What Keeps Farmers From Succeeding? | The Granary | XtremeAg

00:00:00 What do farmers do that hinders their own success? That's the question we're asking in this episode of the Grainery. 00:00:05 You ready for a conversation with some real farmers about real issues? And the best part? You are invited. 00:00:11 Pour yourself a drink, grab a snack. Most importantly, pull up a chair. Welcome to the greenery. Hey guys. 00:00:27 Hey there. This is another great day at The Greenery. We got my friends Temple Rhodes and Chad Anderson, and yes, they are my friends. 00:00:32 They sometimes I thought He was gonna skip too. He, he stuttered, didn't he? You Stone They challenged me a bit for my patients, 00:00:39 but we love having them here. And then we're joined by our special guest and sponsor of this show, concept Agritech. 00:00:44 Concept. Agritech is a sponsor of this show, the Grand Wing. We very much appreciate your support. 00:00:48 Your company is a manufacturer of biologicals and crop inputs that help people farm better. Sure. And his name is Daniel Hensley. 00:00:54 Daniel Hensley. I mean his name wouldn't, you introduced him as concept Aude. Oh, Well you know what? He's Daniel with. 00:00:59 You only take concept job. I think you should. I Want I get in your seat. What I want you to do is a answer the question. 00:01:05 What do farmers do that anyway? We're not being a judgment. Uh, we're not making judgment. Are we 00:01:09 Talking about all farmers or ourself? What do you do that hinders your own success? What do farmers that you know do 00:01:14 that hinders their own success? What Holds people Back from being better, more successful farmers? 00:01:20 You can start with yourself. You can start with the guy down the road, however you want to go about it. Y'all 00:01:23 Think we need any more wood On the, I don't think we more wood. Are You gonna pass again? 00:01:28 Let's Let Daniel go. You go to all sort Sorts and you can say pass you go. You can say like, yeah, I'm gonna let Tim go. 00:01:33 So we just did that to you. So you'll have to do that next time. That's alright. Right? I I can an I can answer that one. 00:01:38 Well, I got my opinion about it anyway. Alright. Gimme your opinion. I think, uh, I think fear hinders a lot of farmers. 00:01:46 You know, and I can, I can, you know, explain that a little bit. You know, and you look at, you look 00:01:50 and there's multiple ways of fear. That's a lot of Absolutely. Right. Go ahead. The biggest one's failing. Yeah. Okay. Right. So you 00:01:56 Don't I think the biggest one is change. Yeah. Change. Fear of change. There's, there's not a lot of farmers 00:02:01 that are scared, let's be honest. 'cause if they're in business right now, they ain't scared. Fear of you buddy. Hanging out the dry. 00:02:07 No, but they're No, but they're, but they're scared of what the commodities are doing. They're scared. Oh. At what the markets are doing? Yeah. 00:02:12 A financial risk and that, And that can hold those guys back. Yeah. Or gals. Oh yeah. Uh, fear. It is not fear of change. 00:02:20 It's reluctance to change. You. You gonna go with, is that the primary? Is that the number one unwillingness 00:02:24 to change, hindering their success? What's It's in, it's in the top three. What hinders farmers from being 00:02:31 more successful? What holds? Man, that's a hundred percent in the top three. I bet it's top two. 00:02:34 Alright. It, what's the, what's the other one that's in the top two? Reluctance to change. What else is holding 00:02:41 back more Farmers. Farmers from greater success? I, I, I'm gonna go with the, the ch thing. I, I mean it all circles of having to, to change the, 00:02:51 the reality of, of what's going on. Like, what's going on here is our inputs are so high. Let's just take this year for instance, 00:02:58 in the last year mm-hmm. Our inputs were so high. I think that a lot of people start to think about, you know, can I get away from a dry program? 00:03:07 You know what I mean? And I, and I know you've had this conversations with a lot of farmers, like, can I cut out going out there 00:03:13 and spreading that dry fertility? And how can I overcome that? And can I do it cheaper in a better manner? 