Your “Happy” Holiday Plan!

September Booking Focus - New Fall Looks Create your holiday plan – Open House, businesses you want to Week 1 contact, etc.

Week 2 Finish up any Makeover Contest Entries Make a list of businesses to contact for gift giving. Consider Week 3 customer/family businesses & YOUR contacts: dentist, etc. Write letters to 1⁄2 the businesses on your list telling about your Week 4 services, saying you’ll call soon.

October Booking Focus - New Products Do personal Christmas shopping (think MK gifts!), or at least make your list and plan it out. If you’re done by 10/30...you’ll Week 1 SAIL through the season! Write letters to other 1⁄2 of businesses on your list. Take Go Tote and/or samples & catalog with you everywhere Follow-up with the first set of business letters. Offer to treat staff Week 2 to Satin Hands, show gift ideas in person, etc. Begin getting wish lists filled out with every facial Schedule office holiday shopping parties w/ your customers. Lunch hours or just after work are great times! Search out area Week 3 events you can set up a table or offer goodie bags to...get your name out there!

Week 4 Follow-up with the 2nd set of business letters as above.

Send Open House invitations, assuming Open House is mid Week 5 November. November Booking Focus - Holiday Glamour Looks Write letters to husbands of customers, telling of your service & Week 1 that you know his wife’s wish list & will call to discuss it with him soon. Begin to follow-up with husband letters and as you see them in person...may not be ready yet, but ask when you can call back. Week 2 Send postcard to customers regarding the Thanksgiving week sale.

Week 3 Bookings, follow-up, finish any of the above...

Week 4 Bookings, follow-up, finish any of the above...

December Booking Focus - DOUBLE HOSTESS CREDIT (or choose your extra incentive), Holiday Coffees (informal stop & shops – quick & easy), New Product Preview, Holiday Glamour Follow-up with husbands. They’re getting serious now! Follow-up wish lists. Wrap stocking stuffers adorably & carry some with you...the eye buys & anything inexpensive will MOVE Week 1 off your shelf! Ask 10 women to be catalog hostesses. Offer a 50% off shopping spree when they collect $100 in outside sales over the next 10 days...they’ll be seeing lots of people now!

th Deliver 12 Days of Christmas baskets by the 13 . Be prepared for January bookings in your calendar. Some absolutely won’t book Week 2 in December...offer them an after-the-hubbub date. Remember...some WILL book in December!. Warm chatter all sales people with a SMILE.

Call customers for personal needs – they get caught up and may Week 3 forget to call you! Do you have her wish list? Does she need to buy a personal “gift” for herself? Follow-up additional Wish Lists.

Wrap up & enjoy time with your family. Do you go shopping after ShanisOffice.com Christmas? So will your customers! Why not offer them an “inventory reduction sale”...offer a couple of hours on Week 4 Saturday morning for them to stop & shop. Will they want to have a pampering session with friends/family who are visiting from out of town?

JAN BOOKING FOCUS: New Year, New You, New Products! FEB BOOKING FOCUS: Valentines, Winter Skin Checkups MAR BOOKING FOCUS: March Madness Model Mania, New Product Preview APR BOOKING FOCUS: New Products & Mother/Daughter Events MAY BOOKING FOCUS: Mother/Daughter Events, Summer Skin Care JUN BOOKING FOCUS: Simple Summer Skin & Summer Looks JUL BOOKING FOCUS: New Product Preview, New Products AUG BOOKING FOCUS: Back to School/Back to the Basics $20,000 HOLIDAY SELLING PLAN (AUG. 30 – DEC. 19, 2015) File Under Selling: Holidays Could you get excited about selling $20,000 of Mary Kay Products over the next 4 months? Do you realize you could have a totally DEBT FREE Christmas? What would you do with the extra spending cash? AND WHAT ABOUT WORKING FULL CIRCLE AND EARN YOUR MARY KAY CAR? WHAT ABOUT GOING TO LEADERSHIP IN LA ( LOS ANGELES) THIS JANUARY AS A BRAND NEW SALES DIRECTOR? GO FOR IT! YOU CAN DO IT! If you think you can, you will. If you think you can’t, you won’t! The Holiday Season is about to begin! It’s time to GET BUSY and work it like you never have! Here’s an example of what you can accomplish 16 weeks before Christmas! Plan now and be amazed!!

This plan is designed to have you work through December 19th and then take a two week Mary Kay “vacation” to be with your family through the New Year!!! Adjust your schedule accordingly to set and reach your goals!

