December Playbook

for consultants and leaders

WHAT'S HAPPENING

in december

The holidays are so close, we can taste the gingerbread!

Our holiday shipping cutoff dates are December 5 and 8, so we'll be sharing everything you need to know to help Customers She Shop with you for meaningful holiday gifts. To support you during the rest of the month, we've created beautiful marketing assets to help you share organizing solutions that are perfect for the new year!

This Playbook has everything you need to know to work your business in December. Be sure to take a look at Your December Playbook on TOT and your December Marketing Material for supporting assets that will set you up for success!

PAGE 3 | December At-A-Glance Calendar PAGE 4 | Book December PAGE 5 | Insider Coaching • December Insider Special • January Insider Special • February Insider Special PAGE 6 | Sell December • Customer Special • Holiday shipping cutoff dates • Important shipping updates • Gift Sets • Holiday Sale PAGE 7 | December Top 10 Styles PAGE 8 | Virtual Party: Holiday Edition PAGE 9 | 3-2-1 Challenge PAGE 10 | Sponsor December • Fall Enrollment Kits • $50 PEQA Product Credit PAGE 11 | How We're Supporting You In December • Customer email schedule • Blog schedule • Website messages • Social media PAGE 12 | Consultant Perks & Opportunities • Incentive Trip 2022 • All My Perks • Summit PAGE 13 | Goalsetting Worksheet PAGE 14 | Lead by Example PAGE 15 | Talking Thirty-One® Glossary

AT-A-GLANCE

december

SUN

MON

TUE

WED

THU

NEW December 1 Insider Special Insiders begin earning bonus item NEW Gift Sets Holiday Sale Update EMAIL Thirty-One® Connection PINK BUBBLE Tip Tuesday/ December Kickoff

2

7

8

HOLIDAY SHIPPING CUTOFF: Contiguous U.S. Leadership Webinar

13

14

20

9

PINK BUBBLE Work it Wednesday

15

HOLIDAY SHIPPING CUTOFF: Canada, Alaska & Hawaii, U.S. territories including APO/FPO

10

11

12

17

18

19

25

26

#Hanukkah

PINK BUBBLE LEADER Leader to Leader

22

23

Hanukkah ends

24

Kwanzaa begins

Christmas First Day of Winter #WinterSolstice

27

28

5

Executive Training

PINK BUBBLE Tip Tuesday

21

4

Hanukkah begins

16

EMAIL Thirty-One Connection

LAST DAY FOR: Insiders to earn bonus item

3

SAT

PINK BUBBLE LEADER Leader to Leader

#GivingTuesday

6

FRI

January Kickoff Leadership Webinar

29

#Kwanzaa

#Christmas

PINK BUBBLE Work it Wednesday

Home Office Closed

30

31

Boxing Day #BoxingDay

1

December sales promotions end LAST DAY FOR: December Insider Special Holiday Gift Sets December Gift Sets Holiday Sale

gracious VALUE OF THE MONTH

December’s value is gracious. To us, being gracious means displaying a servant’s heart. The holiday season is the perfect time to think about how we can serve others and live our lives with grace.

December month ends for commissions NEW January begins #NYE2020

Happy New Year!

Thirty-One®’s 12 core values act as a guide for every decision we make, inspiring us to grow and make the greatest impact. Find all 12 values on TOT > Marketing > Fall Marketing Material > Values PDF

book

DECEMBER

WHY SHE’LL BOOK if you invite her to party

{words to say}

SHARE THE SAVINGS "Hi there! As a Thirty-One® Consultant, I have tons of gift ideas for all budgets and would love to help you and your friends wrap up your shopping in time for holiday shipping! If you handle the guest list for this virtual gettogether, I'll bring the gifts! You can earn Insider Rewards including FREE and discounted products and exclusive offers, plus you'll be supporting my independent business! How does that sound?"

"Hi friend! I'm a Consultant with Thirty-One®, and right now I'm offering personal shopping for holiday gifts!

My online socials are full of gift ideas for all ages and budgets. As the Insider you'll invite your friends and can earn Insider Rewards – like FREE and discounted products – which you can use to treat yourself or wrap up your gift shopping! I only have two spots left before our cutoff date for holiday shipping! Can I save one for you?"

1 2

Insiders can earn FREE products, halfpriced items and exclusive products!

3

Thirty-One parties are fun and flexible shopping and social opportunities that can be held virtually or face-to-face!

She can help her friends and family finish their holiday shopping or treat themselves!

Find BOOKING opportunities everywhere!

Think about NEW people who might want to host as well as PAST Insiders who’d love to host again.

Find NEW Insiders

"Hi there! I'm a Consultant with Thirty-One®, and I'd love to help you get ready and organized for the new year! I have stylish bags, cozy home decor and lots of storage solutions that I think you and your friends will love. We could throw an online party, and as the Insider you can earn rewards like FREE and discounted products and exclusive offers, plus you'd be supporting my small business! How does that sound?"

• Past Customers who have never hosted • Friends & relatives • Connections through your kids or spouse • Online events • Networking & referrals

Re-book PAST Insiders • Email Activity Report • VIP group • Virtual Office • Insider of the Month Club

BOOKING TIPS

Get booking! List 3 people who haven’t finished their holiday shopping. Reach out and offer them the chance to save by hosting a party before the holiday shipping cutoff date!

