The Wave Way

Waverly Wismer is a Mary Kay Sales Director, daughter of National Sales Director Kimberly Copeland. She is the inspiration for this type of party. This year her unit sold over $1.3 million dollars of products!

She's married, with a two-year-old and just had another baby in September, 2023.

Waverly joined Mary Kay when she turned 18 and within 3 months of joining, she and her brand new unit earned a pink Cadillac. Her Director check for June, 2023, was in excess of $43,000.

She doesn't do the traditional facial. She has always shown the product in a relaxed setting, sitting around the living room, trying product on the back of the hand. There is NO makeup removal. Waverly usually sits on the floor, with her roll-up bag on her lap and passes products around the room.

It has been so successful for her unit, that I decided to learn the concept! I spent hours watching videos where Waverly and her mother were teaching other national areas this concept. I copied down her dialog word for word, and then practiced it in a casual party setting. After three or four parties, I tweaked things based on what I had learned that worked for me.

I love this format and so do my customers! It takes me about 45 minutes to present the products. And the rest of the evening is for socializing and placing orders. It truly is a Girl's Night Out.

Here's everything you need to know to put it into practice.

Put Your Demo Bag Together

Fill a roll-up bag with the following products (out of the boxes) which you will be showing and demoing at the party. If you don't have all these products at first, you can just pass a picture, but allowing them to hold and try them is so important. So build your bag as soon as you can.

At the party, you will first promote the roll-up bag and then take off a pocket at a time as you go through the products for the party. You'll know how to do this and what to say as you study the script below.

Pocket 1

I have been demoing the Repair Set. It would depend upon your guests which set to demo.

Repair Set
- Foaming Cleanser
- Lifting Serum
- Day Cream
- Night Treatment with Retinol or Antioxidant Moisturizer
- Microdermabrasion Refine Step 1
- They all fit easily. Lay the jars on their sides.
Miracle Set
- 4-in-1 Cleanser
- Daytime Defender
- Nighttime Recovery
- Antioxidant Moisturizer
- Microdermabrasion Refine Step 1
- Empty Finishing Spray bottle filled with water.(labeled as water)

Pocket 2

Empty Finishing Spray bottle filled with water.(labeled as water) -- It won't fit with the Repair in Pocket 1
Facial Peel
Charcoal Mask
Renewing Gel Mask
Hydrogel Eye Patches
Deep Wrinkle Filler

Pocket 3

Foundation Primer
Deep CC Cream (or Very Light--a contrast to skin)
Undereye Corrector
Translucent Powder
Powder Brush
Black Eyeliner
Finishing Spray
Satin Lips
Oil Free Eye Makeup Remover
Micellar Water

Pocket 4

Toning Lotion
Hydrating Lotion

I would suggest that you make a notecard or labels on each pocket, so you know which products go back into which pocket and then your roll-up bag is ready for your next appointment. I learned the hard way. I had to look it up each time to reorganize my bag. How easy it is to have a list on each pocket until you get your party memorized!

These are the products I'm showing right now, You can change up the products if you wish. Waverly and her unit demo the Repair set to everyone, but you may want to demo the new Miracle Set. A lot of the women I work with may buy the Repair set once, but because of price, they don't always reorder. I'm looking for great reorder customers, so I'm happy if they get on the Miracle Set. They can always purchase the Repair or move up to the Repair.

pack your tote

Your black Starter Kit bag is perfect to carry everything else you need. All you need to carry in is the roll-up bag and this tote. You can have inventory in a suitcase that you can wheel in.

