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Speaker 1: heart or text I Heeart to five hundred, five hundred.

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Speaker 1: My next guest is a took a leap of faith

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Speaker 1: to embellished. It took a leap of faith and they

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Speaker 1: paid off. She's the CEO of FM Talent Source LLC,

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Speaker 1: a strategic business solutions enterprise. Just fourteen years ago. She

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Speaker 1: co founded FM Talent with Mr Franklin Uh in two

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Speaker 1: thousand four. Cool Uh. The company started as a staffing

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Speaker 1: firm and today is a fifteen million dollar enterprise. Please

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Speaker 1: work with the money making conversations, um don Hendrix, thank

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Speaker 1: you for having me a great uh done, um d

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Speaker 1: C area tell us about the location and then we

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Speaker 1: go just expound from there. Okay, so we are in

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Speaker 1: the downtown Silver Spring area. We're headquartered and located there,

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Speaker 1: but our services span across the United States twelve states,

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Speaker 1: almost employees. Now, now what exactly is FM Talent What

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Speaker 1: exactly is that? So? FM Talent Source is a professional

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Speaker 1: services firm that provides services in two very distinct service

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Speaker 1: line Okay, So we provide management consulting services essentially. That's

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Speaker 1: UM if a client has a solution that they need,

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Speaker 1: whether that be UH they're implementing a financial services financial

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Speaker 1: e r P system, or they need audit readiness services,

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Speaker 1: so our team will come in and provide into in

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Speaker 1: solutions and services in that regard for them. We manage

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Speaker 1: those services ourselves. The other business line that we provide

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Speaker 1: services in is really on the staffing and recruiting side,

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Speaker 1: and so this could be more staff augmentation, or this

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Speaker 1: could be recruitment if they need resources to build out

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Speaker 1: their teams. Okay, So so how does one Okay, because

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Speaker 1: your bio you a single moment at the time, UM

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Speaker 1: enjoying what you were doing, but not fulfilled. That's key.

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Speaker 1: That's why I created this show to let people know

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Speaker 1: that just because you're doing something that means that you

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Speaker 1: have to do it and then you use the term

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Speaker 1: leap of faith. A lot of people use that term

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Speaker 1: a lot just jump out there, but it had to

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Speaker 1: be something tied to that. What what got you motivated

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Speaker 1: to do the leap of faith? So it was a

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Speaker 1: couple of things. Um, I was in a Fortune five

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Speaker 1: company and providing my day to day services and having

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Speaker 1: issues finding quality vendors to provide similar services you know

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Speaker 1: that I was actually doing for the firm. So I

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Speaker 1: saw that there was a major opportunity to expound this

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Speaker 1: and kind of take it on the road and kind

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Speaker 1: of do this for other organizations. The other thing is

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Speaker 1: that in my capacity in dealing with actual key in

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Speaker 1: it is, I didn't have the opportunity to really mentor

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Speaker 1: or guide or provide you know, additional help and support.

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Speaker 1: And so oftentimes you'll see people that are very capable,

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Speaker 1: quality qualified people, but just need a little polishing, a

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Speaker 1: little support, a little guidance. And so I was like,

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Speaker 1: you know, if I did this on my own, I

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Speaker 1: want to be able to guide and mentor people and

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Speaker 1: help them and empower them in their careers. And if

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Speaker 1: other organizations are having the type same types of problems

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Speaker 1: that this company is having, then this is happening really widespread.

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Speaker 1: So that was kind of the thing that was the

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Speaker 1: catalyst you saw, you saw me, Yeah, and then your

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Speaker 1: job was to figure out and so you sat down

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Speaker 1: with Mr Franklin. Okay, how did that? It was that

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Speaker 1: something a person you knew before? How did that? How

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Speaker 1: did that come about? We're just talking about the evolution

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Speaker 1: of FM town. So we both worked in the same

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Speaker 1: company doing the same type of things. We had a

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Speaker 1: very huge portfolio of clients within our organizations. So we

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Speaker 1: would just go out to lunch and talk about the

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Speaker 1: challenges and issues that we saw and you know, kind

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Speaker 1: of the brain storming and kind of the light bulbs

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Speaker 1: going off, like, you know what, we really could do that, right,

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Speaker 1: I can do this in a really profound way. So

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Speaker 1: that that's what happened. That happened in a big way

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Speaker 1: because of the fact that so I just wanted to

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Speaker 1: slow this downloaking, because I heard a lot of planning,

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Speaker 1: because I want to make sure people when they hear

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Speaker 1: the word leap of faith, that wasn't just you just

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Speaker 1: going out there just so the prayer and you rolled

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Speaker 1: out there. You know, the business plan was in place.

