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Speaker 1: My next guest is a took a leap of faith
Speaker 1: to embellished. It took a leap of faith and they
Speaker 1: paid off. She's the CEO of FM Talent Source LLC,
Speaker 1: a strategic business solutions enterprise. Just fourteen years ago. She
Speaker 1: co founded FM Talent with Mr Franklin Uh in two
Speaker 1: thousand four. Cool Uh. The company started as a staffing
Speaker 1: firm and today is a fifteen million dollar enterprise. Please
Speaker 1: work with the money making conversations, um don Hendrix, thank
Speaker 1: you for having me a great uh done, um d
Speaker 1: C area tell us about the location and then we
Speaker 1: go just expound from there. Okay, so we are in
Speaker 1: the downtown Silver Spring area. We're headquartered and located there,
Speaker 1: but our services span across the United States twelve states,
Speaker 1: almost employees. Now, now what exactly is FM Talent What
Speaker 1: exactly is that? So? FM Talent Source is a professional
Speaker 1: services firm that provides services in two very distinct service
Speaker 1: line Okay, So we provide management consulting services essentially. That's
Speaker 1: UM if a client has a solution that they need,
Speaker 1: whether that be UH they're implementing a financial services financial
Speaker 1: e r P system, or they need audit readiness services,
Speaker 1: so our team will come in and provide into in
Speaker 1: solutions and services in that regard for them. We manage
Speaker 1: those services ourselves. The other business line that we provide
Speaker 1: services in is really on the staffing and recruiting side,
Speaker 1: and so this could be more staff augmentation, or this
Speaker 1: could be recruitment if they need resources to build out
Speaker 1: their teams. Okay, So so how does one Okay, because
Speaker 1: your bio you a single moment at the time, UM
Speaker 1: enjoying what you were doing, but not fulfilled. That's key.
Speaker 1: That's why I created this show to let people know
Speaker 1: that just because you're doing something that means that you
Speaker 1: have to do it and then you use the term
Speaker 1: leap of faith. A lot of people use that term
Speaker 1: a lot just jump out there, but it had to
Speaker 1: be something tied to that. What what got you motivated
Speaker 1: to do the leap of faith? So it was a
Speaker 1: couple of things. Um, I was in a Fortune five
Speaker 1: company and providing my day to day services and having
Speaker 1: issues finding quality vendors to provide similar services you know
Speaker 1: that I was actually doing for the firm. So I
Speaker 1: saw that there was a major opportunity to expound this
Speaker 1: and kind of take it on the road and kind
Speaker 1: of do this for other organizations. The other thing is
Speaker 1: that in my capacity in dealing with actual key in
Speaker 1: it is, I didn't have the opportunity to really mentor
Speaker 1: or guide or provide you know, additional help and support.
Speaker 1: And so oftentimes you'll see people that are very capable,
Speaker 1: quality qualified people, but just need a little polishing, a
Speaker 1: little support, a little guidance. And so I was like,
Speaker 1: you know, if I did this on my own, I
Speaker 1: want to be able to guide and mentor people and
Speaker 1: help them and empower them in their careers. And if
Speaker 1: other organizations are having the type same types of problems
Speaker 1: that this company is having, then this is happening really widespread.
Speaker 1: So that was kind of the thing that was the
Speaker 1: catalyst you saw, you saw me, Yeah, and then your
Speaker 1: job was to figure out and so you sat down
Speaker 1: with Mr Franklin. Okay, how did that? It was that
Speaker 1: something a person you knew before? How did that? How
Speaker 1: did that come about? We're just talking about the evolution
Speaker 1: of FM town. So we both worked in the same
Speaker 1: company doing the same type of things. We had a
Speaker 1: very huge portfolio of clients within our organizations. So we
Speaker 1: would just go out to lunch and talk about the
Speaker 1: challenges and issues that we saw and you know, kind
Speaker 1: of the brain storming and kind of the light bulbs
Speaker 1: going off, like, you know what, we really could do that, right,
Speaker 1: I can do this in a really profound way. So
Speaker 1: that that's what happened. That happened in a big way
Speaker 1: because of the fact that so I just wanted to
Speaker 1: slow this downloaking, because I heard a lot of planning,
Speaker 1: because I want to make sure people when they hear
Speaker 1: the word leap of faith, that wasn't just you just
Speaker 1: going out there just so the prayer and you rolled
Speaker 1: out there. You know, the business plan was in place.
