CLASS/CLINICS - Forever Young" Class Technique
(Adapted from Peg Percival's Class Outline) - (no flip chart required)
Enhanced by Judy Kawiecki - 2001 to date
Psychology of The Forever Young Class: This class is as close to the simple class where I was introduced to Mary Kay in 1977.  I went to that class under protest expecting to see a demonstrator holding bottles and jars and telling us about them.  I had no idea what was awaiting me.  My own spot with my own mirror and tray and.my own collection of products right at my spot.  I was able to experience the products, feel the difference, like the way I looked and.take them home with me at that time.  Had the products not been right there (psychologically, they were already mine), I could have kept my promise to my husband and not bought anything.When you read from the sheets, the guests will say to themselves, "I could do this."  When you get too practiced, they will say, "I could never do this."  The "dots" make things easy for you to spot and for them to understand.  The "deals" help them choose to buy more because they get more free and.the "half back" encourages them to book.when you don't schedule them after they purchase, they will be throwing away FREE product. they don't want to do that.  The "tickets" show you who has interest in Mary Kay as a career.be sure to interview each hostess and at least one guest. This class automatically creates more sales, more bookings, more prospects, more fun!!!  It's easier to choose from sets (with deals) than from all of the individual products.  The guests have built in incentives to buy and buy more and to book and hold!  What can be better than that?  I don't want to always be looking for people to have product appointments.  It is so worth it to me to give product away to have my classes regenerate themselves and have happy, happy hostesses who will tell their friends about me.You will develop CONFIDENCE with this class through practice.  The fact that this is a new class to you and that you need to practice to master it, makes it easier than ever to call and get scheduled.  Just say, "We have a new class and I need to practice it.  Is there any reason I can't borrow your face and the faces of 3 of your friends?  I need to do it by ____.  Which time will be best for you?"  Set a Start Date and focus on 5 practice classes within a week or two at the most.  Be sure that your Hostess and anyone you have with you will count the money from the class.very motivating J Have fun with this!
Judy Kawiecki

"Forever Young" Class
(Adapted from Peg Percival's Class Outline) - (no flip chart required)
Enhanced by Judy Kawiecki - 2001 to date
This class takes less than 1 hour.  It's fun, fast and, decision making is easy for our clients because of the "Sets" Closing.  You're going to love it!
You'll need:  A vinyl bag for each guest (use either clear lg. Vinyl bag).  Each bag will have the TimeWise set with Yellow Dots on the box tops (minus the foundation), the Day/Night Solutions with Red Dots, the Satin Lips with Blue Dots, the Eye Deal Solutions with Green Dots, the Custom Compact (empty), and a cello bag including a Something More cassette, a questionnaire, and a lipstick sample (any color).for time efficiency you can just mail or deliver her foundation and glamour colors the next day if you like.  Keep things as simple as possible for you and for them.take only Color Look Cards..no other samples.  You'll also need a Satin Hands Set to demonstrate from, a Visible Action Skin Revealing Lotion, and a box of Daily Benefits (both would be best).  Read about VASRL and Daily Benefits so that you can talk about their benefits.
What to Pack:  You can use an airplane overhead sized pull behind suitcase for all.
One "Forever Young" bag for each guest that will be attending to have in front of her tray.
Vinyl Bag for each full size product that is in the Forever Young bag to demo from.
Mirror, tray, foam insert for each guest.
Roll of tickets.
Gift for ticket drawing.
Facial cloths, Beauty Books (open to Pg. 14), sales tickets, money bag, foundation tubes
Container with:  cotton balls, sponge tip applicators, hair clips, pens
Recipe Card Box with Color Look Cards divided by 3x5 cards alphabetically, coded by Warm, Cool, Neutral
1. Special Hostess Makeover - arrive half an hour early.  She can then assist you.  At the time you book each hostess say, "Now, Mary, when I do your F.Y. class with your friends, they're going to fall in love with Mary Kay just like you did.  I want you to be thinking.after your class, do you want them to be my customers or yours?  After your class, we'll talk about it, so...save about 30 minutes just for me and if your husband would be a part of your choice to do this, have him there, too, o.k.?"