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Speaker 1: If you can kind of like, get a little detail

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Speaker 1: about that, because a lot, because a lot of people.

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Speaker 1: My job is to motivate people. My job is to

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Speaker 1: give them the option to be successful in life. And

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Speaker 1: I do hear that term a lot a leap of faith,

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Speaker 1: but there's so much more than that, and I don't

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Speaker 1: want to I don't want to gloss over that. You know,

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Speaker 1: in two thousand and four you took a leap of

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Speaker 1: faith and then fourteen years later, fifteen million and all enterprise.

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Speaker 1: It doesn't work like now it does not, So just

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Speaker 1: a little bit more detail on that leap happened to

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Speaker 1: make that leap happen. Absolutely so we did exactly what

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Speaker 1: you describe. We created a business plan and a business

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Speaker 1: model to figure out how we would actually provide the

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Speaker 1: services and solutions. Um. The thing for me at that

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Speaker 1: particular time is that I was a single mom making

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Speaker 1: six figures in my job, you know, with a kid

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Speaker 1: in private school, and so I had to figure out, okay,

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Speaker 1: ken I really do this looking at my bank account,

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Speaker 1: does this really make sense? So it evolved over time.

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Speaker 1: It took about a year and a half really to

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Speaker 1: determine that this was something that I was able to do.

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Speaker 1: And in that time frame, I was working with an

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Speaker 1: executive coach, and so her role really was to help

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Speaker 1: me kind of think through things that would give me

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Speaker 1: a full on, holistic approach to how we could actually

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Speaker 1: make this work in a practical way. So did I

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Speaker 1: have the savings ready? I actually have a solid business plan,

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Speaker 1: what were my contingencies, who was the client? How, you know,

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Speaker 1: so the full gamut around how we were going to

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Speaker 1: provide this service and actually be sustainable. So not this

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Speaker 1: you know thing that We're going to do a year

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Speaker 1: and the next year I'm going back into corporate r

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Speaker 1: The B plan was not to go back. It was

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Speaker 1: a plan only that's good, that's it. So yeah, So

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Speaker 1: after about a year and a half, you know, I

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Speaker 1: felt like I had done all of my due diligence.

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Speaker 1: I had you know, saved up I and I was ready.

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Speaker 1: So and I have to be honest, we were kind

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Speaker 1: of working it on the side. You always tell people

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Speaker 1: you can get them out a job while you're working

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Speaker 1: that's right, Okay, that's right. So we were working it

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Speaker 1: on the side. We were getting some clients in place,

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Speaker 1: and you know, kind of testing out our service and

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Speaker 1: expanding it and well done. I want you to be

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Speaker 1: honest because there's nothing negative about you. Know, I would

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Speaker 1: tell you that's what I call the secret of success,

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Speaker 1: because when you're saying, you know, you had a plan,

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Speaker 1: but you had a good job, and so that's what

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Speaker 1: I would tell people. There's twenty four hours in a date,

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Speaker 1: learned to use each out and a lot of people

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Speaker 1: don't understand that, and that's what you're saying. You're saying,

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Speaker 1: ra Sean, I did my regular job. I still was

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Speaker 1: a single mom. I still have to be responsible at home.

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Speaker 1: But also while we were doing this, I carved out

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Speaker 1: more time for my for my dream, for my passion.

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Speaker 1: Now what was the fear? There was a fear in

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Speaker 1: this change, Like you talked about the salary. You talked

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Speaker 1: about will you be able to meet the needs you

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Speaker 1: We're not going to come back, you know, it wasn't

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Speaker 1: gonna be a one on one year wonder or let

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Speaker 1: me go see. But I always got a good resume

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Speaker 1: I can go back. So you were all in, that's right.