00:03:18 And I can spread my risk out, which they can. But it is changing everything that they have have, it's been instilled in them from their father 00:03:27 to their grandfather, to their great-grandfather of the way that they did things. And now you're going to 'em 00:03:33 and you're gonna say, Hey, uh, Mr. Farmer, um, we can save you some money. Quit worrying about building your bank and your soil. 00:03:41 We know that it's gotta be a balance there, but we also know that you need to go down the road of, you know, balancing that crop, that plant 00:03:49 and putting in those inputs. And we can still make that yield. And we can cut some, we can shave some of them numbers. 00:03:55 Yeah. But the farmer's so scareder of getting in there, I'm gonna mine my soul. I'm gonna mine my soul and it's gonna be destroyed a 00:04:01 year. Yeah. The next year. Yeah. We have that conversation all the time. You know, we've, I probably had that conversation 00:04:07 with you guys at some point even, but Absolutely. Yeah. But, but, but through through that conversation, it can be subtle change. 00:04:13 Right? Let's, let's just say Chad, you, you run, you run a dry program, you run starter on your planter, you foal your feet. 00:04:20 I'm just going through it. Yeah. And, And in something. And then we're talking about a strip-till program. 00:04:24 A no-till program. A conventional program. You Know, some guys fertigate when they have the opportunities. 00:04:28 So there's all different things. Here's, here's kind of what we've seen though, and, and just in the industry as a whole is farmers know 00:04:37 that they have to make a yield, right? Yep. You guys know you have to make a yield. Yield pays the bushels. Pay bills. 00:04:43 That's right. So, so sometimes that change that we talk about is accepted much better if it's subtle changes. 00:04:50 Yeah. I'm not, say, I'm not asking a simple question, Chad, why are you applying this product at this time? 00:04:58 Yeah. And then, and then turn around and go, here's why I'm asking because the timing's wrong. Look, You're wasting your money man. And the 00:05:07 Efficiency is cut in half because of the Wrong time. 'cause it's the wrong timing. That's right. 00:05:11 So why don't we just change the timing if you're dead set on using that fertilizer. 00:05:16 Okay. Yeah. Maybe you're just not, your timing is not good. Yeah. You know, and then, 00:05:20 and then we may have the same conversation. You look at me and go, logistics is terrible. Yeah. I can't do that. I don't have time to make 00:05:28 that change. Right. Everybody's gotta be able to make the change for the operation that they have and what they are. 00:05:33 That's, and what their ability is. That's What I Would in a nutshell, most farmers, The crop has to get planted. 00:05:39 Crop crop's gotta get planted. The planter's gotta be in the field. Most people got two by two and then for, 00:05:43 or get just one or the other. Or they have something on their planter and they can accommodate a lot of those things. 00:05:48 And if they can't, we can get in front of that. Most, most farmers have a sprayer. They have some type of side dress rig. 00:05:54 We can get in front of that. You know what I mean? But you gotta be willing and willing and able to change. But what I go back to is, had I made these changes 00:06:04 a long, long time ago, I look at the dollars that were spent that I could have saved. 00:06:09 Mm-hmm. That never made anything. You know, we talked about it in, on prior episodes. Chad goes out there and spreads enough, 00:06:16 spreads enough fertility for over 400 bushel crop. And he has never, ever, even that years and years have gone by. 00:06:23 He's never seen it come out in, in the, in the yield map. And that money's not coming back 00:06:27 and that money's not coming back. And not, and not the 400 bushel deal. We just can't even see it on the, the soil map itself. 00:06:34 That's right. Like, you know, you can't can't, you can't fight it. And what you don't. That's right. Yeah. 00:06:38 These guys went to agronomics. They liked that. I was gonna throw another one that I think Henry's and, and again, you can say, oh, what do you know you don't farm. 00:06:46 I was, that's exactly what I was getting ready to say. Okay. That's exactly okay. 00:06:49 Like he fell down to get his clothes dirty. Uhhuh. Exactly. He put on cleaner clothes after you rag on and It was gravel dust uhhuh. Like, 00:06:55 did you fall the gravel? Like it ain't even, Well a lot of the dirt and dust didn't get get off burn because we made him haul in. 00:07:01 I know what it is. Yeah. You've been chopping wood. We waiting through it. We burn a cord. Yeah. That's, no, that's no kidding. 