Are You Trusting The Wrong Advice? | The Granary

00:00 You're investing a quarter million dollars, a half million dollars, a million dollars. Who do you turn to for your investment advice? 00:00:08 Warren Buffett, a certified financial planner, or a guy in a white pickup truck with a title, sales agronomist. 00:00:16 You might be investing with the wrong advice. That's what we're talking about in this episode of "The Granary." You ready for a conversation with some real farmers about real issues? 00:00:24 The best part, you're invited. So pour yourself a drink, grab a snack, most importantly, pull up a chair. 00:00:33 Welcome to "The Granary." Hey, guys. All right, guys. It's one of the favorite topics that's come up here with our 00:00:48 friends, sales agronomists, and I'm talking now with Tommy Roach of Nature's. Nature's is sponsoring this episode of "The Granary." We thank you very much for 00:00:55 being here, and we thank you for being a sponsor of "The Granary." We got Kelly Garrett, one of the founders of XtremeAg, always a good presence here, and we 00:01:03 are new to welcome our friend Texas Todd Kimbrel. He is a farmer in Texas. He's been on a number of my "Cutting the Curb" episodes. This is his first time here at the table, so welcome our friend Todd, and 00:01:13 again, as I always say, figuratively pull yourself up a chair and join the conversation. This is real talk with real farm people, talking about real issues 00:01:19 impacting ag from the personal, professional, and everything in between. I know you love this topic, and I do too. 00:01:26 It gets a few people kind of hot. Sales agronomist. I was at a conference, it wasn't even with you guys, and I had somebody, big farm guy, and he says, "I'll tell you one thing. 00:01:35 This whole thing about now pretending somebody, just because they can pull in your driveway and sell you something, is an agronomist, is b******t." 00:01:42 You're investing 250 bucks an acre on crop inputs, maybe 300 bucks an acre. If you just farm 1,000 acres, that's a quarter of a million, $300,000. 00:01:52 I'm not sure that you're getting the right financial advice. If you're going to put that money somewhere else, would you turn to someone with 00:01:57 more expertise than just the guy that says, or gal, "I'm a sales agronomist?" Well, I don't know that they have a lack of expertise, 00:02:06 but I have trouble taking expertise from the person I'm buying from. They have a vested interest in to sell you their product. 00:02:13 I need somebody that's in my camp working for me. That's the way I look at it. Okay, you love this topic 00:02:19 because... How many people that drive up on your yard, how many of them, how many don't know about ag? 00:02:29 They're just there to sell you whatever their co-op or retail wants you to sell, but there's a lot of them that don't know a dadgum thing about how a plant grows. 00:02:40 They're just reading off the sheet that they were given. If they can read. 00:02:45 Well, you might be being a little harsh. I'm friends with some of these people that probably get titled the sales agronomist person in their role at ag retail. The thing that Kelly says, maybe 00:02:54 it's not a question of their expertise. Maybe it's just a matter of that their vested interest in selling. I'll go the other route, though. I've done bad financial decisions. 00:03:03 I've made bad investments, and the average person, if you were saying, "Hey, here's $250,000." And again, that's only if you farm 1,000 acres. Double that if you're a 2,000-acre farmer, which there's a lot of 00:03:15 people in our geography that farm a couple thousand acres, right? No problem. Half a million dollars. 00:03:20 You wouldn't take a half million dollars that was in your bank account and invest it with 00:03:24 such cavalier lack of oversight as you do with crop inputs sometimes. I'm convinced of it. I hate to go to the epicenter of 00:03:36 where a lot of the bad things happen, but I states. And that guy that's driving up on your yard, first thing he's going to drive up and want you to do is do what 00:03:50 a lot of people have always done. Sling out dry fertilizer. Is that the best thing that you could do 00:04:00 with that $200,000, $300,000? And I would say, "No." Right. And obviously, Todd, okay, you farm more acres than 1,000 acres, and it's not even a matter of, oh, the acres. 