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Speaker 1: Where was Mr Franklin that your partner at this point? Yeah, So,

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Speaker 1: I mean we were both facing the same challenge, the

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Speaker 1: same fear. You know, he had a baby that you know,

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Speaker 1: he just had a new newborn, and so you know,

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Speaker 1: both of us and that that fear was all right.

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Speaker 1: You know, we've got families, we've got people. Really, his wife,

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Speaker 1: you know, was a stay at home mom, and you know,

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Speaker 1: of course I'm the only right, that's right. So we

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Speaker 1: had to figure out, we had to make sure that

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Speaker 1: what we were doing was gonna work and what's gonna last.

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Speaker 1: So that was the real leap of faith. And so

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Speaker 1: that's why the due diligence and the planning and all

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Speaker 1: of that ahead of time is so critical and making

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Speaker 1: sure that you've got your client base established. And we

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Speaker 1: were very fortunate, I mean because once we decided to leave,

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Speaker 1: the company that we had come from was going through

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Speaker 1: a major crisis and they needed a good number of

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Speaker 1: resources um to help them through that crisis. And because

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Speaker 1: our reputation was so solid, they brought us back on

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Speaker 1: as consultant. And so we were able to bring on

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Speaker 1: a team of consultants from from our company. So your

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Speaker 1: first big break was the company you left, that's right, girl,

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Speaker 1: that was the big break. And so we were able

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Speaker 1: to put about people on that project. And that's right,

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Speaker 1: that's right. And so the thing about that is, you know,

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Speaker 1: our relationship with that firm allow us to take that

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Speaker 1: and market that to other companies. And so just the name,

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Speaker 1: recognition of where we had come from and what we

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Speaker 1: were doing there gave people confidence that we could actually

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Speaker 1: provide services and solutions to them. So then we got

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Speaker 1: more big, big name companies that we were able to

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Speaker 1: provide these same services to. It was a great run,

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Speaker 1: a great run, and then we had the Great recession

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Speaker 1: M two. So how did you come on? How did

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Speaker 1: you because that's the part that you know, we all

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Speaker 1: plan for the celebration. How do you get past the low?

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Speaker 1: That's that's the valley part, so you can you can

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Speaker 1: see everything with the top of the mountain that valid

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Speaker 1: part you're looking up, you can't see anything. That's how

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Speaker 1: about that? Because you know that it hit everybody maybe

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Speaker 1: a weary of the stock market that period. I would

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Speaker 1: be with my account stock broken. Other day's said, with

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Speaker 1: that little period, I didn't trust anybody. I stopped investing

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Speaker 1: and so people stopped investing in jobs. So you have

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Speaker 1: a staffing company, that's your goal. How do you get

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Speaker 1: past that period? Well, that's right, So, um, all of

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Speaker 1: my clients on the corporate side. They were not receptive.

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Speaker 1: They were like, Okay, we're gonna reroll all these people

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Speaker 1: off and so um. I think for us we were

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Speaker 1: really fortunate that, you know, in the high times, we

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Speaker 1: were saving our money. See, I gotta stop you. You

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Speaker 1: use uh for what you did. You but you were thinking,

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Speaker 1: you know you, you you thought of here. You are

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Speaker 1: a planner, and that's why I keep I don't want

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Speaker 1: you to undermine uh act like what you're doing is

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Speaker 1: a leap of faith of luck. You know, no, no, no,

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Speaker 1: you knew that when you do a business, you should

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Speaker 1: keep six months of revenue in the account so you

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Speaker 1: can run your business as those are the principles to

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Speaker 1: a successful business. So when you hit these bumps, you know,

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Speaker 1: running around, you know, worrying about how many slices of

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Speaker 1: bridge you're gonna eat, you know, how much gag can

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Speaker 1: I'm half a can't fill up on this one, you know,

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Speaker 1: and then we just kind of like driving no air

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Speaker 1: on say some games the job. I've used all the techniques,

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Speaker 1: y'all'll laughing, y'all won't do now. Peanut butter and jealous

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Speaker 1: sales sound good when you got money and you don't

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Speaker 1: have money, okay, and so so so I just want

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Speaker 1: you to let you know that on this show is

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Speaker 1: that it's about your brains. It's about the success story

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Speaker 1: that you created. And so when we come back, I

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Speaker 1: really want people understand the value of this type of

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Speaker 1: agencies that you have. How they impacted me when I

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Speaker 1: was out there looking for a job and I didn't

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Speaker 1: have anything on my resume that allowed me to be hired.

