years!! So we decided to borrow the money. When finished the entire development was
valued at 1 million dollars. Nearly $600,000 was borrowed.

Someone said to me at that time, I hear you fools have a debt of $600,000. I corrected him,
actually we have no debtwe could sell our property pay off our mortgage and still put
$400,000 in the bank. We dont have debt and in fact were worth almost half a million dollars.

So it is with your Mary Kay Business Investment!!!

Ten Ways to Invest in Inventory
1. Credit Card Loans
This is how most people invest in inventory. You will want a separate Credit Card for your
business. This way you will be able to deduct the interest. If you currently have a credit
card that can be used for your business, that is great! If not, I have a few sources set up for
you. All of these contacts are very familiar with Mary Kay and would love to help you.
You can contact
Mary Kay Chase Credit Card: visit chase.com/mkvisa
Tina Barrett at Fifth Third Bank at (248)553-5530. Your Credit amount must be at
least $720 or higher to apply. She is very familiar with the needs of a new Mary Kay
Consultant. You can apply over the phone. This is a rewards card. They have a
competitive rate that varies depending on your credit. Normally approved the same day,
sometimes may take 2-3 days. Once you are approved, she can give you your card #
over the phone and you can use the account that day. Your physical card will be mailed
to you. If you do not receive credit from them, they partner with HSBC Bank and she will
work with you to get credit through that bank.
US Bank at (812) 948-6515. Anyone in that office is very familiar with Mary Kay and will
do their best to help you. Their hours are M-F 9am7pm; Saturday 9am4pm and
Sunday 11am4pm They have an introductory rate of 0% for 3-9 months, depending
on your credit. They can tell you on the phone that you are approved and for how much,
but you have to wait until your card arrives in the mail to use the account. This will take
5-7 business days.
Wells Fargo or Citi Financial. They often work with you if your credit score is low. You
may pay a little higher interest rate until you establish a consistent payment record with
them.
2. Conventional Personal Loan - This type of loan from a bank will help you establish
credit in your own name. They prefer larger amounts usually $3,000 to $5,000 minimum.
The rates are usually reasonable and there is usually no pre-payment penalty, should you
decide to pay your loan off quickly.
3. Passbook Loan - You borrow against the money you have in a Savings Account.
4. Life Insurance Loan - Borrow against your life insurance (usually at a very low interest rate).
5. Family Loan
Many times there are members of your family willing to help you start your career. It is
recommended that the arrangement be made on a loan basis where you pay this money
back in monthly installments. Co-signersIf you do not have a lengthy credit history or
have not been employed long enough, having a co-signer (parent, relative, close friend)
may help you qualify.
6. Hidden TreasuresPawn something you dont use that is valuable.
7. Secured LoanYou can use your automobile, your home, stocks and bonds,
Certificates of Deposit, etc. as collateral. Along with banks, financial institutions such as
Beneficial, Morris Plan, Avco, etc. offer a variety of loan packages.
8. Borrow against another persons savings - Ask someone to put a portion of their
savings into Certificates of Deposit, then you borrow against that. Their money is safe,
guaranteed and theyre still making interest. This will help you build credit.
9. Have a Garage SaleOther people will pay you good money for items you sell.
10. Home Equity