Mary Kay Starlets Unit · Congratulations on your decision to become a Mary Kay Independent Beauty...

WELCOME

to

Mary Kay and the

Starlets Unit

Cheryl Romero

Independent Senior Sales Director

Starlets Shine On!

Congratulations on your decision to become a Mary Kay Independent Beauty Consultant! Not only have you been accepted into the most progressive and positive company in the world, but you have also become a vital member of a top 10 Mary Kay Unit in the State of New Mexico -- Cheryl’s Starlets! I truly believe the reason for our current and future successes is quality women like you. Welcome to our Unit! I love this business because the earning potential is unlimited, learning is never-ending and there are always opportunities to grow.

Enclosed in this Welcome Packet, you will find tips on how get your business started and track your progress. I’m sure you have many questions, and as a new Consultant, I did too. We will discuss all of your questions and concerns in detail, and I am here to educate and support you along your new journey.

You’ll find that I will be as involved in your business as you are. I call it playing ball. As your “Business Coach”, I toss out the ball by giving you next-step directions, challenges, etc. You then have the ball. When you DO those steps and contact me, you, in essence, toss the ball back to me and we continue and advance our working relationship. If you keep the ball (choose not to take action or communicate with me) I can’t play! I’ll MATCH my time and effort 150% with yours to support your growth. I sincerely want YOU to get more than you imagined from your Mary Kay business!

Each week, we have Success Meetings (Thursday night if you’re local to me) for education and recognition. If you are not local to me, I will locate a Success Meeting near you. Regular attendance to success meetings will be vital to your advancement in this business. It is a fabulous opportunity to learn the skills and get to know other Consultants. We also have a weekly education call, MK University, on Saturday mornings where you can learn excellent business skills and ideas from several successful Mary Kay Directors.

Whatever goals you have for your Mary Kay business, I will be watching with pride as you carve your own path and pursue your dreams. You decide how much or how little you want! Be patient with yourself and just take it one step at a time! Focus on your Power Start Plus with your first five to eight skin care classes and Pearls of Sharing!

Although you'll receive continued education throughout your Mary Kay career, ACTIVITY and ATTITUDE will ultimately determine your success! Mary Kay herself said, "You can do everything right with the wrong attitude and fail to succeed, but you can do everything wrong with the right attitude and succeed beyond your dreams”!

I can’t wait to work with you toward your DREAMS!

With Much Love & Belief,

505-620-3668 cell [email protected] www.mkstarlets.com (password: starlets)

Cheryl’s Starlets - SHINE ON

Welcome & Getting Started 1

Growing up, I always knew I wanted to be successful. I graduated from high school in Cloudcroft, NM as Valedictorian, was voted by my classmates as “Most Likely to Succeed”, and then moved to Albuquerque, NM to attend the University of New Mexico, where I graduated Summa Cum Laude with a B.S. in Psychology. I started my Mary Kay business in the summer of 2007 at the age of 25 as a very busy corporate business woman. I was the Vice President of Programs and Operations for a statewide non-profit organization in charge of all event planning, marketing, public relations, and day to day operations of the organization. I was working 40-60 hours a week and traveling the state of New Mexico at least 12 weeks out of the year to run the organization’s educational programs. Despite how busy I was in my corporate job, I knew I would really enjoy having a business

