Tip: As you set up for your skin care class, place the flip chart so this side

is facing you. Then as you flip forward your guests will see beautiful

pictures and you will see the dialog page.

05/16 Version. Created by SNSD Julia Burnett, slightly edited by NSD Leah Lauchlan. Further modified by FESD Terezeja Lemieux and redesigned by Think Pink Software Credit due to the countless women who pioneered the way & whose words have been passed down through the years. Thank you to Cindy Machado, Diana Sumpter, Jenna Larson, Roya Mattis, Julie Weaver, Lisa Madson, Amy Kemp, Pam Shaw & Leah Lauchlan.

Kitchen Coaching with your Hostess: When you arrive at least 30 minutes early: 1. Give sincere compliment & gratitude to Hostess – nice to find something in her home to compliment 2. Set up your “1-on-1 Office” (away from table) for Individual Consultations – money bag, calendar, “goody

bags” (hostess & recruiting packet with samples), sales tickets, calculator & product 3. Ask the hostess “who’s coming today who would be good doing what I do?” (just listen), “What about you?” Have

courage to ask, just listen, don’t respond or try to overcome any concerns, just respond with, “Well, just watch me today and see if you think you would ever want to learn to do what I do, I think you’d be great!”

4. Discuss hostess’s colors she will use during the color segment (new consultants: use color card) 5. Show the hostess how to demo Satin Hands on each guest as they arrive 6. Set up the table and put a “Party Sheet” & Hostess Program postcard at each table setting. 7. As guests arrive, greet each one with a double handshake (firm grip shows confidence, 2

nd hand on top of hers

shows gentleness, lower your body a bit in honor) & use her NAME as you say, “____, so nice to meet you.” 8. After guests experience Satin Hands (this instant-results product usually get them excited to try more) have them

fill out the contact info on the top of the “Party Sheet” (or use the profile card) while you fill their trays and match

WELCOME GUESTS AND THANK HOSTESS

TIP: PARTY WITH HOSTESS START HERE 1. Hi, I’d like to welcome everyone and thank

______________ (hostess’ name) for hosting this party. I reward all of my hostesses with some fabulous Mary Kay perks, and I’d be happy to tell you about them at the end of this party!

TIP: PARTY WITHOUT HOSTESS START HERE 1. What did you love most about the Satin

Hands Pampering Set your tried? Don’t your hands feel great? I can’t wait to show you some more of the amazing Mary Kay products women love,

2. But first, let me share a little about the rest of the party. After we introduce ourselves, you’ll try more great Mary Kay products! You can also earn tickets. Every time you ask me a question or answer a question you will receive a ticket. Whoever has the most tickets at the end wins a special prize!

Once we are done trying products I will have a short survey for you and then we’ll get together

for your individual consultation to discuss your specific beauty needs and questions.

And finally, since our focus is going to be on Skin Care today you will have an opportunity to book your complimentary follow-up appointment. At your follow-up you can choose some special supplement products to try, a Dash out the Door Look or even a customized color Look just for you! I will share more a little later!

3. Now let’s start with the introductions. I’d

like for you to tell us your name, a little bit about yourself and share something your admire about our hostess. Who would like to go first?

TIP: You could ask the guest how she knows the hostess and what she does for a living. TIP: You can also play the Follow-Up game where you pass a small gift every time you say Follow-up. Whoever has it at the end gets to keep it!

Dream It.

Do It. No dream is impossible when you have the

courage to believe.

“The annals of American business are

filled with ‘impossible dreams’ that have

come true. I believed in those dreams

— and most importantly, I believed in

my dream.”

— Mary Kay Ash

MARY KAY ASH’S STORY

1. It’s great to meet everyone, and I’m so glad you’re here! Now I’d like to tell you a little about Mary Kay Ash.

2. Mary Kay was a single mom struggling to make

ends meet in a male-dominated business world for more than 25 years. She retired in protest after yet another man that she had trained was promoted above her.

3. She thought about her career frustrations and wished there was a company where women could be fully rewarded for their skills and abilities. She realized she didn’t have to just sit and wish; she could start that kind of company herself. And she knew she wanted that company to sell a product that would create confidence and make women feel beautiful inside and out.