00:04:11 The point is, it just moved the comma. Whether it's 1,000 acres, 10,000 acres, the comma just moves based on the number of acres, but the $250 or $300 per acre of 00:04:20 crop inputs remains the same, and I guess at some point it becomes a big number. And I think that we should look at our 00:04:28 crop input expense as an investment just like we would, I'm putting this into an investment for me to get a return for my retirement. 00:04:36 That's a hard thing for guys to do. In Texas, extension is still big. I have a lot of friends in extension. I love those guys, but just to be real honest, they're behind time. 00:04:47 So you take extension, which is really technically the only thing they have to fall back on unless it's something like Xtreme, 00:04:54 or the salesman, the sales agronomists. That's a pretty tough thing to juggle where I farm. There's not anything in between and to me it's like half 00:05:05 the guys are following extension and half are following their sales agronomist in the white pickup, but now there is some good ones. I will tell you, there is some good ones around me and I do trust some of 00:05:17 them, but overall, man, there is a lot of info, what I'll call in the middle. 00:05:23 Mm-hmm. There is a ton of knowledge in there that needs to be learned. Well, is that knowledge the guy on Twitter that's just sitting out something? 00:05:32 Some of that's good, and some of that is not. So it used to be Ag Talk a long time ago. Yeah. 00:05:36 And then it went to Twitter. I don't know what it is now. It's the Wild West on- 00:05:41 Now it's social media ... social media now, so. So the point is, I think that we should view everything as an investment. And farm people are some of the most frugal and financially 00:05:52 adherent businesspeople you'll ever see on some things. Like, I don't know, "That price of baling twine down there at TSC went up by 39 cents a roll." But at the same 00:06:03 timeWell, old Tom pulled in. Old Tom's been a friend of mine since, oh, shoot, we went to high school together. 00:06:08 And here's a prescription for my crops. You farm 2,000 acres. That's a half a million dollars. You're worried about 39 cents on a roll of beiner twine at TSC, and you're going to 00:06:19 give half a million dollars to this dude that you're like, "I don't know. Tom and I have known each other for a long time." Well, I've known a lot of people 00:06:25 for a long time. I'm not giving them half a million dollars and say, Think about the statement that you just made about we need to get an 00:06:32 ROI, and we need to treat it like a business, and should we be putting out dry fertilizer? What's the ROI on dry fertilizer? 00:06:38 And then you talk about how frugal farm people are, and we've talked about it several times. We've talked about it with Chad Henderson. The ROI on dry fertilizer is not a lot, especially when we have 00:06:48 $4.30 corn. Especially broadcast dry fertilizer. Oh, yes. Now, if we're strip-tilling- 00:06:53 Strip-till ... that's a different story. Entirely different situation. Broadcast dry fertilizer, holy cow. And 00:06:59 again, the frugalness of the farmer and the lack of ROI on that broadcast, but it's an accepted practice, so we don't ever question it. 00:07:07 So I think to be a valued consultant like a sales agronomist should be, 00:07:17 he has to have history with what- Of course ... these guys are doing. And I don't know what's happening at re-- Well, I do kind of know. What's happening on the retail 00:07:28 segment, co-op segment, I know what we're facing, and we're finding it hard to keep people around because they just jump ship and go to the next 00:07:39 company that wants to pay them- The next white pickup. Exactly. Wants to pay them another $5 more- Yep 00:07:44 ... or $5,000 more. And for a new guy to come along and try to know what they're doing, I won't say it's obsolete, but it's pretty obsolete these days. 00:07:57 Todd, the normal... And seriously, let's just kind of put this in perspective, okay? We throw around big numbers in agriculture because we deal with big numbers, 00:08:03 and also huge capital, low return. Right. The median home in the United States of America, I think, is floating around a half million right now, which is ridiculous because of home inflation, et cetera. 00:08:13 There are folks out here that, yeah, boy, the housing's really tight. They're amortizing that over 30 years, and there's probably some stress. 