of my own. My dad always worked for himself while I was growing up and I watched him create successful business after successful business. He taught me to work hard and instilled in me his entrepreneurial spirit. I was blessed to have parents who had the flexibility to be involved in every aspect of my life, never missing a volleyball game, band concert or any activity my sister and I were involved in. I wanted to set my life up to pro-vide my future children that same involvement as a work-from-home Mom. I began to become increasingly unhappy in my corporate job having to deal with the personalities of Corporate America. I cringed at the thought of what my life would look like over the next 40 years until retirement if I stayed exactly where I was. My Mary Kay business, which I was working very part time, began to look more and more appealing to me as the “dream job” I wanted to pursue. Less than two years after I started my business, I picked up the keys to my first Mary Kay Career Car! I continued to work my business with determination and focus and debuted as a Sales Director in December 2009. All of this, I accomplished while working full time. Thirty days later, at the age of 27, I walked out of my corporate job for the last time and I have to say it was the most liberating experience I have ever had. Like my dad, I now work for no one but myself and I have the most amazing career and life ahead of me to live the way I have always dreamed. I was blessed in 2010 to make my first appearance in the National Queen’s Court of Sales and walk across stage at seminar to pick up my first diamond ring from Mary Kay and we have since earned our fifth Mary Kay Career Car and second diamond ring! In 2014 our Mary Kay unit was recognized as the most improved for New Mexico and in July 2018 I was selected for the Miss Go Give award for the Ruby Sales Division.

Independent Senior Sales Director

Cheryl Romero

My Parents, Phil & Sandy

Picking up my first Mary Kay Car!

Our daughters Brooklyn & Lily

My husband, Tomas, and I visit Blarney

Castle, Ireland (right) and the Eiffel Tower

in Paris (far right)



Educational Resources

THOSE WHO SHOW UP, GO UP Company statistics show that 97% of successful Mary Kay car drivers and directors

attend success meetings EVERY WEEK to build their business. Invest in yourself and your future by showing up to EVERYTHING.

1. Weekly Success Meetings Weekly Success Meetings are held on Thursday evenings 6:00 p.m. - 8:00 p.m. at the Mary Kay Training Center located at 2201 San Pedro NE, Suite 1300. First meeting FREE! $8/Meeting or $20/Month to help offset lease costs

Directions: From I-40, exit San Mateo and go South. Take a left on Indian School. Take a left on Haines (stop sign). Take a left on San Pedro (light). First left into parking lot of San Pedro Office Park. Go over one speed bump an take a left into the parking lot. We are in Building 1. The doors face West and the door on the right will go straight back to our training center. Doors lock at 7pm. *Dress code: MK Professional = Skirt or Dress (No Pants), Panty Hose, Closed-Toe/Peep Toe Shoes *No children under the age of 17 permitted in the Training Center

2. Weekly Saturday Morning #mkbossbabes Conference Call 8:00 a.m. MST/ 9:00 a.m. CST/10:00 a.m. EST. This call is designed for consultants who want to grow their business and includes weekly challenges. You can download the weekly fully circle tracking sheet from www.mkstarlets.com password: starlets

(719) 428-1993

3. Daily Million Dollar Message Listen to TOP directors share a short inspirational and educational daily hotline message.

(641) 715-3900 Access Code 44336#

4. MKUniversity Online Education Course Login to your Mary Kay In Touch website for this incredible online education series.

5. Our Unit Website Resources for every aspect of your business are available here.

www.mkstarlets.com Password: starlets

6. Cheryl’s Contact Info (505) 620-3668 (cell)/(505) 207-0348 (business line)

[email protected] or [email protected]

www.dreamcatchers.mkunit.com 512-484-5865 cell 512-280-6672 fax [email protected]

DreamCatchers Going W.I.L.D! Working Intently ~ Living the Dream


Cheryl’s Starlets - SHINE ON!


Who Do You Know?

As a Mary Kay Independent Beauty Consultant, you will begin hearing the term “booking,” which simply means scheduling appointments to introduce and sell Mary Kay products. When you book appointments, you are provided with the opportunity to one-on-one service and build relationships. Through these relationships, you begin to build your customer base, which is critical to the success of any professional salesperson.

Who do you book? Anyone you know. You can book friends, family and acquaintances. Think outside the box. Don’t limit yourself to close family and friends.

Who do you know? So you think you have no one else you can book? Think again! Take a look at the following list to see if you can come up with a few more people to contact.

