Session #2 Team Building & Pearls - 6 weeks learn the basics - Steadfast Unit
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Session #2
Team Building & Pearls
6 weeks {learn the basics}
D R AW A F U L L C I R C L E S U C C E SS
D I AG R A M I N T H E B OX
“WE DO HAVE A MISSION TO SHARE
OUR LOVE AND OUR ENERGIES, OUR HOPES,
OUR DREAMS, OUR SUPERIOR PRODUCTS AND
OUR BEAUTIFUL, ABUNDANT WAY OF LIFE.
IN DOING SO, YOU WILL BE BLESSED BEYOND
MEASURE WITH ALL THE RICHES OF LIFE.
THAT’S LIVING THE MARY KAY DREAM.”
MARY KAY ASH
A . T E A M B U I L D I N G AT A N A P P O I N T M E N T
Passionate I-Story
• Satin Hands Game
What women
• Quiz Game
Heidi’s Marketing
• Marketing Flyer
• Passionate I-Story • Question #3 • Beauty Agreement
• Mrs. Cab or “It’s in the bag game” want form
• Watch video for 50% coupon video:
• Quiz Question #4
• Marketing Survey
bit.ly/HeidiGoelzerMK
• Invite to Meeting
B . T E A M B U I L D I N G AT W E E K LY S U CC E SS M E E T I N G /
I N T E R V I E W / M K G U E ST E V E N T
• Invite Guest • Bring Swag Bag Career
•• Marketing Flyer Survey
• RSVP to Director • 50% Coupon • Beauty Agreement
• Handwritten card • Her product of choice up to $55 • Marketing Survey
• Text reminder ••Beauty
Close Agreement
CLOSING THE TEAMBUILDING APPOINTMENT
Mabel, what did you like best about everything that we have talked about?
What others questions do you have?
Then our next step is to read and complete the beauty agreement.
And finally, our last step is to decide how you want to take care of your starter kit, check or credit card?”
uri’s team building tips
1. Know all avenues of income & read the Advance Brochure on www.marykayintouch.com.
# of Team Consultant Title
# of Team Additional # ofMonthly
Classes Activity
Members Consultant Title Additional Commission per Month
Members Commission
1 Senior Consultant 4% 2
1 3 Star Recruiter 4% 5
5 Team Leader 9 or 13% + $50 bonus 8
8 Future Director 9 or 13% + $50 bonus 11
3 10 DIQ 11+
10 > 24 Sales Director 9 or 13% Personal Team 40
in 4 9 or 13% Unit [as a team]
Months 10% Volume Unit Bonus
5 $100 Personal Qualified
$400 For 4 Unit Qualified
2. Play “It’s in the bag game”
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Inside a bag, put 6 props that represent the 6 most popular reasons why someone starts a Mary Kay business.
Hand one out to each guest and have them guess what their reason is, if they get it right they get 2 tickets for the
raffle, if they just guess they get 1 ticket for the raffle.
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3. Memorize 6 reasons why women join Mary Kay [Mrs. Cab] with props
MONEY – A dollar bill or copy of your director’s paycheck
RECOGNITION – A picture of your court of sales ring, star prize or the next goal
SELFCONFIDENCE – Before and after makeover picture of yourself, customers or both
CARS – A matchbox car [can paint it with pink nail polish]
ADVANCEMENT – The Steps to Success brochure with career path
BE YOUR OWN BOSS – A headband that is stretchy [flexibility, you’re the head-honcho, etc…]
4. Play the Satin Hands game to begin your class and discover the personalities.
1st one back – most competitive. Last one back – most loyal – she probably let everyone else win.
5. Create a passionate I-story to open your Skin Care Class
• Prospects will sign with you for only one reason:
• They can only connect with you if they your story.
TIPS TO CREATE A PASSIONATE ISTORY
• Be authentic and honest and that requires .
• Share the following:
° What is your “why” for starting your business?
° What is your current goal and deadline?
° How life has changed since you started?
° What do you enjoy the most about Mary Kay?
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SAMPLE ISTORY
I was motivated to start my Mary Kay business when I saw the income potential and the success my friend Karen
was having in her business. Our growing family has been struggling financially and we decided to start our
Mary Kay business to generate the additional stream of income we need to live a debt free life. Our goal is to be
100% debt free in 3-years time. So my director gave me a challenge to complete 30 practice facials in my first
30 days to get started and I want to thank you for helping me reach my goal. Since I’ve started my Mary Kay
business life has changed a lot. Our family is more united under one vision and goal and we have a sense of
hope we didn’t otherwise have before. I’m really enjoying how much I’ve learned about business skills and the
people I have met. The women in Mary Kay are amazing. They are supportive, encouraging and just the group
you want to hang out with. Ok, so now that you know a little bit about me and a little bit about Mary Kay Ash
and the company; you guys ready to try some more products? Ok, and as a reminder at the end I will share how
Mary Kay transforms lives and just for listening and completing a survey your names is entered into a Michael
Kors handbag raffle. So turn the page and lets get started with our skin care …
6. Be prepared to share the opportunity at every appointment.
•Marketing Flyer, Beauty Agreements, Marketing Survey
7. Memorize the closing questions:
• What appealed to you the most out of everything I mentioned about the business?
• This is totally your personal opinion, but I would love to know, why would you be great at this?
• What is your level of interest without being a 5, on a scale of 1-10? This is their answer to Question #4 on the Quiz.
8. Memorize the response to common objections
•Found on page 37.
9. Know your Audience
What is our target-market? Homeowner / Wife / Mom / Career / Older 25+ / Positive
• We look for busy people!
