MY PERSONALIZED FLIP CHART by SSD Melissa A. Mays

To help you, the following are instructions on how to hold a class: Opening, Body, and Close. I believe this will help you customize your Class, making it and your flip chart your very own!

The price of success in this business is the Skin Care Class.

A ‘Full Circle Class’ helps you to maximize your time, giving you the best results.

The 3 B’s in Full Circle are BASICS, BOOKINGS, & BUSINESS PARTNERS. That’s what you’re wanting from every class. These Flip Chart notes will help you to accomplish the 3 B’s!

ASSEMBLY DIRECTIONS (This page does not go in the flip chart itself) 1) Print out all the pages. Cut them out to fit the flip chart page along the light grey lines, making sure to cut off the right side, so it does not cover the pictures that show you what they’re seeing on the front side. (I also have this Flip Chart saved in Publisher so you can revise it.) 2) On front of Flip Chart: (Tip: Use photo quality/glossy paper. It looks more professional) Inside Front Cover: Hostess Plan (Page 1 should be facing you) Page 3: I tape my current Star Prize I’m going for and my Seminar Goal/Prize. I like to cover the whole page with pink card stock and then paste my pictures on that. Once a quarter, you change your Star Prize picture and if it gets too messy, it’s easy to replace it with a new sheet of card stock. I Also set this up on my desk when not it use so I can keep my goals in front of me! Page 12: I attach picture of legs using the Visibly Fit or any other supplements before and after pictures. (I have some on the website. See RESOURCES, SELLING, PRODUCT KNOWLEDGE, “Seeing is Be-lieving”)

DO NOT PRINT! These are just instructions and tips!

CLASS PREP BOOK: If booking from a class...be sure that she filled out the back of her Customer Profile Card with the 5 names and

numbers. I use this list to pre-profile (call her guests and get them excited about coming by asking them the questions on the profile card and building a rapport). Even if she does not get her guest list to me, I can still usually get 2 out 5 people to

show, ensuring that the class holds.

COACH: Give her a *Hostess Packet and go thru it with her at the time of bookingl You will establish what her sales goal is by totaling up all the products she didn’t purchase that night. This info should be on the back of her Profile Card. Be sure

to send her a Thank you card. You want to remind her of her date and the FREE products & gifts you are excited about helping her to earn.

SELL: Be sure to have enough Ultimate Miracle Sets for everyone at the class. People will wait on color, but you really

want to send them home with their Skin Care that night. I like to have a new filled Roll-up Bag to show during my class clos-ing. If there’s room, I put it in the middle of the table for them to stare at all thru the class! I use an Acrylic Caddy to carry my products in now to “use” during the class. Before when I used the roll-up, it would get dirty and that’s not appealing to

your potential clients. You can find the Acrylic Caddy at www.marykayintouch.com, Online Ordering, Sec. 2, Customer Gifts, part# 210600.

RECRUIT: 4 Point Recruiting Plan: 1) Ask your Hostess before the Class, “Who do you know that’s coming tonight that would be good at what I do...how about YOU?” 2) Tell your heartfelt, enthusiastic I-story. Tell why you began your

business and what it means to you. 3) Select at least one person to share more about the opportunity with. You can plant seeds by sending guests home with a CD/Brochure and scheduling a time to pick it up, preferably at their Personal Make-

over Session. I offer a 50% off product for listening and returning the CD to me. 4) Offer a gift to anyone who refers someone to you that becomes and ACTIVE Consultant on your team. I offer a $50 Mary Kay Shopping Spree.

CLASS SET-UP

• Ask the Hostess where you’ll be conducting the Class. Set a beautiful table. I use a large Pink or Black table cloth and put the Roll-up Bag in the middle if there’s room. I also like to put the Hostess “Gift” she’s working for out there as well.

