Climbers Unit WELCOME TO MARY KAY. We were made to THRIVE, not just survive. HOW WE ROLL: FIRST STEPS MEETING INFO

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1 WELCOME TO MARY KAY Climbers Unit We were made to THRIVE, not just survive. FIRST STEPS Send me a message on Voxer user name: cbloin055 Add me on Facebook Make your Inventory decision Complete your Book 8 / Hold 5 Track your Power Start Receive your Mary Kay Pin Set up a separate Bank Account for your MK business Earn your Pearls of Sharing Set up your Mary Kay website Set up your ProPay Account Attend 6 meetings in a row MEETING INFO Every Thursday 7-9 PM Schoolcraft Rd., Suite 110, Livonia, MI Guests are encouraged & will receive complimentary pampering HOW WE ROLL: Mary Kay always said that your attitude determines your altitude so we always choose to have a positive attitude in all situations. Mary Kay always asked two things of us...never break up the Basic Skincare Set, and ALWAYS wear a skirt or dress to meetings, appointments and events. Looking SUPER SHARP & professional is what sets us apart! A goal without a plan is just a wish. We are goal-focused and choose courage over comfort. We dream BIG and aren t afraid to chase failure towards our greatest SUCCESSES! Mary Kay always said to treat people as if they a sign around their neck that said make me feel important. That s exactly who we are, what we do, & HOW WE ROLL! WE CHANGE LIVES.

2 Developing Your Why MAKING A PLAN BEGINS WITH A VISION FOR THE FUTURE & THAT VISION IS KNOWN AS YOUR WHY. What is your why? You re going to have challenges along the way. It s important to find a way to remind yourself everyday of what your business can help you achieve. Your WHY is the reason you signed your Mary Kay agreement & it is why you work on building a successful business. It keeps you motivated & focused. It is something that is deeply personal, yet relatable to others. Your WHY inspires the actions that lead to your results by sharing directly from your heart. WRITE DOWN YOUR WHY WHAT GOALS DO YOU WANT TO ACHIEVE? What do you want to change, enhance or accomplish for yourself and for the people around you? Who are the people in your life that could be affected by you having more flexibility and financial success? Put words to your why If your WHY isn t crystal clear, use the excercise below to get you thinking about it and how to express it: A good WHY statement has two parts. To so that. The first blank is the contribution you make and the second blank is the impact of your contribution. 1. Think about three or four of the specific experiences in your life when you were at your best. What made you so successful or happy in those specific examples? 2. If you were to tattoo one verb on your body, what would it say? 3. If everyone in the world were to [the verb you tattoo on your body] what kind of world would it be? 4. If they build a statue of you after you die, in one sentence, what will the plaque say? She. 5. Complete the following statement: I wake up every day inspired that. [Hint: the verb you d tattoo + the impact you have on others - #3 & #4] [Adapted from; Out In The Job Market - Elevator Pitch, Simon Sinek] CREATE A WAY TO VISUALIZE YOUR WHY Keep a visual reminder of your goals in a place that you can see every day; a photo on your desk, a Pinterest Dream Board or a screensaver on your phone. Use these photos for inspiration as you experience setbacks & successes. Keep adding new photos that build on your Why. What is your plan? Now that you have your Why, it s time to put it into action! Write down what you plan to accomplish over the next three months. 30 DAYS 60 DAYS 90 DAYS

3 As a new Independent Beauty Consultant you can earn a cu tom12ed 'new look" FREE from Mary K y 1 '!'hi"> free set incluclcs lo the l'ollo\, ing procluc:ls: 3 Mineral Eye Colors 1 MK Mineral Cheek Color 1 MK Eyeliner 1 MK Lip Liner 1 Black Lash Love Mascara 1 Nourishine Plus Lip Gloss 1 Ge l Semi Matte Lipstick 1 Mini Compact To receive your customized FREE Color 101 Set you must place a $600 wholesale order or greater within your first 15 days as a new Consultant' To get started: Work with your director to place a minimum $600 initial order within your first 15 days as a new consultant!

