New Consultant Packet - Welcome to AnnettePace.com

 Congratulations and welcome to Mary Kay Inc.
I am excited to be working with you as a brand new
Mary Kay Beauty Consultant.
“You are where you are in life by the CHOICES you have made
or you have allowed others to make for you.”
(NSD Linda Toupin)
I am thrilled that you have chosen to work with me!
Future Executive Sr. Sales Director
Annette Pace
Welcome to the Powerful, Pumped, Million $$$ BeeLieving Pacesetter Unit!! Our Unit goal is to enrich women’s lives by sharing our products
and the Mary Kay Career opportunity around the Nation. As a member of
the pacesetter Unit, you carry on a tradition of excellence. You have joined
a team of professional, dedicated, and hard working women. Our Unit is
built on integrity and the Golden rule philosophy. We have Unit members
representing all ages and cultural backgrounds from all parts of the country.
Women join Mary Kay for many different reasons: financial security,
friendship, to increase self-esteem and self-confidence. Whether your goal is
to build a full time career to replace your 9:00-5:00 job or to work the business very part time, my mission as your Director is to support you and offer
my experience and training on proper sales and use of our products. By attending training classes, weekly success meetings, Workshops & company
functions you can reap all the rewards a Mary Kay Career offers!! Exciting
trips, prizes, Free Cars, bonuses, & College educations, are just some of the
rewards for you and your family.
Always keep a positive attitude. Be patient with yourself as you build
your business. It takes about a year to get the hang of everything and to
start seeing substantial monetary rewards. Remember, this is a business, not
a get-rich-quick scheme. The average business takes 3-4 years to get on a
profit basis. With consistent effort, it will take for less than that to reap
many rewards. I am anxious to work with you and applaud your achievements!!
Be a good student—Be coachable, teachable & trainable. Dream Big
Dreams, believe in yourself, & go to work!!
I bee-lieve in you!!
Annette
UNIT INFORMATION & ACHIEVEMENTS:
Unit Name: Pacesetters
National Area: Go-Give
Division: Diamond
Unit #: 2174
The Pacesetter Unit has been honored on stage at our Dallas Seminar
numerous times in the Circle of Achievement. We have been represented five
times in the Circle of Excellence sending Elbert & Annette on luxury trips to
Switzerland in 1999 and to Vienna & Germany in 2002, Rome in 2003, Hawaii in
2004, & cruising the Greek Isles in 2005. Other major unit achievements include:
#1 Unit at the Nashville Career Conference in 2002
#2 Unit in the Diamond Go-Give National Area in 2002
#5 Unit in the Diamond Go-Give National Area in 2004 & 2005
Top 20 three times in the Diamond Division
CONTACT INFORMATION:
Annette Pace, Future Executive Sr. Sales Director
Started MK Career in March 1977
Debuted as a Director in Dec. 1979
Business Address:
7413 Cold Spring Lane
Evansville, IN 47711
Office: (812)626-4929
Toll Free: (800)488-3349
Cell: (812)457-8723
Fax: (812)626-3115
E-Mail: [email protected]
Web Page: www.annettepace.com
Annette began her Mary Kay career in March of 1977 and debuted as a
Director in December, 1979. Before joining Mary Kay she was a High
School Biology and Physical Education teacher with the EvansvilleVanderburgh School Corporation. She was married to Elbert Pace for 49
years. Elbert passed away in July, 2012. He was a devoted husband and
a loving father. Elbert was a High School Science teacher and coached
football and track before retiring at the age of 57. Elbert and Annette
have four grown children. When Annette joined Mary Kay, the oldest
daughter, Kymberlee was 7 yrs. old. Kerry & Krista (twin
daughters) were 5 yrs. old & Klint was 10 months old.
Annette has been personally honored in the National Queen’s Court of
Sales. She has been a consistent Star consultant for 116+ quarters. Her
Unit Achievements have led her to drive a Mary Kay career car since
1980, 10 of them the prestigious Pink Cadillac. Her highest ever commission check for one month was $18,067.00.
Annette’s mission:
To help other women reach the pinnacle of Sales Director
Go to our Unit Web page for more training information
www.annettepace.com
Marketing Hot Line for prospects (641) 715-3900 Access Code: 5336#
Inventory & Welcome Hot Line (641)715-3900 Access Code: 13509#
There are ways to do your business that will make it work. And, if you are going to take the time and effort, I’m sure you want it to work. This is a tried and true plan of action. Because I chose to do my business
as the company suggested, I’ve become successful at it. And, I know you want that too!
