When I was a brand new Beauty Consultant, I always thought that successful Directors just walked up to random women and asked them to join their team.  That was how I thought it was done.   Haha!  Boy, was I ever wrong!!

I have never done that and I've helped so many women start their very own business.  The ONLY WAY that I know how to recruit someone into our incredible company and the ONLY way we have been taught is to hold facials or parties and introduce her to the products.  That's it.  Once she falls in love with the products, she is more apt to hear about the our life-changing business opportunity.  You bring women into the company through the products.  So if you want a team, your ONLY focus it to book appointments.  Again, YOUR ONLY FOCUS is to book appointments.  Hold one on one facials, double facials or parties or a mixture of all three.  It doesn't matter what you hold...it just matters that you hold it and start building a friendship one face at a time.  

And now, once you've introduced her to the products, here is the next steps to successfully building your team.  

Once I've sat down with her and gotten to know her heart over a 45 minute facial or party, then I have a friendship developed and she has most likely fallen in love with the products.  She may have bought from me.  Or maybe she didn't buy from me.  Either way, doesn't matter to me.

Our incredible founder asked us to ALWAYS pass it on.  So our job is to see her again.  I will say that again.  Our job is to see her again!  Yes, AGAIN.  AGAIN.  Because when you meet with a women two times, her trust in you doubles.  Three times, and it triples.  So, I may text her and ask if she'd like to go to coffee or ask her to be a model at our Tuesday Night Live event.  (I only ask people that I truly would LOVE to have on my team.)  My goal is quite simply to let her see for herself what our company is all about.  If it's for her, great.  If not, that's great too.  When I invite someone to Tuesday, I look for sharp, successful, kind, caring and nice women that I would like to hang out with and be friends with.  If she has been successful in other areas of her life, she will be successful in our business.  

See text options above...

Now... let's say she responds back and wants to chat on the phone to help you reach your goal.  If you are working on your "Pearls of Sharing", send text option 1 or click here for a ______________________, then check with Laura to find the best time, and ALWAYS have her first watch a video on Youtube about the business opportunity.  Let that video do all the work for you.  So, I just say, "Great, that day and time sounds good.  My girlfriend and I will call you then.  Oh, and let me send you a video  you can watch before we chat..it's about 15 minutes long so you can see a little more about our company too. :) "  Not sure what video to send? Visit the link above titled The Opportunity and any of those 4 videos are great.  To get the links, click the video and copy and paste the link from the new window that appears.

Now, you are on the phone.  You think she just signs up?  NO WAY.  Noone ever just joins.  They always, always, always will throw you an obstacle that you must overcome before she can join.   She will ALWAYS have an obstacle.  That is ALWAYS going to happen.  I'll say it again!  YOU must be prepared for an obstacle.  That is definitely 100% going to happen. 100%.  So, you have to know the typical objections and how to overcome them.  You must be prepared.  To pass this opportunity on is very simple if you are prepared.

Here's some good objection practice scripts.  Say them out loud for days while you walk around the house:

So you are chatting with her on the phone and the first thing out of her mouth is, I am SO BUSY, I could never fit it in.  Now, if she is too busy, that is an OBJECTION.  That is NOT the word NO.  What she is telling you is that "If you can overcome my obstacle of being too busy, I will join this amazing company."  

Maybe another objection she has is that she doesn't know anyone.  What she is telling you that "If you can tell me I can do this without knowing anyone and give me a solution, I will join this company."  

Maybe another objection she has is that I don't know a thing about makeup.  What she is telling you is that "If you can teach me about makeup or tell me a story about someone else who started knowing nothing about makeup, I may be interested in this."  

An OBJECTION is just that, an Objection.  An objection is NOT, "No".  It's not NO.  I'll say that again, when someone gives you an objection, that is NOT NO.  An objection is a chance for you to share more information so she can make an educated decision.  Again, an objection is NOT NO.  I've had a few consultants tell me that noone is interested, they are all too busy or they don't know enough about makeup or they don't have enough friends.  And that is an objection!  That is NOT A "NO, I am not interested in joining your business."

This is what NO sounds like, "Oh Laura, Thanks for the offer but I am not interested in selling for your company at all."  

OR "Thanks for offering the details about your company to me, but I don't want to sell your products and I'd like to just be your client" OR "Laura, I don't really like the products so I would not want to sell them."

