Interview Tools

Each time I go into my Ritchen to cOORI have available to me a variety of tools fromwhich to choose. The tools are ready should I need them but I don't use all of themevery time I cooR. LOORat your interview tools in the same frame of mind. Choose atool that worRs with your prospect's personality.

All Personalities.

•

••••••••~

•

••

Picture of ShowcaseAgreementInterview SheetPros/Cons ListWelcome Pacl:?et from your directorDates of upcoming Meetings and TrainingsNames of Adopted DirectorsCompany Audio/Video TapesList of prospect's Qualities that would mal:?e her a good consultantApplause Magazine (all personalities •• D- money, 1- pictures, recognition S- stories of family,C- gives product and other informationCompany Recruiting Literature ( all personalities .. D-advancement, I pictures/recognition,S-family/flexibility, C-all information)Copies of 3Summaries (Best, Average, Reorders only) D for income potential, S for flexibility,and C for information

Especiall" the -.' personalities.

• Seminar Yearlong Awards Brochure• Star Consultant Quarterly Prize Brochure)• Pictures of seminar, career conference, trips etc.

Especiall" D and C personalities Advance Brochure

Especiall" Sand C personalities Weel:?ly Plan Sheet Color Coded

---------.--.------------

The Importance of the Interview

The interview sets the stage for your new team member's success. What yousay and the attitude that you present to her at this time becomes 'gospel'. It isduring the Interview that she buys her own company and decides how it willrun. Once that stage has been set it is VERV,VERYdifficult to change themindset that has been purchased.

Many people join the company not necessarily through fact but throughemotion. Certainly emotion is a big part of the process but it should not be theonly consideration. For example if a consultant joins your team 'just to helpyou out ' or because 'it lool:lslil:lefun' you may find it difficult to enroll her inboot camp, proper inventory, a business debut etc.

Things that should be thoroughly discussed prior to her ma~ing the decision:

1. Go through all the steps of the marReting plan. ...many a director today willtell you that she caught the vision of directorship in the interview. Womentoday are loo~ing for management positions. They have already been suc­cessful in the business world ...This type of women wants to ~now how shecan quicl:lly move into that position.

2. Cost of the Starter Kit--don't forget about Smart Starts and Web Page.

3. How long before the starter I:litarrives. (typically)

4. Go through the contents of the welcome pacl:?et with her.

5. Dates of Boot Camp. (Have her write them down)

6. Dates of all local success meetings. (Have her write them down)

7. Business Debut (Let her I:?nowthat a definite date will be set once youI:?nowwhen her inventory will be arriving.)

( ( "

RECRUITING IS A LAYERING PROCESS(

NAME & PHONE NUMBER ONHOSTESSPREFERREDRECRUITINGMKCDGUESTINTERVIEWEDANSWERPRODUCT

HOSTESSPACKET EVENT

1

23456789101112131415

Make a list of the 30 nicest people youknow!

1. _2., _

3., _

4., _

5. _6. _7., _

8., _

9. _10. _11. _12. _13., _

14. _15., _

16., _17., _

18., _19., _

20., _

21., _

22., _

23., _24. _25. _26. _27., _

28., _

29. _30. _

Script: I was challenged to think ofone of the nicest people I know & youwere one of the first who came to mymind. I'd love to treat you to yourchoice of a blusher or lip color forallowing me to share the marketingplan with you & giving me youropinion or recommendation?

(

30/15/5Team Building Sheet

15 out of 30 will agree.

1. _2., _

3. _4. _5 .. _6., _

7., _

8., _

9. _10. _11., _

12., _

13. _14. _15., _

Script: Just so I know that I haveanswered all your questions could youtell me on a scale of 1 - 10 (10 beingthe highest) where your interest lies inbeginning a career with Mary Kay.

(wait for a response & if the answer isless than a 10) "What can I do to doto bring your answer to a 10."

(If answer is low on the interest scaleask) "Who came to mind while I wassharing?"

