THE NANCY MOSER 5-7 DAYS HOSTESS
COACHING GUARANTEED SUCCESS APPROACH
Twenty-two years ago when my husband changed jobs to begin his own business, we became more dependent
upon my Mary Kay career income, and I realized how necessary it was to coach my hostesses well for their
classes and to obtain the guest list 5-7 days in advance! I discovered that 5-7 days to be magic versus 1-3 days
because at that time women began working outside the home even more and seemed to schedule themselves at
least a week at a time. I feel that the hostess needs to ask the majority of her guests in advance so she knows
where they stand; you also have time to pre-profile and confirm their attendance plus have time to have her
invite more guests if they can not attend. This assures her having a successful class and being a happy
customer! Also, there is less pressure for you to keep your appointments holding!
At that time in my career, I was consistently holding two classes per week, working one day a week as a Dental
Hygienist and working as a housewife with two pre-schoolers besides volunteer work and activities. Because I
needed to consistently hold 3-5 classes per week and financially there was no room for postponements or worse,
cancellations, I followed, and still do follow, the guidelines and pre-profiling conversation below:
1. When I book my hostess, I immediately send her a postcard saying: "Hi Mary, I enjoyed meeting you
at Susie's skin care class and look forward to checking your results with your friends on Tuesday, July 27 at 7
PM. Please call me with your guest list by Tuesday, July 20, so I can pre-profile them like I did you and our
class will only take one and one half to two hours of your time like I promised! Enjoy your skin care, and I'll be
talking to you soon. I can't wait to give you your compact gift for having at least three women who want to
learn with you on this date. Call me if you have questions and have a nice day!"
2. In my datebook note section the week before her class, I write: Call Mary for her guest list. I do not
assume that she will call me, after all, getting the guest list is my business responsibility. Yet, after coaching
my hostesses this way for four years, many of them do call me now and it's great!
3. When I call her seven days before her class, she may have the guest list ready but if she says: "Gee,
Nancy, my kids have been sick and I just haven't had time to call anyone yet," I say, "I understand Mary, I have
children too, when would be a good time to call you back tomorrow and get your guest list so I can pre-profile
your friends like I did you?" You see, she still has plenty of time to call her friends who have busy schedules
too; but if you wait until 2-3 days before, the chance of her pulling it together and having 4-6 friends there is
less likely. This also gives you more time with your busy schedule to reach her guests.
4. When I call to pre-profile her friends, this is what I say: "Hi Kathy, this is Nancy Moser, Professional
Skin Care Consultant with Mary Kay Cosmetics, do you have a minute? (pause) Great! I am the consultant
who will be teaching Mary Smith's skin care class on Tuesday, July 27 at 7 PM and I just need to ask you a
couple quick questions about your skin so I can bring the right demonstration products. First of all, have you
had a Mary Kay skin care facial before? Yes or No (if yes) Are you currently using our skin care program?
(If Yes) May I ask who the consultant is who is servicing you, maybe I know her? (pause) Oh sure, I know her,
she's great and I just want to reassure you that we do not take customers from each other but you can attend
Mary's class, learn from me and purchase anything you need to help Mary's sales, but of course, you would
remain _______'s customer.
(If No) Then may I ask what you are currently using to cleanse your skin with daily? (Name), is your skin
normal to dry, or combination or oily? (Name) and are you troubled by whiteheads or blackheads or pimples
regularly? (I just ask the first two questions on the profile and they complete it at the class). I write all answers
on their profile. "The class will take an hour to an hour and a half of your time and it's complimentary. But
because it is health care, I do bring products with me so if there is anything you're dying to have, you can take it
home with you that night to continue your results. We need to start promptly at 7 PM all together. I will be
teaching basic skin care, basic glamour and I always give your a private consultation at the end to receive your
opinion and to answer any personal questions you might have. May I also ask what you are interested in
learning from me that night, Kathy? (listen) Do you have any questions? (listen) Mary could only invite six
women at the most, so she thought of you, Kathy, because you're so reliable and a good friend. If for some
reason you can not make your appointment, please let Mary know as soon as possible to fill your spot. Thank
you for your time and I look forward to meeting next Tues. at 7 PM. Have a nice week!"
By asking these questions in advance, you know where to concentrate your teaching efforts with each client to
make the facial more personalized. Your class will begin on time or at the worst, 10-15 minutes late which is
no problem. Since I pay a sitter in the evening, I want to make sure that my appointments hold and begin on
time! Plus, it is awkward to keep the other guests waiting when you're not sure if the other guests are coming at
all or late. Explain that the facial is complimentary and we're known for on-the-spot delivery. She'll know to
bring her checkbook and then I don't have that objection to worry about! I also spark her interest by asking her
what she would like to learn. This helps me to pamper her and teach her more personalized information.
5. I have also found by pre-profiling this way, that I have many clients attend my classes that were
deciding not to without telling their hostesses. Sometimes it was because of a reason that I easily overcame like
this one: When Sue, one of my best clients and not a business associate was pre-profiled, said: "Nancy, I don't
think I'll be coming," and I said, "Sue, may I ask why not?" She said, "Well, I had a facial 8 years ago and I
broke out." I said, "May I ask what happened when you broke out?" Sue said, "Well, I have oily skin and
when I put that greasier cleanser on, my skin reacted." I said, "You know, Sue, we really did not know what we
know today about oily skin needs, but now we have products dedicated to you!" "If you hesitate to apply them
to your face we can always patch test your arm. I know that our company would value your opinion of our new
oily skin products since you have special needs, and anyway, you can always learn new glamour tips from me.
I'm an expert"
Sue did come to the class, received her facial and purchased the basic. She was one of my best and happiest
clients and hostesses, and today, she is one of my personal team members. I really believe that the rapport you
establish in that call excites them to attend for their friend and to meet you. Just think, I would never have met
Sue if I hadn't received the guest list 5-7 days before and called her. Besides, I really like her as a person and
6. You've heard over and over that "If a class is worth booking, it's worth coaching." I really believe that
this 5-7 day coaching approach works best with everyone's busy schedules. When I began to do this approach
during my three month Director Qualification period, it enabled me to hold 3-5 classes per week, hold 3-4
interviews, have phone time and "manage" my entire life time more efficiently.
Happy Booking, Coaching, and Career Success!