4 New Independent Beauty Consultant inventory worksheet Before reviewing the ordering options featured in this brochure, you may want to complete this inventory worksheet with your Independent Sales Director or recruiter. The worksheet is designed to assist you in determining your ideal inventory investment. 1. What are your Mary Kay goals? Check the answers that best apply to you: (a) Desired Monthly Earnings (b) Selling Appointments $1,200 + = 4 POINTS $800 $1,199 = 3 POINTS $400 $799 = 2 POINTS $100 $399 = 1 POINT 3 + appointments per week = 4 POINTS 1 2 appointments per week = 3 POINTS 2 3 appointments per month = 2 POINTS 1 appointment per month = 1 POINT (c) Success Meetings I am committed to attending success meetings each week. = 3 POINTS I plan to attend success meetings twice a month. = 2 POINTS I plan to attend success meetings when they fit into my schedule. = 1 POINT (d) Goals Check all that apply. I would like to build a SOLID CUSTOMER BASE. = 2 POINTS I would like to earn the use of a MARY KAY CAREER CAR. = 2 POINTS I would like to become an INDEPENDENT SALES DIRECTOR. = 2 POINTS I would like to earn a little EXTRA CASH. = 1 POINT 2. Calculate your points to see an inventory category for you. * Check the box that best applies to your total. TOTAL POINTS POINTS WHOLESALE CATEGORY 13 + POINTS $3,600 + WHOLESALE 12 POINTS $3,000 WHOLESALE 11 POINTS $2,400 WHOLESALE 8 10 POINTS $1,800 WHOLESALE 5 7 POINTS $1,200 WHOLESALE 2 4 POINTS $600 WHOLESALE Name: * Purchasing inventory is an individual decision, and it s certainly not a requirement for you to begin your Mary Kay business. We always recommend that you determine what activity level you plan to pursue in your Mary Kay business. Then, if appropriate for your personal circumstances, invest in a level of inventory that supports that activity. If you decide that this opportunity is not right for you, Mary Kay will repurchase, at 90 percent of your original net cost, original and unused Section 1 products, as long as these items were purchased by you from the Company within one year prior to return. Please refer to your Independent Beauty Consultant Agreement for complete details. 3

5 Start a Business. Stoc a Business. Ready Set Sell - for New Consultants Only 6 Bonus Bundle worth up to $616 retail Excellence up to value! $9,600 $129 Plus $125 BizBuilder Bucks to use on your up to $616 $826 $10,426 $5,900 next order of $400+ wholesale as long as $4,800 50% ('$ mths or 50 Faces Value the order is placed while you are still in FREE 13 lipsticks sold per mth) active status. Pearl Star FREE Pearl Star, Ladder of Success Pin, One Gemstone, Contest Prize, 6 Bonus Bundle worth up to $528 retail Career up to valuer $7,200 $129 up to $528 $4,400 Plus $125 BizBuilder Bucks to use on your $738 $7,938 next order of $400+ wholesale as long as $3,600 50% ('$ mths or 40 Faces Value the order is placed while you are still in FREE 10 lipsticks sold per mth) active status Emerald Star FREE Emerald Star, Ladder of Success Pin, One Gemstone, Contest Prize 5 Bonus Bundle worth up to $440 retail value! Professional $6,000 $129 up to $440 up to $650 $6,440 $3,700 $3,000 50% 35 Faces Value FREE ('$ mths or 9 lipsticks sold per mth) Diamond Sta Power Start! FREE Diamond Star, Ladder of Success Pin, One Gemstone, Contest Prize Premium $4,800 up to $129 up to $352 $2,400 50% 25 Faces Value FREE ('$ mths or Ruby Star Plus $100 BizBuilder Bucks to use on your next order of $400+ wholesale as long as the order is placed while you are still in active status., 4 Bonus Bundle worth up to $352 retail value!, Plus $80 BizBuilder Bucks to use on your $562 $5,362 $3,000 next order of $400+ wholesale as long as the order is placed while you are still in active status. FREE 7 lipsticks sold per mth) Ruby Star, Ladder of Success Pin, One Gemstone, Contest Prize, 3 Bonus Bundle worth up to $264 retail value! Superior $3,600 $129 up to up to $264 $4,074 $2,300 $1,800 50% 18 Faces Value $474 ('$96-24 mths or FREE 5 lipsticks sold per mth) Sapphire Sta Perfect Start FREE Sapphire Star, Ladder of Success Pin, One g=gemstone, Contest Prize Plus $50 BizBuilder Bucks to use on your next order of $400+ wholesale as long a the order is placed while you are still in active status. 2 Bonus Bundle worth up to $176 retail Enhanced $2,400 $129 up to $176 up to value! Plus $35 BizBuilder Bucks to use on your $351 $2,751 $1,500 $1,200 50% next order of $400+ wholesale as long as 10 Faces Value FREE ('$83-18 mths or THINK PINK SOFTWARE the order is placed while you are still in 5 lipsticks sold per mth) FREE active status. Basic $1,200 $129 up to up to $88 $1,463 $800 $600 50% 6 Faces Value $263 FREE FREE 1 Bonus Bundle worth up to $88 retail value!. Plus $15 BizBuilder Bucks to use on your ('$67-18 mths or next order of $400+ wholesale as long as the order is placed while you are still in 4 lipsticks sold per mth) active status.

