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The Grazing Grass Podcast features insights and stories of regenerative farming, specifically emphasizing grass-based livestock management. Our mission is to foster a community where grass farmers can share knowledge and experiences with one another. We delve into their transition to these practices, explore the ins and outs of their operations, and then move into the "Over Grazing" segment, which addresses specific challenges and learning opportunities. The episode rounds off with the "Famous Four" questions, designed to extract valuable wisdom and advice. Join us to gain practical tips and inspiration from the pioneers of regenerative grass farming.
This is the podcast for you if you are trying to answer: What are regenerative farm practices? How to be grassfed? How do I graze other species of livestock? What's are ways to improve pasture and lower costs? What to sell direct to the consumer?
Welcome to the Grazing
Grass Podcast Episode 106.
rachelle_1_03-02-2024_133259:
Your network is your net worth.
Who you surround yourself
with is who you become.
You're listening to the Grazing Grass
Podcast, sharing information and stories
of grass based livestock production
utilizing regenerative practices.
I'm your host, Cal Hardage.
Cal: You're growing more than grass.
You're growing a healthier
ecosystem to help your cattle
thrive in their environment.
You're growing your livelihood by
increasing your carrying capacity
and reducing your operating costs.
You're growing stronger communities
and a legacy to last generations.
The grazing management
decisions you make today.
impact everything from the soil beneath
your feet to the community all around you.
That's why the Noble Research
Institute created their Essentials
of Regenerative Grazing course to
teach ranchers like you easy to follow
techniques to quickly assess your forage
production and infrastructure capacity.
In order to begin
grazing more efficiently.
Together, they can help you grow
not only a healthier operation,
but a legacy that lasts.
Learn more on their website at noble.
org slash grazing.
It's n o b l e dot org
forward slash grazing.
On today's show we have Rachelle
Meyer of Wholesome Family Farms.
And if that sounds familiar to
you, it's because on episode 91,
we had her husband Jordan on.
Jordan talked about their farm,
their operation, their journey.
We asked Rachelle to come on and
share more about her side of the
journey, as well as marketing to
the consumer, and time management.
It's a really good episode, and I know
those two topics you may at first be like,
Hmm, I want to talk about grazing animals.
Those two topics are so very important
for farmers, so I encourage you to listen.
It's a really good episode.
I've already taken stuff from it
and applied it in my personal life,
so I think you'll really like it.
And before we get to Rachelle,
10 seconds about my farm.
On my farm, grass is growing not as
quickly as I want, but it is growing.
Getting a little bit of
rain, we could have more.
I'm having a few calves born
to cows that I purchased.
The rest of the cows should calve in May.
and the sheep should, should lamb in May.
So getting ready to
really pick up on that.
Last week we celebrated 1, 000 members in
the grazing grass community on Facebook,
which is very exciting and Levi won a
free book for being our thousandth member.
It is just continuing to grow.
I think already today I've
approved like 20 new members.
Loving the conversation and
what's going on over there.
Enough about my farm and the podcast.
Let's talk to Rachelle.
Track 1: Rachelle, we want to welcome
you to the Grazing Grass Podcast.
We're excited you're here today.
rachelle_1_03-02-2024_133259: Yeah.
Thanks for having me.
I appreciate it.
Track 1: So today's episode is just
a little bit different because just
a few episodes ago, Your husband
was on, Jordan was on episode 91.
Now we have you on to talk about
your part and we'll go further there.
So to get started, Rochelle, can
you tell us a little bit about
yourself and your operation?
rachelle_1_03-02-2024_133259: Yeah.
So I farm with my husband, Jordan, and
our seven kids in Southeast Minnesota.
We're what's called the driftless area.
And we have what I like to call a
regenerative kind of conventional dairy.
And then we direct market raw milk, grass
fed beef, pastured pork, pastured poultry.
And then we also have a grazing
enterprise where we graze goats.
And then we also just actually got sheep.
So they're new to the farm and
that's in a nutshell, what we farm.
And we really focus on, just
soil health and being able
to raise our kids on a farm.
And just really enjoying nature
and doing all the things.
Track 1: Just that list of items
you all have going on immediately.
How do you get to it all?
But we're going to talk about
that a little bit later.
And before we get there,
did you grow up on a farm?
Has this always been a dream of yours?
Oh,
rachelle_1_03-02-2024_133259:
No, I did not grow up farming.
I actually grew up in the
country, so I grew up on a farm.
My dad died when I was seven.