00:08:20 The couple that's going to buy this is like, "Oh, I don't know, honey. Gosh, 00:08:25 school districts." And we're out here saying, "Yeah, you think I should put on more of that? Okay." It's a half million dollars. And again, that's if you farm 2,000 acres. 00:08:34 There's lots of people listening to this that farm a little less than that, and lots of them farm more than that. It's a sizable amount of money that I think 00:08:39 doesn't get the scrutiny that it should. I'm not talking about festering, I'm not talking about staying up all night worrying about it. 00:08:45 I'm just talking about the scrutiny of the advisory. Yeah, it's tough. Yeah, high input, low return is exactly right. That's what we're all faced with right now. It's extremely tough. 00:08:57 Had we not had record corn and wheat crops, I don't know where we'd be sitting on our farm. So yeah, these decisions are crucial, but 00:09:04 at the end of the day, we're also faced with everybody that says cut your input costs, like that's the only way to solve. Well, I have to make a crop at the end of the day. 00:09:13 If I don't produce a good crop or at least give it a chance to produce a good crop, what am I even doing? I heard it a long time ago. A guy told me, "If you plan to fail, 00:09:25 guess what's probably going to happen?" So I don't know how you cut. If you're not putting out anything extra, how do you cut? So that's where I'm at. 00:09:34 I don't think that it's a question. For me, it's not a question of should we or should we not put out the extra, or should we not put out a crop removal. 00:09:42 But I want to make sure what I am putting out is bringing a return, is bringing ROI. And Tommy and I have talked about this several times, that broadcast 00:09:51 dry fertilizer, I'd like someone to show me that there's a return on that because I don't know that I've seen one. 00:09:57 Yeah, I haven't either. We were already pretty almost solely liquid, but now, I'm totally liquid. There'll be no dry P or K or micronutrients, any of that, put 00:10:09 out on our farm. Where should we get our advisory from? All right. Okay, I'm going to play the devil's advocate. He says, all right, the person in the white pickup truck, their vested interest is 00:10:21 in themselves. They've got to make a living, so they're going to sell you something. 00:10:25 When Tommy Roach From Nature comes out, you're selling something. When a 00:10:30 technical agronomist that has a PhD that works for XYZ company comes to your farm- Wait, who do they work for? 00:10:38 Somebody. Not you. Right. That's who they should work for. That's the person you should get your advice from, the guy that works for you. When you go do your taxes, you hire a CPA. 00:10:47 If you have to go to court, you hire a lawyer. But yet you don't work with somebody on the other side of the table. You need someone on your side of the table. 00:10:55 So I'll say, shameless plug, XtremeAg, there's a huge appetite for a data company for this stuff. It's the reason I'm so excited. 00:11:05 I tell a lot of my friends, we don't have a ton of data in Texas like the out states probably do. I don't know. They probably do. But we don't. 00:11:13 There is a big appetite for it. I'm involved with Texas Corn Producers. I'm on the research committee. There's a huge appetite for 00:11:22 not the stuff Extension's been looking at. They cited a research project from the 1960s this past spring. 00:11:28 Yeah. That doesn't do any good. I don't even remember what it was because I didn't pay attention. My point is, there's a huge appetite for good data about 00:11:37 these non-things. I don't know how to word it. Dry fertilizer type things. Yeah. 00:11:43 It's the guy that's always done it the way his grandpa did, and with the financial situation, everybody's getting a little more open-minded. 00:11:53 They're forced to be more open-minded now. Well, the people that pay attention to our stuff, the Cutting the Curve and the videos these guys shoot in the field and the stuff we do at Commodity Classic, all 00:12:02 that, are pretty front-end people, right? They're obviously not just, "Well, Grandpa was doing. I'm going to do it like that." I get that. 00:12:09 But many people that come out there with their clipboard and their white pickup truck are probably not making a lot of vastly different 00:12:16 prescriptions than they did a decade ago or even five years ago. 00:12:22 And again, I think I'm going with Kelly's point.If you show up at court and you get a public defender that doesn't work for you, you know who gets that? 00:12:31 Exactly. Exactly. So that's what I look at, I look at like I'm almost wondering, you just got me thinking the sales agronomist is almost like the public defender. 