Shane Parrish

Military wives could maintain careers despite frequent moves.

Women in rural areas with limited job options could build businesses.

Women told they were too old or not educated enough or didn't have the right background could succeed purely on merit.

The numbers tell a remarkable story.

By the mid-1980s, more than 20 top sales directors were earning over $50,000 per year.

The median household income in America at the time was $23,000, and a dozen were earning over $100,000.

This was extraordinary incomes for women in an era when many corporations still had explicit policies against promoting women to senior management.

And Mary Kaye tracked other metrics too.

She found that divorced women in her sales force had significantly higher remarriage rates than the national average.

And she thought about this and she attributed this to confidence.

When a woman is earning her own money, supporting herself, achieving recognition, she becomes more confident and confidence is attractive.

She found that children of Mary Kay consultants were more likely to pursue higher education.

Their mothers could help them afford with their tuition, yes, but they also watched their mothers build something, overcome obstacles and achieve their goals.

And she found that the bankruptcy rate among her consultants was lower than the national average, suggesting the business provided genuine financial stability rather than get rich quick fantasies.

Mary Kay Cosmetics faced criticism as well.

Critics pointed out that most consultants made only a modest income, a few hundred dollars a month.

The top performers, sure, they were earning $100,000, but they were outliers and most treated it as a side hustle.

And that was true.

Mary Kay never promised everyone would get rich.

You earned what you needed based on how hard you worked.