1 00:00:01,360 --> 00:00:04,000 coming up. 2 00:00:02,320 --> 00:00:07,279 So, if I think there's going to be 3 00:00:04,000 --> 00:00:08,400 enough deduct there that you would be 4 00:00:07,279 --> 00:00:09,679 better off selling them in a different 5 00:00:08,400 --> 00:00:11,280 way and it'll put more money in your 6 00:00:09,679 --> 00:00:12,559 pocket, I'm going to tell you that. I'm 7 00:00:11,280 --> 00:00:14,400 not just going to tell you to sell the 8 00:00:12,559 --> 00:00:16,480 cattle with me because I want to make 9 00:00:14,400 --> 00:00:18,000 the commission. Now, we we do need to 10 00:00:16,480 --> 00:00:20,000 grow and we do need to get bigger, but 11 00:00:18,000 --> 00:00:22,080 if I'm not doing what's best for you, I 12 00:00:20,000 --> 00:00:24,240 I don't have a chance to keep you. It 13 00:00:22,080 --> 00:00:25,920 takes a person with integrity to to work 14 00:00:24,240 --> 00:00:27,760 both sides of it. You can't just be all 15 00:00:25,920 --> 00:00:29,039 seller or all buyer. you got to be right 16 00:00:27,760 --> 00:00:30,960 there in the middle and do what's right 17 00:00:29,039 --> 00:00:33,840 for both. And our buyer base, too. I 18 00:00:30,960 --> 00:00:35,760 mean, they're they're they've been very 19 00:00:33,840 --> 00:00:38,000 very supportive from day one. I mean, 20 00:00:35,760 --> 00:00:40,079 there's a there's a key group of them 21 00:00:38,000 --> 00:00:42,079 guys that when when we did make the 22 00:00:40,079 --> 00:00:44,559 transition and decided to go this way 23 00:00:42,079 --> 00:00:46,079 and build a new company, I I didn't know 24 00:00:44,559 --> 00:00:47,360 there was that much of an outpour. I 25 00:00:46,079 --> 00:00:49,600 mean, they were they were behind it 26 00:00:47,360 --> 00:00:51,039 100%. They wanted it done right. 27 00:00:49,600 --> 00:00:53,120 That's right around the corner on the 28 00:00:51,039 --> 00:00:56,399 live a ranch and livestock marketing we 29 00:00:53,120 --> 00:00:58,160 live at podcast. But first, a reminder. 30 00:00:56,399 --> 00:01:00,559 If it's time to sell your cattle, 31 00:00:58,160 --> 00:01:02,160 consign your cattle with Liveag. Our 32 00:01:00,559 --> 00:01:05,360 summer auction schedule is on your 33 00:01:02,160 --> 00:01:07,119 screen and available at live-ag.com. 34 00:01:05,360 --> 00:01:09,280 Consign your cattle now and take 35 00:01:07,119 --> 00:01:11,760 advantage of Live A's generations of 36 00:01:09,280 --> 00:01:14,240 experience in livestock marketing. Now, 37 00:01:11,760 --> 00:01:16,159 here's your hosts, Tid Cordova and Casey 38 00:01:14,240 --> 00:01:18,400 Mabry. Welcome back to the We Live It 39 00:01:16,159 --> 00:01:20,720 podcast with your host Casey Mabry and 40 00:01:18,400 --> 00:01:23,520 Tai de Cordova. Uh today we wanted to 41 00:01:20,720 --> 00:01:24,640 spend some time uh more educational time 42 00:01:23,520 --> 00:01:26,799 kind of talking about through the 43 00:01:24,640 --> 00:01:29,280 process and that uh what we wanted to 44 00:01:26,799 --> 00:01:31,600 start off with here is uh going through 45 00:01:29,280 --> 00:01:33,520 um how the auctions work. Uh say you're 46 00:01:31,600 --> 00:01:35,040 a producer and you wanted to start uh 47 00:01:33,520 --> 00:01:37,280 merchandising your cattle on your 48 00:01:35,040 --> 00:01:38,960 auctions. Um what are some things that 49 00:01:37,280 --> 00:01:41,040 uh somebody needs to look for? 50 00:01:38,960 --> 00:01:43,759 You know, we start off by finding us at 51 00:01:41,040 --> 00:01:46,560 our website which is live-ag.com. 52 00:01:43,759 --> 00:01:48,159 Um, and on our website, we have a a reps 53 00:01:46,560 --> 00:01:50,479 page that that'll give a list of our 54 00:01:48,159 --> 00:01:52,399 reps in your area. Um, I would kind of 55 00:01:50,479 --> 00:01:55,040 start there. Uh, I think at the bottom 56 00:01:52,399 --> 00:01:57,040 of the page, you can also submit some uh 57 00:01:55,040 --> 00:01:58,719 some phone numbers and some contact 58 00:01:57,040 --> 00:02:00,960 information if you want us to reach out 59 00:01:58,719 --> 00:02:02,719 to you, which we would love to do. um 60 00:02:00,960 --> 00:02:04,399 just just fill that out and it would 61 00:02:02,719 --> 00:02:06,079 come to the the internal team and we'll 62 00:02:04,399 --> 00:02:08,000 kind of get it to the right people or 63 00:02:06,079 --> 00:02:09,200 either that or either myself or one of 64 00:02:08,000 --> 00:02:11,120 the guys in the office will reach out 65 00:02:09,200 --> 00:02:12,800 and kind of fill out who who would be 66 00:02:11,120 --> 00:02:15,200 the best fit for you where you're at and 67 00:02:12,800 --> 00:02:16,720 where your cattle are located cuz some 68 00:02:15,200 --> 00:02:18,640 of that stuff the cattle are located in 69 00:02:16,720 --> 00:02:20,480 one spot and then then the customers in 70 00:02:18,640 --> 00:02:22,800 another and we want to make sure we get 71 00:02:20,480 --> 00:02:24,879 the right person to you. So, best part 72 00:02:22,800 --> 00:02:26,640 best spot to start is would at 73 00:02:24,879 --> 00:02:29,120 live-ag.com 74 00:02:26,640 --> 00:02:30,480 and uh just just search there and if you 75 00:02:29,120 --> 00:02:33,040 want to call if you'd rather talk to 76 00:02:30,480 --> 00:02:35,680 somebody, there is an 800 number there 77 00:02:33,040 --> 00:02:37,760 uh for the office, I believe. Um if 78 00:02:35,680 --> 00:02:40,160 there's not after this episode, Katie 79 00:02:37,760 --> 00:02:42,160 will get an 800 number up on the website 80 00:02:40,160 --> 00:02:44,000 to where people can reach out. It might 81 00:02:42,160 --> 00:02:45,360 not be 800 number, 817 number. I'm 82 00:02:44,000 --> 00:02:47,519 trying to get fact checked back here 83 00:02:45,360 --> 00:02:49,760 real quick. But that would be the best 84 00:02:47,519 --> 00:02:51,440 process is to go through that procedure. 85 00:02:49,760 --> 00:02:53,680 And we have do we do have a great team 86 00:02:51,440 --> 00:02:55,280 of reps out there to that that are 87 00:02:53,680 --> 00:02:57,280 scattered across the country to service 88 00:02:55,280 --> 00:02:58,319 you. Um and the process is pretty 89 00:02:57,280 --> 00:03:00,239 seamless. 90 00:02:58,319 --> 00:03:01,599 Yeah. So, uh probably geographically 91 00:03:00,239 --> 00:03:03,840 driven is probably the biggest thing 92 00:03:01,599 --> 00:03:05,440 there. So, um let's say I reach out to 93 00:03:03,840 --> 00:03:07,040 one of your reps kind of to walk me 94 00:03:05,440 --> 00:03:08,560 through the process of how that works. 95 00:03:07,040 --> 00:03:09,920 Okay. They'll reach you'll reach out to 96 00:03:08,560 --> 00:03:11,920 them. They'll they'll kind of ask a few 97 00:03:09,920 --> 00:03:13,200 questions before they come kind of what 98 00:03:11,920 --> 00:03:15,120 you're looking at selling whether it's a 99 00:03:13,200 --> 00:03:17,280 calf operations, whether it's a yearling 100 00:03:15,120 --> 00:03:19,680 operation or whether it's breadtock or 101 00:03:17,280 --> 00:03:21,040 or what what it is you want to sell. And 102 00:03:19,680 --> 00:03:22,560 then they they'll probably go through a 103 00:03:21,040 --> 00:03:24,560 few more questions. Okay, how many you 104 00:03:22,560 --> 00:03:26,879 have? What's that look like? Cuz we do 105 00:03:24,560 --> 00:03:29,200 get a few calls that that that don't fit 106 00:03:26,879 --> 00:03:30,720 our model. And I mean there's there's 107 00:03:29,200 --> 00:03:32,480 there's places for everything to be 108 00:03:30,720 --> 00:03:34,159 sold. And there's sometimes we do get 109 00:03:32,480 --> 00:03:36,560 phone calls where they just we can't 110 00:03:34,159 --> 00:03:38,239 help them. Um and we the last thing we 111 00:03:36,560 --> 00:03:40,000 want to do is waste their time. So, what 112 00:03:38,239 --> 00:03:42,239 what we do on those people is tell them, 113 00:03:40,000 --> 00:03:44,640 "Okay, this is what you'll need to do to 114 00:03:42,239 --> 00:03:46,000 to come to come and sell through us. 115 00:03:44,640 --> 00:03:47,519 Once you get there, we'd love to help 116 00:03:46,000 --> 00:03:48,959 you. Or if you'd like help getting 117 00:03:47,519 --> 00:03:51,680 there, we can give you some 118 00:03:48,959 --> 00:03:53,519 suggestions." And and our job as a rep 119 00:03:51,680 --> 00:03:56,560 is to make whoever we talk to 120 00:03:53,519 --> 00:03:59,599 profitable, make their make their 121 00:03:56,560 --> 00:04:01,040 organization or their outfit, make it to 122 00:03:59,599 --> 00:04:02,640 get the most value out of whatever 123 00:04:01,040 --> 00:04:05,840 they're offering. So that's that's the 124 00:04:02,640 --> 00:04:08,080 first job of a rep is to to visualize 125 00:04:05,840 --> 00:04:10,239 and assess what they have and and what 126 00:04:08,080 --> 00:04:11,599 is the next plan of action and to ask 127 00:04:10,239 --> 00:04:13,680 them how they've been doing it. What 128 00:04:11,599 --> 00:04:16,479 have you been doing? And also we get 129 00:04:13,680 --> 00:04:18,079 into some of that too and and I'm as 130 00:04:16,479 --> 00:04:20,000 honest as I can be with those people 131 00:04:18,079 --> 00:04:21,359 when I do go through those steps. If if 132 00:04:20,000 --> 00:04:23,280 they're doing something and I don't 133 00:04:21,359 --> 00:04:25,600 think I can 134 00:04:23,280 --> 00:04:27,360 elevate them to another level, I I tell 135 00:04:25,600 --> 00:04:29,759 them, "Look guys, what you're doing is 136 00:04:27,360 --> 00:04:32,080 working. Unless you just want to change, 137 00:04:29,759 --> 00:04:33,360 I I can't I can't benefit you no more. I 138 00:04:32,080 --> 00:04:35,360 love to sell your cattle for you. I'd 139 00:04:33,360 --> 00:04:36,639 love to help you. But unless you just 140 00:04:35,360 --> 00:04:38,960 want to change, what you're doing right 141 00:04:36,639 --> 00:04:41,120 now is perfect. It It fits your It fits 142 00:04:38,960 --> 00:04:43,040 your outfit. It fits your program. But 143 00:04:41,120 --> 00:04:45,520 then we then we can get into some other 144 00:04:43,040 --> 00:04:46,880 things about okay, once we do go to 145 00:04:45,520 --> 00:04:48,880 selling our cattle, then we can advise 146 00:04:46,880 --> 00:04:50,639 them on if it's a cow cal operation. 