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Chantay Allen with Momentum Companies

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Buy a Business Near Me
Chantay Allen with Momentum Companies
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Chantay Allen, a Business Broker at Momentum Companies, is a native of Southern California and has a diverse business background with an education in the social sciences and ability to speak Spanish.

Nearly ten years of combined retail management experience in North Carolina and California has earned Chantay a broad perspective and developed her expertise in customer service, marketing, sales, retail operations, and knowledge of corporate-to-franchise relations.

As a former Inside Sales Representative for a Consumer Products line at a minority-owned small business in California, Chantay raised the bar by setting a new sales quota. Chantay’s consumer products work experience with factories in Hong Kong and Shenzhen, China, increased her commitment to think globally and act locally.

Having owned and operated a local nutrition store franchise, Chantay has the ability to relate to buyers and sellers since she has been through the process of buying a business. As a Business Broker with eight years of experience, Chantay has sold an assortment of established restaurant, bar, retail, salon, and advertising businesses.

Chantay has served on the Cape Fear River Watch Board of Directors and is involved in the arts community. For the last 14 years, the Atlantic coast region has become a special place for her to live and help a great variety of local businesses in the Southeast thrive.

Connect with Chantay on LinkedIn.

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Buy a Business Near Me now. Here’s your host.

Stone Payton: Welcome to another exciting and informative edition of Buy a Business Near Me. Stone Payton here with you this morning and this is going to be a good one. Please join me in welcoming to the broadcast with Momentum Companies. Chantay Allen, how are you?

Chantay Allen: Good morning. I’m doing well. Thank you. How are you?

Stone Payton: Stone I am doing well. I’ve really been looking forward to this conversation. I got a ton of questions, Chantay. We likely won’t get to them all, but let’s start, if we could, with you painting a little bit of a picture. Mission. Purpose. What are you and your team really out there trying to do for folks?

Chantay Allen: Sure. Stone. Well, I as a business broker, I specialize in selling businesses. I help prepare sellers or, you know, buyers for the process. I make sure that they have the right resources to be successful in the transaction. I work with the deal team as a business broker. So my deal team consists of a transactional attorney, CPAs, maybe SBA lenders. The financing is necessary, and so I cooperate with all of the team members to make sure that the sell of the business is successful.

Stone Payton: How did you get into this line of work?

Chantay Allen: I was recruited by a client, so I’ve been selling businesses in March. It’ll make nine years. So about nine years ago, I had a client, you know, give me their commercial that I should really come on board. And I had never heard of this before, so I’m kind of like, uh, can’t we just focus on what you hired me to do? And so this this, uh, this guy was like a grandfather to me. And, uh, so I kept getting these little commercials, and I was invited to, I think, come meet his family. He’s very family oriented. And so I met his family. And, um, basically, it was kind of, um, I wouldn’t say it was on a whim, but there was an opportunity for me to go along to a business meeting, and they had a particular listing that was, uh, actually at the time it was in the process of being listed. And the, you know, the potential seller was really in a tough situation because it was regarding like a health issue and with a family member. So, you know, and this happens often as a business broker where the reason why they need to sell the business or what prompts them to sell the business may be something like a pending health crisis or something.

Chantay Allen: So it was right in my wheelhouse because I actually have a background in the wellness space. Um, and so when the head broker and the client, the potential seller, once I engaged them with a round of questions, the seller said, okay, she needs to sell this business. And so I that was one of my first listings. There was another challenge that I had where the head broker was saying, if I had what it took to sell businesses because it is there is a skill set, but there was another business that no one could sell that I looked at the file, blew dust off the file. It was actually a a convenience store in downtown Wilmington, and that they had some issues with getting it, you know, sold. And I and I got it sold. So that is, you know, pretty much the back story. Once I actually successfully sold a business and then another business, I thought, okay, I could do this. And then from there, I sold a Italian restaurant that had been in Wilmington for ten years. And, um, you know, we just we just kept going. So that gave me the confidence that this is a service that I can provide.

Stone Payton: So nine plus years in, what are you finding the most rewarding about the work? What’s the most fun about it these days for you?

Chantay Allen: Well, Stone, I do like business. I like various aspects of it. Um, and I think what has been Rewarding is helping the seller who has been, you know, typically the business owner for at least three years. I mean, I have business owners who’ve had their what they call their baby, you know, for a decade or more, of course, but ensuring that they get an ROI. You know, there are there are business owners who have to close shop, and they have really nothing but a collection of memories to show for, um, after it’s said and gone. So when I can help, um, offload that the task is it’s a pretty arduous task of selling the business, and the business owner is able to just focus on their daily operation, and I can get it done confidentially. Right. So they’re not put on blast. I’m able to sell the business and it’s very seamless. They are very, um, you know, happy about that process. And then they’ve got, you know, some money in their pocket to invest in their future. Uh, you know, apart from being the owner of that particular business.

Stone Payton: So walk us through the process, if you will, and maybe, you know, you reflect on a use case that you remember, or you can use Business RadioX if you want. I’m a managing partner and equity partner of the network. The Business RadioX network. Uh, me and my business partner, Lee Kantor. We’ve been doing this for 21 years. If we were looking to shape an exit, you know, you can use that as a use case, but just kind of give us some of the highlights of what the process looks like from the seller’s perspective.

Chantay Allen: Sure. So number one, sometimes, um, the potential seller didn’t realize they wanted to sell their business until I approached them in some way. Uh, we’re, you know, it didn’t really occur to them that, yeah, actually I do want to do this, but sometimes you have a seller who is seeking, um, you know, someone to sell their business. I find that’s often rare, but sometimes you do. And then oftentimes, um, you have to, um, kind of bring up the idea, so to speak. And I’ve done this by just, um, having a conversation with someone who owns a business, how long they’ve been in the business. Bottom line is, once they reach the point where they are open to the idea of selling their business, I help them get started. So would be there would be a listing meeting, uh, to get the process started. And I make sure that the potential seller is prepared for that listing meeting by having the last three years of their financials. That includes their profit and loss statements, balance sheet, tax returns, a list of the FFA and inventory. You know that are vital to the business. And you know we review those financials. I ask, you know, list of questions to determine what their seller’s discretionary earnings are. Um, I have to get both, you know, quantitative and qualitative info, uh, you know, from them to really get a grasp on the business that I would, you know, be putting on the market. And so once I have all that information, you know, I take the financials, you know, back to, uh, my valuation team and have to determine what the list price is, right.

Chantay Allen: So once I have a list price. That’s fair. Uh, then I share that information with the with the potential seller. And if they’re in agreement with that list price, then we, you know, we get it on paper. We we do a listing agreement. Once I have a listing agreement, then I get to have a lot of fun going to work on how I’m going to advertise the business listing confidentially. Um, yeah. And so once I kind of give a, I capture all the best aspects of the business for sale, and I, you know, give it, you know, like an alias, right? I’m not going to say, like, if your business was called Stone Payton Steak House, I’m not going to list it as Stone Payton Steak House. Okay. Then everybody’s going to know what it is, right? Right. Um, so it may be, um, highly profitable, um, restaurant in, uh, eastern Georgia or wherever, you know, you’re located, something like that. And so once the potential seller agrees to how I have the business advertised, then publish it ready to go on the market. Uh, so that is essentially how the process gets started. And then I get to take on handle all the spam, you know, calls or, you know, or, you know, people calling and, you know, maybe they really don’t have the means to buy a business, but I will make sure that I, uh, you know, talk to these potential buyers to make sure that they are qualified to purchase a business and if they are qualified to purchase the business and they sincerely are interested in buying a business, then I determine, you know, what their goals are, um, there’s a process where I need to be able to determine, you know, how are you going to pay for this? You know, so if I, you know, if I’m talking to someone and I’m like, okay, so I’ve got the business listed for, let’s say 250 K, right.

Chantay Allen: And, and my potential seller is selling their business because they are relocating, you know, let’s say they’ve had the business for 15 years. They’re ready to get a Dodge, go somewhere else, maybe join you in Georgia. Um, and so they’re ready to relocate and they’re selling the business, uh, within that two month time frame. Right. Um, and or they’re selling the business, let’s say, within let’s be more realistic within. Um, 3 to 6 months is when they would love to exit their business. And I’m talking to a potential buyer and I’m saying, okay, and when would you like to move into this business? Like about a year or two. Not gonna work. Right. My seller wants to exit their business in less than a year. You’re not prepared to buy a business for another year or two. So this is not the ideal buyer. So I make sure that I go through that process. It’s very selective, uh, to, to ensure that we have the right buyer for this business. I also, uh, you know, consider things like personalities, uh, if there’s been a personality type that has been, um, you know, a great fit for the type of business that we’re in, and I can see some things that might be red flags.

Chantay Allen: I take that into consideration. I don’t feel like a potential buyer should be excluded, you know, necessarily because of it. But I do take that into account to make sure that we don’t have, like a left fielder put in place. And you have to think about those things when it comes to small business, when it comes to small business, you have to. Things have to fit like a puzzle because, um, we don’t want we don’t want the Joe Schmuck Italy moving into this business because. Yeah, because they have the means to do it, but they don’t really have the personality. They don’t really have the skills. They they’re a fish out of water. Um, maybe they have the money to buy a a beauty business, but there’s nothing about them that they don’t have the background experience, you know, to operate or even be, you know, maybe a silent partner in one. So all of those things have to be evaluated when you’re looking at the right fit. And sellers appreciate that because they know that you’re not just doing this for the money, right? You want whoever buys that business to be able to thrive after you sell it. So I have to make sure that in this move that we’re going to make together, it’s the right move for both parties.

Stone Payton: When you put your valuation team on this, you come up with a number and it’s based on experience and expertise and reality. Do you ever find that you you swing back around to the seller? It’s not even close. Maybe to what they were hoping to get for the business, and maybe sometimes they have sentimental attachment to it. And in that case, might you say, look, you might get a lot closer to what you’re looking for, but you need to get these ducks in a row and get these financials looking like this before we can go out to the market and ask that kind of number, does that ever happen?

Chantay Allen: That’s a really good question, Stone. So and yes it happens. You hit on something very important. The seller has to be happy. And so what I would do then is I would offer to help them increase the profitability of their business. Yeah. And so they could we could schedule a consultation and I can let them know what they could do to improve the business. So there is a, you know, much larger ROI and I’ve got the experience and place to help do that. I have had clients who were not, um, expecting the list price to be what it turned out to be. And I said, hey, you know, here’s what we can improve. It may take you another year. You know, it may take you another two years to get it to where you want the business to be. Having a background in sales I have, however, worked with a seller to increase their profitability within like a quarter of a year.