Speaker 1: If you can kind of like, get a little detail
Speaker 1: about that, because a lot, because a lot of people.
Speaker 1: My job is to motivate people. My job is to
Speaker 1: give them the option to be successful in life. And
Speaker 1: I do hear that term a lot a leap of faith,
Speaker 1: but there's so much more than that, and I don't
Speaker 1: want to I don't want to gloss over that. You know,
Speaker 1: in two thousand and four you took a leap of
Speaker 1: faith and then fourteen years later, fifteen million and all enterprise.
Speaker 1: It doesn't work like now it does not, So just
Speaker 1: a little bit more detail on that leap happened to
Speaker 1: make that leap happen. Absolutely so we did exactly what
Speaker 1: you describe. We created a business plan and a business
Speaker 1: model to figure out how we would actually provide the
Speaker 1: services and solutions. Um. The thing for me at that
Speaker 1: particular time is that I was a single mom making
Speaker 1: six figures in my job, you know, with a kid
Speaker 1: in private school, and so I had to figure out, okay,
Speaker 1: ken I really do this looking at my bank account,
Speaker 1: does this really make sense? So it evolved over time.
Speaker 1: It took about a year and a half really to
Speaker 1: determine that this was something that I was able to do.
Speaker 1: And in that time frame, I was working with an
Speaker 1: executive coach, and so her role really was to help
Speaker 1: me kind of think through things that would give me
Speaker 1: a full on, holistic approach to how we could actually
Speaker 1: make this work in a practical way. So did I
Speaker 1: have the savings ready? I actually have a solid business plan,
Speaker 1: what were my contingencies, who was the client? How, you know,
Speaker 1: so the full gamut around how we were going to
Speaker 1: provide this service and actually be sustainable. So not this
Speaker 1: you know thing that We're going to do a year
Speaker 1: and the next year I'm going back into corporate r
Speaker 1: The B plan was not to go back. It was
Speaker 1: a plan only that's good, that's it. So yeah, So
Speaker 1: after about a year and a half, you know, I
Speaker 1: felt like I had done all of my due diligence.
Speaker 1: I had you know, saved up I and I was ready.
Speaker 1: So and I have to be honest, we were kind
Speaker 1: of working it on the side. You always tell people
Speaker 1: you can get them out a job while you're working
Speaker 1: that's right, Okay, that's right. So we were working it
Speaker 1: on the side. We were getting some clients in place,
Speaker 1: and you know, kind of testing out our service and
Speaker 1: expanding it and well done. I want you to be
Speaker 1: honest because there's nothing negative about you. Know, I would
Speaker 1: tell you that's what I call the secret of success,
Speaker 1: because when you're saying, you know, you had a plan,
Speaker 1: but you had a good job, and so that's what
Speaker 1: I would tell people. There's twenty four hours in a date,
Speaker 1: learned to use each out and a lot of people
Speaker 1: don't understand that, and that's what you're saying. You're saying,
Speaker 1: ra Sean, I did my regular job. I still was
Speaker 1: a single mom. I still have to be responsible at home.
Speaker 1: But also while we were doing this, I carved out
Speaker 1: more time for my for my dream, for my passion.
Speaker 1: Now what was the fear? There was a fear in
Speaker 1: this change, Like you talked about the salary. You talked
Speaker 1: about will you be able to meet the needs you
Speaker 1: We're not going to come back, you know, it wasn't
Speaker 1: gonna be a one on one year wonder or let
Speaker 1: me go see. But I always got a good resume
Speaker 1: I can go back. So you were all in, that's right.
Speaker 1: Where was Mr Franklin that your partner at this point? Yeah, So,
Speaker 1: I mean we were both facing the same challenge, the
Speaker 1: same fear. You know, he had a baby that you know,
Speaker 1: he just had a new newborn, and so you know,
Speaker 1: both of us and that that fear was all right.