• Invite

friends and family to earn their remaining holiday gifts for free or at a discount by being an Insider this month!

• On social, highlight the benefits of being an Insider such as the fun, FREE and discounted products, access to Insider Exclusives and the December Insider Special!

1) 2)

• In parties, share appreciation for your Insider and encourage guests to take advantage of this opportunity to finish their gift shopping while supporting her party!

3)

• Follow up with past Customers who shopped with you – both retail and through parties – to thank them for supporting your small business and to offer them the opportunity to earn the rest of their gifts for free or at a discount by being an Insider!

• Check

out more booking videos and tips on TOT > Learn > Book

*Exclusions apply – See page 16 for details.

Book

Sell

Sponsor

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 4

INSIDER COACHING your key to success

insider

SPECIALS

When partying online or in person, it’s important to prep your Insider so she feels confident, has fun and maximizes her rewards (and YOUR sales)!

For full details, go to TOT > Marketing > Monthly Marketing Material December Insider Special

Not sure where to start? The Virtual Party Insider Coaching Script is our #1 resource to help you coach every Insider to a $500-$1,000+ online party! Find it at TOT > Marketing > Virtual Party

Insiders who submit a $200+ party between December 1-14 will get a FREE bonus item! While supplies last, they can choose the exclusive All Weekend Tote in Black Beauty or Crushed Berry ($128/$158 value), OR the Diamond District in Black Beauty Pebble ($148/$188 value)! Personalization is free on these items.

Plus, Insiders who submit a $500+ party December 1-30 can get up to 2 Online Extras for 70% off!

Keep these tips in mind when COACHING your Insider

January Insider Special Insiders with a $500+ party Dec. 31-Jan. 31 can get 60% off the Ultimate Organizing Bundle, which includes the Fold N' File® Deluxe Organizer, Deluxe Double Duty® Caddy and Small Utility Tote! She can choose between two print options: Charcoal Crosshatch/Tip Top Chevron, or Windswept Diamonds. Personalization is free when available. While supplies last.

Value: $135/$180

1

Boost her confidence: Let your Insider know your goal is to help her reach a party of $500-$1,000 or more, which means MAJOR rewards for her! You’ll help her every step of the way using our proven system for party success! Use the Insider Coaching Script and Virtual Party tools, which you’ll find on TOT > Marketing > Virtual Party

2

Work her wish list: Ask your Insider to make her wish list and share it with you so you know what she’s working towards. Add her list to your Insider Info Sheet (in the Virtual Party tools). During her party, mention some of the items she has her eye on, or ask her to share them herself in the party group as a Facebook LIVE, video or post!

3

Words to say: Equip your Insider with words to say to invite her guests. For example, she might say, “I’d love to help you finish your holiday shopping!

I’m hosting an online Thirty-One® social focused on budget-friendly holiday gift ideas, which will include a live party night! Here’s a link to join the fun (insert party link)! Please reply to me with a couple of the people you still need to shop for by (insert date/time), and my Consultant will share custom solutions for you!”

Your Insider pays: $54/$72 February Insider Special Insiders with a $500+ party Feb 1-28 can get the NEW! Get Glowing Bundle PLUS a Fold N’ Fun Mat in Charcoal Crosshatch for 65% off, while supplies last!

Value: $141/$190 Your Insider pays: $49.35/$66.50 Plus free personalization on two styles!

The Get Glowing Bundle includes four new products.

Details coming in January.

Print options: Black

ALL WEEKEND

INSID ERS EARN

Print options:

70 % O FF online extras a $500+ party in

Find all the Online

Value FREE!

TOTE (9410) 1

DEC EMB ER 1-14

insiders earn $128 Value FREE!

Berry Black Beauty, Crushed

item one FREE bonus a $200+ when you submit es last! party, while suppli lization!

Includes free persona

UP TO TWO

when you submit

(8005) 3 $148

Beauty Pebble

PILLOW COVER STATEMENT CANVAS .40 p $38 $11 18"x18" (8112)

December!

TOTE ROUND UTILITY .80 (9732) p $36 $10 K FESTIVAL BACKPAC .40 (9413) p $58 $17

2020 IAL // DECE MBER INSID ER SPEC

DIAMOND DISTRICT

one.com Extras at mythirty

INSID ER SPECI AL // JANUA RY 2021

AVAILAB LE IN 2 COLORW AYS AND INCLUDE S FREE PERSON ALIZATI ON!

KEEP IT COOL THERMAL .40 (9598) P $98 $29

BACKPAC K

ROUND UTILITY p TOTE (9732) .80 $36 $10

you host a $200+ are available when and Insider Rewards items you and/or half-price Insider Exclusives and number of free on reverse. Insiders party. Insider Exclusives party total. See chart in on your qualifying additional $100 receive depends earn $20 for each totals above $1,000 Exclusives that with qualifying party available on Insider sales. Free personalization December Insider Special valid qualifying party noted. unless otherwise with a qualifying can be personalized supplies last. Insiders 30, 2020 or while Extra items. Valid through December off up to two Online 70% receive more will 30, 2020. Free party of $500 or on or before December orders submitted 14, 2020 or while for qualifying party 1, 2020 to December may offer valid December of $200 or more party All Weekend Tote that submit a qualifying Berry or a Diamond supplies last. Insiders Black Beaut or Crushed party Weekend Tote in Valid for qualifying choose a free All personalization.. party Beauty with free 2020. Qualifying District in Black on December 14, may apply. by 11:59pm PST Other exclusions orders submitted tax and Insider Rewards. free products. total excludes shipping, on discounted and not Insiders pay shipping These offers may No substitutions. subject to taxes.