• Former Co-Workers

• Former College Mates

• Former Neighbors

• New Neighbors

• Pet Groomer

• Pharmacist

• Dental Hygenist

• Church Members

• Florist

• Your Maid of Honor




• Department Store Clerk

• Bank Teller

• The Grocery Checker

• The Jeweler

• The Lawyer

• Soccer Moms

• Your Kids’ Teachers

• Babysitter

• Book Clubs

• Moms Groups

• Networking Groups

TIP: When booking from friends and family, consider each friend and family member book her own party. This way she can invite people you don’t know; creating an opportunity for you to meet new, potential customers.

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Script for Booking Your Pearls of Sharing

CALL OR TEXT YOUR TOP 10-15 WOMEN YOU LOVE IN YOUR LIFE TO HELP WITH PHASE 1

OF OUR NEW CONSULTANT TRAINING

"Hi______, It's _____do you have a quick minute?

Great! I’m really excited because I just started my own business with Mary Kay! A part of my new

consultant training is to learn from my director how to share some facts about our business with the

sharp women in my life, so of course I thought of you!

You definitely do not have to have an interest in starting your own business. I just want to learn a

little bit about what I am doing and all the fun things that available to me. It will be very educational

and I will get to earn some pretty jewelry for you helping me!

Any reason why you couldn’t take about 30 minutes of your time to grab coffee with my director and

me in the next week or 2? I’d owe you big time for supporting me!

If you/she are not local to me we will do this over a 3 way conference call, so just replace

coffee with “...30 minutes to hop on a 3 way call”

Get a few times that work in her schedule and call Cheryl to get it on her calendar then

confirm the appointment with her.




Hold Three Sharing Appointments within your First Thirty Days

to Earn Your Pearl Earrings

Hold Three MORE Sharing Appointments within your First Thirty Days

To Earn Your Pearl Bracelet

Add your first active Team Member within your First Thirty Days to Earn

Your Pearl Necklace

Script for Booking Your Power Start

Getting Started 1. Complete your contact list 2. Mark your date book with 8 appointment times in the next 2 weeks 3. Text or call friends using the following script! IT WORKS. Be excited! Even if via text use some

excited emojis! 4. Be ready for their objections (they’re to be expected) 5. Pick a goal to schedule your first 3, 5 or 8 appointments! (Never book 1 or 2 at a time, always

have 3-8 so half can cancel and you still have appointments!) 6. For phone calls, read the script over and over until it sounds natural to you. For texts, make the

text flow easily within your text conversation and where it makes sense for a typed conversation not a live conversation! Match your communication style with how you normally talk to your family/friends.

7. Resist the temptation to change this or re-invent the wheel!

Your Script “Hi _____, it’s ______. Do you have a quick minute? Great! I am so excited because I just started a new business with Mary Kay and I need a huge favor. I have a goal to practice on 30 faces in my first month so I can learn! Would you let me borrow your face and treat you to a little pampering? It would be so much fun and would really help me out! (pause) Great! Would a weekday or weekend be better?” (pause) Continue to give her no more than 2 choices at a time until you book it. Then say… Turning the facial into a party “Okay awesome! So your appointment is free for you and up to 5 friends so is there anyone you’d like to share it with? (if she says yes...if not move on to next line) Great! I’ll be there for your regardless, but for now go ahead and see who would like to join you! I’ll follow up with you in a few days to see what they said. Thanks for helping me with my goal and I can’t wait to get together with you, we are going to have so much fun!” The key is in the follow up! Don’t expect appointments you schedule to just magically happen. The magic happens in between the time of scheduling and the scheduled date. Stay in contact with her about any friends that may be joining her, her preferred location, etc. Confirm several days before and then again the day before.




