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Joel Salatin Talks Farm Marketing


300 farmers go out of business every week in America.

Every week.

I was shocked to hear that statistic.

I know 80% of farmers don’t make it past the 2 year mark and only 2% make it to the 5 year mark, but knowing we lose 300 per week is really heart wrenching!

While speaking at a conference at a beautiful ranch in the hills of California, I got the opportunity to sit down with Joel Salatin for about an hour talking shop about why this may be happening and some ideas to stop that dismal failure rate.

If you’re a farmer and you want to be one of the 2% still around in 5 years, then today’ s video is a must-watch.

farming, csa, raw milk, sustainable, start a farm, grassfed, pasture rotation, intense rotational grazing, how to farm, hobby farmer, homesteading, joel salatin, polyface, women who farm, charlotte smith

Not only is Joel America’s most famous farmer (yes, that’s a thing) he’s a prolific author and teacher who’s taught more farmers how to farm through his books and mentorship program than anyone I know.

While marketing and sales are not often part of a farmer’s skill set, they’d better be –  or, if you’re just not going there, listen to Joel’s innovative ideas about leveraging your marketing to get the most bang for your buck.

Gems To Look Out For

In this video watch and listen for these gems:

  • How do farmer’s markets fit into your marketing plan.
  • After talking with hundreds of farmers around the world Joel has intuited the ideal formula for you to make a profit on a small farm.  Find out how many chickens, beef cows, eggs and pigs will bring you sustainablility.
  • Our enlightening discussion on raising vegetables vs. animals.
  • Learn the 4 activities you can do at the start to ensure your success.
  • Farm challenges require creativity and flexibility – what are 3 things you can do to strengthen that skill set in yourself?

Get the Free Workbook

Studies show you learn more & it stays with you longer when you engage with a video like this especially – so be sure to download the workbook and follow along for the most benefit and to transform your marketing.

I was the one holding the conversation and yet I’ve still listened to it many more times while editing this and making notes for you. I learn something new that is transforming my farm each time I go through it!! So I hope you’ll watch it more than once for the best results!

You won’t want to miss this…

One last resource I want to make sure you’re aware of – our private Facebook Group for farmers is thriving and so many people are sharing ideas, resources and practices to help us all be sustainable and profitable.

Would LOVE to see you in there  (click here to join)  so we can turn around this appalling failure rate!!

Most of all, enjoy this video and know how important your work is in the world, and therefore, how important it is that you thrive!

Leave a comment below this video – what is your biggest takeaway?  What one action will you incorporate now to start making your marketing more effective?

When you comment you inspire thousands of other great farming souls who will be grateful you shared.

Talk soon –


{ 10 comments… add one }
  • jojo October 24, 2016, 9:38 pm

    i walked away from all green markets. now I go to smaller and shorter events. some are just once a year. Easier. or only go to ones that are 3 hours. And just love Joel’s little nuggets of information. “can’t google experience”… 🙂 Though, i wonder when he said 50% of every food dollar goes to animal protein what did he mean by that? That every dollar gained .50 cents goes back to animal? if so, i’m thinking its more for dairy and more for concentrated operations that don’t have large pasture ability to offset costs.

    One other thing i’m curious about is how do you all shut down for the season. and how do you plan for this. ie. goats rest for kidding again. winter stops produce production. etc. Lastly, certain states can’t discuss certain things. In marketing it would be easier to expound on the benefits of the milk. Can’t. as its for pet food.

    • Charlotte October 24, 2016, 10:45 pm

      Hi JoJo – thanks for your comment!

      What Joel means is for every dollar a consumer spends in the store, 50% goes to animals proteins such as meat, eggs, dairy, 25% to veg/fruit, 25% to other.

      I see you joined the private FB group and that’s the perfect spot to ask your other question of how we all shut down for the winter. Everyone does it differently. I teach you how to market through the winter, though, in spite of not selling.

      Good luck to you and see you in the group!!

  • Anna October 25, 2016, 1:10 am

    Haha! So Joel says that as a produce grower, I’m just moving water. Yep, it definitely feels like it when I’m lugging buckets of pickling cucumbers. But shhhhh- don’t tell my customers they’re just buying water from me!

    • Charlotte October 25, 2016, 1:14 am

      Thought of you when he said that! Interesting concept I hadn’t thought of. You’re growing water!!

  • Jah October 25, 2016, 1:25 am

    gr8 talk

    • Charlotte October 25, 2016, 1:36 am

      Thanks for commenting, Jaret!

  • Christine Senter October 25, 2016, 11:10 am

    Love the conversation! So much wisdom and knowledge, and he’s so willing to share!

    Together with how the food budget is allocated, and suggestions on where to find your tribe, it was an eye opener to hear that it takes 3 to 5 years to make the farm profitable! Very useful knowledge as we transition into ranching from the corporate world.

    Thanks for sharing the interview!

  • Gil Fisher October 25, 2016, 3:05 pm

    Thank you, I enjoyed the interview. I have become more malleable! Always enjoy listening to Joel.

  • Sean Govan January 19, 2019, 4:53 am

    Joel mentions selling to restaurants. How do you get restaurants to pay you the price you need to survive?

    • Charlotte January 20, 2019, 11:13 am

      Hi, Sean – most farmers are not large enough to warrant selling at wholesale cost to restaurants.

      If you scale to a certain size, though, that can definitely work. Restaurants do expect low cost, too, because their profit margins are small.

      I’ve not found farmers who can successfully and sustainably sell to restaurants. They make a sacrifice at first to sell low cost, thinking it will sell more of their product, but pretty soon they face the fact that it’s not a financially viable way to make a living.

      So getting the price you need to survive may not be possible, in my experience working with thousands of farmers.

      That’s why I teach relationship-based marketing & selling direct to your loyal customers. When you build that deep relationship, they’ll gladly pay the price you need. Those people are ready and waiting to support you – learn how to find them and connect with them.

      Best of luck!


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