6 NEW FACES take you PLACES ' SHAR'"E: YOUR, & EAR1' J\l\ EXCLl STV GOLD I-IE1IBT KEY(Al-1.l\1! - -;, (Pl( ().:\Ji) 1. BOOK 8 PARTIES '"fo HOLD 5, I YOlTR FIRST T,\ 1 0 \\ 1 EKS --- MARYl<AY : 2. BOO 15 SINGLE f ACIALS, TO BE,.!.---" H : EL : D INYOlTR Fllt.',T T\\lO \\!EEKS

7 Connecting to your Network YOUR NETWORK IS ONE OF THE MOST VALUABLE ASSETS IN YOUR MARY KAY BUSINESS. DEVELOP YOUR CONNECTIONS AND CULTIVATE THOSE RELATIONSHIPS. Your business grows through conversations with people. From building a team to bringing on new customers, it all begins with building a robust list and opening the conversation. WHO SHOULD YOU ADD TO YOUR LIST? People you know Take a moment and write down the names of all the women you know on your Mary Kay List. Don t over think it and don t prejudge. This may seem easy, but you will be surprised how many people you know. This can be your friends, family, cousins, neighbors, work associates and other people you know from your community. Write them all down! Go through your contact lists (phone/planner, Facebook, LinkedIn). Experiences you have had Tips for building your list Be open to anyone. Every connection could lead to an opportunity to build your business. Learn to listen for opportunities to bring your business up in conversation. Don t let names build up on your list without calling them. If you don t call, someone else will. Always keep your list with you. You never know when you will have an opportunity to add someone new. Remember to ask for a prospect s contact information in addition to giving them your information. Think about a time when you were with a group of people who accomplished something that made you proud. What women were with you? Who put in the extra effort? Who stayed positive no matter what happened? Are these women on your list? By thinking about women with traits that you admire, you can think more broadly about women you would like to work with on your team! DON T FORGET TO ADD TO YOUR LIST THE PERSON......from an old job?...from school or college?...from a hobby?...from your child s activity?...from church?...from community activities?...from whom you rent?...from whom you sold house?...who is a friend of a friend?...who dry cleans?...that you met on vacation?...who checked your hotel?...who gives you child lessons?...who cuts your hair?...who fills your prescription?...who leads the PTA?...from Girl/Boy Scouts...who works as a receptionist?...who was your maid of honor?...who is your cleaning lady?...who you met at a store?...who was the bride you knew?...who is your child s teacher?...who is the secretary at your work?...who sells you your clothes?...who sells you your shoes?...who sold you your glasses?...who is the wait staff when you go out?...who you met at your last luncheon?...the last person the give great service?...who sells baskets? candles?...who lives near you?...who is your bank teller?...who is your florist?...who is your nurse?