Your next step is to book your Perfect Start or your Power Start! Shoot for the Power Start and you’re sure
to land on the Perfect Start.
In order to make that happen, you need to make a list of all your possible contacts, then, set aside the time
(approx. 1 hour), get Your date book and mark the times you have available, and simply make the calls.
Now, when you make the calls, I’m sure you want to get positive results. Well, below is the script that will
assure that. I know it doesn’t sound anything like what you would say, but, that’s not the point. The point is,
it will get you a yes!! So be sure to follow it to the T! You want “YES” results!
Be sure to sound excited, and don’t stop until you’ve got at least 5 to 10 parties booked, and book them in
a two week time frame. That’s how you complete your perfect start/power start.
“Hi,_______. This is ________.
Do you have a minute? Great. Let
me tell you why I’m calling! I’m
so excited. I’ve just been accepted as a Mary Kay beauty consultant, and as part of my training,
the Company suggest I ask 5
sharp women who take an interest
in themselves to help me get my
business started. And, ________,
I automatically thought of you. Is
there any reason why you couldn't
be one of my first 5 hostesses to
help me get my business started?
I’ll have an extra special gift for
you!?! I’m scheduling appointments for this week or next.
Which is better for you? (Hush
here) (Ball in her court, let her
answer)
Yes
No
Book Her date!
“That’s Ok _____, I still need customers. Would it be possible for
you to let me get together with
you to show you some of our line
so I can get some practice, or
would you be willing to come as
a guest for me at my Success
Meeting? Which would you
Prefer?
Yes
No
Schedule her for an appointment for either occasion.
“I understand ___________.
Thank you for your time. Would
you be willing to spread the
news about my new business,
and in the meantime, would it be
ok to check back in about 3
months to see in anything has
changed and to let you know
how I’m doing with my business?
(Very important to ask permission to check back!)
Thank you __________ so much
for your time! “
(Only exception to all this is if
she already has a Mary Kay
Consultant, congratulate her
and move on!)
Just a quick note here! Some people are going to be excited about your new business, and some aren’t. I
found that the ones I thought would, weren't, and the ones I thought would not be, actually supported me. It
doesn't matter. Some will, some won’t so what,…next! Remember, you don’t go to a dentist without teeth,
and you don’t want advice on your Mary Kay from someone who isn’t successful with it. Guard your dreams
and your visions. Don’t let anyone steal them from you. God gave you a desire and a dream. It’s yours!
How you choose to work your Mary Kay is up to you, but remember, those that are successful with it, made
a choice to be there and to make it happen for them. I know you’ll do the same.
Let’s Get Ready for Flight...
Preparing yourself for your Mary Kay business is a lot like a pilot preparing
for flight. They use many detailed CHECKLISTS. This is done in
order to ensure a safe flight.
Success in your Mary Kay Business is very similar. This workbook has been
designed to help you prepare for your take off, flight and landing.
Checklists include:
Checklist
#1...While You Are Waiting For your Starter Kit to
Arrive
Checklist #2...Preparing your Home Office
Checklist #3...When Your Starter Kit Arrives
Checklist #4...After Your Inventory Arrives
Checklist #5...Preliminary Coaching
Checklist #6...Before Your First Party or Facial
Checklist #7...After Your First Product Sale, Facial and/or Party
Enjoy the journey!
Future Executive Sr. Sales Director,
TÇÇxààx ctvx
New Consultant Checklist #1
While You Are Waiting For your Starter Kit to Arrive...
Send a picture of yourself to your director through email. This will be used in my unit
correspondence.
Attend your weekly meeting. Listen to your CHOICES CD. Then share it with a friend.
Bring that friend to your weekly meeting for special recognition.
Purchase a 3 Section Spiral Notebook.
Section 1 — Master To-Do-List each week
Section 2 — Prospective customers, hostesses and team members
Section 3 — Notes from training and meetings
Create your Contact List
This is a list of 75+ people you know. (Who would you invite to a big wedding? 150
invitations is average number for church wedding) Don’t prejudge. You will invite these
women to be your first practice faces for your Power Start. Put their names in Section 2
of your Spiral Notebook.