Offers products may be otherwise noted.

Free and discounted or offers unless other discounts to change. For more be combined with and are subject while supplies last m. and items available or go to mythirtyone.co your Consultant information, contact

insiders earn

60 % OF F

THE ULT IMA ORG ANI ZINGTE BUN DLE Save on 3 exclusive

$500+ party in

organizing styles when you submit January! Learn a more at mythirtyon e.com

ULTIMATE ORGANIZI

NG BUNDLE

SHOWN IN: (A07R) $54 ($135 Fold N’ File ® Deluxe value!)

Organizer in Windswept Duty ® Caddy in Windswept Diamonds p Diamonds p ALSO AVAILABLE Deluxe Double Small Utility Tote IN: Fold N’ in Windswept File ® Double Duty ® Diamonds p Caddy in Charcoal Deluxe Organizer in Charcoal Crosshatch p Crosshatch p Deluxe Small Utility Tote in Tip Top Chevron p Insider Exclusives and Insider Rewards number of free are available and/or half-priced when you host reverse. Insiders items you receive a $200+ party.

Exclusives limited Insider Exclusives depends on your earn $20 for to one item per and qualifying party each additional style. Insiders total. See chart $100 in with qualifying Exclusives that party totals above on can be personalized qualifying party sales. Free personalization $1,000 unless otherwise JANUARY INSIDER available on Insider noted.

SPECIAL valid more can get through January the exclusive 31, 2021. Insiders Ultimate Organizing shipping and with a qualifying Insider Bundle for 60% party of $500 off. Qualifying on or before January Rewards. Other exclusions or party sales exclude may apply. Valid 31, 2021. While for qualifying tax, Everyone, Insider supplies last. party orders Exclusives or This offer may submitted other offers or not be combined subject to change. discounts unless with Rewards otherwise noted. for Offers and discounts

*Exclusions apply – See page 16 for details.

Book

Sell

Sponsor

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 5

sell

Make gifts even MORE perfect with personalization

DECEMBER

Always remind Customers that adding a monogram, Icon-It™ or fun phrase to a gift makes it even more thoughtful and unique!

• Share personalization ideas in your party during your Facebook LIVE!

Get selling! What stocking stuffers are you excited to share before the holiday shipping cutoff?

• Include photos and videos of personalized products in your party’s selling posts from TOT > Marketing > Fall Marketing Material • Remind guests that personalization makes their gifts priceless!

Help her find solutions so she can FOCUS ON CELEBRATING

• Follow Home Office on Pinterest and Instagram.

Share graphics with personalization you love with Customers and followers!

Let Customers know that YOU can help make their holiday shopping stress-free with unique, personalized gifts for everyone on their list! Plus, they'll mean more because she'll be supporting your business and your dreams. You also have the ultimate solutions to help her organize herself, her home and her family as she prepares for the new year.

DON'T MISS THE SLEIGH Hurry! Help her place her orders by these holiday shipping cutoff dates: Saturday, December 5: Canada, Alaska & Hawaii, U.S. territories including APO/FPO

HOLIDAY SALE

Tuesday, December 8: Contiguous U.S.

continues through Dec. 30!

The Holiday Sale product assortment is being updated on your website Monday, Nov. 30 at midnight PT. Although some products are being removed from the sale, about 100 items will still be available at 25% off! These remaining products have been strategically chosen to support your business this month, and we're confident they are strong, unique options your Customers will love.

CHECK BEFORE YOU ORDER Important updates about inventory and shipping can be found at TOT > Business Update

EVERYDAY REWARDS For EVERY $50/$60 spent, Customers unlock one regular-priced item at 50% OFF. That means when she holiday shops, she saves!

To provide more choices for your December Insiders, we’re adding 40 items to Online Extras, available at full retail price.

Remember, December Insiders with a $500+ party submitted by Dec. 30 can get 70% off up to 2 Online Extras!

available december 1

GIFT SETS • December Gift Sets and Holiday Gift Sets are available while supplies last or through December 30!

• Gift Sets can be used to qualify for the Customer Special OR chosen as the 50%-off item! (Discount will be applied toward the retail price of the Gift Set.) • TOT > Marketing > Gift Sets

*Exclusions apply – See page 16 for details.

Book

Sell

Sponsor

Check TOT > Marketing > Holiday Sale for the updated list of discounted products as well as the items being removed.

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 6

1

Our all-time bestseller!

Large Utility Tote

2

3

Medium Utility Tote

The perfect gift!

All About the Benjamins®

Window Shopper

4 6

5

{december}

TOP 10

styles

Modern Tote

These top styles make perfect holiday gifts for the people on her list – or for herself!

