"Mary Kay Skin Care Class Using the Flip Chart"
Mary Kay Skin Care Class Using the Flip Chart Revised 1/11/08 Note: * Print out pages and tape in Flip Chart (revised 6/07) * Phrases in Blue are INSTRUCTIONS FOR YOU ONLY * Phrases in Black are dialogs to use with the guests * To keep you on track, key words are highlighted * Order of Application is on Page 21 of Beauty Book. Additional information can be found www.unitnet.com/ckosena Class outline based, in part, from Meg’s Skin Care Class. Modified: CKosena 01 11 08 PAGE ONE: Welcome and Thank Guests for coming tonight, (give them goodie bag to open later) Thank (hostess). Ask what products she likes best so far. Three gifts that (hostess’ name) will receive for being my Hostess tonight. #1. (hostess’ name) gets $50 in free product, #2. Her very own personal color analysis and makeover. I came over early and just look at her…doesn’t she look great? #3 (Hostess’ name ) can select a really great (current company gift) if two of you ladies book a party with me. (Hostess’ name) has selected this (show the gift). Now, I believe every single one of you are going to want to book a party with me tonight and get on my calendar. If at least two of you do, (Hostess’ name) gets this as her gift, plus you can earn $50 in free product and get your own personal color analysis and makeover. So just be thinking through that if that’s something you’d enjoy we can talk about it more when we meet individually. Let me give you an overview of what we’ll be doing tonight: I’m going to tell you a little bit about Mary Kay, a little bit about myself, and we’re going to talk a lot about skin care. At the end I’ll meet with you all individually and we can discuss your individual needs and answer any questions you might have. PAGE TWO: Please turn to Page 1 in your beauty book. ( It shows picture of Mary Kay). I really like to show this picture of Mary Kay, because a lot of women wonder if she was a real person. Mary Kay is not like Betty Crocker, who was a made up brand name, but instead, Mary Kay was a real woman who created the company in the 60’s. She created the company so women could achieve financial success and a balanced family life. The core values of Mary Kay are Faith First, Family Second, and Career Third. I love, love, love that, because those are my values as well. It’s wonderful being surrounded by like-minded women. PAGE THREE: Now to give you some fun facts about Mary Kay: • Mary Kay Cosmetics just celebrated their 45th anniversary • There are more than 1.6 million women who make up the Mary Kay sales force in over 39 countries • Mary Kay is the #1 Brand of Skin Care and Color Cosmetics, and has been for the past 14 years, that’s comparing Mary Kay with the “Prestige brands” found in department stores. • In 2007 The Mary Kay Ash Charitable Foundation raised $4.5million towards eliminating cancers that effect women and ending domestic violence. • And then my favorite FUN fact is that there are more women earning 6 figure incomes in Mary Kay than any other company in America. • We are one of the few and maybe the only Direct Selling companies that offers a retirement program. • So truly, Mary Kay’s desire to give women financial success while they balance family life has come true. PAGE FOUR: I’m often asked why I started my Mary Kay business so I’d like to share just a little bit about myself and how I became involved with Mary Kay. (tell your short “I” story in 1-2 min while overcoming the objections of Time, Didn’t know anyone, Money, Shy, didn’t wear makeup etc) -what you did before you started your business -why you decided to become a consultant -how your life has changed, what you have enjoyed so far -what you like best about being a consultant -next career goal is and when it will happen (plant the seed): “Mary Kay always said there is at least one new Beauty Consultant at every Skin Care Class, I wonder who it is tonight? If you’re a little curious watch me and see if you could do what I do and we can talk about it more when I meet with you individually.” If you look beside your tray, you can see I’ve placed my business card there. On my business card is my phone number and my website…you can go online and purchase product from me 24 hours a day, 7 days a week. You will receive personalized service and the convenience of being able to shop in the comfort of your own home from your computer year round – no trouble finding time to shop or a parking space or fighting the crowds. Who could get excited about that??!! (raise your hand and nod head) The other great thing about purchasing product from me as your consultant is that you are purchasing from a small business owner, you’re getting the #1 brand of skin care and color cosmetics and you’re supporting a real person, which in turn helps support my family, my goals and dreams, and a lot of women really love that! PAGE FIVE: (Discuss the 100% Buy back Guarantee) There’s one more thing that I want to tell you that’s really, important. Mary Kay has a 100% Satisfaction Guarantee. Does anyone have a ‘cosmetic graveyard’ – you know, products you purchased that when you got them home and you tried them in your bathroom lighting they didn’t look so good so you tossed them in a drawer or box? (raise hand and nod) Well, you’re going to love this! Because whether it’s a cleanser or a lipstick or an eye cream, if you are not 100% satisfied, you return the product to me, and I replace the product or