Pink envelopes for bookings (optional) - For playing Deal or No Deal (optional game). These each have a product or set in them. Print here and choose 10 of them. I cut up a Look book and glued the pictures of the products on each of them and then laminated each one. The guests choose one envelope before the party starts. They can't open the envelope unless they agree to a party, which I talk about later in the party. For now, they just hang on to their envelope. One of the envelopes has a $100 Shopping Spree in it. All are redeemable only at their party. Make a note in your calendar of the gift she will receive at her party. She doesn't keep the envelope. (I don't usually do this game, but you may love it.)
Satin Hands Set - they can try it after the party if you choose to set it by the kitchen sink and have the hostess instruct them. Below you'll find instructions to laminate and place by the Satin Hands Set.
Small clipboards - These are the ones I ordered. I use to clip a sales ticket on each one, but I no longer do that. (I explain why below.) I do put a Profile Card on each one, which I have them fill out when they arrive and give back to me. You don't have to carry all 12 if you know there will be fewer people coming to the party. And, you don't even NEED clipboards. They can write on the table or a magazine.
Mary Kay Travel Color Bag - (or any other container) In this bag I have three zipped mesh bags that came in the starter kit (or purchase on Sec 2 for $1/each). In one I have cotton rounds (I use two per guest). In another I have Mary Kay ink pens. In another I have disposable facial clothes that I have cut in half. Waverly uses paper towels, but I much prefer disposable wash clothes that came in your starter kit and can be ordered on Section 2 on Intouch under party supplies. Cut in half, you get 60 for $2.25. (I tried cutting them into fourths, but they were too small. Half is perfect.)
Zip lock plastic bag so I can wet the number of facial cloths I need to give one to each guest. The guests will use it to remove the cleansing cream from their hand. They will keep this cloth to use throughout the party.
Empty Clinical Solutions Box - filled with the "color gift." The color gift is a gift you give each person for attending. You find out her favorite color prior to the party, as part of the "touches," which is basically pre-profiling and coaching the hostess. I use these earrings from Amazon. They cost about 40 cents each. They are nice and everyone has enjoyed getting them. You can also find inexpensive seasonal earrings on Amazon. I'll offer those closer to Christmas or Valentine's Day.
Skinvigorate Brush - I keep it in the box so the brush head doesn't get crushed. I pass the brush around so they can feel it on the back of their hand. I prefer to do it before any product is on the hand. Mary Kay no longer carries the brush, so disregard unless you still have some to sell.
Boxed Repair Set - I pass around a boxed Repair Set so they can see how it comes and even the quality of the box, Be sure to sell that set and then put another one in for the next party. First in, first out. Otherwise, it could get old sitting in your tote.
Folder with Party Pictures and Script - You'll find the scripts and pictures for both the Repair party and the Miracle Set party below. Print one to a page (not front to back) and make high quality prints on good quality paper. If you have a good printer, you can print yourself on 24 or 28 lb bright white paper. If not, consider having them printed at a copy shop or go to Intouch/Business Tools/Approved Vendors and upload to either FedEx or Office Depot to have printed with the MK discount. I laminated them myself with my Walmart Scotch laminator with 5 mil laminating sheets to make them sturdy. You could use page protectors, instead of laminating, to make them more affordable.If you decide to use page protectors, I would suggest you print on heavier paper. Office Depot will print, laminate, and mail to you with free shipping. Details below.
Folder with Laminated Closing Sheets - You will want 10-12 Closing Sheets. This sheet has the new Miracle Set. Print and insert into page protectors. That way, you can change them out as product or prices change. I have found that some women like to take the closing sheet home with them. Print front to back on 28 lb paper or print as singles, but if you do, laminate the recruiting page on the back of the closing sheet.
QR Code Flyers for the Mary Kay Shop My Party link. I print two or three and place near my guests, so they can scan and open up the app to my hostess' party.
Extra Sales Tickets - I have found these are very useful in case the guest's ticket isn't useable. I no longer put the sales ticket on the clipboard. I've found it is too cumbersome for the customer to handle the pen and clipboard while trying and passing products. I keep the sales tickets at my closing table or space.

PARTY PICTURES AND SCRIPT

When I first started these parties, I created a flip chart, and used my Mary Kay flip chart binder, so I had the order of the products and Waverly's wording. I used this flip chart for my first few parties. But it was bulky and I often had to hunt for a place to set it. Yes, it kept me on track and I had my wording. I loved it except for finding a place to set it.

After a party for one of my top consultants, Debbie Busch suggested that I scrap the flip chart and just use the pictures and the product, since I was familiar enough with the product knowledge that I could just talk. So, at my next party, the following day, I did just that. BUT, I forgot that I didn't have pictures for all of the products and wasn't sure of the order.

