Tips For New and Growing MK Directors

This is a piece that is supposed to teach new directors how to really “work” Mary Kay and grow their numbers fast. Unknowingly, she gives a glimpse into the truth about MK: that the numbers work against the director. After that initial order, so few will continue to order or be able to sell their products. So the director desperately needs new unit members who make large inventory orders.

The whole reality of these numbers is sad.

Unit Size Matters!

One Third of your Unit will order and the average order is $200 so if you have a unit of 40 then expect 13 to order and that will be $2600 base production.  How to increase the average?  Teach them to sell.  How to increase your base production?  Increase your unit size.  Simple Math!

10% of your Unit will work…the other 90% will be Hobby Consultants.  Love them but don’t devote your time to them.  With a unit of 40, you will have 4 working Consultants and one of them is YOU.

How to Manage your Time!

Be a Director one hour a day for every 50 Unit Members and the rest of the time you should be holding appts, selling products and primarily recruiting to increase your Unit Size…see above!

Maintenance should get only 20% of your time or delegate to your Assistant.  Good average is hire an assistant 1 hour a week for every 20 unit members.

Create Systems in your office with tasks that are done every month or every week.

How to Manage your Money!

My recommendation is to put your Directors Check directly into your family account and all your sales into your MK account.  Pay for all your MK from your MK account so that the profit on your sales pays for your expenses…trips and everything. If your MK account is low, then sell more.

If your sales profit is going into your household account then you will start to value your sales as more important than your Director’s Check and this can be dangerous because you start to value selling more than recruiting.  If your Director’s Check pays for your business then you will lose your mo-jo for being in the suit.

Working with your Working Consultants!

Accountability is vital…showing up at meetings with weekly accomplishments and contacting you through out the week.

Be a VISION CASTER NOT A TASK MASTER. Fine line between accountability and over tasking them.  A woman will do what she needs to do if she knows the pay off is big enough and worth while! Help her to visualize why she wants the Red Jacket, the Car, the suit.

Be willing to travel to see them.  She will be believe that you believe in her if you are willing to spend your time and money to see her…talk can be too cheap.

8 Comments

  1. MLM Radar

    …if you have a unit of 40 then expect 13 to order and that will be $2600 base production
    Isn’t the minimum production quota $4,500? So where does the other $1,900 come from? More importantly, why is your base so far below your quota?

    Be a Director one hour a day for every 50 Unit Members …
    Isn’t a Director’s primary job to Direct? Well, not in MK. For a MK Director, directing (and keeping!) her unit is only a side job.

    …the rest of the time you should be holding appts, selling products and primarily recruiting
    And here it is. The MK Directors job is primarily recruiting and holding recruiting appointments. There’s no such thing as holding appointments to just sell products. Every such appointment is really a recruiting event, so that you can bridge the gap between your $2,600 base production and your $4,500 quota.

    As a result, when you’re a Director that stupid requirement to ALSO make personal monthly inventory purchases just ensures you have a gradually growing mountain of products you can’t sell.

  2. Lazy Gardens

    “Maintenance should get only 20% of your time or delegate to your Assistant. Good average is hire an assistant 1 hour a week for every 20 unit members.”

    And where does the money to pay this assistant come from? Or is the “assistant” your spouse?

  3. enorth

    “Be a vision caster”
    There’s nothing wrong with having a vision, but you still need to acknowledge and address reality.

    “this can be dangerous because you start to value selling more than recruiting.”
    So, she’s really a Recruiting Director?

    “so that the profit on your sales pays for your expenses”
    Didn’t you just infer that recruiting is more valuable?

    “your expenses…trips and everything.”
    Expenses. Lots of expenses. I was just looking at the FB page of a DIQ. She was asking for suggestions on where to rent a meeting room in her small town, presumably for “when” she becomes SD. It’s a good thing she has a real job to pay for her Mary Kay expenses.

    1. Char

      Right. When you can recruit your own customer, because your reach as a real seller is limited both practically and by the company; or the customer can just sign up, because why pay double price, it defaults to a pyramid scheme. This is MLM.

      Also, how does an MLM company expand? Not by the limited reach of its “not allowed to sell in stores or on eBay” consultants. They expand by recruiting. A consultant reselling product is less advantageous to the company than recruiting a new big inventory order. Plus, any markup the consultant makes, the company and upline never sees.

      Focus on recruiting is so obvious when you stop and think.

      Why is “recruiting only” bad? When affiliates drive the market for product, i.e. in it for the opportunity, any old product will do to mask the Ponzi scheme money shuffle – Robbing Peter to pay Paul!

      Non-affiliate customers establish real value for the product. Yet in MLM and as stated above, non-affiliate customers are not conducive to MLM.

  4. PeachyNotPink

    …put your Directors Check directly into your family account and all your sales into your MK account.

    I know this is nitpicking, but ALL moneys earned by your “business” should be deposited into your “business” account. Then you can draw a salary from that business account if you need to use funds for personal use. Any accountant who tells you to put business profits into a personal account should be tarred and feathered. And any MK person who puts business funds in a personal account and doesn’t claim the commission check on their taxes is committing tax fraud.

Leave a Reply

Your email address will not be published. Required fields are marked *