00:12:38 I never really started thinking this way till I started working with Jared Kret. And he does the marketing for us, does the financial for us, and he always made a 00:12:45 point of telling me, "There's not a logo on my shirt." Sorry, Tommy. "There's not a logo on my shirt. I work for you." And so then I started thinking 00:12:54 about that in other facets of my life or my operation and things like that. I need to make sure that somebody working for me. 00:13:01 It doesn't mean that somebody working for Nature's or another company are bad people, but it's your vested interest to sell me that Nature's product. 00:13:08 You're doing your job. It's not wrong. We as farmers need to understand the irony of it, or to understand what it means. When the co-op shows up, they're there to sell us that 00:13:18 dry P and K. That's their job. It doesn't mean, though, that that's the best thing for our operation. 00:13:24 And it's alarming to me what farmers don't understand what they need in their opera. Something as simple as base saturation. 00:13:31 You have a farmer with base saturation. How many times you seen a farmer with base saturation K below 2%, and the co-op or the retail says, "We just need to put on more potash?" 00:13:39 Yeah. You know as well as I do, it's never going to be available. But they don't ever tell the guy that. 00:13:43 So the worst thing that can happen, and I'm not saying I do it the right way, because I'm not a salesman. 00:13:50 But if you ask questions, and more importantly, if you listen to whoever you're talking to, listen to what they're saying 00:13:59 and present them with the simple facts, information. A lot of times the sales will end up happening because of dialogue and problem-solving, and it's not 00:14:12 me trying to push a certain Nature's product down somebody's throat. It's going to end up happening. 00:14:18 We went down this discussion in a recording of our "Cutting the Curve" podcast, and one of our guests was on there, and he got a little animated, 00:14:25 and it was quite funny, actually, about the person that comes out from Ag Retail that started off by driving a tinder truck, and then they worked their way up to 00:14:32 getting their accreditation to being the applicator, and then they were in charge of the 00:14:37 inventory management, and now they're a sales agronomist. He's like, "But what do they actually know about growing a crop? 00:14:42 And how do they know about... " And they went through this whole thing about the soils aspect of it, and like you just said, base saturations and all this kind of 00:14:47 thing that is over my head. But again, I would hire an agronomist, or use a consulting agronomist because again, just like 00:14:55 and it's always been the thing, investing. You go to this individual, and they sit down and say, "Well, now what you really need to do is invest in this. 00:15:02 Now I can sell you this." It's like, well, wait a minute. Like Todd's correct, and I appreciate him saying that. 00:15:10 That's why we started XtremeAg. What works and what doesn't. It's a peer group of farmers sharing with each other. 00:15:15 That's what drew me to it. And you're talking about the guy that did it the way Grandpa did it and all that. I'm here to tell you right now, 00:15:22 they are not the guy on X, on social media in general. They're not publicly on there. They are on there looking. 00:15:32 They have a lot bigger appetite for this data that we're trying to produce now than you think, or they won't even tell anybody that they're looking at it, but I'm 00:15:40 telling you, there's a big appetite for it. We're in a downturn. You have to do things better, like 00:15:46 where are you going to get your data? Maybe it's in the United States, but it's not in Texas, I promise you. So your advice is, if you're going to do this, 00:15:54 okay, sources like us, you've got hired agronomists. Can you make the case, someone that's listening to this says, "Okay, that's great. 00:16:03 You know what? I have to use the sales agronomist that comes in because I can't afford a consulting agronomist." 