Listen to the Marketing Hot Line (641)715-3900 Access Code 13509# and discuss your
inventory options with your director. Do your first order with the guidance and wisdom of
your Sales Director. Hundreds of dollars of free products are only available with YOUR
FIRST ORDER.
Check out the Mary Kay InTouch® Web site at www.marykayintouch.com to register for the
following limited-time offers:
50% off a Mary Kay Personal Web Site with Shopping. (Prize Voucher)
Complete your Custom Color Look online prior to placing your first qualifying product
order for additional FREE Products.
FREE OFFER….over $600 in FREE Mary Kay Products available with your first inventory
order.
MK CONNECTIONS: FREE OFFER...when you order your Mary Kay Business Kit from MK
Connections (Business Cards, Products Labels, etc.) MK CONNECTIONS can be found at
www.marykayintouch.com
MK CONNECTIONS: Order your MK Beauty Coat for your uniform. (Sizes run a little
large)
Complete your first Silver Wings lesson. ‘NEW Independent Beauty Consultant’.
www.marykayintouch.com/Education/Consultant Education/Silver Wings
Enroll in ProPay. ProPay allows you to offer your customer the option of credit card/
debit card payments. You can split your annual activation fee of $39.95 into 3 easy
payments of $13.32.
New Consultant Checklist #2
Preparing your Home Office...
Create a separate workspace for your business. This could be a separate room, or
a corner of a room in your home. THIS IS VERY IMPORTANT. A neat and
organized workspace contributes greatly to a happy and healthy business owner.
Desk
Computer with Printer
High Speed Internet if available in your area, otherwise use the fastest bandwidth available.
Shelving for your inventory. (Book shelves, hutch, small linen closet with lots of shelves, etc.)
Instead of file folders for your papers and brochures, try a paper organizer on or near your desk.
Cell or home phone with large minute or unlimited plans. Also back-up
service in case you lose or damage your cell phone. Check exclusive
savings on www.marykayintouch.com for discount programs with cell
phone providers.
Optional: Some consultants create a BRAIN BOOK that holds papers that they
want to keep with them at all times. This would be a 3-ring binder with sheet
protectors and pocket holders. This would also hold your spiral notebook.
New Consultant Checklist #3
When Your Starter Kit Arrives...
Keep your Starter Kit Box. It will make a great presentation one day when you tell audiences all
over the world “What you found inside your Starter Kit Box”.
IN YOUR STARTER KIT…
 Double check Starter Kit contents list.
 Put the dates of all Mary Kay trainings and Success Meetings in your Mary Kay
Datebook for the next 3 months.
 Set a goal to sell 25 items from the Look Book in 7 days.
 Check out the Star Consultant Prize Brochure that is in your Applause Magazine. Your
product orders this quarter will help you earn those gifts.
 Watch Start Something Beautiful DVD
 Begin Find Start Earning Now Brochure
 Try all the Products in the Roll-up Bag. (See list in the Beauty Book insert)
 Read a chapter a day from Mary Kay’s Autobiography. (Came as a free gift with your
starter kit.)
New Consultant Checklist #4
After Your Inventory Arrives...
Label your inventory with your product labels, esp. skin care and skin supplements.
(Order the labels with the business kit from MK Connections.) I do NOT recommend
putting labels on products that would be defaced by a label such as lipstick tubes, most
color cosmetics and fragrances.
Use your name and address stamp to stamp all Look Books, Beauty Books and team
building materials.
If you have extra funds, consider the following inventory cases from MK
Connections:
Rolling Tote
Wheeled Cosmetic Carrier
Color Slip-on Case
(for starter kit and class supplies)
(for carrying inventory to classes)
(for carrying inventory to classes)
A fishing tackle box (from Bass Pro, Wal-Mart or other fishing supply store) is perfect for eye
shadows, blushes etc. Also good for samples. Take your product items with you to store to check
fitting.
Organize and store
s
inventory both on office shelving and in carriers that you are taking to your
appointments. Product can safely be carried in car trunk except in times of extreme heat or cold.
Discuss with your recruiter or director how much of each item to take to your appointments.
