Front Page SAM p1

Table of Contents
Attitude – Your SAM Adventure
Procedure – The How
SAM – Skin Scanning
Follow-Up
Templates
Flashcards
Appendix – Additional Information
Notes/Collected Material
Your SAM Adventure
By choosing to embrace the experience that SAM offers, you are
about to enter the next level of existence. SAM takes us away from
‘party plans’ into an exclusive and rarified world of accomplishment.
Why, you ask? Because SAM brings Artistry into it’s rightful place of
excellence and prestige, while bringing you forward in this business.
From our experience, SAM lets us show the world that we can actually
solve some of the skincare dilemmas that have baffled and
challenged all of us. We are going to accomplish your success with a
few, select attitudes that are essential for your success.
(To help your self-training we are putting them in present tense, first
person. Let’s begin your success process:)
• This will bring you a fantastic face.
• I am here to serve you and meet your skincare needs.
• I know you can have awesome skin, feel great about
yourself and look great.
• I am here to empower you to get what you want for yourself.
• We can do for you what no other skincare manufacturer on
earth can do!
• I know you feel that up to this point you have found the best
product. Today, is a great day. You have just found
something better.
• I’m excited to bring you something that works!
• Follow me and you can meet SAM.
• With SAM’s help, you are going to be pampered.
List of My Successes:
As you overcome your challenges, you will see yourself grow and
accomplish awesome things with SAM . List them. They help in the
down times to see over the fence to your future.
Date: Event:
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Attitude of Gratitude
These are the people that have helped you to become a better
person as you have traveled with SAM. As events happen, list the
date, their name and what you learned from them. Someday, there
will be another person that will be listing your name in their Gratitude
List.
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Procedures for SAM
6-Step
Introducing SAM
Acknowledging that SAM has brought us one step closer to the
elite and fine, we are moving out of the ‘party plan’. From our
experience it is more helpful to have 30 minute private
appointments. If there is a group of women that are getting
together, we schedule individual, private appointments with
SAM. Each of the clients feel more comfortable if they are the
only ones with the consultant, or SAM’s owner/operator.
Following are words to use….and avoid for insuring success for
inviting.
Words that work for you
SAM
Skin Analyzer Magnifier
sophisticated
European
identify and define
I thought of you
limited time
take advantage of….as I did
learning of skin repair and prevention
exposes and relates
I’m in my internship and you can take
advantage of a no fee consultation
matchless
pamper yourself
Words that don’t work
machine
products
old looking skin
sell
line of skincare
aging skin
group of gals getting together
Here are some suggestions:
“____(name), I’m excited about having access to a new
cutting edge technology called SAM. It will help identify
areas on the skin that we can’t see with the naked eye.
Does that sound like something you’d be interested in? (?)
It’s hard to explain over the phone, but with SAM you will
be amazed at what it will show about your skin. This is
awesome. You’ve got to come and check it out.”
“I have access to SAM, which stands for Skin Analyzer
Magnifier. (What is it?) It will show you what you can’t see
with the naked eye, and identify your skin needs and
concerns. (What do you mean?) It’s hard to explain over
the phone, but you put your face under SAM. You will be
amazed at what it will show about your skin. This is
awesome. You’ve got to come and check it out.”
“_____(name) I have this awesome opportunity to meet
SAM tomorrow (day), and I thought of you. Would you like
to go with me and meet SAM? (What?) Well, SAM stands
for Skin Analyzer Magnifier. This is a European skin
scanning technology. I’m going to get to see what my skin
looks like, and see what the mirror can’t show me. Would
you like to take advantage of that also?”
The successful contact:
short
excited
interested in her needs
With intelligent planning you have the ability to change the
destination of where her face is headed. What a fabulous
opportunity!
Confirming the Appointment
‘I believe you are going to be so excited to be meeting
SAM tomorrow! The appointment will take approximately
30 minutes. May I suggest that you come w/o makeup or
sunscreen on. That will make it easier for you.’
(If forgotten appointment or canceling)
‘I’ll leave a 30-day window open for this same
opportunity.
‘Would you like me to contact you?’
Or
‘Do you have my number or email?’
How the appointment is set translates into sales at the end of
the session. This is where the client knows you either care for
their needs, or are just looking for another sale.