give you your money back, no questions asked. Isn’t that great? And I’m not penalized! So you never have to feel bad about returning your product to me, because I will send the product back to Mary Kay, they ship me a new product, and we’re good to go! So it’s always a no-risk purchase with Mary Kay, so keep that in mind as well. PAGE SIX: The products that we’re using tonight are both Anti-Aging AND Anti-Wrinkle, and so I want you to understand the reason they’re Anti-Aging and Anti-Wrinkle. The great thing about our patented TimeWise products is that they work with your skin’s natural renewal process. The good thing about your skin is that it’s constantly regenerating itself and it’s constantly renewing itself – in fact, it’s regenerating itself every 4-weeks. What that means is that the skin cells from the bottom of the epidermis move to the top of the skin’s surface, so every four weeks we’ve got new skin! What these TimeWise products do is speed up that natural renewal process of your skin. Your skin becomes naturally healthier-looking, younger-looking, more balanced, more supple, more beautiful…all of those things because that four-week cycle has been sped up. Does that make sense? Okay, Great. PAGE SEVEN: Please turn to Page 7 in your Beauty Book where you’ll find the picture of our Miracle Set. These are the products that we’re going to be sampling tonight. When these products are used together, the formulas reinforce the benefits of one another. (Repeat because this is really important)—This feature is really important…when these products are used together, the formulas reinforce the benefits of one another. So for instance, before I was using Mary Kay, (give your own 30 second testimonial about using pieces of this and that brand) I’ve learned, when you get on the same product line, every single product is scientifically formulated to work together with all the other products in that same line. So your skin gets in this moisture balance, “moisture check” is what I l call it, where you’re not having the “oily zone” and dry patches and all this random stuff going on with your skin! Your skin becomes balanced, and healthy, because everything is working together to give you that correct balance. If you’re not on an anti-aging skin care line, you’re never too young and you’re never too old. If you don’t see a lot of age on your skin yet that’s GREAT, you can get those anti-aging benefits while you’re young. If you do have more age on your skin, it’s not too late to get on an anti-aging skin care routine to get those benefits too, because it will make a huge difference. PAGE EIGHT: There are 5 essential steps to good skin care. What do you think some of those 5 steps might be? (help them with these answers) The 5 steps are: Cleanse, Exfoliate, Freshen or Tone, Moisturize, and Protect. All five of these make up your perfect skin care routine. The Mary Kay Cleanser is a 3-in-1! So if you’re a busy woman like I am and you don’t have a lot of time to spend on skin care, you’re going to love our cleanser, because it knocks out three things in only one step! Let’s go ahead and pull your hair back. There are headbands on the table, and we’ll start our facial. Your cleanser is in your tray. (pass around individual damp washcloths). Use the cloth to dampen your face, and then apply the cleanser using two fingers and apply it to your face, in an upward, outward motion. Can you feel the Microbeads that are exfoliating or removing the dead skin? There are also botanicals that tone, and then of course you’re also removing your makeup, so you’re cleansing your skin. So, you’ve just done 3 steps in one easy step. Now once you have that on, you can use your cloth to take it off. Now if you look in your neighbor’s tray, some of you may have a clear cleanser and some of you may have a creamy cleanser. That’s because our cleanser is specially formulated for your skin type. If you have dry skin, you’re using a cleanser that has extra moisturizers in it to help moisturize your skin. If you have combination or oily skin, our cleanser will help with that excess oil that you have on your face. Our cleanser also comes in a bar form if you like suds, so there are two different options with that. How does your skin feel? PAGE NINE: I have a fun question for you…at what age do you think you start losing collagen in your skin? The answer: Your skin starts losing collagen in your teens! Collagen is a structural protein that forms a network to support the outer layer of your skin giving its firmness and resiliency. Can you see why it’s important to use a formula that renews the collagen that you’ve been losing for however many years? How can you do that? By using our Day and Nght Solution. Mary Kay formulated a Pronewal treatment—a product that gives you protection during the day with the Day Solution, and renewal at night with the Night Solution. (Pass around DAY SOLUTION - ask them to squirt on back of hand to feel the texture and rub it around. ) The Day Solution contains collagen-enhancing peptides. What do they do? They help to ignite the skins ability to restore elasticity and diminish the appearance of deep wrinkles and relax expression lines. It has an SPF 25, which is the perfect SPF for you to use on a daily basis. It’s a full-spectrum sunscreen. Who knows what a full-spectrum sunscreen is? It protects you from UVA and UVB rays…a lot of the sunscreens on the market are not full-spectrum, so it’s very