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Speaker 1: But you could a loust people. Your your your company

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Speaker 1: allows people to build resumes, makes them impoable. I'm back

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Speaker 1: with more, Mr Don Hendricks FM Talent. She's fantastic and

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Speaker 1: I'm just building her brand to another level. My main

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Speaker 1: conversation be right back. Hi, This Sean McDonald and you're

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Speaker 1: listening to money making conversations. And to me is the

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Speaker 1: CEO FM Talent Source LLC, a strategic business solution enterprise.

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Speaker 1: Just fourteen years ago, she co founded FM Talent with

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Speaker 1: her business partner Mr Franklin and two thousand four and

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Speaker 1: now today her staffing firm is valued at fifteen million

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Speaker 1: dollar enterprise. That's a lot of money. That's what they called.

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Speaker 1: That's why your money making conversation when you when you

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Speaker 1: say fifteen million dollar. That's a money making conversation. So

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Speaker 1: FM Talent, you know, tell us about again why it

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Speaker 1: is important to you to have created that company. You

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Speaker 1: did it while you're working with your other four type jobs.

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Speaker 1: In other words, you look at the twenty four while

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Speaker 1: as you look at I'm gonna have to divvy something

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Speaker 1: for my my job. I'm a single mom. I have

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Speaker 1: a divvy job, divvy up time for my child, and

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Speaker 1: then I divvy it up something some time for my future.

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Speaker 1: All that and FM Talent was born out in two

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Speaker 1: thousand four. Hit a little rough patch in two thousand

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Speaker 1: like we all hit a rough patch when they're when

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Speaker 1: they're housing loans, backfired and everything. And that's when the

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Speaker 1: President Don't Bamba came in and had to really save

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Speaker 1: this country at that time financially. And so with that

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Speaker 1: being said, FM Talent, where is it located? Nearly two

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Speaker 1: employees or twelve states. Give us a little background, take

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Speaker 1: your time, okay, because we want to know because my

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Speaker 1: listen of it. Man, she went from what yep so

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Speaker 1: UM from talent source. We are headquartered in downtown Silver Spring, Maryland,

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Speaker 1: and we're providing UM financial management and grant management and

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Speaker 1: human capital solutions to our clients, our client based The

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Speaker 1: great thing about FM Talent is, you know, everyone really

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Speaker 1: is a client, but we are able to we provide

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Speaker 1: services to the federal government, commercial and nonprofit entity, so

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Speaker 1: we really span the full gamut and everyone needs augmentation,

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Speaker 1: staff augmentation. So truly what doing the break you know

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Speaker 1: that with the word out of man, I'm gonna see

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Speaker 1: it first. So yeah, so so truly what that means

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Speaker 1: is if an organization is building out their staff and

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Speaker 1: they don't necessarily have headcount for a full time person,

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Speaker 1: they'll bring in a firm like ours to augment their staff,

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Speaker 1: so to just build up their staff in the interim. UM.

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Speaker 1: The other thing that we are able to do is

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Speaker 1: if they need full time recruitment services, then our team

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Speaker 1: UM really can provide those resources for them as well.

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Speaker 1: So we identify, vet and recruit people for their UM

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Speaker 1: you know on a permplacement side. And then the third

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Speaker 1: layer of that is really the management consulting side. So

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Speaker 1: that's us coming in managing the deliverable, managing the solution

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Speaker 1: and running that into in for the client, just coming

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Speaker 1: in doing your thing and you do you make a presentation,

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Speaker 1: So yeah, so a lot of times the work that

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Speaker 1: we do, we have to UH submit a proposal. So

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Speaker 1: they'll want us to identify our solution, how we're going

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Speaker 1: to manage it, of course, what the costs are that

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Speaker 1: will be in ward, and then of course we'll put

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Speaker 1: our project team on there to manage end to end,

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Speaker 1: making sure that we are able to deliver the service

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Speaker 1: on time, on schedule, on budget. Now let's talk about

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Speaker 1: two thousand and eight. Okay, we know what you're doing.