(Out of 15 marketing presentations

5 people will say yes.

1. _2. _3.--------------4. _5. _

At this point you have a very importantdecision to make. Do you want to begincar production? If yes, then all 5 peoplemust be active (active meaning that theyhave placed at least a $200 in the last 3months) you & your team must do$4000 in wholesale production.(Section # 1 only) You will then be ontarget & you must finish the 4 monthqualification period with 12 active teammembers & $18.000 in wholesaleproduction for the 4 month time period.

PERSONALITYPROFILE

Place a check beside the word which best describes you in each group below.

\ ~NAME:

YOUR CONSULTANT IS

A.

Immediate results J.Self Reliant-_ Provide Emotional Support _ Open MindedSatisfied

Consistent-Controls Emotions _ Respect Rules & Standards

B.

Direct K. _ Leadership AbilitiesConfident

_ Friendship is importantConservative

_ Teamwork is important_ Well Disciplined

_ Want job security

C. _ Mistrusting

L. _ Independent/Own Boss_ Optimistic

_ ImpulsiveRestrained

_ LoyalDislike Criticism

_ Skeptical

D.

Determined M.Result Oriented-_ Like Recognition _ TrustingNeed Reassurances

_ Competent AssociatesPerfectionist

_ No Quick Decisions

E.

Bottom Line Answers N. _ Want High Income Potential_ Shows Emotions Easily

_ Public Recognition_ Security Seeking

_ Slow to ChangePrecise

_ Analytical

F.

Stubborn O.Brave/Risk Taker-Talkative Polished-Likes Guarantees Like Traditional Procedures-_ Systematic _ Diplomatic

G. _ Impatient

P.Restless/Easily Bored_ Easily Embarrassed

Sincere-Like Low Risk Situations _ Even Tempered_ Comply with Authority

_ Fussy

H.

Dislike Details PROFILENUMBER

_ People Oriented PatientD

_ Need Proof/Credibility

ISI.

Like Power/Control C

,......-<

Enthusiastic- Good Listener RESULTS:

Detail Oriented

Reserved

Disc for Team BQj,~ders

Outgoing

Will probably decide quickly

Team Building AppointmentGive simple explanationsShare the facts about how much itcost, how much time it takes,

how to get startedExplain how she'll be able tofit

it into her busy scheduleAnswer questions

People

Created by:Kristine Henley

Will probably take morethan 1appointment

Team Building AppointmentLong appointmentAllow time for

relationship buildingLet her do the talkingSimple explanations

Don't bore her wldetai/s

Provide I-stories ofsuccessful people

Show pictures

People oriented, Expressive,Recognition-focused, Impulsive,Not detailed oriented

Influence

Will talk about herself& what she likes

Focus: Working with peoplePrizes, Recognition & SeminarImpact she can have on othersAbility to be creative

SteadinessWill talk about her family and thework she does for family & church

Family oriented, Security-focused,Loyal, Easy-going,Abides by the rules,Friendship is importantSlow to change

Focus: Keeping priorities in orderTime spent w/family & how thiswill help her provide for theFriends she will make

Free education sl!!}.will recei

Will talk about job

Results oriented, Career Focused,Makes quick decisions, Direct,Independent, Self Confident

Conscientiousness

Will ask to clarify question

Detail oriented, Perfectionist,Analytical, Exacting, Precise,Organized, Likes the facts

Focus: Able to work own hours

Personal growth,LeadershipWill appreciate educational

material available

Focus: Leadership & incomeIndependenceMoving quickly up career pathBe your own boss

credibility

't

!lghII~planwers

fJdership rolesing

de quickly

)ointment

. it takes to

-rpath

ore than

New Recruiter Checklist(The first 24-48 hours)

__ 1. Call your director immediately with the following information:name, address, all phone numbers, email address, husband andchildren's names.

__ 2. Your new team member is very similar to a hostess. Your roleis to coach. The more thoroughly she is coached the greater the chancethat she will be successful.