Stone Payton: Wow.

Chantay Allen: That’s if they listen to me. We can get it done. We can get it done soon. But yeah.

Stone Payton: So in that vein, I guess one of the things I’m picking up in this conversation is you don’t reach out to Shanti if you want to, necessarily. Only if you want to sell the business now or in a few months. You might want to get with Shanti kind of early, right. And make sure you do have your ducks in a row and get everything prepared so that you get the best return. Is that accurate?

Chantay Allen: Bingo.

Stone Payton: It’s not like you’re trying to make your money from this transaction tomorrow. You’re accustomed to that longer ride in some cases.

Chantay Allen: Absolutely. Yeah, absolutely. So preparation is key. And I think in most cases there’s there’s going to be a client Where they, for the most part, have all the information we need in place. You know, like the financials. But part of the work that I have to do up front is getting them prepared to sell. Yeah, that that really is, you know, as a business broker and consultant, that is what I probably spend a lot of my time on is getting it ready for the market. So it’s not it’s not necessarily a fast turnaround process. And the seller experiences that, you know, when they’re working with me, they go, oh gosh. And I was like, but if we get all these things, all these ducks in a row, you’re going to be, you know, thanking me once we have a buyer because you’re going to pay for it if you don’t have these things in place, if you’re in a due diligence process, it’ll they’ll come back to haunt you. So if you’re not, you’re not ready. So and in me but definitely my but definitely my client. So I want the process to be seamless and I really go through it when I have a, you know, a buyer, you know, drilling me with questions, I, I really have to have all of the necessary financials and background information about the business. It can be, you know, getting prepared could be even knowing. Okay, I may have to know you’ve been at this location for five years, you know, have you been anywhere else? Like, I have to know the seller’s, you know, whole story. I have to know, you know, staff information and whatnot. Um, so there’s a there’s a lot that goes into that. And, you know, part of my job is making sure I make the process easier for the seller to, you know, to go through. So it’s a pleasant experience for all parties involved.

Stone Payton: You touched on this earlier in the conversation, But I am interested to know how the whole sales and marketing thing works for a practice like yours. Like how you get the new business. Is it all referral or do you find yourself out there having to shake the trees a little bit? Do you speak to that if you would.

Chantay Allen: Oh yeah. So I mean, you do, you should, you know, if you have connections, you you will have people refer potential sellers to you or buyers to you. Um, now, my best referrals have come from satisfied clients. So if I’ve sold, um, I’ve gotten referrals from a client because I sold two of their businesses were like, well, she sold two of my businesses. So of course I’m going to, you know, refer people to her. So that is one way. And then you do have to knock on doors, so to speak. It’s not one of those businesses because this is not like real estate where everything’s on MLS.

Stone Payton: Right? Right.

Chantay Allen: You were. You were confidentially selling somebody’s baby. Yeah. And so you you have to be trusted by the seller, um, that you’re going to remain discreet. You don’t want to do anything to upset the apple cart.

Stone Payton: Well, in nine plus years in, um, I’m operating under the impression you probably have this this group of people that buy and sell businesses. So it wouldn’t surprise me if you could go to some of them early on and say, hey, I got another good one. Something you might want to take a look at, Joe, you know, or something. Yeah.

Chantay Allen: Yeah. And so it’ll be nine years in March. Um, but. So almost there. But yeah. So I can I can do that. I do have the, you know, proven capabilities of selling a business. Um, you know, I do have a reputation among my clients. Um, in the New Hanover, Brunswick County, uh, you know, Pender area. But, um, when you have a conversation with the seller, you can’t do it in front of people. I mean, you have to be very careful, very respectful of their business operation, because what if, um, you know, their employee overhears you talking and they go, oh, I better get out of here. You know, like, they start to get apprehensive about their employment and they’re like, oh, wait, boss is going to sell. You know, and then before you know it, people are banning ship. We can’t have that. Right. So how you approach a seller or by some of the old fashioned means, um, you know, meeting in person? Um, I believe my background with, um, inside sales has definitely been, um, beneficial because picking up the phone, calling people, uh, you know, so that’s that’s still a thing. Um, networking. You can, you know, meet someone. Definitely, um, you know, through networking, but it’s, um, it’s just not as, um, the sales and marketing aspect. Advertisements. Um, similar things that other people do for their business. As business owners, you know, your email marketing, you can do. Um, and I think that would you know, that’s a good start.

Stone Payton: And as the ball gets rolling, I mean, the the mental image I have in my head is like, you’re the quarterback. Because as things get going, you’re coordinating with people who have specific expertise and experience in the valuation domain. You’re working with the transaction attorneys, the CPAs, possibly lenders and then so so you’re you’re sort of marshaling all of those resources. The reason I’m bringing it up, I have to confess, I think maybe before this conversation, I was viewing your line of work as as more on the transactional side of the continuum. And now I’m thinking nothing could be further from the truth. I mean, this is a very relationship oriented business, isn’t it?

Chantay Allen: It is. And I love your, your your football analogy because I do like football.

Speaker4: Oh.

Chantay Allen: What am I talking about I love football. And so, like the quarterback, uh, who’s, you know, whose role is to lead the offense? That’s what I do in the business, right?

Stone Payton: Yeah.

Chantay Allen: So I totally love the football analogy. Um, you know, and so you’re right, it’s it’s a combination Of of all those things and kind of being ahead of the team, um, leader of the pack, so to speak, when it comes to getting, you know, getting the transaction done. Um, and that’s one of the things that you bring up a good point because this is, you know, a transactional, um, you know, process and it’s so financial. Mhm. And, um, when people and it’s funny because, you know, I’m an artist, you know, by nature and when I, I didn’t run away from math, you know, but I was in school but I was always, you know into like the am I creative person. Right. Which helps me, you know, as a saleswoman, um, in consultant that that’s, that’s a benefit. But it is so, so much of it is numbers. And so when I try to help the seller understand, um, that it’s so financial, it’s it’s a lot of it is I mean, you have your again your quantitative aspects of it, but a lot of it is about the numbers. And when I have a client, you know, really wanting me to vouch for, oh, but this, this and that and here and there and this, that and the other, I’m like, I asked them, I said, and you expect the buyer to take my word for it. You you expect them to pay six figures, you know, for a really compelling story.

Chantay Allen: You know, they’re going to look at me like I’m crazy. Like it? I have to prove that it’s worth it. No one in their right mind is going to pay thousands of dollars. Uh, you know, take my word for it. So I, you know, in terms of presenting and negotiating, um, one of my favorite stories is, uh, I had to, you know, lead a conference call, um, with a, uh, potential buyer whose spouse, you know, has a master’s in accounting. Um, this this conference call was over one check. And I say to my seller, listen to me. Find that check, okay? I was like, we we we got to get this done. And after that conference call, um, with the potential buyer whose spouse is a master’s in accounting and speak four languages. Okay. Um, I go through the rest of the process and within 48 hours had an offer to purchase agreement. And that client, um, who? Those are the clients who bought the business? Um, they now have three locations. Oh, so I really proved the value of that business. It was a restaurant, and I steered the seller in the right direction to where they made the, uh, the right decisions. Um, or they. I’d say they heeded the advice that I provided for the business to be more profitable. And the buyers were able to reap the benefits of that after the sale, um, to the point where they’ve been able to increase by another two locations and counting. So that is how crucial. Um, you know, the the numbers can be in this line of work and, uh. I think that’s a really, like, big answer for, like, what I find rewarding. Is that good enough?

Stone Payton: That’s more than good enough. Let me switch gears on you for for a moment. Uh, hobbies, pursuits, interests outside the the scope of your work. A lot of my listeners know that I like to hunt, fish and travel. Anything you have a tendency to nerd out about that doesn’t have anything to do with this work.

Chantay Allen: Of course.

Chantay Allen: Um, so, again, I, um, you know, I’m an artist. I my medium is acrylic. Uh, so I do enjoy painting. I’m very active. Um, you know, with Pilates and cycling. Um, little known fact. You know, I’ve, uh, been, uh, road cycling, you know, for years. Uh, one of the, one of the last rides that I did was the tour de pickle. And so some cycling buddies, they’re like, Shanti, have you done the tour de pickle? And I was like, no. And I saw the t shirt. They sent me a screenshot of the t shirt and I said, I want that shirt with that pickle on it. I just did it so I can get a t shirt with a pickle on it. Now the t shirt ended up looking nothing like the one that lured me in, by the way. It was awful. I should probably shouldn’t say that on on air, but it was different than what I expected. So anyway, that is what attracted me. Was the whole having a shirt with the with the goofy looking pickle on it. So this is, this took place in Mount Olive, North Carolina, which I knew existed, but I, I really I’ve seen the. You’ve seen the jar like the green lid in the grocery store, right? You’ve been in a baseball game. You’ve seen Mount Olive, uh, pickled relish. Yeah, right. So this little town in North Carolina has an annual pickle festival. And I was mind blown by how many people in this small, little downtown area there was, like, the downtown where they were cooking on the grills and selling stuff. It was like you were in a sardine can, and I could not find where this, uh, where this ride began, where all the cyclists.

Chantay Allen: I’m asking people, the locals. Where is this? Because it wasn’t really, you know. So anyway, I got on track. It was a beautiful ride. Um, so as a cyclist, you you’re in different weather conditions. You could be going against the wind. With the wind. It could be scorching hot. This was perfect. Riding weather was fair weather overcast. You didn’t have the sun beating on you and it was a little hilly. And so I’m going, you know, past a lot of the green. It was beautiful because you had a lot of kind of wide open country. And I learned that that menthol pickle company has been in business since 1926. Whoa, 1926. And when you see that they’re in, like, every grocery store in America, I was impressed by their distribution. I was like, wow, you know, this family was booking it. So it was a beautiful, enjoyable ride, I think. I think it was a 26. I think I did a 26 mile ride. And so, um, there were there was one part of the ride where these, like, rabid looking dogs came out of nowhere. That was my fastest mile per hour speed. That right there that I’ve got tracked on my Strava. Was that section right there where I was being chased by these little rabid, you know, dogs. And then I saw cute little things on the ride, like, um, a, a yard that had, like, a sliding board and a little, um, you know, those little metal riding horses back in the day where it’s like, stuck on a thing and has little boink. So. And then there was a Billy goat.