He did have beef cows, but I really
don't remember that part of my life.
And then my
mom turned our entire
360 acre farm into CRP.
And then back in, I believe it
was 2019, she had rented that
farm out to a neighboring farmer.
And then that's when Jordan and I,
looked at that farm and we were like,
Ugh, we need to switch this farm over.
And so then we turned that farm into
grass.
But backing up a little bit Jordan
and I went to the same high school.
We met, I was 14, he was 15.
And I just started coming out here
and I just fell in love with farming.
Truly, I really did.
And I just knew this is where
I wanted to raise my kids.
This is where I wanted to raise a family.
I wanted to give my kids the same
lifestyle Jordan had growing up.
And so then we just started down
the regenerative path together.
And that's how we ended up here.
Track 1: When you all met he, they were
doing conventional dairying and as well as
some other things And you mentioned there
that you all got Interested or introduced
to the regenerative side and started going
down that path Tell us about that journey
when you started or what caused you to be
interested in it and how you learned more
rachelle_1_03-02-2024_133259:
Yeah, so most people don't know
this about me, but I am actually
a retired nurse at my young age.
I went to college for nursing, and
when I was a nurse, I had met an
older gentleman at the nursing home.
And we had just chatted and he's
I would really love it if you and
your husband would run my farm.
And so it was just a really
good opportunity that farm
hadn't been sprayed in years.
And we could jump right into organic row
crops.
So we started rentering
that farm with his brother.
And Jordan was just listening to a
lot of YouTube videos at the time.
And so we started with
the organic row crops.
We're doing, some no till and planting
cover crops and, rotating with some
small grains and stuff like that.
And then we actually went to a
soil health summit in North Dakota.
And this was back in
2018, the fall of 2018.
So we had been, organic row
cropping for three years now.
And we listened to Gabe Brown
and Jay Fuhrer and I think
Christine Nichols was there.
It was just a lot of really
good soil health speakers.
yeah.
And we just left that no joke.
We left that just buzzing the
whole car ride home, Jordan.
I just talked about what we
were going to do immediately.
Things we were going to change,
how like our farm could just.
Really start working with us because we
were struggling on the organic row crop
side with just the weeds, you know The
weed issues and the cultivating which we
didn't want to be doing and so
we were like we're getting pigs.
We're getting chickens
We're getting turkeys.
We're getting cows and we did
Track 1: Did you do that
immediately or do you ease into it
rachelle_1_03-02-2024_133259: we went
in like whole hog We a month later.
We got our first six beef cows And
and then that following spring,
we got chickens, we got the laying
hens, the baby chicks, we got
meat birds, we got baby turkeys.
We started with just four pastured pigs.
And so we just did it all just
because we knew how the diversity
could change our soil the fastest.
And we're like, we're
just going to do it all.
That farm that we were renting
had no fencing our home farm.
So we used a little bit of the pasture.
There had no fencing.
So we were literally
starting from scratch.
Track 1: Oh yes, yeah.
So did you get, did Jordan go out
and work on the infrastructure?
Did you go out and work with him?
rachelle_1_03-02-2024_133259:
I helped Jordan quite a bit.
At the time we only had four kids.
And so it was a little more to manage.
I would honestly say Jordan
did a lot of the grunt work.
He was out fencing.
Through dark with a headlamp on, he was
getting up early, doing all the things.
I primarily was like taking care
of, the chickens, the baby chicks,
raising them up, just doing the
tasks I could bring the kids with.
More of the
fencing was his end and building
the actual infrastructure, stuff.
And so it was a team affair.
When you have kids and
you're farming, it has to
be.
Track 1: It does, yeah.
And it, it's so beneficial to,
that you're both working together
with the same goal in mind.
And we did talk to Jordan about
getting that infrastructure going and
getting set up and getting started.
But one thing that we may not
have covered too much with was The
marketing side, how did you all, did
you start that and think, oh, we're
immediately going to start selling to
the consumer, or did that come later?
rachelle_1_03-02-2024_133259: We came
into the raising of all the pigs,
chickens turkeys, knowing we were
going to market direct to consumer.
And then our end goal was having
some finished grass fed beef.
And I started our marketing business
with the end goal of beef in mind.
We wanted that to be like our signature
product, but knew that was going
to be a couple years down the road.
So we figured it was easy
to just try and market four pigs.
I think we just started
with 50 meat birds.
We knew if we started small, we could
build that foundation that you need.