147 00:04:48,880 --> 00:04:52,240 Okay. Well, they they'll ask us 148 00:04:50,639 --> 00:04:54,720 typically, okay, what do we what can we 149 00:04:52,240 --> 00:04:56,160 do to make it better? We can we can 150 00:04:54,720 --> 00:04:57,680 concentrate on genetics, you know, 151 00:04:56,160 --> 00:04:59,840 through our purebred operation. And we 152 00:04:57,680 --> 00:05:02,639 can concentrate on back pro programs. We 153 00:04:59,840 --> 00:05:05,040 can concentrate on on uh third party 154 00:05:02,639 --> 00:05:08,639 verifications whether it's through imi 155 00:05:05,040 --> 00:05:10,320 global or earth claims or and then a 156 00:05:08,639 --> 00:05:13,600 mineral program like through vatifirm 157 00:05:10,320 --> 00:05:15,280 and some of that stuff where we can add 158 00:05:13,600 --> 00:05:17,600 value through different programs that we 159 00:05:15,280 --> 00:05:19,120 can do. Genetics is a big one. I mean, 160 00:05:17,600 --> 00:05:21,680 getting getting the right genetics in 161 00:05:19,120 --> 00:05:23,199 your herd and and breeding your cows to 162 00:05:21,680 --> 00:05:24,720 the right type of bulls to make the 163 00:05:23,199 --> 00:05:26,560 right type of cross or the right type of 164 00:05:24,720 --> 00:05:28,240 purebred, however you want to do it, and 165 00:05:26,560 --> 00:05:29,919 where you're located and what region of 166 00:05:28,240 --> 00:05:31,520 the country you're located in. That 167 00:05:29,919 --> 00:05:33,360 makes a big difference on on how your 168 00:05:31,520 --> 00:05:35,759 cattle sell and what they bring. and 169 00:05:33,360 --> 00:05:37,360 breeding seasons. I mean, the times when 170 00:05:35,759 --> 00:05:38,880 the cattle come out, the times when they 171 00:05:37,360 --> 00:05:40,240 come off, how big they are, when you're 172 00:05:38,880 --> 00:05:42,240 going to sell them, what what program 173 00:05:40,240 --> 00:05:44,479 fit, what slot they fit, and when their 174 00:05:42,240 --> 00:05:46,320 in-game is, and all that matters, and 175 00:05:44,479 --> 00:05:48,479 and that's something the rep is 176 00:05:46,320 --> 00:05:51,280 knowledgeable of and can go out and and 177 00:05:48,479 --> 00:05:52,639 be with the customer and inform them. 178 00:05:51,280 --> 00:05:54,560 Moving livestock isn't just about 179 00:05:52,639 --> 00:05:56,000 getting animals from point A to point B. 180 00:05:54,560 --> 00:05:57,360 It's about doing it with the care and 181 00:05:56,000 --> 00:06:00,000 precision that keeps your investment 182 00:05:57,360 --> 00:06:01,280 safe and sound. Since 1987, Agar 183 00:06:00,000 --> 00:06:02,960 Transportation has been the name that 184 00:06:01,280 --> 00:06:04,880 ranchers across the country trust with 185 00:06:02,960 --> 00:06:06,560 their herds. Their experienced drivers 186 00:06:04,880 --> 00:06:08,319 understand that your livestock is your 187 00:06:06,560 --> 00:06:09,919 livelihood, and they trust each load 188 00:06:08,319 --> 00:06:11,919 like it's their own. I've personally 189 00:06:09,919 --> 00:06:13,360 used AAR to move my own livestock, and I 190 00:06:11,919 --> 00:06:14,960 can tell you, nobody takes better care 191 00:06:13,360 --> 00:06:16,240 of your animals on the road. Whether 192 00:06:14,960 --> 00:06:17,840 you're moving her bulls or a full 193 00:06:16,240 --> 00:06:19,680 truckload of cavs, give AAR 194 00:06:17,840 --> 00:06:22,680 Transportation a call today. That's 195 00:06:19,680 --> 00:06:22,680 208-4525011 196 00:06:22,880 --> 00:06:27,520 or visit Agar Transportation.com for a 197 00:06:25,360 --> 00:06:29,840 quick quote. Agar Transportation, moving 198 00:06:27,520 --> 00:06:31,280 your cattle with care since 1987. 199 00:06:29,840 --> 00:06:32,720 Yeah. I think about all the different 200 00:06:31,280 --> 00:06:34,080 things that are in the industry and all 201 00:06:32,720 --> 00:06:35,120 the value propositions that are out 202 00:06:34,080 --> 00:06:36,639 there. You know, you got breed 203 00:06:35,120 --> 00:06:37,919 character, you got, you know, all the 204 00:06:36,639 --> 00:06:40,160 different program types. You talk about 205 00:06:37,919 --> 00:06:41,600 NHTC, so the non hormone cattle, all 206 00:06:40,160 --> 00:06:43,039 naturals, all that stuff. I mean, you 207 00:06:41,600 --> 00:06:45,199 guys do a pretty good job or a really 208 00:06:43,039 --> 00:06:47,360 good job of Alex explaining that and 209 00:06:45,199 --> 00:06:50,400 also bringing uh those producers in 210 00:06:47,360 --> 00:06:51,840 there. So, um explain to me. So, so 211 00:06:50,400 --> 00:06:52,960 there's probably some customers out 212 00:06:51,840 --> 00:06:57,600 there that are probably listening to 213 00:06:52,960 --> 00:06:59,520 this and so um what is what what is the 214 00:06:57,600 --> 00:07:02,400 ideal and I imagine there's lots of 215 00:06:59,520 --> 00:07:04,400 variation in ideal um what's the minimum 216 00:07:02,400 --> 00:07:06,720 size. What's the ideal scenario for 217 00:07:04,400 --> 00:07:08,000 somebody that's interested uh in putting 218 00:07:06,720 --> 00:07:10,720 cattle on a video? 219 00:07:08,000 --> 00:07:12,960 We sell load lots. I mean, so the what 220 00:07:10,720 --> 00:07:15,440 what I look at it is and we sell split 221 00:07:12,960 --> 00:07:18,080 loads to make load lots, too. Um, the 222 00:07:15,440 --> 00:07:19,599 way I look at that is 223 00:07:18,080 --> 00:07:21,120 are you willing to give up, if you're 224 00:07:19,599 --> 00:07:22,479 going to just sell 40,000 pounds of 225 00:07:21,120 --> 00:07:23,919 cattle, are you willing to give up that 226 00:07:22,479 --> 00:07:26,080 so much of a freight adjustment or 227 00:07:23,919 --> 00:07:27,840 adjust the freight to 48,000 and and see 228 00:07:26,080 --> 00:07:30,720 what that looked like and and how that 229 00:07:27,840 --> 00:07:33,280 evaluate that dollar evaluates back into 230 00:07:30,720 --> 00:07:36,880 your bottom line. So, if I think there's 231 00:07:33,280 --> 00:07:38,240 going to be enough deduct there that you 232 00:07:36,880 --> 00:07:39,280 would be better off selling them in a 233 00:07:38,240 --> 00:07:40,560 different way and it'll put more money 234 00:07:39,280 --> 00:07:42,160 in your pocket, I'm going to tell you 235 00:07:40,560 --> 00:07:44,080 that. I'm not just going to tell you to 236 00:07:42,160 --> 00:07:46,160 sell the cattle with me because I want 237 00:07:44,080 --> 00:07:47,360 to make the commission. Now, we we do 238 00:07:46,160 --> 00:07:49,039 need to grow and we do need to get 239 00:07:47,360 --> 00:07:51,280 bigger, but if I'm not doing what's best 240 00:07:49,039 --> 00:07:54,000 for you, I I don't have a chance to keep 241 00:07:51,280 --> 00:07:57,280 you. So, if if I can give you the right 242 00:07:54,000 --> 00:08:00,400 kind of advice to to make your bottom 243 00:07:57,280 --> 00:08:02,639 dollar bigger, one day when you do have 244 00:08:00,400 --> 00:08:03,759 45 or 48,000 lbs of cattle, you're going 245 00:08:02,639 --> 00:08:05,520 to remember that and you're going to 246 00:08:03,759 --> 00:08:07,199 come back to me and we're going to talk 247 00:08:05,520 --> 00:08:08,800 again and then we're going to sell them 248 00:08:07,199 --> 00:08:11,120 and then we can make your bottom dollar 249 00:08:08,800 --> 00:08:12,479 even more. So that that's kind of how I 250 00:08:11,120 --> 00:08:14,000 look at it. We try to stick with load 251 00:08:12,479 --> 00:08:16,479 lots of cattle, but we do sell short 252 00:08:14,000 --> 00:08:17,759 loads and we do we we co-ingle some 253 00:08:16,479 --> 00:08:19,599 cattle with some neighbors and stuff 254 00:08:17,759 --> 00:08:21,199 like that. That's another thing that a 255 00:08:19,599 --> 00:08:23,360 rep can get in the little area and do a 256 00:08:21,199 --> 00:08:25,680 little co-ingle deal with several other 257 00:08:23,360 --> 00:08:27,520 smaller ranchers in that area. So 258 00:08:25,680 --> 00:08:28,879 yeah, and kind of at least put them on 259 00:08:27,520 --> 00:08:29,520 the same sail to where it kind of gets 260 00:08:28,879 --> 00:08:30,879 it there. 