Chantay Allen: And so it was cute to see in the country, like a yard with, like, you know, a dog and little playground and little playground toys. And then this little Billy goat smiling at me because Billy goats, they have, like, a permanent smirk. Even if they’re sad, they’re probably smirking, I’m sure. So there were little, little rural, rural America, uh, memories that I had. So then, as I’m coming and finishing the ride, I go back to the downtown area and there’s a deputy, and I said, you know, sir, this is I’ve never been to this before. This. This place is crowded. And he he cracked the best dad joke and he said, yeah, the the annual pickle festival is kind of a big deal. I thought, you get it.

Stone Payton: Yes I do get it.

Chantay Allen: So, you know, best dad jokes. So I do enjoy writing. Um, I love the outdoors. And, um, I may do the three bridge bike tour next. That’s in South Brunswick Islands. That one takes you over. If you do all three bridges, you’re doing 68 miles. If you do the first two, you’re doing 30 plus, which I’ve done. Oh, please. They’re they’re writers who were like 80 who were century writers. They do like 100 mile rides. Um, I’ve got clients who have, um, cycled abroad. Um, you know, I’ve got clients who have shipped their bikes to France to cycle in France. And it’s something that I definitely see, you know, between that and art that I see myself doing, you know, through the rest of my life.

Stone Payton: I am so glad that I asked. Oh, man. Okay.

Chantay Allen: When was your last? Like outdoors adventure. You said you hunt.

Stone Payton: Yesterday afternoon I saw a buck. I couldn’t get the shot I wanted on him, but I had a marvelous afternoon.

Chantay Allen: Where have you seen? Where did you see the buck?

Stone Payton: Um, in some woods about 15 minutes away from my house.

Chantay Allen: How far are you? Is your area from the Chattahoochee River?

Stone Payton: Oh, not too far. This is actually a different area. It’s Lake Allatoona and Kellogg Creek, but I’m 20 minutes or less from Chattahoochee.

Chantay Allen: I read a book, um, about a month ago, about the first female riverkeeper and what it took to clean up that river. And, uh, you know, I know some people, um, in Athens, Georgia, which is also not far from it. So that’s really good. You get to kind of zen out, zone out and be in the woods.

Chantay Allen: And I’m sure you, uh, do you have any family that goes along with you or hunting buddies that you take with you? Do you go by yourself?

Stone Payton: Um, a little bit of both. Yesterday was by myself. My brother drives up from Florida about once a month. I’ve got friends at, uh, at Wildlife Action of Georgia, which is adjacent to this, which is a nonprofit that kind of helps disabled people and urban kids and other kids and introduces them to outdoors. And so we, you know, we go canoeing with them. We teach them about hunting, fishing, camping, all that stuff. So I get to hang out with a lot of folks on this trek.

Chantay Allen: So with hunting, um, is it similar to other things where you, you have to be licensed, where like, does your license only work for your area in Georgia? Or if you’re in North Carolina, can you use your license to hunt in North Carolina?

Stone Payton: I would have to get a different license, but I have a Florida license, a Georgia license, and if I go on a paid hunt, I buy I buy that that license. And so yeah, you have to you know, it’s pretty well regulated. And I want to I’m happy to pay it because that helps go towards conservation and preserving, you know, what I’m able to enjoy for future generations.

Chantay Allen: So have you ever hunted in North Carolina ever?

Stone Payton: I have not, but now you’re piquing my interest. You got an idea?

Chantay Allen: So yes, it’s an outdoor story. Me and some friends. You got to go to the Birkhead Mountain wilderness.

Stone Payton: Okay.

Chantay Allen: There are. Yeah. So there are protected wilderness areas that you can hunt. And long story short, we were in Birkhead Mountain Wilderness, and, um, I was fortunately with three other friends. So there was four of us. We were getting ready to take care of some business in the woods. And then we heard a gun go off and we realized, oh, it’s hunting season.

Chantay Allen: So fortunately it was like we were further enough away, but it was within earshot. But we, uh, we realized that it was hunting season when we heard the the rifle also probably should have maybe picked a different time, but that’s proof that you can hunt and Birkhead Mountain wilderness. You’re welcome.

Stone Payton: Before we wrap, I would love to leave our listeners with a with a couple of pro tips, something to chew on and look, gang. The best pro tip I can give you buying or selling, trying to get ready to buy or sell. Just reach out and have a conversation with Shanti or somebody on her team. But to tide them over till then Shanti, let’s give them a little something to noodle on if we could on buyer and or seller side of things.

Chantay Allen: Number one be ready. Be ready to sell your business, right. Secondly, have your financials. Selling a business requires them. Make sure your sales taxes are paid.

Chantay Allen: That will come back to haunt you. It’s something that the buyer cannot. That’s an expense. The buyer cannot take off your hands. You are liable to have your sales taxes paid, and also make sure that your, um, your, your website presence, your, you know, your marketing, those types of things are in place as well and have a plan for how you’re going to, um. Invest or you know, where you’re going to allocate, um, the funds from the sale of the business. Be ready to have a conversation with your CPA, um, about where are you going to put that large sum of money. Right. Especially, um, as, as, uh, it plays into, uh, you know, taxes, you know, your capital gains and things like that. So that that would be my, my list if I just kind of, like, off the top of my head would be be prepared. I am not here to force you to sell your business. I’m here to help you sell your business because that is something that you are ready to do. Um, I’m kind of just going back over it. Your profit and loss statements, your balance sheet, tax returns, uh, list of equipment, you know, inventory. And just have your your business in order. Um, staffing included is another one, um, that will help to make the process easy or easier for for you as the seller and the buyer.

Stone Payton: Fantastic. And what’s the best way to for our listeners to connect with you, tap into your work, maybe have a conversation with you or somebody on your team. Let’s give them some coordinates.

Chantay Allen: Sure. So they can send me a message on LinkedIn. Um, they can also reach me via email. And that is my name Sean t c h a n t a y at momentum projects com. Those are two great ways to get in contact with me.

Stone Payton: Well, Shanti, it has been an absolute delight having you on the broadcast today. Thank you for your insight, your perspective, your enthusiasm. You’re clearly doing important work and having a real impact on a lot of folks and making their lives richer in the process. Thank you for investing the time to visit with us today. It’s been a real pleasure.

Chantay Allen: Thank you so much, Joan.

Stone Payton: My pleasure. All right. Until next time. This is Stone Payton for our guest today, Shanti Allen at Momentum Companies and everyone here at the Business RadioX family saying, we’ll see you again on Buy a Business Near Me.

 

BRX Pro Tip: How to Build a Strong Business Network

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BRX Pro Tips
BRX Pro Tip: How to Build a Strong Business Network
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BRX Pro Tip: How to Build a Strong Business Network

Stone Payton: And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, today’s topic, how exactly to build a strong business network?

Lee Kantor: Yeah, this is one of the challenges that a lot of entrepreneurs face, especially if they’re new to business or they’re new to kind of having to create their own business development. Because a lot of folks that we deal with are coming from a corporate background where they didn’t really have to invest in building a strong business network outside of their own company that they work for.

Lee Kantor: So, when all of a sudden those folks are thrust into the open market, and then they have to then build a network of people in their community or in their industry’s community, they don’t know where to start. So, here’s some tips that can help them build that strong business network that they need in order to grow whatever their new venture is.

Lee Kantor: The first thing is it’s important to identify and connect with the local business leaders and organizations in your community. And that could be like your chambers of commerce or other business groups that are relevant to whatever your business is or the niche or industry that you’re in.

Lee Kantor: So, first, identify this is the place where these people that you want to meet are hanging out. And for a lot of folks, they got to kind of start at the bottom. They got to join as a member. And then, they got to kind of work their way up and find the groups and the initiatives that are happening inside those organizations and then join them, and then, eventually, take a leadership role. That’s the typical path that most people take.

Lee Kantor: So, they join the organization, they take some sort of an active role in the organization. You can’t just join these organizations, write a check, and then sit at home and wait for business to come in. That’s not how these organizations work. Just paying your member dues is not enough to get anything out of these organizations. If that’s your plan, you could forget about it. That’s just a waste of your time and money.

Lee Kantor: In order to benefit from any of these organizations, you have to volunteer, you have to participate, you have to become a valuable member of the group. If you’re not willing to do that, then don’t join the group. By doing this activity, by becoming and kind of leaning into that group, you’re going to build the relationships with the key players in your business community. They will see you as a valuable part of the ecosystem. They will see you as an important kind of constituent, because not only are you showing up, you’re actually doing the work that needs to be done to help grow the organization and help everybody in the community.

Lee Kantor: If you want a cheat code that accelerates all of this and doesn’t require you to invest years and years of your time slowly working your way up and earning the trust of an organization or a group like this, you can become part of the Business RadioX Studio partner community, because being a Business RadioX Studio partner allows you to kind of cut the line and accelerate your presence and authority within your local community. You can easily meet and build relationships with the business leaders who are most important to you.

Lee Kantor: If you kind of go at the work of the community building as part of the Business RadioX Studio partner community, you get to be that person that is meeting all these people, because what you’re doing is helping them promote all of the good work that they are doing, and that allows you access to all of these people who want to come on your shows to tell their stories.

Lee Kantor: So, that is a cheat code if you want to, you know, cut years out of your business network building, you can do it quickly or more quickly by being a studio partner with Business RadioX.

Author and Coach Jessica Joines

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High Velocity Radio
Author and Coach Jessica Joines
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Jessica-JoinesJessica Joines is a former Global CMO turned bestselling author, spiritual coach and international speaker who helps women awaken to their true power and potential.

Through speaking, coaching, and a community platform — she empowers women to transform their lives by mastering their own spiritual journey.

Jessica is here to help women rise above all forms of fear and limitation and transcend the ego.

Jessica has a unique ability to break down complex and esoteric spiritual principles into simple, step-by-step plans of action, resulting in “DIY soul-work” that is not only practical, but life-altering. Many of these methods manifested during her life-changing, year-long, solo soul journey across Southeast Asia in 2011. That’s where she began to wake up to her own soul purpose.

A natural teacher and speaker, Jessica is never more herself or connected to her purpose, than when she is in front of an audience. She has keynoted and spoken at iMedia, Advertising Week, WUB Wellness, CRN International Summit, Dmexco and several corporate leadership events, including Rakuten and Starcom.