, Track 1: y'all got the chickens
and you're thinking, oh, we're
going, chickens and pigs, etc.
were going direct to consumer.
Did you start immediately Working
on or cultivating that market or was
that something you waited till you
had product in hand before you did?
rachelle_1_03-02-2024_133259: So
we started, I think just before
the meat birds were ready, we
were just we have 50 meat birds.
If we don't
sell them all, we could eat through them.
And so I just was like, I just
reached out to the local community.
I think we started with maybe 12 turkeys.
And so I was like, Hey, I
just put a post on Facebook.
We just started Wholesome Family Farms.
This is what we're doing.
Would anybody be interested in it?
And I think I sold all 50 chickens.
We sold, all 12 of our turkeys were
sold.
So I think starting with that small
number really helped and it helped
give us a little bit of a pat
on the back Oh, you can do this.
Track 1: right.
Yes.
Yeah, how did that go for you?
You got the pasture poultry going
the turkey and you got them sold.
Did you get really good
feedback initially?
rachelle_1_03-02-2024_133259:
Yeah, a lot of people just couldn't
believe, the flavor, honestly,
that's what a lot of it was.
They just
couldn't believe the difference in taste.
And then I had been studying
marketing a little bit.
I started researching and just
learning a few things because I knew
I wanted to build a website and have
a more of a consistent customer base.
So I just learned the power
of relationship building.
And so I, every customer that bought
a chicken, You know, they got a
recipe on how to cook a whole chicken.
So it was just.
Little things that we were doing to
build that long standing relationship.
And I think that's what helped
us going forward as well.
Track 1: And I've noticed that looking at
your website, you've got it where they can
sign up and get a free recipe, and then I
assume you're emailing your list every so
rachelle_1_03-02-2024_133259: Yeah,
they get a weekly email list actually.
So every single week,
yep, every week it's just a
relationship building email.
Sometimes I'm selling something
and it's just like recipes.
Tips and tricks, family life
what it's like being a mom.
It's basically all things that Jordan
and I are interested in that our
customers would also be interested in.
And I always say that relationships build
trust and trust builds that's your sales.
So if you can really
focus on building that strong relationship
in the beginning, sales will just be a lot
more natural and a lot more easy for you.
Track 1: On the email list, and you're
sending that out each week, and it's
tips and recipes and just keeping people
in touch with that, just continuing
and building that relationship.
I know for example, on the grazing
grass podcast, we have an email list
that I don't do a very good job of.
I'll be the first to admit of that.
But I know for me, I don't get
a lot of people opening it.
Do you see a lot of
success with people opening
rachelle_1_03-02-2024_133259: I have.
This is actually it is
a very good open rate.
I have on average a 70 percent
open rate and my list is
almost six, almost 600.
Track 1: Oh, yes.
My, my thoughts on that, and
this is me and my thoughts, but
you're doing it consistently.
You're building that relationship.
And just like everything we talk about,
relationship makes a huge difference.
And that's something I haven't done
on the grazing grass email list.
I need to work better on.
rachelle_1_03-02-2024_133259:
Yeah, honestly, I could probably
tell you it's the consistency.
I send out a Sunday email and my customers
are waiting for that Sunday email.
If I don't send it on
Monday or Sunday, I'm
getting emails by Monday.
I'm waiting for your recipe
or how, I'm getting emails.
How's it going?
So it's the consistency and then
providing the valuable content.
I'm sure for you, everybody's
getting what they need by
listening to your podcast episode.
It'd be just your people that are
missing an episode here or there, that
email would help remind them, Hey, I
always release a podcast on Thursdays.
Go check it out.
Track 1: Yeah.
Now, when you think about Your
email list and them getting it.
How are you?
Are you building that email throughout
the week or do you just sit down
and type it out on Sunday and
rachelle_1_03-02-2024_133259: Yep.
So actually, I am a week ahead
of time, if that makes sense.
I find that.
In
case life happens, because I don't know
when my kids are going to get sick.
I don't
know.
Track 1: yeah.
rachelle_1_03-02-2024_133259:
Something is going to happen.
So I find that if I'm a little
more prepared, it helps.
It's good for me.
So I usually write it out the
Sunday before I pre schedule it.
And then if anything changes, we're
like our farm store hours are changed
for the week or whatever else it
might be, then I just quick, we'll
go in and update it, but otherwise
I'm writing them a week in advance.
I sit down for, it only takes
me about 45 minutes now to knock
out an email and schedule it.
