Dear New Lightning Bolt Unit Member

Record Buster Unit Guide

Kelly Kuster Independent Sales Director Cell: 414-628-0588 [email protected]

Kelly Kuster Independent Sales Director (414) 604-2202 Congratulations!

Welcome to Mary Kay and one of the area’s fastest growing units! Our unit is known for integrity, class and professionalism because we select women of excellence like you to join us as business partners.

As your director, I work for you as your business advisor and cheerleader; however, you will set your own goals. Your Recruiter and I will be here to support your business in any way possible including training, inspiration and hugs. Realize, however, that motivation comes from within. We will not take credit for your success because you are the one who will choose your destiny in Mary Kay. This is your business. You are in business for yourself, but never by yourself.

Look at your starter kit and dream about what it could bring you and your family five years from now. An executive income? The ability to stay home with children? Cadillac’s? Diamonds? Friendships? Self Growth? All that Mary Kay dreamed for each of us will be yours with consistent work and faith. We all start with the same starter kits. The key to reaching your dreams is in you!

This packet includes tons of ideas and information for starting your business. It is a reference tool for you in addition to the www.marykayintouch.com website, which will be an ongoing tool for you. These are solid resources as you attend your local success events.

Feel pride in saying yes to this incredible opportunity and for saying yes to your future! I can’t wait to get to know you better and supporting you as you reach your dreams with Mary Kay.

Working for you, Kelly Kuster

Unit Information Sales Director: Kelly Kuster Senior National Sales Director Emeriti: Rena Tarbet National Sales Director: Sharon Buck Division: Sapphire www.sharonbucknsd.com

The paperwork in Mary Kay is very limited and simple. Two things will lead to maximum recognition for you in our unit: 1. Turn in weekly summary sheets (also a must for taxes). When you consistently turn in weekly summaries, ribbons are awarded at success events for: $300+ retail sales per week and $150+ retail sales per class (3 or more people). 2. Turn in quarterly summaries for recognition. (Ask Kelly for current quarter tracking sheet.) Please remember that the more information we share, the better I can support your business and help you reach your Mary Kay dreams!

Kelly Kuster Independent Sales Director (414) 604-2202 Keep it simple!

It’s normal to feel overwhelmed when you start your Mary Kay career, so let’s keep your first steps simple! Complete this short checklist of basic activities and you’ll be on your way to success one step at a time.

Step  Prize Have you made your inventory decision? $1000+ MK 1 Using the Inventory Worksheet, choose your level based on money bag how you want to run your profits. Are you in the loop? MK Checkbook 2 Attend 3+ weekly meetings cover

Have you started your HOTLINE training? Please call: MK Prize 3 414-727-9135 Leave your name after the beep, listen 21 days in a row. Pearls of Sharing MK Pearls 4  1-3 practice interviews =’s MK Pearl bracelet  next 4-6 practice interviews =’s MK Pearl earrings  First SQR ($600 qualified) team member =’s MK Pearl Necklace Choose and Complete your “Start”! Perfect, 5  Perfect (5 classes/15 faces/14 days) Power or  Power (10 classes/30 faces/30 days) Power Plus  Power Plus (Power + 6 practice interviews) Start pin to match Have you started booking appointments? Book your first Fun Cocktail 6 10 parties. Ring! Write your list of hostesses and book your “Start” by calling that list using the attached words. Always ask if she currently has a consultant! Get a booking from each of first 5 appointments! MK Prize 7 Please check off your activities (prize) and return to: 8 Kelly Kuster, 7013 W. Waterford Av., Milw. WI 53220

Kelly Kuster Independent Sales Director (414) 604-2202 Mary Kay Inventory

Call 641-715-3900 extension number: 44706# Or visit, sharonbucknsd.com>Sharon’s CD’s>Inventory and Money Management Listen to either of these audios or ask Kelly to share the facts in person on a video with you and your significant other. You can choose to service your customers in one of two ways:

1. Inventory: Deliver products to your customers as they place their order. You carry products in your home, which you have purchased in advance from the company to sell to customers. 2. Ordering: Customers place their product orders to you and you accumulate those orders and place an order to Mary Kay to service your customers.

