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Erika's Elite Fleet Unit

Team Building


Moving Up!  Building Your Team!  Let's Get Started Today!

Click Here:  Tell Us What You Think Form
(to use at parties/facials - everyone fills out, perhaps after you do Ticket Marketing)

Click Here: 
What's In It For Me Form
(to put in reorder bags or to use at parties/facials after you do Ticket Marketing)

You can go on-target for the prestigious Queen's Court of Sharing at Seminar 2007 when you achievre the Bee Focused! Challenge!  The more qualified new personal team members you add, the greater your rewards!

10+ new team members 7/1/06-11/30/06 ~ receive silver-tone bee earrings featuring a green stone.
16+ new team members 7/1/06-2/28/07 ~ be recognized at Career Conference and receive a silver-tone necklace with a bee charm featuring a green stone.
24+ new team members 7/1/06-6/30/07 ~ onstage recognition at Seminar 2007 plus your choice of a dazzling diamond bee pin with emerald eyes or magnificent diamond bee ring, plus a silvert-tone bee bracelet with bee charm featuring a green stone.

I have recently added some new documents to my Personal Recruiting Notebook!  Here are the following documents that I have added;
A: Click Here:  Angelee's Picture Pages
I recommend you make this page(s) your own. Add pictures, weekly summary sheets, time sheets, etc!
B:  Click Here:  IT'S A CHOICE 
(Showing this page to your prospects shows that choosing a Mary Kay business is choosing a different PATH for their life - you now DO HAVE CHOICES!  Show the pictures and check and discuss how THEIR life could change for the better!)
(You and your possible new team member can fill this out AT THE INTERVIEW and you can show her where and how she can fit the Mary Kay business into her current situation!)
D:  Click Here:  CAREER PATH
(This sheet is perfect for the DETAIL ORIENTED person or the LEADER.  They would love to see how they can go from point A to point B in the Career Path.  Personality types "I" and "S" wouldn't be as interested in this sheet in the beginning. )

Recruiting Basics

5-Point Recruiting Plan  

How to Select Your Prospects  

The Interview   

Facial in a Bag Marketing 1-Sheet Flyer
(Avenues of Income & Yearly Income vs Number of Shows)

Need Help Overcoming Objections?
Become the Master!
Print these
Objections Flashcards 
out and memorize them.... 



Click Here to Print 

I think you are, so...make a list of 30 Sharp Women.  When you call all 30 women with this script below, 15 of them will agree to sit down with you & listen to career opportunity.  You should then add 3-5 consultants to your team!
"Hi _____, this is _____ with Mary Kay.  Do you have a quick minute?  I'm really excited because I've been challenged to share the Mary Kay product & career information with 30 women in the next 2 weeks.  I immediately thought of you because you are like the sharpest woman I know.  I don't know if this is anything you would ever consider for yourself, but I will give you a FREE lipgloss of lipstick just for sitting down for 30 min with me.  We can do it in the evening, at lunch or the weekend, but will you please help me meet my challenge?  Great!  (Set time)  I really appreciate your time."
If possible, schedule time to sit down (or phone interview) with your DIRECTOR! 

If you can't sit down with your Director, I recommend that you use this phone interview sheet as your guide.
If she doesn't sign up immediately, just let her know that your Director is going to call her within 48 hours to get her opinion of our Marketing Plan.

How many ladies can you think of in the next 10 minutes? Make your list now!!! Call me and let me know your progress, for we are determined to make our unit the ultimate...



welcome new red jacket





TeamBuilding Is Easy

Daily Activity to Success Sheet

Tracking to Directorship

VIBE Tracking Sheet

Recruiter's Checklist

Recruiter's Debut Outline

Debut Say Yes Cards

Debut Committment Cards

Recruiter's Career Notebook

In your Recruiting Notebook, you may want to include one or more of the following
News articles!  I oftenfind the article that would "fit" my potential recruit's personality, 
and have a copy of it for her along with a Beauty Consultant Agreement.