Igniting and energizing audiences around purpose and possibility, it’s not uncommon to see a crowd of people gathered around Jessica after she speaks. As the energy and wisdom she brings forth always inspires audiences to want deeper guidance on how to navigate life’s challenges.
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In May 2021, Jessica launched her live coaching show, Soul Purpose, with the popular online spiritual media network, Unity Radio. Soul Purpose keeps Jessica on her toes as listeners call in live to receive coaching guidance on their most critical life questions and challenges.

Soul Purpose can be found on all major podcasting platforms, including iTunes and Spotify. Additionally, Jessica regularly shares spiritual lessons and tools on YouTube, Instagram and Facebook.

In January 2021, Jessica launched the Women’s Purpose Community, an expansion of the incredibly successful Women’s Purpose Retreat, which she launched in 2018. WPC is a community of executive women who crave a safe-space to do the deeply intimate work of self-discovery.

In sum, Jessica is helping to bring an awakened-mindset to where it’s needed most, Corporate America. Jessica’s work has been celebrated in publications such as Forbes, Marie Claire, Thrive Global and MediaPost. She holds an M.S. in Communications from Cornell University.

Connect with Jessica on LinkedIn and Instagram.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Stone Payton: Welcome to the High Velocity Radio show, where we celebrate top performers producing better results in less time. Stone Payton here with you this afternoon and you guys are in for a real treat. Please join me in welcoming to the broadcast speaker, author, and founder of Women’s Purpose Community, Jessica Joines. How are you?

Jessica Joines: I’m good. It’s so good to be here with you, Stone. I’m excited for.

Stone Payton: This. What a delight to have you on the show. I got a ton of questions, Jessica. We probably won’t get to them all, but maybe we could open with you sharing with me and our listeners what is women’s purpose community, and how are you trying to help folks?

Jessica Joines: Yeah, well, it’s a Community that focuses on personal and spiritual growth for women in leadership roles, and I really created it from my own experience. And that was, hey, there’s a lot of great leadership training and leadership development out there. We actually don’t need any more of that. What we need is a way to connect from the heart space, to build really deep, supportive relationships with our peer sets, to foster one another’s growth, and to also focus on the deep, really under layers of the work that fuels everything, which is this kind of continual process of self-discovery, self-awareness, this self-inquiry journey that leads to the endless question of, you know, who am I? And what am I here to do? So that’s what we’re up to. Um, it’s been a pleasure and an honor to create it after myself leaving the corporate world nine years ago.

Stone Payton: So yeah. Say more about your backstory. How did you get into this line of work? I bet it wasn’t a straight path.

Jessica Joines: It was not a straight path. It’s a path where you go back. In hindsight 2020, you’re like, oh, I get it now. But, you know, I often say like, pain is the portal to awakening. And it was definitely the case in my story. And like the dirty little secret, I had my whole 18 years working in advertising and marketing. I was a global CMO when I left. The corporate world was that I never loved it, and I didn’t actually know that I had the opportunity or possibility to choose to do something I loved and make money. So I settled right. Like I went to college, I began a career. I’m like, yeah, I’m going to figure out something. I’m good at that I can make money doing. And what I learned along the way is I’m just the kind of person that, you know, can’t thrive in complacency. And but I kept going. I kept climbing the corporate ladder. I kept really like living this outside in journey, meaning, you know, looking to success or achievement than thinking that that would make me happy. And the truth is that that it didn’t. So I left to embark on my own soul purpose journey S-o-u-l soul to figure out truly like who I am and what I love, and to bring that to the world. And that’s that’s ultimately what led to the creation of this.

Stone Payton: So at this point in your career, now that you’ve been at this a while, what are you finding the most rewarding? What’s the most fun about it these days for you?

Jessica Joines: Um, I love that question. That’s an incredible, beautiful question, Stone. I love seeing the transformation in these women that are that I get the honor of working with. It’s mind blowing to me that I have a even a very little part in their journey and seeing the ways that they’re choosing themselves, that they’re walking away from things that don’t serve and that I spark that in any little way. I mean, a, you know, fills me with happiness and tears, but it’s rewarding in a way that I never imagined possible. So I love that. And then I love getting out there and like talking to folks like you or getting on stage and speaking. Um, it’s always been a passion of mine, even when I was in the marketing world. And I just love getting to, you know, take the message out to people that I think can benefit from it that are feeling trapped by their own careers, their own lives trapped in lives that don’t fulfill them. And to know that there’s there’s a way out if they choose it. And that’s just about choosing yourself.

Stone Payton: Let’s dive into the into the work a little bit. So are you getting groups of women together and facilitating sessions? Is it individually paced? Is it some kind of blend? Talk about the structure and the work a bit.

Jessica Joines: Yeah, I’m happy to. So the the community it’s a year round community. It’s it’s a year long membership, if you will. And something really beautiful that we do is every woman. We have about 65 women that are currently a part of the community is every woman is put with six other women, and you’re with that core group of women for one whole year. So you get to know them really well. You get really deep with them. And every month I introduce a topic that we’re going to focus on together as a community. And it’s always in the realm of personal growth, wellness or spiritual growth. So topics like surrender, um, topics like how to write intentions and manifest a life that you want things of this nature, and then you get to work on these topics within your core group. It’s all virtual. On top of that we have gosh like 20 or more different workshops, classes, everything from meditation and sound healing to we have physicians come in that are more of a holistic background and functional space, talking about brain gut health and how to live healthier lives. So it’s really a place where women can come and be nourished and restored. And, you know, a lot of my women, 90%, you know, they’re moms, right? And they have these really busy careers. So it’s a place that they can just truly focus on them and what they need. So that’s the structure of what it tangibly looks like. And then we have two in-person retreats, um, each year, as I was telling you before I came on one, we just had not too far away from you.

Stone Payton: Yeah.

Jessica Joines: Yeah.

Stone Payton: So I know in in my arena, digital media, business media, there’s I have come to believe there is often some misinformation or incomplete information or some preconceived notions that are often off the mark. Do you find or do you feel that sometimes you initially at least run into people that have some, uh, maybe some notions about this kind of work and, and a lot of, some of what you have to do is educate before you can really Serve.

Jessica Joines: Yeah, sometimes it’s got so the main thing when I was first starting out, and it’s particularly women that were working at companies and actually wanted to get this funded. Right. And it’s proving the validity of it. So very traditional, like, hey, I’m giving you leadership training. No brainer. Right. But making the connection to wellness, things like life balance, things like truly understanding and feeling emotionally connected to a sense of purpose is a little like less tangible. And also, you know, understanding how women in leadership roles, the kind of relationships they need, right. So there’s a lot of networking type of stuff out there, lots of conferences. I’m sure you’ve been to them, and they often can be a little bit transactional in nature. And that just doesn’t work for women in long term. They need those heart centered relationships, yes, even in the business world. So at first that was like a outrageous kind of Conversation. It wasn’t. But, you know, times have changed and especially like with Covid and when things hit and just seeing the impact, like, you know, it was a million women that had to leave the workforce. Right.

Jessica Joines: They’re getting it. They’re getting that. It’s it’s more holistic support that’s really needed. So there has been a bit of an awakening around that. The other thing I run into a lot is and this is how I grew up, and I don’t know how you grew up with it, Stone but the the message was always like, go figure out what you’re good at. Well, what you’re good at is not necessarily your purpose. And so my reframe of that is like, no, it’s what you love. You will be good at what you love, but the thing you’re truly passionate about is what you’re meant to show up in. Because when we anchor into what we’re good at, like, I’m really good at math, but you know, that’s not something I love, right? So that’s been a reframe too, because it goes against a lot of traditional, more types of career assessments in the ways and things that we measure and try to anchor to purpose so that that sometimes is an obstacle because people think, I can’t do, I can’t make money doing what I love. There’s a big limiting belief around that.

Stone Payton: Yeah, well, I have to believe while there is certainly must be so much value in the rigor, the discipline, the structure and the ideas that you are bringing to these groups, I have to believe there must be tremendous value in just hanging out with other women and having these conversations, that peer to peer dynamic. I bet that has some power to it as well, doesn’t it?

Jessica Joines: Yeah, it really does. And for me, again, I created this from my own experience. So, you know, I was a global CMO, you know, several, you know, $500 million company living in New York City. I was one of three women on the executive team in New York. Can be very transactional, you know. And I would go out to all these events, and I was exchanging business cards, but I wasn’t building the type of relationships that were supportive to my growth. And look, um, you know, we’re a little bit different. And so it was really created from my own pain point, like, well, how do we do this? How do we bring all these women together who are in these very high powered roles, but help them really build relationships that are not anchored to this is what I do. So identifying like what I do and like getting right into deal making, but connect from a place of like actually who I am and and what’s keeping me up at night. So at our retreat, for example, I mean, yeah, we have women holding space for one another on really deep, sensitive issues. Um, you know, a lot of tears, a lot of laughter. But it’s it’s incredibly rewarding. And for me personally, I feel like, wow, this is created, you know, an incredible family. That’s how it feels to me.

Stone Payton: So on your personal journey when you made this, I’m going to call it a leap. That’s what it seems like. It was a.

Jessica Joines: It was a leap with no plan into the unknown. To be clear, I had no plan. So I’m a risk taker though, so I was able to sustain it.

Stone Payton: On this leap. Did you have the benefit of one or more mentors coaches to help you navigate this new terrain along the way? Early on you.

Jessica Joines: In a sense. So the way that I went about it and it’s what my book is about and it is a unique way. So to back up, I had spent like a decade within the corporate environment, like trying to figure this thing out. And when I say figure this thing out, what I was looking for was purpose. Like how to get paid to be happy. You know, how to how to because I wasn’t. And to wake up and do something I love. I was waking up in fear and anxiety. Okay. And every traditional avenue that was available to that was not returning the answer to me. It was very much the skills based approach. Um, even, you know Simon Sinek, who I love, but the concentric circles and getting in this formulaic way wasn’t working for me. So I had to go back to some of my roots. And those are spiritual roots and, um, not connected to any religion, but more, um, eastern wisdom, ancient wisdom teachings around purpose and dharma. And I resonated with those, but I didn’t know, like I understood them in theory. I didn’t know what to do with them. So looking back at those teachings and some modern day teachers around, that was the guidance that I looked to, to quote unquote, figure it out. And then I ended up turning that into a book, those lessons and putting it in a more practical way for others that maybe weren’t finding, um, the answer to purpose from the traditional measures. So it was different spiritual teachers and then a lot of like ancient wisdom teachings.