4. Every day that I have the privilege of being with amazing women like you, I’m proud of my decision to start my Mary Kay business. And I'm proud that this Company follows the Golden Rule and emphasizes the importance of giving back. Because of Mary Kay Ash’s vision and courage, HER story is MY story too.

5. Because I’m a small business owner, when you support me, you’re supporting MY DREAMS and your local community.

PINK DOING GREEN AND PINK CHANGING LIVES®

1. How many of you appreciate doing business with companies that are socially or environmentally responsible? Then you’ll be glad to know that when you use Mary Kay® products, you’re supporting a company that does good!

2. When you wash your face with Mary Kay, there are women and children who finally have a safe haven because of the 50 million dollars that Mary Kay and The Mary Kay Foundation have donated to domestic violence shelters across the country.

3. When you moisturize with Mary Kay, you’re supporting a company dedicated to fighting the many cancers that affect women. Along with The Mary Kay Foundation, Mary Kay has donated more than 24 million dollars to doctors and research to find a cure.

4. When you use Mary Kay, you’re supporting a company that has a progressive corporate recycling program, that has committed to planting over 1 million trees around the world and is always looking for ways to be more

sustainable and green. It’s easy to get behind a company with that kind of heart and soul, don’t you agree?

5. Mary Kay also touches hearts by giving back to the global community – all thanks to one amazing woman.

THE MARY KAY OPPORTUNITY

1. Mary Kay Ash realized women needed an opportunity to achieve financial success while balancing their lives with their values and priorities. Mary Kay always said that her priorities were God first, family second and career third. She found that when she put her life in this order, everything seemed to work out. And there are so many women who agree with those priorities.

2. In fact, 3½ million women in more than 35

countries worldwide have embraced the opportunity, making Mary Kay one of the largest direct sellers of skin care and color cosmetics in the world.

3. According to a 2015 study by market research firm Euromonitor international, Mary Kay is both the Number 1 Direct Selling Color Cosmetics Brand and the Number 1 Direct Selling Beauty and Personal Care Brand in the United States.

4. The Mary Kay opportunity thrives today because it’s a great way to earn extra income.

And because it’s about real women helping other women look and feel their best.

5. What would be your favorite thing about owning your own business?

Picture of you

Before Mary kay

Picture of your

“Why” in Mary kay

Picture of what attracted you

To Mary Kay

Picture of the Goal/Prize you

Want in Mary Kay

Your I-Story

I've been building my Mary Kay business for _____________________ months/years.

My mission is to _______________________

_________________________________

My vision is to: ________________________

___________________________________

And one of my goals is to ________________

____________________________________

Before I started my Mary Kay business

_____________________________________

_____________________________________

By all of you being here today, you are helping

me fulfill my mission, vision and goals, so thank you from the bottom of a grateful heart.

One of the things I love about the Mary Kay opportunity is that it allows women to have a

business that fits their life instead of having to live a life that fits around their career. In fact, this could be an opportunity that could help you create the life you want.

Mary Kay Ash always said there's a future Independent Beauty Consultant at every party. So I wonder, who do YOU think it might be?

TIP: They'll either all look at you or point to one person. Just laugh and say…

Well, you never know! Just watch me today and see if you think you'd ever want to learn to do what I do.

TIP: To help identify your “why” and create your I-story, check out MK University on InTouch and or your Start Something Beautiful magazine.

WHAT YOU OFFER CUSTOMERS

1. Did you know that Mary Kay conducts over 500,000 tests each year to ensure that Mary Kay products meets the highest standards of quality, safety, and performance.

2. There are millions of loyal Mary Kay® consumers around the world because Mary Kay® products consistently deliver the benefits women want at great prices. And because they have Independent Beauty Consultants like me who work to find the right products to help them look and feel great.

3. How many of you have a drawer full of makeup or skin care mistakes that you paid good money for? (TIP: You may say “I did too before beginning my Mary Kay business.”) The Company has the Mary Kay® Satisfaction Guarantee. And that means that with every dollar you spend, you end up with products you absolutely LOVE!

4. So any Mary Kay® product you take home with you today and later decide you’d like to swap because it isn’t the right formula or you need a different color, just let me know. I can exchange it.