261 00:08:29,520 --> 00:08:32,000 Sell them lot by lot and say, "Hey guys, 262 00:08:30,879 --> 00:08:34,159 you've tied these [ __ ] together. We'll 263 00:08:32,000 --> 00:08:35,839 put them on truck together." Yeah. 264 00:08:34,159 --> 00:08:37,279 Yeah. So the the thing that I've 265 00:08:35,839 --> 00:08:39,039 probably heard a lot of when I've worked 266 00:08:37,279 --> 00:08:40,959 with, you know, smaller producers out 267 00:08:39,039 --> 00:08:42,719 there or even bigger producers is and 268 00:08:40,959 --> 00:08:44,320 they've traditionally gone to, you know, 269 00:08:42,719 --> 00:08:45,760 one marketing style, whether they're 270 00:08:44,320 --> 00:08:48,000 calling and selling the cattle private 271 00:08:45,760 --> 00:08:50,320 treaty or they're putting the cattle uh 272 00:08:48,000 --> 00:08:51,839 through an auction barn down the road. 273 00:08:50,320 --> 00:08:53,920 You know, what are some advantages to 274 00:08:51,839 --> 00:08:54,640 those guys by using something like live 275 00:08:53,920 --> 00:08:58,320 egg? 276 00:08:54,640 --> 00:09:00,880 Well, way I focused on it is is stress. 277 00:08:58,320 --> 00:09:02,000 A lot of the stress is less if you're 278 00:09:00,880 --> 00:09:05,440 just selling them straight off the 279 00:09:02,000 --> 00:09:07,440 ranch. Um, so versus a sale barn, you 280 00:09:05,440 --> 00:09:09,440 got a lot lot less handling with them. 281 00:09:07,440 --> 00:09:12,080 Um, and versus a private treaty 282 00:09:09,440 --> 00:09:13,519 transaction, well, you get two or three 283 00:09:12,080 --> 00:09:14,959 guys bidding on those cattle in those 284 00:09:13,519 --> 00:09:18,399 private treaty deals where we can have 285 00:09:14,959 --> 00:09:20,959 anywhere from 15 to 20 at one time 286 00:09:18,399 --> 00:09:23,440 looking at your cattle. So, we're we're 287 00:09:20,959 --> 00:09:24,800 broadening your buyer base too on on the 288 00:09:23,440 --> 00:09:26,720 guys that are doing the private treaty 289 00:09:24,800 --> 00:09:28,160 deal. The guys that go in the cell barn, 290 00:09:26,720 --> 00:09:29,200 you know, we do shrink the cattle on the 291 00:09:28,160 --> 00:09:30,640 ground or shrink the cattle on the 292 00:09:29,200 --> 00:09:33,440 truck. There is a little shrink involved 293 00:09:30,640 --> 00:09:34,800 in it, but time after time you can check 294 00:09:33,440 --> 00:09:36,560 those shrinks and you go to the sale 295 00:09:34,800 --> 00:09:37,839 barn and that shrink will be be quite a 296 00:09:36,560 --> 00:09:40,080 bit better just coming right off the 297 00:09:37,839 --> 00:09:41,680 ranch. And at in the endgame where they 298 00:09:40,080 --> 00:09:44,080 get to I have certain customers, certain 299 00:09:41,680 --> 00:09:45,680 buyer base that, you know that they're 300 00:09:44,080 --> 00:09:47,360 at the point now that they want nothing 301 00:09:45,680 --> 00:09:49,600 but off the ranch because the health's 302 00:09:47,360 --> 00:09:51,200 better. It just helps all the way 303 00:09:49,600 --> 00:09:53,200 through because their health program 304 00:09:51,200 --> 00:09:54,720 stays better. They can afford to give a 305 00:09:53,200 --> 00:09:55,920 little bit more upfront because they 306 00:09:54,720 --> 00:09:57,839 don't have to put near as much in them 307 00:09:55,920 --> 00:09:59,200 to them on the back side. I got one 308 00:09:57,839 --> 00:10:02,080 customer that won't even buy one out of 309 00:09:59,200 --> 00:10:04,320 a cell. And that coming from a previous 310 00:10:02,080 --> 00:10:06,240 sale bar owner. I mean, we we own barn, 311 00:10:04,320 --> 00:10:08,720 we sold on video, we we've done it all. 312 00:10:06,240 --> 00:10:10,160 And there's a spot for all of it. Yeah. 313 00:10:08,720 --> 00:10:11,600 Looking to earn a premium for doing 314 00:10:10,160 --> 00:10:13,600 things right. At Earth Claims, we 315 00:10:11,600 --> 00:10:15,279 provide private thirdparty verification 316 00:10:13,600 --> 00:10:17,040 services trusted by ranchers and 317 00:10:15,279 --> 00:10:18,959 preferred by retailers. We offer the 318 00:10:17,040 --> 00:10:21,120 original animal welfare program, Global 319 00:10:18,959 --> 00:10:23,279 Animal Partnership, also known as GAP. 320 00:10:21,120 --> 00:10:24,880 And now we've added NHTC and verified 321 00:10:23,279 --> 00:10:26,720 natural to provide the best third party 322 00:10:24,880 --> 00:10:28,959 bundle in the business today. Plus, 323 00:10:26,720 --> 00:10:31,040 Earth Claims offers grass-fed and 324 00:10:28,959 --> 00:10:33,279 organic programs to propel your access 325 00:10:31,040 --> 00:10:35,360 into the top markets and best prices. 326 00:10:33,279 --> 00:10:37,279 Our team has over 200 years of combined 327 00:10:35,360 --> 00:10:38,720 experience in animal husbandry, and we 328 00:10:37,279 --> 00:10:40,720 understand the ins and outs of your 329 00:10:38,720 --> 00:10:44,600 operation because we've lived it, too. 330 00:10:40,720 --> 00:10:44,600 Call us today at 816-65220004 331 00:10:44,880 --> 00:10:49,040 or visit earthclaims.com to enroll your 332 00:10:47,200 --> 00:10:51,360 cattle and start earning more. Earth 333 00:10:49,040 --> 00:10:52,160 Claims, rancher trusted, retailer 334 00:10:51,360 --> 00:10:54,160 preferred. 335 00:10:52,160 --> 00:10:56,160 No, I I could see that. And I mean, say 336 00:10:54,160 --> 00:10:58,320 you're a smaller producer and you got, 337 00:10:56,160 --> 00:11:00,640 you know, 50 to 100 cows and they're 338 00:10:58,320 --> 00:11:02,800 cving windows extremely wide. So they're 339 00:11:00,640 --> 00:11:04,320 cving all year long. It's probably hard 340 00:11:02,800 --> 00:11:05,760 extremely hard to put a load lot 341 00:11:04,320 --> 00:11:07,920 together and having them consistent 342 00:11:05,760 --> 00:11:10,720 sizing and sexes and things like that. 343 00:11:07,920 --> 00:11:12,240 But um as far as uh as far as like some 344 00:11:10,720 --> 00:11:14,079 some things that I've heard producers 345 00:11:12,240 --> 00:11:17,360 say and kind of help me, you know, I 346 00:11:14,079 --> 00:11:19,440 guess mythbust if you will. Um you know, 347 00:11:17,360 --> 00:11:21,680 talk about the stress. I mean, and the 348 00:11:19,440 --> 00:11:23,360 and the shrink. So you mentioned shrink. 349 00:11:21,680 --> 00:11:25,760 Some people may may not even know what 350 00:11:23,360 --> 00:11:27,920 shrink is. Explain what that is. 351 00:11:25,760 --> 00:11:29,920 Well, it's like a calf crop for example. 352 00:11:27,920 --> 00:11:31,279 You strip them calves off them cows and 353 00:11:29,920 --> 00:11:32,800 you send them to a cell bar. They stand 354 00:11:31,279 --> 00:11:33,839 there for a day or a day and a half. 355 00:11:32,800 --> 00:11:36,399 They're going to lose quite a bit of 356 00:11:33,839 --> 00:11:37,440 weight. Uh in this instance on if you 357 00:11:36,399 --> 00:11:38,640 sell them to a video, you're going to 358 00:11:37,440 --> 00:11:40,160 strip them off that morning. They're 359 00:11:38,640 --> 00:11:41,200 going to go across a set of scales and 360 00:11:40,160 --> 00:11:43,200 they're going to be somebody else's 361 00:11:41,200 --> 00:11:44,720 property. I mean there there's not that 362 00:11:43,200 --> 00:11:45,279 big of a gap before they're weighed and 363 00:11:44,720 --> 00:11:47,120 sold. 364 00:11:45,279 --> 00:11:49,040 Yeah. So a lot of guys they they don't 365 00:11:47,120 --> 00:11:51,279 know what their shrink is, right? 366 00:11:49,040 --> 00:11:52,959 because they they they take the cattle, 367 00:11:51,279 --> 00:11:54,480 they gather them, they push them on a 368 00:11:52,959 --> 00:11:56,000 truck, they haul them to the sail barn. 369 00:11:54,480 --> 00:11:58,160 The only weight that they ever capture 370 00:11:56,000 --> 00:12:00,079 is what they sold the sold weight. 371 00:11:58,160 --> 00:12:02,079 Um, so they don't truly know how much 372 00:12:00,079 --> 00:12:03,600 the the the first weight was. No. 373 00:12:02,079 --> 00:12:05,519 Uh, we I've dealt with that a million 374 00:12:03,600 --> 00:12:07,360 times as far as trading fat cattle goes, 375 00:12:05,519 --> 00:12:08,800 where guys will sell cattle and not know 376 00:12:07,360 --> 00:12:10,800 what the shrink is, especially when you 377 00:12:08,800 --> 00:12:13,040 get into some other areas. It's not as 378 00:12:10,800 --> 00:12:14,480 prevalent now as what it used to be, but 379 00:12:13,040 --> 00:12:16,240 um, it's definitely something that guys 380 00:12:14,480 --> 00:12:19,040 got to look at. But you can't weigh the 381 00:12:16,240 --> 00:12:21,680 same cattle twice, um, if you will. uh 382 00:12:19,040 --> 00:12:23,279 you guys when you sell cattle uh to 383 00:12:21,680 --> 00:12:25,120 protect both parties, 384 00:12:23,279 --> 00:12:26,880 you put a shrink on the cattle when 385 00:12:25,120 --> 00:12:28,480 because everything's predetermined. The 386 00:12:26,880 --> 00:12:30,560 cat, you don't know necessarily what the 387 00:12:28,480 --> 00:12:32,160 weight is. So, another thing that I've 388 00:12:30,560 --> 00:12:34,399 heard people say is, you know, if I 389 00:12:32,160 --> 00:12:36,399 said, I mean, I I've recommended my some 390 00:12:34,399 --> 00:12:39,360 of my customers sell Catalon videos 391 00:12:36,399 --> 00:12:40,800 because what I do like um is the ability 392 00:12:39,360 --> 00:12:43,120 to determine when you're going to sell 393 00:12:40,800 --> 00:12:45,279 them timing wise, right? you know, you 394 00:12:43,120 --> 00:12:46,720 don't know if if I mean, this is 395 00:12:45,279 --> 00:12:49,920 honestly one of the things I think about 396 00:12:46,720 --> 00:12:50,800 a lot is um the the weather is you're 397 00:12:49,920 --> 00:12:52,160 not going to be worried about the 398 00:12:50,800 --> 00:12:53,200 weather that morning or you know, if 399 00:12:52,160 --> 00:12:54,800 you're going to be able to get trucks in 400 00:12:53,200 --> 00:12:56,720 and out that morning to do it. You kind 401 00:12:54,800 --> 00:12:59,839 of get more of a scheduled plan. 402 00:12:56,720 --> 00:13:01,839 Um but as far as uh as far as some of 403 00:12:59,839 --> 00:13:04,000 the predictability factors of one of the 404 00:13:01,839 --> 00:13:05,760 things that I've that I've had producers 405 00:13:04,000 --> 00:13:06,399 tell me is I don't know what they're 406 00:13:05,760 --> 00:13:06,959 going to weigh. 