Speaker 1: You know, we've got families, we've got people. Really, his wife,
Speaker 1: you know, was a stay at home mom, and you know,
Speaker 1: of course I'm the only right, that's right. So we
Speaker 1: had to figure out, we had to make sure that
Speaker 1: what we were doing was gonna work and what's gonna last.
Speaker 1: So that was the real leap of faith. And so
Speaker 1: that's why the due diligence and the planning and all
Speaker 1: of that ahead of time is so critical and making
Speaker 1: sure that you've got your client base established. And we
Speaker 1: were very fortunate, I mean because once we decided to leave,
Speaker 1: the company that we had come from was going through
Speaker 1: a major crisis and they needed a good number of
Speaker 1: resources um to help them through that crisis. And because
Speaker 1: our reputation was so solid, they brought us back on
Speaker 1: as consultant. And so we were able to bring on
Speaker 1: a team of consultants from from our company. So your
Speaker 1: first big break was the company you left, that's right, girl,
Speaker 1: that was the big break. And so we were able
Speaker 1: to put about people on that project. And that's right,
Speaker 1: that's right. And so the thing about that is, you know,
Speaker 1: our relationship with that firm allow us to take that
Speaker 1: and market that to other companies. And so just the name,
Speaker 1: recognition of where we had come from and what we
Speaker 1: were doing there gave people confidence that we could actually
Speaker 1: provide services and solutions to them. So then we got
Speaker 1: more big, big name companies that we were able to
Speaker 1: provide these same services to. It was a great run,
Speaker 1: a great run, and then we had the Great recession
Speaker 1: M two. So how did you come on? How did
Speaker 1: you because that's the part that you know, we all
Speaker 1: plan for the celebration. How do you get past the low?
Speaker 1: That's that's the valley part, so you can you can
Speaker 1: see everything with the top of the mountain that valid
Speaker 1: part you're looking up, you can't see anything. That's how
Speaker 1: about that? Because you know that it hit everybody maybe
Speaker 1: a weary of the stock market that period. I would
Speaker 1: be with my account stock broken. Other day's said, with
Speaker 1: that little period, I didn't trust anybody. I stopped investing
Speaker 1: and so people stopped investing in jobs. So you have
Speaker 1: a staffing company, that's your goal. How do you get
Speaker 1: past that period? Well, that's right, So, um, all of
Speaker 1: my clients on the corporate side. They were not receptive.
Speaker 1: They were like, Okay, we're gonna reroll all these people
Speaker 1: off and so um. I think for us we were
Speaker 1: really fortunate that, you know, in the high times, we
Speaker 1: were saving our money. See, I gotta stop you. You
Speaker 1: use uh for what you did. You but you were thinking,
Speaker 1: you know you, you you thought of here. You are
Speaker 1: a planner, and that's why I keep I don't want
Speaker 1: you to undermine uh act like what you're doing is
Speaker 1: a leap of faith of luck. You know, no, no, no,
Speaker 1: you knew that when you do a business, you should
Speaker 1: keep six months of revenue in the account so you
Speaker 1: can run your business as those are the principles to
Speaker 1: a successful business. So when you hit these bumps, you know,
Speaker 1: running around, you know, worrying about how many slices of
Speaker 1: bridge you're gonna eat, you know, how much gag can
Speaker 1: I'm half a can't fill up on this one, you know,
Speaker 1: and then we just kind of like driving no air
Speaker 1: on say some games the job. I've used all the techniques,
Speaker 1: y'all'll laughing, y'all won't do now. Peanut butter and jealous
Speaker 1: sales sound good when you got money and you don't
Speaker 1: have money, okay, and so so so I just want
Speaker 1: you to let you know that on this show is
Speaker 1: that it's about your brains. It's about the success story
Speaker 1: that you created. And so when we come back, I
Speaker 1: really want people understand the value of this type of
Speaker 1: agencies that you have. How they impacted me when I
Speaker 1: was out there looking for a job and I didn't
Speaker 1: have anything on my resume that allowed me to be hired.
