Tripling Your Income With Mary Kay (Yeah, Right)

19162886Written by PinkPeace

If you had been lucky enough to be in my Mary Kay unit, at some point you would have sat down with me one-on-one to go over the following document. I liked to do it during new consultant orientation, while you still had stars in your eyes about Mary Kay and thought that the sky was the limit in this business. I wanted to put big money potential in front of you BEFORE you experienced difficulties in recruiting, so you’d have a goal to work toward.

What I didn’t tell you was the reality behind this little document. I mean, why be negative? It was my job to be a good coach and see the potential in everyone. I didn’t want to stand in the way of your success, even though it wasn’t happening for me. This business is what you make it!

If you’re not successful, then it must be because you’re not working hard enough or don’t have the right attitude. (You may have noticed a fleeting depression in my voice when we went over this handout – BUT – I perked up pretty quick, because I was the master of “fake it ’til you make it”! I just needed to work harder and smarter! What a positive example I was!)

So, here goes: Have paper and pen ready to take notes. Let’s see how you can bee all you can bee! (The statements from the document are in bold, with my unfogged comments in regular type.)

Income Potential as a Mary Kay Sales Director

You can make triple your current income with Mary Kay – or more – by becoming a Sales Director.

Okay, this is misleading. I don’t know what your current income is. If you’re making $5,000 a year at your job, then, yes, you could probably triple it by becoming a Mary Kay sales director. You could also try a real full-time minimum wage job with benefits. That would be a better bet for you.

However, I’m really talking about the difference between recruiting commission of a consultant vs. a sales director. This is hardly consistent or reliable income, but all I want you to remember is “triple your income.”

Also, theoretically, this example is true. But when I go over it with you, I’m going to speak as if it happens all the time. I know in my heart it hardly ever does, but I’m a “possibility thinker” and I want you to be one too!

Imagine a consultant with two recruits who recruits three additional woman in a given month. This makes her a Team Leader (5 recruits) and gives her the opportunity to earn 13% commission on her team’s orders. (To get 13%, all team members must order in the month, and the Team Leader must order at least $600 in the month).

This information is true. However, as we all know, it’s a big stretch to recruit three women in a month. It has been done, but it’s not as easy as it sounds.

And wait, there are those conditions for a 13% commission check: 1) All five recruits ordering, 2) the consultant/recruiter ordering $600 wholesale in the month.

Chances are, that out of all five of these hypothetical recruits, at least two or three will be personal use. They aren’t due to order for another 3-6 months – sorry.

And you, Miss Consultant, must order $600 wholesale during the month to get the full commission. Are you in the habit of selling enough product to justify a $600 wholesale order every month? Not to worry! You can always sell it next month. Do you want to miss out on 13% commission? You’ll get recognized in the unit newsletter, you know, plus you’ll get the unit monthly trinket as a prize!

But I digress.

Let’s say among all six of these women (Team Leader + five recruits), the team production is $5000. Note: This is quite reasonable, with a couple of new recruits doing a Sapphire star order.

Let’s also say that monkeys are flying out from under my director’s skirt! Really. This $5,000 wholesale IS possible, but not likely.

Remember, Mary Kay teaches – correctly – the principal of 1/3, 1/3, 1/3. That means that out of any given group of women in Mary Kay, 1/3 will be working or ordering, 1/3 will be maintaining and 1/3 will be on their way out. Apply that to your three new recruits for the month: One may place a Star order, one will probably do a $400 – $600 and one will be personal use.

I used to blithely breeze over this part so that my new consultant would just assume that five team members would mean $5,000 in production. Directors who are reading this – let’s all say it together: “I WISH!!!”

The Team Leader will receive 13% commission on $4400, because $600 of that entire $5000 is her own production. Her commission, therefore, is $572 for the month.


In addition, she gets a $50 bonus for each qualified recruit for recruits #4 and on. So she receives a $100 recruiting bonus for recruits #4 and #5 for that month.

True, IF the new recruits come in as “qualified,” that is, they begin with a $600 wholesale order or more. If not, no bonus for you.

The Team Leader’s grand total of commissions for that month would then be $672.