That is NO.  So...when someone tells me a definitive NO, I am HAPPY!  I jump up and down because when I finally get a NO, then I know I can cross her off my list of potential recruits.  If I get an objection, I CAN NOT cross her off.  Because an objection is NOT A NO.  An objection just means she needs more information.  My goal is to ultimately get a NO out of everyone on my list.  A plain and simple NO!  I want them to tell me, "No, I am not interested."  And in focusing on getting everyone to give me a NO, guess what?  You find plenty of yes's.

So until she has given me a total NO, then it is my job to overcome her objection and to listen to her.  LISTEN to her.  LISTEN.  I listen.  I barely talk.  I offer info when she asks for it. 

And there is never a rush to join our company.  NONE.  There is no rush. She can join when the time is right for her.  I NEVER need anyone to join my team.  The only thing that matters to me is that she has all the facts so she can make an informed decision about this beautiful company..  And she may join my team or she may not join my team and either way, is totally cool with me.  And women feel that.  When they FEEL NO PRESSURE from you, they will join your team.  When they can see your genuine and caring, they will join your team.  When they feel listened to and cared for, they will join your team.  

What do I ask over the phone??

I'm super casual in my conversation.  We chit chat for 5 minutes about anything.  Then I say, "Okay so...did you get a chance to watch the video I sent?  What did you think?"  And then...she will tell you and throw an objection at you.  And you will listen, and listen and listen.  And when she is done with her objection.  Then you will use the rule of Feel, Felt, Found.

Overcoming Objections - Feel, Felt, Found.

So she says, "Oh I am SO BUSY!  I could never find the time to add anything else."  

You will say, "I know how you feel!  I felt the same way about not having time.  And what I found was that this business has like ultra crazy awesome flexibility.  They have this awesome Friends and Family Plan that lets you sell on the go passing out catalogs and if you don't want to hold an appointment that month, you don't have to.  It's very flexible.  There are no quotas.  So I actually did that for a few weeks before I got married, while I was on my honeymoon and for a month or so when I got back.  I just put it down for a while and continuously sold it to family and friends and enjoyed the discount for myself.   I was just like you.  

Then I listen.  I primarily just answer questions during the phone convo.

After you have answered their objections, ask them these 5 questions and say "I just have a few questions I need to ask you so that this counts.  Is that ok with you?  And whatever you say is just great!  ;-)

1. If you don't become a consultant, where do you see yourself a year from now?

This is a powerful question because you are asking them to look at what their life will be like a year from now if they don't say yes to this opportunity.

1. The second most effective question is:

If you were to become a consultant today, what will be improved a year from now?

Now the wording in that question is very important. Notice that you didn't ask them what would be different; you asked what would be improved. You also used the word "will" instead of "would" which gives a sense of expectation. When you ask closing questions you can, by your choice of question, direct the type of answer they will give you. For this question, they will tell you in their own voice, what will be better about their life a year from now if they become a consultant today. You're not telling them, they're telling you and they know the answer. And they'll say it. And they'll hear the answer in their own voice. In the process of that, they will begin to convince themselves that this is what they want.

1. What qualities do you have that would make you shine as a consultant?

They've just told you how their life will be improved and now they are going to tell you why they'd be good at it.

1.  What are the two most important reasons for you to become a consultant today?

This is also a very powerful question, especially the use of the word "today which adds a sense of urgency. Because you are asking them for only two reasons, they will pick out the two most important things. It might be their family, or children, or finances, or because they don't want to work a job anymore. They're going to tell you now the two most important reasons why they need to become a consultant today. You see, you don't have to convince them if you ask them the right questions. They will convince themselves.

1. The last question is really a very interesting one, and somewhat tricky to understand.

It does sound like you'd be an excellent consultant. Why don't you give it a try?

The reason that this question is so powerful is because when they think about giving something a try, they believe that they have options, that they re just testing it out. They don't believe they are making a decision. 

Whats next?

If she just needs to think about it, ask “are you a 24 or 48 hour decision maker? I know you need to think on it, but you don’t want to agonize over it, you are probably already driving yourself crazy!” Can I call you in 24-48 hours and see what you think? (Set up a specific time to call.  And ALWAYS call.  Don't forget or be late because she may be waiting for YOU! You want to be a woman of yoru word! 

Otherwise have her do the Pink Pillow Test.  It is where they go home, and if they think about Mary Kay, it means why not give it a try and stick her pinky toe in.  If she doesn't think about Mary Kay, it might not be for her at that time.  You can also send her to the opportunity page on our website if she hasn't already been there.  

Whatever she does, is totally cool with me.

If you are working on earning your pearls of sharing, have your first "Interview" calls with Angela.  After you have had some practice listening to how she answers questions and have completed your "Pearls of Sharing", you will be ready to do them on your own.  ;-)