8 Booking yourfirstappointment The secret to success with booking your first appointment is to use the MAGIC script shown below. And you might be tempted to change the script, but don t! And here s why: This script has been tested on over 100,000 people over the past 5 years and it WORKS. Even if you change 3 words, it can lead to NO results. Yes, we ve seen that happen. You can add any friendly courtesies to the front like, Hope your Dad is feeling better! or I missed you at the baseball game last night! but other than that, you don t want to deviate from the script. It s perfection! When you use this script, 1 out of 10 people will say yes and book an appointment. Your BELIEF in Mary Kay and your ability to succeed will create trust in you and your business. Like any other skill, the more you invite, the more CONFIDENT you will become. MAGIC SCRIPT Hi Kaytie! How are you? Okay, random question, so I am now a Mary Kay beauty consultant and part of my training is to give 30 women a free facial in my first month. Basically, you get a satin hands treatment, a pore minimizing treatment, an anti-aging facial, plus foundation matching! Any chance you could be one of my 30? THAT S IT! YOUR GOAL IS TO SEND THIS SCRIPT TO EVERYONE YOU KNOW. AND IT HAS TO BE PERSONALIZED AND INDIVIDUALLY SENT TO EACH PERSON. IF YOU MASS MESSAGE, YOU WILL GET NO RESPONSE. YOU CAN SEND THIS BY TEXT MESSAGE, BY AND BY PERSONAL MESSAGE ON FACEBOOK. What do I say when they respond? WHEN THEY RESPOND, YES...WHAT IS IT? You say, "Great! Thank you so much! Basically, we pick a one and a half hour window that works best for you. Looks like I have an opening on Thursday at 6:30 pm or Saturday at 11am. Do either of those work for you? (Only give two options) You are welcome to schedule these at her home, your home or at your training center, if you have one. SHE MAY SAY, LET ME GET BACK TO YOU... Okay sounds great. Okay if I text you to check in later tonight? I m in a challenge to get these all set with times by midnight...we can even pencil in a time if need be. Thanks again for your support! I m so excited about getting together! A QUICK TEXTING TIP! If you have a busy schedule and your only time to send out some text messages is at midnight, set your phone to airplane mode, then turn it off when you want the texts to send! Created by Michelle Cunningham

9 Mary Kay List START CONSTRUCTING YOUR LIST. THESE ARE THE FIRST 100 WOMEN WHO WILL GROW YOUR NETWORK. IF YOU KNOW SOMEONE WITH SKIN, ADD HER NAME TO THE LIST!

10 5 CAREER SURVEYS COMPLF.TE 5 CARF.F.R SURVEYS TO F.ARN YOLIR PF.ARL F.ARRINGS I oun..llll D NEW ADD I NF.W QUALIFIED NF.W TEAM MF.MBF.R TO F.ARN YOUR PF.ARL N F,.,IU,/\CF...,.- I '. -!

11 P-ROGRAM PROGRAM LEVEL MONTHLY ACTIVITY WEEKLY FOCUS PROGRAM REWARDS 12 POWER GROUP PARTIES OR 60 FACES 12 CAREER SURVEYS $1200 W /S (SELL $2400 RETAIL) 3 3 $300,vs Winners dessert out with Shawn OT: Emerald Star + P8 POWER 8 8 GROUP PARTIES OR 40 FACES 8 CAREER SURVEYS $800 W/S (SELL $1600 RETAIL) 2 '? $200,vs Coaching coffee with Carrie OT: Ruby Star + P6 POWER 6 6 GROUP PARTIES OR 30 FACES 6 CAREER SURVEYS $600 W /S (SELL $1200 RETAIL) - ' 'STA r..,,,_..... '- J,- 1- r $150,vs Congratulations voxer from guest director OT: Sapphire Star + E4 4 GROUP PARTIES OR 20 FACES 4 CAREER SURVEYS $400 W/S (SELL $800 RETAIL) I 1 $100,vs Girls Night Out & unit Facebook page