00:07:08 He Almost like that out. Right. We got sponsor. I will quote the great Matt Miles, when I say, here we go. I've noticed that my net worth is proportional 00:07:19 to the reduction in calluses on my hands. You know what? I think that there's a lot of farmers that love the idea of going out and digging the dirt 00:07:27 and driving equipment and playing in the shop and, and, and I don't have time to be in the office. I think the hindrance to success 00:07:33 for a lot of farming operations is He's literally bashing me right now. Avoidance of the business side of the, 00:07:38 of it is a business. It's A, that's A, I can promise you that. It's a balance in that I can promise you, you know, um, 00:07:44 And you two don't love it. You, you two would two. No, you would you rather have me, you, it'll hit you with the bat versus going sit 00:07:50 at the desk all day. I mean, you The pig family from Indiana out to do mine. Yeah. Yeah. We, we, you know, we've seen that 00:07:57 this year especially. Um, that that very thing, you know, a as some of the things we've looked at as a, as a company 00:08:05 and it's, it's put farmers first, it's gonna help 'em to win. Yeah. You guys win. You know, and I really do mean that. 00:08:10 Um, but, but as we've dug in and, and started a a, a finance side and things like that and a risk management, that was a big deal 00:08:16 and a risk management side. You're exactly right. What we hear from farmers every day, and I lean literally, we hear this every day. 00:08:23 They say, okay, I have to make a decision. Do I wanna farm or do I wanna market my grain mm-hmm. Every time they're picking the farm. 00:08:31 Because if they don't go farm, they're not gonna have anything to market. Mm-hmm. Yep. So they're doing that every time. 00:08:37 This comes back to change that we talked about earlier. How do you be more successful on the business side as well? Right. And I agree with you, Damien. 00:08:46 I mean that's a, that's, that's it's The I like that in front of temple, Jed, you agree with me and pointed emphatically and told me how Right. 00:08:52 I was. I think it's important for these two to hear that. But anyway. Well, He was, he was on this one. 00:08:57 He was on this one. I'll joke. We're gonna, we're gonna go after him on everything else. All joking aside on this, um, 00:09:02 you know, there's the old statement. The further you advance running your, you know, running your enterprise, the more you become a manager 00:09:09 of money and people versus doing the actual work. And that's where I think a lot of farmers are gonna have to realize this is a business, uh, 00:09:15 whether you have employees or not, you're certainly managing the money side of it. And it's, it's a lot, it's a lot easier to do 00:09:20 that when you're actually in a running it from a business standpoint in the office versus, uh, 00:09:25 you know, changing blades. Yeah. And don't, and don't take that lightly saying this is a business guys. 00:09:29 It's a multimillion dollar business you're running. Right? Yeah. I mean, with all the inputs and, 00:09:34 and different things that come with that, the equipment. And it can get outta hand quick, fast in a hurry. Right. 00:09:39 So how much does it cost? How much does it cost you to put in an acre of corn? A thousand bucks. Too much. Okay. 00:09:43 So a thousand bucks and start putting that across the acres and it doesn't cost today ain't take you long 00:09:46 until you've got a million bucks. So, right. That's right. That's exactly right. A thousand bucks 00:09:50 or a thousand acres, I think is the, the math on that. What do farmers do at hitters are success? What have you done that's helped that you think, man, 00:09:57 I would've been more successful if I wouldn't have done me Had you not called me about your, 00:10:06 your wheat problem last year That he's throwing me under the bus for doing Yeah, go ahead 00:10:11 and go ahead and throw that one out there. Friends at extreme ag. Yeah. Yep. So they make really good wheat, 00:10:18 better wheat than I make, you know? Um, and, and we've struggled with a wheat. We plant our wheat behind the corn and it's tough. 00:10:25 Like, it's tough to get that stand and all that fire. It's a month later. Um, so, so we decided this last year that, you know, we see what's coming. 