Lets break that down in dollars and cents! 
802 x $30 = $24,060
$24,060 x 50% =$12,030 Profit

Judy added over 100 new customers during the contest period.  Each of these new clients bought Judys Miracle Set:  $102 + $30 (Hydrating Gels) = $132
$132 x 100 = $13,200
$13,200 x 50% = $6,600 Profit  

Judy is no stranger from being recognized as the top consultant in sales as she has been the Diamond Division Queen of Consultants Court of Sales 3 times.   After seeing Judy this weekend it looks to me that she very well could be on her way to her 4^th time on the Diamond throne!

If being recognized as the Queen of Sales 3 times isnt impressive enough.  Judy shared with me that she works a full-time job, a part-time job as a Para Legal, and cares for her husbands health.  That sure showed me that I had no excuse big enough to hold me back from breaking my own belief barrier!

After attending Career Conference it has come to my attention that it is time that I give my Mary Kay business an Extreme Makeover!  I knew I needed to make major changes in my business in order to reach my Mary Kay dreams!  I dont know about you, but if I were looking for an extreme makeover on my face I would only seek the best Doctor available!  That is why I called Judy Wertheimer to help me with my Mary Kay Extreme Makeover

Here are some key things Doctor Judy shared with me!

• Each Sunday she prepares her Weekly Plan Sheet (she and Sam live by this schedule!
• Each week Judy averages 4-5 classes per week
• Mondays are her meeting nights
• Tuesdays, Thursdays, Saturdays and Sundays are her days to hold classes
• Wednesdays and some Sundays are her phone/customer service nights
• Fridays are dedicated to her Husband Sam
  

Judy focused on selling the Miracle Set.  As mentioned earliershe added the Intense Moisturizing Cream/Oil Free Hydrating Gel to her set = $132
(She is using the Timewise Age Fighting Eye Cream as a booking tool)

Judys other focus is booking before selling.  Before she starts her individual close at her classes she has each guest booked for their follow-up.  Judy said, For every person at the class  there are 7 people behind them that you could meet.  It is very important to book each and every person for their follow-upeven if she doesnt purchase!

There are 3 hostess specials she focuses on

• $75 for $25
• OR $100 for $45 ($20 free & $25 in Skin Supplements) Judy believes in motivating people with product the more supplements she gets customers on the better!
• Preferred Hostess Program hold 3 classes and get a discount (see handout)

Classes

• Each class Judy holds she focuses on skincare and skin supplements.  As for glamour she only has them apply cheeks and lips.
• Each class is only 1 hour
• If she goes over even by 15 minutesshe tells herself, Shut up Judy J Women shut down after 1 hour and their attention goes elsewhere!
• Judy hangs 1 roll-up per guest on their chair & puts their name on each of them
• She also puts 1 miracle set in front of their tray
• Judy believes every product we have in Mary Kay goes with something elseshe believes in sets. 
• ASSUME THE SALE!! 

Individual close (after booking for her follow-up)

• Every time Judy closes this is her dialogue:
  You know Natalie, I know the basic is a given tonight what else can I do for you tonight?  Again, she assumes the sale!
  
• If during her sale of a roll-up her guest can only afford 2 of the 4 pockets Judy will remove the 2 empty pockets and keep them.  That way they can earn the other 2 pockets at their class.  Who would want to keep an incomplete roll-up!  Of course they are going to be motivated to purchase the two remaining sets!
  
• If during your individual close you discover your guest can not afford to purchase the basic she falls back on their scheduled follow-up and explains the hostess points.  It is our responsibility to get everybody on the skincare and to set them up on HOW and WHAT it will take for her to achieve the Miracle Set FREE!!!