Speaker 1: But you could a loust people. Your your your company
Speaker 1: allows people to build resumes, makes them impoable. I'm back
Speaker 1: with more, Mr Don Hendricks FM Talent. She's fantastic and
Speaker 1: I'm just building her brand to another level. My main
Speaker 1: conversation be right back. Hi, This Sean McDonald and you're
Speaker 1: listening to money making conversations. And to me is the
Speaker 1: CEO FM Talent Source LLC, a strategic business solution enterprise.
Speaker 1: Just fourteen years ago, she co founded FM Talent with
Speaker 1: her business partner Mr Franklin and two thousand four and
Speaker 1: now today her staffing firm is valued at fifteen million
Speaker 1: dollar enterprise. That's a lot of money. That's what they called.
Speaker 1: That's why your money making conversation when you when you
Speaker 1: say fifteen million dollar. That's a money making conversation. So
Speaker 1: FM Talent, you know, tell us about again why it
Speaker 1: is important to you to have created that company. You
Speaker 1: did it while you're working with your other four type jobs.
Speaker 1: In other words, you look at the twenty four while
Speaker 1: as you look at I'm gonna have to divvy something
Speaker 1: for my my job. I'm a single mom. I have
Speaker 1: a divvy job, divvy up time for my child, and
Speaker 1: then I divvy it up something some time for my future.
Speaker 1: All that and FM Talent was born out in two
Speaker 1: thousand four. Hit a little rough patch in two thousand
Speaker 1: like we all hit a rough patch when they're when
Speaker 1: they're housing loans, backfired and everything. And that's when the
Speaker 1: President Don't Bamba came in and had to really save
Speaker 1: this country at that time financially. And so with that
Speaker 1: being said, FM Talent, where is it located? Nearly two
Speaker 1: employees or twelve states. Give us a little background, take
Speaker 1: your time, okay, because we want to know because my
Speaker 1: listen of it. Man, she went from what yep so
Speaker 1: UM from talent source. We are headquartered in downtown Silver Spring, Maryland,
Speaker 1: and we're providing UM financial management and grant management and
Speaker 1: human capital solutions to our clients, our client based The
Speaker 1: great thing about FM Talent is, you know, everyone really
Speaker 1: is a client, but we are able to we provide
Speaker 1: services to the federal government, commercial and nonprofit entity, so
Speaker 1: we really span the full gamut and everyone needs augmentation,
Speaker 1: staff augmentation. So truly what doing the break you know
Speaker 1: that with the word out of man, I'm gonna see
Speaker 1: it first. So yeah, so so truly what that means
Speaker 1: is if an organization is building out their staff and
Speaker 1: they don't necessarily have headcount for a full time person,
Speaker 1: they'll bring in a firm like ours to augment their staff,
Speaker 1: so to just build up their staff in the interim. UM.
Speaker 1: The other thing that we are able to do is
Speaker 1: if they need full time recruitment services, then our team
Speaker 1: UM really can provide those resources for them as well.
Speaker 1: So we identify, vet and recruit people for their UM
Speaker 1: you know on a permplacement side. And then the third
Speaker 1: layer of that is really the management consulting side. So
Speaker 1: that's us coming in managing the deliverable, managing the solution
Speaker 1: and running that into in for the client, just coming
Speaker 1: in doing your thing and you do you make a presentation,
Speaker 1: So yeah, so a lot of times the work that
Speaker 1: we do, we have to UH submit a proposal. So
Speaker 1: they'll want us to identify our solution, how we're going
Speaker 1: to manage it, of course, what the costs are that
Speaker 1: will be in ward, and then of course we'll put
Speaker 1: our project team on there to manage end to end,
Speaker 1: making sure that we are able to deliver the service
Speaker 1: on time, on schedule, on budget. Now let's talk about
Speaker 1: two thousand and eight. Okay, we know what you're doing.
Speaker 1: Good got their first brig relationship two thousand eight. How
Speaker 1: do you grow your business when you when you hit
Speaker 1: this bump? How did you out? Okay, this is with prayer.
