You have to love those powerful Mary Kay NSD speeches given at Seminar every year, where a timeless and true formula for success is given as the mechanism by which Mary Kay Ash, herself, built this company. There is no old way or new way to take the stairs to the top. There is only one way! The “skin care party”.
It worked in 1963 and it works today. So they say.
These words resonated with me as I got to hear a circulating I-story by NSD Kristin Sharpe. She’s the new Allison. If you believe her, she held 240 parties as an Executive Senior Sales Director, tracking NIQ, to generate the production and recruits to go from 6 first line offspring in January 2015(Leadership Conference) to 25 total by June 2015. Now this was done because the DIQ’s were met at skin care parties, and were trained to hold skin care parties, and so the recruits only learned the one way to recruit which was from skin care parties and the occassional guest event where products were applied first, before the guests were recruited, so it’s kind of like a skin care party.
Three parties a week. The whole thing just rocks at 3 or more parties a week, week in and week out. On paper. And in someone’s mind. Any way you look at it, Kristin still doesn’t get her big money from selling product. No one does. Best case scenario, with 3 parties a week @ $200 average (which is probably overstated, by the way) is $600 a week times 50 weeks a year and you get $30,000 in sales. At 40% profit (maybe) this is a whopping $12,000 made per year from these skin care classes. So review that in your mind a minute. A super producer makes $12,000 a year, maybe.
So something just didn’t add up. According to Kristin Sharpe’s stage speech in 2015, her 1099 says she made $239,000 for 2014 (before expenses). That would have meant that she, as a sales director with less than 6 Offspring made that kind of money from commissions. Oh and we can add her $12,000 profit from personal sales, which would have probably covered some of her expenses as a Director. That’s a wash. (Ya see, parties are really just for finding DIQs.) She was one of those speedy wonders, though. Went on target for her car in month one with 5 recruits and $10,000 production. We’ve seen this before, haven’t we?
So she says, “…at 25 when she started, 8 years ago, her plan of 3 classes a week paid for her 1st home that she bought at 26 years old.” 208 Parties. Okay, I’ll go with she didn’t mean it that way, not “paid” for it, just paid the monthly mortgage for it. Every year she was on the Queens Court of Sharing, so hey, 24 recruits a year @ $600 production minimum gets a nice recruiting check of at least $1,872 for the year. But probably lots more, cause these women were recruited from parties so they probably really did learn to buy product in hopes of selling it.
So, how does a Sales Director with only 4 offspring so far, making it to 6 offspring by year end, make $239,000 in commissions? One big way is through pushing big inventory packages on new recruits. That’s where most of the money is. The other possibility… I wonder if her NSD Mom, Connie Kittson had anything to do with it? I mean, besides cheering her on. When first line sales directors step down (resign or are terminated), their NSDs get to reassign their unit members to any unit they choose. What are the chance mom reassigned all of those to her daughter?
From the Stage, Ms. Sharpe stated that in June she needed 8 DIQs and $100,000 in production to finish. In June. It’s a MIRACLE! Surely, no monkey business here! They were an area of integrity and grace. I remember when our area finished and it was rumored that those last DIQs got their Units stuffed with recruits they didn’t even know and production from who knows where! Nobody ever talks about this so forget I mentioned it. I’m sure they all just partied and passed it on till every last recruit signed up and placed a order for a full store!
Well, it was nice to hear that it all still works the same as it did in 1963. It’s just so funny how it doesn’t really happen that way for 99.99% of the sales force. They have to be doing something wrong. (One wrong thing might be, not being related to a national!) It always feels like so many important facts are missing in these riveting tales of success. Like when you try and duplicate it. And you can’t get three classes to hold for even one week, never mind, every week for a year.
Maybe you have to be partying with something else to believe these scenarios.
Party on, Sharpe!