Every class has a theme the hostess program remains the same but the themes work with the season

How she introduced the Intense Moisturizer and Oil Free Hydrating Gels

• She used the retail sized products at the class. 
• Used a spatula and put it on their tray. 
• Put it on ? of the face and ask Which side did you like the feeling of best?  It is like asking which leg she likes best?  The shaved or unshaved leg?
• When she test markets from the class any product she has them pay her up-front.  They can use it for a week.  If they like it she will cash the check.  If she not she can return the product.  (Judy has never gotten a product back!)
• She said to just get passionate and ask!  Tell your customers that you get to cross stage when you sell 39.  Will they be one of your samplers?  If you already reached 39 keep going!

Customer Service and Sales Ideas

• Judy believes in setting people up on Year long programs
• When she sells Mascara she sets them up to purchase a new mascara every 4 months.  If you order through the year your 4^th one is free.
• When a customer purchases the complete basic every 3 months (she tracks on her computer after each 3^rd, 6^th and 9^th month) Her 4^th one is free

Judy Offers customer appreciation cards it is a year- long punch card

Punch Card:
http://www.unitnet.com/jwertheimer/pdf/punchcard.pdf

• For every $100 a customer purchases her name goes in a fishbowl
• Once a year Judy has a fishbowl drawing:
• 1^st place gets $100 in free product,
• 2^nd place gets $50 in free product, and
• 3^rd place gets $25 in free product.
• Each customer can have multiple entries throughout the year!
• Judy prints these cards out on card stock
• She also lets her customers know that they have a better chance of winning her $100 than the lottery!

Judy made a point to tell me that I could still join her in the Consultants Court of Sales at Seminar!  Everybody that has ordered this seminar year is on target!  No matter what youve ordered you can still join Judy!

Luck of the Irish
http://www.unitnet.com/jwertheimer/pdf/LuckoftheIrish.pdf

Admistrative Assistance Day
http://www.unitnet.com/jwertheimer/pdf/AdministrativeAssistantDayGiftIdeas.pdf

Administrative Assistance Day 1 (Thank you Kathy Waters)
http://www.unitnet.com/jwertheimer/pdf/Secretary's_Day_Brochure.pdf

Easter Gift Certificate
http://www.unitnet.com/jwertheimer/pdf/Egg_Day.pdf

Box and Bag Saturday:
http://www.unitnet.com/jwertheimer/pdf/BoxBagSaturday.pdf

Basket Shows:
http://www.unitnet.com/jwertheimer/pdf/Basket_Shows.pdf


Everyday Hero's:
http://www.unitnet.com/jwertheimer/pdf/EverydayheroProfile.pdf 
 
Customer Punch Card:
http://www.unitnet.com/jwertheimer/pdf/Customer_Punch_Card.pdf

Mary Kay Punch Card:
http://www.unitnet.com/jwertheimer/pdf/MK_PunchCard.pdf
 
Holiday Wish List:
http://www.unitnet.com/jwertheimer/pdf/Hoilday_Wish_List.PDF

Holiday Phone Sales:
http://www.unitnet.com/jwertheimer/pdf/Holiday_Phone_Sales_without_name.pdf
 
Christmas Corporate Brochure:
http://www.unitnet.com/jwertheimer/pdf/CorporateGiftbrochure.pdf



ADDITIONAL CLASS IDEAS:
FOOT FACIAL PROCEDURE CLASS:
http://www.unitnet.com/jwertheimer/pdf/FootFacialProcedure.pdf

MASCARA SALE/CLASS:
http://www.unitnet.com/jwertheimer/pdf/MascaraClass.pdf



SEASONAL CLASS IDEAS:

Halloween Bootiful Lady:
http://www.unitnet.com/jwertheimer/pdf/Halloween_BOOtiful_Lady.PDF

Halloween Trick or Treat:
http://www.unitnet.com/jwertheimer/pdf/Halloween_Trick_or_Treat.PDF

Halloween Scary Witch:
http://www.unitnet.com/jwertheimer/pdf/Halloween1.PDF

Day After Thanksgiving Sale: ( Thank you Stacey Vig)
http://www.unitnet.com/jwertheimer/pdf/AfterThanksgivingSale.PDF


Mothers Day & Anniversary's
http://www.unitnet.com/jwertheimer/pdf/MothersDayGiftSets.pdf