Click here -" Inspiring Success" Gloria Mayfield Banks in
CYH Magazine

Click here - "Beyond Tupperware" from the Denver Post

Click here - "Positively Fabulous" - Gloria Mayfield Banks

Click here - "The Color of Money"

Click here - "Makeup parties making a difference"

Click here - Fresh Face of Mary Kay

Click here - Mary Kay is A-OK


Updated Starter Kit Flyer
Click here

Different ways to conduct Recruiting Interviews:
1.  Have your prospect attend your local meeting with you as a guest and be interviewed by the Sales Director at the meeting.
2.  Have your prospect call our Automated Marketing Hotline: Then do the follow up information sheet with her and turn it into your director! 

3. Use the Mary Kay Recruiting Notebook (found on Section 2 in Online Ordering  $10.00) and go through the MK Opportunity with her using this easy-to-use "flip-book"!
4.  Set up a personal call between your prospect and your director to discuss the MK Opportunity! OR Use Conf Calls. I am ready!  Willing! Able! Call ME to set up your time:

5.  At your Skin Care Classes (or any group selling appointment), do "Ticket Marketing"!  This is where you take a roll of raffle tickets with you and ask the guests to ask questions about the MK Opportunity "for a raffle ticket".  Give each guest a raffle ticket for each question that she asks about the MK business.  Once you have answered "enough questions" to have gone through the business plan, draw from the tickets for a prize!  (You may want to make a gift basket to give away made up of PCP gifts, former limited edition items that you have left over, etc.) . THEN..... ask each guest to fill out the "HAVE YOU PONDERED PINK" survey.  FROM THE SURVEYS, pick out the customers that appear to have interest in the MK opportunity and ask them if they would do one of the above with you(#1, #2, #3 or #4.) 


Marketing Plan Game Card *
Put cards in a basket and have guests try to guess what MK Blessing goes with each card...give them $1 off for each correct answer!
To get credit for your interviews, please use an interview sheet like the 'Ever Pondered Pink' Information sheet!
click here for the Ponder Pink Guest Sheet
Are you looking for a great flyer to tuck into @ customers order at end of class that will support the info they heard after playing the MKT Plan Game?
click here for a great flyer!
Thank YOU for asking for the dialogue on how to use this fun game:
click here for this information

TWO DIFFERENT WAYS to submit your New Consultant Agreement to Mary Kay:
1.  BEST AND FASTEST WAY!!!!  Send your New Consultant an Online Agreement EMAIL INVITATION from 
Go to your InTouch, log in, and go to SUBMIT A NEW AGREEMENT at far right of screen. 
SELECT Email Invitation and Email your new consultant the Online Agreement for HER to fill out and submit.
2.  Mail the Paper Agreement with Check, M/O or Credit Card (this takes much longer) t
Mary Kay Inc.
PO BOX 799041
Dallas, TX  75379-9041
(I recommend that you overnight paper agreements so that they don't get lost in the mail).

*QUALIFIED New Consultants are those consultants who submit
their Beauty Consultant Agreement and a minimum $600 wholesale
initial order or greater.


Your Future in Mary Kay - Click here for printable version!

2005-2006 Recruiting Packet

The Perfect Opportunity CD:  Click here to listen to information on "Sharing the Opportunity" from some Rhonda Shasteen, Executive Senior Sales Director Allison LaMarr and Senior Sales Director Melissa Beckett.  Click here to get the Perfect Opportunity CD Questionnaire.

Click here to get the "Perfect Opportunity CD Questionnaire"  - Thanks goes to Sarah Bennett-Moore

Understanding D.I.S.C.
     D.I.S.C. for Team Builders -  Direct from Mary Kay!
     D.I.C.S. - Understanding different personality types and how best to handle them!
     D.I.S.C. Personalities - Here is a great way to learn the different personality types we encounter every day!

The 5 Most Effective Questions to Use in Closing a New Consultant

You should have written out and committed to memory, the best closing questions that you've ever heard, because when you are closing a new consultant, you do not want to be stuck searching for the right thing to say. It is my strong recommendation that you ask questions. You can tell someone all the benefits of becoming a consultant and they can listen to you and nod their head and think to themselves, "O.K. but that's just your opinion." They have not "bought in" to what you are saying. In order for them to "buy in" to a particular idea, they may have to hear the words in their own voice. So when you ask someone a question, and they answer it, they are hearing their own voice. And if they are answering the right question, they will convince themselves.

Here are five of the most effective closing questions you can ask. The first one is,

(1) If you don't become a consultant, where do you see yourself a year from now?

