National Sales Director Dorothy Boyd

Results as of February BOYD NATIONAL AREA

Tammy Renee Barr Leslie Boyd Shondrea Cook Irma Craig Tara Cunningham Sharon Danzy Natasha Davis Sharon Evans Blenver Gentry

Queliya Gibson Delores Graham Didakeje Griffin Tanya Huntington-Clark Ginger Garrett Mauldin Terrica Rowser Kimberley Washington Diane Woods

#1 with $4,497.50

wholesale: Future Director

Tavia Mays’ Team! (Sanders Unit)

Sosanya Afolabi Warrick Terrell Andrews Elizabeth Bowman Samantha Capaldo Allison Cooms Vickie Dupree Keandra Gray Erika Helton Doriossa Inman

Leslie Jackson Carolyn Morris Johnson Felice Marcus Domynyque Morris Novelette Pitt Lasia Rowe Stephanie Spencer Angie Thomas Aimee Wolk

Red

Jack

et T

ea

m 2

00

0!

Sierra Beland Tieesh Cepeda Mallorie Clausnitzer Kimberly Dowling Shenika Price Essence Toliver

Lorna Boswell Althea Brown Anne Marie Cameron Juana Ransom Hodge Judi Johnson Rosland Koontz Charlene Parham

Wilda Parker Kateah Plummer Edwinta Reed Cassandra Roberts Stephanie White Martha Anne Yosko

#2 with $4,215.25 wholesale:

Team Leader Deborah Grogan Team!

(Sanders Unit)

Congratulations to the following Red Jacket team whose team production was at least $2,000 wholesale for the month of February 2016!

#3 with $3,565.75 wholesale:

DIQ Toyna Calhoun Team!

(Hall Unit)

#4 with $3,089.25 wholesale:

Future Director Carolyn Mayfield’s Team!

(Jackson-Street Unit)

#5 with $2,844.50 wholesale:

Team Leader

Doriossa Inman Team! (Sanders Unit)

Gerri Bassett Felicia Curiel Kimona Price Ray Sandra Paschall Thomas Jackie Wilson

9. Star Team Builder Shondrea Cook (Hall Unit) $1,857.00 wholesale

10. Team Leader Brenda Miller (Boyd Unit) $1,618.00 wholesale

11. Star Team Builder Chatone Morrison (Sanders Unit) $1,592.75 wholesale

12. Future Director Laurie Hix (Boyd Unit) $1,569.75 wholesale

13. Team Leader Jill Thunstrom (Leggett Unit) $1,544.75 wholesale

14. Star Team Builder Sharalyn Donald (Irving Unit) $1,463.75 wholesale

15. Team Leader Julie Coppinger (Brown Unit) $1,301.25 wholesale

16. Star Team Builder Lauren Rhodes (Leggett Unit) $1,193.25 wholesale

17. Star Team Builder Rosie Wheeler (Hall Unit) $1,149.50 wholesale

18. Star Team Builder Tammy Lovell (Bokash Unit) $1,111.25 wholesale

Look which teams are “almost there”…The following teams had between

$1,000 and $1,999 wholesale for the month of February:

Lauren Gunter Melissa Harvey Michele Peluso Samantha Ray Heather Walker Brandee York

#6 with $2,220.00 wholesale:

Star Team Builder Janice Allen’s Team!

(Sanders Unit)

Lywannis Gipson Lori Ricks Judith Smith Cierra Stegall

Red Jacket Team 2000!

Bonnie Clark Anna Fishel Brittany Greve Director Lori Haupt Christy Long Michelle Reed W Kathryn Wells

#8 with $2,100.00 wholesale:

Team Leader Rachel Jackson’s Team!

(Leggett Unit)

#7 with $2,160.00 wholesale:

Star Team Builder Cathie Greve’s Team!

(Boyd Unit)

Continued from page 1

SPRING INTO BUSINESS Place a single wholesale Section 1 order of $450 or more in March (excluding shipping, handling and tax) and you will receive this pretty pink cosmetic bag shipped directly from the Company with your qualifying order.

Supplies are limited

ORDER EARLY

10+ Active Recruits

Tonya Calhoun Brenda Hall

Tavia Mays Margie Sanders

Janice Allen Margie Sanders

Stacey Arnold Margie Sanders

Deborah Grogan Margie Sanders

Doriossa Inman Margie Sanders

Rachel Jackson Paula Leggett

Tonya Calhoun Brenda Hall

Shondrea Cook Brenda Hall

Its going to be the

Summer of

Earn these great

prizes each month

your team

production reaches

the company goal.

See page

6 for contest details.