12 60 Personal Faces POWER 12 1D Name: (I :gp_qggp_q_ggp_d_q 1 Director: 1 Month: R,Ev L I I :: LA!! A - Week 1 Career Survey Check which Power Level You completed at month end. D 12 parties (or 60 faces) + 12 CSs + $1200 WS ($2400 retail) Weekly focus: 3+3+$300 WS (sell $600 retail/wk) D 8 parties (or 40 faces)+ 8 CSs + $800 WS ($1600 retail) Weekly focus: 2+2+$200 WS (sell $400 retail/wk) D 6 parties (or 30 faces)+ 6 CSs + $600 WS ($1200 retail) Weekly focus: $150 WS (sell $300 retail/wk) D 4 parties (or 20 faces) + 4 CSs + $400 WS ($800 retail) Weekly focus: 1+1+$100 WS (sell $200 retail/wk) SUBMIT WEEKLY UPDATES TO YOUR SALES DIRECTOR & MONTH END TOTALS BY YOUR DIRECTOR'S DEADLINE track your full circle parties party=hostess+2 (or more) guests POWER POWER 6 7 s POWER POWER EPIC 20 a full circle party= $200 sales+2 future parties+2 career surveys # of future # of career Hostess Party Sales parties surveys booked booked Career Surveys & Guests Next Layer y N M YNM y N M YNM YNM Week 2 Career Survey Next Layer YNM YNM Y NM YNM y N M Week 3 Career Survey Next Layer YNM y N M YNM y N M YNM Week 4 Career Survey Next Layer YNM YNM Y NM YNM y N M Gold Medal New Personal Team Members Month To-Date Keep adding weekly results for month end totals Total Qualified Parties --- Total Faces --- Total Retail Sales Total Wholesale Order Career Survey/Guests New Team Members Qtr. to-date whlse towards Star

13 POWER 12 Record all faces, all reorders Name Sales Referrals 2nd Apt. cs for reorder I am working fo_r I need in profit $ Retail Sales Goal $ Sold week 1 $ Sold week 2 $ Sold week 3 $ Sold week 4 $ Month Sales Total Or how many parties do I need to do? Divide your Retail sales goal by $200 How many facials do I need to do? Divide your Retail sales goal by $50 (average order) To put profit in my pocket and reach my goals, how much in retail sales do I need to aim for? Divide your profit goal by 0.40 to determine total retail sales needed for the month d J\ qvol l\ttionalarea

14 PERFECT. POWER. PLUS. Perfect start // COMPLETE 15 FACES IN 15 DAYS! Power start // COMPLETE 30 FACES IN 30 DAYS! Power start Plus // COMPLETE THE POWER START + SHARE THE MARY KAY OPPORTUNITY WITH AT LEAST 6 PEOPLE! NAME START DATE END DATE

15 TRACKING SHEET FOR CONSULTANTS NAME MONTH DO YOU WANT RESULTS FROM YOUR MARY KAY BUSINESS? More money? Earn the use of a career car? Independent Sales Director? Concentrate on these income producing activities on a weekly basis to see results! WHAT'S YOUR GOAL? PART TIME CONSULTANT // COMPLETE ANY 20 ACTIVITIES [ 1 PER DAY or 5 PER WEEK ] FULL TIME CONSULTANT // COMPLETE ANY 40 ACTIVITIES [ 2 PER DAY or 10 PER WEEK ] ON TARGET CAR + SALES DIRECTOR // COMPLETE ANY 60 ACTIVITIES [ 3 PER DAY or 15 PER WEEK ] A 1 Skin Care Class/Collection Preview (Minimum $100 Retail/3 Faces) B 2 Facials or On-the-Go Appointments (Minimum $100 Retail/3 Faces) C 2 New Bookings D $100 Retail in Customer Service, Website, The Look Sales E 1 Marketing Follow-Up with completed Survey WEEK 1 THE WEEK 2 F 1 Team-Building Interview with completed Survey G 1 Guest to a Unit Meeting - stay for Marketing H 7 New Names & Numbers I 1 New Team Member WEEK 3 WEEK pink bubble

