Author: Sherry Kostner

Coaching Checklist
“A class worth booking is worth coaching.” & “It is very important that you understand the Hostess Program” - Mary Kay Ash
Hostess Name: _______________________________________________ Show Date:___________________
We coach our hostess 3 times:
1. Preliminary Coaching
_____ Give Hostess Packet & review in person or on the phone. Go over invitation script.
_____ Explain Hostess Program and ask her to set a goal. Find her “hot” button!
_____ Confirm date/time reminding her that you are committed no matter what!
_____ Encourage her to take orders from those that cannot attend.
_____ Let her know that you will call her within 2 days for guest list. “Part of my job with Mary Kay is I do have to call each guest and ask them some specific questions about their skin so that they can come”. Help her brainstorm and start a list.
Also - Give her the Guest List Challenge - “Call me before our scheduled time and I will give you a ________ that will make you feel so soft and pampered, you won’t know what to do with yourself!” (Use your free products from MK)
_____ Say to her: ___, I’ll be there rain or shine, you can count on me & I know I can count on you too...you’ll be a great hostess!
2. Telephone Coaching
_____ Obtain guest list.
_____ Check on status of outside sales. Re-emphasize they count towards hostess credit.
_____ Remind her to call you with orders.
_____ Remind her to keep refreshments simple and serve at the end-No Alcohol.
_____ Ask about set-up area (lighting, chairs and closing area).
_____ Make pre-profile calls.
_____ Call hostess back and let her know that you have confirmed all of her guests and say something like: “We are so excited that if for some reason you cannot make it, we will do it at my house and I will still give you credit”
3. Kitchen Coaching
_____ Arrive 30 minutes early. Pay a sincere compliment.
_____ Where would she like you to set up for class/demo satin hands?
_____ Remind her to hold refreshments until end of class.
_____ Use the 4-Point Recruiting Plan below.
_____ Ask your hostesses permission to begin setting up.
_____ Explain Agenda to her briefly one more time.
4-Point Recruiting Plan
Point 1 - Ask The Hostess (Who)!
During Kitchen Coaching with your Skin Care Class Hostess say: “ Who is coming tonight that you think would enjoy doing what I do?” You could add : Maybe someone who could use some extra cash, or is looking for a career change? Maybe someone who
would just like to get out of the house and create something of her own or someone who could use some fantastic tax deductions? Or perhaps someone that’s looking for an entrepreneurial opportunity to make an executive income working from home?
Point 2 - (Cracker Jack) Recruiting Talk
Share a 2 - 3 minute I-Story at every class/appointment. Keep it short and snappy!
Point 3 - (Pick) at least one person - At every class/appointment that you would like to work with and offer her the Mary Kay
opportunity. Give her a recruiting packet and set up an appointment to get with her to get her opinion or to do an interview within 24-48 hours.
Point 4 - Offer a (Gift)
For anyone she refers to you who becomes a new ‘active’ Team Member.
Sherry Kostner-Updated 6/1/11