This is a powerful question because you are asking them to look at what their life will be like a year from now if they don't say yes to this opportunity. The second most effective question is,

(2) If you were to become a consultant today, what will be improved a year from now?

Now the wording in that question is very important. Notice that you didn't ask them what would be different; you asked what would be improved. You also used the word "will" instead of "would" which gives a sense of expectation. When you ask closing questions you can, by your choice of question, direct the type of answer they will give you. For this question, they will tell you, in their own voice, what will be better about their life a year from now if they become a consultant today. You're not telling them, they're telling you. And they know the answer. And they'll say it. And they'll hear the answer in their own voice. In the process of that, they will begin to convince themselves that this is what they want. The third most effective question to ask is,

(3) What qualities do you have that would make you shine as a consultant?

They've just told you how their life will be improved and now they are going to tell you why they'd be good at it. The fourth most effective question is,

(4) What are the two most important reasons for you to become a consultant today?

This is also a very powerful question, especially the use of the word "today" which adds a sense of urgency. Because you are asking them for only two reasons, they will pick out the two most important things. It might be their family, or children, or finances, or because they don't want to work a job anymore. They're going to tell you now the two most important reasons why they need to become a consultant today. You see, you don't have to convince them if you ask them the right questions. They will convince themselves.

The last question is really a very interesting one, and somewhat tricky to understand.

(5) It does sound like you'd be an excellent consultant. Why don't you give it a try?
The reason that this question is so powerful is because when they think about giving something a try, they believe that they have options, that they're just testing it out. They don't believe they are making a decision. In actuality, they are making a decision but it gives them the feeling of having an "out." That question, in exactly those words, "Why don't you give it a try?" will allow them to give themselves permission to say yes.


Team Leadership - Updated 3/30/06 - NEW Director Income!

This section will be for those Consultants on a mission to share the opportunity and enrich the lives of women everywhere!  When your team succeeds - you succeed!  Great leaders are not born ... they are created!  Check back often to learn how to become an exceptional leader of an exceptional team!!!

Director Income - What can you expect to earn as a Director?

Consultant Career Path vs. Director Career Path

Lesson in Leadership

Recruiter Guide

Mary Kay Video - "You cannot teach what you do not know.  You cannot lead where you do not go."
          Mary Kay Video (low speed connection)
          Mary Kay Video (high speed connection)

Director Pay - How much can you expect to earn as a Director?

Director Raise - While other companies are cutting back, MK is giving it's Directors!!!

Go Director Faster

DIQ In One Month - Complete your DIQ in one month!!!  Yes!  It can be done.  This how-to was written by a Kathy Pola and her NSD Kathy Helou.  Kathy Pola completed her DIQ in only one month!

DIQ Tracking Sheet - Thank you Cheryl Warfield.

Leadership Has It's Benefits!  

10 Key Qualities Directors Look For In The Leadership Team
 This could be YOU!

1.  Turns in Weekly Accomplishment Sheets consistently.
2.  Calls Director with hot news and team excitement at least 3 times per week.
3.  Follows her Director's advice.
4.  Attends all unit and Company functions cheerfully and in Mary Kay dress.
5.  Participates in Conference Call or other marketing events with guests.
6.  Promotes others with every opportunity and has team spirit.
7.  Checks email and her Director's website often.
8.  Responds with RSVP early for all events, contests, etc.
9.  Takes initiative to Get The Job Done - no excuses.
10.  Takes charge of motivating herself.

Decision Tree
- This is fantastic!  An easy to follow flow chart for overcoming objections!  Now you will never be at a loss for words!  Thank you, Donna Bayes, for putting this together and sharing!

Summer Pilot Program - Great recruiting brochure for teachers and other women who have a little extra time in the summer!  Now updated to include BizBuilders bonuses and the Vibe!

Imagine The Perfect Career - This tri-fold flyer slips in the mail or in reorder bags so easy!  Includes the Avenues of Income.  Updated!  Now includes the Pontiac Vibe!

Career Path  

D.I.S.C. Personalities - Here is a great way to learn the different personality types we encounter every day!

Closing Questions  

Left-Right Marketing - The Story of Mary Kay presented in a fun way!

Avenues of Income - Recruiting brochure highlighting the Avenues of Income.

This Is Not A Fairy Tale!  