16 Mary Kay A h asked two Lhings of 11s.. neyer break Lhe Basic Skin Care SeL. and wear a skirl or dress Lu all Mary Kay Aµpoi11Lmc11L,,utd Eve11L,. Consultant Senior Consultant Dress, beauty coat or business suit, and professional dress shoes. Mary Kay logo pin. Same attire as MK Consultant with Consultant Enhancer. Star Team Builder Black skirt, white blouse, RED Jacket with Star Team Builder Enhancer, black or neutral hose when appropriate, and black professional dress shoes. Team Le-ader Same attire as Star Team Builder except Team Leader Enhancer is worn. Future Sales Director Same attire as Team Leader RED Jacket with Future Sales Director Enhancer and scarf, black or neutral hose when appropriate, and professional dress shoes. DIQ/Director in Qualilic.ation Black skirt. BLACK blouse (DIQ only), RED Jacket with Future Sales Director Enhancer and scarf, black or neutral hose when appropriate. and professional dress shoes.

17 Class of 2014 INDEPENDENT BEAUTY CONSULTANT 50% Products Unit Prizes Star Pin & Prizes National Recognition and Rewards at Seminar SENIOR CONSULTANT 1-2 ACTIVE TEAM MEMBERS PLUS 4%Team Commission Sr. Consultant Pin Enhancer STAR TEAM BUILDER (RED JACKET) 3+ ACTIVE TEAM MEMBERS PLUS 4%Team Commission $50 BONUSES starting with 4th Qualified Recruit Star Team Builder Pin Enhancer Front Row Seating at meetings! TEAM LEADER 5+ ACTIVE TEAM MEMBERS... PLUS 9-13%Team Commission Eligible to go ON-TARGET for Car Team Leader Pin Enhancer FUTURE DIRECTOR 8+ ACTIVE TEAM MEMBERS PLUS 9-13%Team Commission Future Director Pin Enhancer Eligible to attend special Leadership Events Future Director Scarf D.1.Q. 10+ ACTIVE TEAM MEMBERS PLUS 9-13%Team Commission D.1.Q. Pin Eligible to go into qualifications to become a Sales Director QUALIFICATIONS To enter DIQ, Consultant must have been a star in the previous quarter or placed a min. $1800ws order during the current contest quarter Ha e 10 or more personal active team members Build team to 24 Unit members DIQ counts as one of the24 At least 10 or more must be qualified* $4000 min. monthly production $ s, _ ooo total production withm4month qualification period GRAND ACHIEVER 14+ ACTIVE TEAM MEMBERS... PLUS Earn the use of a Career Car for 2 years* Tags, Tax and most of your insurance paid QUALIFICATIONS Build team to 14 personal active recruits Team production of s5ooo or more monthly Total production of $20,000 within 4 month qualification Must maintain $5000 team production per month At end of 2 years, you will get the opportunity to re-qualify for a NEW Career Car! SALES DIRECTOR 24+ ACTIVE UNIT MEMBERS PLUS 13% Unit Commission (including personal orders) Additional 13% Personal Team Commission 10% BONUS on Unit Production of $5000ws $100 BONUS on each NEW personal Qualified Team Member $300 BONUS for 3 or more NEW Qualified Team Members $500 BONUS for 5 or more NEW Qualified Team Members Up to a $500 STAR BONUS for 15+ STARS Gorgeous NEW Director Suit Eligibl for Chevy, Mustang or Cadillac FREE Life Insurance Up to$1800 ANNUAL WELLNESS BONUS $l0oo BONUS Cadillac Qu lification, New Higher UmtClub $ 000 BONUS for New Director On the Move Fabulous 50's & Hon r Society *Qualified = $600ws