Next Steps #1. Name: Director s Name: #1 Read Mary Kay Autobiography Miracles Happen

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1 Next Steps #1 Name: Director s Name: New Consultant Start Date: Date Turned In: #1 Read Mary Kay Autobiography Miracles Happen #2 Personal Coaching Appointment with your Director or recruiter *Personal Business: ( WPS Taxes Money Management *Intouch: ( Online ordering Propay Returns Business Tools Ecards, Evite, Product Central, Reorder Reminder Digital Zone Show & Sell, Social Media and Video lounge My Customers Weekly Accomplishment Sheets Education Resources advertising, fliers, legal Other Resources unit website: #3 MKUniversity on MK Intouch under: education / MKUniversity Welcome Step 1: Get Started MKU Reflections Greatness within You Step 2: Golden Rule / Customer Service Step 3: How to find Customers & Hostesses MKU Reflections Bravery Step 4: How to Book a Selling Appointment Step 5: How to Conduct a Skin Care Party MKU Reflections Grit Step 6: After the Skin Care Party Step 7: The Art of Selling Step 8: How to Build a Team MKU Reflections Choices Step 9: Earn your Red Jacket Step 10: Earn your First Career Car Step 11: Are You Ready for DIQ MKU Reflections Virtual Classroom #4 Start Something Beautiful DVD (in Starter Kit) *Welcome to your Mary Kay Business *Before the party What s in your starter kit Booking Setting up your table *Opening the Party Satin Hands (I choose to do this in the middle of the party) Foundations (Choose color before party) Opening *Demonstrating the TW Miracle Set TW Miracle set Foundation *Closing the Party Color Table Close Individual Consultation Overcoming Objections #5 Read Start Something Beautiful magazine in Starter Kit Page 30 Get the Party Started Page 35 Book It Page 40 Love Your Skin Parties Page 52 Golden Rule Customer Service Page 62 Products to Love Page 64 The Science Behind the Beauty Page 90 Share Something Beautiful Page 96 Steps to Success Page 100 The Star Consultant Program Page 118 Legal, Business & Tax Considerations #6 Putting Beauty Book Instructor s Guide together #7 Conduct a Skin Care Class (on your own or with your recruiter)

2 Beat the Bag Challenge! Check off each item before your Starter Kit Bag arrives or within 7 days: Download the Voxer Walkie Talkie App for your phone and find your Director at jbouse462 and she will add you! On Facebook find Bouse Believers and Star Achievers! so we can add you to our group! Complete your list of names in the 3rd Section of your 5 subject notebook. Highlight those that you think would be great at this! Schedule and hold your Welcome Appointment with your Director. Make your product/inventory decision AND place / Qualified order or more. Schedule and hold your first 4 Practice Interviews with your Director. Y ou will earn your Pearls earrings! Schedule your Kick-Off Party to be held within 2 weeks of your start date. AND/OR Schedule your first 8-10 Practice Parties (One will be done with your Recruiter/Director.) When you complete the Beat the Bag Challenge you will receive $100 in FREE product!! Don t Miss Out! *NAME: MK Start Date Challenge Completed * Jennifer Bouse, Sr Sales Director Cell Office jbouse@marykay.com Website: Beat the Bag Challenge! Check off each item before your Starter Kit Bag arrives or within 7 days: Download the Voxer Walkie Talkie App for your phone and find your Director at jbouse462 and she will add you! On Facebook find Bouse Believers and Star Achievers! so we can add you to our group! Complete your list of names in the 3rd Section of your 5 subject notebook. Highlight those that you think would be great at this! Schedule and hold your Welcome Appointment with your Director. Make your product/inventory decision AND place / Qualified order or more. Schedule and hold your first 4 Practice Interviews with your Director. Y ou will earn your Pearls earrings! Schedule your Kick-Off Party to be held within 2 weeks of your start date. AND/OR Schedule your first 8-10 Practice Parties (One will be done with your Recruiter/Director.) When you complete the Beat the Bag Challenge you will receive $100 in FREE product!! Don t Miss Out! *NAME: MK Start Date Challenge Completed * Jennifer Bouse, Sr Sales Director Cell Office jbouse@marykay.com Website:

3 Don t Forget Your Demos!! Extras you will need to fill your tray: Satin Lips Set Satin Hands Set Firming Eye Cream & Microdermabrasion Set - (Can earn as a Qualified Consultant) Foundation Primer Dash Out the Door Look: -Cream Eye Color- Beach Blonde -Cream Eye Color- Iced Cocoa -Bronzing Powder -NouriShine Plus Lip Gloss- Fancy Nancy -NouriShine Plus Lip Gloss- Beach Bronze Brush Cleaner (Can earn as a Qualified Consultant) Travel Roll-Up Bag (Can earn as a Qualified Consultant) TimeWise Matte-Wear Bronze 8 *For those who ordered Mineral Powders in their Starter Kit: TimeWise Matte-Wear Ivory 1 *For those that ordered Liquid Foundations in their Starter Kit: Ivory 2 MPF, Beige 1MPF and 3-5 MPF brushes *Tray insert papers Find on believearea.com under Training tab in Skin Care Class Don t Forget Your Demos!! Extras you will need to fill your tray: Satin Lips Set Satin Hands Set Firming Eye Cream & Microdermabrasion Set - (Can earn as a Qualified Consultant) Foundation Primer Dash Out the Door Look: -Cream Eye Color- Beach Blonde -Cream Eye Color- Iced Cocoa -Bronzing Powder -NouriShine Plus Lip Gloss- Fancy Nancy -NouriShine Plus Lip Gloss- Beach Bronze Brush Cleaner (Can earn as a Qualified Consultant) Travel Roll-Up Bag (Can earn as a Qualified Consultant) TimeWise Matte-Wear Bronze 8 *For those who ordered Mineral Powders in their Starter Kit: TimeWise Matte-Wear Ivory 1 *For those that ordered Liquid Foundations in their Starter Kit: Ivory 2 MPF, Beige 1MPF and 3-5 MPF brushes *Tray insert papers Find on believearea.com under Training tab in Skin Care Class

4 Things You ll Want to Know! Congratulations on your decision to start your very own business with Mary Kay Cosmetics and welcome to our unit, The Bouse Believers and Star Achievers! Your Sales Director is Jennifer Bouse. You are now a part of a Pink Cadillac & Circle of Excellence unit in Mary Kay Cosmetics. Call or text me anytime with any questions! It is fine to call early or late...anytime! If I am not in, please leave a message and I will return your call within hours cell office office text believearea.com (unit website) Find us on Facebook at: Bouse Believers and Star Achievers! Voxer Walkie Talkie App at jbouse462 My goal is to help you reach your goals!! About your Kick-Off Party: This is an event to show all your friends, family, neighbors, and co-workers that you are open for business! Invite everyone you know to come and preview our products. Your director or recruiter will conduct the event so all you have to do is invite ALL your friends! Isn t that easy? The guests will also have the opportunity to purchase product and schedule a follow up appointment with you. Receipts and Taxes: Don t worry! This can be a confusing part of your business as a new consultant. As of now, be sure and save receipts on Mary Kay purchases and anything related to Mary Kay (that includes your Starter Kit). Everything else we will discuss at the 2nd Coaching Appointment. Professional Image: Please wear a skirt or dress and a MK pin at all MK functions and classes. Consultants can just wear a black skirt with a white shirt to our weekly unit meetings. 2nd Coaching Appointment: Schedule time for your Personal Coaching with your director. Please come with all of the little questions that may have come up since signing your consultant agreement. We will discuss them all. Success Meetings: Believers Coast to Coast Online Chat twice a month. (1st & 3rd Sunday 8:45pm cst) New consultant training twice a month. (2nd & 4th Sunday 8:45pm cst) Look for dates on our facebook page.