And so I just sit down on the same
days every week, every Monday, I'm
writing emails in my blog posts
and I just crank them out that way.
Track 1: Oh, very good.
And I, I totally, you've got to have
that lead time in there because you don't
know what life's going to throw at you.
And with you all, with so much going on
and all your kids, your schedule could
be turned upside down pretty quickly.
rachelle_1_03-02-2024_133259: Yeah,
and I have learned that over time, you
have to, I never used to do this, but I
actually allow margin time in my schedule.
So Fridays, personally for me and the
business side, the marketing side, meeting
with customers, I schedule Fridays off.
And I do that because I know Jordan's
probably going to need my help with
some extra tasks that it takes two
people throughout the week where I
might not be able to write my blog
post or whatever that might be.
We also homeschool, so I know
that somewhere the schedules
are going to get changed.
So if I just block Friday
off and schedule nothing, I
can catch up on the tasks that I had
scheduled at the beginning of the week.
And still not, fall behind.
Track 1: Yeah.
And you mentioned there about blog
posts, so you're doing blog each week
rachelle_1_03-02-2024_133259:
Those are usually monthly,
Track 1: Oh, monthly.
Okay.
Let's talk about your direct marketing a
little bit more and how you go about that.
You are doing weekly emails, you're
doing your blog posts, you've got your
website where it's gathering emails.
Is that the extent of your
direct marketing, or do
you do other stuff as well?
rachelle_1_03-02-2024_133259: Yeah,
so we also do a farmer's market and
we are at the farmer's market every
Saturday May through October And so
that's another way that we've been
able to expand our reach a little bit
Track 1: What do you find is the
benefit of the farmer's market?
rachelle_1_03-02-2024_133259: Yeah,
honestly our primary goal for the
farmer's market is to Like my number
one thing is serving customers and just
getting them on my email list because
I know if I have them on my email list,
I can sell to them then year round
versus just through the market season,
May through October.
So that is my goal just
to meet people, connect.
And get them on my email list.
If I get a sale, great, but I know I
can sell through them now all year long.
Track 1: right.
And I'm sure that being there in person
that they start building that familiarity
with you and they see you a few times.
And then if you can get them
on the email list, I think that
works as a great funnel there.
I know for us, we go to a
farmer's market in Chelsea, not
as a vendor, but as a consumer.
And we always stop by the same booths.
And a lot of times we buy something
at a booth because that's a booth
we stopped by and we just figure
out what we're going to buy
rachelle_1_03-02-2024_133259: Yep.
And actually this is a little bit of a
sneaky thing on my part, but because we
have seven kids, guess who gets to come
to the market with me, the youngest.
So I always have a baby and I'm
usually wearing them on my carrier.
And so then everybody stops by,
Oh, what's your baby's name?
Oh, and they're just, goddling over
this little baby, this cute little baby.
And then I'm like, Oh, by the
way, let's chat some more.
And it's honestly a great way to
get people that probably normally
would just keep skirting on by
to get them to come and stop.
Yeah.
Track 1: I had wondered about
that when you started saying that.
I wonder if the kids go, but, so
you take the youngest there, and
that works as a traction as well.
rachelle_1_03-02-2024_133259: Yeah.
So the youngest one comes
with, and then actually.
Jordan, he watches the others,
so they stay home with him.
Track 1: Oh, yes.
He is building himself
quite the work crew.
rachelle_1_03-02-2024_133259: He is.
Track 1: You are selling so many products,
so many different products, in that you've
got your poultry, you've got your chicken,
you've got your eggs beef, pork, milk.
Is there anything in particular
that you find people have
a lot more questions about?
Or gravitate towards?
.
rachelle_1_03-02-2024_133259: raw milk.
It has been by far the easiest product to
sell.
And I don't know if it's because I know
how to market now, so my website really
attracts those people, or if it's just
because the consumer is changing in
general, people are becoming more aware
of their health and how to nourish their
bodies, and they're really doing a lot of
self research, and so when they come to us
they know that's exactly what they want.
And also too, there's just not many
farmers that are selling raw milk.
Track 1: For Minnesota, are you all
able to sell the raw milk at the
farmer's market or is that on the
rachelle_1_03-02-2024_133259: Yes.
Everybody has to come on
farm to get their milk.
Track 1: Oh, yeah.
rachelle_1_03-02-2024_133259: So
what's beautiful though, is I have
a little jar of milk sitting on
my booth at the farmer's market.
And it's amazing because people
can see the cream has separated.