EXAMPLE OF $20,000 CHRISTMAS CASH PLAN

Selling Total Activities Monthly Activities Total From Total from ALL Activity: Divided by 4 months Each Activity Selling Activities Silent Hostess/Book Party 9 Approx. 2/month $100.00 $ 900.00 Husband’s/Men 20 Approx.5 /month $ 50.00 $1,000.00 Holiday Stop & Shops 20 Approx. 5/month $200.00 $4,000.00 (Offices, Coffees, Etc.) Holiday Open House 1 - $500.00 $ 500.00 Skin Care Classes 32 Approx. 8/month $300.00 $9,600.00 (Goal 30 faces/month) (2 parties/week) On the Go/ Reorders/PCP 100 25 or approx. 6/wk $40 $4,000.00 Sales

TOTAL SALES: $20,000.00 Re-Invest 50%: $10,000.00 Estimated Expense 10%: $ 2,000.00 NET PROFIT (40% of your total sales) $ 8,000.00

YOUR $______CHRISTMAS CASH PLAN

Selling Total Activities Monthly Activities Total From Total from ALL Activity: Each Activity Selling Activities Silent Hostess Husband’s/Men Holiday Stop & Shops Holiday Open House Skin Care Classes On the Go/ Reorders/PCP Sales

TOTAL SALES: Re-Invest 50%: Estimated Expense 10%: NET PROFIT (40% of your total sales) Christmas Club Program Are you looking for a way to make a little extra cash for the holiday season? A Mary Kay business may be right for you. Below are two examples of ways you could make a great profit! In addition to the money you will make, you could also purchase many of your Christmas gifts at wholesale. The Pilot program is for women who are not sure a Mary Kay® career would be right for them on a full time or part time basis: option 1 DEVOTE 2 hours of every week to teach/show product 1 class @ $400 & $100 reorder sales, $500 in sales - 50% (discount of product = $250 per week) INVEST $100 (plus tax) for showcase -- Valued at over $422 retail

PROFIT $250 -- November & December 8 weeks x $250 = $2,000 profit!!! option 2 PLAN FOR $10,000 IN SALES! 1. 2 Open Houses averaging in $500 $1,000 2. 10 Husbands/Boyfriends at $100 each $1,000 3. 7 Holiday coffees or gift shows at $300 each $2,100 4. 1 Beauty Show per week for 10 weeks at $300 each $3,000 5. Customer service and PCP follow up: 25 at $40 each $1,000 6. Contacting businesses: 30 gifts at $35 each $1,050 7. Last minute gifts $850

Total Sales: $10,000 Total Profit: $5,000 NEED EXTRA CASH FOR THE HOLIDAYS? 10 Step 2: Hold 12 appointments. 12 Hold 2: Step and upontheseappointments. Spend under 2hours at eachone. Add 1hour of phone timeto set 9 3 2 Goal: Step 1: Order your Mary Kay® Starter Kit. ($100+ tax & shipping) & tax ($100+ Kit. Starter Kay® Mary your Order 1: Step 8 7 6 5 4 1 10 LOOK HOW EASY THIS WILL BE: Classes, Facials, Co Appointment optionsinclude:Holiday Showings, OpenHouses, (Plus, you’ll receive your personal & holiday gift products at alow cost!) YOUR PROFIT WILL BE (APPROX) $1,500+ $1,500+ (APPROX) BE WILL PROFIT YOUR inventory. If you sell anything or usetheproduct personally, you can’t lose! The company o directly corresponds to your consistent e within months of joiningMary Kay® Cosmetics - your progress isupto you and A management position isattainable almost immediately! You caneasily move up company. Advancement is individually earned. wholesale buy andonedirectsale.Each consultant buys product directly from the Dual Marketing Plan:Mary Kay® isnot amulti-level pyramid. There isonly one Prizes for recognition andachievement. You caneven earntheuseof afreecar. Excellent taxadvantages for theself-employed! The Golden Rule; Nosalesterritories or monthly sales quotas! Mary Kay® philosophies include:God There isno9-5grindinMary Kay® -it Your parttimecareer canbe worked around family timeandresponsibilities. MK hasanunparalleled career opportunity andfreetraining program. your own Christmas shoppingspree? fragrance options,andtheir new glamour products areamazing! Are you ready for MK products aresimply irresistible thisholiday season! You’ll love all the CASH! You get a50%discount asaconsultant, andsell products at full price. REASONS WOMEN CHOOSE MARY KAY®

Sell $250+at each.Hold 1or 2appointments a week. AND AN AMAZING $40 AN HOUR FOR APART-TIMEFOR CAREER! f ers aone-year ninety percent (90%)Buy-Back Guarantee on f ees, Silent Hostesses, etc. f f rst, Family second &Career third; ts into your current schedule! f ort.

for Crazy the Cruze

On Target Cruze •5 active personal Team Members •$5,000 combined personal/team wholesale Section 1 production •Personally be an active Consultant •Must maintain these requirements each month of qualification Cruze Qualification •14 active personal Team Members ••$20,000 combined personal/team wholesale Section 1 production in up to 4 months •Max of $5,000 personal wholesale

$20,000 ActiveActiveve Teamm MMembersembers $18,000 1. 8. $16,000 2. 9. $14,000 3. 10. $12,000 $10,000 4. 11. $8,000 5. 12. $6,000 6. 13. $4,000 7. 14. $2,000