Speaker 1: Really is needed that? Okay, prayer came in strong at
Speaker 1: this point. Yes, and I'm not ever running away from
Speaker 1: that because faith plays a lot of motivation into whether
Speaker 1: you how you wake up in the morning, how you
Speaker 1: go to bed in the morning, what drives you the
Speaker 1: next day? So how do you expand your business when
Speaker 1: it's suddenly starting to bottom out? Yeah, so we had
Speaker 1: to rebrand ourselves. We had to recreate ourselves UM for
Speaker 1: a completely different UH industry markets. So primarily our our
Speaker 1: services and solutions were being provided to corporate and nonprofit
Speaker 1: into teams. UH in two thousand eight, we had to
Speaker 1: figure out how are we going to remain viable in
Speaker 1: a space that no longer was utilizing our services. So
Speaker 1: we we decided to take our our corporate experience and
Speaker 1: leverage it into the federal government. Now, the federal government
Speaker 1: is a completely different beast. Their process, their cycle, the
Speaker 1: way in which you actually engage with them is significantly different.
Speaker 1: And on the corporate side, you can go in, you
Speaker 1: kind of give them your value proposition, and at the
Speaker 1: end of the day, you've got a deal and they say,
Speaker 1: let's go for it. On the federal side, you've got
Speaker 1: a six month, nine month, twelve months cycle because you've
Speaker 1: got to submit your proposals, they've got to review it,
Speaker 1: and then they've got to make a decision, and then
Speaker 1: you start your onboarding process. So the cycle time is
Speaker 1: significantly greater. The way in which they procure services, you've
Speaker 1: got to have all of these different vehicles available. So
Speaker 1: the eight A program or G s a schedule. So
Speaker 1: it took us a lot of ramp up time to
Speaker 1: actually get ready to be able to do business with
Speaker 1: the federal government. UM. But once we were in once
Speaker 1: we learned that process we were in, so we partner
Speaker 1: didn't let the process push you away. Now that's what
Speaker 1: a lot of people do, you know they I hear
Speaker 1: the work people, that's how much paperwork? I guess what
Speaker 1: that's That's how people, the same people keep getting the
Speaker 1: job because they're not afraid of the paperwork. But also
Speaker 1: in that paperwork gets about educating yourself, right, putting the
Speaker 1: right team around you. So and that's what we did.
Speaker 1: So that's where I was getting ready to go. So
Speaker 1: in order to be you didn't well, I mean, you know, thinking,
Speaker 1: but um we actually um they're they're all types of
Speaker 1: free resources out there to help you complete the paperwork.
Speaker 1: And so you know, instead of us paying someone to
Speaker 1: do this for us, we kind of jumped in, kind
Speaker 1: of got our you know, feet wet, and um figured
Speaker 1: the process out ourselves. So we did our eight A.
Speaker 1: I actually did the eight all of the paperwork for that,
Speaker 1: and then we completed the paperwork for two g s
Speaker 1: a schedule. So once this is stuff you have to
Speaker 1: have to even bid, that's right, that's right. So this
Speaker 1: is the price of admission into the federal process. So
Speaker 1: once we were able to do that we were kind
Speaker 1: of on our way. We decided to partner, and uh,
Speaker 1: I say, our first partnership experience was our best worst experience. Yeah.
Speaker 1: To get in, we had to get in. You have
Speaker 1: to get in with somebody who's in there already. That's right,
Speaker 1: And I mean this is how you learn, and uh
Speaker 1: we learned. Boy did we learn. Um. So we were
Speaker 1: fortunate because we were doing business with the Department of Justice,
Speaker 1: so we were able to get a security clearance, but
Speaker 1: we never got paid one red sense clearance the work,
Speaker 1: but we got the clearance. Good. But we were in. Yeah,
Speaker 1: but we also had, you know, had bills to pay,
Speaker 1: so getting paid for all those services it would have
Speaker 1: been nice. It's like it's like being at the party,
Speaker 1: but you can't go to the bar because you know,
Speaker 1: I can't afford to drink the drinks. You gotta pa
Speaker 1: for drinks at this party. Yeah. So yeah, so so
Speaker 1: so many years later, I can say it was my
Speaker 1: my best worst experience. I was like pulling my hair
Speaker 1: out during that, you know, when we were in there. Um.