Arriving at Appointment
Lab coat and earrings(if you choose)….the standards for
professional impact. Your clients will give you the once over as
you enter the door. You have one minute to create an
impression of what you bring to them; i.e., what you carry your
material in, how much ‘baggage’ you are carrying, what shoes
you are wearing, very important to have our “edge”. Even if
you dash clear nail colour on before leaving the car…..it all
works!
If the clients are coming to your home, have soft music, two
rooms set up (one a waiting area, another consulting area),
have “LOC water” ready (glass pitcher w/ filtered water and ice,
thin slices of lemon, orange and peeled cucumber). A crockpot
w/ wet, white washcloths to wash off her face. Use water and
face cloth, no cleanser, nor any of our products on her face as
she meets SAM . You will not get an accurate scanning of her
face if you have our product on her face. (If she already uses
our product, make sure she has no makeup or sun screen on.
(see Apendix 1)
Analysis
Our job is to listen….to build personal repore, to empower and
build confidence.
Have the client fill out SAM Client Profile Sheet (the one with
questions on the top).
‘I am, ______, and I’m here to meet your needs. I know you
can have fabulous skin that you can feel great about
yourself and look great.’
(Take her to the window w/ a magnifying mirror and ask)
‘Tell me, what do you do to cleanse your skin morning and
night?’
‘How’s that working for you?
“Tell me, what does your skin feel like at the end of the
day?”
(This is where you most likely discover her skin type.)
‘Is there anything you would like to change ?’
(Appendix 2)
Introduce her to SAM.
negative of film
Warn her what it will be like, i.e.,
‘Don’t be alarmed, you’ll most likely see things you haven’t
seen before. We all have what you see, and it’s going to
be okeh.’
Put her alone under the hood. (Appendix 3) Let her be there
alone for several seconds.
Ask gentle questions:
‘Do you see any unevenness in your skin tone?’
‘Do you see yellow areas?’
‘Do you see small areas of light blue or purple?’ etc.
‘May I have permission to look and help you with
what SAM is telling us?’
Once you are there w/SAM and the client, continue talking as
you are marking the ‘map.’ This should take between 2-3
minutes, no more. This is where you learn what it is like to be a
duck, cool on top and paddling with all your might! The one
thing you don’t want to do is comment on how bad her skin
looks. She needs encouragement to know that you are going
to make things better for her.
Words to use at this point:
“….I’m here to hold your hand through this process”
“…actually we can correct that”
“….cleansing process”
“…water influences the skin the most”
“…exfoliates and hydrates”
“….maximum hydration”
“…help you look rested”
“…(sun damage)drains the moisture from skin”
“….celebrating your skin”
“…that represents…”
“….micro dots”
“…find great solutions”
“…renew”
“…know exactly the direction to go”
“…cell renewal”
“…lack of hydration”
“…thirsty skin”
“…forgiving the past”
“…give you a sense of hope”
“…exfoliating helps the hydrating products
penetrate”
“...microspherical polyprophylene polishing
beads”
“…that represents”
“…promote cellular growth”
“…mostly suggest taking a look at”
“…one product that will be very important to you”
“…that may be an area we want to check out
further”
“…wakeup call, shows us where to focus”
While marking the ‘map’ use colored highlighters. It is specific
and helps define just what is happening. When following-up
you don’t have to read little black lines. The colors relate
immediately. Consistently use the same colors, so you do not
become confused. (Appendix 4)
The bolder the coloring, the clearer the message that SAM will
not let us procrastinate. The colors are listed on both the
women’s and men’s face charts. They correspond to the
colors you will be seeing on the face (with the exception of
orange-circulation) with SAM’s help. Here is a chart to help
with the skin scanning process.
What does it look like under SAM?
Color
Condition
What you see
Orange poor circulation dark circles under and around eye
Blue
dehydrated
light purple to white areas (lips/eyebrows
Pink
sun damage
Yellow
oiliness
Red
excess oil
“freckled” looking skin, from tiny spots
all over to localized areas of very dark
spots, leaving areas unprotected
micro dots to yellowish cast patches
(nose area), when impacted they are
orange
small red patches, almost like a film
in specific areas
Purple
congestion
darker lines/areas as in the lines from
the nose along line of cheek area,
sometimes around the chin or above
the mouth
Reviewing SAM’s Results
The client is only with SAM for about 1-3 minutes. Sit down
side by side and as you are reviewing the first map, mark out
the SAM Client Profile (the one with lines) with highlighters.