2. Satin Hands - for all guests as they arrive.At this time, stripe test the guests to confirm their Day Radiance Shade, too - your prospect or observing Team Member can help with this.  Also, ask guests to describe the lipstick color that they usually use and select a Color Look Card for them to use later.slip it under their tray.
Hint to Start On Time:  Pass out Tickets to everyone who arrives by 6:45 for a 7 p.m. class.  Draw from tickets.  Give a Mini Satin Hands to the winner.  Coach your Hostess to explain the importance of Start Time and special Pampering/Selection Time prior to start date.
Hint for dispensing products onto foam tray:  Use plastic spatula

3. As you begin, ask them how they enjoyed their Satin Hands treatment and include talk about benefits of Visible Action Skin Revealing Lotion.our "working" body lotion.(gets rid of dead skin.no more yucky feet or "tweed" pantyhose) This completes the Day Spa Set.  Next talk about the benefits of our awesome Daily Benefits for Women and Men. (This will complete the Daily Benefits Set)

4. Introductions - ask each guest to share something wonderful about herself and one thing she would like to change about her skin

5. Introduce yourself and tell your 2 minute "I" story (Why you joined MK & what you love most about it, the positive affect it has had on your life)

6. Tickets - Take and show a small Gift bag with a special gift in it for a drawing from these tickets.  Explain that you will give each guest a ticket as they ask you questions about your Mary Kay career throughout the class. this will let you know who your best prospect(s) are from each class.
    
7. Skin Care Application:  I use regular bottles to pass around.  YOU keep things moving, by explaining as they are applying, what each product is doing for them. don't wait for the last person to finish before starting with the next step.they will catch up.  We used to squirt and smile now, with this class, we just smile.they do the squirting   To get their attention as you're instructing, say, "like this.".  They'll stop what they're doing and look up at you 

It is imperative that you read from these sheets.
Improvise and you are not doing the Forever Young Class andthe results will not be the same 

Oil-Free Eye Makeup Remover- (Remove eye shadow only, not mascara.  If they have none on, just squirt a bit on a cotton ball and have them apply it to the back of their hand to get the feel)*gently removes even waterproof mascara and "eyelash mites" (this is a non-Mary Kay term, but we all have microscopic mites on our skin that
thrive on dead skin and dried makeup.good reason to cleanse morning and night beyond the obvious reasons.you'll get some groans and laughs with this explanation.  It is true that we have these mites.  I saw them magnified at the Chicago Museum of Science & Industry at a Skin Display on which they consulted and partnered with MaryKay).even though this step is out of order, it needs to be done here

TimeWise 3-in-1 Cleanser (cleans, exfoliate, & freshen in one step)*Saves time - formulated with an exclusive patent-pending complex that works with your skin to help reduce the visible signs of aging and give you softer, smoother, younger-looking skin .apply to face, remove with warm wash cloth.

TimeWise Age-Fighting Moisturizer (Apply to face)
*Reduces the appearance of fine lines to restore a more youthful look, it's a luxurious, oil-free lotion that has an exclusive hydrating formula to absorb quickly, leaving the skin feeling soft, supple and fresh - plus, it's clinically proven to hydrate skin for up to 10 hours.

Day Radiance Foundation
*Shields your skin from the environment as it covers minor imperfections and gives you a flawless finish (select 3 shades that will be close to their skin tone and diagonally stripe and blend in 3 places on their cheek - the one that "blends away" will be "their" shade.  Apply it "up & out" on face.)
This completes the TimeWise Set.   Have them turn to Pg. 7 in their Beauty Book to see the results that they can look forward to achieving as they continue to use their TimeWise set on a faithful basis.

Day & Night Solution (on their forearms)
*Magic eraser - it reduces fine lines and tightens & firms your skin, helping to protect and renew your skin around the clock.

*Day Solution with SPF 15 gives your face extra protection from environmental damage that can age the skin.  Plus, it includes botanical extracts that supply added energy your skin needs throughout the day.

*Night Solution works while you sleep to help replenish your skin.  As you dispense the solution, its' tiny nutribeads burst to release a fresh supply of the antioxident vitamins C and E.  It also includes a patented multi-hydroxy formula and botanical extracts.  Plus, both contain a retinoid, a vitamin A derivative, for firmer, younger
looking skin.This completes the Day/Night Solution Set. Have them turn to Pg. 9 in their Beauty Book to see the results they can look forward to achieving as
they continue to use their Day & Night Set on a faithful basis along with their TimeWise = THE MIRACLE SET.