Each Winner earned an invitation to the Career Conference VIP Luncheon where they will

receive a pair of Dazzling Earrings!! ARE YOU READY FOR THE NEXT CHALLENGE?

Team

Work

makes the

Dream Work!

Get invited to this super fun prize party at Seminar 2016, pick up your prize(s) and receive this super cute Bling Button on your badge!

3 WAYS TO QUALIFY! Race for Red: Summer of Reds consistency

achievers

All-Star Consistency achievers

Class of 2016 New Sales Director who debut from Feb. 1 to

July 1, 2016, and their Senior Sales Directors

Debut as a Mary Kay Independent Sales

Director from Aug. 1, 2015, through July 1, 2016,

and you will earn these fabulous rewards:

Dazzling Class of 2016 ring

Chic Vince Camuto® handbag

Gorgeous necklace and earrings set

Log on to InTouch for complete requirement information or ask your Director.

CLASS OF 2016

Enjoy the Rewards!

And there’s more… Receive a coordinating

Vince Camuto wallet when you debut one offspring

Independent Sales Director during the contest period.

Receive a $100 BONUS for each additional new

Sales Director when you debut two (or more) offspring

during the contest period!!

24 Active Team Members

(10 of 24 Active must have

minimum $600 cumulative)

$18,000 Total cumulative

wholesale in 1-4 months

(min $1,800 personal)

$4,000 minimum each month

You must be Active

Consultant

Director Unit 5+ Active Recruits

Jill Thunstrom Paula Leggett

Julie Coppinger LeAnne Brown

Deborah Grogan Margie Sanders

Doriossa Inman Margie Sanders

Brenda Miller Dorothy Boyd

Nancy Metzger Dorothy Boyd

Rachel Jackson Paula Leggett

8+ Active Recruits

8 Active Team Members | 9% or 13% Personal Team Commission | $50 Team Building Bonus

Consultant

Director Unit

Laurie Hix Dorothy Boyd

Carolyn Mayfield Janet Jackson-Street

Tavia Mays Margie Sanders

Members of the Mary Kay Independent Sales Director-In-Qualification team are ready and

eager to answer questions and help you develop a plan to move up the Mary Kay

career path.

Call them at 800-347-7666 (8:30 a.m. – 5 p.m. Central time).

❏ Revisit your goals. Determine how close you are to achieving them and stay the course to make your dreams come true!

❏ Looking for an extra dose of motivation and inspiration? Check out the MK Education link on InTouch.

❏ Hold spring color parties and focus on fresh new looks for the season. Stash your extra earnings to help pay for your registration,

transportation and accommodation.

❏ Make sure you register for Mary Kay’s biggest event of the year! Priority Registration begins in April and General registration

begins May 2nd!

❏ Book your flight (if required) and accommodation.

❏ Check out the Special Events section on the MK Intouch for all the information you need to make this Seminar a success!

Be sure to review the Schedule-At-A-Glance online (when available) to plan your arrival so you don’t miss a minute of Seminar.

❏ Flip through your favorite fashion magazines to get gorgeous ideas for your Awards Night look – what will you wear? For a copy

of the complete Seminar Checklist, be sure to visit the MK InTouch!

Stacey Arnold Margie Sanders

Countdown to Seminar 2016: What to do now?

3 Active Recruits Consultant

Director Unit

Chatone Morrison Margie Sanders

Cynthia Stevenson Jill Adair

Lou Thompson Dorothy Boyd

Sharalyn Donald Stephanie Irving

Juana Hodge Janet Jackson-Street

Becky Russell Debra Bokash

Andrea Caruolo Dorothy Boyd

Janice Allen Margie Sanders

Vanessa Clark Stephanie Irving

Shondrea Cook Brenda Hall

Christina Garrett Debra Bokash

Cathie Greve Dorothy Boyd

Tammy Lovell Debra Bokash

Lauren Rhodes Paula Leggett

Rosie Wheeler Brenda Hall

“Have a gift for them in the name of the person who referred them to you. Of course, they have to get together with you to receive the gift.” – Margi

Eno, Independent Sales Director, San Diego, Calif.

Booking From Warm Chatter A sincere smile, eye contact and re-peating a potential customer’s name throughout the conversation will let her know you’re focused on her. “What I am booking for right now is a Spring Look portfolio of faces. I am including businesswomen, commu-nity leaders, heads of charitable foundations, women who are active in their churches, stay-at-home moms, etc. I believe women make an impact no matter what they have chosen as their ‘careers,’ so this is a fun way to honor them and to get lots and lots of bookings!” – Amie Gamboian, National Sales Director, Omaha, Neb.