This is the client’s copy if they decide to purchase. After the
colors are on the second ‘map’, I ask the client the question:
“What is the most important change you’d like to see
happen to your face?”
(Fill in the blanks as she is telling you what is her interest.)
We suggest that you ‘give’ these products away at retail,
never wholesale, and not discounted. .You have paid to learn.
This SAM experience is good enough. You do not have to pay
them to get your experience. (Appendix 5) In over 200
appointments I have never had a client ask for a discount. After
you have developed your experience, you will be ready to
charge for your service ($20-45.00) A service on the East
Coast charges $200 for a skin scan and a digital picture of her
face…..and they cannot solve the problem like we can!
Listening develops the esteem of the IBO. This is where we
give him/her back the power. We are there to bring solutions to
their skincare needs. People don’t try the products, they buy
you! It is best to have 2 people w/ this process. One to
analyze, and one to help w/ order taking. You may have your
own price list, or offer her suggestions: 5-Weeks to a Better
Face
“…SAM will not let us procrastinate.”
“…let me show you how most of my clients….”
“…prevention is daytime care, repair is night time
use…”
“...what would you do on a daily basis?”
“...I’d like to see you move...”
The Skin Care Recommendations Chart and Artistry Skin Care
Order of Application are very helpful. While I am talking w/ the
client, if there is something she asks that may be helpful down
the road, I start to fill out the Client Information paper. This is
for the IBO to keep.
Follow-Up
Within 24-48 hours there needs to be a follow-up by phone to
confirm her interest and excitement in taking care of her face.
(Appendix 6)
Within 5 weeks there is a follow-up check with SAM.
Supplemental products will be sold at this time
Each SAM client is 30-50 PV, depending on their needs, and
how we listen and treat them.
“I need your opinion……I’m always looking for ways to
improve my handling of your needs and concerns. Have
you found this process valuable? My business works on
referrals. Do you know someone that would also find this
of great benefit?”
What you will see with SAM
Pigmentation – (freckles, age spots, hormonal mask)
Appears as:
Dark brown spots
Possible causes:
Sun, stress, hormones
Skin scanning:
mark with pencil on chart
Remedy:
Wild Yam w/ Vitamin C
Bright Idea
Sun Damage – (freckled, uneven spots)
Appears as:
Dark patches, usually irregular in shape
and randomly scattered on the face
Possible causes:
Breakup of the melanine in the skin
(As the sun ‘beats down’ on the skin it
is like a laser searing through the layers
of the skin, causing havoc as it makes its
path. The melanine (coloring of the skin)
gives up protecting the skin and starts to
circle like a wagon train under attack, leaving
parts of the skin unprotected, with no defense.
Skin cancer happens in the unprotected areas
of this process. (i.e., where there are age
spots you will find accompanying unpigmented
areas of the skin which are ‘white.’)
Skin scanning:
pink
Remedy:
Time Defiance Crème and Lotion
(Artistry is the only skincare manufacturer that
can make claims to the fact of cell renewal!!)
Wild Yam w/Vitamin C
Dehydrated skin - (light purple in various tones)
Appears as:
Light purple to white, around eyebrows
bridge of nose, cheeks, above/below mouth
area
Skin scanning:
blue
Possible causes:
Lack of exfoliating the skin, if moisturiser feels
‘sticky’, it’s because there is still dead skin
and the product cannot hydrate the skin. Also,
application of soap on the face, improper
and ineffective skincare, lack of water
consumption, presence of sun damage,
ineffective product to hydrate the face
Remedy:
Artistry cleansers with Hydrolipid Matrix,
Time Defiance Crème or Lotion, Hydrating
Masque
Dry Skin – (white patches)
Appears as:
Intense white patches, can also be spot,
somewhere on the face, on the bottom
lip, etc.