00:16:09 Don't they work on an hourly or an acre basis? Don't they do? I don't hire consulting agronomy people, but it's my understanding when I've worked 00:16:16 for some of these groups doing speeches, it's like eight bucks an acre or something, and they do give you impartial 00:16:23 advisory on your specifics. Am I right? They do. And you can... It's probably one of these things you have, 00:16:32 you can check the box for A, B, C, or D. You can be very basic, or you can take it all the way up to full A to Z type mode. 00:16:42 But I will say, we talk about you're doing things you've always done. You're going to get the same result. 00:16:51 The easiest thing to do is for a guy to drive up and try to sell NPK or try to sell nitrogen. Everybody tries to sell nitrogen. 00:17:00 It's easy. People take the hook and swallow it whole. Right. That's the worst thing that could happen because it gets P out of balance, it gets 00:17:10 K out of balance. It's a snowball effect, and if they don't know what he's doing and know that he's got a calcium problem, that he's 00:17:18 got a mag problem, those are way down the list. Yeah. And you're going to really screw something up with top, with A, B, and C, which is NPK. It's going to just cause their problems to be even worse. 00:17:28 It accentuates it. Mm-hmm. Do you have a horror story? We've had products that don't work for- Okay, not a horror story. Okay, we've all had investments that didn't work out. 00:17:40 Do you have some of that? Oh. "I got bad advice. I put $200,000 into this thing, and it turns out it lost me $200,000." 00:17:51 Yeah. We've made some bad cattle decisions before. We've made some bad cropping decisions before. It used to be we would plant all one company's corn, and then disease will 00:18:01 come in, and it shows that we had to diversify. That was probably the biggest one. And then that year, in 2014, we had northern corn 00:18:09 leaf blight, and fungicide was a newer idea, things like that. We didn't spray it soon enough. Mm-hmm. 00:18:16 That was probably the biggest horror story I ever had. Do you have a couple hundred thousand dollar burn that you can say that advice... Now, see, the thing is, we've all had burns. 00:18:23 Are we going to try and pretend it's the advice of-The sales agronomists versus the professional 00:18:29 investment advisor. I don't know. There's a lot of professional investment advisors that told you you're supposed to have 35% of your investments in the NASDAQ in 1999 00:18:37 also. I have a great story. 2012, prices spiked. We were still raising a lot of wheat. Close to half of our acres were in wheat at that time. 00:18:48 Prices jumped up and I looked at the board and I thought we had the most perfect beautiful stand of wheat you could imagine. 00:18:57 I took the nitrogen bait, as Tommy said, and I put out 30% more nitrogen. I thought, "I'm going to bump my yield up. We're going to hit a home run," because we needed it at the time. 00:19:08 So what did I do? I went out there, I did everything right, didn't burn the wheat. Well, we get another rain, I don't remember, a month later, whatever. 00:19:15 We get a rain, and because I put all that extra nitrogen on, the wheat was fantastic too. Every bit of it went- 00:19:21 It flashed ... flat down. Hit the ground. That one hurt. Mm-hmm. 00:19:26 So now prices were up, my inputs went up. I had a great crop, but I ruined the crop by putting too much nitrogen. So that... I've got a few of those stories. 00:19:36 Would professional advice have prevented you from doing that? What if the professional advice was, "Hey, this could really work out against you." 00:19:44 "Nah, I don't know. I saw somebody on Twitter that said it's exactly what you need to do." 00:19:49 I actually believe I found that on Ag Talk or Twitter or something at the time and decided to try it. So- 00:19:55 In 2012, we thought the moron method for nitrogen made more yield Which is what I did. 00:20:00 Which is good. 1,000% So what's your advice? So before we leave this, I literally got a phone call this morning in the hotel room about a guy, 00:20:13 I won't say one of the I states, planted milo. Told me how much nitrogen he put on, and he wanted to know, "Well, what can we do different for next year?" And I said, "Call 00:20:25 me Friday. I don't have enough time to get into this," but there is ground zero right there. He took the 00:20:32 whole tackle box- ... and ate it. I think I've been, in the last three or four years, and this is solely because I got involved with Xtreme, we've been putting out too much nitrogen on 00:20:44 our corn. In '22 and '3 when prices were good- Yep ... I was like, "Come on." Not like anything extreme, but we were definitely putting too much. 00:20:51 I think so much that we were a detriment to ourselves. I almost know because- Yeah 00:20:55 ... my pounds of N per bushel this year is the lowest I've ever achieved. And you still had the same yield? 