• Set up your “office”, where you’ll be doing your 1 on 1 appointments at the end of the class. Have your tote bag with your Hostess Packets, Money Bag, Calculator, etc. Remember during your 1 on 1 to sit facing everyone so your guest will

have her back to them. This keeps her from being distracted. • Do MicroDermabrasion on the Hostesses one hand. Have her do this for her guests as they arrive. Then you can bring

them over to the table to fill out their Profile Card. Fill their tray with the appropriate Skin Care and foundation. *Hostess Packet includes: Look Book, Hostess Brochures, Team Building Brochure & CD, 5 Sales Tickets, & 10 Class Reminder Postcards. Optional: Hostess Coupons which can be found on our Unit Website www.melissamays.com under Resources.)

The Perfect Gift For the Perfect

Hostess!

Have a Perfect Class!

Ask me about the featured

Gift of the Season!

• 2 People taking home a cd/dvd

• 2 Bookings

• $200 in Sales

Welcome & Introductions! • Okay, let’s get our Party started! First I want to meet everyone. Tell us

your name, a little bit about yourself, & how you know the Hostess. Also, if you’ve ever tried Mary Kay in past, tells us your favorite product and why.

• Now I’d like to present our Hostess with her *gift; this gift is for having me over and sharing me with your friends, which is a HUGE complement! Plus, you kept your original date and had 2 or more 18 or older guests that didn’t have a Consultant. (I like to give Biz Builder’s Bonuses which is my “featured” product of the month.)

• Now I’d like to share with you what she’s working for tonight! I want you all to relax and have fun because there is no purchase required. Just for sharing me with her friends & family, our Hostess will receive $75 in product for only $35! That’s $40 in FREE product! If you are tempted...and I know you will be...I have the products here with me so you can have them tonight! Just so you know, I take VISA, MASTERCARD, DISCOVER, CHECK, CASH and H.U.P. (H.usband U.nawareness P.lan.) When you take some products home with you, our Hostess can earn up to 20% of your purchases in FREE PRODUCT. 10% with no bookings, 15% with 1 booking, and 20% with 2 bookings! Now, let me tell you about the PERFECT HOSTESS GIFT. She can also earn one of these fabulous gifts; Lighted Mirror, Roll-up Bag, Brush Collection, or our Featured (currnet/past) Hostess Gift, when she has $200 in sales, 2 bookings, and 2 peo-ple take home a **cd or dvd (listen and return for a 50% off item) Raise your hand if you think maybe you’d like to be one of her 2 bookings to help her earn 20% of her sales and help her get the Perfect Gift? (give them a gift out of your basket-ltd ed or disc. Products, Pink Sale, or tickets if playing the ticket game)

Okay...here’s our Class agenda...our class has 3 parts: 1. You’ll get to try the Ultimate in Skin Care...the #1 Best Selling Brand, and I know that you’re going to Fall IN Love! 2. A quick touch of color. You’ll want to sched-ule a time where we can customize a Signature Look just for YOU like I’ve done for the Hostess! 3. I will meet with you at the end to answer any questions you may have, and help you with your product selections.

Page 1

*HOSTESS GIFT Another option is you can give her the PCP Gift with Purchase and let her guests know that they can earn one too with any purchase of $40

of more.

**SPECIAL UNIT PROMO: Our goal is to share the info with 60 women this month. We’re giving away a $100

in FREE MK to one lucky Customer when we hit our

goal! Plus, you could help me earn a SPA DAY!

• Now I’d like to share why I started my Mary Kay business and why I love it!

• Share DREAM BOOK to tell I-story. • Now let’s meet Mary Kay Ash! • She started the company to ENRICH WOMEN’S LIVES, by

being able to put FAITH FIRST, FAMILY SECOND, & CAREER THIRD! She started this business back in 1963 during a time when women only made 50 cents on the dollar that men made for doing the same job! Did you know women still only make about 75 cents on the dollar today? I love that I have complete control over my income.

• She was recently voted the GREATEST FEMALE

ENTREPENEUR in American History!!! The greatest male was Henry Ford.