Created by MKVirtualOfce.com

The Fabulous Game Gift%your%fabulous%family%and%friends%a%relaxing%pampering%session. To win: Have the most points and receive a gift. Over% Best Way to Reach Name Phone 25%! Text / Call (Circle One) ☐ 1 (%%%%%%%%%%%%%%) Text Call ☐ 2 (%%%%%%%%%%%%%%) Text Call ☐ 3 (%%%%%%%%%%%%%%) Text Call ☐ 4 (%%%%%%%%%%%%%%) Text Call ☐ 5 (%%%%%%%%%%%%%%) Text Call ☐ 6 (%%%%%%%%%%%%%%) Text Call ☐ 7 (%%%%%%%%%%%%%%) Text Call ☐ 8 (%%%%%%%%%%%%%%) Text Call ☐ 9 (%%%%%%%%%%%%%%) Text Call ☐ 10 (%%%%%%%%%%%%%%) Text Call ☐ 11 (%%%%%%%%%%%%%%) Text Call ☐ 12 (%%%%%%%%%%%%%%) Text Call ☐ 13 (%%%%%%%%%%%%%%) Text Call ☐ 14 (%%%%%%%%%%%%%%) Text Call ☐ 15 (%%%%%%%%%%%%%%) Text Call ☐ 16 (%%%%%%%%%%%%%%) Text Call ☐ 17 (%%%%%%%%%%%%%%) Text Call ☐ 18 (%%%%%%%%%%%%%%) Text Call ☐ 19 (%%%%%%%%%%%%%%) Text Call ☐ 20 (%%%%%%%%%%%%%%) Text Call Receive 100 Bonus Points if I can Message your Facebook Friends to be pampered. Check here Please be assured that I treat each friend or family member with the utmost care and respect! Thank you for supporting my small business.

Your Full Name: ______Date:______Holiday Sales to Businesses Increase holiday profits by contacting people in charge of gift buying at small to medium- sized companies to suggest Mary Kay gifts for employees and/or clients. Whether you're new to holiday business sales or you've already used this avenue to additional profits, you can benefit with these tips:

Ask all your customers who work outside the home about their company gift giving policies and the name of the person in charge of this function. Referrals can save you a lot of legwork and time.

Send a signed introduction letter (see next page) and follow-up within 5 or 6 working days with a call to that person. When the assistant asks you to identify yourself, tell her your call is "rather personal" and that is has something to do with a gift for her. If she persists, give your name and say you're following up on a letter you sent to (name) on (date).

Once you have the person on the phone, your goal is to make the appointment. Say:

"Mr. or Ms. (name), as I expressed in my letter, I have ideas to help you with your holiday gift buying. I know your time is valuable, so it will only take about 10 minutes to show you my gift selection. When would be the best time for you -- morning or afternoon? What day of the week would be most convenient?"

Dress and act professionally for each appointment. When you arrive, give the assistant a small gift and have fragrance samplers for the potential buyer.

Emphasize your selection of prices. You can ask your contact if they have price ranges in mind or if everyone receives the same gift. Usually a company gift-buyer will either choose the actual item or will say they need 25 women's gifts and 6 men's gifts at $15 each (for example) and leave the selection up to you.

Present a holiday brochure to the buyer and suggest a women's and men's gift item. Then use fragrance vials to present the individual fragrances. Offer free gift- wrapping and be sensitive to other requests your contact may have. Remember, you want repeat business throughout the year and next holiday season.

Collect at least 1/2 of the total sale when the order is placed and plan to deliver the order and collect the remainder of the total price during the first week in December or at the requested time. Always leave a brochure and your business card with your contact and offer to help with personal holiday gift selections too!

Let me know if you have any other questions about how you can take advantage of upcoming holiday sales.

Contact Name: ______

Company Name: ______

Address: ______

Contact Phone # ______

Delivery Date: ______Time: ______

# of women: ______# of men ______

Qty Description Unit Price Total Price

Subtotal Tax Shipping & Handling Grand Total

-50% Deposit Due Today ( )

Balance Due

at Delivery

MKS Design Services Holiday Open House 101

Tips to having a Successful Holiday Season!