TIP: Did you know that all Mary Kay ingredients not only meet USFDA standards but also the rigorous standards for Safety set by the European market.

CUSTOMIZED SKIN CARE

1. So let’s get started! Mary Kay offers many

products that are customized for specific skin

needs. Today I’ll highlight just a few of these

amazing products and sets.Today we will be

trying ___________________ Skin Care

2. Mary Kay offers four skin care sets

customized for a woman’s individual

needs. There’s Botanical Effects for simple

beauty, Clear Proof Acne System for acne-

prone skin, the Miracle Set which is our

patented Age-Fighting Set and TimeWise

Repair for advanced age-fighting needs.

3. How many of you have tried specialized

products your girlfriends swear by that just

didn’t do anything for you? That’s because

your skin is different.

4. And that’s why Mary Kay also offers and

incredible array of custom skin care

supplements for specific problem areas. You

will get to try some of these today and will

also have the opportunity to set up your follow

-up appointment to try even more fabulous

products.

5. Once we are finished trying some amazing

products we will have individual consultations,

I can address any special skin care concerns

you may have.

TIP: You may want to mention that just like your body needs vitamins to stay healthy, your skin needs extra care to stay healthy-looking and radiant!

YOUR SKIN

1. Take a look at your skin in the mirror and think

about this: How old you are is your business, but

how old you look is mine.

Whether you’re 17, 70 or anything in between, we

all want beautiful skin, right?

2. So let me ask you this, if you could wave a

magic wand and change one thing about your

skin, what would it be?

Are you ready to get your problem solved?

3. You’re in luck, because today is YOUR day.

And I’m going to pamper you like the fabulous,

amazing women you are!

What we’ll be doing here in the next 30 minutes

will only take a few minutes to do at home in the

morning and evening. Doesn’t that sound great?

Look and Feel Beautiful EVERYDAY….

MIRACLE SET

1. How many of you don’t wash your face before

going to bed? I don’t know if this is true or not,

but I heard someone say once that your FACE

AGES 13 DAYS for every day you don ’t

wash your face.

2. Let’s talk about how you can make your skin

glow with our TimeWise® Miracle Set. This

premium collection of age-fighting products

delivers the benefits you need for younger-

looking skin. The set uses the latest skin

care science to deliver younger-looking skin for

all skin types, including those with

sensitive skin.

3. Let’s give away some tickets! Who knows

the 5 basic steps to skin care. The five

essential steps to ageless skin are:

Cleanse to remove makeup and impurities.

Exfoliate to remove dead surface cells that dull

the skin.

Freshen to tone the skin and refine pores.

Protect the skin from sun and environmental damage!

4. Mary Kay is proud to share that the TimeWise® Miracle Set® delivers all 5 of these, plus six additional benefits which are:

Smooth

Help reduce fine lines and wrinkles

Firm

Soften

Energize

Rebuild

You get all 11 age fighting benefits in one set of

products!

Get Ready to GLOW and TELL! STEP

1

STEP

2

STEP

3 85% Better than

cleansing by

hand!

MIRACLE SET

1. We are about to jump in and try the Miracle Set. Today we will not be taking off your eyemakeup, but if you were cleansing at home you would want to first remove your eye makeup. Mary Kay has the #1 Eye Makeup remover in America! Its function is to gently remove all types of eye makeup, including waterproof, without leaving skin feeling greasy. This unique, two-phase product gives the thin, delicate skin around the eye the extra attention it needs to remain youthful looking. It is ophthalmologist tested to be safe for contact lens wearers.

2. The FIRST STEP in the MIRACLE SET Is the 3-in-1 Cleanser. It comes in Normal-to-dry and combination-oily formulas. With this one product you are Cleansing, Exfoliating and freshening. Apply it upward and outward and then remove with the wet cloth!

3. Is anyone currently using a Cleansing Brush? I want to introduce you to the Mary Kay Skinvigorate Brush. This amazing brush cleans your skin 85% more than just using a wash cloth! It will change your life!

4. STEP 2 in the MIRACLE SET is the Day Solution Sunscreen Broad Spectrum SPF 35* and Night Solution. The Day Solution Sunscreen Broad Spectrum SPF-35* is applied in the morning after cleansing and helps protect your skin from the sun’s rays.