• We look for decision-makers!
• We look for a person who is family-oriented!
• We look for people who have more month than money!
• We look for those that are not the sales type!
D I S C
Panther Peacock Dolphin Owl
Task Oriented People Oriented People Oriented Task Oriented
Decisive Influential Predictable Likes the Facts
Driven Carefree Loyal Punctual
Over Achiever Life of the Party Stable Precise
Determined Prize Driven Steady Perfectionist
Direct Social Butterfly Security Organized
Bottom Liners Fun Social Detailed
Motivated by Status People Oriented Moves Slowly Analytical
Will Join Instantly Will Join Instantly Requires Layering Requires Layering
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10. Skipping steps doesn’t help you build a rock solid foundation.
Before completing the agreement…
• Why do we book her 2nd date?
• Why do we close her sale?
• When she buys the product, what does that tell you about her?
11. Know all available resources
Driven
WeeklyApp > Team
Success Building
Nights > Videostraining & guest opportunities
> in-person
Driven Web > www.drivenarea.com > MK Opportunity > Videos/ Survey
Grit with Grace Goelzer National Area Consultants Facebook Page > Marketing videos/resources
Weekly Success Meeting > Invitations on the Driven App
Interview with you/director one on one
Mary Kay YouTube Channel > Why Stories
Social Media > #myMKlife
1 MINUTE TAKEAWAY
What jumped out at you in this lesson? How can this affect your story?common team building objections
BE PL EASA N TLY PE RS IST E NT IN OV ER CO MI N G H ER O BJ EC TI O N S SIN CE US U A LLY TH E
F IR ST 2 OR 3 A RE FLU FF O BJ EC T IO N S WH EN T H E 3 RD O R 4 TH AR E TH E REA L DE A L.
TOO BUSY OR DON'T HAVE TIME
What would be a reason that you would want to get started? Could we take a moment & write down your schedule to show you how you can
achieve that through a Mary Kay business? [Have her complete a Weekly Plan Sheet & using the average of $200 retail per party, show her
how it can be achieved] Would you like to get started as a new business owner & start working with me today?
DON'T KNOW ENOUGH PEOPLE
Do you know at least one person over 21 with skin? If you can learn how to turn that one person into more customers in Mary Kay, would you
be willing to try? Would you like to get started as a new business owner and start working with me today?
NOT THE SALES T YPE OR DON'T WANT TO BE PUSHY
When was the last time you told someone about a great restaurant or movie, etc.? We do the same. We offer suggestions while teaching skin
care from a try before you buy and give your opinion approach. If they like it great, if not, we don’t pressure them because then they won’t like
us. If you can learn how to be the genuine you as you ask others, would you be willing to try? Would you like to get started as a new business
owner and start working with me today?
DON'T HAVE MONEY
How do you see yourself benefitting from Mary Kay? Could I offer suggestions on how others have purchased their starter kit? Do you have
access to a credit card? Who do you know that loves you that would give you the money to get started? Do you have 10 people that would
loan you $10 each? Would you like to get started as a new business owner and start working with me today?
I NEED TO TALK TO MY HUSBAND
I absolutely respect that communication with your husband. First, can I ask that if your husband supported you in the decision, what would your
choice be? What would you say to him about starting a Mary Kay business? What do you think your husband might say? Would you like more
information to take home and share with him? Would it be okay to setup a call tomorrow after you chat to see what he says or if he has any
questions? If he says no we’ll keep you as a fabulous customer and if he says yes then we’ll show you how to get started and schedule your
first training.
I DON'T WEAR MAKEUP
Do you feel taking care of your skin is important? (if she says no, you may not want to recruit her) Would it surprise you to learn that we sell
mostly skin care rather than makeup? Would you want to learn how to apply makeup through our training? If you could learn, would you like
to get started as a new business owner and start working with me today?
NOT RIGHT NOW, MAYBE LATER, CALL ME BACK, NOT A GOOD TIME
If you were to do Mary Kay what would be your reason? For that reason, would you be willing to give it a try? Would you like to get started
as a new business owner and start working with me today?
I KNOW SOMEONE WHO FAILED & DIDN'T MAKE MONEY IN MARY KAY
Have you ever worked with someone who quit their job? Did her quitting keep you from being successful? The same is true in Mary Kay. We
each have our own opportunity and what we do depends on us. Plus, we don’t fail just decide it’s not for us and move forward. If you can
learn, would you like to get started as a new business owner and start working with me today?
I'M TOO SHY OR I'M NOT OUTGOING
What do you think are your best qualities or strengths? If I teach you how to work from your qualities and strengths without being someone else,
would you like to get started as a new business owner and start working with me today?
I NEED TO PRAY ABOUT IT
May I ask you a question? Have you been praying for something specific either today, this week or this month? Do you feel Mary Kay could
be that answer for you? Would you like to get started as a new business owner and start working with me today?
UNWILLING TO SAY YES OR NO AFTER OVERCOMING OBJECTIONS
(Use your heart or intuition here) May I ask you a question? Do you think you may just be scared? What are you scared of? What’s the worst
thing that could happen to you? And now what’s the best thing? Would you be willing to step outside of your comfort zone to get started as a
new business owner and start working with me today?21
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Listened
to a
Video
20Weekly Challenge
1. Take the Personality Profile & figure out
where you land on the DISC - share your
results with your Sales Director
2. Set up Pearls of Sharing Calls with your Sales
Director
3. Watch Heidi’s Marketing video bit.ly/HeidiGoelzerMK
4. Print 30 What Women Want forms and 15
Career Survey FormsYou can also read
