Shane Parrish

Third, results.

By the end, women could see and feel the difference in their own skin.

And because they were in a group, they watched it work on their friends too.

Fourth, there was the soft close, which was no pressure.

It's just based on what we've discussed today, I'd recommend the basic set for you.

It's five products for $45.

Would you like to take that home today?

If yes, great.

If no, the consultant left samples and followed up later.

The genius of this was by the end of every demonstration, the consultant would ask, would any of you like to host your own beauty show?

I'll give you a free product for hosting.

And this created this self-perpetuating system.

So every successful beauty show generated one or two more beauty shows.

The consultant's calendars filled weeks in advance.

There was steady, predictable income.

This is how Mary Kay had hosted three parties a day, every day.

And when someone asked, could I do what you do?

Could I become a consultant?

The answer was always, absolutely.

Let me tell you how.