7

Deluxe Utility Tote

Bold winter prints!

8 Window Shopper Ltd.

Essential Storage Tote

10

CHECK BEFORE YOU ORDER

9 *Exclusions apply – See page 16 for details.

Tiny Utility Tote

Zip-Top Organizing Utility Tote

Important updates about inventory and shipping can be found at TOT > Business Update

Book

Sell

Sponsor

Perfect gift basket!

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 7

Like any party, the key to a successful virtual party is having the right formula!

1 Insider 40 guests invited

how to

10 guests attend live 2 bookings

VIRTUAL PARTY:

1 new team member

HOLIDAY EDITION

$500-$1,000+ PV successful virtual party

Turn Virtual Parties into gifting-focused gatherings

Virtual Parties are GREAT for business!

• Book Insiders with the intention of using their Insider Rewards to finish their gift shopping.

• Ask guests to share a little bit about the people they still need to shop for so you can share custom ideas for them.

1 2 3

• During your Facebook LIVE and throughout your product selling posts, highlight gifts at different price points! These ideas are easy to find on your website under “Gift Shops” – click on a collection, copy the URL and paste to share!

• Remind guests to snatch up stocking stuffers and gifts for surprise guests!

You can do them entirely from home!

Guests can join from anywhere in the country!

Our Virtual Party tools help you every step of the way!

Find Virtual Party tools at TOT > Marketing > Virtual Party

• Don’t forget about gifts for teachers, personal trainers, dog sitters, babysitters and more.

• Share how Thirty-One® products make great gifts and can be used long after the holidays have passed!

• Highlight unique personalization ideas and holiday prints to make gifts even more perfect! Find ideas on TOT > Marketing > Fall Marketing Material • Let guests know you’re happy to provide consultations if they need some extra personal shopping assistance for their hardest-to-shop-for gift recipients!

Make your VIRTUAL PARTY your own

• Tell short stories or anecdotes related to a product

When you’re ready, take it up a notch – MEGA PARTY!

• Share a tip or “hack” related to a product

A Mega Party features 4 Insiders and their guests partying with you in one Facebook group at the same time! Mega Parties are a fun way to take control of your calendar and earn more.

• Talk about your favorite part of a product or why you love it • Mix up your media by using a combination of your own photos, Home Office graphics & photos, videos and Facebook LIVE (Find tons of graphics at TOT > Marketing > Fall Marketing Material)

Like Virtual Parties, there are Mega Party tools to help you every step of the way – find them at TOT > Marketing > Mega Party

*Exclusions apply – See page 16 for details.

Add your personality to the posts in our Virtual Party Facebook Script. Find it at TOT > Marketing > Virtual Party

Book

Sell

Sponsor

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 8

take the

COMMIT TO BOOKING

3-2-1 CHALLENGE

• 3 parties December 1-14 • 2 parties December 27-31

Now that you've gotten the scoop on what's happening in December AND have some great tips to help you book and sell, it's time to take the next step. Book your calendar ahead into 2021 and set yourself up for success this season!

• 1 party January 1-9

helpful tips Use these tips to fill your calendar and have fun, successful parties this winter!

1

Keep parties quick and social: With the holidays being a little different this year, your Insiders and Customers are looking for ways to connect safely and socialize – be the one to bring them together!

2

Holiday Power Hour:

4

• Keep it short – Try a 30-40-minute Zoom social or a 1-3-day Facebook party (1 day of pre-posts, 1 day of posts plus a Facebook LIVE, and 1 day to collect orders)

• Schedule one hour to reach out to people on your contact list (past Insiders, Customers, Email Activity Report, etc.) until you’ve had 15 connected contacts.

• Pop the bubbly – Encourage guests to join with their favorite beverage in hand!

• Celebrate your Insider – Add a fun twist by making your party an Insider Appreciation Event. Shower her with recognition, offer prizes and give guests the chance to book a party so they can be celebrated too!

• A connected contact is a two-way conversation via phone, text or messenger offering the chance to be an Insider or join the business!

• You may need to reach out to 2030 people to achieve 15 connected contacts, but your party calendar will thank you!

3

Offer quick Pop-Up Parties: After the holidays, pop the champagne to say goodbye 2020, hello 2021! Offer super short parties that are all about getting social and celebrating.

Imagine the possibilities…

• A $500 party earns you $125 in commission.

‘Tis the season for Theme Parties!

• If you complete the 3-2-1 Challenge with each party totaling $500 or more, that’s $750+ in commission!

• Party idea #1: Ugly Sweater Party – Encourage guests to attend your Zoom party wearing their favorite ugly holiday sweater. Or, if you’re throwing a Facebook party, ask everyone to post pictures wearing their sweaters in the comments!

• Book 2 more parties from each of those parties and the possibilities for extra holiday income are amazing!

• Party idea #2: Get Organized Party – Help guests tidy up after the holidays with organization tips and storage solutions!

*Exclusions apply – See page 16 for details.

Book

Sell

Sponsor

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 9

sponsor

CUSTOMIZABLE KITS

DECEMBER

Our 3 customizable Enrollment Kits let new Consultants pick their prints and personalization so they can wear and share what they LOVE!