Script for Booking Your Power Start

Overcoming Booking Objections LISTEN to the objection - CLARIFY what she says - ACKNOWLEDGE the concern & - OFFER the solution End each response with: When would work better for you, weekdays or weekends? I don’t wear make up: That’s ok! Because Mary Kay is primarily a skin care company, so we won’t even be focusing on makeup, just our fabulous skin care products. Plus getting your opinion of our skin care would be super helpful to me and I just need to practice! Let me check with my friends and I’ll get back to you on a date: I totally understand …but why don’t we book a tentative appointment so that you have something to work towards. We know that you and I need to be there so…let’s schedule a date that works for us and you can see who can come. Otherwise, if you try to coordinate everyone’s schedule it will just get crazy…so when would be good for you, weekdays or weekends? I’m just too busy: I totally understand! And since I’m just practicing we can just try a few quick products, not necessarily all of them, and it will still count toward my training. We can even squeeze it in between work and other things or on a lunch hour or weekend! You may even enjoy the short break from all the craziness and feel pampered. So would you prefer a quick “on the go” appointment during your lunch hour? Or between appointments, work, gym, etc.? I don’t have any money: I completely understand. Just so you know, this is just practice for me so there is absolutely NO obligation to purchase anything… I’d just love to borrow your face, get your opinion on some of our products, and for you to have some fun. We could even include some of your friends and you can get products for free?! I only use brand X: Great! I love when a woman understand the value of using a good system. If you would still let me borrow your face for a complimentary pampering session so I can practice, all I’d ask in return is your honest opinion of how our skin care system compares to yours; you don’t have to buy a thing! I tried Mary Kay once and broke out: I’m so sorry to hear that! How long ago? May I ask what you mean by “broke out”? Was it blemishes (wrong formula) or little red itchy bumps (allergic reaction or sensitivity to an ingredient). It sounds like it may have been the wrong formula/ingredient sensitivity (choose) and I would love to get together for you to try our NEW skincare that just came out! Or we can just do our makeup products if you prefer!




Script for Pre-Profiling Guests

Why should I pre-profile my skin care classes/beauty experiences? 1. It encourages your Hostesses to get her list of attendees and phone numbers quickly. 2. You can build rapport with the guests that increases attendance 3. The guests are encouraged by your enthusiasm and professionalism 4. You are able to prepare for anyone’s special skin care needs: Allergies, Rosacea, Acne, etc.

Once you get the list of attendees from your Hostess 1. Pre-profile your hostess 2. Tell her you will be calling/or texting her guests to do the same—ask her which they prefer 3. Call or text everyone on the guest list at least 2 - 7 days before the party 4. Encourage the Hostess to call or text each guest the day before the party

What to say if you call (see below for text instructions) “Hi _____, this is ______and I’m the Mary Kay Consultant having the get together with (Hostess name) on (date), do you have a quick minute? Great! I am calling to get to know a little bit about your skin so I can be professionally-prepared for your skin type and needs; is that ok with you? Great! 1. Is your skin normal to dry or combination to oily? (pause) Okay Great! Is your skin tone Ivory, Beige or Bronze? (pause) Okay Great! 2. What skin care products are your currently using to clean your skin? (pause) Okay Great! 3. Have you ever had tried Mary Kay products before? If answer is no, your response is: Okay, Great! If answer is yes, ask: Okay, Great - about how long ago was that? (pause) Do you have a Mary Kay consultant that is currently servicing you? If answer is no: Okay, Great! If answer is yes: Okay so here is how this works. If you fall in love with any products, you are more than welcome to purchase them from me that day, but after that I will not follow up with you and allow your con-sultant to service you. Does that sound okay? 4. If you could change one thing about your skin, what would it be? (pause) Okay Great! 5. Do you have any additional questions or concerns about your skin that I can address? (pause) Okay Great! Thanks! I am so excited to meet you…we are going to have a great time! Feel free to call or text me if you have any questions before I see you on (day). See you soon!”

If you are texting, introduce yourself and then ask them to answer the following 5 questions when they have a quick minute.




Please remember that each one of us represents all of us. Whether a full-time or part-time Consultant - WE ARE ALL PROFESSIONALS!

Do... Don’t...

Wear skirts, dresses, or skirted business suits to all Mary Kay appointments. Wear hosiery to meetings & company events. Coach your guests who will be attending Mary Kay functions with you concerning the appropriate attire as well, so that they will feel more comfortable.

…wear slacks, shorts, skorts or sandals, etc. to Mary Kay success meetings, skin care classes, facials, or workshops.

