Producers looking to expand business in the dynamically shifting agribusiness sector would do well to do more “business on a handshake,” says Cameron Hallows, a producer for Leavitt Group brokerage Okerlund, Sorenson & Leavitt.
Based in Richfield, Utah, Hallows has an extensive background in trucking, cattle and farm equipment that he says helps him connect with potential clients in agriculturally dominated southern Utah.
More than understanding the ins and outs of ranch and cattle operation, however, Hallows said it’s his ability to connect with clients on a one-on-one basis that has influenced his success since joining the competitive industry in November.
“In agriculture, I learned that if you can speak their language and get on their level, they’ll let you in the door a lot sooner than if you show up in a pair of slacks and a tie say you want to sell them some insurance,” Hallows said. “If you can’t talk their talk, they’ll ignore you and walk away.”
Part of “talking their talk” involves understanding the complex nature of agribusiness insurance, which is not your “typical mainstreet business,” Hallows added.
“There’s a lot of different things that go on from a dairy operation to a turkey operation to a cow operation. It could be three whole different ballparks,” he said. “As far as livestock goes, there are some insurance companies that won’t even cover a poultry farm because of the high mortality rates, so you have to be able to find a very specific market for a turkey operation.”
Thanks to Hallows’ experience in the agribusiness sector, he has also been able to identify the growing hay and cattle markets as potential growth areas for Okerson, Sorenson & Leavitt.
However, at the end of the day, the most enjoyable aspect of Hallows’ work—and where he sees the most success—is connecting with his clients as an equal rather than a salesman with an agenda.
“There’s a lot of ‘good ol’ boy’ mentality among my clients,” he added. “I can do a lot of business on a handshake, and I like that.”