Satin Lips Mask - *relief for dry lips - exfoliates dull surface cells (have them apply to lips, leave on 1 minute.  Talk about Triple Action Lip Enhancer during this time.  Remove with same wash cloth then apply)

Satin Lip Balm - hydrates lips for up to 6 hours. 

Triple Action Lip Enhancer - (lipstick glue) - keeps lipstick on, keeps lipstick from bleeding and makes fine lines less noticeable and adds moisture to your lips (try on back of hand) This completes Lip Savers Set.

Remind them that the 1st step of the Eye Set was the OFEM
Indulge Eye Mask (over foundation under eye and on lids) *cool & soothing, botanicals & cucumber extract refresh eye area
Instant Action Eye Cream (over eye mask) (Mary Kay's preparation MK) maintains moisture & reduces puffiness
Triple Action Eye Cream (over instant action eye cream) *for oily eye lids, dark circles, helps with fine lines & keeps eye  shadow on longer without creasing
This + Oil Free Eye Makeup Remover completes the Eye-Deal Solutions Set.

Mention that you'll use Concealer, Loose Powder, mascara, and pencils at their Hostess Makeover prior to their F.Y. class or at a Special Color Clinic that you hold periodically for MK Skin Care clients, but that, in the interest of time, you will just have them use the colors on the Color Look Card that you have selected especially for them based on a lip color closest to the one they normally use and.they can just put the colors on as they normally would (no instruction) so that they will have "some" color on when they leave.

8. Have guests give each other compliments at this time
9. Draw from the question tickets - special gift to winner
10. Interactive Class Close:
Thank you for coming, I want to share with you how Mary Kay comes.
Let's look in your bag.  First take out the Gift Bag.it's worth a FREE lipstick for you.  The cassette tape is just 10 minutes long and has 4 interesting stories on it that you will enjoy.  When you listen to the tape, fill out the enclosed questionnaire and get with me to return the tape and questionnaire within the next couple of days, I
will bring you a FREE lipstick of your choice.you can't beat a deal like that, can you?
Mary Kay comes individually priced except for our TimeWise Set.  At this time would you please remove all the Yellow Dots from your bag.  This is our TimeWise Set.  It saves time and reduces the appearance of fine lines to restore a more youthful look (2 steps used morning & night)
Next, would you please remove the 2 Red Dots.  This is your Day & Night Solution that reduces fine lines (your magic eraser) and helps with tightness and firmness.
The third set I would like you to remove from the bag is your Blue Dots and there should be 3 items.  This is your Satin Lips Set.  Satin Lips gives you relief for rough, dry lips and the Triple Action Lip Enhancer is your lipstick glue.  It keeps lipstick on, keeps lipstick from bleeding, makes fine lines less noticeable and helps
moisturize the lip area.
O.K., now I would like you to remove all the Green Dots.  This is your Eye Deal Solution Set and there should be 4 items.  Your Oil-Free Eye Makeup Remover gently removes eye makeup and eyelash mites.  Your Indulge Eye Mask is cool & soothing with botanicals and cucumber extract to refresh the eye area.  Your Instant Action Eye Cream (your Preparation MK) helps with moisture and puffiness.  Your Triple Action Eye Enhancer helps with oily eyelids, dark circles, fine lines and will keep your eye shadow on longer without creasing.  And, now our Basic Color compact . . . this keeps you together, everything is in one place and it's a starter glamour set.