So they can say, see that, half the jars
is practically cream.
And they're like, Oh my, is that raw milk?
A lot of people are coming up and
they're like, I used to drink raw
milk as a kid or I remember my
grandpa talking about it or whatever.
And it's another eye catching piece.
And then they're like,
oh, how do I get this?
And it's come to the farm.
And granted, a lot of those customers,
it would be a 50 minute drive for them.
And I would say 80 percent of
our customers are driving over 45
minutes to come and get our milk.
Track 1: Oh, wow.
Are they coming weekly?
Is it bi weekly?
How often do they drive out
rachelle_1_03-02-2024_133259:
It really varies for everybody.
Our milk stays good for
a minimum of two weeks.
So some people are on, an
every other week rotation.
Some people come for a month
and then they freeze half of it.
So it just depends
on how far they have to drive, how large
their family is, and what they're also
wanting to do with them milk products.
Are they just consuming it, just
drinking it, or are they also
making yogurt and kefir and cheeses?
Track 1: Are you finding a lot
of people are just using it as
flood milk or are a lot of people
making it into other products?
rachelle_1_03-02-2024_133259: I would
say most of our customers are just
drinking it as fluid milk and then.
Making it into other
products are the ones off.
So that's a lot of my
recipes that I send out.
It's here's a
yogurt recipe.
Here's a sour cream recipe.
So then they'll try that recipe
with some other milk that week.
And, just to try new things.
And I would say that it's,
it has helped our customers
learn how to cook differently.
Track 1: Oh, yes.
Have you received any negative
feedback from the raw milk sales?
rachelle_1_03-02-2024_133259:
No, we haven't had one unhappy
customer yet.
Track 1: Excellent.
That's great.
And let's keep it that way.
I find the raw milk sales very
interesting because, as I've
talked about before, I grew up on
dairy, had, always had raw milk.
I miss it.
I don't.
I drink a lot of milk still yet,
just because Growing up I always
did, but the milk in the store
tastes different than raw milk.
And I kicked around the idea of getting
some cows for raw milk and selling some.
And I haven't got there yet.
But then also when I think about
it, I think dairy goats would
be easier or even dairy sheep.
Do you find when consumers are
searching you out, they want raw
cow's milk or they want raw milk
or do any of them are like goat or
rachelle_1_03-02-2024_133259: I would
say I've only had three people looking
for goat's milk, never sheep milk.
And
goat's milk there really isn't anybody
around here doing it, and all three
of those people had infants that they
were looking to supplement formula with
because they couldn't tolerate even cow's
Track 1: Oh, okay.
rachelle_1_03-02-2024_133259: And
so yes, I would say everybody,
all of our customers are looking.
So there is another there's a couple
of other raw milk farmers within a
pretty close vicinity to our farm, but
specifically our customers are looking
for one, the a hundred percent grass fed,
they do not want these cows getting any
grain, which we don't do.
So that is a very specific
thing they're looking for.
And the A2, they are very
specifically looking for an A2
Track 1: Oh, okay.
Yeah so that's important to know,
and I'm glad you brought that up.
It's grass based, grass fed
not grain, and it's A2A2 milk.
Very interesting with that, and when they
come to the farm, are, do you already
have it packaged in jars or something,
or they bring in their own container?
How are you all doing the
rachelle_1_03-02-2024_133259:
Yeah, so in the state of Minnesota,
customers have to provide their own
jars.
Track 1: Oh, okay.
Yeah, I don't know what
the law is in Oklahoma.
I know they have to come to
the farm to get it, but I'm not
rachelle_1_03-02-2024_133259: Yeah.
Yep.
And I actually
We're talking about how
customers can get milk.
I have a couple really good resources.
This one is for farmers and if Farm to
Consumer Legal Defense Fund, I highly
encourage any farmer wanting to sell raw
milk or even any farm products to and
to consumer to go on there and sign up.
It's 125 a year and they have
lawyers right there ready to go.
And so we had a lawyer
write up contracts for us.
You don't have to in
the state of Minnesota.
We personally just
wanted that for our farm.
And so you can do that for any of your
farm products.
And then the second resource is
for somebody looking for raw milk.
This is how I would say 80 percent
of our customers find us is On Google
because we are listed on real milk.
com.
Track 1: oh okay,
interesting.
I one of those sites I'm familiar with.
The other one I was not.
I do know, I just know from my
wife's co workers, one of them,
she's always talking about needing
to find somewhere with raw milk.