Page 2

DREAM BOOK This can be a small photo

album where you put pictures in the front of the things you’re working on

(your DREAMS) and in the back the things you’ve earned; ribbons, star prizes, special events,

things you’ve purchased with MK profits, etc.

This is one of the BEST tools for sharing our

opportunity and keeping YOU excited about

achieving your dreams!

You bring about what you think about!

Now...about our company... • We are one of the largest cosmetic companies in the

world and we are the #1 Best Selling Brand! • We are in over 30 countries worldwide. • The Mary Kay Ash Charitable Foundation donates

millions of dollars to support research to find cures for cancers that affect women & also supports the fight against domestic violence.

• If you choose me as your Personal Beauty Consultant, you

are supporting a small business in YOUR community! • The company awards millions of dollars in prizes

annually like diamond rings and FREE Career Cars.

Page 3

Speaking of PRIZES!!!! • How many of you like to win FREE STUFF or even FREE MONEY?

Let me tell you about the HOSTESS CONTEST! My number one Hostess for the _________ earns _________.

Here are some other benefits of being my customer: • FREE GIFTS with qualified purchases. (show current PCP GIFT) • FREE delivery & shipping. Gift-giving. No fighting mall traffic!

Be sure to completely fill out your profile cards! (birthday, spouse info, etc.) • Beautiful catalog mailed quarterly featuring the new gift and a

sample of NEW PRODUCTS! • Try before your buy, and a 100% money back guarantee!

No more “Makeup Graveyard”! • AWESOME CUSTOMER SERVICE! I will be seeing you 3-4 times a

year to check and see how you’re doing, to re-match your founda-tion and to let you see what’s new. Most of my clients like to have a few friends over to try out the NEW stuff and earn theirs for FREE! You can even take turns being the Hostess.

• Optional: For the Holidays, I have a special Open House Christmas party for YOU and give you 5% back on all your purchases for the year as your special GIFT!

You are also helping me to earn great rewards too! • Here’s the picture of the prize(s) I’m working on right now!

My deadline is _______. I AM SO EXCITED!!! • Every 3 months, based on my sales, I get to select a fabulous gift

from the company! I can even earn a Diamond Ring!

Page 4

Now, let’s talk about your skin...turn to page 6 & 7 • The Mary Kay products work with the natural process of

your skin. • Your skin is constantly regenerating itself, and our

products just speed that process up. When you’re young your skin regenerates in 24 to 48 hrs. Mature skin can take up to 120 days!

• The epidermis slows the rate of moisture loss and contains

pigments that give skin its color. • The dermis is the inner layer. When this layer is hydrated,

the skin looks younger and more supple! (GRAPE/RAISIN analogy)

• Now, look at your skin in the mirror. We have a saying in

Mary kay...how old you are is your business, but how old you look is mine.

• What we’ll be doing over the next 30 minutes or so will

only take you about 3 minutes in the morning and 3 minutes at night and you’re worth it!

Page 6

The Miracle Set • The Time Wise Set, which is the most important part of the

Miracle set, takes care of the five essential steps to ageless skin:

1. Cleanses to remove makeup and impurities. 2. Exfoliates to remove dead surface cells that dull the skin. 3. Freshens to tone the skin and refine pores. 4. Moisturizes to hydrate for soft, smooth skin. 5. Protects the skin form sun and environmental damage. • Look at the difference in the before and after picture on

page 7 of your Beauty Book. Could you get excited about results like that in just a couple of weeks of use?

• Now, let’s try it! • Before we get started, let’s remove your eye makeup with

our Oil Free Eye Makeup Remover. It removes water-proof mascara easily. It’s safe for contact lens wearers. Leaves no greasy residue. It even gets rid of eyelash mites! “The Critter Getter!”

Page 7

Time Wise 3 in 1 Cleanser • First, let’s try your 3 in 1 Cleanser. Always apply your

Cleanser in an upward and outward motion. Remember this….”up is young, down is old!”