5. The Night Solution is applied at night after

cleansing. The small beads you see are called

Nutribeads®. These vitamin-rich Nutribeads®

burst as you dispense the serum to deliver

antioxidants essential for skin’s renewal process.

TIP: Have guests try the Day Solution on half

their face and Night Solution on their neck or

back of hand!

6. STEP 4 is the Age-Fighting Moisturizer, which

comes in two formulas. It also gives you up to 10

hours of hydration. This moisturizer contains a

patented complex that helps accelerate skin’s

renewal process. Doesn’t your skin feel amazing?

The Ultimate Miracle Set

1. Okay want to learn about the products that turn your Miracle Set into the ULTIMATE MIRACLE SET? Let me introduce you to our Firming Eye Cream and Mircrodermabrasion. These products take

2. First let’s try the TimeWise® Firming Eye Cream is a luxuriously rich eye cream so advanced that it: Improves firmness, Brightens, Provides intense moisturization, Plus minimizes fine lines and wrinkles around the eye area.

3. For a TICKET, what FINGER should you use whenever touching your eye area? and WHY? (answer ring finger because it is your weakest finger)Apply Firming Eye Cream with ring finger under eye & crow’s feet area of ONE EYE.

4. Today we are going to just talk about the TimeWise® Microdermabrasion Plus Set, but you will get to try this amazing product at your Follow-Up appointment.

Microdermabrasion Refine is a physical exfoliator that reduces the appearance of fine lines and gently refines skin’s texture as it removes surface dead skin cells and build-up from pores. Pore

Minimizer goes beyond skin texture to tighten the look of pores. With pores cleared of build-up and dead skin cells, Pore Minimizer works immediately to reduce their appearance. And the results get better over time.

The Pore Minimizer nourishing serum helps calm and comfort skin. It’s the perfect after-step to Microdermabrasion Refine to reduce any appearance of redness and soothe delicate skin. Working together 2-to-3 times a week, both products dramatically improve skin texture for a high-definition-worthy complexion.

TIP: You can have your Hostess try this product before the party begins or at this point. Have her share how amazing her skin feels!

SATIN LIPS

STEP 1

Effectively exfoliates

dead surface skin cells

that cause lips to

appear dull & lifeless.

STEP 2

Clinical results show that

a single application

moisturizes the lips for

at least 6 hours.

Satin Lips Set +

“Beauty of Friendship” Referral Game!

TIP: Use the “Party Sheet” to play the

“Fabulous Friends” Referral Game.

1. Now you’re going to try an all-time favorite in

Mary Kay, while we play a fun game. You’ll have

the chance to earn some more free products!

2. Is anyone here addicted to chap stick? A lot

of chap sticks have ALCOHOL in them – which

dries out your lips, so you have to keep putting it

on. Satin Lips helps to actually cure chapped

lips, not just soothe them b/c it gently exfoliates

the dead skin cells & deeply hydrates. Let’s go

ahead and apply the Lip Mask – it works best

when it dries for a few minutes so we will play a

game while it dries.

3. While the Lip Mask is drying we are going to

do something special! You know Mary Kay’s mis-

sion is to enrich women’s lives. And I’ll bet each

of you have women in your lives who do that for

you!

4. That’s the Beauty of Friendship. And I want to

give you the opportunity to nominate these spe-

cial women in your lives to receive a complimen-

tary pampering session and gift certificate from

me—compliments of you!

5. See the section that says “Beauty of Friend-

ship”. There are specific categories for you to

nominate special girlfriends who deserve pam-

pering. Just jot down the women you want to ap-

preciate, along with their phone number.

TIP: You can add, “I have two rules your girl-

friends have to be at least 20 years old and

the have to be nice!”

6. There is a special gift for you too! Which

would you prefer half-off? A Mascara or Eye

Makeup Remover? Circle the one your would

love to have? When you nominate 20 Girlfriends

you receive your choice at 50% off!

TIP: Turn your back & begin cleaning up or

prepping for the next step. Keep cleaning up

and let them write for a bit! When they stop

move into the Lip Balm!