Sound good? Sure, BUT take a look at what a sales director gets for the same activity –

Let’s say the sales director’s personal team also does $5000 in production. The sales director herself has done $600, so she also is receiving commission on $4400. A sales director gets 26% commission on her personal team! So her commission for that month is $1144!

Okay, let’s stop right here. Did the sales director close her eyes, make a wish and tap her heels together three times to become a director? No. She went through the grueling DIQ process, probably going into debt in the process. She most likely has quit her real job to focus on this incredible Mary Kay opportunity, and she is counting on this income to feed her family.

Directors who are reading this: How many months did you scrape and scrounge for $5000 in wholesale production from your entire unit? How many times did $5000 in production come from your own personal recruits? How many months did you hold interview after interview and end up at the end of the month with one new personal use recruit?

When I went over this worksheet, I made it seem like this happened every month for me, no problem. It was a given. When you become a director, Miss Consultant, this happens for YOU!

In addition, she receives a $100 on new qualified recruits. Since she recruited three new qualified personal recruits that month, she receives another $300.

True, IF they’re qualified ($600 or more in initial wholesale orders).

But there’s more! On the rest of her unit, the director receives 13% commission – including her own orders!!!!! So 13% of her own $600 order is $78.

True again. And if the director is simply putting in production to get that 26% commission, she’s going to need that $78.

AND she gets a bonus for $5000 in unit production of $500!

And many months, she’s putting in her own extra $500 to recoup her $500 in bonus on the back end. Of course, by the time that next commission check comes in, she’s already spent that $500, so she sinks further into debt. But Miss Consultant, you don’t need to know that now! When you’re a director, you’ll get the information you need to be in that position. One step at a time!

So, matching apples to apples in our example, the sales director makes a minimum of $2022. And I say “minimum”, because this example isn’t taking into account the rest of the director’s unit, on which she receives 13%. For purposes of comparison, I only used personal team.

Again, this whole example is theoretically correct. But in real life? For 99% of units, not so much.

So, for the same amount of effort, which would you rather get?
Consultant = $672
Director = $2022

And please don’t look closely at the $2022 monthly figure. Even if I manage to make that as a director, it’s only $24,264 a year!! It’s not consistent, and it’s not my idea of executive income, but by now I’m stuck in directorship, and my only hope is to convince you to follow my path and boost my unit’s production.

Any questions?? Great! Get out there and books some interviews!! I BEE-LIEVE IN YOU! YOU CAN DO IT!!


  1. EmmaLee

    The week I was going to quit Mary Kay, my director came to me after a meeting with this same spread sheet and went over the same EXACT thing. At that point, I had already realized that people weren’t really able to make a living selling Mary Kay. That was even before I found PinkTruth. I was just tired of them trying to get me to recruit all the time. I had told them I wouldn’t but they kept pushing it. And now was the final attack.”Look at how much you could be making as a director!” she gushed. She herself was only in her first month as a director (after a terrible DIQ where she literally signed up [and I’m sure paid for the qualifying orders for] her two sisters and her mom on the last day at the last minute).
    So she was going over this sheet, and she explained the the typical unit production of $5000 a month, and I was like, “Is that typical? Like, how hard is it for your unit to order $5000 a month?” I was thinking about how hard it was for me to order even the minimum to stay active, and I was the most active member of her unit!! She quickly glossed over it and was like, “Yeah, it’s no problem.” But to me, that was it. There was no way she was making that. She, who was living in a trailer park and barely making it through DIQ. Yeah, no. I was done.

    1. BestDecision

      If her unit did $5K production, her check would only be $1,150. After taxes, that’s $862, and then you’d subtract her expenses. Without a cent in expenses for the year (impossible, obviously), she’d earn only $10,350.

      However, she’ll make you think she’s making “great” money and being paid an “executive income” as part of the “top 2%” of the company. The above example is less than minimum wage and doesn’t add on healthcare benefits that a regular employer would be paying for. No insurance, no retirement, no Social Security earned, no vision, and no dental. How exactly is that appealing to anyone with half a brain?

  2. PinkPerplexed

    The whole thing just seems like manipulation piled on top of manipulation. Sales directors utilizing misleading “worksheets” to paint a rosy picture. Directors trying to walk the FINEST line between an outright lie and letting a recruit make her own assumptions about a statement.