Stone Payton: When you were committing these ideas to paper, when you were putting this book together, did did parts of the book or chapters or whatever come to you easier than others? What was the experience of crafting the the book like for you?

Jessica Joines: Yeah, it it was not traditional in terms of what I hear the process can be because for me it was a bit easy in terms of I was not even wanting like it was not like, oh, I want to write a book. I felt like I uncovered something through my own journey that I had to share, because I had suffered through it for so long. So it was really me taking what I had actually done to arrive at purpose and just translating. It started as a course book, okay. And translating that, you know, pen to paper, which was easy to do, which was a little hard, is when I said, well, this isn’t very interesting. I should probably put connect it to my, you know, autobiographical story. And putting that in was, you know, a bit more vulnerable and a little bit more challenging at times.

Stone Payton: And I know you’re a professional speaker was was speaking in front of groups. Was that intimidating at all or had you already kind of been there, done that in your corporate career? What was that like becoming a professional speaker?

Jessica Joines: So this is like my passion. Yeah. So the answer is, um, no, I do. I get nervous at times. Yes. Um, but I’m able to channel that adrenaline to the stage since I was a, you know, I did acting as a kid even, you know, in my 20s for a bit. A lot of theater. So for me, it’s always been like a divine calling, something I have loved doing. You know, when I was a CMO, I spoke a lot, too. So the only time I would feel nervous is when I decide that I’m going to share something pretty vulnerable. So sharing, for example, in my book and on stage about, you know, being in recovery and being an addict, that wasn’t easy the first time I did it.

Stone Payton: So with your marketing chops and you clearly have them. If you were a CMO of an organization that size, I’m curious to know what shifts you chose to to make, or how the whole sales and marketing thing works for a practice like yours. Now, clearly a very different animal. How do you get the the new business?

Jessica Joines: Yeah, it’s such a good question. I will say on the marketing front, let’s start there. You know, a lot of what I did was positioning and, you know, I could tell a story. It was hard to tell my own story. So I actually hired a friend from the marketing world to, like, help me craft my story for my website. It is so hard to like to, you know, even if you’re a professional, to tell your own story. So I always encourage people like get the coaching help, you know, get it because it’s really hard to do for you sometimes what you’re able to do for others. And this was this was a little bit different because of the nature of what we do. I really tuned in and saw quite, you know, from results early on that this was an attraction not promotion. So you know, I haven’t done a ton of like direct outreach, for example. But what I do is create content and do a lot on social media and try to put out really helpful info, which is, you know, definitely a strong principle within marketing and really draw people in that this type of work speaks to rather than like hard. You know, I worked at a performance, you know, marketing agency for years rather than doing any type of real hardcore direct efforts or the types of tactics I used to use.

Stone Payton: I don’t know where you find the time or the energy, but you also have a radio show. Tell us about that.

Jessica Joines: I do. I love it, so I fell into this. Gosh, I think I feel like it was a year or two before Covid. I was doing what I’m doing right now with you, Stone. I was and it was also an Atlanta based podcast. I was interviewing with them and the executive producer is like, you should have your own show. And I was like, okay, what does that mean? And fell into it. And, um, they they ended up making some changes. So I moved over with another network, Unity Radio, which was a part of Unity Church. Very kind of new age spiritual radio show and doing a lot of live shows and live coloring. And that now has migrated and become mind, body, spirit, which yeah, I love doing it, as I can tell you do too. It’s just it’s just a ton of fun and it’s great. It’s a live coaching show, so it keeps me on my toes too. Yeah. And to find women that want to that do want to come on and talk about their problems isn’t always easy. Um, but I think you learn, you get so much out of it, um, when you’re just really hearing that other people struggle and what those what those answers or solutions or ways forward might be.

Stone Payton: Okay, so let’s paint just a little bit more of a picture. If someone is listening to this and they’re exploring the idea of becoming part of women’s purpose community. What are what are some things that they might expect, and what would you have them to begin thinking about if they’re considering this?

Jessica Joines: Yeah, a lot of women come in that are going through different life transitions. And I’ll, I’ll say that’s the number one reason. And also that they just, you know, they’re giving everywhere in their life. You know, they’re married, they have kids, they have a job, and there’s no place that’s just solely for them. So what they can expect is to receive. And I very much hold the energy around it of a sanctuary where they can come in. They don’t have to do anything. They don’t have to be anything. They don’t have to like, think about an agenda or, you know, they just come and really receive. And it’s a place to be vulnerable and know it’s a safe space to do that and to focus on their own self-discovery, which for me is a continual lifelong journey. I was reading recently that it said, you know, the spiritual journey is not like seeking wisdom or or learning, you know, studies or scripture even. It’s really the continual journey of self-inquiry and the willingness to look within. And so we do a lot of looking within and, um, you know, willingness to continually discover who we are.

Stone Payton: Passions, interests, hobbies outside the scope of, of this work. Again, don’t know where you would find the time and energy. A lot of listeners on shows that I produce and or host or co-hosts know that I like to hunt, fish and travel. Anything you nerd out about that’s not this.

Jessica Joines: I’m a massive hiker, so that’s like, you know, my where I am on the weekends and I live in an area where there’s just a ton of great, you know, mountain range and a lot of hiking. You can find me up in the mountains. Um, that’s what I do. I love solo hiking. People who love me don’t really like that, but that’s okay. So I’ve done a lot of, like, national parks on my own, and that’s a real passion for me. Um, and then, yeah, you know, um, I’m a spiritual seeker. I love all of it. So I spend a lot of time exploring that. I’m very open minded and I love it all. And that’s a passion for me is just continually, you know, whether it’s different talks or things going out there and seeing what people have to say in that arena and, and always being willing to learn. So those are really my, my main passions at the moment.

Stone Payton: You know, I characterize the question as if it were going to be something outside the scope of your work. But as I hear you talking about it, and as I reflect on what I enjoy doing, it’s just so wholly consistent with this idea of doing your own soul work. Hunting, fishing and travel is soul work for me, I think maybe. Huh?

Jessica Joines: Yeah, absolutely. You know, whatever lights you up. And personally, I think any time that we’re doing anything out in nature, we’re getting closer to our soul. That’s that’s been a big lesson for me.

Stone Payton: And as a practitioner, I’ve come to believe that everybody is well served from that. I really do feel like if I can do that, recharge the batteries, I come back that much more energized and equipped to genuinely serve the people that I’m trying to serve. So I think it’s an important component to the whole equation. Huh.

Jessica Joines: I agree. I mean, it’s the air mask analogy. And again, women are like notorious of not having their air mask on. And then, you know, giving from depletion. And, you know, I’m someone that I went through burnout. Adrenal fatigue. I’m still recovering from it. So I also know the darker end of like not taking care of yourself and restoring yourself. And, you know, just it leads to health problems at the end of the day. And you’re and then when you’re giving from depletion, I don’t, you know, not from wholeness. I don’t know if you’re truly able to give in the way that person deserves either.

Stone Payton: Before we wrap, I would love to leave our listeners, if we could, with a couple of actionable ideas. Something to chew on. Sometimes I call them pro tips. You know, maybe it’s a do or don’t something they could be reading. Just something in. Look gang, the number one pro tip here is reach out to to Jessica or somebody on her team to tap into her work. But to to hold them between now and then. Jessica let’s let’s leave them with with something to chew on.

Jessica Joines: Okay. I got it for you. This is something we talk about on my show a lot. And often women who ever come on, they’re struggling with something. And the question I always ask, and so I’ll ask this to your listeners, is, you know, think of anywhere in your life you’re struggling. And I promise you, in that part of your life, you’re believing the fear in your mind more than the truth in your heart. So anything that you ever want to solve or dive into to, you know, ease your own suffering, just ask yourself, how am I believing the fear, the voice of limitation in my mind more than what my heart has to say about this? And within that, there’s so much that will be revealed for you. And it is really like the key to happiness.

Stone Payton: Well said. An excellent counsel. All right. What’s the best way for our listeners to do just that, to have a more substantive conversation with you or somebody on the team, tap into your work, maybe get their hands on this. We got a long list here. Get your hands on this book. Catch you at a speaking engagement. Hear your show. But let’s leave them with some coordinates.

Jessica Joines: Yeah. So the best place to go to my main website, which is, is pretty easy because it’s my name. And my name is a little bit unique, as you might have heard, it’s Jessica jones.com, but that’s joins with an e j o I n e s. And from there you can find my book. You can find the Woman’s purpose community. You can find all the things.

Stone Payton: Jessica, it has been an absolute delight having you on the program this afternoon. Thank you for your insight, your perspective, your enthusiasm, your wisdom. You are doing really good work that clearly is so impactful for so many. Keep up the good work. Don’t be a stranger. We would like to circle back sometime and and continue to follow your story, but thank you for making the time to visit with us today.

Jessica Joines: Oh, thank you so much for having me on Stone. It’s been an honor.

Stone Payton: My pleasure. Alright, until next time. This is Stone Payton for our guest today, Jessica Jones with Women’s Purpose Community and everyone here at the Business RadioX family saying, we’ll see you in the fast lane.

 

BRX Pro Tip: Identifying and Converting Ideal Clients

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BRX Pro Tip: Identifying and Converting Ideal Clients
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BRX Pro Tip: Identifying and Converting Ideal Clients

Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, today let’s dive into identifying and converting our ideal clients.

Lee Kantor: This is an important exercise that I think every business leader should be doing. It’s so critical when it comes to your marketing or to how you’re going to market. You have to have a clear picture of who that ideal client is, and have a method or process to help convert them into actual clients. So, you have to get good at this, once you have identified them and then convert them into ideal clients, that is kind of table stakes if you want to grow any type of organization.

Lee Kantor: A great way to start this process is to start with your existing clients. You know, if you were to clone one or two of your clients right now, who would they be? Who are the most profitable clients? Who are the most easy to work with clients? And then, just figure out what they all have in common. What are the common characteristics and traits? Don’t just focus in on, you know, what business they’re in. Try to understand what their pain points are, what challenges they face, kind of really dig in there to really understand where they overlap.