00:21:00 No, we had the record yield. Okay. By far the most corn we've ever made. All right, so the answer is, we think obviously there's good advice that comes from 00:21:07 the guys at XtremeAg. That's good. That sounds like it's self-plugged. All right. What else do I need to do? I'm just a small farmer. 00:21:14 I only farm 1,000 acres. That's still almost $300,000 of crop inputs. I'm putting 300... I looked it up on my phone when you guys were getting ready here. 00:21:25 The average net worth of the American household is a million dollars. If I remember average, there's a whole bunch of billionaires that bring that up. The median, half below, half above, about 00:21:35 $192,000. So if you farm 1,000 acres, you're putting out much more than the average net worth of America every year just on crop 00:21:44 inputs, and that's only if you farm 1,000 acres. At $250,000 or $300,000, when the net worth of the average is like 192 grand. So think about that. I'm putting that out there. 00:21:53 This is their life savings of 192, and I'm just going to put out a 250 to 300 grand for every 1,000 acres I farm. 00:22:00 I think you should be a bit more judicious and research-oriented. Well, we're- 00:22:11 You can't question everything, I get it ... where's the research? That's what I've always ran into where I'm at. I'll just go ahead and paint the box. 00:22:19 We're 20, 30 years behind in my area. So where do you find it? That's agronomically. From a social and cultural standpoint, me and Kelly 00:22:29 have kind of thought you Texans are at least a good half century behind. It is the greatest state in the nation, so yeah, you're right. 00:22:38 And actually, that was mostly Kelly that thought that. I said, "I love those guys. I wouldn't say they're backward." Anyway. 00:22:43 That's why we vote to secede from the Union every four years. Yeah, every four years. 00:22:47 Thank you. Lone Star Republic. Anyway. I think what you need to do is, I remember back in 2012 when I was a younger farmer, when we're going to go put the anhydrous on. 00:22:57 Well, what are we going to put? We're going to put on 180 pounds. We're going to put on 190 pounds or whatever. 00:23:01 And now, we're managing not just by the field, not just by the acre. I wish I could manage by the square foot. 00:23:07 We don't quite have the technology to do that, but we need to manage in a tighter data set and talk about the base saturations or the variability of the 00:23:15 soil, and we need to manage in that fashion. It saves a lot of money, and it creates a lot of yield. I pulled those numbers up, and I want to bounce it off of the farmer, then I want 00:23:24 the guy that covers a lot more ground than just on his acres. You're going to give me it from Oliver. 00:23:31 Is the benefit that at $250 to $300 per acre of crop input spend, and I'm getting the advice from a sales agronomist, is it that I'm going to 00:23:39 spend less if I go outside of that, or I'm going to spend the exact same amount and just get more bang for my buck? Which one's the one I should count 00:23:46 on? In today's environment, I can't figure out how to lower that number. So you just need to be more efficient with what you're buying, in my opinion. 00:23:54 And honestly, these two guys, I'm looking up to them right now. The balance, the nutrient balance. 00:24:01 I've struggled with that because of our soil, but- Tom, we use the word efficient too much. When you say more efficient with it, you mean buy it cheaper or get more out of it? 00:24:10 For me, it's get more out of it. I've never bought anything cheaper that- Right. So maximize the output on it is the- 00:24:17 Yeah. Okay. Efficiency's a trap word, I think. Yeah. Well, we overuse it in ag, and it's like, well, what's that mean? You mean 00:24:23 maximize the output of the dollar? Because what scares me- You're going to spend the dollar 00:24:27 ... what scares me, you cut back- Yep ... and put a cheaper product out there. Yep. 00:24:31 Not always, but typically what I've seen is you'll You'll hurt yourself on the back end. And we talk about it in terms of not cutting back, 00:24:40 but we call it relocating or reallocating. Don't put it all here. 00:24:47 Spread it out, because we know based on my handy dandy chart that we've all seen- I've almost got it committed to memory. 