5 Next Steps #2 New Consultant Prizes (available up to 60 days from start date) Prizes may vary from pictures shown Beat the Bag $100 in Retail Products (Only available 7 days From signing date) $100 retail prize may vary from picture shown Qualifying Order: $ Wholesale: Believe & Achieve Pin $1, or more Wholesale: Tote Bag & Pin Perfect Start Charms: Perfect (15 face in 15 days) Power (30 faces in 30 days) Plus (30 faces & 6 interviews in 30 days) Pearls of Sharing: 4 interviews: Earrings 2 more interviews (6 total): Bracelet 4 more interviews (10 total) Or a new team member: Necklace (Interviews must be done with Jennifer either a 3 way call or face to face) Complete New Consultant Training (Next Steps #1): Business Card Holder 48 hour Booking Blitz: - 5 bookings: Money Bag - 10 Bookings: Calculator

6 ...Keep the momentum going. Frequently Asked Questions How do I stay motivated? Attend your weekly meeting. Miss 1 your business is sick, 2 it is dying, 3 it is dead. Call into our Conference Call Monday nights 9p at (641) AC #. Plug into InTouch each day. Check for s from me each week. Remember you become like the 5 people with whom you spend the most time. I would be honored to be one of the 5. Follow me on Social Media. Follow us on facebook at Bouse Believers and Star Achievers! Visit our website at believearea.com How do I stay focused and manage my time? Start shifting your thoughts regarding time. There are 168 hours in a week. This is the equivalent of 4 traditional work weeks. If you want $300 profit per week, you will need 6 8 hours of Mary Kay time each week. To earn a MK car and move into leadership, you will need 15 hours each week. Purchase a 3-5 section spiral notebook or 3 ring binder with sections. (You may also use an ipad provided you keep it with you at all times). Section #1 Master Weekly To Do List (from this we will pull 6 items per day) See Sample List on next page. Section #2 Prospective customers, hostesses and team members Section #3 Notes from all your meetings and trainings How do I develop a clientele? You will build your client base the same way as beauticians, nail techs, doctors and other professionals do. They begin with family and friends, develop a good reputation, and word spreads. Use Section 2 of your spiral notebook to create your potential customer, hostess & team member list. To help you gain perspective on how many people you have in your WIDE circle of influence, think in terms of creating an invitation list to a large church wedding. The average large church wedding in America sends out 150 family invitations, which encompasses people inside those households. Don t limit yourself geographically (we do not have territories), nor by how often you interact with that person. Start with your inner circle of friends and expand from there. If someone is in your phone or a social media friend, they should be on your list. EVERY PERSON ALIVE USES WHAT YOU SELL. Add to this list each day as you meet or think of new people.

7 Sample Master To Do Lists SAMPLE New Consultant Weekly Master To Do List 6 Most Important Things To Do list is pulled from your master list each day (3 High/3 Medium) HIGH (people) Call or text or private FB message (list 30 of the 150 names on your list) using script for your POWER START (30 Faces in 30 days) located at Invite 5 of your most supportive friends to attend your weekly meeting with you. Call and research banks to compare rates for inventory. MEDIUM (paper or process that supports the people) Checklist #2 Preparing your Home Office. Checklist #3 After Your Inventory Arrives. Decide Business Debut date (dependent on inventory). Print off invitations from InTouch. Mail out or hand deliver 75 for 15 attendees. LOW (delegate) Once you decide each system, it can be delegated. SAMPLE Seasoned Consultant Weekly Master To Do List 6 Most Important Things To Do list is pulled from your master list each day (3 High/3 Medium) HIGH (people) Follow up with hostesses for this week (list names). Preprofile if she is a weak hostess. Invite (list names) for weekly meeting or event. Follow up or initiate booking with (list names). Follow up or schedule interviews with (list names from recruiting layering sheet) located at If a booking or interview attempt fails, see what products she needs. Call regarding booth for festival or to be a guest speaker at school or sorority, civic group etc. MEDIUM (paper or process that supports the people) Place product order. Redesign my table setting for upcoming holiday. Decide on upcoming holiday specials and how they will be communicated. LOW (delegate) Add profiles of new customers to InTouch. Add sales tickets from previous week to InTouch (or paper system). File receipts from week for taxes. Fill outside orders from classes to be held this week. Pack inventory bags for classes. Create goodie bags for classes / clean mirrors. Assemble 20 hostess packets and 20 recruiting packets. Label products, rotate new to back. Follow up with customer service rotation calls to customers.