important that you use an SPF that protects you from UVA rays, which are rays that age you, and UVB rays, which are rays that burn you. It protects you from both. The Day Solution also contains antioxidants that neutralize free radicals, and light diffusers to soften the appearance of fine lines and wrinkles. There is a lot going on all at the same time to help fight fine lines and wrinkles while you’re getting that protection on a daily basis that you need! (Next, Pass around the Night Solution to squirt on back of their other hand) . The Night Solution has pink, purple and white nutribeads. I want you to feel the texture. It’s a lightweight serum. You put this on at night, so as you sleep, your skin is being renewed. This is going to restore elasticity and firmness in your skin, which you’ve been losing for several years. You do this right after your cleanser and leave it on. In the morning you use your Day Solution, and at night you use your Night Solution….does that make sense? Great. The Day and Night Solution work together – it’s like a good marriage . PAGE 10: (Moisturizer in the tray- apply to face). Our Moisturizer, just like our cleanser, is specially formulated for your skin type. Again, you want to go in an upward and outward motion. So if you were using a combination-to-oily cleanser, you’re also using a combination-to-oily moisturizer. And the same with your normal-to-dry cleanser, you’re using a normal-to-dry moisturizer. Our moisturizers give you a combined action of 10 hours of hydration along with the patented TimeWise complex that speeds up the natural renewal process of your skin. The great thing is that every single product in our TimeWise line speeds up that renewal process, so you’re getting that with every single product. I talked before about moisture balance or “moisture check,” and it’s really, really important…this is going to make sense when I tell you this: a lack of firmness in your skin is, in part, caused by a loss of moisture. Isn’t that amazing? That A lack of firmness is, in part, caused by a loss of moisture. Okay, lets talk about your eyes for a second: The skin around your eyes is ¼ as thick as the skin everywhere else on your face, that’s the first place we start to age. Because you don’t have as much oil (and therefore moisture) in that area. Can you see why using the right eye cream becomes very important? Now who here is using an eye cream on a daily basis? We all need to be doing that… We have 3 different eye creams. First, Firming Eye Cream. 96% of the women who used this firming eye cream saw a noticeable difference in fine lines and wrinkles in four to six weeks. It firms up the sagging skin around your eye area as well as help diminish the fine lines and wrinkles. Good if you’re 30 or older. Under 30 and you want a thicker, more advanced eye cream, you can still use it. The second eye cream is the Age-Fighting Eye Cream. This is a lighter-weight formula that you can use if you don’t see lots of lines and wrinkles around your eye area yet as a preventative measure, to restore that moisture. The last eye cream I want to tell you about isn’t anti-aging….it’s an instant puffy reducer – it’s our Indulge Soothing Eye Gel! This is for the mornings where you got no sleep and you wake up and your eyes are all puffy. This is going to be your best friend! You can keep it in the refrigerator and put it on when it’s cold. It restores 110% of the moisture back into your eye area, which is why the puffiness goes down in only five to ten minutes. PAGE 11: Okay, I’ve gone through a lot of products, so let’s review your morning and evening routines really quick. In the morning you start with your Cleanser, Day Solution, Moisturizer, finish off with an Eye Cream, and Foundation. You’re done! At night, you’re going to use your Cleanser, Night Solution, Moisturizer, your Eye Cream and you’re done. Seriously, it will take you three minutes morning and night, to see dramatic results, and your skin will feel so much fresher and cleaner and renewed. (Show them the Order of Application in the Beauty Book – page 21) Foundation is the last step to skin care - it protects the skin. Let’s go ahead and apply your foundation. The foundation is in the third little hole in your tray. Put a few dots on your forehead and blend your forehead, put a few dots on your cheek and blend your cheek, do one section at a time. Our liquid Foundation is made with marine extract pigments, which are the highest quality pigments you can purchase, so a little bit goes a long way. You can actually use a third less of our foundation than you would your normal foundation. We have several different foundations. The foundation that you’re using right now is a Medium-Coverage liquid foundation - very light weight for normal-to-oily skin, a Full-Coverage foundation, for normal-to-dry skin, a Cream Foundation, a Creme-to- Powder foundation, and our Mineral Powder Foundation which is lightweight and yet build-able for just the right amount of coverage. (Show Mineral Powder and Custom Brush). But whatever you’re used to, the key to foundation is that when you put it on, no one should be able to tell you have it on. A foundation evens out your skin tone and protects your skin. Is everyone happy with their foundation shade? Great! Once we know your Foundation shade , I know what concealer, what powder to match with it, and so you get a much more even skin tone. Everything matches, so you’ll be very, very