So, I came home, and created this script inside the pictures. Now, I have all laminated pictures and the script in the order I need them. The script is incorporated into my pictures so I have my wording and sizzling sentences, but I am not having to hold another flip chart. It's much less cumbersome. Once you've done a jillion parties, you won't need the script, but it may give you comfort in the beginning,

If the page is just wording, I set it aside when I'm finished. But underneath that page of script are the pictures to pass around to the guests, numbered in the order that I talk about them.

The Pictures/Script buttons below have the script and pictures to use during the party. It's what you want to have printed and laminated.

I've tweaked my party since I started. For instance, I now romance the roll-up bag at the beginning of the party, rather than at closing. Since it's all put together at the beginning, it's easy to show and romance and I can tell them there is a way to get it free that I'll share about later. I've rearranged other things and added to the beginning of the party, based on my experimentations from early parties.

Since you'll be passing the pictures and closing sheets around the room, you want high quality printing. Since my printer doesn't print as sharp as I wanted, I sent my file to a print shop. I brought them home and laminated them. I didn't think to number the backs of the script and pictures first and then had to go back to the file to get them back in order. Duh! I now have numbered the pictures and script so you know the order they go in for your next class.

Print the file on one side of the page only - not front to back.

The Closing Sheet

Our Mission

Be assured that the file will be updated as new products are added or retired. The picture above may not reflect the updated closing sheet, so use the blue button below to actually see the current closing sheet. You may print these front to back if you use 28 or 32 lb paper. Otherwise print as singles and just put a closing sheet with the recruiting page on the back and laminate both pages. Some consultants prefer to put these in sheet protectors (cutting off the three hole strip), so it's easy to change out when a product changes.)

Because I couldn't find a clear copy of Waverly's closing sheet, I made my own, based off hers. I have them laminated, but I have found that a lot of ladies ask if they can take it home. So, I would suggest having some printed for that purpose. If you use the sheet protectors, you could just pull out the sheet and send home with them.

If you find any outdated prices or products on the closing sheet at this button, please contact me with the details at TheVictoriaRuth@gmail.com so I can update it. I would appreciate the heads up.

You will want to print 10-12 of these closing sheets. Each guest is handed one at the end of the party. On the back is the recruiting information.

I've had a laminator that I got from Walmart for years. And I've used it a lot. Paying to laminate at a regular print shop may not be cost effective. I buy my 5 mil laminating sheets from Amazon.

However, Mary Kay has special discounts at both FedEx and Office Depot. And even if you don't have an Office Depot near you, they will ship your order for free. Here's some information.

The "color" gift

As part of coaching the hostess and pre-profiling the guest, Waverly sends a text to the hostess asking her to text her guests to find out their favorite color because she is bringing each guest a gift and she wants to make sure she has her favorite color.

Waverly says that if a guest responds with her favorite color, she is likely to attend the party. If she doesn't respond, she won't be there.

Waverly uses dollar gifts for this. I found these earrings on Amazon for 40 cents each. And my guests have all taken one.

The "Touches" Coaching and Pre-profiling

Touch 1 -- Save the Date

Touch 2 -- 4 Days Before the Party

Text to Hostess:

Hi Lisa! I'm looking forward to your upcoming party! I'm going to text you a script that you can copy and paste to all your friends and family, It tells them to save the date for your party. I'm also sending you a picture to go with the script. If you save the picture to your phone, you can then attach it each time you paste the invite to your friends. If possible, please send these invites today, We will give them more info as it gets closer to your party. Oh, and make a list of who you invited, so that you know who to send the reminders to!

Script: (send in another text along with the picture)

Hi! SAVE THE DATE! I'm having a Girls Night Out at my house at 7 pm on Wednesday, July 12. It will be a new type of Mary Kay party without any makeup removal. Fun, casual, door prizes. Can't wait to see you! More details when it gets closer!

Touch 2 -- 4 Days Before the Party

Text to Hostess:

Hey there! Your party is coming up!! It’s time to send out a reminder to your guests. Please send the picture and the text that will follow! Thx!!

Script: edit as needed (send the same Save the Date pic again)

HI! Did you save the date for my party? It's this ((Wednesday at 7 pm)) at ((my house, 555 Grandview Ave, Topeka KS 66606))! Looking forward to seeing you on ((Wednesday))! See you soon!