HAVE EVERYONE OPEN THEIR BEAUTY BOOK TO Page 14:
Explain ALL of the sets one more time and tell them the cost of each set (do not use the word dollar - the TimeWise set is only fifty two)
Ladies, we're going to play "What If".  Take your pen and if money were no problem, please circle all the sets you would like to take home today.  Now, let me share with you what the class special is today.
Please write this right on your beauty book.
Purchase 2 sets, you will receive your 3rd (lesser value) set for ? price.
Purchase 3 sets, you will receive your 4th (lesser value) set for FREE.
Purchase all 4 sets, you will receive one set for FREE and 10% off all your purchases from me for one year or you can get this great
Travel Bag Today!
(or whatever you choose for the other option to be)
And.I have a SPECIAL LIMITED TIME offer for you.  Between now and  ______, (it's best to set this date only 20 days out) the amount that you purchase at this class will determine how much Mary Kay you'll get FREE when you share your Check Up appointment with at least 3 "purchase-able"* friends. 
When we have your Forever Young class with your friends by______,half of your purchase will be your Free Product Gift.
Ex: Get $200, get (1/2) $100 FREE at your F.Y. class by __ when you share it with 3 "purchase-able" friends.
*  Purchase-able: No one is obligated to purchase, but.if you would invite friends who, when they fall in love with their Mary Kay
products decide they would like to purchase them, they would have the means to do so. You are giving product away, but.you are selling lots
more and booking to meet new people to sell lots more, too!
Let me tell you all the ways that you can get your Mary Kay:  We accept Cash, Check, Master Card, VISA, and Discover and even the "Husband
Plan" where you can pay some cash, some by check, and the rest on charge . . . it's harder to trace that way
Now you know your budget better than I do.  My goal was to teach you the importance of taking care of your skin and the age-fighting benefits of our great products.  At this time, please put the products back in the bag that you would like to take home today.  I will come around and guide you on your sets and assist you so you'll
receive the best value for your product needs.
11. Individual Private Close:
I want to thank you for coming. Did you have fun?  Take the back of your hand and touch your face, how does your skin feel? O.K., lets see what you have chosen.
At this time, take a sales ticket and write out what she wants to purchase and collect the money. 
Give her a Crme-to-Powder bubble closest to her shade that she can use until you mail her foundation and/or glamour colors to her the following day.
Clarify:  If there are 3 sets in her bag, see if she is thinking she'll pay for 3 sets or if she is thinking she'll pay for 2 and get the 3rd set "of lesser value" ? off.if she's thinking of paying for 3, remind her she can select one more set and get the set of "lesser value" FREE!
If she has circled more sets than she is purchasing, use this dialogue:
"I noticed that you circled more products than you purchased, let me share with you how you can earn your additional sets.  At your Check Up class, we will fine-tune the products you purchased and personalize and select your glamour choices (or comment that applies to her).  You have the opportunity to share your appointment with 1-2 friends, or 3-5 friends.  Which is best for you?  Would you like ________ or ________.  Help her get the most possible FREE!
Hand her the Hostess Packet and explain it's contents
Set a date (write it in your date book) to call her for her "Friends Attending" list
Right away, send her an excited note confirming the date & time of her class.
Additionally, I have a Special Gift that I talk about for the Hostess when she has 2 bookings from her class.
This beautifully wrapped Gift Box or Bag can sit in the middle of your table so that someone will ask who it's for and you can explain that the hostess will get to see what it is when she has at least 2 bookings from her class.
Remember, you get what you talk about!  This class talks about Sets, our awesome career & all they get when they book a future appointment.  It helps you work full circle!  Everyone using it is getting GREAT results - you will, too!

TOP TEN SELF-EVALUATION FOREVER YOUNG CLASS QUESTIONS
Judy Kawiecki
1 - Did I pass the real products one at a time for them to squirt on trays themselves?
2 - Did I read from the sheets (and only from the sheets) while they were experiencing each product?
3 - Did I keep up with the first person and not wait for the last one to finish?
4 - Did each person have their own set to "get in to" at the close and pull the dotted boxes out as I read?
5 - Were the boxes actually dotted as on the sheet?
6 - Did I go from beginning to end on the sheets or.improvise?
7 - Did I talk with each person individually after they put back in the bag the things they wanted to take home to be sure that what was in the bag was their Bonus Deal  
      or.what were they actually planning to pay for?
8 - When "sets" are purchased.be sure you work for them to get them the best Free Bonus Product Deal you can.
9 - When you know their final purchase amount, are you clear in explaining to them that they will get half of whatever they purchased FREE at their class when held by ____ with at least 3 "purchase-able" friends?
10 - Are you remembering to NOT take lip and eye demos and to only use a Color Look card that is closest in color to what they wear on a regular basis?  (This saves so much time, leaves them wanting more and.allows them to stay more focused on the Forever Young Skin Care than on glamour.)

When all of the above are seen to, the class takes care of itself.  It self-creates more sales, more bookings, and great MK prospects (from the ticket questions about our career).  You will get better and become more confident each time you do it.  I did 4 the first week I tried it and by the end of the week felt very confident.