407 00:13:06,399 --> 00:13:08,560 Yeah. 408 00:13:06,959 --> 00:13:10,000 Um so you're going to put the cattle on 409 00:13:08,560 --> 00:13:11,519 the video, you're going to video the 410 00:13:10,000 --> 00:13:13,920 cattle ahead of time or whatever that 411 00:13:11,519 --> 00:13:16,480 is. So, kind of walk through. Um, a 412 00:13:13,920 --> 00:13:18,480 producer says, let's say I'm I'm I'm 413 00:13:16,480 --> 00:13:21,440 Casey and I say, "Ty, I want to sell, 414 00:13:18,480 --> 00:13:22,959 you know, a load of cattle on the video. 415 00:13:21,440 --> 00:13:24,480 I'm worried about what I, you know, 416 00:13:22,959 --> 00:13:25,680 predicting the weight of them because I 417 00:13:24,480 --> 00:13:28,160 want to make sure that we don't get into 418 00:13:25,680 --> 00:13:28,959 a buy there." Explain to me how we would 419 00:13:28,160 --> 00:13:31,040 go through that process. 420 00:13:28,959 --> 00:13:32,320 Well, my first question would be, where 421 00:13:31,040 --> 00:13:33,920 have you been selling them and how have 422 00:13:32,320 --> 00:13:36,639 you been if it's especially if it's calf 423 00:13:33,920 --> 00:13:38,880 producer? Okay. What typical time do you 424 00:13:36,639 --> 00:13:40,639 do you pull them off your cows and how 425 00:13:38,880 --> 00:13:42,320 have you been selling them? And a lot of 426 00:13:40,639 --> 00:13:44,560 them will have records. They just don't 427 00:13:42,320 --> 00:13:46,240 realize they can utilize those records. 428 00:13:44,560 --> 00:13:48,800 So they'll have past sale records for 429 00:13:46,240 --> 00:13:50,240 the last 5 years. So okay, well what did 430 00:13:48,800 --> 00:13:53,120 they weigh when you sold them the last 5 431 00:13:50,240 --> 00:13:55,040 years? Okay. Well, it varies. Well, 432 00:13:53,120 --> 00:13:57,199 yeah, cuz weather and droughts or or 433 00:13:55,040 --> 00:13:59,279 excessive rain or or perfect conditions, 434 00:13:57,199 --> 00:14:02,240 they all vary. But you can take an 435 00:13:59,279 --> 00:14:05,519 average and you can be within 25 35 lbs 436 00:14:02,240 --> 00:14:07,680 of that on a year-to-year basis. 437 00:14:05,519 --> 00:14:10,079 You can be that close if you do it all 438 00:14:07,680 --> 00:14:12,000 at the same time. And most guys do that 439 00:14:10,079 --> 00:14:14,079 have big enough cow calav operation. 440 00:14:12,000 --> 00:14:16,160 They they tend to ship their cattle at 441 00:14:14,079 --> 00:14:18,880 the same time around the same two weeks 442 00:14:16,160 --> 00:14:20,480 every year. So they have the ability to 443 00:14:18,880 --> 00:14:22,880 do that. They just don't know that they 444 00:14:20,480 --> 00:14:24,560 could look back and oh wait I can go to 445 00:14:22,880 --> 00:14:26,560 my sales receipt. I sent them I sent 446 00:14:24,560 --> 00:14:28,720 them to sale barns for the last 5 years 447 00:14:26,560 --> 00:14:30,560 at this barn for the that this time of 448 00:14:28,720 --> 00:14:31,920 year for last five or 10 years. Well, 449 00:14:30,560 --> 00:14:32,480 let's go get those receipts and look at 450 00:14:31,920 --> 00:14:33,760 it. 451 00:14:32,480 --> 00:14:34,959 Well, then what you got to do is you got 452 00:14:33,760 --> 00:14:36,800 to get them back and look at them and 453 00:14:34,959 --> 00:14:38,480 average them out and figure it all out. 454 00:14:36,800 --> 00:14:41,040 And it's it's not that complicated to 455 00:14:38,480 --> 00:14:43,519 get pretty close. I mean, and then on 456 00:14:41,040 --> 00:14:44,880 the set of yearlings, I mean, it's not 457 00:14:43,519 --> 00:14:46,560 hard to test weigh them unless you don't 458 00:14:44,880 --> 00:14:48,160 have the scales within 50 miles or 459 00:14:46,560 --> 00:14:49,440 something. But then you got these reps 460 00:14:48,160 --> 00:14:51,040 that are getting pretty good at being 461 00:14:49,440 --> 00:14:52,639 able to tell what one weigh and and 462 00:14:51,040 --> 00:14:53,760 predicting the kind of a gain on them 463 00:14:52,639 --> 00:14:54,880 and all that. So, 464 00:14:53,760 --> 00:14:56,399 so that's probably something that's 465 00:14:54,880 --> 00:14:57,839 super important. Uh, and I mean, you've 466 00:14:56,399 --> 00:14:59,440 been in this industry for a very, very 467 00:14:57,839 --> 00:15:00,639 long period of time. And I'm guessing 468 00:14:59,440 --> 00:15:02,639 you could probably get out there 469 00:15:00,639 --> 00:15:05,199 personally and, you know, probably nail 470 00:15:02,639 --> 00:15:07,120 these cattle pretty close on weight. Um, 471 00:15:05,199 --> 00:15:08,959 you know, one of the things that I 472 00:15:07,120 --> 00:15:10,560 struggle with in my business and I think 473 00:15:08,959 --> 00:15:12,480 lots of people struggle with in in their 474 00:15:10,560 --> 00:15:14,000 business is having the right people in 475 00:15:12,480 --> 00:15:15,839 place. So, you send a rep out there to 476 00:15:14,000 --> 00:15:17,600 look at the cattle. I mean, talk 477 00:15:15,839 --> 00:15:20,639 through, you know, your reps and who you 478 00:15:17,600 --> 00:15:23,279 guys use and um why you select for those 479 00:15:20,639 --> 00:15:25,440 reps uh to be able to to to gain the 480 00:15:23,279 --> 00:15:28,480 trust that you guys at Live A can 481 00:15:25,440 --> 00:15:30,000 deliver a very consistent um I guess 482 00:15:28,480 --> 00:15:32,000 product or service each and every time 483 00:15:30,000 --> 00:15:33,680 you guys do it. And and don't get me 484 00:15:32,000 --> 00:15:35,279 wrong, we we're going to run into we're 485 00:15:33,680 --> 00:15:37,120 going to run into issues where their 486 00:15:35,279 --> 00:15:38,959 weights are off. I mean, heck, we had 487 00:15:37,120 --> 00:15:41,040 several of them yesterday in a in a 488 00:15:38,959 --> 00:15:42,079 groyard situation and I'm like, how did 489 00:15:41,040 --> 00:15:43,760 we do this? 490 00:15:42,079 --> 00:15:45,040 You know, it happens. You're going to 491 00:15:43,760 --> 00:15:46,320 you're going to mess up. You're going to 492 00:15:45,040 --> 00:15:48,240 have some mistakes. It's how you fix 493 00:15:46,320 --> 00:15:50,399 them in the end, whether everybody comes 494 00:15:48,240 --> 00:15:52,800 back to the table or not. But as far as 495 00:15:50,399 --> 00:15:54,959 choosing reps, you know, pretty going to 496 00:15:52,800 --> 00:15:56,720 be pretty particular on who we do go out 497 00:15:54,959 --> 00:15:58,399 and select. I kind of mentioned this on 498 00:15:56,720 --> 00:16:00,800 some some other ones um some other 499 00:15:58,399 --> 00:16:02,240 podcasts before about you know we don't 500 00:16:00,800 --> 00:16:05,199 want to be the biggest we kind of want 501 00:16:02,240 --> 00:16:06,959 to be the best and that that goes back 502 00:16:05,199 --> 00:16:09,440 to selecting the right guys to do the 503 00:16:06,959 --> 00:16:12,079 right job that are representing live a 504 00:16:09,440 --> 00:16:14,959 out there so it that rep bill is kind of 505 00:16:12,079 --> 00:16:16,320 a unique unique job first and foremost 506 00:16:14,959 --> 00:16:17,839 you're representing your customer and 507 00:16:16,320 --> 00:16:19,759 you got to sell your customers cattle as 508 00:16:17,839 --> 00:16:22,160 high as you can make them mo the most 509 00:16:19,759 --> 00:16:24,800 you can make them bring your first job 510 00:16:22,160 --> 00:16:27,600 but after you get that done you got to 511 00:16:24,800 --> 00:16:30,399 transition to a buyer. So now you got to 512 00:16:27,600 --> 00:16:32,560 ship the cattle to fit a buyer spec on 513 00:16:30,399 --> 00:16:34,399 how you sold the cattle. So you got to 514 00:16:32,560 --> 00:16:36,800 make you you got there's a fine line you 515 00:16:34,399 --> 00:16:38,720 walk between seller and buyer there that 516 00:16:36,800 --> 00:16:40,639 it takes a it takes a person with 517 00:16:38,720 --> 00:16:42,320 integrity to to work both sides of it. 518 00:16:40,639 --> 00:16:43,759 You can't just be all seller or all 519 00:16:42,320 --> 00:16:45,199 buyer. You got to be right there in the 520 00:16:43,759 --> 00:16:47,600 middle and do what's right for both. 521 00:16:45,199 --> 00:16:48,959 Oh, I bet that's I mean it seems like 522 00:16:47,600 --> 00:16:50,639 it's probably a tough job. It's really 523 00:16:48,959 --> 00:16:53,440 not because honestly you're probably 524 00:16:50,639 --> 00:16:55,440 bringing together u making sure for for 525 00:16:53,440 --> 00:16:56,399 the producer he doesn't want to get a 526 00:16:55,440 --> 00:16:58,000 phone call back. 527 00:16:56,399 --> 00:16:59,600 He wants a fivestar review, you know, he 528 00:16:58,000 --> 00:17:01,360 wants to go to keep coming back and 529 00:16:59,600 --> 00:17:02,240 watch that person. Yes. Absolutely. 