It does seem to me, that the
market for raw milk is increasing.
rachelle_1_03-02-2024_133259:
It really is.
And like I said, I think it goes back to
consumer education and just the average
consumer now is just seeing how food
is medicine and it is a lot cheaper to
invest on the front end in your food
than it is on the end of being sick.
Track 1: Oh, yes, very true, yes.
In addition to your raw milk,
so you, they have to come to
the farm to pick up raw milk.
Do you also sell, direct to consumer,
your other meat products from the farm?
Or are those just at your farmer's
rachelle_1_03-02-2024_133259:
So they can come on the farm.
I'm out in the farm store right now
actually is recording this and we have
freezers we have a fridge with eggs and
we have freezers so everybody can shop.
All of our meats are in here in freezers
labeled, and then we have the fridge
with eggs in there, and so people can
come, they can order ahead of time,
and I can have their package ready to
go, or they can shop as we chat too.
Track 1: Do you have farm store hours?
Or is it by
rachelle_1_03-02-2024_133259:
We do both, so we just do every
Tuesday and Thursday evening.
Just from 5 to 6 p.
m.
Just because that's really the only
time that I know I'm 100 percent
gonna be home and not milking
cows or doing something else.
And then we just do by appointment
kind of any other day of the week
and we just will figure out something
that works best for both of us.
Track 1: Oh, very good.
Now a logistic question that I
don't even know about your area
do you all live on a dirt road,
paved road, how far is it to town?
I know you mentioned already
that most of your raw milk
sales are a fair distance away.
rachelle_1_03-02-2024_133259: Yeah,
so we, so it's the highway to get out
to the farm here and then we just have
a, I don't know, maybe a quarter mile,
just like a gravel road to get to
the, to get to the farm store in our
driveway here.
So that's not terrible.
And then it's just a seven minute drive
To Caledonia.
Caledonia is a population
of 2, 000 people, so we live
relatively close to town.
Track 1: Oh yes, of course
Caledonia is not huge, but
it's a decent population there.
Of course, I say that, a lot of
people are going to laugh at me for
calling that a decent population.
I live at Chelsea and it's about 2,
000, or I live near Chelsea and it's
rachelle_1_03-02-2024_133259: Okay, yeah.
Track 1: My, my big thing when
I think about selling on the
farm, and I haven't done that.
I think at times that's where I
want to go and at times I think
it won't work as good as I think.
My wife says I get in my head too much.
We live on a gravel road and we're
about you get out of town, you hit a
paved road for about six miles, and then
you've got a mile and a half of gravel.
And to me, just growing up,
I'm always like I'm on a
gravel road, I can't do this.
But my wife says I get my head on that,
and people would come out here and get it.
I just need to let go of
the issue about the gravel
rachelle_1_03-02-2024_133259:
I agree with her 100%.
It's training your buyer, though.
We started, when we started the farmer's
markets it's training them buyers to still
come to the farm in the winter months,
even though it's inconvenient for them.
you, it's just you go to your favorite
stores I'm sure you sometimes go out
of the way to go shopping, so if you
think about what are the thoughts that
you're thinking when you're wanting to
go to these stores, it's because you're
looking for something specific, whatever
that might be, so it's just really
understanding what that end consumer
wants and then just training them.
Track 1: Oh, yes.
That's great advice.
Going on with your farm
store just a little bit.
You're selling all your products there.
Have you all considered or even
thought about having other people
sell product in there for you?
And the thing that comes to my mind,
I'm not sure you all have honeybees.
So honey might be a product as well.
rachelle_1_03-02-2024_133259:
Yeah, so we do, we we have
partnered with another farmer for
a couple years now selling honey,
We just sell out very quickly,
so it's whoever comes into
the farm stores who gets it.
Yeah.
I haven't dabbled into offering a bunch
of other products, and here's why.
One, I would have to market that
product at a significantly higher price.
I'm talking significant
because it's using my resources
in order to sell that, right?
It's using my marketing skills.
It's using it's taking up
space in my farm store.
It's It could potentially a customer might
not want eggs because I have something
else or whatever that might be, right?
And so the way I look at it is I would
have to charge a significant dollar
for that product and then it would,
then it's sitting on the shelves and
then I have to worry about moving
it and stuff like that So we, we
really haven't gone down that route.
Track 1: And I get that
Inventory management is enough
for just y'all's product.
If you're then buying wholesale
and selling or some other
agreement, that's a whole nother
level of complexity and overhead
rachelle_1_03-02-2024_133259:
Yeah, it really is
Track 1: I know we've talked about
the different products you all have,
and you all have a wide selection.