New Consultant Checklist #5
Preliminary Coaching:
(Refer to your hostess in all conversations as ‘YOUR BUSINESS
PARTNER’)
Review her guest. Encourage her to invite 10 per party. If she gives you 30 names, that
is 3 separate parties. When she invites 10, an average of 6 will attend.
Give her enough Party Postcards to send to all the invited guests.
Explain the hostess program to her again. Figure the amount she will want to
sell in order to earn her wish list products for free. (Take the dollar amount and multiply
by 5. That equals 20%)
Give her the words to say when she invites her guests.
Give her 5 order forms and ask her to take orders from 5 people who cannot attend
her party.
Coach her on refreshments. Keep it simple or if she loves to entertain let her be
extravagant.
Send her a thank-you note in advance appreciating her for helping you in your
business.
Facial your Hostess privately a few days or week prior to her party when possible
For our ‘tech savvy consultants’ whose hostesses are all about the internet and
social networking:





www.marykayintouch.com
Click on Education (at top of page)
Click on Hostess Program
Click on Before the Party
Checkout the Beaute-Vite and creating the Hostess’s very own Party Webpage!!
New Consultant Checklist #6
Before your First Party or Facial...
Review the Instructors Guide and practice your Skin Care presentation by rehearsing in
front of a mirror. (You might review your Start Something Beautiful DVD again.)
Keep in mind that you will, over the next few weeks, ‘rework the words’ in your instructors guide,
personalizing it and making it your own. You want your presentation to be professional however at the same
time fun and a reflection of your personality. If you ‘fly by the seat of your pants’ and do not follow the
flipchart you may still have a successful class, however you just convinced the girl at the table who does not
have your personality that she cannot do this. By using a flipchart (even one you have rewritten) your skill
then becomes transferrable to your future recruits.
Practice setting up your table display and trays. “You never get a 2nd chance to make a first
impression. When a guest walks in to your party she should go “WOW!” when she sees how
professional and pretty your table looks.” NSD Linda Toupin
Color coordinated placemats or tablecloth or both
Dark colored wash cloths are preferred over facial cloths
Want to win a guest over? Allow her to lay her head back in her seat, drape a slightly hot
wash cloth over her face just before she removes the cleanser. Trust me she will love you
and your products.
Roll-up Bag for display and close
Acrylic Caddy with products you are sampling
PERFECT HOSTESS GIFTS in center of table (Gifts of your choosing)
$200 in sales, 2 Bookings and 2 guests listen to CHOICES
Individual Goodie Bags for each guest should include:
Washcloth, headband, mirror with tray, disposable mascara wand, eye and lip applicators,
Look Card, Profile Card)
Thank-you gift for hostess in beautiful MK paper gift bag with tissue ($1.00-$2.50 item)
Hostess uses professional brush set and gets a personalized Look from
www.marykayintouch.com
Practice packing your cases to go to your
appointment.
New Consultant Checklist #7
After First Product Sale, Facial and/or Party...
By entering each customer in the myCustomers business tool at www.marykayintouch.com you are
populating a database for future use in customer-related applications.
This step is very, very important.
1. Enter each customer’s profile into myCustomers at www.marykayintouch.com.
Click on Business Tools (top of home page)
Click on myCustomers
Click on ADD a Customer
2. Enter each customer’s sales ticket into myCustomers at www.marykayintouch.com
Click on Business Tools (top of home page)
Click on myCustomers
Click on Customer Orders
3. Submit your WEEKLY ACCOMPLISHMENT SHEET online at www.marykayintouch.com.
Your MK business week ends on Saturday night at midnight.
Click on Business Tools (top of home page)
Click on Weekly Accomplishments
Click on Enter Weekly Accomplishments
Your director and recruiter are always excited to hear about your sales, facials and
parties. Send Weekly Accomplishment Sheet to Director weekly. Go to marykayintouch
and submit online. Weeks end on Saturday at midnight and begin on Sunday.
Dress for Success…
What to wear to all Mary Kay Appointments and Success Events
Our Company Founder, Mary Kay Ash asked two things of us…
(1) never break the Basic Skin Care Set, and (2) wear a skirt or
dress to all Mary Kay Appointments and Events.
Mary Kay Consultant
Dress or Business Suit, black or neutral hose when appropriate, and
professional dress shoes. Mary Kay logo pin.
Mary Kay Senior Consultant
Same attire as MK Consultant with MK Senior 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 Leader
Same attire as Star Team Builder except Team Leader Enhancer is worn.