530 00:17:01,360 --> 00:17:04,880 Majority of them. 531 00:17:02,240 --> 00:17:06,640 Yeah. And so uh having that rep in place 532 00:17:04,880 --> 00:17:08,720 and having the trust and the foundation 533 00:17:06,640 --> 00:17:10,559 on both sides is probably uh probably 534 00:17:08,720 --> 00:17:11,839 the most key part of the whole deal and 535 00:17:10,559 --> 00:17:13,600 making sure that the glue is there. 536 00:17:11,839 --> 00:17:16,640 And our and our buyer base too. I mean 537 00:17:13,600 --> 00:17:18,480 they're they're they've been very very 538 00:17:16,640 --> 00:17:20,959 supportive from day one. I mean, there's 539 00:17:18,480 --> 00:17:23,199 a there's a key group of them guys that 540 00:17:20,959 --> 00:17:25,120 when when we did make the transition and 541 00:17:23,199 --> 00:17:27,439 it decided to go this way and build a 542 00:17:25,120 --> 00:17:28,880 new company, I I didn't know there was 543 00:17:27,439 --> 00:17:31,120 that much of an outpour. I mean, they 544 00:17:28,880 --> 00:17:34,160 were they were behind it 100%. But they 545 00:17:31,120 --> 00:17:35,760 wanted it done right. So, there there 546 00:17:34,160 --> 00:17:37,280 are some things that we're we're we're 547 00:17:35,760 --> 00:17:39,679 working on right now with our shrinks 548 00:17:37,280 --> 00:17:41,760 and our main things, our slides and our 549 00:17:39,679 --> 00:17:43,600 weight stops. I mean, you can look back 550 00:17:41,760 --> 00:17:45,360 in our in our cataloges the last couple 551 00:17:43,600 --> 00:17:47,039 of sales that we have a lot of cattle 552 00:17:45,360 --> 00:17:50,080 with weight stops on them and big 553 00:17:47,039 --> 00:17:52,080 slides. And that's we're pushing that 554 00:17:50,080 --> 00:17:53,840 because we're getting pushed to do that. 555 00:17:52,080 --> 00:17:55,520 We're seeing a we're seeing a premium 556 00:17:53,840 --> 00:17:57,440 for for them selling them with a weight 557 00:17:55,520 --> 00:17:59,039 stop and a big slide. We're starting 558 00:17:57,440 --> 00:18:00,480 seeing those premiums and you're 559 00:17:59,039 --> 00:18:02,160 starting to see those cattle that don't 560 00:18:00,480 --> 00:18:03,840 have them. They're wondering why they're 561 00:18:02,160 --> 00:18:06,400 not bringing as much as these are. Well, 562 00:18:03,840 --> 00:18:08,559 because they are given a weight slide, a 563 00:18:06,400 --> 00:18:12,559 weight stop and a big slide that this 564 00:18:08,559 --> 00:18:14,000 slide deal is at these levels is is 565 00:18:12,559 --> 00:18:15,919 let's talk about slide. Let's talk about 566 00:18:14,000 --> 00:18:18,320 slide for a minute. Explain in the most 567 00:18:15,919 --> 00:18:18,960 simple form that you can what a slide 568 00:18:18,320 --> 00:18:20,960 is. 569 00:18:18,960 --> 00:18:22,320 So, let's just remember this. We're 570 00:18:20,960 --> 00:18:23,840 probably talking to a producer that's 571 00:18:22,320 --> 00:18:25,760 sending cattle to sale barn. There's 572 00:18:23,840 --> 00:18:27,200 they just sell the cattle and they get a 573 00:18:25,760 --> 00:18:29,280 check back and a lot of them look at per 574 00:18:27,200 --> 00:18:31,919 head values, right? So, let's talk about 575 00:18:29,280 --> 00:18:34,799 how we get to where we optimize 576 00:18:31,919 --> 00:18:36,640 my calf crop. Explain to me what the 577 00:18:34,799 --> 00:18:37,280 slides are, how they work, and why 578 00:18:36,640 --> 00:18:38,320 they're important. 579 00:18:37,280 --> 00:18:39,760 Well, there's several of them. And 580 00:18:38,320 --> 00:18:42,480 there's a regular conventional slide, 581 00:18:39,760 --> 00:18:44,480 which is a up slide. You know, calf is 582 00:18:42,480 --> 00:18:46,400 25 lbs big. You got a 10- cent slide. 583 00:18:44,480 --> 00:18:48,720 The cab brings just say he brings two 584 00:18:46,400 --> 00:18:51,280 bucks. You take and he's 25 lbs big with 585 00:18:48,720 --> 00:18:53,039 a 10 cent slide. You take $2.50 off two 586 00:18:51,280 --> 00:18:56,240 bucks. So, you got one that brought 587 00:18:53,039 --> 00:18:57,919 what? What's that? 19750 with 2.5 bucks 588 00:18:56,240 --> 00:18:59,840 off of him. So that's how the 589 00:18:57,919 --> 00:19:01,280 conventional ups slide works. It's 590 00:18:59,840 --> 00:19:02,799 better if we write it down. You can 591 00:19:01,280 --> 00:19:04,880 explain it a lot better so people can 592 00:19:02,799 --> 00:19:05,360 see the math, but that's just the gist 593 00:19:04,880 --> 00:19:07,120 of it. 594 00:19:05,360 --> 00:19:09,520 So it's adjusting weight based off the 595 00:19:07,120 --> 00:19:10,799 the value because heavier cattle should 596 00:19:09,520 --> 00:19:11,280 bring less per 100 weight. 597 00:19:10,799 --> 00:19:12,720 Mhm. 598 00:19:11,280 --> 00:19:14,880 But it's still more dollars per head. 599 00:19:12,720 --> 00:19:16,720 That's where that's where people get 600 00:19:14,880 --> 00:19:18,720 that's where producers sometimes get 601 00:19:16,720 --> 00:19:20,799 hung up when you go to deducting that 602 00:19:18,720 --> 00:19:22,720 that money off that perunded weight. 603 00:19:20,799 --> 00:19:24,400 They're like, "Well, that why's my he's 604 00:19:22,720 --> 00:19:26,640 not really bringing less. He's really 605 00:19:24,400 --> 00:19:29,039 bringing more dollars per head. 606 00:19:26,640 --> 00:19:30,480 He's bringing less dollars per pound, 607 00:19:29,039 --> 00:19:31,120 but he's bigger, so he's bringing more 608 00:19:30,480 --> 00:19:32,559 dollars per head. 609 00:19:31,120 --> 00:19:34,240 I go, Ty, I go through this all the time 610 00:19:32,559 --> 00:19:36,320 where we were looking at a kill sheet 611 00:19:34,240 --> 00:19:38,400 the other day on a set of fat cattle. 612 00:19:36,320 --> 00:19:40,240 Okay. Everybody's hung up on how much 613 00:19:38,400 --> 00:19:41,919 more of the market do I get per 100 614 00:19:40,240 --> 00:19:43,360 weight, right? I go start looking 615 00:19:41,919 --> 00:19:46,160 through the kill sheet and all these 616 00:19:43,360 --> 00:19:48,559 cattle had been born basically the same 617 00:19:46,160 --> 00:19:50,400 day. There were some halfb bloods born 618 00:19:48,559 --> 00:19:52,000 the same day, been in the feed lots the 619 00:19:50,400 --> 00:19:54,000 same amount of time and there was a 620 00:19:52,000 --> 00:19:56,080 heavyweight discount and these cattle 621 00:19:54,000 --> 00:19:57,520 went into a heavyweight discount. But 622 00:19:56,080 --> 00:20:00,400 but when you look at them on a per 623 00:19:57,520 --> 00:20:03,280 hundred or per dollars per head, they 624 00:20:00,400 --> 00:20:04,160 were bringing like $500 more per head 625 00:20:03,280 --> 00:20:06,640 and being bigger 626 00:20:04,160 --> 00:20:07,200 and they brought $20 ahead 100 lo less. 627 00:20:06,640 --> 00:20:08,799 Yeah. 628 00:20:07,200 --> 00:20:10,160 So then the produc that's what I always 629 00:20:08,799 --> 00:20:12,559 ask them. I'm like what's animals the 630 00:20:10,160 --> 00:20:14,000 most profitable? So to your point when 631 00:20:12,559 --> 00:20:16,320 you're saying, hey, you know, people 632 00:20:14,000 --> 00:20:18,080 might be scared of the slide, but the 633 00:20:16,320 --> 00:20:19,919 slide and pushing those animals to the 634 00:20:18,080 --> 00:20:21,760 heavier weight might actually be more 635 00:20:19,919 --> 00:20:22,880 profitable for the operation from a from 636 00:20:21,760 --> 00:20:24,320 a total dollar standpoint. 637 00:20:22,880 --> 00:20:28,080 Yeah. But then you got to get into the 638 00:20:24,320 --> 00:20:30,320 point where is that 639 00:20:28,080 --> 00:20:32,720 what is a big enough slide for the guy 640 00:20:30,320 --> 00:20:34,799 that's receiving them? I mean, a 10 cent 641 00:20:32,720 --> 00:20:37,280 these eight and 10 cent slide days is 642 00:20:34,799 --> 00:20:39,520 over with. I mean, it's these values. 643 00:20:37,280 --> 00:20:42,640 Well, these values and then the roll 644 00:20:39,520 --> 00:20:45,520 back, right? the the Yeah. So, so, uh, 645 00:20:42,640 --> 00:20:47,039 having the the cost of gain and the cost 646 00:20:45,520 --> 00:20:48,960 of production now with all the, you 647 00:20:47,039 --> 00:20:51,840 know, cheap feed stuffs we have. 648 00:20:48,960 --> 00:20:52,480 Um, the the the that's probably the most 649 00:20:51,840 --> 00:20:53,679 important. 