8 Retail Goals *Use Inventory Worksheet (from Ready, Set, Sell) Thinking like a Retailer Building and maintaining a good inventory is the first step toward establishing a strong personal care consulting business. Just as you depend on your grocery store to carry eggs and milk, your clients depend on you to have products on hand when they need them. By planning ahead for your clients needs, you ll be able to provide immediate product delivery. In addition to saving time and money, a good inventory will motivate you to reach higher sales goals, increase client satisfaction and reduce business costs. Keep in mind that you are starting YOUR OWN BUSINESS and inventory is KEY to success in business. Can you imagine the difficulty of a retail store opening for business with a minimum inventory versus the same store with a full and complete selection of merchandise? 1ST FEAR BORROWING: Many bankers are more willing to loan to a good stable woman, regardless of age, because generally, she has a good repayment record. (I guess that means if we decide to do something we usually do it!) Also, remember that bankers appreciate the security of a MARY KAY business, that you have a 90% REFUND GUAR- ANTEE. If you have ever financed an automobile and somehow found the money to repay the loan (many thousands more for a much longer time) Why would you hesitate to finance a small amount to start a business that could double or triple your income and provide future financial security? Money that doubles in value (buy for $5 and sell for $10) is an investment, not a debt! 2ND FEAR INTEREST RATE: Are they too high? Should I only order a minimum amount? Do you realize there is only a small difference between borrowing $5,000 for six months at 16% verses 12%? Do you realize that if you borrow $600 at 16% for six months verses borrowing $5,000 that is very little more? Remember that interest paid is like a service fee for the privilege of using other people s money to run your own business. And is a tax deduction as a business expense! 3RD FEAR CAN I PAY IT OFF? The average class (5-6 people) will conservatively yield sales of approximately $ Keep this in mind that you will also receive repeat orders that bring a 50% profit! What does that mean? Simply this: If you begin your business somewhere between Profit Basis at $3,600 & $1,800 Career Package and you hold just ONE class, you will have your payment and some profit too. But more importantly, you now have $3600- $1800 in product that you own, and that is valued at $7,200-$3,600 when you sell it! But What if you hold 3 or 4 appointments each week, plus your reorders, plus recruiting commissions? Figure it up it will amaze you! And don t make the mistake of thinking that because you do not have a full store you won t have to order until it s gone. The Career Package is just the jumping start for growth and future income. Keep your product inventory up-to-date and plan for future growth by first getting it to $3600 wholesale on the shelf, the maintaining, the increasing your volume gradually as your business activity dictates! Replace what you sell each month or each week!!! Planning a good inventory is vital to building a strong and growing business. You can t sell what you don t have. And NEVER, NEVER spend the amount that belongs to your business. As long as you have adequate inventory, you can convert it into more money. IF YOU RE OUT OF MERCHANDISE,YOU RE OUT OF BUSINESS! Credit Card 0% for 6 months US Bank (502) To apply ask for: Lace Demon Jennifer Maddox or Carol Hoagland Tell them it is for your Mary Kay Business

9 Inventory Planning Benefits of Full s Immediate product delivery at skin care classes and facials (spend less on gas & save time, less frustrations) More Sales at each appointment Consultants who have product are both more committed to their business AND pay off their initial investment more quickly because of that commitment Great customer service that keeps your customer coming back for re-orders Anticipating the needs of new and existing customers by having all the appropriate products available Star Consultant Status=Star Consultant prize (see color brochure), recognition at the Star Consultant Quarterly Celebration Company Referrals when you are a Star Consultant (Name your boutique here) $3600 Store All s Open And Fully Stocked

10 8 Places to find Money 1. Borrow from yourself: Savings CD Tax Return 401K Life Insurance Home Equity 2. 0% Interest Credit Card 3. Credit Union where your or your husband work 4. Bank Loan 5. Credit Card w/ interest 6. Sell Something BIG 7. Relative or Friend that love you to cosign 8. High Rate Finance Company Of the ways I ve shown you, what are your top 3 choices?