10-Step Interview Structure

(Some good things to have in a Recruiting NB – Applause magazine where your director is listed, a copy of your or your director’s top check, pictures of fun, pictures of prizes you’ve earned, recruiting pamphlet, copy of a great WAS for you, copy of an average WAS for you, pamphlet of company Seminar prizes, pamphlet of quarterly prizes, $100 Decision paper)

1.) Preview:

a.) First, I’m going to get to know a little about you.

b.) Next, I’m going to tell you a little about me.

c.) Then, I’ll tell you a little about the company.

d.) We’ll open it up for any questions that I might not have answered.

e.) Lastly, I’ll ask you for a decision.

2.) Getting to know her: (take notes)

The answer to the first statement tells you their personality type – customize the interview to fit her personality style, use words she’ll like. Take notes!

a.) Tell me a little about yourself.

b.) What do you like least about any job you’ve had?

c.) What do you like most about any job you’ve had?

d.) If we only had 5 minutes, what would you need to know about MK to make an educated decision?

e.) What do you value most in your life?

f.) What do you need most in your life?

g.) If you were to do MK right now, what would be your main reason? Why? (If money, what would you put that towards?)

h.) Rhetorical question and don’t need to answer, but if you choose NOT to build a business with MK, where could you find the opportunity to earn the money to _________ ?

3.) Getting to know me: I-Story - great to show personal pictures in NB (also a good chance to use “feel, felt, found,” if you know of any objections she may have coming in).

- Prior to MK I thought MK was…

- The reason I joined MK was…

- What I’ve found since I signed my agreement…

- One of the things I LOVE about my MK business is…(make sure it’s a quality -

that her personality style could get excited about!)

4.) Reasons Women Join Mary Kay (MRS CAB):

a.) Money

i.) Sales – 50% commission (on the face average $100, online, on paper, on with the show, on the go), sell a consumable product, and opportunity to hold an appt one-on-one (vs. other home businesses), show them a WAS, no quotas other than the minimum of $225WS/year to stay a consultant, no territories.

ii.) Leadership – company flyer, Top Check or Director/NSD 1099, Applause magazine

iii.) Career Car – refer to company flyer again

iv.) Tax Advantages – bills that are normally paid are now deductions, so that equates to more money back in your pocket at tax time

b.) Recognition and Relationships (pictures of prizes, star trips, etc.)

c.) Self-Confidence

d.) Car (picture of car you’re earning or director’s car)

e.) Advancement

f.) Being Your Own Boss (pic of family, vacations, etc.)

g.) Amazing Company

i. Debt-free and Family Owned, in business 50+ years

ii. Award-Winning Products

iii. Mary Kay Foundation

iv. Golden Rule and Faith First, Family Second, and Career Third Philosophies

v. Pink Doing Green and Recycling Efforts

vi. Top Notch Training – Success Night and Company sponsored events, New Consultant Training, Business debut

vii. Adpotee Program (if out of town)

Which 2 most excite you about this opportunity?

5.) 2 Financial Decisions to Make When Starting a MK Business:

a.) $100/Target Decision + recruiter does debut (handout – what’s in the kit)

b.) Whether or not to start your business with inventory; you can start with a store-full, a purse-full, or nothing at all, but no matter what, we work with you! I won’t discuss it fully with you because, if you choose not to do MK, I’d hate to waste your time.

6.) Overcoming Objections: “We love women who…

a.) are too busy…busy people are the best time managers! You may not have 3 hours a day, but you may have 10 minutes 3 times a day!”

b.) need to make money…you have hustle, drive, and determination! I don’t want you to ever be in a position again to not have $100 you can do what you want with!”

c.) don’t know anybody…if you know 10 women, I bet they each know 10 people you don’t know and wham…you’re up to 100 people already!”

d.) who want to spend more time with their family… because in MK, you can design your life around you and your family’s schedule!”

e.) don’t want to build a business around family and friends…you’re right, they won’t make you rich! But, they can certainly introduce you to people they know!”

f.) aren’t the sales type…we’re about building great relationships with our customers. Wouldn’t you agree all people have to be trained, then practice techniques to become great at what they do? Don’t you feel that you could learn to do most of what you just saw me do with a little bit of training?”

7.) Open Questions

8.) Closing Questions

a.) What’s the worst that could happen if you decided to try? (if she can’t think of anything, help her out by saying, “You’d get over $400 of MK for just $100! And that’s if you never hold a debut!!!”

b.) What’s the best that could happen if you decided to try?

c.) If you choose not to pursue a MK business, how would you find (what you need most), for (what purpose), while keeping (what you value most) a priority?

d.) If she’s an S or C personality:

i.) On a scale of 1-10, 1 being I’d never do MK, 10 being sign me up right now, you can’t pick a 5 ‘cause it’s on the fence, where do you think you fall?

ii.) Usually I find anything above a 5, is really just a fearful 10. What would it take to get you to a 10? (Usually it’s just a couple of questions or a needed discussion with a significant other.)

e.) If she’s a D or I personality: Would you like to work with me?

(Usually their 3rd objection is the TRUE reason why they are hesitant to sign.)

9.) When she does sign, make sure to say, “Our director is going to call you and welcome you into the unit!! She’ll also schedule a time with you in the very near future to discuss the inventory options. It’s a time-sensitive conversation because it concerns free product you’re eligible for when you first join!”

In the meantime, we need to discuss the “Next Steps.” Are you the type of woman who’s like, oh no, my brain needs a break; this is a lot to process? (schedule a time to talk within the next 48 hours; phone or live). Or, are the kind of woman who likes to get the job done, and you say ‘bring it on!”? (do it right then).

10.) If she doesn’t sign:

“There are “Dreambusters” out there. Often they are the ones who are closest to us and are just trying to protect us. But, you MUST remember that you were the one to sit and listen to the facts about the business, not anyone else. As a result, YOU need to be the one to make the decision. Consider the “Pillow Test!” If you get excited once, about the possibility of (their why), before you lay your head on the pillow tonight, what’s $100 to see if MK could be a good fit for a reason, a season, or a lifetime?”

“You can look back 1 year from now and say one of three things…

a.) I’m glad I tried and it’s not for me, at least I know.

b.) I’m glad I tried and I’m awesome at this!

c.) I wish I had.”

“Which would you have the most regret about?”

“No matter what you decide, I absolutely love my customers too! Without them I wouldn’t have a business! So, whatever you should decide, it’s totally fine!”

If she doesn’t sign, make sure to say, “In order for me to get credit for this interview, my Director,(Director’s name) needs to follow up with you to see how I did? What’s the best time for her to reach you in the next 24 hours?”

Then text her later in the evening, or early the next day, to thank her for her time and to see if she came up with any other questions you could help answer!

****If at any point she says she’s ready to sign up, stop the interview and pull out the agreement!