00:10:34 We see it and Stewart, it's, you know, Stewart does all our marketing and handles that well. He had delayed delivery 00:10:41 of some wheat getting us a better price for it. We had 150,000 bushel wheat to be in. Like, man, I'm looking at numbers. 00:10:48 It's a solid $40,000 I'm gonna save by just snatching that wheated outta the bin, right? Mm-hmm. I'm gonna blow it out. 00:10:53 We know where the price is, we know where the income is. We know we can still make good wheated. 00:10:57 Well, I didn't get it. If you have to run through the drill yet, you clean, clean it. I'm gonna just blow this stuff out here. 00:11:02 We're going to that two VT tools. We're gonna run this thing in. It's going to be glorious. Mm-hmm. I don't know anybody out there 00:11:09 that's ever replanted wheat. I still ain't found anybody. But I replanted 500 acres. Like how you replant wheat. 00:11:14 Like how, how, how do you ever, have you ever known it? No. I, he, he's out, he blamed 00:11:19 It on me. So how, I gotta know, how'd it go? How I replanted 500 acres a week. Yeah, But how did it go Daniel? 00:11:26 I just wanted intervene real quickly and tell you That's Hold on real. We're not even, 00:11:29 we're not done yet. So anyway, so Temple decides, oh yeah. That's all we do. That's all we do. Well, he didn't 00:11:33 tell me that he run a roller too. Like the roller would've been key. That's right. Back. And, you know, it's, it's the weather patterns. 00:11:38 I have never in my life spread wheat. I've always drilled wheated every, I mean, I farmed for however many years. 00:11:44 I've never mowed any wheated. But Daniel, what? Like, if you're gonna try something different Yeah. 00:11:48 On your farm. Sure. Don't you try a few acres. He did 'em all. Oh yeah. It was a trust deal. 00:11:55 Now you're warped, right? That's right. You're Not gonna trust me. So, but no, what happened is, I mean, 00:11:58 where we, where we what? We had a weather event. And so we got about three rains in a row that's about a 10th. About a tent. About a tent. 00:12:06 And man, I was like, you, and he's like, why you blame me? Plus I said, 'cause I can because 00:12:14 because we friends. So then I didn't know that he didn't run a roller. I said, well, did you run a, a roller, 00:12:18 a packer behind your vertical? You didn't tell me that. But he's completely frigging, he's like, had I known 00:12:23 that we wouldn't be in this problem right now? And I'm like, I may have left that part out. I'm just saying That would've been nice, wouldn't it? I would've 00:12:32 Gotten glad back to what the question was. I'm, I got My own weight. Glad, I'm glad he's willing to admit 00:12:36 that there's something that hindered his success. And I would also have to point out, I mean, it was me. There's somebody who's farming in, in rural Egypt 00:12:43 that doesn't have to replant their wheat and they, they, they're farming with a camel. I want you to point out No, I'm where 00:12:49 You No, no, I promise you I get it. I promise you I get it. But I'm just telling you that a lot 00:12:53 of people's made really good wheat blowing it out. I just don't know what I've done wrong. And I'm pretty sure it was a wizard. Sounds 00:12:59 Like you do now though. Yeah, no, I, I listen to shoulda. But anyway, I, you guys are talking a lot of, 00:13:04 again, the practice stuff. I think there's a lot of mindset stuff that farmers get wrong when it comes to, you know, 00:13:10 and I'm not being any way being judgmental, but Well, that's true. Farmers make every, almost every decision that we make, 00:13:16 we make it emotionally and that's the wrong thing to do all way. That's how you lose money. Yeah. 00:13:20 I mean, but we do, we, you know, you prices start failing. You're like, holy crap, I got get in the game. Yeah. 00:13:26 I'm afraid what's going to happen. And you know, DA puts out a report, you automatically get scared and you rush to the mark and 00:13:32 Look, look at, let's just talk about that on the weak deal. Right? I was already on the defense 00:13:36 when I started the season. Yep. Right. Started on a non-positive note. We started on non-positive note. Mm. 00:13:42 Instead of doing what you got outta your comfort zone, you did, you know, and instead of doing it on a few acres, and, and I could have done it on a few acres where they got 00:13:49 that, where they got the good rain at. I got as good a stand as and then I would've set me up. I'm just saying, we always get out of our