{words to say}

START THE CONVERSATION Insiders: “Congratulations on your party! You’d be an amazing Consultant, and Thirty-One® is offering enrollment starting as low as $59/$79 ! You could run your own independent business and get exclusive discounts. Would you want to learn more?”

Party Guests: “Thank you for ordering from __(insert Insider’s name)’s party! It was so much fun partying with you, so I just HAD to let you know that ThirtyOne® is offering the opportunity to join starting at just $59/$79 , and our Enrollment Kits are full of our most popular products! Would you be interested in becoming a Consultant like me?”

Ultimate #goalgetter Kit $179/$239 | $769/$1,012 value

Customers: “The only thing better than being a Customer of Thirty-One® is being a Consultant with Thirty-One! There are three options to join starting at $59/$79 , and you could put your commission towards shopping for holiday gifts or saving for 2021 adventures! Would you or anyone you know be interested in learning more?”

Friends: “You’ve shared that ___(describe a problem/ challenge/opportunity she’s mentioned to you).

Thirty-One® could ___(share how Thirty-One could be a solution). It’s flexible, fun and rewarding, and there are options to join starting at $59/$79 ! Would you ever consider doing what I do?”

Signature Fan Faves Kit $99/$129 | $431/$568 value

WHO TO SHARE THIS OPPORTUNITY WITH • Your

bestie, sister or fave co-worker • Insiders who’ve had successful parties • Customers who love Thirty-One

Basic Bestsellers Kit $59/$79 | $261/$348 value

• Friends who might want to join for the same reasons you joined • People who might need the additional income or flexibility • Friends who need the community of sisterhood and support

Get sponsoring! List 3 people you know who might want to make extra holiday income.

1)

Through December 31, sponsors will receive a $50 PEQA Product Credit for each new Consultant who signs up on October 1 or after and submits $1,000 in Personal Volume in their first 90 days.

There’s no limit to the number of credits you can earn!

NEW CO NSUL

HOW-TATNTO

2)

guide

3)

Simple steps to

launch your business.

#1 tool for new Consultants!

FALL 2020

*Exclusions apply – See page 16 for details.

Book

A GIFT FOR YOUR NEW CONSULTANT AND A GIFT FOR YOU!

// Septem

ber-February

Tools & Resources Sponsoring tips: TOT > Learn > Share Sponsoring graphics: TOT > Marketing > Sponsoring Tools New Consultant How-To Guide: TOT > New Consultant Toolkit Share AMP Jumpstart!

New Consultants can earn up to 5 FREE products in their first 90 days when they hit PV milestones! Learn more and find shareable graphics at TOT > Programs & Events > All My Perks (AMP) > AMP Jumpstart

Sell

Sponsor

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 10

how we're SUPPORTING YOU IN DECEMBER

Home Office is here to help you have the most successful season possible! Here is the marketing we’re doing on your behalf this month. You can use these communications to spark conversations with Customers – share a social media post via direct message, send a link to a blog you think she'd enjoy or ask if she saw the latest email full of great stocking stuffer ideas!

CUSTOMER EMAILS If you have a website subscription, this month we'll be sending emails to your Customers on the dates below.

Check out the topics we're covering: • 12/1 – She Shop for great gifts for everyone on your list • 12/3 – She Shop for great gifts for everyone on your list • 12/5 – Last day for holiday shipping (Canada only) • 12/8 – Last day for holiday shipping (US only)

MyThirtyOne Website In our virtual world, your personal website is your #1 business tool! This month, we're focusing our online messages around last-minute gift shopping and organizing solutions for every aspect of her life.

She Shop Gifts – By holiday shopping with YOU, she'll find unique gifts for everyone on her list AND be supporting your independent business! That's what we call She Shopping. After all, you're her one-stop shop for finding holiday gifts that mean more!

She Shop Solutions – After the holiday shopping rush, she can still support your small business by She Shopping for effortless organizing solutions! From backpacks for snowy adventures to inspired home decor, you have everything she needs to celebrate with loved ones, cozy up at home and prepare for the new year. Help her organize her space, her family and herself!

• 12/15 – Organizing solutions for you, your home and your family!

• 12/17 – Transform any space, plus get 50% off one regularpriced item when you spend $50 US/$60 CA! • 12/22 – Organizing solutions for after the holidays!

• 12/25 – Merry Christmas from our family to yours!

Tip: For a faster checkout, share a direct link to your favorite collections with Customers! From your Thirty-One® website, click on a collection. Copy the URL and paste to share it!

ideas we love BLOG These blog articles are being added to your MyThirtyOne website on the following dates in December: • 12/14 – New Year’s journal prompts + inspirational wallpapers • 12/21 – Fun family winter activities

SOCIAL MEDIA • We’re posting new content on Instagram, Facebook and Twitter daily! We’re also posting on Pinterest and YouTube weekly! Like, share and comment on our posts and videos. It’s a simple way to engage with your Customers for quick and easy conversation starters.

• Each month we add new social graphics to TOT to help you share limited-time offers, products and much more! Find them at TOT > Marketing

SIGN UP for a website & email subscription What it is: Collect online orders and send professional marketing emails to Customers with a personal website subscription.