00:24:57 We should put it up on the wall. But the fact is we know when said plant needs said nutrient to get said yield. So 00:25:07 there's a lot of people that throw it all out before you even plant. It's going out right now. 00:25:12 Exactly. Well, and- The dry P and K's going out right now. Oh, and we're recording this in the middle of November. 00:25:17 Mm-hmm. I'm going to want that fertility to be right there about third week of May. There's no way that it won't be, because there's no leaching or weather or 00:25:25 water. I can give it to you third week of June or July. Yeah. So why wouldn't something that goes out in November still be around nine months from now, eight months from now? It's ridiculous. 00:25:33 All right, we're not insulting sales agronomists. Somebody has that in their title, might've gotten p****d off and already turned off the TV, but let's just say they didn't. 00:25:41 The answer is, I think what we're hearing here is, if you're going to have that as your title or even if you don't have as your title, it's the same old thing. 00:25:50 You better have a value proposition as opposed to just, "I've got an iPad and I can take an order for more stuff." 00:25:56 Listen and listen. Listen, listen, and stop talking. I'm not talking about you. Just saying, stop talking and listen, because that's the best thing you can probably do. 00:26:06 Let them talk and tell you what they need. Don't try to blow through the door and- Be- 00:26:12 ... sell them the whole catalog. That's not how it works. Lack of being open-minded is the biggest detriment I see in my area. 00:26:19 That is the toughest hurdle to cross. Again, in the downturn we're in, I think they're quietly listening up a lot more than they ever have, but that's 00:26:29 a tough thing to battle. Mm-hmm. They need to do what's best for their customer, not what's best for who they work for. That's more of a long-term gain than making that one sale. 00:26:38 Right. Yep. No question about that. Well, first off, we've got consolidation of farmers. 00:26:45 Mm-hmm. And so, yeah, you really got that deal sold this year. Well, there's going to be a few less of them next year, or one next decade, and you're 00:26:56 going to run out of a pool of customers just by taking the short-term sale. Exactly. Don't be shortsighted, 00:27:02 because the key is to keep these guys and all the other farmers there next year and the year after and the year after. 00:27:10 It's not just about immediate gain right now. This is a long-term proposition. It's got to be sustainable. 00:27:19 Oh, everybody uses that term sustainable in ag, and they're not talking about the money. If 00:27:23 you can't continue to be in business, it's not sustainable. That's what I'm talking about. It's got to be financially- 00:27:28 It needs to be sustainable ... sustainable. It has to be. His name's Todd Kimbrell. It's the first time he joined us here at The Granary, so 00:27:33 depending on when you're watching this episode, you can go and watch four dozen episodes that we've released before this. We invite you to join us by joining. 00:27:39 Pull up a chair here figuratively and join us. Pour yourself a drink and take part in the conversation. This episode was brought to you by our good friends over at NACHURS. 00:27:46 NACHURS, awesome friends, and also they have a technology by OK, right? 00:27:51 Yep. It's about potassium acetate. It is. And you know what? You know more about that than me. All day long. 00:27:58 Absolutely. I'm not even sure I'd qualify as a sales agronomist. Anyway, his name's Todd Kimbrell. 00:28:02 If you want to learn more about NACHURS, go to- NACHURS.com NACHURS.com, and that's Texas Todd Kimbrell, and that's Kelly Garrett. 00:28:09 I'm Damian Mason. Remember, go to our YouTube channel. You just go on YouTube, type in XtremeAg, and hit subscribe. It costs you nothing. We would love for you to send us any sort of recommendations if you'd like us to 00:28:17 cover it here at The Granary. Till next time, thank you very much for being here. Share this with somebody who can benefit from it. 607 00:28:22.608 --> 00:28:25.048