comfort zone. 00:13:56 And you may make a mistake when you get outta that comfort zone, but you learn something from it, you know? 00:14:01 Um, you know, we giving the hard way to go that I'll never do this skin. That that ain't it. You just, 00:14:05 you just learn something from it. It just, just, it's an opportunity. Right. It it's an opportunity. And it happens. Yeah. 00:14:10 You know, you can make bumper stickers open. You truth. I mean, You cover a lot of ground And have you ever seen 00:14:19 anybody replay wheat anyway? No. You cover a lot of ground. Not even, not even in rural Africa 00:14:24 where their equipment is a camel. Not even on water. Buffalo never been down there, but no. What Do, what do you see farmers do that you're like, you know 00:14:31 what, you'd be, you'd be more successful if I think It could be mental. That's pretty hard and pretty judgy coming from 00:14:41 The company side. Your your Company Side. It is, but I, but I But you've been on a lot of farms. 00:14:45 I have farmers. Farmers need to listen to other people besides the We'll let that one sink in there 00:14:54 For a second. I'm serious. I I'll give you, You mean like I, I professional should not be afraid to ask. 00:14:59 So business, business professional. Yeah. So, so I, I think in all schemes, I think that's an excellent point 00:15:04 Too. It It is an all, you know, from a business side to a marketing side to agronomy side. I mean, these people are there, Daniel. Yeah. 00:15:11 The people on his team. I mean, well, Well just look at the industry. The industry's full of people that's, that wants to help. 00:15:16 Yeah. I mean, it's full of people that wanna help the farmer. It's full of some that probably doesn't too. Right? Yeah. 00:15:21 But, but there's a tremendous amount of people that want to help. You know, I, the thing that 00:15:26 that aggravates me the most some days is, is when you're sitting there explaining why something needs to happen and the farmer looks at you 00:15:36 and it's like, it's just bouncing off their forehead. Mm-hmm. But the most rewarding part of that is a year later or two years later, you get a phone call 00:15:44 and they go, Hey, you remember when you said, said that a couple years ago? Mm-hmm. Yeah, man, I should have listened. I was right. 00:15:52 Those, I think I, my family farms, my dad retired from farming. Like, I, I grew up in it ever since I was a, a little bit, 00:15:59 you know, when I could push a clutch in on a tractor, that's when I started driving tractor. Mm-hmm. Right. You know, so I I I, I do understand it. 00:16:05 And I think, you know, how many times have you guys heard was you're talking to people and they go, you go, well, you know, 00:16:12 what's your farm plan? Or what are you doing? If I can help you, I gotta figure out what you're doing without fail. 00:16:17 Well, I'm applying 200, 200 Or, or what about this one? Well, you made 55 bushel beans last year, so I, I really need to make 62. 00:16:26 Okay, well that's not out round. You know, that's not, that's not out of bounds. What are you gonna change? Uh, nothing. Mm-hmm. 00:16:31 Well, you know what, you gonna make 55? Yeah. Yeah. I mean, you know, you Know, so, but when you're don't whatcha gonna 00:16:36 blame, you gonna blame the seed company. Yep. Because you ain't gonna blame yourself. Because I mean, the seed company is really what brought us 00:16:41 to the yields we have, right? Yeah. Yeah. I mean, the farmer can get some of it. But to think as a farmer that you have done, I have, 00:16:50 I have done, I have made what? No, it's, it is the production industry. It's the fertility companies and it's the education. 00:16:55 And, and we as farmers aren't doing better. I'm not saying that. Yeah. But a lot of farmers haven't changed their pro pro, 00:17:01 they're practicing it and they're making more yields and it's just the technology and a, and a tools And that's drug forward. 00:17:07 But the, you know, I'm gonna go back to what Daniel said. You know what, you know, let's take 15 years ago, 00:17:13 20 years ago, the younger version of myself would be like, what are you doing up there? 00:17:19 Like, what are you outta your mind? Like we didn't share information, we didn't talk about information, we didn't do any of that. 00:17:27 And that hindered me from everything. And what you're talking about, like ha you know, ha developing a relationship with a company that you entrust 00:17:36 with, you know, maybe they carry some of the financial things for you. You guys have different programs, that kinda stuff. 