650 00:20:52,480 --> 00:20:55,280 You know, I've been looking at a deal. 651 00:20:53,679 --> 00:20:58,960 We've been selling some cattle on the 652 00:20:55,280 --> 00:21:01,280 gain slide and a dollar gain slide and 653 00:20:58,960 --> 00:21:03,360 that if you look at that, that thing 654 00:21:01,280 --> 00:21:05,600 might fit better than anything at this 655 00:21:03,360 --> 00:21:07,280 point at these levels because I mean, 656 00:21:05,600 --> 00:21:08,799 it's just a dollar every pound that goes 657 00:21:07,280 --> 00:21:09,919 up. I mean, that's what the producer is 658 00:21:08,799 --> 00:21:12,080 putting in his pocket and that's what 659 00:21:09,919 --> 00:21:13,520 the buyer's having to pay. And I don't 660 00:21:12,080 --> 00:21:15,440 know what he can put a pound. I mean, 661 00:21:13,520 --> 00:21:17,440 some of them it takes 95. Some of them 662 00:21:15,440 --> 00:21:19,840 they're dollar cost of gains a dollar10, 663 00:21:17,440 --> 00:21:22,000 dollar20, whatever it is, but the dollar 664 00:21:19,840 --> 00:21:24,159 is about as fair as you can get, I would 665 00:21:22,000 --> 00:21:25,200 think. Um, and we're doing we're doing 666 00:21:24,159 --> 00:21:27,360 quite a bit of that on some of these 667 00:21:25,200 --> 00:21:29,360 cattle are coming in pretty big. 668 00:21:27,360 --> 00:21:31,039 Yeah, we've never seen us uh I mean it's 669 00:21:29,360 --> 00:21:32,960 extremely unprecedented to see the 670 00:21:31,039 --> 00:21:35,440 spread between 671 00:21:32,960 --> 00:21:38,400 market value of cattle whether you're 672 00:21:35,440 --> 00:21:41,840 talking about feeder cattle or uh or fat 673 00:21:38,400 --> 00:21:44,960 cattle and then the cost to produce a 674 00:21:41,840 --> 00:21:46,320 pound a the cost to produce a pound of 675 00:21:44,960 --> 00:21:48,000 gain. I was thinking about the other day 676 00:21:46,320 --> 00:21:49,760 even if a fat steer is extremely 677 00:21:48,000 --> 00:21:51,280 inefficient 678 00:21:49,760 --> 00:21:52,799 for every day that he's standing in 679 00:21:51,280 --> 00:21:54,159 there he's gaining two and a half three 680 00:21:52,799 --> 00:21:55,520 pounds a day. you'd like to see them 681 00:21:54,159 --> 00:21:57,200 gain three and a half, four pounds a 682 00:21:55,520 --> 00:21:58,720 day, but they probably start to tamper 683 00:21:57,200 --> 00:22:00,000 some of their growth. But like I think 684 00:21:58,720 --> 00:22:02,000 that's one of the biggest reasons we've 685 00:22:00,000 --> 00:22:03,360 seen, you know, lots of changes. But I 686 00:22:02,000 --> 00:22:04,720 mean, for every day that the animals 687 00:22:03,360 --> 00:22:06,559 stand in there, the spread, if they're 688 00:22:04,720 --> 00:22:08,080 gaining three lbs a day, 689 00:22:06,559 --> 00:22:09,760 um the spread between the market price 690 00:22:08,080 --> 00:22:11,760 and the cost of gain is probably, you 691 00:22:09,760 --> 00:22:12,240 know, at the worst case scenario, a buck 692 00:22:11,760 --> 00:22:12,720 50. 693 00:22:12,240 --> 00:22:15,520 Yeah. 694 00:22:12,720 --> 00:22:18,000 Um or a buck. And so you got a buck at 695 00:22:15,520 --> 00:22:19,360 three pounds. Every day is $3. $3 a day 696 00:22:18,000 --> 00:22:21,280 for every day that they stay in there. 697 00:22:19,360 --> 00:22:23,919 So, um it's definitely going to drive 698 00:22:21,280 --> 00:22:25,440 things. and behaviorally um we going to 699 00:22:23,919 --> 00:22:27,760 do things different but then from your 700 00:22:25,440 --> 00:22:29,039 talk your standpoint on the slides uh it 701 00:22:27,760 --> 00:22:30,320 it definitely makes a big important 702 00:22:29,039 --> 00:22:31,760 man and I was talking to some of these 703 00:22:30,320 --> 00:22:34,240 buyers the other day and they were 704 00:22:31,760 --> 00:22:36,799 giving me a hard time about slides and 705 00:22:34,240 --> 00:22:38,799 you know I I I've been hesitant to bring 706 00:22:36,799 --> 00:22:41,360 this up on one of these deals because of 707 00:22:38,799 --> 00:22:42,960 the of the calls I'm probably going to 708 00:22:41,360 --> 00:22:46,960 get but at this point in time I don't 709 00:22:42,960 --> 00:22:48,799 whatever you know call me but until our 710 00:22:46,960 --> 00:22:50,400 buyer base 711 00:22:48,799 --> 00:22:55,200 goes to pushing back on these small 712 00:22:50,400 --> 00:22:57,760 slides there's No, no way us as as reps 713 00:22:55,200 --> 00:23:00,000 or as as independent or as a video 714 00:22:57,760 --> 00:23:01,840 company or anybody until the buyer base 715 00:23:00,000 --> 00:23:03,360 goes back and pushes against it and 716 00:23:01,840 --> 00:23:04,799 stops bidding on these cattle with these 717 00:23:03,360 --> 00:23:06,240 little slides 718 00:23:04,799 --> 00:23:07,520 and and if they're still going to 719 00:23:06,240 --> 00:23:10,000 support it, that's still going to 720 00:23:07,520 --> 00:23:12,400 happen. So, until the buyer base says 721 00:23:10,000 --> 00:23:14,240 and has enough and and shows a big 722 00:23:12,400 --> 00:23:16,640 enough discount on those cattle with 723 00:23:14,240 --> 00:23:18,000 those smaller slides, we won't ever be 724 00:23:16,640 --> 00:23:18,640 able to get it right where it needs to 725 00:23:18,000 --> 00:23:22,159 be. 726 00:23:18,640 --> 00:23:23,840 Yeah. So, do you think that's uh 727 00:23:22,159 --> 00:23:25,600 uh they don't really have leverage 728 00:23:23,840 --> 00:23:27,280 today, right? I mean, the buyers just 729 00:23:25,600 --> 00:23:29,360 buying cattle because they're offered it 730 00:23:27,280 --> 00:23:31,919 that way, but you did say you're seeing 731 00:23:29,360 --> 00:23:32,720 a spread. The cattle with bigger slides 732 00:23:31,919 --> 00:23:33,840 are bringing more money. 733 00:23:32,720 --> 00:23:35,360 They are. And they're start it's 734 00:23:33,840 --> 00:23:36,480 starting to happen. You can see it. And 735 00:23:35,360 --> 00:23:38,559 they're starting to You're starting to 736 00:23:36,480 --> 00:23:40,799 see it, especially the weight stops. I 737 00:23:38,559 --> 00:23:42,640 mean, them guys are really liking this. 738 00:23:40,799 --> 00:23:45,600 I mean, cuz And then then that's making 739 00:23:42,640 --> 00:23:47,360 the producer be tighter on what he's 740 00:23:45,600 --> 00:23:48,720 choosing to do. I mean, how he's, you 741 00:23:47,360 --> 00:23:49,919 know, he's he's he's trying to get 742 00:23:48,720 --> 00:23:51,600 better at what he does, and that's 743 00:23:49,919 --> 00:23:52,880 great. That's what we want to do. You 744 00:23:51,600 --> 00:23:54,559 know, we want people to come back and 745 00:23:52,880 --> 00:23:55,919 buy these cattle year in and year out. 746 00:23:54,559 --> 00:23:58,240 And if the producer is going to do it 747 00:23:55,919 --> 00:23:59,840 right and get that close, he don't mind 748 00:23:58,240 --> 00:24:01,360 giving a little weight stop or a big 749 00:23:59,840 --> 00:24:02,080 slide because he knows he's going to be 750 00:24:01,360 --> 00:24:04,480 pretty close. 751 00:24:02,080 --> 00:24:06,880 Yeah. Particularly with uh like we 752 00:24:04,480 --> 00:24:08,080 talked about with with the ability if 753 00:24:06,880 --> 00:24:09,440 you have a lighter weight animal, you 754 00:24:08,080 --> 00:24:11,600 can put more pounds, you get more roll 755 00:24:09,440 --> 00:24:13,600 back. So, to a buyer, it's probably more 756 00:24:11,600 --> 00:24:15,039 important to have an animal that's not 757 00:24:13,600 --> 00:24:16,080 going to be bigger. It's not like it's 758 00:24:15,039 --> 00:24:17,919 just going to there 759 00:24:16,080 --> 00:24:19,600 even in today's day and age or even more 760 00:24:17,919 --> 00:24:21,360 so in today's day and age where you're 761 00:24:19,600 --> 00:24:22,960 probably seeing more what used to be a 762 00:24:21,360 --> 00:24:25,120 seven weight is now an eight weight or a 763 00:24:22,960 --> 00:24:27,200 nine weight. You're seeing lots more 764 00:24:25,120 --> 00:24:28,640 bigger cattle genetics 765 00:24:27,200 --> 00:24:30,720 cheap feed 766 00:24:28,640 --> 00:24:32,240 rain all those different things have 767 00:24:30,720 --> 00:24:32,960 allowed for people to get there and you 768 00:24:32,240 --> 00:24:34,559 know what 769 00:24:32,960 --> 00:24:34,799 incentive is going to drive outcome. 770 00:24:34,559 --> 00:24:36,960 Yeah. 771 00:24:34,799 --> 00:24:38,559 So I mean if the guys incentivize and I 772 00:24:36,960 --> 00:24:40,000 mean I guess there's incentives and then 773 00:24:38,559 --> 00:24:41,760 disincentives 774 00:24:40,000 --> 00:24:43,039 uh to do things. So if they're being 775 00:24:41,760 --> 00:24:44,960 rewarded they're just going to continue 776 00:24:43,039 --> 00:24:46,880 to push that way. Ready to grab your 777 00:24:44,960 --> 00:24:48,400 piece of Texas? Whether you're buying, 778 00:24:46,880 --> 00:24:50,480 selling, or scouting out your next 779 00:24:48,400 --> 00:24:52,559 adventure, Texas Ranch Sales is your 780 00:24:50,480 --> 00:24:54,559 go-to. They know land and they know how 781 00:24:52,559 --> 00:24:56,000 to get it in your hands. From massive 782 00:24:54,559 --> 00:24:57,919 cattle ranches to hunting land that 783 00:24:56,000 --> 00:24:59,840 stretches for miles, they've got what 784 00:24:57,919 --> 00:25:01,360 you're looking for. Their expertise and 785 00:24:59,840 --> 00:25:03,200 commitment to the land are what set them 786 00:25:01,360 --> 00:25:05,200 apart, helping you make informed 787 00:25:03,200 --> 00:25:06,640 decisions every step of the way. So 788 00:25:05,200 --> 00:25:08,720 whether you're buying your first ranch 789 00:25:06,640 --> 00:25:10,640 or expanding your legacy, Texas Ranch 790 00:25:08,720 --> 00:25:12,159 Sales has got your back. Visit 791 00:25:10,640 --> 00:25:13,919 texasranchales.com 792 00:25:12,159 --> 00:25:15,120 today to get started on your ranching 793 00:25:13,919 --> 00:25:17,440 journey. Then head over to 794 00:25:15,120 --> 00:25:19,520 texasranchjournal.com to sign up for the 795 00:25:17,440 --> 00:25:22,080 exclusive quarterly magazine, Texas 796 00:25:19,520 --> 00:25:24,799 Ranch Sales. Land is more than property. 