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Speaker 1: Good got their first brig relationship two thousand eight. How

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Speaker 1: do you grow your business when you when you hit

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Speaker 1: this bump? How did you out? Okay, this is with prayer.

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Speaker 1: Really is needed that? Okay, prayer came in strong at

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Speaker 1: this point. Yes, and I'm not ever running away from

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Speaker 1: that because faith plays a lot of motivation into whether

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Speaker 1: you how you wake up in the morning, how you

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Speaker 1: go to bed in the morning, what drives you the

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Speaker 1: next day? So how do you expand your business when

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Speaker 1: it's suddenly starting to bottom out? Yeah, so we had

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Speaker 1: to rebrand ourselves. We had to recreate ourselves UM for

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Speaker 1: a completely different UH industry markets. So primarily our our

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Speaker 1: services and solutions were being provided to corporate and nonprofit

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Speaker 1: into teams. UH in two thousand eight, we had to

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Speaker 1: figure out how are we going to remain viable in

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Speaker 1: a space that no longer was utilizing our services. So

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Speaker 1: we we decided to take our our corporate experience and

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Speaker 1: leverage it into the federal government. Now, the federal government

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Speaker 1: is a completely different beast. Their process, their cycle, the

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Speaker 1: way in which you actually engage with them is significantly different.

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Speaker 1: And on the corporate side, you can go in, you

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Speaker 1: kind of give them your value proposition, and at the

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Speaker 1: end of the day, you've got a deal and they say,

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Speaker 1: let's go for it. On the federal side, you've got

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Speaker 1: a six month, nine month, twelve months cycle because you've

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Speaker 1: got to submit your proposals, they've got to review it,

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Speaker 1: and then they've got to make a decision, and then

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Speaker 1: you start your onboarding process. So the cycle time is

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Speaker 1: significantly greater. The way in which they procure services, you've

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Speaker 1: got to have all of these different vehicles available. So

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Speaker 1: the eight A program or G s a schedule. So

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Speaker 1: it took us a lot of ramp up time to

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Speaker 1: actually get ready to be able to do business with

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Speaker 1: the federal government. UM. But once we were in once

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Speaker 1: we learned that process we were in, so we partner

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Speaker 1: didn't let the process push you away. Now that's what

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Speaker 1: a lot of people do, you know they I hear

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Speaker 1: the work people, that's how much paperwork? I guess what

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Speaker 1: that's That's how people, the same people keep getting the

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Speaker 1: job because they're not afraid of the paperwork. But also

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Speaker 1: in that paperwork gets about educating yourself, right, putting the

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Speaker 1: right team around you. So and that's what we did.

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Speaker 1: So that's where I was getting ready to go. So

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Speaker 1: in order to be you didn't well, I mean, you know, thinking,

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Speaker 1: but um we actually um they're they're all types of

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Speaker 1: free resources out there to help you complete the paperwork.

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Speaker 1: And so you know, instead of us paying someone to

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Speaker 1: do this for us, we kind of jumped in, kind

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Speaker 1: of got our you know, feet wet, and um figured

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Speaker 1: the process out ourselves. So we did our eight A.

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Speaker 1: I actually did the eight all of the paperwork for that,

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Speaker 1: and then we completed the paperwork for two g s

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Speaker 1: a schedule. So once this is stuff you have to

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Speaker 1: have to even bid, that's right, that's right. So this

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Speaker 1: is the price of admission into the federal process. So

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Speaker 1: once we were able to do that we were kind

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Speaker 1: of on our way. We decided to partner, and uh,

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Speaker 1: I say, our first partnership experience was our best worst experience. Yeah.

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Speaker 1: To get in, we had to get in. You have

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Speaker 1: to get in with somebody who's in there already. That's right,

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Speaker 1: And I mean this is how you learn, and uh

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Speaker 1: we learned. Boy did we learn. Um. So we were

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Speaker 1: fortunate because we were doing business with the Department of Justice,

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Speaker 1: so we were able to get a security clearance, but

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Speaker 1: we never got paid one red sense clearance the work,

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Speaker 1: but we got the clearance. Good. But we were in. Yeah,

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Speaker 1: but we also had, you know, had bills to pay,

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Speaker 1: so getting paid for all those services it would have

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Speaker 1: been nice. It's like it's like being at the party,

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Speaker 1: but you can't go to the bar because you know,

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Speaker 1: I can't afford to drink the drinks. You gotta pa

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Speaker 1: for drinks at this party. Yeah. So yeah, so so

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Speaker 1: so many years later, I can say it was my

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Speaker 1: my best worst experience. I was like pulling my hair

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Speaker 1: out during that, you know, when we were in there. Um.