1. Date: I have an ‘annual’ event - held the same time each year - the week before Thanksgiving. Choose a date that works with your customers. Also, check dates so they do not conflict with huge community events. 2. Time: 9:30 a.m. to 7:00 p.m. Choose time that you think will catch the most people. These hours work best for me and my customers. You may consider setting up appointments instead of just having your hours open. 3. Get a guest list together: Include everyone! Send a ‘Save the Date’ card out two months in advance. Send your invitations two to three weeks in advance! Follow up with a phone call or email reminder. Then give a small gift like a Mini Satin Hands Hand Cream to the first 20 people who RSVP. 4. Planning is important: Keep a file year after year, with pictures and ideas. This makes it easier to remember what you did last year. Write down everything you did so you can remember what to do the next time. Also, you can encourage other consultants, preferably your team members, to be your assistants to watch and learn how you do things. They can assist with getting orders together, doing Satin Hands, answering questions and greeting at the door. This is especially helpful for new consultants who do not have a large customer base. 5. Inventory and Supplies: Make sure you have sufficient product! They are coming to buy and your best profits are when they take it with them and you don’t have make deliveries. You will also need a good supply of sales tickets, bags, beauty books, and samples. Mary Kay shopping bags add a beautiful touch to the shopping experience (they take one at the door to fill as they shop). 6. Decorations and Atmosphere: I keep this very simple but with a Christmas theme. A Christmas bow on the mailbox, wreath on door, small tree on front porch, and potpourri brewing. A little bit of garland here and there, wrapped around a staircase, adds so much to the festive look. 7. Food: I do more than the usual cookies and coffee or cider. Get someone to help you with refreshments, or visit your local deli for a sandwich tray. This again is based on your attendance, which you hope will grow from year to year. 8. Set Up: The key is that as your customers walk in, that the eye travels to what you want to feature most. Usually the dining room is right off the entrance and this is where I host the ‘main attraction’ - with all products displayed. Use boxes for varied height and mirrored trays for glamour displays. Always spotlight our newest at the front of the table. 9. Product Information: Most customers don’t want to have to ask ‘ how much’ for things. I take apart the Look Books and laminate the pages (You can purchase laminate sheets or purchase a cool laminator at a craft store). The company has done all of the art work for us- why not utilize it? Any gift ‘sets’ that I have put together are priced with a stand up name card. 10. Gift Ideas: I have lots of odds and ends that I have picked up in ‘after Christmas sales’ (50% off). The dollar stores carry nice mugs and plates so you do not have to spend too much for your presentation tools. Also, Michael’s and Joann Fabric’s have nice baskets, etc. for presentation. Displays: - Skin Care Sets & all supplements: Now that we have such a nice ‘sets’ brochure, it will be fun to display and feature the sets - easy too! - Fragrance Table: Spray cotton balls for them to try. Put in baggies and mark with name of fragrance - Glamour Collection Area: With all colors and shades of blushes, lip and eye colors as well as pencils. I use the MK display trays to show the actual product. - Body, Sun & Spa Line - Accessories: Brush sets and other applicators - Gift Idea Table: Christmas Collections including new limited edition products - Men’s Products - Sale Table: Discontinued products - Satin Hands: One at the kitchen sink and in the bathroom too 11. Famous Bargain Area: All ‘discontinued’ and ‘classic’ products on special. Some, depending on how long in my inventory greatly reduced and move out very well. Use ‘buy 2 get 1 free’ some items even below cost ‘clean out’. What I do not want to keep, I donate to the Women’s Shelter or Women’s prison. It is better to take the tax deduction that to have sit on your shelf and fool you into thinking you have lots of inventory. 12. At Entrance: Give them a Mary Kay shopping bag, stocking stuffer list, and holiday gift list. Pens, pencils, and a note card to write down, as they go, what they want (Many things can be picked up off the table and put in the shopping bag). Also, Mary Kay literature and recruiting literature. 13. Answering Machine: “Hello and Merry Christmas!” Yes, today is my Holiday Open House and I’m probably with a customer at this moment…the hours are 9:30 a.m. to 7:00 p.m. Wednesday & Thursday. Please leave your name and order and we will have it ready when you stop by. Bring a friend and receive another entry for the door prizes. And, don’t forget your postcard invitation, YOU could be the lucky winner to receive your TOTAl order FREE. See you soon!! 14. Order Area: Have sales tickets, beauty books/look books, and money bag with the change, calculator, pens, samples, preferred Customer Gifts, and customer files. Give them a Wish List to complete so you can talk to Santa for them. I also have them fill out an info 15. Hold prize drawings: Give away small product gifts throughout the Open House to keep things energetic and fun. 16. Music: Have Christmas music playing.

Final Tips for a Successful Holiday Open House:

- Be prepared: Check that your clothes are ready, nails are polished, house is clean, and you are at your best!

- Say a little prayer and have a successful open house

- Get a good night of rest the night before

- Always call those who did not come and set up a time for them to come by when it is convenient or when you can go to them

- Men’s Night: Invite husbands of good customers to an evening preview. Offer free gift wrapping and delivery. Take orders for 12 Days of Christmas.

- Show every man that you know a perfume. Ask him, “Isn’t she worth it? What an incredible way to show her how much you appreciate her.” Suggest dinner reservations and theater tickets to tuck in with the gift card.

Holiday(Selling(for(a(Cause(

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1. Find!a!need!and!fill!it.!Find!a!group!in!your!community,!your!church,!your!city,!your!state,!your! world!that!you!feel!passionately!about.!What!is!their!need!and!how!much!will!it!take!to!fill!that! need?!You!could!do!a!fundraiser!or!donate!product.!Ex:!sunscreen!for!soldiers,!chemo!care! baskets!for!patients,!Adopt!a!Mom,!Adopt!a!Grandparent.!! ! 2. Get!permission.!Find!out!what!you!can!and!cannot!do!within!our!legal!guidelines.!When!in!doubt! call!Mary!Kay!corporate.!