Flawless Finish

Reduces the appearance of pores,

fine lines and wrinkles, and other

skin imperfections

Dries fast to a lightweight, matte

finish and can be used with any

Mary Kay® foundation

Patent-pending, oil-free gel formula

is mineral-enriched to absorb oil

and diffuse light for skin-perfecting

benefits

Provides a layer of broad-spectrum

SPF 15 sun protection

FOUNDATION PRIMER CC CREAM

8 Benefits in 1 Step

Protects

Brightens

Corrects with lightweight

coverage

Minimizes redness

Conceals

Reduces visible signs of

aging

Defends

Hydrates

Foundation Primer (Skip page if you don’t

have this product or just talk about it!)

1. Now let’s give your skin a Flawless Finish!

Mary Kay® Foundation Primer Sunscreen

Broad Spectrum SPF 15* acts as an invisible

“buffer” that not only fills in imperfections, but

also acts like a “magnet” to give your

foundation real staying power.

2. Applied after moisturizer, the lightweight gel

glides on effortlessly and dries quickly, and is

formulated to diffuse light which helps reduce

the appearance of fine lines, wrinkles and

pores.

3. Plus, the formula is not only oil-free, but also

contains an ingredient that absorbs excess oil

as an added bonus. It also provides a layer of

broad-spectrum SPF 15* sun protection!

CC CREAM

1. Foundation is the final step in any good skin

care routine. It helps protect your skin from

the environment. Plus, it evens skin tone and

covers flaws for healthy-looking, radiant skin.

2. Today, we’re going to use Mary Kay CC

Cream. Does anyone know what CC stands for?

(That’s right,) it stands for Complexion Corrector.

It has 8 Benefits in 1! Use your fingertips to apply

the CC Cream to your face. Start in the middle

of the face, working outward toward your hairline

and along the jawline.

TIP: You can say this while guests are applying foundation.

“A great benefit of having your own Beauty Consultant is

that I can help you find the perfect foundation shade and

formula, from CC Cream to mineral powder to full-coverage

liquid foundation. So if you’re looking for more coverage or

a different shade, we can talk about those other options for

you during your individual consultation .

Pick a date for your Follow-Up today!

All you need is

Love & Lip Gloss!

Follow-Up Appointment and Lip Gloss

1. At your Follow-Up Appointment we’re going

to do a checkup form the neck up, to make sure

that any products you purchase today are

working for you.

2. You can also choose what products you

are excited to try or learn more about…

Some choices are

Microdermabrasion

Revealing Radiance Facial Peel

Customized Color Makeover

How to use professional brushes

5 Minute Dash out the Door look

You can share with me what you are interested

in learning more about when we have individual

consultation’s at the end!

3. Also, if you decide to share your Follow-up

Appointment with a few friends like

____________ (hostess) did today, you can

receive some really great Mary Kay perks!

4. Let’s go ahead and finish with a little Lip

Gloss!

TIP: If you gave your hostess her customized color makeover before the class you might want to mention how great she looks.

Compliment Time!

1. Ok everyone, fluff up your hair and hold your

mirror our at arm’s length, because this is how

people see you. Now take a look in the mirror

and say, “Hello Beautiful!”

2. This is my favorite part of the party—

Compliment Time! There’s nothing that feels

better than a genuine girlfriend compliment.

Don’t you agree?

Let’s go around the room and share the

improvements you’re already noticing about

each other. Let’s start by complimenting

________________ (Guest of choice)

3. Doesn’t it feel great to get compliments? I

want to make sure you keep getting those

compliments today and forever, so at your follow

-up appointment, we can fine tune your skin care

regimen to make sure things are working best

for you.

TIP: Direct the first compliments to the

quietest person at the table. That way, livelier guests will speak up and get the compliments rolling. The first compliments set the tone for the rest and you want them to sell each other on the results and the products. If her skin looks really great and no one mentions it, you can give her that compliment yourself!

Table Close!

1. Now I’d like everyone to close their eyes. I

want you to imagine you’re going into your

closet to find a special outfit you wore to a

party or a special occasion. Can you see it?

I want you to think of all the accessories that go

with it: your jewelry, that handbag, those shoes.

Now I want you to think about how much that

complete outfit cost. Was it $100? $200? $300?

More? Now open your eyes.