• Your Cleanser takes care of the first 3 steps to healthy

skin. It cleanses, exfoliates and tones. As you massage the cleanser into your skin, the micro-beads go to work! Your treating your skin to a facial just by washing your face every day!

• We also have it in a Cleansing Bar! (Best for oily skin.) • Now, just remove it with your damp cloth.

Page 8

Day & Night Solution • Before we move on to your Moisturizer, I have a special

treat for you! These two bottles are your “Fountain of Youth”.

• The Day & Night Solution can be added to your Time

Wise Set to make it a Miracle Set! It delivers seven additional benefits for your skin.

Day Solution: • Protects & shields the skin from UVA/UVB rays with SPF 25. • It has calming peptides that relax expression lines. • Contains antioxidants that neutralize free radicals. • It also contains light diffusers that soften the appearance of

fine lines & wrinkles. Night Solution: • Repairs your skin while you sleep by counteracting daytime

damage with botanicals and peptides. • Restores elasticity and firmness, and helps fine lines and

wrinkles fade away. • The little microcapsules (or Nutribeads) burst to deliver a

fresh supply of antioxidants and vitamins which are essential for the renewal process!

Page 9

TimeWise Age-Fighting Moisturizer • Now, go ahead and apply your Moisturizer in an upward

& outward motion. • Did you know that a lack of firmness is caused in part by

loss of moisture? Remember the Grape & Raisin? • Your Moisturizer (which is oil-free) gives you 10 hours of

moisturization and contains a special humectant blend (which draws moisture from the air), plus powerful antioxi-dants. It creates a protective barrier, which keeps the good things in and the bad things out! YOU WILL LOVE IT!

• Don’t worry, the Combo/Oily formula actually helps to

prevent shine for those of you with oily skin! • We also have it with SPF 15. • At this point, I’m going to also let you try the TimeWise

Firming Eye Cream. It helps with dark circles, firming, and minimizing fine lines & wrinkles around your eyes. Use your ring finger to gently apply.

Page 10

Foundation • Turn to page 8 in your Beauty Book. Did you know that Foundation is

actually a part of your skin care? You either wear protection or pollution. We also have a Tinted Moisturizer with SPF 20 if you like a sheer coverage.

• How many of you ever have trouble finding the perfect Foundation

shade? This is another benefit of having your own Beauty Consultant. At your quarterly “Check-Up” appointment, we’ll re-match your shade.

• I call our Foundation the “Airbrush in a Bottle”. It provides build-able

coverage, it’s transfer-resistant and it feels so light and natural on your skin!

• We even have the NEW Mineral Powder Foundation which is INCREDIBLE! I’ll only be able to demo this on the Hostess tonight, but you can try it at your Personal Makeover Session.

• All of you will be trying the Med. Coverage which has oil absorbers or

the Full Coverage which has extra moisture. The are both oil-free! • If you need extra help with hiding flaws, you’ll want to try our “Magic

Wand”, the Facial Highlighting Pen at your Personal Makeover Ses-sion. It MAGICALLY lifts the shadowy areas of your face.

• We also have other formulas of Foundation like Crème to Powder and

Dual Coverage which you can use as a powder to set your Foundation.

Page 11

APPLICATION TIP: I like to use a clean damp Cosmetics

Sponge for a flawless finish but using your

fingers tonight is fine. This is the only time

you should go downward on your

face. This helps to lay the little hairs down for

a smooth look.

MINERAL POWDER FOUNDATION: Wash the brush

between each use to be sanitary.

How does your face feel? • It feels this great after using these products only once!

Imagine how great your skin will look & feel using it every day!

• I call your Miracle Set “The Support Pantyhose for Your

Face” because it instantly makes everything look smooth, lifted and perfect!