Lee Kantor: And, also, when you’re kind of building this Venn Diagram, also focus in on your superpowers. Which ones of these clients would most benefit from whatever it is your superpowers are and what services you provide in that area. So, if you kind of build this Venn Diagram out and you’ll get to that ideal client, and then once you’ve identified who that ideal client is, you can then figure out where they hang out so you can market to them effectively.

Lee Kantor: And then, your marketing should include a combination of thought leadership that’s going to attract the right people to you because they want to learn more about what your expertise is, and how you’re great at what you do, and how they might benefit from them. And you also have to include some direct communication marketing that introduces you to the right people that you need to meet and who needs to meet you.

Lee Kantor: So, identifying the right ideal client is the first step, because if you start marketing without really understanding who your ideal client is, you’re going to waste a lot of resource, a lot of money, a lot of time.

23 Consulting CEO Bianca Thrasher-Starobin

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23 Consulting CEO Bianca Thrasher-Starobin
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Bianca-Thrasher-StarobinBianca Thrasher-Starobin, President and CEO of 23 Consulting, is a consultant and lobbyist with experience in financial markets, investment management, electoral and legislative political activities, relationship management, and business turnarounds.

23 Consulting helps companies and organizations improve their business strategy, business development, and government relations.

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for GWBC Radio’s Open for Business. Now here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from GWBC’s Open House. So excited to be talking to my next guest Bianca Thrasher-Starobin with 23 Consulting. Welcome.

Bianca Thrasher-Starobin: Thank you so much for having me here, Lee. I’m excited as well.

Lee Kantor: Well, I am excited to learn what you’re up to. Tell us about 23 Consulting.

Bianca Thrasher-Starobin: So 23 Consulting. I actually started officially in about 2017. I am a lobbyist and a consultant. I am registered in Georgia as well as in DC, and I operate nationwide. Um, I also do a little bit of global business just in representing the interest of corporations and organizations before political audience, and then connecting the dots with the corporate corporations for opportunities for revenue growth for everybody.

Lee Kantor: So what’s the kind of the meaning of 23 consulting?

Bianca Thrasher-Starobin: Yeah, sure. So Michael.

Lee Kantor: Jordan fan.

Bianca Thrasher-Starobin: Oh, I’m not that cool. Not that cool. So before I incorporated, just before that, I kept seeing the number 23. And so I looked it up. I just decided to look into it like, what is this? And I saw Psalm 23, and it’s the Lord is my shepherd I shall not want. And I’m not going to front on you. I am not in church every Sunday. That’s not me. And I wasn’t there last Sunday or the Sunday before that. However, that was a very powerful and strong message and I can honestly say that since that experience I have not wanted. I just thought it was really beautiful. I’d gone through some like some financial turmoil through a divorce as a result of a divorce right before that time. And so that was music to my ears.

Lee Kantor: So that’s kind of the guiding light moving forward.

Bianca Thrasher-Starobin: Yep. That’s the entire Psalm. It’s just powerful.

Lee Kantor: So, um, how did you get into this line of work? What’s your backstory?

Bianca Thrasher-Starobin: Well, so I started out as an intern before interning was the thing, and I was about 19 and I interned at the Capitol. And even before then, my dad’s family is from Atlanta, although I was raised in Virginia. And every whenever we would come to visit, we would always pass the Capitol. And I just remember thinking, I’m going to work there one day, I’m going to work there one day. And that’s how that happens. And once you get into the business of politics, you never leave because it’s all about relationships.

Lee Kantor: So what what do you like about it?

Bianca Thrasher-Starobin: I love the impact, the ability to impact make a change in a positive way. And there is a lot of what some might consider negativity and all kinds of stigmas. And it’s not always a beautiful and perfect scene for all involved. However, learning to navigate that territory. I mean, these are the people that make the rules and regulations, and if you can connect the people that need those rules and regulations to work in their favor so that they can improve the conditions for us all, or a certain demographic or certain audiences or your client. Then you’ve done a really good job and figuring out what everybody in the equation needs to make something work is. It’s always very exciting. There’s never a dull day at the office.

Lee Kantor: So how does it work? Like a corporation hires you to do what? Like what’s the pain they’re having? Yeah.

Bianca Thrasher-Starobin: So it’s always the same thing. For the most part. It doesn’t even matter. The industry. They want to make more money or they want to, um, they want to build relationships, to make more money, to be more successful and to have their interests represented, which always amounts to probably more money. Um, because all corporations, even if it’s a nonprofit organization, they need money to work.

Lee Kantor: So then how do you help them kind of translate what they’re doing into some line to the government to help them make more money?

Bianca Thrasher-Starobin: Hopefully a little common sense and human capital resources. Figuring out depending on the corporation. Like, are they trying to penetrate this area of Georgia, this municipality, or is it something in New York? And then what political person do I go to to make the introduction that could use their support as well in some way, even if it’s just my support, and then to connect that dot with that dot. And so the political folks, they know lots of people. And if it’s a corporation, for example, let’s say I’m maybe I’m in the rug business, whatever. This is just an example. It’s like, I want to expand my business in this municipality, and I get to go and talk to this legislator. Well, the legislator knows all the different companies. They know a lot of different organizations. So they hear them out. They get to know that corporations, they’re hopefully they’re properly vetted through me, and then things pop into their head. Well, maybe they connect them with that and then they connect them with that. And then the introductions come from there. And an introduction from the top is always better than an introduction from somewhere else. It’s not that they don’t matter, but this one definitely makes a difference.

Lee Kantor: So when you’re working with some some organization, what does that look like? What are the initial questions you’re asking them in order for you to know if okay, is this the right fit? Am I going to be able to to make the impact that I, you know, hope to deliver.

Bianca Thrasher-Starobin: At this state and at this phase in my in my practice, I want to get the warm and fuzzies because not all money is good money. I want to know that this organization, if I am able to use my gift of the relationships and my experience to be able to help them, to raise awareness to what they’re doing somewhere in that equation, that they’re going to use their ability, their success, to be able to help others. And I want to know that if I bring them to the table, there is properly vetted. They have as many of their ducks in a row as possible, because I don’t want to bring junk to the table, because that could amount that affects your reputation.

Lee Kantor: 100%. And that’s all you have, right?

Bianca Thrasher-Starobin: Yep. That’s right. They don’t I mean, and that’s what we see sometimes in the media where something went sideways. Well, it might have started with the lobbyist not properly vetting their client or whatever. Next thing you know, it all went to hell in a handbasket. So, um, so yeah, I want to make at this phase, like, I’m taking on organizations and companies, whatever their give back is getting to know that CEO, getting to know the heads, like getting to know that they have a good, like a good cause, um, down the road, like, fine. I mean, you’re making the rugs. That’s great. But if I know that they have this aspect of their company where they give back over here to communities or to different audiences, then that I in some way or shape or form get to help those people. So that’s the gift and that’s the blessing and that’s what I’m seeking.

Lee Kantor: So why was it important for you to become part of the GWBC community?

Bianca Thrasher-Starobin: Well, initially I, um, I guess probably like everybody else. I hadn’t heard of it, but I was speaking with a hedge fund buddy of mine, and and I’d heard somebody he’d mentioned, yeah, you should go and get this designation. And that designation. And I thought, ah, you know, I’m in the business of relationships. I don’t know if that’s even good. I don’t even know if these people want to hear that. That’s what I’m doing. And he said, you know what? It’s good you’ll be able to build relationships. And he said, look, lots of people get into different doors many different ways. Some folks might get into the doors because of their family. Some folks might get indoors because of their, their, um, country club affiliation. Some it’s like it’s if something’s going to give you the opportunity to get into a door, then you play the cards that you’re dealt and you make that work for you. So he said, go ahead on and get it. And I thought, you know what? This is a pretty credible dude, really great guy. Um, and I listened, and I’m so glad that I did, because really and truly, it’s an honor to be able to support these folks and to be a part of this squad, because it’s very genuinely they want to help women businesses. They really care. There is not. You never feel a sense of ulterior motives. I mean, the end goal is recognizing the value in women, women owned businesses and working together to collaborate to support them. And when we support these groups and these different sectors. At the end of the day, we’re really uplifting everyone.

Lee Kantor: So what do you need more of? How can we help you?

Bianca Thrasher-Starobin: Let’s see. What do I need more of? My goodness. Um, you know, I’m just thankful for the opportunity to be here. As far as. What do I need more of? I honestly, I mean, I’m not sitting before you like. Oh, yes, it’s trillion dollars in the bank account. I mean, how can I help you? It’s not that. It’s just, um. I’m just thankful for the opportunity to be here. I mean, Mr. Patrick Berger and Ross. I’m just so fortunate to know these people and how they have been so welcoming in so many different areas that I just I just need to be able to have the opportunity to support them.

Lee Kantor: So what is that ideal client look like for you?

Bianca Thrasher-Starobin: Oh my gosh, it varies. Um, it just like for now, I’m courting the interest. It’s like a Mexican nonprofit organization. And I like in my head, I kind of sum it up to like, they save the whales, but who? And so it’s like, but really they’re there. It’s like there’s a lot of overfishing in this area. This large body of water. And they are seeking to have protections for this, this body of water so that there can be no mining, there can be no overfishing. And so so I’m loving this because I’m like, ooh, I get to help the whales. So, so yeah, that’s that’s ideal. But the industries are changing. I just when I get that warm fuzzy when it comes across, it comes my way. And um, and you meet people that are really passionate about what they do, then that is the ideal client, because I have a feel good feeling that I get to go and help whoever it is that they’re helping.

Lee Kantor: Right? And if you are aligned philosophically and value wise, that’s a good fit and you know that you’re going to make a difference.

Bianca Thrasher-Starobin: Yeah. You want to fight for people that you really care about. I mean, um, you don’t want to be in situations where you’re representing a corporation and now you’re going to have to do a cleanup on aisle three. That is so much not fun. It is so not fun.

Lee Kantor: Sounds like someone who has some scar tissue.

Bianca Thrasher-Starobin: Oh, my God, you didn’t see them. Like there was a huge gash across my cheek. I did the laser removal, so you probably. But if you look, you’ll still see the line. But everybody has those experiences in every industry. It’s a learning process and that’s part of the journey. Right?

Lee Kantor: So if somebody wants to connect with you, learn more, have a more substantive conversation. What’s the website? What’s the best way to connect?

Speaker4: Yeah. Yes I am.