Is there anything you think you're missing
that you would like to add in the future?
rachelle_1_03-02-2024_133259: Actually,
that's really funny you mention it.
We are actually downsizing.
We are going the opposite direction You
Track 1: Oh, okay.
rachelle_1_03-02-2024_133259: Specifically
because I found our customers love
having all the products, the beef,
the pork, the chicken, the milk,
the eggs, but it's more on my end.
I can only market so many
products and do a great job.
And that is what my goal is I would
prefer to sell 10 times the amount
of raw milk, then divide that over
maybe five or six products because.
When you're selling this many products,
your finances are diversified.
Your marketing skills are too diversified.
And so it's really hard to just focus
on that one thing and ensure that you're
at a high enough profit margin, you're
selling and moving enough products.
And then it's the buyer decision fatigue.
They just can't decide.
And so we are backing off.
We actually will not be
raising pigs for 2024.
Or meat chickens.
And so we will just be strictly
raw milk and 100 percent grass fed beef.
And also too, it's just,
it's our farm itself.
We also have sheep, we also
have goats, we also have the
conventional regenerative dairy.
And Jordan and I and his, between
Jordan and I and his dad, we're
managing a little over 1200 acres.
So there's only so much that we
can do without having to hire a
pretty extravagant labor force.
Track 1: And you didn't
even mention seven kids
rachelle_1_03-02-2024_133259: Yes.
Track 1: so you all have a lot going on.
Yes.
So I get that about, I hear from some
farmers, they're like we added this
product because our consumers are
out here and we're trying to stack
whatever they buy something else.
But at a certain point you do get
that decision fatigue and they only
have a set amount they can spend.
And then how are they going to spend it?
And if there's too much thought into it.
It may
rachelle_1_03-02-2024_133259: Yeah.
And I actually found after I ran and
crunched some numbers, we actually
make more money just selling raw
milk and grass fed beef than when
we did when we had all the products.
Because our consumers are actually.
I'm educating them better on how
to use just those two specific
products, and so then they buy more.
They actually buy more, they
understand how to use it better,
versus me having to teach them how
to cook certain cuts of pork, and
certain cuts of beef, and for them to
remember how to cook a whole chicken,
and remember all these milk recipes.
I find my consumers Their average buying
amount has increased because of that.
Track 1: Oh, interesting.
Yeah which I can see somewhat because
as we think about what, as I think
about what we cook in our household and
we're very much beef centric because
we've raised beef cows forever, so
we always have beef in the icebox.
Chickens, a pretty good
one we have in there.
We processed a lamb last year
just to see how it would go.
And we like lamb and we enjoyed it,
but we did not cook it very often
or fix it very often just because
we're like, Oh, we got to figure
out a recipe that we like because we
haven't really been exposed to it.
rachelle_1_03-02-2024_133259: Yep.
That's exactly the same way.
We find that our customers because
they're going down the health
journey, they do shy away from
pork a little bit just because, um,
Just because, people are looking
for, the non soy, non corn pork.
And then some people's bodies
just react to pork differently.
And then a lot of times
it's then they want bacon.
That's, we use a natural
cure, but there's still
the curing process, just reacts
differently to certain people's bodies.
So we find a lot of people just want
to eat clean beef, nothing in it, raw
milk, and that's just what they want.
Track 1: Interesting.
I can fully see that.
Now you mentioned something there.
When you're feeding like for your
chickens, are you all going to
continue to do your layers and selling
rachelle_1_03-02-2024_133259: We
actually, so we're not doing eggs either.
We're doing them for ourselves.
This spring going forward
we only have 50 chickens.
If we have extra eggs, our customers
will get them and we usually, we just
give them away as a little free gift.
Otherwise our family just eats them.
And that's just specifically not because
the enterprise wasn't profitable.
It's because.
We have found we are spread too thin, and
so we need to really focus on the things
that make sense for us and our farm.
Track 1: Oh, yes.
I'll go ahead and ask the questions
about the layers since you all
are consuming them yourselves.
Are you all, are you using non GMO
rachelle_1_03-02-2024_133259:
Yes, so they just get a non GMO
feed from the local feed mill.
We did, for a few years,
that's how we raised
our turkeys.
We actually grew our own it was like a
Peas, flax, lentils, barley, oats, a mix.
We just grew that ourselves.
We didn't even grind it or anything.