Possible causes:
Unprotected from the sun, dead skin blocking
moisturisers
Remedy:
Exfoliating Scrub and then Time Defiance
Creme/Lotion, Hydrating Masque
Congestion - (unclean areas of face)
Appears as:
Dark purple can be lines(as from the nose
along cheek area down, or around the
corners of the mouth, or even evidenced in
a wrinkled forehead(SAM does not show us
wrinkles)) and also can be seen in patches
(as in between nose/mouth area, or in chin
area)
Possible causes:
improper cleansing, or using a product
that does not dissolve the dirt from the pore
Skin scanning:
purple
Remedy:
Artistry Skincare Cleansers with
Beta-Hydroxy Acid
Localized Congestion – (clogged pores)
Appears as:
Yellow micro-dots, when impacted they
appear orange, can almost be fluorescent,
Possible causes:
Inconsistent cleansing , and ineffective
cleanser, also can be a result of dry skin
Skin scanning:
yellow
Remedy:
Clarifying Skincare System
Fuller brushes ‘Baby Brush’
Exfoliating Scrub
Deep Cleansing Masque
Note: You will find a yellow film on some faces…along side of the nose,
sometimes on the forehead, chin. This is excess oil sitting on top of the
skin. With consistent use the Deep Cleansing Masque will correct this.)
Oily Skin areas – (excessive oil)
Appears as:
Red ‘film-like’ mist where there are oily areas
Possible causes:
diet, active oil glands, hormones, improper
use of product, soap
Skin scanning:
red
Remedy:
Clarifying Skincare, or could be
customization of Artistry Skincare System
Deep Cleansing Masque
Dead Skin
Appears as:
White flakes
Possible causes:
skin is not exfoliated, dead skin is
preventing moisturiser from working
Skin scanning:
make notation on chart in pencil
Remedy:
Alpha-Hydroxyl Plus Serum
Exfoliating Scrub
Poor Circulation – (eye area is not “fed”)
Appears as:
Deep purple - Eye socket area, either
below or above, or both, is so thin and
has not been nourished
Possible causes:
While young: physical traumas are
causes: tiredness, poor diet, sun
damage, working outside (football)
allergies, lymphatic in nature, sinus,
bacteria, toxins
In more mature faces: skin in that
area is thinner and the blood closer
to the surface
Remedy:
Replenishing Eye Crème
Dry Eye Area
Appears as:
White masked eyes
Possible causes:
skin dehydrated, lack of water
Remedy:
use skincare moisturiser
Replenishing Eye Crème
Time Defiance Crème/Lotion
High Coverage Make-up
Appears as:
Deep purple all over without a ‘glow’
Good Circulation and Hydration
Appears as:
Deep purple, even with a glow
(Note: Look at a child’s face and see perfection!)
SKIN
SAM
CHILD
ADULT
LIGHT
DARK
SKIN
BRIGHT IDEA
SKIN
Illuminating Essence
HYDROLIPID
MATRIX
MOISTURE RICH
SYSTEM
CLARIFYING
SYSTEM
DELICATE CARE
SYSTEM
EYE & LIP
MAKEUP REMOVER
DAILY SYSTEM
CLEANSER
D AILY S YSTEM CONDITIONER/
TONER
BLEMISH CONT’L
ACNE TRTMT
REPLENISHING
EYE CREME
TIME DEFIANCE
WILD YAM
WITH
VIT.C
DP CLEANSING
MASQUE
EXFOLIATING
SCRUB
HYDRATING
MASQUE
DAILY SYSTEM
MOISTURIZER
YOU’LL SEE
COLOURS
MATTE FINISH
GEL
AFTER LOOKING
AT HER SKIN
FOLLOW-UP
3-WEEKS
FOLLOW-UP
IN 5 WEEKS
MEN “TALK”
CLEANSERS
FOR MEN
MEN- TONER
MEN-DP CLEANS
MASQUE
MEN- SCRUB
Alpha Hydroxy
Serum Plus
Time Defiance
Lotion
Body Defning
Time Defiance
Creme
Follow-Up
Firming Gel
TIPS
WATER
SUN
DAMAGE
Dehydration
Natural
Ingredients
AHA Body
Refiner
FREE
RADICALS
(Page 1 – Under Side)
Skin Analyzer Magnifier
identifies and defines
enables customization of skin care
SAM won’t let you procrastinate
SAM exposes and relates
sensational additional money
If not exfoliated, face becomes
older immediately
Hormone levels and stress have effect
on adult skin
More melanine (protective barrier
and colorant of the skin)
not as much sun damage
Barrier of defense
skin powerful entity of connecting
needs to be fed/nourished to be healthy
principal functions: protect, sensation
heat regulator, insulation
60% of body waste comes thru skin
during a lifetime body sheds 30# of skin
child smiles 400 x a day
adults smile 15 x a day
child’s skin balanced/hydrated
(deep purple w/ glow)
thinner skin
no one can escape sun screen
our exclusive moisture trapper
dual-performance complex that
combines the effectiveness of
humectants and latest technology
of lipids
the proof of BI is in its performance
softens brown spots
clinically proven to improve the evenness
of sun exposed skin
58% improvement skin’s evenness in 12 wks
49% improvement of skin’s clarity in 12 wks
controls oil for up to 12 hours
light, non-greasy formula
100% oil free
features grape seed extract
deep cleanses pores, helps prevent
breakouts
Improves hydration of skin 100% in 8 wks
alcohol-free
won’t strip skin of natural oils
feature s a moisturizer w/ SPF 15
(
eye areas’ stress is minimized
works in the blink of an eye!