Speaker 1: But yeah, I mean we just continue to navigate and learn,
Speaker 1: and that's really important. That the reason I wanted to
Speaker 1: break that down a little bit more because a lot
Speaker 1: of times, when you get into these situations where you
Speaker 1: have no relationships, where you have no experience, you have
Speaker 1: to partner with strangers, and these strangers can tell you certainly,
Speaker 1: just make sure that you create an agreement that allows
Speaker 1: you to be able to say this is what we said,
Speaker 1: we're going to do it together, and hold that person
Speaker 1: to that agreement, and that's really hot works. Don't ever
Speaker 1: do anything on a handshake deal. Don't even say I
Speaker 1: got your back, Don't ever do anything on the hook up.
Speaker 1: Don't ever get into relationship where you're afraid to ask
Speaker 1: what you want. You have to ask what you want
Speaker 1: because it will come back to bite you because you're
Speaker 1: afraid to say if you if, if this person is
Speaker 1: so powerful, a so omni president in your life that
Speaker 1: you can't say I want this and and and they
Speaker 1: won't professionally say you do that because you are bringing
Speaker 1: something to the table the wouldn't be other wouldn't be
Speaker 1: partnering with you. So I always realized that you have value.
Speaker 1: And so that's why it's important as part of the
Speaker 1: conversation understand that a lot of people they fail miserably
Speaker 1: in these situations, they the worst becomes the worst worse
Speaker 1: experience because they walk away and basically feel used and
Speaker 1: abused because they were afraid to say, I want this
Speaker 1: because I'm bringing this to the table. I want this
Speaker 1: percentage because I'm bringing this to the table. And that's
Speaker 1: what you did. And that again, you went through the paperwork,
Speaker 1: you went through the relationships, and now you have an
Speaker 1: amazing company FM Talent as an enterprise of value of
Speaker 1: fifteen million dollars staff augmentation. Uh And and you win
Speaker 1: in But I just want to let you know that
Speaker 1: the reason I have you on this show because you
Speaker 1: are a role model and and and being a role
Speaker 1: model it means that you mentor people. This show is
Speaker 1: about mentorship. That show attracts uh eighteen and thirty or
Speaker 1: four millennial listeners. You know, that's the entrepreneurship generation. And
Speaker 1: I was telling my nephew when he graduated from college
Speaker 1: graduates from college recently, he was having trouble getting the job,
Speaker 1: and I sent him to an organization like yours, a
Speaker 1: staffing organization. I said, look, nobody's going to give you
Speaker 1: the job that you want right now. You need to
Speaker 1: build a resume. So hear me when I say this.
Speaker 1: Companies like FM Talent, that's not what they do full time,
Speaker 1: but they do have a division within there that allowed
Speaker 1: that does employ people temporarily and full time. When we
Speaker 1: get to these companies, you can stay there and if
Speaker 1: you if they love your services, they hire you full time.
Speaker 1: That's the beauty of building your resume. Do that enough.
Speaker 1: You have a resume, and if you like you enough,
Speaker 1: you have the option to say no, I don't want
Speaker 1: to work for you, or you just go back to
Speaker 1: FM Talent and say, look, can you find me another job.
Speaker 1: That's what they do. And so I just want to
Speaker 1: say thank you for coming on my show. Thank you
Speaker 1: for having me. You know, it's amazing that you know that.
Speaker 1: I just wanted your story to be told. I wanted
Speaker 1: to take time and tell your story. I want to
Speaker 1: tell you're you're unique, You're a very powerful individual and
Speaker 1: just keep winning, really really keep winning. Thank you. Tell
Speaker 1: us ever about how we can in touch with you
Speaker 1: as we go out. Absolutely so you can find us
Speaker 1: on social media at FM Talent, sores um Our. Our
Speaker 1: our website is Our website is www dot FM talent
Speaker 1: dot com and we're on all platforms we're on Instagram,
Speaker 1: we're on Twitter, we're on LinkedIn, so we are everywhere.
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