Touch 3 -- 2-3 Days Before the Party

Text to Hostess:

Hey, I'm going to bring each guest a gift for attending. Would you forward the following text to each gal please?

Script:

Hey, my Mary Kay consultant is going shopping today and she's bringing a gift to everyone who attends the party. She wants to know your favorite color. Thank you!

Touch 4 -- Day of the Party

Touch 3 -- 2-3 Days Before the Party

Text to Hostess:

Hey!! Woo Hoo! It's Party Day! I can't wait to see you and meet your friends and family! It will be great! I'll get there 20 minutes or so before the party, and make sure everything is set up and ready on time! Feel free to offer drinks (water, tea, lemonade, whatever you like) before the party, but please save the snacks for after my presentation. I will need a corner of your table to set up as my "office" so I can help your guests with their orders. I want you to relax and have fun with your friends. See you later! OH...it would be good to send one more text reminder to your guests. I'll text you another one that you can just copy and paste to them. Hang on, let me send it.

Script: edit

It's party time! I'm excited to see you ((tonight at 7 pm))! We are going to have fun! See you soon! Remember...casual...no makeup removal!

THE PINK ENVELOPE HOSTESS CREDIT (OPTIONAL)

The pink envelopes you see in my tote bag have many of the sets on the closing sheet. I did choose mostly the higher priced ones, because I like to be generous to my hostesses. If they open an envelope, that's their hostess credit. You could put all $100 Shopping Sprees in the envelopes! Totally up to you.

Waverly was asked what she used for hostess credit and she said that women enjoyed these parties so much that they were booking without worrying about hostess credit.

$75 for $35 Hostess Credit

This hostess program allows you to guarantee the hostess that she will receive $75 worth of products for her cost of just $35. That's $40 free to her.

This program only costs you $2.50 out of pocket. So, even if the party has low sales, it didn't cost you much and the hostess gets $40 taken off her ticket of $75 or more of products.

So, how does that work? Half (50%) of $75 is $37.50. Your hostess is paying you $35, so it is only costing you $2.50.

To use this program, I total her ticket, making sure the products she wants totals $75 or more. Then I add in the sales tax and get a grand total. Then I subtract off the $40 of hostess credit. Doing it this way allows you to collect full sales tax on the product, which you've already paid.

$100 for $40 Hostess Credit

This hostess program is very similar to the $75 for $35. She would be getting $60 free and it would cost you $10. I would certainly be willing to give $10 for the opportunity to have a party. How much is a party worth to you?

Mary Kay's Hostess Program

As your parties get higher in sales, I suggest this program. It's Mary Kay's hostess program.

10% of the sales in free products when there were no future bookings
15% of the sales in free products when there was one booking
20% of the sales in free products when there were two bookings

Mary Kay taught us that our hostesses are our business partners. She would always tell them that she hoped they earned more per hour than she did. She wanted us to be generous with our hostesses, without giving our shirts away!

How to Figure the Hostess Credit using Mary Kay's Program

Total all the tickets of the guests. Do not include the hostess' wish list.
Do not include sales tax in your total.
Determine how many bookings you got--none, one, or two or more.
Multiply the total sales (without tax) times 0.10 or 0.15 or 0.20. That answer gives you the amount of hostess credit.
On a sales ticket add up all the products the hostess would like to have.
Add sales tax to get her total.
Subtract off the amount of hostess credit and she pays the difference.

closing the party

Make sure the hostess has given you a spot on her kitchen table to set up your "office" to close the party.

You want a chair for yourself and one for your guest. Set some of your Repair boxes and Miracle Sets there so that they can grab one and take ownership of it before you close.

You'll need a calculator, your credit card swiper, sales tickets, a closing sheet for you to refer to, a Look book (don't give them a catalog - unless you put it in their sack as they leave). You want them using the closing sheet, rather than looking at a catalog.

If you brought inventory in a suitcase, have that near you so that you can sack up her product to take home. You need to be able to do this quickly. (Don't forget to pack sacks!)

The order of closing is:

Sell and complete her ticket
Collect the payment
Ask her to book
Ask her if she would be interested in hearing about the business
Sack up her product

What If She Asks...

