New Mary Kay Consultant: Why Your Director Wants You to Start Recruiting Right Away

Mary Kay RecruitingYou’re a new Mary Kay consultant, and you’re just learning the ropes. You’re excited, but a little scared about all the things you don’t know about your business. Your director is encouraging you to start recruiting. You want to get your feet under you first before you will feel comfortable bringing others into the business.

But your director keeps pushing you about recruiting. She suggests you’re just going to do “practice interviews” or some other innocent sounding thing. She keeps coming at you about recruiting. Why?

  1. Recruiting is how your director makes her money. New people mean new inventory orders, and that’s where the sales director makes the bulk of her income. Mary Kay Cosmetics encourages large initial inventory orders because that is the single largest amount most consultants will ever order. With 40,000 MK consultants quitting the company each month, a new supply of orderers is constantly required.
  2. Your director needs to get you to recruit before you realize what a loser business Mary Kay is. If she lets you wait to see how hard it is to sell the products, you’ll be discouraged, and you won’t want to set others up for the failure you’re experiencing. Eventually you’ll figure out that 99% of people who get involved with MLMs lose money, and if you have scruples, you won’t want to bring others in to lose their money too.
  3. Your director wants you to recruit before you figure out that you make more money by NOT recruiting. The best target for a potential recruit is someone who likes the Mary Kay products. If a woman is buying products from you, you have the opportunity to make a gross profit of 25% to 50% of the retail amount she buys from you (depending on how much you have to discount the products or give away free products as incentives to buy). If you recruit that customer, you suddenly make only 4% of wholesale on her product purchases. And you’ve also given yourself another competitor, which is especially bad if you have many of the same family members and friends.
  4. By getting you to recruit, your director has helped you feel successful, and your excitement makes you more likely to order more products and continue on in the business. Even when you are not making any money. You have a couple of recruits, and suddenly your director tells you that you’re “on target” for something, and that you only need to order $xxxx more to get to a higher commission level or qualify for a prize. You’re probably going to place that order, even if you don’t need the products because you want to keep your momentum going. Another order means more commission for the sales director.

After nearly 50 years in business, Mary Kay has perfected the bait that is needed to lure people in and get them to order more.  They know exactly which kind of “contest” or cheap prize will bring in more orders. The ribbons given out at Career Conference and Seminar cost pennies, but consultants are spending hundreds or thousands of dollars on orders to get those silly ribbons.The same thing goes for the star consultant prizes and other trinkets that Mary Kay gives to orderers during special promotions. The company knows exactly which kind of positive reinforcement leads to more orders, and getting you to recruit right away is a brilliant part of the plan.


  1. MLM Radar

    The “practice interview” is not practice. It’s a tool the Director uses to get you to open your address book and give her the contact information of your friends and relatives.

    Typically these are close friends and family who you wouldn’t normally consider trying to recruit, but since it’s “just practice” the Director catches you with your guard down. Next thing you know she’s pressuring them to support you in your new “business”. It’s a tactic which is rather effective, because it carries a big guilt trip if they refuse.

    The result is that friends and family will often sign up -and buy $225 to $600 in inventory – without using the normal good sense they’d exercise deciding on any $20 impulse purchase.

    KA-CHING! The director gets 3 recruits for 1 plus production bonuses. It doesn’t matter if you think about quitting tomorrow. You won’t because you now have close friends and family “backing” you.

    And you thought it was just practice…

    1. Still Breaking The Basic

      “It doesn’t matter if you think about quitting tomorrow. You won’t because you now have close friends and family “backing” you. ”

      And if you do quit, so much the better for your director because your recruits move up to her first-line. She continues to reap benefit off your hard work.

  2. BestDecision

    Here’s the real test. See if your Director or NSD shows more excitement over you selling $250 or you recruiting 1 person.

    The average new Consultant brings in $1,000 in wholesale production, which is about $250 in commissions to your Director. However, $250 in products sold is only $125 wholesale and $28.75 commission for her.

    There lies your answer and all you need to know about the driving force behind MKI, NSDs, Directors, and the business model. It’s all about faking success when so few actually have it (“executive income”) with less sincere, authentic excitement over selling the product. You can’t fake bad skin or bad makeup like you can fake a business and success.

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