happy with your skin tone. Page 12 : Name game/ Satin Lips We are going to take a break and play a fun game. But first who has challenges with dry cracked lips? I am going to let you sample our Satin Lips which is a 2-part system. The Mask can be used once or twice a week to buff away dry skin and then you’d apply the Lip Balm which will moisturize and soften your lips for up to 6 hours. Let’s apply the mask. (let it stay on their lips while you play this game) WE’RE GOING TO PLAY THE DESERTED ISLAND GAME… Just imagine… you have been stranded on a desert island for months…months!! You have no means of getting off – so you’ve basically made the best of the situation – figured out food, built a tiny hut, etc. Until one day, off in the distance, you see what appears to be a boat. Nothing big, but a boat nonetheless. And in it, as it gets closer, you are able to see the person inside the boat – a true blue hotty – the man of your dreams, and if it’s not your husband – remember, it’s a game - I’m not even going to tell!! ☺ What you realize is that you have about 60 seconds to get into your hut and put on ONE glamour item of your choice – that one item you know you could NOT live without. 60 seconds – and he’s on shore. Remember – foundation is not glamour, even though it does make you look fabulous! So what’s your one glamour item? Turn your Profile Cards over to the back and write anywhere on the back what that ONE glamour item would be. Okay, we’re going to play the Name Game. What you’re going to do is, when I say go, you’re going to write down as many names and numbers as you can think of on the back of your card. And whoever has the most names and numbers will get to take home the Glamour item they just wrote down. Isn’t that FUN – FREE PRODUCT! Okay, now, there’s only 2 rules: The first rule is you can’t include anyone’s name that is here today. And the second rule is you CAN cheat! You can use your cell phones! So, go ahead and get your cell phones. You’ll have 2 minutes and whoever has the most names and numbers written down will get to take home their must-have glamour item. Okay, READY? SET? GO!!!! (don’t time this…if still writing names and numbers, give more time but while they are writing, squirt Balm in their trays, beginning with the first guest that finishes the name game. At some point say “Just a couple more seconds! “ Then, “okay time’s up. Who had at least 5 names? GREAT!! Who had at least 10 names? WOW!! 15 Names? (keep counting up until there is a winner) Awesome! Way to go!! ask the winner…”What was your item of choice? Perfect! You are going home with it today! I’ll give it to you when we meet individually. Great job!” Doesn’t a game seem a whole lot less fun when you don’t win?? I have an idea, ladies – we’ve talked about booking a party so you can have your own color analysis and receive $50 in free product. If any of you leave here tonight with a date scheduled on my calendar, you will win your glamour item of choice too – what the heck! I’ll just bring it to your appointment. It’s more fun when everyone wins, don’t you agree? (Have them remove mask and put balm on). PAGE 13: Lets talk about Microdermabrasion. Who is familiar with the term “Microdermabrasion?” Women are going to the spa and paying several hundred dollars to get microdermabrasion done professionally, and Mary Kay came out with a Microdermabrasion Set that you use two or three times a week in the shower and you get the exact same results! I LOVE this microdermabrasion! It is my favorite product…you use it one time, and your skin will feel the freshest, the cleanest, the most renewed it has ever felt. I’m going to pass this around, squirt on back of hand and rub it around feel the texture. It contains the same aluminum oxide crystals the spa’s use; it’s a heavy-duty exfoliater. I’ll pass around this cloth so you can remove it. Microdermabrasion instantly fights fine lines, refines your pores and softens your skin. Lots of women complain that their pores are visually large….they say “if there was one thing I could change about my skin, it’s that my pores would be smaller.” When you refine your pores, it helps with oil control. When your pores are smaller, they produce less oil, when they’re larger, they produce more oil. Microdermabrasion also gets rid of all the dead skin cells that dull the skin because the dead skin cells sit on top of your skin. Remember how I talked about that four-week cycle, how your skin cells regenerate themselves and move to the top? You want to make sure you remove the dead, dull, skin cells. That’s why your skin feels so fresh, polished and smooth after you use Microdermabrasion. It’s best to do this in the shower because you want to make sure you rinse all of it off. You’ll cleanse and rinse your face first so it’s really wet. Then squirt Step 1: Refine on your fingertips, rub it around your face for 1-2 minutes, avoiding your eyes and lips. Rinse your face well, get out of the shower and pat your face dry. Next, Apply Step 2, which is called “Replenish.” I’m going to pass this around. It’s a lightweight serum. You just exfoliated your skin so well that you need to replenish your skin to restore all the moisture to soothe, smooth and soften your skin. This is just a wonderful product whether you have large pores or small pores. It also helps with blackheads, acne scars - it’s an all-over incredible, incredible anti-aging, anti-wrinkle product…by far my favorite—I