In the last year, how many times have you

worn that special outfit?

2. OK, lets put that price into perspective,

because that outfit is going to sit in your closet

about 364 days a year, but you’ll wear these

Mary Kay products every day, not just on

special occasions.

3. And what’s the first thing that people see

when they meet you? Your Face! That’s why

skin care is the best investment you can make in

your appearance.

4. You can’t throw your old face away and

buy a new one! Which is why I enjoy

teaching women how to keep the face they have

looking radiant and beautiful so you always feel

confident when you look in the mirror!

5. Have you all had fun? I hope you learned

some useful tips about the importance of

caring for your skin I know I had a great time

sharing them with you.

May I take a moment to show you our most

popular sets and some specials? We all love

specials, right! Everyone turn over the placemat

in front of you. As you look over the sets and

specials think about the ones you would like

to take home if money were no object. When

we get together individually, I’ll tell you more

about how you could earn some of these

products free!

TIP: Walk them through the placemat and

review the sets you tried!

Tell me what you think!

TIP: You will get the best results when you

walk them through the “Tell me what you

think questions” and they fill it out as you

go!

1. I would love to get your opinion! Let’s walk

through the “Tell me what you think” section on

your sheet!

2. I really value all of your opinions so let’s

walk together through the Tell Me what you think

section then we’ll meet for your individual

consultation.

3. I have so enjoyed begin here today with

you fabulous women! I hope you’ve had fun

too! And, ________ (hostess) thank you for

being an awesome hostess.

4. Is there anybody who’s in a rush and needs to

go first? Ok, _____________ (guest’s name),

let’s start with you.

Just grab your purse, party sheet and your

place mat. We’ll be back in a minute.

_______ (hostess’ name), this would be a great

time to serve the refreshments.

TIP: Try to start your individual consultations with the most excited person. When the other guests see her come back with her purchases, it could further entice them to make purchases as well!

Individual Consultation—Part 1

1. Did you have a good time today/tonight? (nod

your head ‘yes’)

1. How does your face feel? (Touch your face

with the back of your hand.)

1. Do you have any questions for me as your

Personal Independent Beauty Consultant?

4. So tell me, what did you like best about the

Miracle Set?

5. If money were no object, what sets would you

take home with you today? And what are you

most comfortable taking home with you? Great!

(Take out your sales ticket and start writing)

6. Is there anything else you’d like to add?

(Keep adding until she stops. Then total up

the sales and add tax.)

How would you like to take care of that? Check,

Cash, Visa, Mastercard, Discover, or American

Express?

Complete transaction before moving on

TIP: You can create and record every sales ticket in a flash with the myCustomers+ App. To add each product to the order, simply scant it with your phone camera! You can even change the suggested retail price to offer a discount on one product or apply it to the entire order!

Individual Consultation, Follow-Up and

Career Survey

1. For your follow-up appointment, what’s

usually best for you—morning, afternoon, or

evening?

Ok, great! I have _____________ and

__________ available. Which works better for

you?

TIP: If she hesitates at setting up the Follow-

up appointment say the following…

2. You know, it’s absolutely fine if you don’t want

to have a follow-up appointment. You can still

be my customer for life! But our products are

guaranteed, and that’s why we recommend

doing that checkup from the neck up. Plus

_____________ (Hostess) will receive credit

because you booked at her party.

3. You can share your follow up with a few

friends, just like __________ (hostess) did.

It will count toward her hostess credit, AND

you’ll be able to get that _______________

you wanted for FREE or at a great discount.

You can even use this list of special women

you have to be your guests. (Point to list on

Party Sheet) It can be your “Beauty of

Friendship” Party. How does that sound?

Great!

TIP: Look at her Party Sheet question # 8 and

say...

4. Thank you so much for saying you’d help me

with my goal! I have to ask, do you think you

would ever consider doing what I do?

You know what, it may or may not be for you,

but either way you are helping me with my

goal and I am excited to share more info with

you and get your opinion.

TIP: At this point based on her A, B or C

answer you will take the next best step with

her. Thank her and select the next guest for

her Individual Consultation!

TIP: Don’t forget to share the opportunity with the hostess as well. Since she has watched what you do first-hand, she can become one of your best prospects.