00:17:42 But the agronomy and the amount of knowledge that there is there that they can help boost your, 00:17:48 your overall business is a monster. Not even self, the self-confidence part of it. Just being able to bounce something off of him being, 00:17:54 giving phone calls and say, Hey, I've didn't do this. What do you think about that? Yeah. And somebody just be on Your side, you know, of time. Somebody told 00:18:00 me, do not do That. But you know, the best part of those calls is when, when you, somebody calls and Hey, what do you think? 00:18:07 And, and we say what we think and the farmer goes, no, I don't, I don't think that's right. That's good. That's good 00:18:15 because your farm's way different than your farm. Yep. And his farm's way different than his farm. Right. So, so when we talk through those things, 00:18:23 I'm telling you everybody involved gets way better. Yep. Way there's an embrace. 00:18:29 I'm not, anyway, ding mean there's almost an embrace that we do in agriculture where we almost pride pridefully talk about how stubborn we are. 00:18:39 And that's where you're talking about, that's mindset stuff. When you said, oh yeah, 77% 00:18:44 of farms in this country don't have an estate plan. That's what a, a person that's a professional in the industry told me. What's 00:18:50 The percentage Again? Three quarters. 77. So, and you're talking about you, how many, how many dollars are tied up on this? 00:18:56 What's that green bin over there? You know, that scrap metal, your grain set up is worth, you know, $10,000. 00:19:01 So you talking about millions of dollars of an entity and no, there's a and there's a, not only a willingness but almost an embrace to be pridefully stubborn among, 00:19:11 uh, agriculture. And I think that's gets to what you're talking about right there at it's talk, whether from its an estate plan to an agronomic plan. 00:19:19 There's a lot of stubbornness. Yeah, I agree with that. But that goes Back to change. Fear 00:19:24 of change. Yeah. That's why, that's why I started. Are you willing to change your own future? You know, we're starting to see a lot 00:19:29 of the younger generation come in now, you know, and it seems like now more than ever that younger generation's coming. 00:19:35 You got kids and Matt's got kids. Yeah. Your But my son's. Yeah, Your son's coming. You 00:19:41 know, so we're starting to see that younger generation come in there. We're seeing two different things. 00:19:46 I'm just speaking for, for what we see here, but two different things. One thing is I'm farming like dad farmed. Mm-hmm. 00:19:54 And I'm not changing. That's one thing. Agree. The other thing we're seeing is a complete 180. I'm not farming like he farmed. 00:20:01 It's, there's no in between with it. They're either farming like dad farm or they farm. So there's not, 00:20:05 There's not a middle of the roof. Lemme Tell you what my granddady told Me. Not, not from, from, 00:20:09 not from our view. So I started planting and when I started planting the day I started, he pulled truck up at the end and me 00:20:14 and him went farm by ourselves. Right. Pulled truck by then we run two planters. My dad run one, I run another one. 00:20:21 He said, I'm gonna teach you how to plant it today. He said, the first thing I'm teach you is do not plant like you did it. 00:20:27 That was, that was rule number one. We are not gonna plant cotton like you did it planting cotton. 00:20:31 I'm gonna teach you how to plant cotton 'cause your daddy won't listen. No chance. That's pretty good. 00:20:38 I'm like, yes sir. That's where, But that's that 180. He's talking your Grandfather, your grandfather told you don't do 00:20:45 what the generation between us now. And, And it's, and it wasn't about the seed, it's the way he laid the field off. 00:20:50 He could not stand it. If there's telephone poles on edge, my granddad's gonna scoot off from telephone poles. 00:20:55 Shoot it straight. Yeah. Yeah. My daddy said that's a place to grow weeds. I'm gonna bob in and outta them poles. Mm-hmm. Right. 00:21:00 And then I'm gonna shoot it straight right through the next rope. Yeah. And they, I mean, to the end, 00:21:04 them two argued over how to lay a field off. Well I think that's, that's gonna be whatever generation. But I mean that's where, I mean, I think as far as like 00:21:13 when dad kind of like gave me the reigns that changed and dad was, dad would let me do anything I want. We'd buy brand new piece of equipment. 