love it! Page 14 I really wanted to highlight the Ultimate Miracle Set tonight, because, I believe it is the number 1 most effective program out there. There are other products that I can talk to you about when we meet individually afterwards as well. If you are concerned about Sun spots, age spots, expression lines, dark circles, acne, we have specialized products that work! We have products for men and teenagers as well and I can talk with you about those individually . Inside your gift bag that you received from me today is a Color Card. Please take it out. This color card has generic colors… I did not hand-pick these colors for you. You can take this color card home or play with the colors while I meet individually with everyone. If you turn the card over, it actually shows you how to apply three eye colors. I think you’ll have a lot of fun with this generic color card… However, when you host a girl friend party with me, we will start an hour early and do your personalized color analysis and makeover. This is so fun…who here has ever had their colors done? Well, most of us are just putting on the same colors every day, and we have no idea what the right colors are for us. I actually have a computer program developed by international makeup artists with Mary Kay, and I go online and put in the color of your eyes, your skin tone, the color of your hair, the shape of your lips and face, and it tells me the exact right Mary Kay colors for you. When we get together I’ll have all of your colors along with application techniques to make your eyes pop, I show you how to apply the colors, I leave you with the printout so you know what to do after I leave and you don’t feel like you have to sleep in your makeup hoping that it looks good the next day! I do that all before your girlfriends ever arrive. So know that tonight you’re just getting your generic color card, but I will be able to do your personalized color analysis and makeover on you when you host a party. (SKIP PAGE 15) clip together with page 14 Page 16: Group Closing Okay, please pull out your insert sheet from your Beauty Book. (shows picture of roll up bag) ) I want to draw your attention to the Ultimate Miracle Set. This is the set that we talked about tonight…You sampled most all of the products. You’re probably wondering how you can get this and how much it is. This set comes with your cleanser, moisturizer, foundation, your Day and Night solutions, Microdermabrasion -Steps 1 and 2 AND your choice of an Eye Cream. I love this set…it comes with it all! If you would prefer the Mineral Powder Foundation just add $14 more to the total. You’re probably going to want that Microdermabrasion and the Firming Eye Cream. If so, this is by far the best set for you. Now when you’re looking at price point, I want you to know that this set will last you on average four months. Some women use it in three, some women use it in six, but on average it’s going to last you four months…..that’s a really good value for your price point. When you run out of one item you just order what you need. The “Show Special” that I’m running tonight is that if you decide to purchase the Ultimate Miracle Set, you get this Travel Roll-Up Bag for FREE. In fact, this bag is so great that we just call it “THE BAG”! This actually rolls up…you can hang it on the back of your bathroom door, a towel bar and each clear pocket is attached by Velcro. You can put color in one of the sections and pull off this section, put it in your purse, and you’re good to go! THE BAG is a $50 value, BUT, if you purchase the Ultimate Miracle Set tonight for $189, you get THE BAG for FREE. I also like to give you the option if you already own the travel roll-up bag or if you would like something different than THE BAG, you can select the Satin Hands set for free, either one. So your choice, THE BAG or the Satin Hands for free IS MY GIFT TO YOU with the Ultimate Miracle Set. Page 17: Who likes to shop at Target? (raise your hand) Who doesn’t? I love Target…I go in, I walk around, I go there for therapy because it makes me happy…I just feel good when I’m in Target. Does this happen to you? Wherever you shop, you come out with the receipt that equals $130, $150. Does anyone look at the receipt, and wonder, “What did I buy? I have no idea what I bought.” You go home, you unload your bags. Two weeks go by. You have nothing to show for this purchase. Does this happen to anyone? Yes, it happens to everyone! Well, you’ll be happy to hear that a skincare purchase is not one of those purchases. It really is an investment in you and your future. When you invest in the Ultimate Miracle Set, you will see results in three days. Your skin will feel fresher and healthier in three weeks, three months, three years, your skin will be the healthiest, the most balanced, the most beautiful it has ever been. And you see, what you do today affects how beautiful your skin is going to be in 5, 10, 15 years. When someone looks at you, what’s the first thing they see? Your face…your skin. You’ll be happy to hear that I have all of my products here tonight, and you can take your product home tonight! Isn’t that great? I take cash, check, debit or credit cards…I take it all! What I’d like to do while you play with your colors or try the Satin Hands, is meet individually. To tidy up the table, I’ll pass this bag around and anything you don’t want please put it in the trash bag. Thank you. So, who needs to leave first?