797 00:25:22,080 --> 00:25:26,320 It's your future. 798 00:25:24,799 --> 00:25:27,520 Yeah. As far as that goes, we kind of 799 00:25:26,320 --> 00:25:29,840 went through, you know, how to get a 800 00:25:27,520 --> 00:25:32,159 hold of a rep. We've gone through uh how 801 00:25:29,840 --> 00:25:32,720 that video process When do we video the 802 00:25:32,159 --> 00:25:35,039 cattle? 803 00:25:32,720 --> 00:25:36,400 When they come 804 00:25:35,039 --> 00:25:38,559 try to do it when you write the contract 805 00:25:36,400 --> 00:25:40,320 up. Most sometimes we'd have to do the 806 00:25:38,559 --> 00:25:42,640 contract over the phone because there's 807 00:25:40,320 --> 00:25:44,480 some deadlines. Um there's a big man 808 00:25:42,640 --> 00:25:47,039 standing right over here that likes the 809 00:25:44,480 --> 00:25:49,120 video done to be done early and often so 810 00:25:47,039 --> 00:25:52,000 he he he don't have to bug everybody and 811 00:25:49,120 --> 00:25:56,000 keep calling them. But um we but that 812 00:25:52,000 --> 00:25:58,080 video needs to be done at least three to 813 00:25:56,000 --> 00:25:59,279 two or three days after the deadline. 814 00:25:58,080 --> 00:26:00,880 I'm I'm going to ask him. I'm going to 815 00:25:59,279 --> 00:26:03,279 fact check this so he don't shoot me. 816 00:26:00,880 --> 00:26:05,840 But you know the video can if you get in 817 00:26:03,279 --> 00:26:07,279 a crunch we can do it pretty fast. Well, 818 00:26:05,840 --> 00:26:09,120 we like to get that video on so we can 819 00:26:07,279 --> 00:26:10,480 get it up. We want to get it up online. 820 00:26:09,120 --> 00:26:12,240 We want to get it out there so people 821 00:26:10,480 --> 00:26:14,320 can see it. So, we really like all the 822 00:26:12,240 --> 00:26:16,720 videos to be in when the catalog's up. 823 00:26:14,320 --> 00:26:18,880 So, say deadlines on a Tuesday, catalog 824 00:26:16,720 --> 00:26:20,559 goes up on a Thursday or Friday. So, if 825 00:26:18,880 --> 00:26:22,240 if you can have that video in two or 826 00:26:20,559 --> 00:26:25,520 three days after the deadline of the of 827 00:26:22,240 --> 00:26:27,039 the catalog, then the online catalog, 828 00:26:25,520 --> 00:26:29,039 that would be that would be best. So, 829 00:26:27,039 --> 00:26:30,720 then people can the buyers can get on 830 00:26:29,039 --> 00:26:32,320 there, search through there, and look at 831 00:26:30,720 --> 00:26:32,640 their look at the cattle they want to 832 00:26:32,320 --> 00:26:34,000 buy. 833 00:26:32,640 --> 00:26:35,520 Yeah. So they get to see that ahead of 834 00:26:34,000 --> 00:26:37,039 time and kind of plan through that. So 835 00:26:35,520 --> 00:26:39,039 that's another I mean there's probably 836 00:26:37,039 --> 00:26:40,880 another advantage to that. It's not like 837 00:26:39,039 --> 00:26:42,159 we're just walking across the catwalk, 838 00:26:40,880 --> 00:26:43,520 you know, looking at cattle that showed 839 00:26:42,159 --> 00:26:45,520 up that day. Somebody can kind of get in 840 00:26:43,520 --> 00:26:47,039 there and get a pre a predetermined plan 841 00:26:45,520 --> 00:26:48,559 on what they want to do as far as from a 842 00:26:47,039 --> 00:26:50,640 buyer standpoint. 843 00:26:48,559 --> 00:26:52,320 Um what other stuff you want to talk 844 00:26:50,640 --> 00:26:53,360 about as far as uh as far as that 845 00:26:52,320 --> 00:26:55,279 process goes? 846 00:26:53,360 --> 00:26:57,039 Nothing. Just you know the filming deal 847 00:26:55,279 --> 00:26:59,039 is a big deal. How you make them look 848 00:26:57,039 --> 00:27:02,240 and and and how you film them and and 849 00:26:59,039 --> 00:27:04,000 the uh what's the word I'm looking for? 850 00:27:02,240 --> 00:27:06,159 the production of the film, I guess you 851 00:27:04,000 --> 00:27:08,000 could say, or how you prod the quality 852 00:27:06,159 --> 00:27:08,960 of that's the quality of the film. 853 00:27:08,000 --> 00:27:10,240 Yeah. You're not just going out there 854 00:27:08,960 --> 00:27:10,640 and shooting these things with iPhones, 855 00:27:10,240 --> 00:27:12,159 right? 856 00:27:10,640 --> 00:27:14,400 Oh, yeah. You are. Okay. Like them 857 00:27:12,159 --> 00:27:15,840 iPhones do great, but you you got to 858 00:27:14,400 --> 00:27:17,919 hold them right and you got to you got 859 00:27:15,840 --> 00:27:20,159 to make your settings right. Like Bing 860 00:27:17,919 --> 00:27:21,760 is a stickler on how you do it. And I 861 00:27:20,159 --> 00:27:23,919 love it because it makes the cattle look 862 00:27:21,760 --> 00:27:26,799 so much better. Turn that turn their 863 00:27:23,919 --> 00:27:28,559 phone sideways and just record away. But 864 00:27:26,799 --> 00:27:30,799 the separation in the top and the bottom 865 00:27:28,559 --> 00:27:32,159 and and how the cattle string out and 866 00:27:30,799 --> 00:27:33,760 where the sun's at. And 867 00:27:32,159 --> 00:27:35,120 I mean, you think about that. I mean, we 868 00:27:33,760 --> 00:27:36,880 watch our kids, our daughters take 869 00:27:35,120 --> 00:27:38,080 pictures and I mean, it makes when it 870 00:27:36,880 --> 00:27:39,679 seems like I always get on my wife 871 00:27:38,080 --> 00:27:41,120 because she'll take a picture of me like 872 00:27:39,679 --> 00:27:42,159 pointing the camera down and my legs 873 00:27:41,120 --> 00:27:44,480 look like they're real short and I'm 874 00:27:42,159 --> 00:27:45,440 like, I'm already short anyway. 875 00:27:44,480 --> 00:27:48,080 Come on, man. 876 00:27:45,440 --> 00:27:49,760 It's all it's all perception, right? So, 877 00:27:48,080 --> 00:27:50,799 imagine making those cattle look as good 878 00:27:49,760 --> 00:27:53,200 as they probably can. 879 00:27:50,799 --> 00:27:55,200 Yeah. And people call sometimes and you 880 00:27:53,200 --> 00:27:56,960 you'll film some cattle or send some 881 00:27:55,200 --> 00:27:58,720 cattle out there that are that are just 882 00:27:56,960 --> 00:28:00,880 kind of cattle. Well, they'll call you 883 00:27:58,720 --> 00:28:03,120 about them. You're like, I don't know. 884 00:28:00,880 --> 00:28:04,480 You might want to I don't know if them 885 00:28:03,120 --> 00:28:06,880 will fit you. What do you mean you don't 886 00:28:04,480 --> 00:28:08,159 know they'll fit me? Well, he said, I 887 00:28:06,880 --> 00:28:09,760 watched the video. Video is great. I 888 00:28:08,159 --> 00:28:11,120 said, yeah, the video is great. Cuz they 889 00:28:09,760 --> 00:28:11,600 did a really good job of filming them. 890 00:28:11,120 --> 00:28:13,520 Yeah. 891 00:28:11,600 --> 00:28:15,760 So, just I mean that that is one thing 892 00:28:13,520 --> 00:28:17,120 that that will change the factor of 893 00:28:15,760 --> 00:28:17,520 things is how good those guys look on 894 00:28:17,120 --> 00:28:18,640 the film. 895 00:28:17,520 --> 00:28:20,000 So, that's why it's important to make 896 00:28:18,640 --> 00:28:21,679 sure you're getting a hold of the rep to 897 00:28:20,000 --> 00:28:23,279 know. So then a guy, you know, he gets 898 00:28:21,679 --> 00:28:24,080 what you don't want him to get. You 899 00:28:23,279 --> 00:28:24,799 don't you don't want him to get 900 00:28:24,080 --> 00:28:25,919 catfished. 901 00:28:24,799 --> 00:28:26,320 Yeah. Exactly. Yeah. 902 00:28:25,919 --> 00:28:26,799 Yeah. 903 00:28:26,320 --> 00:28:29,760 So, 904 00:28:26,799 --> 00:28:32,399 but Well, awesome. Anything else? 905 00:28:29,760 --> 00:28:34,480 Oh, I don't know. I mean, maybe some the 906 00:28:32,399 --> 00:28:36,480 future markets. I mean, I guess you you 907 00:28:34,480 --> 00:28:39,120 know, one one reason to use the video 908 00:28:36,480 --> 00:28:40,559 sale is so you can capture those, you 909 00:28:39,120 --> 00:28:43,600 know, when the market's up, market's 910 00:28:40,559 --> 00:28:45,600 good, either video sell or or LAX or or 911 00:28:43,600 --> 00:28:47,279 listing site. I mean, when this market's 912 00:28:45,600 --> 00:28:48,559 hot, let's let's contract cattle out. I 913 00:28:47,279 --> 00:28:49,279 mean, let's get some cattle sold for 914 00:28:48,559 --> 00:28:51,039 fall. 915 00:28:49,279 --> 00:28:53,120 the the way this market is right now. I 916 00:28:51,039 --> 00:28:54,480 mean, it's it's unprecedented. Even 917 00:28:53,120 --> 00:28:56,799 though we've had a couple down days 918 00:28:54,480 --> 00:28:58,640 here, but it's still higher than any of 919 00:28:56,799 --> 00:29:00,000 us have ever seen it. So, why not 920 00:28:58,640 --> 00:29:02,159 forward contract some of them cattle? 