Lies to Get Offspring Directors
This document never gets old to me, even though it’s been circulating in Mary Kay for decades (literally). It’s from retired Mary Kay nsd Anita Mallory (formerly known as Anita Garrett-Rowe). She tells us how to get the “offsprings” we need. And it’s all about telling them lies. Telling them it’s easy? Complete nonsense.
You now have some people picked out who you feel could become Directors. Ok, take those and have a heart to heart talk with them separately, away from the meeting.
Tell them sincerely why you think they’d be good, etc. Tell them it is so easy and they would be so good. And, that you want to set up an appointment to come over and talk to her and her husband together. Go over the marketing plan with him and show him how we make our money. He will get excited.
Tell him his wife is a natural, and you have been watching her for some time, and really feel like she is ready.
Talk about the potential and the big money, so they can realize this could happen to them. The bonuses are amazing, when you think about it!
Don’t worry too much about their people skills. It is hard to teach an old dog new tricks. The thing is, even Jim Jones (the kool aid guy in Guyana) had followers!! People are always looking for someone on a mission to follow. The business will teach her, the hard way, better than you could ever tell her to her face what she can and can’t say.
It is okay to encourage someone to go for Director who needs some growth in the people skill department, because the journey itself will affect how they deal with people, and experience is a great teacher. Plus, we have our Mary Kay role models constantly in front of us, so they show us the way to go.
If there is something you want to cover to correct behavior, have a sales meeting topic on it and no one will know who you are talking about, and it will not embarrass her. You can’t get very far calling her on the carpet. She needs to look up to you and trust you, which I know she does, so keeping things smooth is the best case scenario.
Then, as she recruits, you work on her people to get the back up recruits you want. You never know, she may fall by the wayside, but a new one will emerge. If you are working the system, that is the main thing. The system works.
You will be pleasantly surprised at how many do go the distance and decide to become Directors. And, have several picked out to work with all at once. As Helen McVoy used to say, “individuals will fail you, but the masses always come through.”
Did you notice that she doesn’t even say you should assess whether these people have the skills or would be good at directors. Just tell her X, Y, and Z. Cookie cutter, for anyone you think could possibly make it to director.
Why? Because Mary Kay is just about the numbers. Churn out as many DIQs and new directors as you can, reap the benefits of their wholesale production (your own commission check and cars) and don’t worry whether or not they can actually be successful long term.