00:21:21 I go cutting on it with a torch because there was something that I believed that I could change and make it better. 00:21:28 And he'd let me make all those mistakes on my own. And that's something that we don't, I just, I'm sorry we don't do nowadays. 00:21:34 Like can you imagine something come back to the farm him. I'm gonna cut a little teeth and 00:21:38 Alexander loose with a torch. What would you Water would bad. I, I'm telling you it'd be bad. 00:21:42 But I mean that, that kind of thing kind of had rolling, you Know, you kind have to cut, turn a 00:21:47 little teeth loose with a torch. I mean, look, because because I have pulled up there far and you know, like don't hit 00:21:51 the fence. The first thing you hit is, I'm gonna tell you right now, if you're gonna, if you're gonna come to my farm, 00:21:55 you better know how to weld. And you better know how to use a drill and a torch and you better be a fabricator fabricator. 00:22:00 'cause you're gonna mess up some s**t around there. Because there you are gonna spend some time in a service truck fixing stuff. 00:22:07 'cause I promise you, every time temple's running something, he gonna mess something up. If there's a water hole in the field, 00:22:12 he is driving smooth in it. I didn't even see it. I What was you doing? Was you Snapchatting TikTok 00:22:19 and like, what, what happened here? Daniel, I wanna tell you that those, those baby toys that like where they lay in the bed and they look up 00:22:26 and play with a little mobile, he still needs one of those to keep his hands from going out 00:22:31 and tearing up the the equipment. You a brand new people. I'm a farm machine that came home from the dealership 00:22:36 and you went out there and started cutting torch. No, but there's, there's, when you're brought up on the farm, you have, so you, in order to be a good operator 00:22:45 or a good manager or to do a good job in the field, you literally need to spend time with hours in the seat 00:22:52 and understand the mechanics of how things work, period. Because you can't make an adjustment when you really 00:22:58 don't understand what you're doing. How do you get from there to do a cutting torch to a 'cause? I, what I'm getting at 00:23:02 is like to this day I have ripped concaves out of combines and made them different and to try to improve that machine. 00:23:12 And we've done it And he put it on Facebook and they told you to cease and desist. Yeah. Cease and desist. It's happened. That did happen. 00:23:19 Yeah. So, I mean, and my kids have watched me do that and they helped me do all these things so they're not scared. 00:23:26 And I like the fact that they're not scared. And dad made me the kind of person that I am today. Like, don't be scared to change Whatever you wanna change, 00:23:34 you can fix, you can go back to where you were. Yeah. Yeah. Just make whatever adjustments you want. Let me ask this question. Is 00:23:43 Your son marketing his Grain the same way you market yours? No. Um, when, when I started out, Alexander um, 00:23:50 farm his own ground, he got his first farms and I literally gave him my book of contacts and I said, you can do whatever you wanna do. 00:24:01 You can lean on me if you want. But I would suggest if you call every one of these people and say, Hey dad said call you 00:24:08 and they will walk you through. You have to build a relationship with them people. And if you don't, I will help you. 00:24:14 There's no doubt about it. But I'm not helping you at all until you have a conversation with everybody on that list. 00:24:19 That's good. And Alexander went through there and called every one of 'em. He called a grain broker. He called this like, 00:24:25 so he had a relationship with the sales person at each one of the places, like every one of 00:24:29 'em. So you just may change. Yep. And that doesn't happen as often as you would like to think. By 00:24:34 The way, the good part about that, there's so many people, whether it's farmers or any other business 00:24:38 that are still propping up the 30-year-old kid and, and making the decisions for them and not letting them, you know, sink or swim kind of thing. 