Facts, opinions, and the real story behind Mary Kay Cosmetics.

Why Directors Don’t Want Personal Use Consultants

Written by MaryKayExploitsWomen

Many sales directors in Mary Kay are very hesitant about recruiting personal use consultants. Their excuse is that they don’t want to invest all of their time in training personal use consultants if they aren’t going to get out there and “work their businesses.” They want to focus their efforts on those consultants who want to get serious about Mary Kay.

Here are ten reasons why directors shy away from personal use consultants. Granted, this is not a complete list, and more needs to be added, but if you look closely, you’ll see the real reasons behind avoiding personal use consultants. (I’ll give you hint, it’s not about investing more time and training into serious consultants’ success.)

  1. Personal use consultants are not interested in pursuing the “Pink Dream” which means the MK scripts, lies, and deceptions won’t work here.
  2. Personal use consultants are far less likely to recruit new consultants.
  3. Personal use consultants are far less likely to attend meetings regularly, which means fewer chances at new recruits and fewer opportunities to push the order-order-order mentality.
  4. It is harder to manipulate personal use consultants, especially if they only care about using the product and not about making money.
  5. You can’t frontload personal use consultants as easily as consultants who are “serious” about their Mary Kay business. They only need so much product, even if they are selling to a couple of friends. No frontloading equals no commission check and no bonuses.
  6. Personal use consultants are very unlikely to attend Seminar. No Seminar equals no rah-rah equals no additional ordering or recruiting.
  7. Personal use consultants = no profit for Ms. Director or Ms. National Sales Director. A few $225 to $450 orders a year mean a couple hundred dollars of commission, at best. It’s simply not worth their time.
  8. Personal use consultants will not buy extra inventory when you need them to, so you’ll have to push more inventory on the rest of your unit, or recruit more “serious” consultants. The whole “be a team player and help us finish our goal” thing just doesn’t usually matter to the personal use consultant.
  9. Personal use consultants are not likely to host skin care “classes” which reduces your opportunities of recruitment. No recruits means no big orders means no commissions.
  10. NSDs tell their directors to avoid wasting time on recruiting personal use consultants because it cuts into their quotas. Time is better spent on those who will recruit and frontload.

Of course, any warm body and any order helps the sales director, no matter how insignificant. But directors are taught to “work the numbers” and it simply takes too much time to deal with personal use consultants and there is too little financial reward in it. So the focus must be on those new consultants who will place orders of $1,800 or more.

What other reasons have you seen for shying away from the personal use consultant? Common sense says that those consultants could offer the sales director a small, but consistent base of production throughout the year. But the big orders and the new recruits are much more important. Are directors missing out on an opportunity to have women in their units who are actually happy with what they’re doing with Mary Kay?


  1. PurpleH

    That sums it up nicely – all roads must lead to a recruit with a start-up order. And it’s such a confusing manipulation. Directors use the same scripts on everyone and exploit anything that they have in common with a recruit, making it seem like a genuine friendship connection. “I get to choose whom I work with. I like your (flattering quality gleaned from your DISC profile). I’ll match my time to your effort” really means, “I like what you can bring to my stats. You will pay for my time & attention with your orders, meeting attendance, and fresh recruits.” If an IBC realizes that there’s no money in it, or she just can’t stomach scrambling for names all the time and only wants the product, she can expect to hear from her “friend” once per quarter to beg for an order, then down to once per year ( in June of course) to beg for an order and a referral. One more call as she goes inactive, then “friendship” over. Poor IBC is left mourning a lost friendship, and the SD is thinking “Ok, next!”

  2. Yolanda

    Are personal use consultants obligated to do anything? Meetings? Parties? Etc. Also, can they be blocked from becoming a personal use consultant? Just curious.

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