What if she asks you questions such as foundation matching? Or her best eye shadow colors? Or how to do brows?

During my early $1200 party, while my consultant, Debbie, was closing orders, guests were asking me about foundation matching, recommended eye shadows, etc. Because I was at Debbie's house and office, I didn't know where things were. So I was interrupting Debbie to ask for samples. I soon realized that this was not a good situation, plus it was very time-consuming.

As you are closing the party, you do not have time to answer those types of questions. They require a second appointment. She can book her future party as a Foundation Matching party. Or a Wow Brows party.

That just means that you go 30 minutes before and do her foundation matching, or show her how to do her brows. It's a private consultation between her and you for that one thing. Then at the start of the party, when the guests arrive, you do your regular Waverly Way party! I have the Foundation Shade Finder. And in the meantime, you can sell her a CC cream until you have time to do a foundation shade matching at another time. I also have the Eye Shadow recommendations for different colored eyes as a button on the app. Refer her to that. You just don't want her sitting with you, trying to make decisions about colors, while other guests are waiting to check out.

Recruiting

Waverly has the hostess send a text (another touch or combined with one of the other touches) before the party saying that if they watch this video, they will get to choose another gift at the party.

The video is one she made that tells her "I" story and why she joined Mary Kay and the benefits of a career--basically a recruiting video. It should be short.

The text that the hostess sends tells them that they will get to know the consultant who is coming if they watch it. They have a little survey form they can take, after the party, asking their interest level, if they watched the video. They turn in the survey for a gift.

If they didn't watch it prior to arriving, they can do it right then and there and still get the gift. (I would suggest using a product gift--extra limited edition, a deluxe mini, or whatever you have)

There are little videos you can find online, but the best option is to make your own. They are getting to know you, after all. Tell them who you are, that you are excited to meet them at the party, a little about yourself, why you do MK, and what you love about it.

Get yourself all cute and Mary Kay'd up and record it on your phone. Upload it to YouTube and then you'll have a link you can share.

Waverly has found that some will sign up right there at the party. So, she logs into Intouch on her phone, and sends them an email invite so they can sign up right then and there on their phone. The party they book is their business debut.

Notes

Waverly said that she stacks up about three or four Repair sets on her closing table. And she says, "I only have four sets with me, so if you want to take one home tonight, please grab it and hold onto it until we get together to write up your ticket." That creates FOMO - Fear of Missing Out!

Be sure to have your hostess have a place for you to close at her kitchen table (or somewhere). You need a little "office." I found that when I didn't have a place to close, I was wandering around answering questions for this one, and then that one. Having them come to you, in turn, will allow you to answer her questions, help her with her purchase, book her, get her payment, ask her about the career, and sack up her order more quickly. Those who want to leave can get into the line a little quicker.

Even when they placed their orders on the app (and yes, we made a little flyer with a Shop My Party QR Code), writing their purchase down on a sales ticket really helped us. You can close out the ticket for her with tax and everything with the paper ticket, and have a little stack of tickets, even though it is online at Intouch. You can even charge her card before she leaves on your phone at MyCustomers+ app, or do it when you get home.

I helped each person find us as their consultant on the app, going through the login process, so next time they want to order on the app, it opens right up to us as their consultant and makes it easy for them to order on the app. They put their credit card into the app and it is there the next time they order.

You Can Do This!

Waverly says she is so used to high sales at her parties that when she has a $700 party, she is disappointed. Some of her parties are $3000! Her new team members come in with good inventories because they have seen such great sales and know they will sell it.

I would suggest that your new team members order the products, particularly the skin care items, that are on the closing sheet, because normally, that's what they will sell. They can always do a CDS for other items.

As with all parties, bookings are more important than how much you sell. You want to learn to book at least two more parties from every party to keep your business going. Sales will come as long as you keep doing parties!

As you recruit new team members, you will be doing their business debut just like this, selling products for her, booking her future hostesses, and getting her off to a great start.

At Seminar 2023, Waverly was crowned Queen of Sharing, she had many girls in the Queens Court of Sharing and Court of Sales, and debuted eight sales directors since January. Does this way work? I think so!

The Wave Way