__ 3. Check in with your new team member (only call her at workwith her permission in advance.) Build hope, vision and excitementwith even your opening comments or answering machine message. Amessage such as "How's the newest consultant in all of Mary Kaydoing to day?" Remember to match personality to personality. Warmth,kindness and acceptance is always welcome no matter whatpersonality style. Always Invite Questions!!!!

__ 4. Has she listened to the CD? If not brain storm on a possibletime in her schedule. Let her know you will check back in with hertomorrow.

__ 5. Check on her contact list. Have her pretend she is having awedding -who would she invite?

__ 6. Set a time to discuss inventory, if you are not confident, set atime for you and her to will meet with your director . ALWAYSREMEMBER SHE NEEDS TO HEAR ALL OF HER OPTIONSBEFORE SHE MAKES AN INVENTORY DISCISION. Failing to giveher all of her choices may cause distrust in the future.

__ 7. Any discussion of inventory should match what the inventoryCD says. A confused mind shuts down and does nothing.

__ 8. Discuss Business Debut Dates (keep in mind that this would beconnected to her inventory decision.)

New Recruiter Checklist(The first 2 weeks)

__ 1. Mary Kay says to keep your new recruit in your hip pocket forthe first 2 weeks. She is running on your confidence and belief nothers.

__ 2. During the first 2 weeks the following things happen:

• Business Debut Date set.• Contact list completed and business debut invitations sent.• You have coached her business debut. CDse the hand-out in the

orientation packet as your guide.)• Inventory ordered in conjunction with her business debut.• She has attended her first training and first meeting.• She has been officially pinned at meeting and pictures were taken.• You have helped her set up her VC number and left her a welcome

message. Teach her how to use her 'A' key.• She begins to complete tasks and earn gifts from new consultant

training .• Encourage her to be patience and celebrate that she knows more

today than she did yesterday.• Send her a personal note of encouragement. Letting her know how

proud you are of her.

Always leave every conversation with "THE NEXT STEP".

Mter the first 2 weeks she will begin to grow more and more on herown. Just like children some require more hand-holding then others.Discern how much contact she really needs. Always return her callspromptly and welcome her questions. She will never outgrow the needfor praise and encouragement. Send notes and cards on a regular basis.

As she grows her goals will grow. Run with your team members to thetop! You are her role model and mentor.

Interview Guide

Date,

Prospect Name

---I Address~ Home #Cell #E-mail Address

Consultant

CityWork #

Best Time to Call

St__

onsultant Comments:

1. I'll ask you to tell me a little about yourself so I can get to know you better.2. I'll tell you a little about me and my Mary Kay journey.3. I'll share some facts about our career.

4. I'll answer any questions you may have.

5. Because we've done the other 4, I'll ask you if you'd like to work with me.

Tell me about yourself (family, job, education, hobbies, etc):

What do you like best about what you do?

What would you change, if anything?

What do you need most in your life right now?

Where would you like to see yourself 5 years from now?

et me tell you a little about myself, and why I love what I do!

Qualities we look for in a Team Member:1. Busy person2. Doesn't know a lot of people13. Is NOT the sales type

Has "more month than money"Family orientedDecision maker

f I only had 5 minutes to share some facts with you about a Mary Kay career, what would youant to know?

MARKETING PLAN POINTSNo Territories/No Quotas

Golden Rule

Flexibility/Be Your Own Boss

Priorities: God, Family, CareerAdvance at your own pace9070 Buyback Guarantee

Confidence and Self Esteem

Recognition & PrizesTraining

$100 Gets You Started!

Which appeals to you the most?

ypothetically, if you were to consider doing this, what are your personal strengths and why would you beood? _

ith the proper training, do you feel that you could learn to do what I do?o you have any other questions that I did not answer?

Is there any reason why you wouldn't want to work with me?(Consultants: Please copy this/orm and turn in toyour Director)