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

210 Pages·2005·4.75 MB·English

by  Gillian Hennessy-Ortega

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
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Limit of Liability/Disclaimer of Warranty: While the publisher and author have used
their best efforts in preparing this book, they make no representations or warranties
with respect to the accuracy or completeness of the contents of this book and
specifically disclaim any implied warranties of merchantability or fitness for a
particular purpose. No warranty may be created or extended by sales representatives or
written sales materials. The advice and strategies contained herein may not be suitable
for your situation. The publisher is not engaged in rendering professional services, and
you should consult a professional where appropriate. Neither the publisher nor author
shall be liable for any loss of profit or any other commercial damages, including but
not limited to special, incidental, consequential, or other damages.
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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