Thank you so much for being willing to help me with my goal! (Directors: Thank you so much for being willing to help ___ with her goal.) • You may or may not be interested in Mary Kay as a business and that’s OK.

I just want you to know that you have been hand-picked because ________. • I’m going to ask you a couple questions to get to know you better. • Then I’ll tell you a little about me & my MK experience. • Then I’ll answer any questions you may have. • After our conversation today you can decide whether you’d prefer to be a: Loyal Customer, Happy Hostess or the Newest Consultant on my/our team.

1. Tell me about YOU! • Where from? Single? Married? Kids? • Family? Parents work traditional 9-5 or entrepreneurial? • What do you do? What do you like best about that? What would you change if you could? 2. Before I share any of the MARY KAY information, is there one burning question that

have that I can answer before we begin? 3. So, just curious, if I could show you how to take $100 (price of Starter Kit) and show

you how to turn that into a CONSISTENT $300-$400 extra income per week, could you find $100?

4. If you had that extra $300-$400 per week, what would you do with it? Ok, that will be the first goal we work on!

5. If a MARY KAY appt takes about 2 hours and we earn on average $50-$100 per hour (depending on skill level), how many appointments per week could you fit into your week?

6. Are you a people person or do you prefer to work alone? 7. What 2 qualities do you have that you believe would really impress our company? 8. Ok, let’s recap. • We know you could find the $100. • You would use your extra $300-$400 for ________. • You could hold ___ appts per week. • You are (2 qualities) ________________ and ________________. 9. So, I’m curious. Other than FEAR, is there any reason why we can’t go ahead and

order your Starter Kit? If no... • On a scale of 1-10, where’s your interest level? • What would you need to know or what would have to change to make you a 10? Need to think about it? • I want to read something to you. Did you know that the minute you have an impulse to do something or try some-

thing new, you have 5 seconds of COURAGE before your brain will talk you out of it. Getting out of bed on time, exercising, choosing something healthy on the menu, or taking a chance on yourself. Did you know that when you ACT, you actually become more CONFIDENT?

• The bottom line is, you will NEVER feel like it. It will never be convenient. If you WANT something different, you gotta DO something different. Just think how old you were 10 years ago. Think how quickly that went by. Now add 10 years to your current age. It will be here before you know it! Do you want to get to that age and wonder “WHAT IF?” I’d rather find out and know for sure , wouldn’t you?

• Do you remember catching fireflies when you were a kid? What happened when you put a lid on it? They quit lighting up. But as soon as you take the lid off, they start lighting up! Have you ever felt like “IS THIS IT? IS THIS ALL THERE IS?”

• What’s the WORST thing that could happen? • You buy your own MK at a discount • Make some NEW positive friends • Make some extra money to pay for _________, • Or GROW YOUR CONFIDENCE by taking a chance on yourself…& change your

life forever. • Do you think you’d be willing to just give it a try? Still no? PILLOW TEST. • Set up follow-up call in 24 hours.

Melissa’s income even on a “below average” year!

$40,000 RETAIL SALES

PROFIT FROM SALES