921 00:29:00,000 --> 00:29:04,799 And that's the ability that that selling 922 00:29:02,159 --> 00:29:06,880 cattle on video or or forward 923 00:29:04,799 --> 00:29:09,520 contracting cattle. That's the ability 924 00:29:06,880 --> 00:29:11,279 that that we like and we'll give. So, 925 00:29:09,520 --> 00:29:13,200 yeah. So, I mean, that's a good point we 926 00:29:11,279 --> 00:29:14,559 got what to touch on there. So, I mean, 927 00:29:13,200 --> 00:29:16,480 I've got some clients out there that are 928 00:29:14,559 --> 00:29:18,480 running cattle on grass and they 929 00:29:16,480 --> 00:29:20,320 traditionally would buy the cattle 930 00:29:18,480 --> 00:29:21,919 wherever they buy them from. They kick 931 00:29:20,320 --> 00:29:23,360 them out on grass and then they're going 932 00:29:21,919 --> 00:29:25,600 to run them cattle as long as they can. 933 00:29:23,360 --> 00:29:26,640 So, let's say Labor Day, right? Um, if 934 00:29:25,600 --> 00:29:28,480 we're in the north, they're going to run 935 00:29:26,640 --> 00:29:29,840 them cattle out there on Labor Day and 936 00:29:28,480 --> 00:29:31,279 then they traditionally just haul them 937 00:29:29,840 --> 00:29:33,279 straight into the sail barn during that 938 00:29:31,279 --> 00:29:35,120 time period. Um, you know, one thing 939 00:29:33,279 --> 00:29:37,600 that I've really tried to encourage guys 940 00:29:35,120 --> 00:29:39,039 of is there's a couple different ways, 941 00:29:37,600 --> 00:29:41,840 and we'll go through this in the next 942 00:29:39,039 --> 00:29:43,360 episode, to manage risk on those cattle. 943 00:29:41,840 --> 00:29:45,279 One of them's physically selling the 944 00:29:43,360 --> 00:29:47,840 animal, one of them's using the product 945 00:29:45,279 --> 00:29:49,520 like LRP to protect it, and then one of 946 00:29:47,840 --> 00:29:49,840 them is just using the futures market. 947 00:29:49,520 --> 00:29:52,159 Yeah. 948 00:29:49,840 --> 00:29:53,520 Well, so in today's world, the LRP is 13 949 00:29:52,159 --> 00:29:56,559 weeks away, so we can't even get to 950 00:29:53,520 --> 00:29:58,399 Labor Day right now. Uh you get to uh 951 00:29:56,559 --> 00:29:59,440 futures market's so volatile to where 952 00:29:58,399 --> 00:30:01,440 you're going to have all this margin 953 00:29:59,440 --> 00:30:02,960 exposure and then the other ones forward 954 00:30:01,440 --> 00:30:05,520 contracting the cattle in the physical 955 00:30:02,960 --> 00:30:07,039 way. Um so I try to encourage our guys 956 00:30:05,520 --> 00:30:08,880 to go, you know what, let's get the 957 00:30:07,039 --> 00:30:10,799 cattle out there and get them sold. 958 00:30:08,880 --> 00:30:12,640 Well, that what some of them guys that 959 00:30:10,799 --> 00:30:14,880 do that what you're talking about and 960 00:30:12,640 --> 00:30:17,440 and they're not sure about the the rain 961 00:30:14,880 --> 00:30:18,799 or or whatever. My my suggestion to them 962 00:30:17,440 --> 00:30:20,960 and what I tell them guys, okay, let's 963 00:30:18,799 --> 00:30:23,520 don't sell all of them. 964 00:30:20,960 --> 00:30:24,080 Let's go in there and let's sell 75% of 965 00:30:23,520 --> 00:30:26,880 them. 966 00:30:24,080 --> 00:30:28,640 That way, if you do have to come early, 967 00:30:26,880 --> 00:30:30,399 you can come early with some of them and 968 00:30:28,640 --> 00:30:32,480 you can stretch it out. If you want to 969 00:30:30,399 --> 00:30:34,399 come late, you can come late or sell 50% 970 00:30:32,480 --> 00:30:35,760 of them. Cover hedge some cover 971 00:30:34,399 --> 00:30:37,760 something. Let's cover some of your 972 00:30:35,760 --> 00:30:39,679 risks some point some way or another 973 00:30:37,760 --> 00:30:41,520 because you can if you'll just sell part 974 00:30:39,679 --> 00:30:42,559 of them you can manage that a lot better 975 00:30:41,520 --> 00:30:43,760 than just having 976 00:30:42,559 --> 00:30:45,679 Well, you're never all wrong. 977 00:30:43,760 --> 00:30:47,039 No, you're not. So, and 978 00:30:45,679 --> 00:30:49,039 that's our biggest fear, right? 979 00:30:47,039 --> 00:30:50,640 Exactly. So, 980 00:30:49,039 --> 00:30:52,159 what what's it what's it hurt to get 981 00:30:50,640 --> 00:30:53,919 capture some of this good market cuz 982 00:30:52,159 --> 00:30:54,880 they'll make money right now. 983 00:30:53,919 --> 00:30:55,840 It's unbelievable. 984 00:30:54,880 --> 00:30:57,360 So, 985 00:30:55,840 --> 00:30:58,799 that's what I suggest. And if they're 986 00:30:57,360 --> 00:31:00,559 nervous about being able to keep them 987 00:30:58,799 --> 00:31:02,080 long enough or not, let's don't sell all 988 00:31:00,559 --> 00:31:03,440 of them. Let's sell part of them. 989 00:31:02,080 --> 00:31:04,720 Yeah. Yeah, I was driving in here a 990 00:31:03,440 --> 00:31:06,559 little bit ago and I was talking to one 991 00:31:04,720 --> 00:31:07,919 of my clients and his his we were 992 00:31:06,559 --> 00:31:10,000 talking about selling cattle early like 993 00:31:07,919 --> 00:31:11,520 fat cattle, right? And so, um, they're 994 00:31:10,000 --> 00:31:14,320 getting bid on the cattle. They weigh, 995 00:31:11,520 --> 00:31:16,399 you know, what what what weigh 1300 now. 996 00:31:14,320 --> 00:31:18,559 What used to be big is now small, right? 997 00:31:16,399 --> 00:31:20,640 It's amazing how perception changes. But 998 00:31:18,559 --> 00:31:22,159 he made this most simple comment. 999 00:31:20,640 --> 00:31:24,880 And the most simple comment, and this is 1000 00:31:22,159 --> 00:31:26,960 a 65-year-old man that says, "My dad 1001 00:31:24,880 --> 00:31:29,200 always told me, you won't ever go broke 1002 00:31:26,960 --> 00:31:31,520 taking a profit." Right? And right now 1003 00:31:29,200 --> 00:31:33,360 in our world, we have the we have the 1004 00:31:31,520 --> 00:31:35,600 luxury that these cattle are extremely 1005 00:31:33,360 --> 00:31:37,440 profitable. Um, use all the tools that 1006 00:31:35,600 --> 00:31:39,200 you have available to you. To some 1007 00:31:37,440 --> 00:31:41,519 people, futures markets work. Some 1008 00:31:39,200 --> 00:31:44,640 people LRP works and some people 1009 00:31:41,519 --> 00:31:46,000 physical selling the market works. Um, 1010 00:31:44,640 --> 00:31:47,360 again, I've tried to encourage a lot of 1011 00:31:46,000 --> 00:31:50,799 my guys, hey, you know, they're like, 1012 00:31:47,360 --> 00:31:52,240 what do I do? Um, selling them, just 1013 00:31:50,799 --> 00:31:53,840 hauling them straight into town right 1014 00:31:52,240 --> 00:31:56,880 now, you're giving up weight. 1015 00:31:53,840 --> 00:31:59,600 Yeah. um the network to trade the cattle 1016 00:31:56,880 --> 00:32:01,440 out front uh is is you don't necessarily 1017 00:31:59,600 --> 00:32:03,360 have lots of bids on them, but you guys 1018 00:32:01,440 --> 00:32:04,799 offer the luxury of putting the cattle 1019 00:32:03,360 --> 00:32:05,440 out there and picking your future 1020 00:32:04,799 --> 00:32:05,760 delivery date. 1021 00:32:05,440 --> 00:32:07,200 Yeah. 1022 00:32:05,760 --> 00:32:08,159 What's the furthest you've sold cattle 1023 00:32:07,200 --> 00:32:09,840 out? 1024 00:32:08,159 --> 00:32:11,840 Sold some cattle in January. We got some 1025 00:32:09,840 --> 00:32:12,960 cattle traded in January. 1026 00:32:11,840 --> 00:32:13,600 So, they're sell you're selling them 1027 00:32:12,960 --> 00:32:14,480 now, 1028 00:32:13,600 --> 00:32:17,200 delivering them January. 1029 00:32:14,480 --> 00:32:19,360 So, six months away from now. Yep. So, 1030 00:32:17,200 --> 00:32:21,039 all right. Good. Uh as far as uh I feel 1031 00:32:19,360 --> 00:32:23,600 like we covered quite a bit here today. 1032 00:32:21,039 --> 00:32:25,679 Uh if you guys have any questions, um 1033 00:32:23,600 --> 00:32:27,200 there should be a QR code on the screen. 1034 00:32:25,679 --> 00:32:28,960 Uh you can submit any of the questions 1035 00:32:27,200 --> 00:32:31,200 that you like and Ty and I will respond 1036 00:32:28,960 --> 00:32:33,600 to you. Probably more so Tai in this 1037 00:32:31,200 --> 00:32:35,919 topic. Um if you got any market stuff, 1038 00:32:33,600 --> 00:32:38,240 definitely uh Ty probably answer that 1039 00:32:35,919 --> 00:32:40,240 one better than I could also. But uh we 1040 00:32:38,240 --> 00:32:42,640 appreciate you guys joining us today on 1041 00:32:40,240 --> 00:32:44,320 this We Live It podcast. Uh if you guys 1042 00:32:42,640 --> 00:32:47,600 have any questions, like I said, uh 1043 00:32:44,320 --> 00:32:49,360 submit on that QR code. Like the link, 1044 00:32:47,600 --> 00:32:52,080 there's a link at the bottom. Uh like 1045 00:32:49,360 --> 00:32:53,600 and subscribe. uh forward this on, share 1046 00:32:52,080 --> 00:32:55,360 it. If you're somebody that wants to be 1047 00:32:53,600 --> 00:32:57,200 on here uh and you and you want to get 1048 00:32:55,360 --> 00:32:59,360 your get your voice out, reach out to 1049 00:32:57,200 --> 00:33:03,159 us. We can do that as well. Uh thank you 1050 00:32:59,360 --> 00:33:03,159 guys. Have a great one.