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3. Set!a!goal!with!a!deadline.!How!many!sets!do!you!want!to!sell?!Make!sure!your!deadline!gives! you!time!to!order!product!and!have!delivered!in!time!especially!around!the!Holidays.!Get!your! unit!and!customers!involved.!People!want!to!do!business!with!a!consultant!that!does!good!for! her!community.! ! 4. Get!to!work!!Share!your!goal!with!everyone!!Share!your!goal!at!your!parties!and!facials.!Share! on!social!media.!Share!your!goal!at!church,!with!family!and!friends.!Enroll!your!unit!and! customers!to!do!the!same.!Ask!local!businesses!to!participate!by!donating!money!or!buying! product.!Ask!businesses!you!do!business!with!like!your!drycleaner,!your!hair!salon,!your!nail! salon.!Ask!the!businesses!your!customers!work!for.!Have!a!contest!in!your!unit!or!with!your! customers!who!can!sell!the!most.!Offer!a!prize.!

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5. Make!it!a!party.!Create!a!day!to!come!together!with!your!unit!and/or!customers!to!package! product!and!get!it!ready!for!delivery.!This!builds!relationships.!Share!those!pictures!on!social! media.! ! 6. The!Big!Day.!Enroll!your!customers!and/or!unit!to!help!deliver.!They!want!to!be!involved!in!what! they!raised!money!for.!This!creates!community.!Take!lots!of!pictures!and!share!on!social!media.! If!you!are!doing!facials!at!a!women’s!shelter!you’ll!need!lots!of!hands!to!help!fill!trays,!etc.! ! 7. Give!thanks.!Send!thank!you!cards!to!those!who!donated,!bought!product,!helped!package!and! deliver.!Share!your!heartfelt!thanks!and!share!your!results.! ! 8. Think!of!other!Holidays!you!can!honor!people!like!Veteran’s!Day,!Mother’s!Day,!Grandparent’s! Day,!etc.!and!come!up!with!a!selling!idea!to!honor!them.!

During this season, help bless those who may be alone during the holidays.

We are honoring seniors with a special gift of a Hand Cream and Lip Balm.

Please be a sponsor for $20 per senior (includes tax and gift wrapping). You can sponsor one or many and use as a charitable donation for your income taxes.

Contact your Mary Kay Independent Th Beauty Consultant for more details. an k you ! Script & Ideas!

This is a fun idea to to help husbands, boyfriends, etc. who may be unsure of what to buy their significant other for Christmas! Men LOVE ideas especially because most of them hate to shop but they really want to do something special! This is a great tool for offering a fun way to give 12 separate gifts starting December 14th-December 25th saving the best gift for last! Any woman would be thrilled with this idea!

The best place to start is your current customer base! This is the time to start looking at your customer profile cards to see which customers checked “YES! Please help my significant other!” and on the newer profile cards, there is a space for your customer to fill out several people to contact for gift-giving ideas.

The next best place is to Facebook message your customers husbands! You can use this script below and reword it however you want to in a message!

If you do not have your customer’s husbands/boyfriends work number, get your husband, brother, dad, boyfriend, etc. to help you with this “undercover gift giving service”. Otherwise, you may want to call the husband/ boyfriend, etc. at work so this remains a top secret operation! So when you are doing this undercover work, have the man helping you ask him to ask for the person you are reaching and when the person you are reaching gets on the phone, this is the time to grab the phone!

“Hi_____! This is ______, your wife’s/girlfriends, etc. Mary Kay consultant! I had my husband, _____, ask for you so I can keep this an undercover secret operation so _____ wouldn’t know I was calling you! Are you in a place where she cannot hear you? Perfect! Ok… so the reason for my call is she checked this place on her profile card where she thought it would be fun for me to help you with what she would love for Christmas. (or she may have filled out a wish list). My job is to make you look like a hero for Christmas! _____ loves Mary Kay and I have put together a fun idea called the 12 Days of Christmas! I package up 12 gifts that either you can customize for her or I can customize for her based on what I know she will love and you basically give her a gift each day the 12 days before Christmas! It could be on her pillow each night, or on her car seat each morning, at the kitchen table, maybe by the coffee maker, and you could even get the kids involved!! I can help you with the details! Gift wrapping and delivery is my treat! I have packages from $____, $____, or $_____ or you can customize each gift for her!! What does your budget look like and what do you think would excite her the most?