Why it’s great: Emails feature specials, opportunity incentives and product trends, and they direct Customers straight to your website to shop! With most holiday shopping happening virtually this year, it’s more important than ever to work your business online.

How to sign up: Find subscription details at TOT > Resource Library > Business Basics > Subscriptions

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*Exclusions apply – See page 16 for details.

lov

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 11

CONSULTANT perks & opportunities EARN INCENTIVE TRIP 2022 TO PUNTA CANA Earn a free trip to paradise with your Thirty-One sisters! All Consultants are eligible to earn points to join us at the Hard Rock Resort in the Dominican Republic in 2022. For earning details, go to TOT > Programs & Events > Incentive Trip 2022 – Punta Cana!

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There’s always an opportunity to earn for working your business! Find full details on all the AMP programs at TOT > Programs & Events > All My Perks (AMP)

AMP JUMPSTART

AMP

FOR NEW CONSULTANTS – AMP Jumpstart New Consultants can earn up to 5 free products in their first 90 days by hitting PV milestones! Here's a peek at the products – find these graphics and more on TOT.

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FOR CONSULTANTS – all day, every day perks Every day is a chance to take advantage of your Consultant perks and earn!

• 25% product discount • Competitive 25% commission • Access to exclusive training and events like IMPACT • Opportunities to earn extra incentives • Recognition • Personal and professional development • Incentive trips • Through Dec. 31: $50 PEQA Product Credit

AMP LEADS

FOR LEADERS – LEADER PERKS This Fall is a great time to be – or BECOME! – a Thirty-One Leader!

•P ersonal Sales Bonus – When Leaders achieve the Director or above paid at requirements, they earn a 10% bonus.

•A MP Leads – Leaders can qualify to receive Home Office leads each month – find full criteria on TOT. SUPPORT & TRAINING

Pink Bubble & Pink Bubble Leader Our Pink Bubble Facebook Communities are fun, interactive places where you get to connect with other Consultants! Learn more about interesting business topics and see what others are saying in the comments. See you there!

Summit Calling all Directors and above! Join us virtually on January 23 for Summit 2021. Registration is currently open for all Leaders! Find more details at TOT > Programs & Events > Summit

Consultant Community Leader Community

*Exclusions apply – See page 16 for details.

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 12

WHERE DO

YOU

WANT TO BE AT

Our sales year started June 2020 and runs through May 2021. Don’t wait until May to start working towards your IMPACT ribbons – imagine what you could achieve by setting goals NOW for the ribbons you want to earn for IMPACT 2021!

Now that you’ve read this Playbook and know what’s in store for December, are you ready to set your goals? Let’s do this!

MY WHY is: This is important to me because:

PARTY GOAL:

MAKE THE MOST OF 2020

Finish the calendar year strong!

To reach my goal, I need to hold parties this month.

MONTHLY SALES GOAL: By the end of December, I will earn $ in commission.

Ex. $1,000 commission x 4 = $4,000 PV

PROMOTION GOAL: By the end of 2020, I will promote to: (circle one)

Senior Consultant Director Senior Director SPONSORING GOAL: By the end of December, I will sponsor new Consultants.

*Exclusions apply – See page 16 for details.

Executive Director Senior Executive Director National Executive Director

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 13

DIRECTORS & ABOVE

LEAD by example This month, help your team finish the holiday selling season strong and gear up for the new year! Encourage them to make the most of the holiday gifting push and get excited for what’s coming, but also remind them to enjoy their time celebrating with friends and family. We have some BIG things planned for 2021 that we can't wait to share with you!

Try out these tips to help your team stay engaged and excited this month: • Share tips with your team members on how they can share the opportunity in parties, on social and one-onone to earn the $50 PEQA Product Credit •E ncourage your team to check out this Playbook, the How-to Guide and our Virtual Party tools on TOT • J oin Home Office for Leader to Leader the first and third Thursday of the month in the Pink Bubble Leader Facebook community •E ncourage your team to check out tips and training from Home Office in the Pink Bubble •S hare your favorite booking ideas, product solutions and selling tips with your team

Opportunities to

CELEBRATE YOUR TEAM AMP Jumpstart (30 & 90 days) Earning Incentive Trip points Earning PEQA Product Credits Booking Selling Sponsoring AMP Leads (Leaders) Personal Sales Bonus (Leaders)

​ ark your calendar for these learning and training M opportunities just for Leaders!

•1 2/3 – Leader to Leader (Pink Bubble Leader) •1 2/8 – Leadership Webinar •1 2/17 – Leader to Leader (Pink Bubble Leader) •1 2/17 – Executive Training •1 2/22 – January Kickoff Leadership Webinar

*Exclusions apply – See page 16 for details.

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 14

{talking Thirty-One} ACTIVE CONSULTANT: A Consultant who submits $200 in Personal Volume (PV) in every rolling three-month period (current month and two months prior).

INSIDER COACHING: The act of working with an Insider before her party to create her guest list, send invitations, build her wish list and get her prepared for the party.

ALL MY PERKS (AMP): Our signature rewards program; includes AMP Jumpstart for New Consultants and AMP Leads for Leaders.

INSIDER REWARDS: Every Insider can earn amazing rewards like credit to use on products she’d like, plus half-price items and access to shop Insider Exclusives!