Grand Achiever
Same attire as Team Leader or Future Sales Director with
Grand Achiever Pin.
Future Sales Director/DIQ
Black skirt, BLACK blouse (DIQ only), RED Jacket with Future Sales
Director Enhancer and scarf, black or neutral hose when
appropriate, and black professional dress shoes.
What are Your Mary Kay Pins
Saying about You?
Your Mary Kay Pins are a
representation of your incredible
accomplishments in your business
and should be worn with pride.
However, be careful not to overdo it.
Too many pins adorning your lapel
can look cluttered and distasteful. A
good rule of thumb is no more than 3
pins including your Mary Kay Logo
Pin. Your Ladder of Success Pin and
Power Start Pin are always great
choices.
Taking pride in your appearance and the
way your starter kit and mirrors look is all a
part of Business Etiquette. You cannot
expect to sell the product if you do not
wear the product. Also, think about this:
Which product would you be more likely
to purchase-Clean or Dusty? Having a
clean and neat automobile personifies
pride and self assurance in your business
and what Mary Kay stands for.
EXEMPLIFYING THE MARY KAY IMAGE
FASHION ETIQUETTE
1. Wear hose that are the same color as the hem line or a neutral or natural color.
2. Wear shoes that match or coordinate with business attire. Shoes should never be lighter
than color of hem line. (Ex. Don’t wear white shoes, white hose, and black skirt).
3. Accentuate your attire with jewelry that compliments your business dress. Nice pair of
earrings, necklace, bracelet, etc.
4. Purse or Briefcase should be professional looking. Black or Neutral color such as Brown
leather will look more professional.
5. Wear a hair style that compliments your facial features, preferably an up to date style and
off your face. Have you received a compliment recently? If not, consider a different hair
stylist.
6. Even though fragrance is part of our business, it should be subtle. A lot of customers and
fellow consultants are allergic or bothered by strong fragrances.
7. Nails should be clean and well manicured. Nail color should match your attire or a clear
nail polish should be applied.
MEETING ETIQUETTE
1. Introduce your guest without telling everything about her. Let her do that. Do not say she
is checking us out or thinking about joining us.
2. Introduce your guest to everyone.
3. Make sure you introduce yourself to every guest!
4. When attending another event, always ask if you can help. Be a promoter, not a demoter.
5. As an adoptee, always offer to help.
6. Come early and stay a few minutes later to help clean up, set up and look up. Meaning,
that’s the time to spend time with your Director and learn how it all comes together.
7. If you want to move up, then show up. Make sure your family and friends know you are
committed and events that fall on meeting night need to be scheduled for another night.
8. Attend every event Mary Kay offers. How many people do you see moving up that aren’t
attending these events? Think on that one. You must show up to go up.
9. Watch your crowd. You become like the 5 people you hang around. Where are they in
the Mary Kay business? How long have they been in that spot? Where are they moving
to, because chances are, that’s where you’re going to be. Hang with the right group!
10. If you want to attract quality people, then you have to become a quality person. Dress
like it, act like, perform like it.
Pink Cadillac Business Card Holder
Name: _____________________________________
Sign up for your personal web page. Go to www.marykayintouch.com
and follow the First Steps for new Consultants
Voucher #1
Mary Kay Calculator
Name: _____________________________________
Listen to Welcome Hot Line and review Ready, Set, Sell Brochure.
Call your recruiter or director with your inventory decision.
Voucher #2
Mary Kay Money Bag
Name: _____________________________________
I have place my initial inventory order: $ __________________ Wholesale
Voucher #3
Vouchers must be completed by the end of the following calendar month
that agreement was accepted by the Company
Mary Kay Checkbook Cover
Name: _____________________________________
Open your Mary Kay Checking Account and earn your Mary Kay
Checkbook Cover!! To receive your checkbook cover attach
a voided deposit slip or check to this voucher.
Voucher #4
Business Card Case
Name: _____________________________________
Order Mary Kay business cards. Recommend Mary Kay
Business kit from MK Connections.
Voucher #5
Mary Kay Watch
Name: _____________________________________
I achieved Star Consultant my first quarter in business.
Voucher #6
Vouchers must be completed by the end of the following calendar month
that agreement was accepted by the Company