IF he has already done his shopping, you may want to suggest this: “That’s great that you have her shopping all done! Have you heard of a Pillow Gift? (He will most likely say no…) “Oh my goodness! This is always a HIT! It’s like the gift she totally won’t expect at all and completely deserves! You know when Christmas evening comes around and she’s pooped… the gifts have all been opened and most of the dishes are done and you know how she’s most likely wiped out? This is a gift you would set on her pillow with a note telling her how much you appreciate her and thank her for all that she does and how special she is to you. ______will be so super surprised and she will totally LOVE it!” Top 10 Holiday Selling Ideas

Independent Mary Kay Sales Director Suzanne Lozano

Idea #1: Holiday Coffees Idea #6: Silent Holiday • TW Repair or Miracle Set on Hand Hostesses • Satin Hands & Satin Lips • Find Silent Hostesses who work in • Body Care & Fragrance Line offices, schools and or who belong to • Lipstick and Lip Glosses clubs • MK @ Play • Give your hostess 20% hostess credit • Cheek and Eye Colors towards the products of their choice • Limited Edition Holiday line from all of the sales because there is • Packaged Gift Sets ($10-$50) not a lot of work involved

Idea #2: Holiday On the Go Idea #7: Private Holiday Appointments Makeovers • Tote Bag/Basket filled with holiday • One-on-one glamour makeovers with products your customers and their Holiday • TW Microderm Plus Set/Mascaras, Lip Dress Colors, Eye Shadows, MK @ Play, • Makeover includes skincare and Limited Edition Holiday Collection, glamour Skinvigorating Brush, Bronzers

Idea #3: Wish Lists Idea #8: Pillow Gifts • Use the back of your Profile Cards at • Body Care products your classes and facials • Satin Hands • Take them on all of your deliveries • Satin Lips • Complete at your Holiday Open House • Eye Quads • Call their “Santa” and offer your • MK @ Play services • Wrap in sheer bag with a ribbon and note

Idea #4: Employee Gifts Idea #9: Emergency Gifts • Offer Gift Buying services to your • Hostess Gifts for Holiday Parties customers who are Managers or who • Gifts for someone who brings you a own their own business gift but you forgot to get them a gift • Satin Hands, Satin Lips, Hand Cream, Mint Bliss Energizing Leg Cream, 2- in-1 Body Wash

Idea #5: Personal Gift Giving Idea #10: Gifts for the Office • Shop for your own gifts with your • The boss, administrative assistant, 50% discount! co-workers • Family, friends, neighbors, • Secret Santa’s caregivers, house and dog and baby sitters, teachers, postal worker, paper delivery worker, housekeeper and co-workers

August 2015 Cupcake socks! Turn thick, comfy spa socks into gorgeous “cupcakes.” Spa sock cupcakes make great “Secret Santa” gifts, stocking stuffers and party favors.

what you'll need: Mary Kay® Lip Product of your choice Fuzzy spa socks - $1.00 each Wilton large baking cups - $3.00 (24 pk) Cellophane cupcake bags - $1.99 (20 pk) Buttons Ta g s Sparkles/Bling Ribbon Rubber bands

Idea from Jeanie Navrkal directions: Shop for the baking cups first, so that you can coordinate colors for the cupcake wrappers. Remove all tags from the socks. Lay them flat, one on top of the other. Beginning at the toe end, roll up the socks, keeping the “non-heel” edge even as you roll. Place a rubber band on the lower half of the sock roll to secure it. One edge of the sock roll will be flat; that is the bottom of your cupcake. Set the cupcake on its bottom. Using your fingers, pull on the top edges of the cupcake to make the edges of the sock look like swirls of frosting. Start gently pulling up on the middle of the sock rolling upward to make a slightpeak and work down from there. If you pull the “frosting” too high, smash it down with your hand until you ge the look you like. Place rolled “cupcake” socks in baking cup and insert lip balm like a cherry in the center to top your cake. You can even hot glue a red pom pom on the top to look like a cherry! Use coordinating ribbon and make a box to adhere to the wrapper front. You can use buttons, snowflakes, flowers or stamped tags to decorate your bow. For a finishing touch, place your cupcake in a clear cellophane bag and tie the top with coordinating ribbon. Making Your Trunk Work For You: Hold Holiday Trunk Shows!

Set up appointment for your trunk show. Work to set !em up before Thanksgiving when !e official shopping fever hit. Tell you customers, “I will be out and about !e week of ______to bring all !e latest new products for you to see by appointment.”

If possible, meet her at her office, before church or where she can invite her friends/neighbors over t#. That way you will make be$er use of your %me and meet new clients! Offer her hostess credit or a free gift as an incen%ve!

Play holiday music on your stereo for a holiday effect!

Bring a wide range of gifts if possible. They must be easy to transpo& so !ey will s%ll l#k nice upon arrival! Make !em sharp! Be$er to have a few great gifts and pictures of more op%ons !an to have a bunch of okay gift ideas. They won’t mind ordering from a picture if !ey see your quality. Make sure to men%on your free gift wrapping.

Collect as least 1/2 !e money !at day (plus tax), and set up an appointment to deliver all of !e gifts toge!er on !e same day.