• I highly recommend starting with the Miracle Set or even

the Ultimate Miracle Set, but at the very minimum you’ll want your TimeWise Basic Skin Care Set to take care of the 5 essential steps for healthy, younger-looking skin.

Page 12

BODY

MIRACLE!

8 weeks after using the

TimeWise Visibly Fit Body Lotion!

Front side page 13

• TimeWise MicroDermabrasion-”The Super Magic Eraser” Contains the same professional grade alumina oxide crystals that dermatologists use. They are super exfoliants that buff away, dull, lifeless skin. Helps you look younger with just one use! Look at the difference it made on your one hand. Imagine the results you’ll see when you use it on your face!

• Even Complexion Essence- ”Spot Remover” Evens out your skin-tone, erasing dark spots and skin discolorations due to sun damage or hormones. Is not a bleach so you can use it all over the face & neck!

• Extra Hydration Products- ”The Drink of Water for Your Skin” Moisturizers help to hold in your skin’s own moisture and draw in moisture from the air. Hydrators add intense moisture to your skin. Contains Green Tea Extract, Algae Extract, Vitamin E.

• Visibly Fit Body Lotion: “Butt-lift in a Bottle” Helps with cellulite, stretch marks, & spider veins!

• NEW CelluShape Body Contouring System: “Body Shop in a Bottle” Because it gets rid of “hail damage” on your legs! Reduces your thigh area by up to 1/2 inch within weeks! NO aerobics required! Makes your skin feel instantly firmer and hydrated!

• Oily Blemish Prone Skin Care- Oil Mattifier: Contains some of the same ingredients they use to clean up oil spills. Keeps you shine-free for up to 8 hours. Beauty Blotters: “Oil Suckers” Always Beauty Blot before touching up with powder. Remember...oil + powder = mud. Ance Gel, Blemish Control Toner: “The Zit Zappers” • Satin Lips: “Kissable Lips” The reason most lip balms only work temporarily is

because you’re only moisturizing dead skin. You must exfoliate the dead skin off, then use the lip balm. Ours is very gentle yet extremely effective!

• Lip Primer: “Wonder Bra for Your Lips” Keeps everything in place and makes lips look fuller & sexier! Also fights fine lines around your mouth!

• Indulge Soothing Eye Gel: “Nap in a Jar” Contains Green Tea, Cucumber, and Chamomile Extracts. Cool and refresh tired looking skin. Also helps to de-puff the eye area!

Page 13

I’ll let you try any of these products you like at your

Personal Makeover Session!!

Color • Turn to page 14 in your Beauty Book. Tonight you’ll be trying

our Classic Neutral Look. It looks great on everyone! • At your Personal Makeover Session I’ll Create a Look for you

like I did for the Hostess. She’ll be using the Brush Set and has both liners & gloss to complete her Look. I’ll also use the Bronze Highlighting Powder on her which gives you this gorgeous glow! You’ll skip the “extras” tonight to save time.

• I’ll be helping ______ with her Look while you guys have a

“Face Race”. The first person finished will earn this special gift: __________. (hand cream sampler, etc.)

• Just follow the instructions on your card. I like the Advanced

application. Here’s a tip for the lipstick...peel it off your card and remove the plastic. Now, blot your lips on it.

• Get ready, set, GO!

Page 14

I cover everything except the top bullet point.

Page 15

Front side of page 16

• Now, I’m going to show you some of the most popular Mary Product Sets and how you can earn some Fabulous FREE gifts and great BONUSES!

(Pass out the *Beauty Book Insert…”My Waffle House Beauty Menu”) • Let’s start with the Ultimate Miracle Set. This has everything you need for the

healthy and beautiful skin you deserve—TimeWise 3 in 1 Cleanser, Age Fighting Moisturizer, + your foundation, Day & Night Solution, Micro-Dermabrasion, and Firming Eye Cream! And here it is as shown, for $189. You also get a BONUS—any 3 products for 50% OFF! You can use them today, or you can bank them for when you run out of your products. That’s what most people do!

