Mary Kay Wisdom

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Indeed almost every facial can be turned into a class. Teach them to say, after having booked a facial, “Oh, by the way, we have a plan where you could get whatever you want in the way of cosmetics practically as a gift. Would that be of interest to you? All you need to do is invite two or three of your closest friends to share your facial — not over five please. I like to give personal attention to each person. Then, whatever they purchase you get a percentage of that as a gift for your own cosmetics.” (Remember that every woman wants something for free.) You might add to that, “This makes your facial more fun as each person comments on the changes they see in each other.” Once a Consultant learns to book classes instead of facials, her earnings, her recruiting, and her bookings are going to multiply, and she will suddenly find she is making real money, recruiting her team, and (keeping her datebook full) that Malibu becomes a reality.

(Leadership Conference ’95 speech)

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