Your inventory decision depends on two things: RESOURCES and GOALS.

The most important factor is that you make a decision that makes you happy and confident so you can succeed in your Mary Kay business.

Here are some benefits to holding inventory:

Higher sales: Women are impulsive and want products as soon as they try them. Company statistics show that sales are 50% higher if you carry some inventory to service your customers immediately.

Fewer returns: Customers are less likely to change their mind once they have the products in their hands. Plus, they remember how to use it from the class. If they wait too long for product, they can change their mind for many reasons.

Confidence: You are more likely to actively work your business if you have product available. You will feel more professional and committed.

Motivation: Product in your home can be easily converted to instant cash. You will be able to easily control your finances.

Profit: You will see a quicker profit return because your sales are instant income. When you invest in inventory, you can make a small monthly payment toward your inventory and the rest is clear profit.

Higher reorders and customer retention: If you immediately service your customers, they will depend on you. Otherwise, they might search for a consultant who can service them immediately.

Kelly Kuster Independent Sales Director (414) 604-2202 Better time management: If you have products on hand, you can deliver a class or sale on the spot. Otherwise, you’ll spend your valuable time mailing or re-delivering a sale that has already taken place.

Kelly Kuster Independent Sales Director (414) 604-2202 New Consultant Inventory Worksheet

What are your Mary Kay goals? Check the one best answer from each category below:

Selling Appointments: 3 or more per week (10+ hours) ____(3) 1 to 2 per week (5-7 hours weekly) ____(2) 2 to 3 per month (3-4 hours weekly) ____(1) 1 to 2 per month (1-2 hours weekly) ____(0)

I am planning on attending weekly Success Meetings: Every week ____(3) Twice a month ____(2) When it fits into my schedule ____(1) I don’t plan to attend ____(0)

As I look to the future, I would like to: Earn a career car or become a Sales Director ____(3) Replace my full-time income ____(3) Build a solid customer base for part-time income ____(2) I will mainly use the products for myself ____(0)

Every month, I would like to make: $1200 or more ____(3) $400 to $1199 ____(2) $100 to $399 ____(1) No monthly profits ____(0)

MY TOTAL POINTS ______

Do you have the resources to purchase Mary Kay inventory? Yes No (Resources include credit card, personal loan, savings, loan from family, etc.)

Suggested inventory level:

12 points: career, professional or premium package 10-11 points: superior package 6-9 points: superior or enhanced package 3-5 points: basic package 0-2 points: personal level (customized package)

Kelly Kuster Independent Sales Director (414) 604-2202 Consult the company flyer from your starter kit for the new consultant bonuses based on your first Mary Kay order placed in the month you join or the month following.

Kelly Kuster Independent Sales Director (414) 604-2202 Mary Kay Image Checklist

We represent the Mary Kay image wherever we go. Here are some pointers to guide you:  Once you have announced yourself as an Independent Mary Kay consultant, make sure your language, photos and actions posted on social media are respectful. You are representing yourself, our unit and the over two million consultants all over the world. You may be the only Mary Kay someone knows.  Wear a black skirt and white blouse to success meeting and classes. Absolutely NO PANTS, please. Pick one outfit and make that your Mary Kay “uniform.”  Make sure your voicemail message identifies your business in your voice to make your clients comfortable.  Ask your hair stylist for a new look if you need updating. Watch Applause magazine and company literature for the latest looks.  Use Mary Kay products from head to toe. You’ll sell what you use!  Keep your car clean inside and out.  Use a briefcase or small date book to keep organized.  Wear your Mary Kay pin and carry business cards at all times.  Be a good listener. Don’t use slang, smoke or drink alcohol at any Mary Kay function.  Be on time.

Kelly Kuster Independent Sales Director (414) 604-2202 Booking

The skin care class is the basic tool in Mary Kay. To obtain these appointments, booking is key. Always book twice as many classes as you want to hold. If you’d like to view a live skin care class, call your recruiter or director to shadow them.

From bookings come sales, interviews, reorders, team members, commission checks, cars, diamonds and everything your Mary Kay heart desires. So, book your brains out!