BOOKING: The act of scheduling a Thirty-One® party.

COMMISSION: You receive 25% commission on all Personal Volume you submit. Commissions are paid out twice a month.

MTO: Abbreviation for Thirty-One®'s public website (mythirtyone.com & mythirtyone.ca), that links to your personal business. Customers can order online and your Insiders can invite guests to parties and accept online orders.

CONSULTANT: The first title in our Career Plan. Also used as a general term referring to the independent sales field as a whole, regardless of title.

PERSONAL VOLUME (PV): The dollar value of the products sold by a Consultant, minus tax and shipping charges. Consultants don’t receive commissions on products purchased using Insider Rewards.

CONSULTANT GUIDEBOOK: A detailed guidebook available on TOT, outlining additional information you might need during your Thirty-One® journey.

PEQA: A Consultant who you Personally Enrolled, is Qualified and is Active.

CONSULTANT SUPPORT: The Home Office team that helps answer questions you have as you operate your Thirty-One® business.

CORE VALUES: These 12 values, one for each month of the year, help guide Thirty-One®'s decisions as well as how we live our lives.

January: Purposeful February: Passionate March: Respectful April: Accountable May: Courageous June: Flexible July: Fun-loving August: Curious September: Authentic October: Hard-working November: Thankful December: Gracious DOWNLINE: The Consultants who have signed up under you, plus any other Consultants who have signed up under them.

QUALIFIED CONSULTANT: An active Consultant who submits her first $1,000 in Personal Volume (PV).

QUALIFYING PARTY: A party with a minimum of $200 in sales.

SPONSOR: Refers to the Consultant who enrolls an individual as a Thirty-One® Consultant (or the person a Consultant is transferred to through a roll-up or otherwise).

THIRTY-ONE® OPPORTUNITY: The opportunity we offer people to join our family as a Consultant and start their own business.

TOT: Refers to ThirtyOneToday.com. Designed exclusively for Consultants, this website is where you will find company updates, training, product information and much more to help you as you operate your Thirty-One® business.

UPLINE: The team of leaders you signed up under, starting with your Sponsor.

ENROLLMENT DATE: The date you submitted your online agreement, or the date your agreement was entered into the system if sent by mail or fax. Your enrollment date is used to define the earning period for various incentives.”

VIRTUAL OFFICE: This is the back office where you place orders, personalize your website, view information for downline Consultants, view commissions, set up party events, manage contacts and view account balances. Your Virtual Office is accessible by clicking on “Virtual Office” in the navigation on TOT.

INSIDER (AKA PARTY HOST): Someone who brings their friends together (either in person or online) to shop with you!

WHY: The reasons “why” you decided to become a Thirty-One® Consultant.

*Exclusions apply – See page 16 for details.

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 15

THIRTY ONE GIFTS INC. INCOME DISCLOSURE STATEMENT – 2019 Representations made about income should not be considered as typical or guarantees of your potential earnings or profits as a Thirty-One Consultant. Your success with Thirty-One depends on several factors, such as time devoted to your business, tenure and hard work. Not everyone will achieve the represented level of income. Such amounts are before expenses, if any. For more information about what you can expect as a Thirty-One Consultant, please read our Income Disclosure Statement posted on the “Join Us” page at mythirtyone.com THIRTY-ONE GIFTS CANADA INC. STATEMENT OF TYPICAL PARTICIPANT’S EARNINGS – 2019 The primary source of income of a Typical Participant in the Compensation Plan (the “Plan”) of Thirty-One Gifts Canada Inc. (“Thirty-One”) is from compensation on personal and downline sales of products. Personal earnings will vary. A Typical Participant in the Plan is defined as an Independent Consultant has been engaged in the Plan for at least one year, and who actively engages in the activities necessary to realize the benefits of the Plan (i.e. active in at least five of twelve months). A Typical Participant in the Plan earns between Cdn $132 and $1,000 annually. Please note that these earnings have been derived from the past earnings experiences of Thirty-One. This Statement of Typical Participant’s Earnings will be updated annually.

REWARDS FOR EVERYONE (US) Rewards for Everyone offer valid September 1, 2020 through February 28, 2021. With every qualifying purchase of $50 Customers receive 50% off the regular retail price of one item. Qualifying purchases do not include tax, shipping charges and the purchase price of the items discounted under this offer. Other restrictions may apply. This offer may not be combined with Insider Rewards, Gift Certificates, or other discounts or offers unless otherwise noted.

REWARDS FOR EVERYONE (CA) Rewards for Everyone offer valid 1 September 2020 through 28 February 2021. With every qualifying purchase of $60 Customers receive 50% off the regular retail price of one item. Qualifying purchases do not include tax, shipping charges and the purchase price of the items discounted under this offer. Other restrictions may apply. This offer may not be combined with Insider Rewards, Gift Certificates, or other discounts or offers unless otherwise noted.