“I work to turn a contact with some-one into more contacts. When I meet someone, I ask if I can send a bro-chure with them to work. Or when I sell sets to a man, I tell him if he sends me five buddies who place orders, I’ll give him a thank-you gift. Then I repeat the process with each of the five buddies! Also remember, when you’re fun, people want to be around you!” – Margi Eno, Independent Sales Director, San Diego, Calif.

“Know your script! Instead of con-stantly changing what you are going to say, choose a script and stick with it. Consistency gives you confidence. Remember, the script is only ‘old’ to you; you are talking to new people all the time. You’ll be amazed how much more confidence you have when you know your scripts.” – Pam Robbins Kelly, Independent Future Executive Senior Sales Director, Bakersfield, Calif.

Mary Kay once said, “Bookings are the lifeline of your business.

Literally, if you’re out of bookings, you’re out of business.” Plus

booking is a big part of your 3+3+3 formula for success (three parties,

$300 in new retail sales and three team-building appointments each week).

So what can you do to keep that lifeline going? Here’s what top Directors across the nation had

to say.

Booking at Parties Each selling appointment introduces you to new customers and potential hostesses who can invite more new customers to your next class. Throughout your presentation, consider referring to a second appointment. During your individual consultation, you may want to encourage your customers to book future appointments. At the end of a class, you can always show the TimeWise® Microdermabrasion Set and give out samplers with the sam-pler cards. You can allow customers to try the samplers at home, then follow up to see how they enjoyed experiencing “instant gratification” in skin care. One more thing: Remem-ber, you can find a printable color consultation outline for the second appointment and helpful CDs!

“When it comes to booking at parties, I do it right at the beginning, during the orientation. Explain that each woman is guaranteed at least two complimentary appointments: skin care and color. She may also choose to add other parties (spa or mani-cure/pedicure) if she would like to earn even more product. Then I keep the momentum going throughout the class by passing a free product item around the table.

Every time I say the word “party,” the women pass the item to their neighbors, and whoever ends up with the product takes it home!” – Amie Gamboian, National Sales Director, Omaha, Neb.

Booking From Referrals Booking from referrals can be a major source of appointments. You may want to ask both your hostess and the guests for referrals. Also, consider asking for referrals when you call to follow up with your customers.

“Remember to ask potential customers if they are current Mary Kay customers. If you run into some-one who already has an Independent Beauty Consultant, thank her for being so supportive of the product line and encourage her to contact her Beauty Consultant to see the latest products.” - Amie Gamboian, National Sales Director Omaha, Neb.

Booking Friends, Family and Acquaintances Let’s take a look at this simple, easy to-use recommendation for booking friends, family and acquaintances. 1. Create positive interaction. “Hi, (customer’s name), I’m so glad I caught you at home!” 2. Work to develop rapport. “How are things going? Great! I won’t take up much of your time, but I did want to let you know I’m now a Mary Kay Independent Beauty Consultant.” 3. Express the purpose of your call. Suggest a fun get-together with her girlfriends, a 10-minute appointment or a time to drop off a few samplers and the latest issue of The Look. 4. Confirm your appointment. “See you next Tuesday at 5:45. And remember, (customer’s name), we can always schedule a party so you could earn free products.” 5. Communicate next steps. “I’m looking forward to seeing you. I’m eager to hear your opinion of the samples!”

Whip your calendar into shipshape. Create customer reports by birthday and anniversary.

Make a call list by month. Who needs a gift? Between weddings, graduations, Mother’s Day,

proms, etc., you could fill your calendar with facials and parties!

Expired Mary Kay® products Most Mary Kay® products have a

three-year shelf life. Products with less

than that have expiration dates clearly

marked. Some products may be discontin-

ued but are still within their shelf life, so

you can sell with confidence!

The first-in, first-out method of

managing inventory should help you

prevent products from expiring before

they are sold.

Expired products or products past

their shelf life cannot be sold, donated or

returned to the Company. You may

consider donating products that are

nearing their expiration date or at the end

of their shelf life.

Properly dispose of expired

products. Some product packaging may

be recyclable in your area. Check it out!

Consult with a tax specialist to

determine if you can deduct expired

product costs on your tax statement.

Winter’s a vague memory.

Start fresh this spring with

tips to re-energize your

Mary Kay business!

1

2

3

Spruce up that customer list. Update your Customer Profiles on myCustomers so

you can deliver the most concise recommendations possible.

Assess your inventory to ensure it fits your customer base. Large

Gen Y base? You may want to stock up on Mary Kay® Botanical

Effects®. Of course, a large, diverse customer base is the best way

to ensure you’re selling through your inventory!

4

Clean the closet. Host a Clean the Closet party. Consider offering gifts with pur-

chase for products you’d like off your shelves. Your

customers will love purchasing old favorites, and you’ll make room

for exciting NEW products your customers are asking for! They can

include:

Products nearing expiration or at the end of their shelf life.