Bianca Thrasher-Starobin: 23 consulting LLC. Com. Bianca. Bianca at the number 23 consulting LLC. Com. And of course my cell number. It’s all public knowledge. Google Bianca. It’s (678) 640-6819.

Lee Kantor: Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you. Thank you.

Speaker4: Lee, I’m honored to be here. Everybody have a great rest of the day.

Lee Kantor: All right. This is Lee Kantor back in a few. With GWB open house.

 

BRX Pro Tip: Leveraging Content Marketing Assets

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BRX Pro Tip: Leveraging Content Marketing Assets
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BRX Pro Tip: Leveraging Content Marketing Assets

Stone Payton: Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Of course, as you and I well know, the Business RadioX platform methodology is an absolute content factory. But then it’s on us to leverage those content marketing assets. Speak to that a little bit if you will.

Lee Kantor: A lot of people spend their time kind of generating brand new content marketing assets, and that’s where they invest their time and energy and resources. And I don’t think enough people take the time to kind of curate the existing assets that they have already. And that’s important for us at Business RadioX, because every day, like you mentioned, we are a factory for our guests and for our clients. We are generating just a ton of content for them like a machine. So, like, every week, every month, they’re having multiple new assets at their disposal.

Lee Kantor: Now, how do you get the most out of them? At Business RadioX, we encourage our guests to take the interviews that we deliver back to them. And remember, we deliver back to them in two forms. One is an audio form, obviously, but there’s also the digital text format that we also provide for all of our guests. When they have these two assets, they can then repurpose that content into a variety of formats. They can put it in social media. They could put it on a blog. They could put it on their website. They could put it in their newsletter. The same piece of content can be sprinkled through all of those channels more than one time.

Lee Kantor: And that’s the thing, a lot of times people think like, “Oh. I was on that thing,” and then they put it out one time and they think that everybody in their network has seen it. And that’s just not true, especially for the ones that lean on third party social media platforms to share their content. Just because you put something on Facebook or Instagram or LinkedIn doesn’t mean your entire network has seen it. In fact, probably barely any of your network has seen it. Usually it’s less than ten, maybe 5 percent of your network sees any one given post. It could even be less than that.

Lee Kantor: So, if you want more people to see your post, the best thing to do is take that one piece of content and then sprinkle it through all of those channels multiple times. And multiple means way more than you think you should. If you think you’re hammering people with content, you are sorely mistaken because most people are not seeing your content.

Lee Kantor: So, you can take any one piece of content and share it multiple times throughout the year, you could share it monthly, your entire network still wouldn’t see this stuff. So, err on the side of sharing too much rather than too little, especially if it’s a valuable nugget of thought leadership that you’re proud of.

Rose Battle with Ultimate Model Management

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Rose Battle with Ultimate Model Management
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UMMI-logoRose-BattleRose Battle, President/Founder of Ultimate Model Management, Inc. (UMMI), has been in the modeling and entertainment industry for over 20 years and has achieved a reputation with numerous clients that are aiding the agency in gaining worldwide recognition.

Perception is everything in this industry, and UMMI guarantees the impression our team leaves is expressed with class.

UMMI will strive to see that the success of your event is achieved which will lead to repeat business and a respectable corporate relationship.

Follow UMMI on Facebook and Instagram.

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for GWBC Radio’s Open for Business. Now here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from GWBC’s Open House. So excited to be talking to my next guest. Rose Battle with Ultimate Model and Talent Agency. Welcome.

Rose Battle: Thank you, thank you, thank you for having me.

Lee Kantor: Well, I am so excited to learn what you’re up to. Tell us about Ultimate Model and Talent Agency.

Rose Battle: Well, Ultimate Model and Talent Agency is a full service talent and modeling agency. We do a variety of things, including fashion show events. So we provide the models. But we are Sag-Aftra franchise agency. So we support casting for film and television.

Lee Kantor: So what’s your backstory? How did you get involved in this line of work?

Rose Battle: I was modeling myself for many years, long before becoming an agent. And, um, it was really, um, a lot of my colleagues at Coca-Cola that saw the passion in me and they said, Rose, you should. You have such a passion for this. Why don’t you become an agent? And that was 19 years ago.

Lee Kantor: Wow. And then so did you start working for another agency or did you just.

Rose Battle: I was working with other agencies. I did pretty much all of them myself. I did, you know, film. I did, um, I worked for Macy’s. I did print advertisement for Coca-Cola and also mainly for Coca-Cola. I did a lot of their trade shows. And so I was working in consumer affairs for Coke, and that was why they saw that I had that passion and felt that I should become an agent, that that would be a good candidate for me to become an agent.

Lee Kantor: So now how has the, uh, talent and model agent business changed over the years with the advent of this film industry here in Atlanta?

Rose Battle: Oh, well, it’s changed quite a bit because, well, you know that Georgia is a right to work state. And then we have so many people that come from LA and other states to come to Georgia to work because of the tax breaks, and they bring projects here. So, um, it, it opens the doors, of course, for us and other to bring in other talent that want to work and get into the film industry here.

Lee Kantor: But your Sag-Aftra, Sag-Aftra. Can you explain the difference between being Sag-Aftra as opposed to since this is a right to work state so that.

Rose Battle: Yeah, well, as a Sag-Aftra because, you know, for many years I was nonunion, right. And because it is a right to work state, I was still able to book talent on those SAG commercials and, and SAG projects because they they still have the opportunity before they decide to join the union. Right. And then once they join the union, it just opens up so many other possibilities for them when they’re with with the union in terms of work.

Lee Kantor: So then how does it work for an actor to become a part of the union?

Rose Battle: They they have to go through a process. And there’s a fee that that’s associated with becoming a union. And they have to have at least three speaking roles before they.

Lee Kantor: So it’s speaking roles is the secret.

Rose Battle: Yeah, yeah. That’s the secret. That’s the secret. Getting those speaking roles and then going once they get that under their belt, then they go and they apply with SAG. Mhm.

Lee Kantor: And then are you finding more and more Georgians getting becoming part of the union.

Rose Battle: Yes. There are more and more Georgians, especially as the film, uh, projects come to Georgia.

Lee Kantor: Are you still seeing kind of that uh, a lot of projects here in Georgia being filmed?

Rose Battle: Yeah, absolutely.

Lee Kantor: So you’re pretty busy?

Rose Battle: Yeah, we’re pretty busy. And and we do, because we do the commercial part of it, too. I just booked someone yesterday for Georgia. The Georgia Lottery. So super excited about that.

Lee Kantor: So now what do you need more of? How can we help you?

Rose Battle: Well, I need more models because I do the film. I have no problem because we’re on some software that where we have several people that are looking for agents all the time, but the model industry part of it, because I’m a I’m a vendor for places like Americasmart that they have several. They have something called market five times out of the year where they bring models and buyers come from all over the world to purchase their gowns and their, their, um, bridal dresses and wedding gowns. And so I need models that are tall. Those are like five, 7 to 511. The ideal model is five eight. You know, five 8 to 511. Uh, and they’re hard to find for. Yeah, because the size two for your average model is not a size. It’s not a size two four. So yeah, to get those skinny models in that have great skin and great teeth and smiles because it’s the entire package.

Lee Kantor: So how do you go about finding them? Are you, like scouring Instagram or social media?

Rose Battle: Yeah, we scout sometimes. We have something called open call. Uh, we haven’t had one, uh, within the last couple of months, but we usually will have open call where, uh, everybody know once they look us up and see that we’re a legitimate agency, then they’ll come out and they’ll bring because we just we don’t just do the the models, but we have children. We have some kids that do Cartoon Network and, um, print for Oshkosh and Carter’s. Wow. Yeah. And so we, we, we always doing things to, for families, um, and people with disabilities and people that um, sometimes people that have, um, illnesses like cancer and diabetes. We have those kind of projects.

Lee Kantor: Right. So you’re, you want to meet everybody, right? Because you never know. Yeah.

Rose Battle: We want to we we want to meet them all.

Lee Kantor: Now, why was it important for you to become part of Gwdc?

Rose Battle: Uh, well, I was, um, I was in Coca-Cola’s mentoring program, and they had a they had a requirement that I needed to get certifications with one of the certifying agencies. And initially I had got certified with the Georgia minority Supplier Development Council. And then later I decided to go with the women with Gwdc because someone from Turner Broadcasting said, you know, there’s there’s some strength in in the numbers with women. And I found that to be an awesome thing, to be with someone like GWC because they it’s nothing like the, the womanhood and, and women owned businesses helping other women owned businesses.

Lee Kantor: And then have you found that to be so. Have you gained.

Rose Battle: It has turned out to be very, very, uh, profitable. Um, I’ve, I’ve, we just recently had a huge contract in California that came through Gwdc, and I just can’t, you know, tell you how much it has helped us not only in in resources, but also in the women that we’ve met that have been able to collaborate with each other and and help each other in business.

Lee Kantor: Yeah, the community impact is real.

Rose Battle: It is real. It is real.

Lee Kantor: Now, if somebody wants to learn more, have a more substantive conversation with you or somebody on your team, what’s the website? What’s the best way to connect?

Rose Battle: My website is Qmi agency.

Lee Kantor: Com and then they can find you on on all the socials. I’m sure we’re on the social media.

Rose Battle: Yeah we are on all the platforms.

Lee Kantor: Well thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Rose Battle: Oh, thank you so much for. It was a pleasure to be here.

Lee Kantor: All right. This is Lee Kantor back in a few at CBC’s open House.

 

BRX Pro Tip: Mastering the Art of the Podcast Interview

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BRX Pro Tip: Mastering the Art of the Podcast Interview
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BRX Pro Tip: Mastering the Art of the Podcast Interview

Stone Payton: And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I cannot think of a better person on the planet to ask this question of, but what counsel do you have on mastering the art of a podcasting interview?

Lee Kantor: Being an interviewer is an important responsibility, and at Business RadioX we take that responsibility seriously. We have developed a lot of thought leadership around this. We have a philosophy when it comes to this. And our philosophy is simply, when it comes to interviewing, it is our job to help our guest articulate their uniqueness. And at the end of the day, to be able to use that interview as a facilitated conversation, with the goal being to support and celebrate their work.

Lee Kantor: We are not investigative reporters, and we do not approach our interviews through that lens. We are trying to help our guest articulate what makes them special. We want their passion to come out. We want their expertise to come out. We want them to be able to have a piece of content that they’re so proud of, that they’re going to be able to use this in their marketing, and they’re going to be able to share it with their network, and that they’re going to be able to get business from it. That is our job as interviewers. That’s how we look at it. That’s how we teach our studio partners.