Interview Tips - If you are serious about building your team and acheiving your dream, you must read Pam Shaw's tips for conducting an interview!

What's In It For Me - This two-sided brochure introduces your prospect to the benefits of the Mary Kay opportunity.

Lipstick Marketing - Your new team member may be only a lipstick away!

D.I.C.S. - Understanding different personality types and how best to handle them!

Team Building 1-2-3 - By NSD Pamela Shaw

Builder or Wrecker - Which one are you?

Why Sell Mary Kay?

Communication/Interview Sheet

Marketing Plan  

It's In The Bag - Fun why to introduce the benefits of a Mary Kay career to your guests!

What To Look For - Not sure what you should be looking for in a new team member?  Check this out!

Team Building Layering Chart - Great tool to verify you are working your business full-circle!

The 'Inner' View - Thoughts and ideas by Pam Shaw and Robin Rowland

Follow Up!  Follow Through! - Great script, including tips and ideas, from Tammy Crayk!  Thank you, Tammy!

Objections - How to overcome objections during an interview before they occur!

The "Odds" of Recruiting

Responses From the Heart

"It's often not just doing our best that will raise us up, it's necessary for us to do what is required"
Now...let me share what's required in MK for success:
1.  Booking 2. Coaching  3.  Selling  4. Recruiting

Now that's news!?  One on one facials is a slow pace...Put value on your time...class is the staple of our business...If we're not making all the $ we want, look in our datebook, for the answer lies there, and the control lies within the mirror!

*your success lies hidden in your daily routine 
 *it is a daily progression toward worthwhile goal
  *what I am doing today is building my tomorrows

I would like to suggest we take P.R.I.D.E in our Mary Kay this day, and dedicate our remaining Seminar year to working with
Personal   Responsibility  In your  Daily  Efforts

 Interviewing - Script on How to set one up!

From: Julie Potts
From: Darlene Rutledge

Here is something I found in my archives...thanks Kathryn Engstrom for passing on.  Says it's from #2 in Pearl Seminar

SCHEDULE practice interviews:

"Hi Sue, this is Kathryn, I am really excited about something, do you have just a quick minute?  Great, I am up for a big promotion with my MK business (they usually say, oh that' say).  "Well I'm really excited about something and how I move up the career path is based upon the number of women that I share information with about the career opportunity and I'd love to get your honest opinion.  When I stop over to do your reorder/your facial/or could I come by (depending on each person).  I'd love to take about 20 or 30 minutes and get your honest opinion about  what I do, it may or may not be for you, that's ok, but I would love to get your honest opinion and it will help me with my big promotion."       When you are excited about your career, you will have a big smile on your face, you will excited enthusiastic and you will be contagious.


As a DIQ-to-be or if your goal is Red Jacket or a free must do interviews!!  Setting up interviews is a skill like booking.  You don't sell the products while you set the just ask them to try the products.      The deal is, use a script and MAKE things happen.

 Set Up an Interview

This is ----- with Mary Kay Cosmetics. Do you have a minute? I am so excited! I have chosen to move into a mid-management position with our company.  Part of my training is to share the Mary Kay marketing plan with five sharp women like yourself. I don't know if this is anything you have ever considered before, but I think you'd be great because (give her a sincere compliment-knows so many people, wears her makeup so well...).  Could we meet for a cup of coffee and let me share some facts about how I think Mary Kay could fit into your busy schedule so you could make an extra $100-$500 a week?  If you decide after hearing the facts that MK is not for you now, then you can be my headhunter to find other sharp women like yourself.  You'll get $50 in free products if they sign up and become qualified.  When is good time for us to about during your lunch hour?


This is the miracle, magical, mountain moving march.  Many of you will be in your red jackets, 8 for future director, finishing car, finishing vision quest directorship.  This is the month, many women will join.  It's time to add people to your team.

 The main reason is for Mary Kay.  She started this company for women, to give women an unlimited money making, flexible, correct priorities, personal growth, Cinderella prizes, free cars, free world class trips an incredible life style for women.  So the main reason is to keep Mary Kay's legacy alive and share the wealth to all the stressed out women and mothers trying to do it all, be it all, waiting for their break that may not happen.