    “When I went over this worksheet, I MADE IT SEEM like this happened for me every month, no problem.”

    The director didn’t lie and actually say it happened for her every month, but she let the new recruit think that it did. It’s nearly impossible for a woman to make an informed decision with the wordplay, scripts, and lies by omission. Allowing these new recruits to think that a $2000 profit every month for a director and $700 for an IBC is unconscionable. A once dear friend (now estranged due to MK, shocking, I know) of mine was recently boasting on Facebook about how successful her team was. Her top earner brought home $327 for the month and the lowest commission check received was for just over $11. That’s right, ELEVEN DOLLARS. I’m not a math whiz and I don’t know how the MK commission structure works, but Lord have mercy, it doesn’t sound like ANYBODY, the director included, is making any money.

    1. enorth

      I saw a video where the NSD was using a spreadsheet to show the newbie how she could buy $1,800 inventory, pay off the loan/charge thru sales and the 60/40 split, and have a “paycheck” to take her family on vacation. In her scenario, the newbie was selling $1,000 retail a month. Every month. Except for the months when she sold $2,000.

      Easy peasy.

        1. enorth

          I wish I could tell you πŸ™ But I listen to many videos on several devices. Just go to YouTube and you’ll find a ton of entertaining (and revealing) MK training videos. And don’t miss the other MLM videos, which are just as “informative” πŸ˜‰

          Like the one I heard the other day from a MK director who said she surveyed her unit members and found that most had no goals. They also said they had no idea how much profit they were making.

          What does that tell you?

  3. ran4fun

    I’ve been binge watching Brain Games on Netflix. Last night they showed how our brains perceive truthfulness in people. If people dress nice, smile, look professional and are generally more attractive, people are more likely to believe what they say is true, even if it’s a bold face lie.

    1. enorth

      Reminds me of two more doozies I heard this week from a SD video:

      #1 – Mary Kay gives away more cars than anyone else except for the government.
      #2 – Mary Kay has the largest fleet of vehicles on the road, second only to UPS trucks.

      1. Tami Scime

        haha…I live in Alaska, the closest I would come to dressing up for a MK appointment was jeans. I’ve had appointments at my house where I was wearing sweats. Take that!

        1. pinkpeace

          Tami, that’s so funny! I remember early in my MK career there was an Alaskan director visiting our area for some reason, and she talked at an event. She told us how difficult it was to wear skirts and pantyhose to skin care classes, meetings, etc., but she did it, because Mary Kay Ash would have wanted it that way. I had two thoughts at the same time:

          Wow, that’s real Mary Kay pride and dedication.
          And – Are you nuts? You’re in Alaska!

  4. Iescaped

    All of the training documents that SDs and NSDs use have a few things in common. They are fictitious and full of fantasies.

    I remember attending an event for consultants who were ready to “move up the career path”. The NSD produced a document that showed how to make $10,000 a month as a SD!!

    Biggest problem with this document was you had to recruit 5 personal team members and have $4,000 in sales each month!

    Really, who does this? If it were that common then every SD in MK would be cleaning up with Court of Sales and Sharing:)

  5. BestDecision

    Paying $70 per person to go to a banquet during Seminar and then additional fees that Directors have to shell out just to have their units attend/participate in is an expense that got old quickly. You can eat at TheFour Seasons or the Palm for that much! And not be rushed, not have dress the way they want you to (now they’re wanting “themed” colors every year!), and not walking away exhausted from all the ego trips, the lying, the boasting, or the sense of inadequecy when you know you gave it your all that entire year.

    Most Consultants don’t know we had to fork out a lot of money just to be included in things for THEIR betterment. They don’t count the cost of that cocktail dress, alterations, shoes, and jewelry we had to pay for so we could represent them well at our Area awards banquet. They don’t realize how much we paid for every one of those unit awards, either, like your unit Queen of Sales, etc.

    Most also don’t know it was expected of us to chip in to buy a lavish gift for our National every year. Believe me, they made their money off of us. Why should we pay more to thank them for doing their job?

    Seminar usually cost me between $1,500-2,500 every year, and I don’t miss that annual feeling of suction coming out of my bank account.

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