It’s Not Where You Start, It’s Where You Finish! The Success Secrets of a Top Member of the MARY KAY Independent Sales Force Gillian Hennessy-Ortega JOHN WILEY & SONS, INC. Additional Praise for It’s Not Where You Start, It’s Where You Finish! For many years I have known the power of stories, the importance of motiva- tion, and the purpose of surrounding myself with people who impact others with a punch. YOU WILL LOVE Gillian’s ability to move you in the direction of your own personal dreams. I have personally watched her live these princi- ples. Mary Kay Inc. has provided many of us the platform to tell our story. Many people have stories to tell but this one is sure to make a difference. Gloria Mayfield Banks Harvard University, MBA 1982 Independent Executive National Sales Director, Mary Kay Inc. Gillian Ortega is a unique lady who has overcome numerous obstacles since leaving Ireland at 18 years of age with $20 in her pocket! She was on her way to America to pursue the “American Dream”...and she has certainly achieved what she set out to do! As an Independent National Sales Director for Mary Kay Inc., she has climbed to the top! Along her journey, she has inspired, motivated, and en- couraged thousands of women to believe they too can turn their dreams and goals into realities! You will love this book, and it will produce incredible re- sults in your life! Rena Tarbet Independent Senior National Sales Director Every so often a book stands out as clearly exceptional...so well written that your soul urges you to keep turning the pages. It’s Not Where You Start, It’s Where You Finishis one of those books! With a refreshing style all her own, Gillian Ortega uses her down-to-earth wit and wisdom to ignite your belief in what’s possible, raise your level of expectation for your future, recognize your potential and empower you to take a step ahead of the crowd into a lifetime of success. A must-read for anyone committed to living their dreams! Lisa Diane Author, When You Can Walk on Water Why Take the Boat? I often find that those who have lived outside the United States have a much deeper appreciation of the word “freedom” and “opportunity.” Such is the case with Gillian Ortega. Her awe and wonder of this land, she experienced over 20 years ago, still feels fresh as you turn each page. Its Not Where You Start, It’s Where You Finishwill help you see your world through different eyes. Gillian lives the American Dream. Linda Toupin Independent National Sales Director Mary Kay Inc. Creator of ‘Choices’ CD In pursuit of her American Dream, immigrating from Ireland, Gillian’s suc- cess story impacted my heart and my dream of being a Major League player in the United States. She inspired me to reach for the levels of excellence I had dreamt of. Her basic philosophy of “God Blesses Excellence” will impact your very soul. This book will encourage you at all levels of your life to reach for your highest accomplishments. Her favorite saying is “the doors of opportunity are marked PUSH!” You won’t be able to put this book down. INSPIRING Albert Pujols St. Louis Cardinals National League Rookie of the Year 2001 Everyone wants to finish well, but few get out of the starting blocks mentally equipped for the complete journey. In her book, It’s Not Where You Start, It’s Where You Finish,Gillian Ortega shares the nuggets of truth that ensure both starting and finishing with results and excellence. Gillian’s common sense, other’s-focused philosophy is one you can implement and make your own on the road to living your wildest dreams! From someone who uniquely knows what it means to “Live the American Dream” with success, Gillian has made herself a master student of life and business. Now as Master teacher, she is passing it on to you! Pamela Waldrop Shaw Author Design Your Life 90 Day Planner Independent National Sales Director, MKI Gillian is one of the most motivational leaders I have met. She inspires peo- ple to reach farther and stretch beyond the comfort zone and into greatness. Her personal story is one of inspiration and struggle, but she perseveres and becomes one of the top leaders in the Mary Kay organization. Don’t make the mistake, “Oh, she’s just one of those pink cadillac ladies and has nothing to do with my business.” Gillian Ortega has practical, straight-forward ideas and tools to help any organization or individual move to the next level of success. I would recommend Gillian Ortega’s book to anyone who desires suc- cess in their life. Guy F. Hulen Director of Human Resources Hong Kong Shanghai Banc Corp. It’s Not Where You Start, It’s Where You Finish! The Success Secrets of a Top Member of the MARY KAY Independent Sales Force Gillian Hennessy-Ortega JOHN WILEY & SONS, INC. Copyright © 2005 by Gillian Hennessy-Ortega. All rights reserved. Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions. 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For general information on our other products and services please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002. Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our web site at www.wiley.com. Library of Congress Cataloging-in-Publication Data: Hennessy-Ortega, Gillian. It’s not where you start, it’s where you finish! : the success secrets of a top member of the Mary Kay independent sales force / Gillian Hennessy-Ortega. p. cm. ISBN-13 978-0-471-70974-9 (cloth) ISBN 0-471-70974-3 (cloth) 1. Selling. 2. Selling—Vocational guidance. 3. Success in business. 4. Hennessy-Ortega, Gillian. 5. Mary Kay Cosmetics. I. Title. HF5438.25.H463 2005 658.85—dc22 2005000714 Printed in the United States of America. 10 9 8 7 6 5 4 3 2 1 This book is dedicated to my mother, whose life taught me to never give up; to our heroic men and women in the military who daily put their lives on the line to keep America free; and to Mary Kay Ash, who founded a company dedicated to “Enriching Women’s Lives.” Here at our sea washed sunset gates shall stand, A Mighty Woman with a torch whose flame is the imprisoned lightening And her name “Mother of Exiles.” Inscribed at the Statue of Liberty Written by Emma Lazarus (1849–1887) Contents Foreword vii Preface x Acknowledgments xiii PART I FROM IRELAND TOAMERICA Chapter 1 Taking Charge of My Life 3 PART II THE THREE KEYS TOPERSONALEXCELLENCE Chapter 2 Respect 19 Chapter 3 Rejoice 35 Chapter 4 Reach! 47 PART III THE TEN PRINCIPLES FORSALESSUCCESS Chapter 5 Think Like A Champion 63 Chapter 6 Discipline Creates Excellence 75 v vi Contents Chapter 7 I Can! 87 Chapter 8 Think Positive...Live Positive 101 Chapter 9 Turn Defeat into Success 113 Chapter 10 Integrity 125 Chapter 11 Discover the Power of Your Dream 135 Chapter 12 Avoid Sabotaging Yourself 147 Chapter 13 Perseverance 157 Chapter 14 No Excuses 167 PART IV CLOSING COMMENTS Chapter 15 God, Family, and Work 179 Index 189