INSIDER REWARDS/EXCLUSIVES Insider Exclusives and Insider Rewards are available to Insiders with qualifying party totals of $200 or more. Number of Insider Exclusives you can purchase and number of free and/or half-price items you can receive depends on your qualifying party total. Insiders with qualifying party totals above $1,000 earn $20 for each additional $100 in qualifying party sales. Insider Rewards may not be used to purchase half-price items. Qualifying party total excludes shipping, tax and Insider Rewards. Other exclusions may apply. Insiders with a qualifying party of $1000 or more can select two of the Insider Exclusive styles offered for free, selecting no more than one item per style. Free personalization is available on Insider Exclusives that can be personalized unless otherwise noted. Insider halfprice items that can be personalized receive personalization for half-price. No substitutions. Items available while supplies last. Insiders pay shipping on discounted and free products. Free and discounted products may be subject to taxes. Insider Exclusives and Insider Rewards may not be combined with other discounts or offers unless otherwise noted. Offers and items subject to change.

DECEMBER INSIDER SPECIAL December Insider Special valid through December 30, 2020 or while supplies last. Insiders with a qualifying party of $500 or more will receive 70% off up to two Online Extra items. Valid for qualifying party orders submitted on or before December 30, 2020. Free All Weekend Tote offer valid December 1, 2020 to December 14, 2020 or while supplies last. Insiders that submit a qualifying party of $200 or more may choose a free All Weekend Tote in Black Beauty or Crushed Berry or a Diamond District in Black Beauty with free personalization. Valid for qualifying party orders submitted by 11:59pm PST on December 14, 2020.

Qualifying party total excludes shipping, tax and Insider Rewards. Other exclusions may apply. No substitutions. These offers may not be combined with other discounts or offers unless otherwise noted. Offers and items available while supplies last and are subject to change.

JANUARY INSIDER SPECIAL Insiders with a qualifying party of $500 or more submitted between December 31, 2020 and January 31, 2020 may purchase the Ultimate Organizing Bundle for 60% off the regular retail price. Personalization included at no extra cost. Qualifying party sales exclude tax, shipping and Insider Rewards. Other exclusions may apply. While supplies last. This offer may not be combined with Rewards for Everyone, Insider Exclusives or other offers or discounts unless otherwise noted. Offers and discounts subject to change.

FEBRUARY INSIDER SPECIAL Insiders with a qualifying party of $500 or more submitted between February 1, 2020 and February 28, 2020 may purchase a Get Glowing Bundle at 65% off the regular retail price. Personalization shown on pouches may not be removed or changed. Personalization for the Cinch Utility Tote and the Fold N’ Fun Mat are free. Qualifying party sales exclude tax, shipping and Insider Rewards. Other exclusions may apply. While supplies last. This offer may not be combined with Rewards for Everyone, Insider Exclusives or other offers or discounts unless otherwise noted. Offers and discounts subject to change.

AMP Quantities are limited. AMP products are available while supplies last.

GIFT SETS (US) Gift sets available through December 30, 2020 or while supplies last. Offer not available on previous purchases. Personalization shown is included in the bundle and may not be removed or changed. Prices do not reflect sales tax and shipping. Discounts and Insider Rewards applied to the full retail price. Other exclusions and limitations may apply.

GIFT SETS (CA) Gift sets available through 30 December 2020 or while supplies last. Offer not available on previous purchases. Personalization shown is included in the bundle and may not be removed or changed. Prices do not reflect sales tax and shipping. Discounts and Insider Rewards applied to the full retail price. Other exclusions and limitations may apply.

Enrollment Kit (US) Shipping and sales tax will also be charged. Enrollment Kits subject to change based on season, available inventory and other considerations.

Consultants who choose customizable kits and do not make their customization selections will receive a kit with pre-selected personalization and prints. Consultants will also be charged a monthly subscription fee, currently $16.95 plus applicable tax, covering the cost of a personal website and branded emails sent to your Customers. Consultants may cancel their monthly website subscription at any time. Information about website subscriptions, including cancelation, is available to Consultants in the Consultant Guidebook. Purchase of an Enrollment Kit or a monthly website subscription is not required in North Dakota or where prohibited by law.

Enrollment Kit (CA) Shipping and sales tax will also be charged. Enrollment Kits subject to change based on season, available inventory and other considerations.

Consultants who choose customizable kits and do not make their customization selections will receive a kit with pre-selected personalization and prints. Consultants may choose to have a personal website and branded emails sent to your Customers, currently $16.95 plus applicable tax per month. Once subscribed, Consultants may cancel their monthly website subscription at any time. Information about website subscriptions, including cancelation, is available to Consultants in the Consultant Guidebook. $50 PRODUCT CREDIT PEQA INCENTIVE $50 PEQA Product Credit available to Consultants who personally sponsor a new Consultant who joins on or after October 1, 2020 and the new Consultant qualifies by submitting $1,000 in Personal Volume during their Jumpstart period. Product credits expire 3 months after the date issued.

Sponsoring Consultant must be active at the time the product credit is issued to receive the credit. Some exclusions or exceptions may apply. Offers subject to change.

See FAQs posted on TOT for more details.

HOLIDAY SALE items available while supplies last. Offer not available on previous purchases. Prices do not reflect personalization, tax or shipping. Insider Rewards and Rewards For Everyone discount will be applied to the full retail price. Other exclusions may apply. Offers and discounts subject to change.

DECEMBER 2020: PLAYBOOK FOR SUCCESS | 16