From The Fields: Preparing for Q4 – More Than Just Harvest

By Matthew Hartmann

In my first few years of ag banking, I found the fourth quarter to be an intimidating time of year. As fall approaches, the focus of our clients and prospects typically shifts to getting crops out of the ground. As we all know, harvest is demanding, and time is limited. Have you ever found yourself trying to understand how to continue to add value to your clients and prospects without adding pressure during an already busy time?

I’ve been blessed to have some wonderful mentors in my life that have challenged me to find solutions to problems (both inherited and self-inflicted), while providing their unique perspectives during the process. As a result, I’ve come to find that this job doesn’t stop at understanding your client’s financial metrics. It’s about understanding the challenges (and opportunities) producers are facing and providing your perspective on possible solutions. It’s about building trust and showing them that you have a vested interest in their success.

I now view the fourth quarter as an opportunity to begin the next fiscal year strong. Harvest continues to be a key focus, as it should. However, thoughtful, well-timed conversations both during harvest and post-harvest can help avoid last-minute decisions later. Whether it’s exploring capital investments, reviewing succession plans, or running a few “what-if” scenarios based on current market conditions, starting early can provide room to think clearly and plan intentionally.

So as harvest continues, consider carving out time to ask a few thoughtful questions. Not every conversation needs to be formal or complex. Sometimes, simply being present and asking, “What’s on your mind as you look toward year-end?” can open the door to valuable insights, stronger relationships and trust that extends beyond the next loan renewal.

 

 

Hartmann is vice president – agricultural banking at BMO Bank, N.A. in Menomonee Falls. Hartmann also currently serves on the WBA Agricultural Bankers Section Board of Directors.