Past limited-edition items.

Discontinued products.

Excess inventory.

Tidy your PCP. Carve out time to enroll your customer leads into the Mary Kay

Preferred Customer Program.

Update your customer contacts in myCustomers.

Contact those who haven’t ordered recently

“Let’s Talk” on Mary Kay InTouch® is another great way to swap ideas to

re-energize your Mary Kay business, so share in the buzz today!

Overcoming Objections by Cadillac, Executive Senior Sales Director Ruth Everhart

Build your team by adding 10/month for growth - really 15 = major growth! Know your numbers - new report - average team numbers

Here's your challenge, for 5 days: Every DAY - Hold a show, Interview 1 person, and Interview 1 Unit Member What's the worst that could happen? What's the best that could happen?

3 Part Interview 1. Ask about them....Ask a lot of questions! Tell me about you. What do you like? What would you like to change? 2. Mary Kay Interview details 3. Closing Questions and Overcoming Objections—It's helping women see things in a different way. Ask yourself, "Am I overcoming objections? Am I being bold?"

NSD Lisa Allison teaches, "When we share this opportunity with women, there are only 6 common objections." 1. Too Busy "If I can teach you to make $200/week, working only 2-3 hours, do you think you can find 3 hours?

2. I have no money "Do you have access to a credit card? or Do you know someone who would loan you $100, or 2 people for $50 each?"

3. I don't know anyone "Do you know one person who would be willing to be a practice facial for you? If I could teach you to turn that one face into as many faces that you'll need - would you be willing to learn?"

4. I'm not the sales type "Would you believe that 90% of the women in Mary Kay are not the sales type? I'm looking for women who are not pushy!" Then say, Great! and hand her the agreement

5. I need to talk to my husband "What would he say? What would you say? Then, what would he say? Great! Is there any reason why we couldn't get the paperwork filled out today so when he says yes, it will be ready to go? How early is too early to call you?"

6. Not now "If you were to do Mary Kay today, what would be your reason? Would an extra $200/week be good for you & your family?"

What do you do when objections are voiced? ASK ANOTHER QUESTION!!

After Overcoming Objections, there's only one Question to ask EVERY TIME.... "Great, Is there any reason why we couldn't get you started today?"

What's the best way to overcome objections? Overcome them before they say them....In your "I" story. Do you think maybe that fear is the only reason holding you back? FEEL - FELT - FOUND from NSD Vivian Diaz, "My fear is not that you would not be successful, but that you 'd never give Mary Kay a try, and find out how great you really are!" NSD Vivian Diaz's PILLAR TEST I'm going to leave you with 3 questions. 1. Would an extra $___ make a difference to your family? 2. Can you see that benefit of making extra money while working this very part time? 3. If we can teach you, would you learn it? OR Do you think you'd be successful in transferring the skills to others? OR Do you think you'd like to help others get out of their financial debt? After meeting you today... if your answer is Yes - I'd love to work with you! if your answer is No - I know you'll be successful at anything you do. Then schedule a follow-up time. This is Cadillac Recruiting!!! Look forward to their objections - be ready to overcome them! Put this into practice.

Make 6 Index Cards with one objection on one side, and the response on the other side, then practice, practice, practice!!! Believe in your products! Be BOLD enough to do it! Know that after the 2nd or 3rd Objection, it's just FEAR.

Dorothy Boyd National Sales Director 555 Bellemeade Dr SW Marietta, GA 30008 ozsome@att.net cell 404-247-1700 office 678-355-5471

Registration opens to ALL independent sales force members May 2, 2016.

It’s the FINAL 4—COUNTDOWN to SEMINAR 2016

Diamond Priority Registration Dates – April 26—May 2, 2016

Independent sales force members who achieve

any of the following qualify for priority

registration at a reduced cost of $195:

Star Consultant status during the Dec. 16, 2015

– Mar. 15, 2016 quarter

On-target for the Queen’s Court of Personal

Sales with at least $26,000 in retail personal

sales (July 1, 2015 - Feb. 29, 2016).

On-target for the Queen’s Court of Sharing

with at least 16 qualified new personal team

members (July 1, 2015 - Feb. 29, 2016).

Independent Sales Directors

AVAILABLE NOW!!!

Due to popular demand, the limited-edition* Mary Kay® Sun Care After-Sun Replenishing Gel

returns each spring/summer. We thought we’d launch it a bit earlier to give you a chance to stock up before your customers come looking for this summer favorite. It can also mean

more sales for the spring and summer months! Part number write in-#10-050165

Diamond Seminar 2016 Dates:

July 26-30, 2016