Bring samples of our hand creams, eau de toile$es, fragrances and holiday line. These will be your top sellers! Make sure your car is stocked with: * Samples of each of our fragrances and body care * L#k Cards * PCP gift to display * Sales Ti'ets and pens to take orders * Coffee in a ziploc or %n to clear !e senses * Sto'ing stuffers * Gifts to sell * A list of customers’ phone numbers to make calls when you have extra %me * CDs to keep you mo%vated * Make sure you have !e following brochures: Hostess Brochures, Wish Lists, 12 Days of Christmas, Outside Order Sheets, Blank Business Le$ers and Sample Pictures, Holiday Glamour Tips, L#k B#ks, Holiday Fun Pa'ets and Recrui%ng Info! Christmas Pillow Gift What wife wouldn't LOVE to receive a pillow gift for Christmas? After all the other gifts have been opened, after dinner is over, the mess has been cleaned up and the guests have all gone home, this thoughtful husband places a small, beautifully wrapped gift on his wife’s pillow. The tags shown below can be used to put the heartfelt, finishing touch on this special gesture. When you ask the men you know, “have you purchased your Pillow Gift for your wife,” he will undoubtedly ask what it is! Explain what it is and even rehearse a line of the poem featured on the tag: "Given because I appreciate all that you do”.

This is a pillow gift as you can see, This is a pillow gift as you can see,

Given with love for you, from me, Given with love for you, from me, Given because I’m glad you’re in my life, Given because I’m glad you’re in my life,

Because I am so grateful you are my wife, Because I am so grateful you are my wife,

Given because I appreciate all that you do, Given because I appreciate all that you do,

Because life wouldn’t be the same without you, Because life wouldn’t be the same without you,

Given with all the love I can give, Given with all the love I can give, For a wonderful life, as long as we live! For a wonderful life, as long as we live!

Thank you for all the things you Thank you for all the things you do to make my life special. do to make my life special.

Be sure to let him know that the gift comes wrapped. Let him know this will make him a true hero in her life! If he has finished his Christmas shopping for his wife, encourage him to go the extra mile! He won’t regret it!

Perfect items to feature in a Pillow Gift: A small gift certificate including a free pampering session One or two small giftable items, such as a Satin Lips set or Hand Cream

Christmas Coffees Premier Club Director, Meredith Taylor hosted these Christmas Cofees during her DIQ. She got 20 new recruits from October—December. Her goal was to hold 10-20 of these parties and earn $500—$1000 per Christmas Cofee! Call your Hostess & say this BOOKING SCRIPT: Would you like to receive 50% of your Holiday Shopping with me? It will only last 45min to an hour. You must have 6-10 ladies there, and you’ll get 50% of all your holiday shopping. Then you won’t have to go to the mall and deal with all the craziness. I do all the gift wrapping for you….All you need is cofee and some fun holiday cookies. Here’s our Look Book, so you can start choosing what you want! Let’s schedule this now, so everyone can get their Holiday Shopping done early! This is going to be so much fun!

What You’ll Need: (I’m grooming her to be a Consultant) t

Bring Satin Hands to demo on all Guests Show the sets you brought and tell them the t

Holiday Music CD, player & Holiday Candle prices (include tax & wrapping) t

Have 5 Sets at 5 price points to sell (5-6 of each They are all set up to take home today! set) already wrapped. My average sales per person is $85 x 6 guests = $500+ per Christmas Cofee! Including Satin Hands Sets. $15, $30, $40, Plan to hold 10-20! $45 & $50 (Thinking of You Perfume & Lotion As you are ringing up sales, ask each of them set=$50) t

Holiday Look Books 1. “Did you have fun today?” t

Every Guest gets a BAG with 1 of each in it 2. “Are you excited to get a holiday look? t

Skin care profle card Do you have any special parties you want to get
t

Gift List glammed up for? Let’s schedule that time now.”
t

Holiday Wish List 3. “Can I get your Gift List and profle card?”
t

Sales tickets for each guest
t

Pen 4. Pull out their 10 reasons to join Mary Kay &
t Hershey’s Kiss or other small candy Interview them. What to Do: 5. Ask her “Did you get everything you wanted?” Mix & Mingle at the party, casually in the living Or “Would you like to hear about my Holiday room. Have each guest go through their bag with Hostess Program?” everyone frst and fll out their Profle Card! Then With 6+ people, you get 50% of. (With only 5 say, “Just for being here, you get a complimentary people, you get 40% of.) skin care consultation and holiday look from me, and I’ll schedule it with you today before I leave.” How many of you have a holiday party to attend?” Second, have them pull out their Gift List… Have them write down some of the items they see in the Look Book that they would like to purchase for family and friends. Tell them, “Here’s the deal….for every 2 items you buy today, you get the 3rd at 1/2 of (the lesser value one)” Most buy 3, 6, or 9 gifts. Have the Hostess do Satin Hands, near the cofee & cookies. Holiday Wish List Name: My Favorite Things Phone: Email:

1. 2. 3. People to Shop For: 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. My “Santas” Are:

Name: Relationship: Preacher/Priest, Manicurist/Hair Don’t forget! Stylist, Holiday Guests, Sunday School Phone: Call/Text? Teacher, Housekeeper, School Secretary, Carpool Moms, Email: Babysitters, Coworkers, Neighbors, Personal Doctor, UPS Carrier/Mail Carrier, Name: Relationship: Phone: Call/Text? Stocking Stuffers: Email:

Name: Relationship: A gift for someone who may least expect Phone: Call/Text? Gift of Kindness: it, but who would appreciate the blessing. Email: Merry Christmas to Me! Your $10,000 gift to you and your family!