Abide by Mary Kay’s Social Media Guidelines when marketing your business through social media. Have a business page (that customers can “like”) AND a private/secret customer group for marketing your business to your customers.

...sell products on your facebook timeline, post sales on your timeline, market to other people’s customers through your timeline, etc. Also there is ABSOLUTLEY NO selling or posting in facebook marketplace, ebay, amazon, craig’s list and other online selling sites.

Teach skin care and cosmetics using your skin care class flip chart, Look Cards, and even your own face to demonstrate application techniques.

…touch anyone at a Mary Kay class or facial or apply their skin care or makeup for them. To do so would violate one of Mary Kay’s most important rules.

Apply the Golden Rule - “Do unto others as you would have them do unto you” by asking if a prospective client currently has a Mary Kay Consultant.

...take a customer from another Consultant who was servicing her clients properly.

Take care of clients by using the “2+2+2 Rule” by contacting them within 2 days, 2 weeks and every 2 months after meeting with a them. .

…leave your clients hanging. They usually have additional skin care questions within the first 2 weeks and always appreciate your follow up when it is time for them to reorder.

Suggest childcare arrangements to your guests/clients during a class, interview or guest appointment. Remind them that children should not attend Mary Kay functions.

…extend invitations to your clients to bring their children with them. These are business functions.

Order products directly from the company to service your clients. It is always easier and more profitable to have the products on hand and you provide much better customer service if clients do not have to wait for their order.

…borrow products from fellow consultants. As Consultants, we are all independent business owners.

Maintain a positive regard for your fellow consultants. Have a positive Go-Give attitude! This is what sets our company apart from the rest!

…join conversations that contain criticism or negativity about your company, area, unit, or fellow consultants. Neg-ativity is not a part of the Golden Rule.

Treat your Mary Kay functions as business functions by acting professional and following Mary Kay guidelines. Please turn cell phones off or silent.

…smoke during a Mary Kay Skin Care Class, facial or sales meeting. Never serve or consume alcoholic beverages at a Mary Kay function.

Share the Mary Kay opportunity with others. You never know who is looking for something more!

…assume a person is not interested in the Mary Kay opportunity for themselves. After all, you wouldn’t be part of this wonderful Mary Kay Family if someone hadn’t asked you.




Do’s and Don’ts of our Mary Kay Business

Organizing and Managing Your Time

It was important to our founder, Mary Kay Ash, to build the Company based on helping women maintain a healthy balance of Family, Career and Spiritual time. The Mary Kay opportunity allows you the freedom to spend as much or as little time as you want growing your Mary Kay business.

What’s important is to maximize your time. Mary Kay always said, “Plan your work and work your plan!” Here are a few tools to help you get focused each week.

National Sales Director Jan Thetford says these two tools help her keep her priorities in line. She says, “Part of that is learning to accept that I’m never 100 percent caught up. But I have peace at the end of my day because, through my planning, I know I’ve done what needed to get done. It makes it so much easier to change from my suit, in my mind, and put on my ‘mama hat’ before I walk through the door at my home.”

1) Use the Six Most Important Things List - Sometime each day, usually before bed or first thing in the morning, write down your list of the six most important Mary Kay activities you need to accomplish. You may even want to do the same for your personal time. This list helps you stay focused each day and gives you the opportunity to check things off the list.

List the most time consuming or hardest task first, even though that may be the thing you least want to do. Do it first and the rest can feel like a breeze!

2) Use the Weekly Plan Sheet - You can use these weekly plan sheets to maintain a balance of work and play. At first, you may find it hard to believe you can arrive at a good balance, especially when you are so passionate about both your Mary Kay business and your family. With your weekly plan sheet you can become more aware of how you spend your time. Color coding is a great way to evaluate how well you are balancing your life. Green is a great color for your Mary Kay Income Producing Activities!

3) Focus on Income Producing Activities - Focus on activities that produce income. This could help you to streamline your Mary Kay business. Scheduling appointments, customer follow up, scheduling sharing appointments and hosting skin care parties are all examples of Income Producing Activities.




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