 Recruiting Process: Skin Care Class, guest/model to success events, one on one interviews, audio tapes, choices, something more, the awesome new Consider the possibilities video , using the PMS, popcorn movie and soda with questionnaire and recruiting literature in the bag.  If you don't want to do the popcorn and soda, just give the tape and literature.  It's only 15 minutes, when you drop by their order, at the class, watch it with them.

I caution you to not use the tapes as crutches.  They are either used to create/ spark interest or used to give more information, more layering for a 'yes' answer.  You don't need to use all 4 on every person.  Understand  the 4 different personality styles:  D & I's make quicker decisions, they may need only 1 layering.  The skin care class or the applause magazine.  S and C's may need more information, more layering, they may need a class, a tape, an interview. 

The most important thing to do is gather information.  Find out what her needs, values wants are and fit MK around their life.  You do this by asking questions, you can ask these questions formally at a one on one interview, or in casual conversation at the class, on the way to your success meeting, on the way home from your success meeting.  Like:

What do you like most about your current job life?

What do you like least about your current job/life?

Where do you see yourself in 5 years?

What do you need most in your life right now?

What do you value most in your life right now?

If you could describe the perfect opportunity, what would it have?

You need to know what she wants/needs/ and wrap the MK opportunity around their life and desires.

If she just listened to a tape, watched a tape was a guest at a function, you ask, "What surprised you, intrigued you the most about what you heard from the tape, saw in the tape, felt tonight?"  Her answer is another hot button for her.  Learn how to listen and respond,   "yes, everybody was so friendly and cared about each other, would you like to have positive caring women that support you?"

Or  "Yes, you really can make that kind of money, would extra money be helpful to you?"

Listen to what she says, affirm that she can have it to in MK, depending on where you are, ask the closing question, "doesn't it make sense to fill your paperwork out so we can start your training on Monday"  She will either say yes or have an objection.  Use the feel felt found.  I understand how you feel, I felt the same way, but what I found was, you can start to fit mk into your life gradually by

1, Go thru your customer base.  If you have never talked to them before,  now is the time.  Use a script, there are many that say the same thing.  Pick one, that is professional and use it..  For example,

Hi Susie, this is ----- with Mary Kay Cosmetics. Do you have a minute? I am so excited! I have chosen to move into a mid-management position with our company.  Part of my training is to share the Mary Kay marketing plan with five sharp women like yourself. I don't know if this is anything you have ever considered before, but I think you'd be great because (give her a sincere compliment-knows so many people, wears her makeup so well...).  Could we meet for a cup of coffee and let me share some facts about how I think Mary Kay could fit into your busy schedule so you could make an extra $100-$500 a week?  If you decide after hearing the facts that MK is not for you now, then you can be my headhunter to find other sharp women like yourself.  You'll get $50 in free products if they sign up and become qualified.  When is good time for us to about during your lunch hour?"

 If you have already talked to them before add to your script, "I know it's been 1 month, 5 months. 2 years since we talked, but I just had to share this new information with you"

 Let's say it's been 6 months, 1 or 2 years since you talked to her and she still says, no, not for me, I'm so busy, don't have child care....basically the same reasons she said before.  Depending on the person, and your relationship with her,  you may want to say, softly, with lots of love and care.  "You know Susie, a year ago you were saying the same thing, no time, too busy, you need more money.  It's been a year, please don't take this wrong, but nothing has changed in a year has it". She says no, "You say softly, do you really think in the next year if you are still doing the same thing, things will change?" 

 She says no," you say, it's probably true, you are such a hard worker, and if we don't make a small change, you probably will be in the same situation next year. But if we try MK, it could lead to what you need more money and what you value, more time with your children, doesn't that make sense?"  She says yes, when she says yes, "you say, then  lets go ahead and fill the paperwork out so we can start your training on Monday".  If she says yes, but..... that will be another objection, work her through, I know how you feel, I felt the same way, what I found was, or many people in our unit felt the same way as you, what they found was.....

 If they are not going to sign up, make sure you say:

"Thank you again for your time, you are saying that it's not be for you right now, but if you ever decide in the future, 1 year, 1 month, 1 week from now, or whether you are in this city, or move, please call me, I would love to have you on my team.  You are so sharp, I am moving up, so who do you know that is sharp like yourself, if you do recommend someone that joins my winning team, I will give you $50 worth of MK products.  Thank you again,"

Go team, go!