Lee Kantor: It is critically important to understand our role in this. So, our recommendation is to focus on conducting engaging and insightful interviews using active listening techniques, asking well thought out open-ended questions, and proven methods of creating a comfortable environment for our guests to share their story. That’s how we do it. That’s what makes us different and special. That’s why guests want to come on our show. That’s why PR folks are always sending their people to us, they know we are a safe place for their clients to tell their story.

Lee Kantor: It’s so important to encourage your guests, when you’re doing an interview, to share authentic stories and anecdotes that clearly illustrate how they help their clients succeed. If you’re able to do this, you are going to have a happy guest who’s going to share the content, and then you’re going to have a happy marketing and PR person who’s going to find more and more of their clients to put on your show. That’s how we do it at Business RadioX. That’s how we’ve been doing it for close to 20 years. And that’s why we’ve done over 100,000 interviews.

Yanika Daniels with Daniels Talent Solution

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Yanika Daniels with Daniels Talent Solution
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Yanika-DanielsYanika S. Daniels, with Daniels Talent Solutions, has a wide range of experience in project and talent management, and change management and coaching for private, non-profit and education organizations. Over the last seven years as a consultant, she has focused on helping clients enhance talent management strategies to better recruit and retain staff.

Yanika has learned that talent placement requires not only the ability to analyze key organizational needs to find the right fit but also ensuring processes and policies are in place to retain great talent within the current organization. Investing in coaching and how an organization develops, supports, and promotes its talent leads to strong retention of staff and maximizing organizational goals.

Yanika began her career in education serving as the Director of Talent Management for the Fulton County Schools System in Atlanta, Georgia. Yanika facilitated the training of the Statewide Leader Keys performance management system at Fulton, training over 100 principals and district leaders on State required processes and changes.

She also facilitated Fulton’s own Central Office performance management system by training over 500 district managers on key performance competencies and the new required staff evaluation processes.

Yanika also worked closely with district leadership to facilitate and implement an inclusive school leader selection process for Fulton County Schools that led to the hiring of over 50 principals and 80 assistant principals over a two-year timeframe.

After Fulton County, Yanika served as the Managing Director at Teach for America (TFA). Yanika gained experience developing leaders as a coach for 12 Regional Heads of District Partnerships while at TFA, serving as a thought partner on district/charter relationships, district strategies, and implementing best practices for each region.

Prior to transitioning into education through The Broad Center, Yanika spent nine years working in the private sector in consulting at IBM and PWC. Yanika holds a Bachelor of Engineering from Vanderbilt University and a Master of Supply Chain Management from Massachusetts Institute of Technology.

She is also a graduate of The Broad Residency in Urban Education with a Master’s in Education Leadership and holds a certification from John Maxwell Certification program in coaching and speaking.

Follow Daniels Talent Solutions on LinkedIn, Facebook and Instagram.

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for GW BBQ Radio’s Open for business. Now here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from GWBC’s Open House in the beautiful Bank of America Plaza. So excited to be talking to my guest Yanika Daniels with Daniels Talent Solutions. Welcome.

Yanika Daniels: Thank you. I’m so glad to be here today.

Lee Kantor: Well, I’m so excited to learn what you’re up to. Tell us about Daniels Talent Solutions. How you serving folks?

Yanika Daniels: Yeah. So we basically recruit, retain and train your staff. So we are a talent strategy organization. We work with a lot of small businesses and organizations who are growing. And so a lot of times they can’t or don’t have the capacity to recruit the right people to put the right processes and systems in so that they can keep their people. And then once you grow, you need to train. And so that is really what we do. We help you really think about your people strategy.

Lee Kantor: So what’s your backstory? How did you get involved in this line of work? How much.

Yanika Daniels: Time do we.

Lee Kantor: Have? We’ve got all the time. All the time.

Yanika Daniels: So my backstory, I actually have an engineering background. I spent about ten years in corporate America, and I was an engineer helping fortune 500 companies with their processes, their systems, and kind of along that path, realized that a lot of times, organizations forget about the people. So they put a lot of technology in, they put a lot of processes in. And your people are kind of left trying to figure it out. And so I became a lot more passionate about how do we really change systems, how do we make change that sustains. And it really comes down to your people. So about ten years in corporate America decided I wanted to shift, and I also wanted to do a little bit more impactful work. And so that’s why I kind of got into human resources.

Lee Kantor: So then, um, is do you have a niche or do you, uh, place people in all positions?

Yanika Daniels: Great question. Yes. So we are really great at supporting mission driven organizations when it comes to recruitment and retention. So when we think about nonprofit organizations and adjacent organizations, those that might not necessarily draw the big groups, but they’re doing really impactful work, we partner and support those organizations when it comes to our training. We will train anybody. And so we make sure that your managers can really be leaders. And so we work with any organization around really training their talent.

Lee Kantor: So what is a kind of a symptom a company is having where, uh, maybe training would be the right solution, that they may not even notice that they need training. But, uh, you know, that’s where they can connect with you.

Yanika Daniels: One symptom you might see your people leaving. So when you’re really trying to think about how do you retain your staff, if you’re seeing a lot of people leave a lot of turnover, you might want to look at your managers and really think about how are my managers trained to support their staff? What are they doing? How am I investing in that middle level of of staff to make sure that everyone is able to get on board efficiently, that the culture is right. That’s that’s the biggest thing you start to see. People are not going to stay places. This is different times now. People are not going to stay places that they are not happy.

Lee Kantor: And there’s a saying people, um, don’t quit jobs, they quit bosses.

Yanika Daniels: That is so true. It is so true. Yeah. Because, I mean, most people, um, want kind of the standard necessities out of life, right? You want a good salary, you want to be able to have benefits. You want to be able to meet your own personal needs. You don’t want to go into an office or work with somebody every day that is causing you tension and stress.

Lee Kantor: Right. So then if you’re a leader of an organization and you’re noticing there’s a high turnover in 1 or 2 positions, that might be kind of a warning sign that, hey, maybe we got something to fix here.

Yanika Daniels: Yes, you should be tracking. Always tracking from a metrics standpoint. So I told you I had an engineering background. I’m big on data. Big on metrics. Always tracking exactly who’s leaving. Why? Especially if you have one manager that keeps having to hire. That is a red flag, right?

Lee Kantor: If they’re always complaining that we can’t get the right person, it might be them, you know. Yeah.

Yanika Daniels: And you should really survey your people. Right. Always, always talk to your people. What’s going on? Trying to understand. You know, I know sometimes we do too many surveys, but people will tell you kind of what’s going on. You ask? Yeah, you got to ask. And a lot of people don’t take time to ask.

Lee Kantor: Now, why was it important for you to become part of Gwdc?

Yanika Daniels: Great question. So I recently became a member going through my certification to be a woman owned business. It was important for a couple of different reasons. As an entrepreneur, it can be very lonely trying to build a business, and so business has been around for a long time. There are a lot of people doing it. I can learn from anyone. And so one of our core values as an organization is continuously learning. So it was important for me to be a part of this organization, to be a part of like minded people who are doing similar things, trying to build businesses, building community and connecting with other people. So that’s one of the main reasons that I joined.

Lee Kantor: Now, is there a story you can share about your work that maybe you work with an organization that was struggling or had a problem that you were able to help them solve and get to a new level? You don’t have to name the name of the.

Yanika Daniels: Organization, but.

Lee Kantor: But just name. Maybe the challenge they were having.

Yanika Daniels: Um, yes I can. There are so many now I’m trying to decide which one is best. So one organization that is actually local to to the to to the city of Atlanta. They actually manager reached out to me and wasn’t sure if the organization the department itself was actually efficient. So it kind of organically grown people were kind of given titles over years. And now, you know, now you have a team of 30 and there’s overlap in some of the work that they’re doing. And so this becomes a retention problem. Right. Because if I’m showing up at work and somebody else is doing the work I’m supposed to be doing, but I was hired for something that becomes an issue. So we help that organization kind of take a look at their staff, their human resources staff, and really plot out what should each role be doing and how can they grow into where they want to be with the organization. So that’s just one example. If you have time, I’ll give you another one. Sure. If you got another one. So that’s one thing we do around retention. Recruitment is another big thing that we do, especially for mission driven organizations we like to partner. And so most of our clients are repeat clients.

Yanika Daniels: About 90% of our clients come back to us. One organization we partnered with about three years ago, they were a staff of five. They were a nonprofit organization, and now they are a staff of 32. Wow. Which is big growth for a nonprofit organization. Right. A corporate organization? Yeah. It grows fast, but a nonprofit that’s really big. And one of the things that was really important to them was that they hire people who were in alignment with their own mission, who were who cared, who were passionate. So we helped them through that recruitment process by recruiting their staff, training their leaders and managers. How do you train also working with them on anti-bias hiring? And so those are some of the things that we offer clients when we work with them. We train your staff. We help you not only build, but at some point you kind of need to get rid of us so you can do your own hiring. So we also help you do that, right? And so we can say that the staff that we hired have stayed 2.25 years. And so for a nonprofit that’s great. The national average is about 16 months for someone to stay in an organization from a nonprofit perspective.

Lee Kantor: Now, is there any advice you could share for that organization that maybe is running into retention issues? Is there some low hanging fruit that they can do to kind of help themselves?

Yanika Daniels: Yeah. So low hanging fruit. You know, we just kind of talked a little bit about talking to your people. Right. Surveying. So you know there there are key best practices that are out there. But there’s not a one size fits all. You really have to understand what’s important to your staff. Right. And so having focus groups talking to your staff bring us in. We’ll do it for you. Right and really understand what are some of their pain points? What are some of their needs? It could be that it is a manager training that’s needed. It could be that, hey, everybody’s trying to get us to go back to the office, and I still need a little bit of flexibility. Right. So the first thing low hanging fruit, talk to your people.

Lee Kantor: Good stuff. And if somebody wants to learn more, have a more substantive conversation with you or somebody on your team. What’s the website? What’s the best way to connect?

Yanika Daniels: Yes, we are Daniels Solutions LLC. Com that’s how you can reach us.

Lee Kantor: Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Yanika Daniels: Thank you for having me.

Lee Kantor: All right. This is Lee Kantor. We’ll be back in a few. With NBC’s open House.

 

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