Booking your first hostesses

1. Make a list of everyone you know that has skin. Write them down with their phone number.

2. Set aside a time when you can call to book your Power Start Plus. This should be uninterrupted time.

3. Start your success. Say: “Hi. This is ______. Do you have a minute? You’ll never guess what I’m doing now! I’ve started my own business teaching skin care with Mary Kay. As part of my training, I need to facial 15 women in the next two weeks. I thought of you because ______. Is there any reason why we couldn’t get together and play makeup? Great! Which is better for you…(give her date options and book the appointment). When was the last time you tried Mary Kay? Do you currently have a consultant? You know, if you have a few friends join us, I’ll complete my training faster and I’d be in a position to give you some free Mary Kay products. Is there any reason why you couldn’t invite a few friends to join the fun?”

Kelly Kuster Independent Sales Director (414) 604-2202 Steps to Moving Up In Your Career

Sharing the Product Skin Care Classes Double Facials Facials Customer Service -- On-line Preferred Customer Program -- On Paper On the Go  Perfect Start (5 skin care classes or 15 faces in 2 weeks) Power Start (10 skin care classes or 30 faces in 30 days) Power Start Plus (10 skin care classes or 30 faces in 30 days, with 6 interviews)  Full Circle Skin Care Class: A. Sell sets B. Book future skin care classes C. Book hostess + at least 1 more for interview D. Referrals This is the means to every end in Mary Kay!  You can be 16 skin care classes away from DIQ. You can be 24 skin care classes away from a career car. That’s 4 people/class x 16 classes = 64 faces. If you conduct 2 interviews per class = 32 interviews. If 1 out of 4 people close = 8 new team members!  Sharing the Marketing Plan Interviews – In person with her over a cup of coffee (Kelly can join you both) CD’s/DVD’s – Order CD’s/DVD’s from Mary Kay Sec. 2 order form; ask Kelly for NSD Sharon Buck Marketing CD or CHOICES CD Guest Events & Weekly Express Events – Invite guests to your weekly success events or special guest nights where they can try product and have a director share the marketing plan for you Literature – Order from Mary Kay Sec. 2 or print from marykayintouch.com Marketing Recording – 641-715-3900 extension number: 17994#, available 24/7, guests can call in for 10 minutes, leave their name/phone/scale of A-B –or-C LIVE Marketing Call – Let your NSD Sharon Buck share her Top Blessings on a live interactive call, for details please check: sharonbucknsd.com>dates and happenings Audio Files – visit sharonbucknsd.com>Sharon’s CD’s>Top 12 Blessings of a Mary Kay Career or sharonbucknsd.com for more options. youtube.com/marykay – Mary Kay Brand and Opportunity Videos There are SPANISH versions of the Marketing Plan also – CD, DVD, youtube.com/marykay

1 active team member = 4% commission  3 active team members = red jacket  5 active team members = 9% or 13% plus $50 team-building bonus on 4+ (start car qualifications)  8 active team members = Future Sales Director (DIQ)  14 active team members (and car qualifications) = Grand Achiever Career Car or Cash Compensation  10+you = 11 people, you take 11 people and together grow to unit of 24

Kelly Kuster Independent Sales Director (414) 604-2202

Kelly Kuster Independent Sales Director (414) 604-2202 Getting Your Mary Kay Office Organized 

Binder Order (use page protectors and label each): Deposits (money to take to bank) Record on Weekly Accomplishment Sheet Add to birthday box (Jan-Dec) Orders to be bagged Orders to be mailed Waiting for product Need payment Add to My Customers (on marykayintouch.com) File (general filing) Needs address/postage To be typed

Separate Folders: Booking Team Building (each has scripts and leads-names & numbers)

1-31 accordion file: Can put postcards that need to be mailed…do a bunch ahead of time w/out the postage

Can put bills that need to be sent, things you don’t want to look at right now, etc...

Postcard Box: Birthday Bridal Pampering Perks (reminders for follow up visit) Welcome…

Other boxes: Hostess Gifts Returned/Damaged Product Gift Wrap Disposable Applicators Samplers PCP gifts

Kelly Kuster Independent Sales Director (414) 604-2202