Ask: "Who do you know that is over-stressed, over-worked, and under-pampered? I am sure lots of your friends or family fall in that category! Now you can do something nice just for them. I will call them and set up a pampering appointment, including a chance to try our TimeWise (or Velocity) Skin Care, a basic color look and a special pampering treatment for their hands -- PLUS they will receive a FREE gift in your name! So, who do you know that is over-stressed, over-worked and under-pampered?" When you call the referral use the following: "Hello, may I speak to _____. Hi ____ my name is _____ and I am a Mary Kay Beauty Consultant. I recently met a friend of yours ____ at a pampering appt and I asked her out of all her friends who did she know that is over-stressed, over-worked and under-pampered. And guess what!  She immediately thought of you!" (wait for response, they usually say that is so sweet, I think I'm going to cry, or that they are not interested! etc) "____, is this a good time for you, do you have a quick minute? Because ____ knows you never do anything for yourself, she wanted me to offer you a pampering appointment. I will need about 30 minutes of your time to pamper you. You will have the opportunity to first try our TimeWise skin care, a basic color look and a pampering treatment for your hands -- PLUS you will also receive a FREE gift in ____'s name. (pause)  Which is better for you--duringthe day or on the weekends? Morning or afternoon, time, etc. "___ I just need a few more minutes to ask you a couple of quick questions about your skin type. Is your skin dry, normal, combination or oily? Is your skin tone light/fair medium or more in the bronze range? Color of your eyes? Color of your hair? What wardrobe colors do you like to wear, colors that you get a lot of compliments on? Great, I'll make sure I have a neutral (cool or warm) look picked out for you. Now ___ would you prefer to have your pampering appt at my home or yours?" If yours, give directions; if hers, get directions. Confirm date and time and then give her your phone number, just in case something should come up. "___, if you would like to share your pampering appt with a friend or two who is also over-stressed, over-worked, and under-pampered, just give me a call with their name and number. I will need to ask them those same quick questions I just asked you about your skin type, so I will be prepared. (they usually say they have someone in mind, will call them and get back to you) "____, I look forward to seeing you on ____ (day) at ____ (time). Goodbye!"