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Speaker 1: But yeah, I mean we just continue to navigate and learn,

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Speaker 1: and that's really important. That the reason I wanted to

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Speaker 1: break that down a little bit more because a lot

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Speaker 1: of times, when you get into these situations where you

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Speaker 1: have no relationships, where you have no experience, you have

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Speaker 1: to partner with strangers, and these strangers can tell you certainly,

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Speaker 1: just make sure that you create an agreement that allows

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Speaker 1: you to be able to say this is what we said,

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Speaker 1: we're going to do it together, and hold that person

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Speaker 1: to that agreement, and that's really hot works. Don't ever

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Speaker 1: do anything on a handshake deal. Don't even say I

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Speaker 1: got your back, Don't ever do anything on the hook up.

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Speaker 1: Don't ever get into relationship where you're afraid to ask

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Speaker 1: what you want. You have to ask what you want

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Speaker 1: because it will come back to bite you because you're

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Speaker 1: afraid to say if you if, if this person is

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Speaker 1: so powerful, a so omni president in your life that

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Speaker 1: you can't say I want this and and and they

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Speaker 1: won't professionally say you do that because you are bringing

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Speaker 1: something to the table the wouldn't be other wouldn't be

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Speaker 1: partnering with you. So I always realized that you have value.

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Speaker 1: And so that's why it's important as part of the

401
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Speaker 1: conversation understand that a lot of people they fail miserably

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Speaker 1: in these situations, they the worst becomes the worst worse

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Speaker 1: experience because they walk away and basically feel used and

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Speaker 1: abused because they were afraid to say, I want this

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Speaker 1: because I'm bringing this to the table. I want this

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Speaker 1: percentage because I'm bringing this to the table. And that's

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Speaker 1: what you did. And that again, you went through the paperwork,

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Speaker 1: you went through the relationships, and now you have an

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Speaker 1: amazing company FM Talent as an enterprise of value of

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Speaker 1: fifteen million dollars staff augmentation. Uh And and you win

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Speaker 1: in But I just want to let you know that

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Speaker 1: the reason I have you on this show because you

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Speaker 1: are a role model and and and being a role

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Speaker 1: model it means that you mentor people. This show is

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Speaker 1: about mentorship. That show attracts uh eighteen and thirty or

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Speaker 1: four millennial listeners. You know, that's the entrepreneurship generation. And

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Speaker 1: I was telling my nephew when he graduated from college

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Speaker 1: graduates from college recently, he was having trouble getting the job,

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Speaker 1: and I sent him to an organization like yours, a

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Speaker 1: staffing organization. I said, look, nobody's going to give you

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Speaker 1: the job that you want right now. You need to

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Speaker 1: build a resume. So hear me when I say this.

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Speaker 1: Companies like FM Talent, that's not what they do full time,

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Speaker 1: but they do have a division within there that allowed

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Speaker 1: that does employ people temporarily and full time. When we

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Speaker 1: get to these companies, you can stay there and if

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Speaker 1: you if they love your services, they hire you full time.

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Speaker 1: That's the beauty of building your resume. Do that enough.

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Speaker 1: You have a resume, and if you like you enough,

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Speaker 1: to work for you, or you just go back to

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Speaker 1: FM Talent and say, look, can you find me another job.

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Speaker 1: That's what they do. And so I just want to

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Speaker 1: say thank you for coming on my show. Thank you

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Speaker 1: for having me. You know, it's amazing that you know that.

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Speaker 1: I just wanted your story to be told. I wanted

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Speaker 1: just keep winning, really really keep winning. Thank you. Tell

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Speaker 1: us ever about how we can in touch with you

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Speaker 1: as we go out. Absolutely so you can find us

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Speaker 1: on social media at FM Talent, sores um Our. Our

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Speaker 1: our website is Our website is www dot FM talent

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