Formulated w/ aloe vera gel, chamomile and
oat extract for skin smoothing properties
fortified w/ humectants and emollients for
moisturizing
conditions lashes
finishes the cleansing process by removing
last traces of makeup and cleanser
prepares skin for moisturizer
if skip the toner don’t get results
Clinically tested and proven for sensitive
skin
visible results in 24 hours
improves skin moisture content up to 12 hr
w/o fragrances colorants, sunscreens
tip: Vitamin E capsule in moisturizer
Beta Hydroxyl acids is superlative pore
cleanser
Dissolves/removes makeup, oil, dirt w/o
damaging the skin
not harsh like soap which can disrupt pH
every day don’t cleanse, give up 25 days
of your life
improves/removes dark circles 50%
in 12 wk
allergy tested
safe on contact lenses
softens eye area for people 20 yrs/older
controls, treats and heals blemishes
oil free
fast drying
use at initial showing and consistently
thereafter
use under or over makeup
micro-spherical polypropylene polishing
beads
accelerates cell renewal
every 31 days skin renews and if not
removed, product can’t penetrate
smooths, refines w/o scratching
improves skin texture
exfoliate lips: toothbrush w/scrub
‘Wild Man’ product
only one tested to be safe eye area
reduces appearance of wrinkles 58%
reverses visible signs of aging and sun
damage
known for its hydrating benefits on
mature skin
plumped up skin
Instant moisture boost(or surge)
Contains select emollients and humectants,
like chamomile extract
put on hands and feet at night
great under makeup when taking long
airplane flights
1 or 2 a week
cleanses, purifies and refines oil clogged
pores
tones, tightens and lifts skin
mineral rich clay formula
Stands alone for an all natural shine -free
face
Apply over/under makeup
Takes away afternoon shine
‘Would you like to see some changes take
place in these areas?’
‘Can I make some recommendations?’
‘You may not be receiving the full benefits
you need from what you are currently
doing.’
90 days for Time Def and Wild Yam for
results to show
get to meet SAM again
time for cross-marketing
include hair and hands w/SAM
hand massaging(Hydrating masque, AHA)
WASHING the face(not cleansing)
Removing dirt and oil
Stimulates self-cleaning mechanism
of your skin for deep cleansing
Prepares skin for better shave
properly hydrated skin has less reaction
purpose moisturizer is to hold in moisture
hydrate, protect, prepare skin for makeup
helps makeup go on evenly and smoothly
and stay on longer
builds hydration
hydrolipid matrix(moisture trapper)
purple, dark purple, touch yellow, orange
white, red/pink
all these colors represent a different skin
care need
shows where to focus on treating your face
keep ‘tickler file’
How are you doing? Have any ?’s?
Review file you have on her
Can’t wait for 5-wk followup to see how
hydration is going!
we’re working for your great looking skin
and face
‘can’t guarantee results unless doing…’
Short and sweet
like clinical solutions
facts and numbers
rinses residue free
don’t want any ‘gunk’ left on your face
can spray on
Improves skin smoothness by over 60%
in 12 weeks
accelerates cell renewal
compatible w/Retin A-therapy
acerola cherries
Prevents clogged pores, blackheads,
and ingrown hairs on face
eliminates dead skin which clears the skin
for closer shave
90-day performance plan
normal to dry skin
high-performance wrinkle fighting
and intense moisturizing crème
helps skin recuperate from daily stresses
The 1st and only antioxidant complex
designed to delay signs of aging caused
by free radicals at every stage of damage
(sun, smoke, pollution)
for normal to oily skin
this is the cell renewal/repair product
make 5-week appointment
‘I need your opinion. I’m always looking
for ways to improve my handling of your
needs and concerns. Have you enjoyed
this process? My business works on referrals. Do you know someone that would
also find this valuable?”