• Next, we have the Miracle Set. This includes your TimeWise Basic Skin Care +

Foundation, & Day & Night Solutions for $104. BONUS—any 2 products for 50% OFF!

• And we have the TimeWise Basic. This set delivers the five basic functions of

good skin care for $54. BONUS—any 1 product for 50% OFF! • And now, my most popular set, the “BUILD-A-BAG”. You can customize your

own Collection! Just like Build-A-Bear, YOU can Build-A-Bag! When you choose this option—your $40 Travel Bag is FREE and you get any 4 sets of your choice!

***SUPER-SIZE your BUILD-A-BAG, get any 7 sets + a FREE Compact or Fragrance of your choice! • Also, when you Build-A-Bag and book tonight, you get a very special

BONUS—the $45 Professional Brush Set. That’s over $80 FREE when you Build-A-Bag and book!

Ultimate Miracle Set Commercial

Page 16

COMMERCIAL

“Let’s take a short commercial break before we end our

program… (Hold up Ultimate Miracle Set)

The Ultimate Miracle Set…

$189 Looking younger than all your

friends at your High School Reunion…

PRICELESS!!!”

BEAUTY BOOK INSERT I laminated mine shut so they see only the 3 collections on

the front with the Roll-Up Bag. Then they can flip it over to see the other sets. I did this because it’s less confusing since one side is

Spanish, it keeps them focused on the BASICS, and it

saves you money! Laminate some the opposite

way if you have Spanish

• I’ve enjoyed being here today. Raise your hand if you had fun! Great! Now, it’s your turn to go to work. Your job is to decide what you would use and benefit from and it’s my job to find a way for you to have it. • Now, I’d like to ask you 4 quick questions as a group to save time. Write these answers on the back of your Customer Profile Card.

Page 17-will cover third bullet point

Now, go ahead and flip your Customer Profile Card over to the back. Question #1 As I told you before, everyone here is entitled to a Personal Makeover Session. Please check off the things you’d like to learn more about at your one-on-one appointment where I’ll be customiz-ing your Create A Look. (Techniques for eyes, cheeks, and lips, etc.) Also, a part of my job as a Consult-ant is to share facts about the Mary Kay Opportunity with at least 2 people at every show. This will help the Hostess earn her Perfect Hostess Gift. If you’d be willing to listen and give me your opinion, check on the box beside Mary Kay Business opportunity. To say thanks, I’ll give you any one item of your choice for 50% OFF when I pick up your cd (or dvd)! Question #2 Write down what you liked best about the products you tried. Now, just a reminder, I take Visa, Mastercard, Discover, Checks, and Cash. Plus, I have a payment plan and an awesome Hostess Plan, so there’s no reason why you can’t have all the products you want! Question #3 In addition to what you liked best, I want you to tell me, if I were going to let you take any one of the 4 sets home for FREE, which would you choose? __The Build-A-Bag __The Ultimate Miracle Set __ The Miracle Set __ The TimeWise Basic Set Write your favorite collection on the line. If you chose the Build-A-Bag, put a * or check mark beside your four sets on the brochure. Question #4 As I told you before, I don’t advertise. The biggest complement you can pay me is to introduce me to 2 or 3 of your friends. That tells me you liked me and had fun tonight. Who comes to mind, had they been here, they would have had fun and enjoyed what we did today? Write their names on your card. I will treat them to a complementary facial & makeover in your name. This can also be the start of your guest list if you choose to share your appointment with some friends. Use your cell phone to find their numbers! Just by sharing me with 2 or more friends that are 18 or older and don’t already have a Consultant, you’ll receive a FREE GIFT at your appointment and could earn Hostess Credits! Now, whoever needs to leave first come with me. The rest of you can look over your book and enjoy the refreshments that (Hostess) is going to serve. Thank you all again. I’ve really enjoyed myself! I hope you have too.

Back Cover