You Miss 100% of the Shots You Don't Take

NW Call to Action

You Miss 100% of the Shots You Don’t Take

Don't Stop at 'No'

“You miss 100% of the shots you don’t take.”, Wayne Gretzky.

Most farmers don’t struggle because they lack work ethic. They struggle because they stop asking. They accept the first “no,” they assume the rules can’t bend, and they quietly take delays, higher costs, and missed opportunities as “just how it is.”

But in business, especially farm business, the people who win long-term aren’t always the ones with the biggest acres or newest iron. They’re the ones willing to ask the difficult question, then keep asking until the terms make sense.

The Real Cost of Not Asking

Not asking has a cost. It looks like paying full price because you didn’t request a different structure. It looks like losing a land opportunity because you assumed someone else had it locked up. It looks like a 60-day delay that hits right when your cash flow is tight and you need certainty.

The worst part is you usually never know what you missed. You just feel the pressure later.

Asking doesn’t guarantee you get what you want. But it puts you in the game. And in agriculture, the biggest financial wins often come from conversations that feel uncomfortable at first.

When the Rules “Couldn’t” Change

I'm working on doing a farm 1031 exchange right now (my 2nd in 3 years). The plan was straightforward, trade into a property, keep moving forward, grow the land base.

Then the process hit a wall.

FSA told me we had to do things in a specific order of events, and there would be no exceptions. Following their timeline would delay closing by 45 to 60 days compared to the start of the transaction. Still a doable deal, but it would cost me a lot of money. I didn’t want that delay, and at first, I couldn’t see a way around it. That’s usually where most people stop.

They get told “no,” they accept it, and they adjust their plan around someone else’s rules.

The Solution Showed Up in Silence

The solution came to me while I was running in silence one morning. No podcast. No phone. No noise. Just enough quiet to actually think.

And the answer wasn’t complicated. I simply asked my bank to write an extra loan 30 days early, so I could complete an early payoff of FSA before the 1031 exchange transaction even began. That way, I could start the loan application and close 45 days sooner, getting the land into my name faster.

Same goal. Different sequence. One question to the bank changed the entire timeline.

The point isn’t that this exact strategy fits every situation. The point is this, there is almost always a second door, but you usually have to ask to find it.

“No” Usually Means “Not Under These Terms”

I’ve had similar experiences outside of land purchases too. I’ve had opportunities to rent ground simply because I asked someone if they would consider a change, or do something different than what they’ve always done.

I’ve also watched farmers get approached privately by landowners, “Would you buy this farm at a premium?” The farmer says no, and the conversation ends. Not because the farm wasn’t worth owning, but because the farmer didn’t know how to negotiate the structure.

Here’s what I’ve learned.

I take “no” to mean, “not under these terms.”

That’s a completely different conversation.

Everything is for sale at the right price. And the “right price” is rarely just a number, it’s timing, tax structure, risk reduction, convenience, certainty, and what each party actually wants.

I’ve seen one person negotiate the purchase price down significantly because they found a way for the seller to receive tax credits. I’ve seen another buyer structure a deal to reduce the seller’s capital gains exposure, then rent the ground back on a five-year contract at a premium. It wasn’t a win-lose fight. It was one win for all parties.

And I’ve seen plenty of deals fail on price, but still turn into a win because someone asked the next question, “Is there any other ground you would sell?”, or “Would you consider a rental agreement instead?” Sometimes that leads to a smaller purchase. Sometimes it leads to a cheaper property. Sometimes it leads to a long-term lease that grows the land base anyway.

Two Tips to Get Better at These Conversations

If the idea of asking makes you nervous, you’re not alone. These conversations can feel high-stakes, especially when relationships matter.

Two practical tips:

1. Read one negotiation book and use it immediately

If you want one recommendation that’s tactical and easy to apply, start with Never Split the Difference by Chris Voss. It teaches you how to ask better questions, slow the conversation down, and create options without strong-arming anyone.

Confidence comes from preparation. When you walk into a conversation with a framework, you sound more capable, and people are more willing to work with you.

2. Write down 10 possible solutions before you talk to anyone

Most farmers stop at one solution. Then they get told no, and they assume the whole idea is dead.

Force yourself to write down 10 angles. No editing. No judging. Then go back and list pros and cons.

The best solution is often number five or six, the one you wouldn’t have found if you quit early. This is how you start thinking like an operator who creates options, not one who waits for permission.

This Applies to 2026 Inputs Too

By the way, everything above applies to your seed, chemical, fertilizer, and feed pricing issues heading into 2026.

Ask the questions. Shop terms, not just price. Brainstorm structures. Talk to different people. You don’t need to “win” every conversation, you just need to be willing to hear “no” once or twice to find the path that improves your margins.

Most margin improvement isn’t magic. It’s negotiation, discipline, and creativity.

Summary

The worst thing anyone can tell you is no. If they say no, you go back to the drawing board and try a different route. Keep asking until the deal fits, the timeline works, and the structure makes sense.

You miss 100% of the shots you don’t take. But you also miss a lot of solutions when you stop after the first no.

Need help with your operation's financials?

I have limited spots available for 1-hour consultations helping you:

• Understand your farm's financial position.

• Prepare for future growth opportunities.

• Discuss purchase & finance options on farm transactions you are working through now.

Sign-up here if my services can benefit your operation:

https://calendly.com/grant-farm640/60min

Have a great week!

Grant