00:24:46 They don't even let 'em, they don't even let 'em get past the waiting part of the Point. Well, you know what else I made 00:24:49 them do? I said, you will not, you will not send anybody a text message. Oh, you're gonna pick up the phone 00:24:56 and you're gonna have a conversation with 'em because you can't get something outta a conversation. It, it was bad enough. 00:25:03 It was to the point where when he first started telling his own ground, he was still in college. 00:25:08 Mm-hmm. And he was taking some, was gonna take some marketing classes and all he picked up the phone, called our broker 00:25:14 and said, what classes do I absolutely positively need? This is the classes that I have to choose from. Hmm. Because dad said that I need 00:25:20 to become a better marketer than what he is. And then, you know, and first, you know, my broker is like us. 00:25:26 He's like, first thing you can do is never listen to him. Like, don't ever listen to him. You call me. 00:25:31 And to this day, Alexandra makes all those phone calls his own, he's developed his own relationships 00:25:35 because he needs that. And it ain't over a text message. Mm-hmm. The new the the new, the new 00:25:42 generation coming out. They lack that. Talking about, uh, ramping here, the, the idea of what hinders success that you see from the pharmacy point. 00:25:50 We've covered stubborn, we've covered, uh, fear, we've covered, uh, certainly reluctance to change. I said an embrace of being stubborn is almost like something 00:25:58 that we celebrate not reaching out to the right business professionals. And it's, that's everything. That's everything from, 00:26:03 you know, like I said, the business side to the agronomics, whatever. All of these things are fixable. 00:26:09 To your point, all of these things are fixable. Yep. And, and that sounds easy sitting around there and talking about this. 00:26:14 But you know what, I'm out here doing this and Well, it doesn't matter what it is, whether it's a financial thing 00:26:20 or whether it is an agronomy thing, it's, or it's a Daniel said best. You have to be willing to change a little bit 00:26:27 somewhere and make that change. And once you get comfortable with that change, you take it another step. 00:26:32 It it's, it is baby steps. 'cause you can't go and change it all at once. Right. I was gonna go with another one, Daniel. 00:26:37 I think there's the ability to look in the mirror and that's what you're really talking about because all these things, if you say what's, 00:26:42 what's keeping a farmer, uh, what's holding them back from being more successful, it's usually 00:26:47 Yeah. Well, you and you can't be afraid to make a mistake. You can't be afraid to try something new. 00:26:52 You know, and you can't be afraid of saying that, man, that was the wrong thing to do. Yeah. Like, you know, admitting, 00:26:57 Admit, admitting, The Most successful farmers that we work with across the country 00:27:02 and outside the country, quite frankly, are the farmers that are afraid. They're, that are not afraid to change. 00:27:09 They're the farmers that are not afraid to admit, I screwed that up. Yep. They're the ones that wanna learn the most. 00:27:17 I'm telling you hands down, they're the ones that are the most successful Willingness to Adapt. You know, 00:27:23 If that means that it's the fail, the ones that fail the most are we got that. We Got that. We, 00:27:28 I yeah, you definitely, if if it's a number of people that fell down, we Burn a cord of wood. We gonna make 00:27:35 The second we gonna make it, we going his name Daniel Hensley and he's here with concept Agritech, 00:27:40 the sponsor of this show of the Grain. We're very appreciative of you do, of you being here and you be sponsoring this show. 00:27:44 If somebody wants to check out your line of products, where do they go? Uh, Concept agritech.com And that's agritech with a K. 00:27:50 Um, you are invited, uh, to come to all these sittings here to greenery. You can figuratively pull up a chair, pour yourself a drink 00:27:58 and take part of the conversation. We produced this show because we want it to be fun and also informative and maybe a little bit inspirational 00:28:03 for you talked about why farmers aren't more successful, what's holding them back. And we got a lot of great answers here from my man, 00:28:09 temple Rhodes and Chad Henderson. And again, Daniel Hensley with Concept Tech. So next time cheers from the Great. 825 00:28:14.935 --> 00:28:15.945