Many producers had a vacation during the wintertime. Unless it was a supplier trip where they did all the work, the producer and their family likely had a certain amount of planning that was done, including where to go, where to stay, how to get there, where to eat, what to do while there, what to bring, whom to tell, and a host of related topics. You had to find the answers to all these questions ahead of time. There’s some effort involved. If you don’t put forth that effort, it's not much of a vacation, and the family won’t be happy. As they say, garbage in – garbage out.
Many producers also met or spoke with some, most, or all of their landowners (and perhaps a few prospective landowners) during that same period as well. If this includes you, did you have the answers to these questions ahead of time?
What is the objective of the meeting? Perhaps it’s to introduce a flex lease, build rapport with a family member you don’t know well, discuss capital improvements, or educate the landowner on new farming practices you plan to implement. As they say, start with the end in mind. Knowing the objective of the meeting will keep you on track and help in deciding what to ask, what to say, and even how to say it.
Arrange for all necessary people to attend the meeting. One of the biggest mistakes is not having all decision-makers present for important meetings. A business partner, spouse, or other stakeholder may have additional questions and concerns, and their attendance may help eliminate confusion, conflict, or delays in coming to an agreement. If not all decision-makers can be there, it is typically better to postpone the meeting until they can be.
Do you have specific questions to ask the landowner(s) written out and ready to go? This demonstrates professionalism and helps keep you on track. You should have more questions prepared than you could ask, then as the conversation unfolds, you can pick and choose the most appropriate/relevant ones to ask. This is often called a Needs Assessment. UnCommon Farms has needs assessments already prepared and ready to go for Landowners, Farm Managers, Investors, Retiring Farmers, and more.
Do you have any relevant/necessary information prepared? This might be a new lease, info on seller-finance options, cost estimates (in writing), an article, expert report, or information, or documented proof, either for the landowner’s benefit or to support a point you are making.
Do you know the precise information you need from the landowner? What are all the specific bits of information you need from the landowner in order to proceed, regardless of which direction that might be?
Do you have answers for the tough questions they might ask you? Being prepared for the tough questions gives you confidence. You should know all the possible questions that may be asked of you and the 2-3 main points that need to be made for each question. Your answers should be planned, but not “canned.”
Have you talked with someone to help strategize the meeting? As they say, two heads are better than one. UnCommon Farms will help you prepare for such meetings. Who are you talking with for advice on landowner meetings?
If you do not yet have clear answers to these questions, this article is here to help. A landowner meeting is not the place to decide what you want to say in the moment. In short, do not “wing it.” Without thoughtful preparation, the meeting may fall short of its purpose, and the landowner may leave with concerns. As the saying goes, garbage in, garbage out. Landowners are too important to your business—and too difficult to replace—to approach these conversations without care.
Preparation plays an important role in successful outcomes. The same planning mindset you bring to a family vacation should also guide conversations with current and prospective landowners.
UnCommon Farms works alongside you to help you prepare for these meetings with confidence. Members have access to practical resources such as templates, needs assessments for a variety of situations, proposals, processes, and marketing materials—all designed to support stronger, more productive landowner relationships.
If you would like support preparing for your next landowner meeting, contact UnCommon Farms to learn how we can help.