Here are 6 steps to make $10,000 in sales from now until Christmas! You can have a successful selling season! Our holiday line is to die for! Order today so you’ll have some to show, tell and sell!

1. Have 10 Silent Hostesses each sell $200 in orders. That’s $2,000!

2. Contact 10 husbands for their wives’ WISH LIST at $150 in sales each or 20 Husbands for their wives’ WISH LIST at $75 each. That’s $1,500!

3. Hold 7 “Holiday Coffees” or “Mary Kay Jingle & Mingles” at $200 in sales each. These take no time and are quite profitable. That’s $1,400!

4. Hold 1 class a week between now & Christmas with $200 in sales. That’s $2,800! 5. Hold 1 Holiday Open House with $500 in sales (10 guests at $50 ea) or 2 Open Houses (5 guests at $50 ea) with $250 in sales. That’s $500! 6. Contact businesses, office managers, doctors, realtors and anyone who you give your business to. This could be as much in sales as you are willing to take advantage of. Example: 9 businesses purchasing five $40 gifts is $1,800! Total Sales= $10,000 @ 50% profit = $5,000 CASH!!! That would also make you a Pearl Star, earning a fabulous Star “Present” for yourself! Exercise FOCUS through the Holidays

I want to talk to you tonight about focus: What is focus? What are the adversaries of focus? This time of the year in particular we have many distractions that can keep us off-course from our goal. Many of those are good and wonderful distractions which makes it even harder to accomplish our goals. There is so much pressure these days combined with the holiday season; it becomes a full time job in and of itself if we let it. We want to enjoy and get the most out of the holidays, but we don’t want to lose focus and see our goals slip through our fingers in the process. How can we accomplish both?

I’m going to give you my list of how to’s that have helped keep me focused during stressful times, difficult times, or holiday times.

1. Organize: Unhappiness is not knowing what we want and killing ourselves to get it. ** Treat this business as you would any job during the holiday season ** Have set times to do your business. ** Discipline your mind ”How can I” never “I can’t” ** Don’t Travel - when you are with your family really be with your family. ** When you’re doing Mary Kay FOCUS! ** Simplify: The holidays – Your Mary Kay - Your home life ** Enjoy the quiet moments and small things and ** LEARN TO SAY NO! Refuse to buy GUILT!

2. Prioritize: Don’t equate activity with efficiency: The art of being wise is the art of knowing what to overlook. ** Know your exact goal each month. ** Determine what is really most important to do in your business. * Contacting every customer should be #1 ** Do your six most important things and do the things you least want to first. ** Resist the temptation to embezzle

3. Utilize: The person who knows how will always have a job – The person who knows why will always be the boss! Success seems to be largely a matter of hanging on after others have let go. ** Truly help people with their Christmas shopping ** Utilize wish lists and husband’s names on profile cards ** Combine Christmas parties with shopping boutiques and sell multi-tasking ** Realize people will be buying gifts on December 24th at midnight ** Turn every no into a booking for January ** Recruit people for extra money during the holidays, tax benefits, etc ** Utilize the teleconference marketing opportunity ** 12 days of Christmas for customers and the kids ** Utilize help, and trade product Christmas gifts for the help you need ** Get in the spirit of giving with your customers by giving them a gift PlanPlan YourYour WorkW ork And and W Work ork YourYour PlanPlan!

Mary Kay Ash

Step 1: Choose your strategy

Listed below are the main holiday selling ideas! Choose 1 or 2 ideas that best fit your time, energy and personality!

A. Holiday Coffees / Trunk Show / Gift Shows / Pampering Parties

B. Open Houses

C. Gift Giving Services for Businesses, Husbands, Family & Friends

D. Velocity / TimeWise Classes / Holiday Makeovers

Step 2: Set a Plan of Action

A. Use a Weekly Plan Sheet or Calendar & schedule dates and times

B. Commit to implementing the selling ideas you have chosen

C. Take into account personal events, shopping, cooking making, etc.

D. Set specific goals

E. Create your plan with your family

F. Use the guidelines in this packet

Step 3: Evaluate your success and make notes for next year

I am choosing the following ideas: ______

My holiday retail goal is: ______

I want to build my business because: ______

I want to add team members (#): ______

What worked best: ______

What I’d change: ______ChristmasChrist mas St Strategy rat egy Cont Contact act L List ist Businesses to Contact for Gift-Giving Service

Business Telephone Contact Person

1. ______2. ______3. ______4. ______5. ______6. ______7. ______8. ______9. ______10. ______

Customer’s Name Santa’s Name Spouse/Spice Tele

1. ______2. ______3. ______4. ______5. ______6. ______7. ______8. ______9. ______10. ______

Holiday Coffees, Holiday Makeovers, Trunk/Gift Shows & SCC

Customer’s Name Santa’s Name Spouse/Spice Tele

1. ______2. ______3. ______4. ______5. ______6. ______7. ______8. ______9. ______10. ______