The "CLASS"y Way To Succeed

The "CLASS"y Way To Succeed

By Donna Bayes

Do you realize you're just 16 classes away from DIQ? (*DIQ stands for Director-In-Qualification)

Print out several of these posters and trash your house with them. Post one in the bathroom, one on the refrigerator, one on your closet door. You get the idea. Carry one with you all the time to remind you of what it takes to climb the Career Path.

The key is to hold full-circle classes. What is a full-circle class?

A full-circle class has three goals:

Book future classes to stay in business

Sell product to meet the skin care and glamour needs of your customers

Interview two or more people to build your team

OK, on average, one out of four people you share the Mary Kay facts with will join. So, if you choose two people from each class to "interview" (share the facts with), then after four classes, you should have at least 1 or 2 new team members. You are now a Senior Consultant. You hold two more classes, interview 4 more people, and now you have 3 new team members and you can proudly join the Red Jacket Club! Ten full-circle classes, interviewing two from each class, should make you a Team Leader! Following this same plan, after 16 classes, you should have the 8 team members it takes to begin DIQ (Director-In-Qualification)! Sixteen classes is just four per week. You could do that in one month!

Now, what will be the secret to make this happen? You must become a Master Consultant! A Master Consultant has mastered the skills to be really good at this business. And how do you become a Master Consultant? You practice! The more classes you do, incorporating all the skills of full-circle, the better you will be. A Master Consultant has mastered the skills.

The skills you must master to be a Master Consultant:

Booking a Class

Coaching

Class Procedure

Closing the Class (to get the sales)

Booking future classes from a class

Setting up an Interview Appointment

Interview Procedure

Follow-up

None of these skills are hard. You just need to practice them. You can probably find information on technique for each of these skills right here on this website.

OK, let's take it a step further. You now have 8 active team members and can submit for DIQ. You are now just 42 classes away from Directorship! You and your 8 team members work together to sell enough products to meet production requirements, and you add 21 more unit members to make a total of 30. You, as the DIQ, could do all 42 classes yourself. You should be prepared to do it. That is about 10 classes per month (2 to 3 per week) for the four months of qualification. By interviewing two per class, you can reach the required number of team members.

However, you want to intentionally recruit working consultants. Working consultants are those out there holding classes and facials for their own income goals. As you teach them to work full-circle, they will begin to build their teams, too. You and your team of eight make nine! If each of you did five full-circle classes your first month of DIQ your team would have held 45 classes. Enough to find the 21 consultants you need. And DIQ qualifications could be completed in one month! And, as you come out of DIQ into Directorship, you'll have those 8 team members in Red Jackets, on their way to Directorship? Can you get excited about that?

Can you surround yourself with 8 Power Players who will play with you on this? I believe you can! You will recruit those eight team members, as Mary Kay taught us, because you are out there holding classes and selling roll-ups. When women see the money you are bringing in, they will be interested for themselves!

Remember how Mary Kay taught us to recruit? She had us fill out the "Saturday Page." This was a little chart in our early datebooks that we filled out on Saturday. We posted our classes and facials, our sales for each, total sales, hours worked, and our profit. When we talked to someone about the business, we flipped back week by week showing her our sales, hours, and profits each week. When you are working, it is impressive! It was a mini-weekly accomplishment sheet right in our datebook. You could use the weekly goal section in our current datebook for this purpose.

As you clean up at your class, you want to ask the hostess, who just saw an incredible amount of product being sold, if she would be willing to listen to the marketing plan. Use the Marketing Plan Worksheet or a recruiting notebook right then and there and give her the facts. Then ask her to go with you to your next class as your assistant, so she can see what you do from the other side of the table. She learns while you earn. On the way home, answer any questions and sign her up! She has just seen a Master Consultant in action and has had her first training. She is more apt to come out of the shoot running if she has seen you in action. She will be confident that she will be trained by someone competent and she will want to do what you just showed her how to do! Take her to your next class, too, along with someone new, and she will be raring to go! (Do you realize that Mary Kay required us to observe 3 actual classes before we were even allowed to have our starter kits? Many times I had 2 or even 3 new consultants observing one of my classes. Never did a hostess object. And it was great! The new consultant ran the washclothes and helped carry in the supplies!)

Now, begin mastering the first skill--booking! Get 10 classes booked for the next two weeks and you will be on your way to 16 classes and into DIQ! You can do it!