visible reduction in appearance of wrinkle
instant moisture
great on sensitive skins
for back of legs, top of arms and neck use
(Body Defning, AHA and Time Defiance!)
watch your skin firm up and PV soar
the human body is 40-60% water
bones are 30% water
brain is about 77% water
on an ave day a 150# person will lose
2-3 liters of water a day
you’re the filter or you need a filter
once there’s sun damage, it draws moisture
out of the skin
dehydration is a lack of exfoliation, i.e.,
moisturizer cannot do it’s job
at age 17 have the face you want
at age 57 have the face you deserve
at age 67 have the face you can afford
Increases loss of moisture(water)
from the skin
sun damage occurs because the intense
stress caused by the ‘laser’ sun, breaks
up the melanine(barrier of defense)
causing the cells to gather(like covered
wagon under attack), leaving parts of
the skin unprotected(i.e.white spots)
(Page
5 – Under Side)
Free radicals are electrically charged molecules that
attack your skin cell tearing through the cellular
membranes in stages, causing cells to lose their
structure and function, eventually destroying them.
Over time, they leave their mark on your skin.
Pollution, smoke and the greatest enemy—the sun—
cause skin-damaging free-radicals to form, leading
to premature signs of aging skin. Antioxidants
neutralize free radicals to help control skin damage.
Acerola cherry compound, Bitter Orange peel
extract, Bearbe rry extract, soybean oil, lemon
extract, Cucumber extract, Camellia extract,
Grape Seed extract. bioflavonoids, Aloe Gel,
Wild Yam extract, Tea Green extract
Gentle, advanced moisturizing formula for the
body that uses the benefits of AHAs to exfoliate
improves the quality of leg shaving
reduces ashy appearance due to dryness in dark
skin tones
Appendix
Additional Information
Appendix 1 – Set up
There are 4 areas:
Welcoming area/waiting area
Crock pot w/ warm towels(optional separate area)
Consultation area
Closing the Sale area
The Welcoming area can be a fun area(with nail care kit with all
the nail colours), or an elite area with atmosphere (aromatherapy
candles, soft music, etc), or an educational area with I’m Ingrid
video. This depends on the hostess.
The SAM consultation should take place in a private area, away
from the noise. The next most important area is the Closing the
Sale. It is best if these two areas are not close together.
As a general rule all the products do not need to be displayed.
We find that it is too overwhelming. You can have a carrying case
with some samples in it, to either spot demo(as in Sport Spray on
her arms), or to show her the product she is buying. It is up to
your own discretion.
Appendix 2 – First Encounter with SAM
Your language, positive attitude on helping her under the hood, is
crucial. Her self-esteem at this point is not on the highest rung of
the ladder. It’s frightening sometimes to see what we’ve never
seen before. Remember how you felt the first time. This will help
you understand her feelings. She’ll love you for it.
Appendix 3 – Your System
The more faces you scan and map, the closer you will get to
developing your own system. When the client has small, but
consistent sun damage all over her face, I just draw light pink
diagonal lines across all of her face. When there is a lot of oil on
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the face, I’ll make a yellow “wash” on the face (instead of all those
dots.) Whenever there is yellow and blue on the same face, I
know their skincare isn’t working for them. The key to mapping is
to set the goal to see 25 faces as soon as possible. After 25, your
are walking across the stage!
Appendix 4 – Grab Bag of Goodies
We have product with us as we finish the consultation with the
client, before she is helped with the IBO. Here is a list of the most
popular products we demo:
Replenishing Eye Creme
Sport Spray
Hydrating Masque
Deep Cleansing Masque
Skin Care packets for customizing her skincare
Double XX
Vitamin B
Aloe After Sun (J4980)
(the new Fruit/Vegetable vitamin will be a great addition)
Protein Drink (as a break for me)
AHA Body Moisturiser
Appendix 5 – Creative Follow-Up
When there is an associate helping with the appointments, and
traveling from out of town, a very effective way to follow-up is with
a hand-written Artistry postcard. It is also helpful to have the IBO
learn how to develop that friendship. There is future PV in that
relationship. Encourage her to be consistent, so her next
consultation can bring her the face she wants.
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