We just gave it to them whole.
And our turkeys, they grew
actually too fast off of it.
Track 1: Oh,
rachelle_1_03-02-2024_133259: that was
actually, it was it was, we made so much
more money growing the feed ourselves.
Track 1: Oh, yes.
I know for us to get non GMO feed, it's
just outrageous here, and I'm not 100
percent sure, I know there's certain
portions of the market that's very
concerned about it, but I'm not sure
it's a great concern in our area yet.
We're probably working that way though.
rachelle_1_03-02-2024_133259:
Yeah, I think it goes both ways.
Either consumers already know they
really want it or other consumers,
they just are more wanting just to
support that local farmer that they
know are raising really healthy,
clean food.
Track 1: And I can see that, yes.
Rochelle I really there's been a lot
we talked about, but I really want to
talk about time management, and that's
going to be our overgrazing section.
So let's go ahead and transition
to the overgrazing section
where we take a deeper dive.
And like I said, time management
because you all have so much going on.
Your kids, the conventional, the grass
fed, the store, the farmer's market.
Let's talk about how you manage
your time just for a little bit.
rachelle_1_03-02-2024_133259:
Yeah, so I actually learned
this process back in 2019.
I learned the power of mindset.
So I actually learned a whole different
concept of time and how you can manage
it and how most of the time, I'm
saying time all the time most of the
time, actually people tell themselves
thoughts that they prove to be true.
So for example, some
people say, I'm too busy.
I can't get it all done.
When you tell yourself that you're
never going to get everything
done because all of our thoughts.
Create our actions, which
then give us our results.
So I learned that if I tell myself
I can be a really organized person,
I know how to manage my time.
Then I actually found I was more
productive when I did schedule things.
I was more willing and apt to actually
follow through with the things.
And then I learned how to actually
schedule my days with intention.
So I was actually doing the
tasks that needed to be done.
I prioritized.
And then everything else
wasn't meant to get done.
And when I learned those concepts
it really changed how we managed
our farm and how we managed our
family and how we managed our life.
Track 1: One thing before I ask you
more on that that self talk is so huge.
And one pet peeve I have all the
time when you ask someone everyone's
always so busy You're not really busy.
It's what your priorities are.
We'll go on because I'm sure I say
I'm too busy too often as well.
So when you learn that power of
mindset and you're going through
that, how did you change your system
so that you could implement it
and what's that system look like
rachelle_1_03-02-2024_133259: Yeah,
so before I learned the concepts of
mindset management and time management
I like to say we just wung it.
We just did whatever
needed to be done at the
time.
So if the feed guy showed up
unexpectedly, we just unloaded the feed.
We just did whatever was happening.
And when you're doing that,
you feel like a victim.
You feel like everything
is happening to you.
The cows got out.
Oh, now I got to go put them back in.
Oh, now the
feed guy is here.
Oh, we got to go do that.
Oh, I also forgot to
run, order chicken feed.
Now I have to go run
and go get chicken feed.
That's what our days looked like.
It was just like doing
whatever was happening to us.
And so then once I learned that I
can actually live a life based on my
priorities, and I actually, how I teach
this to people is, You really our brains
are actually meant for survival, right?
It's the caveman.
We grew up
when we were first developed.
All we had to worry about was surviving
the saber toothed tiger, feeding our
families, just living off the land.
That's what our jobs were.
It was just to survive.
We still have the same brains, but we
have different circumstances around us.
So really, your brain can only
focus on one priority at a time.
But society teaches us we can
have all these priorities.
So I like to tell people to pare it down
to five, to pick your top five priorities,
schedule those things, and then
everything else wasn't meant to get to.
You can get it, you can get
to it at a later season of
life or maybe in the wintertime or
later on, but right now you only need
to worry about those top five things.
Track 1: And when you're talking
about those five top things you're
talking about for me, instance.
My marriage, my kids, are you using
broad subjects like that, or are
you trying to pinpoint them a little
rachelle_1_03-02-2024_133259: Nope.
So it's for example my top five priorities
right now are number one, my family,
number two, it might be my health.
Number three, my fa my farm business.
Number four, if there is a
number four, stuff like that.
Faith actually for me
is number one, then my family.
And then it's my health, and then
it's my farm business last.
And so everything else If it doesn't
get to, it wasn't meant to get to.
And so once I started, we started
living our days like that it frees
you up to just not worry about the
other things that you can say no.
So easily, if someone's
will you join this?
This committee board to
help us do this project.
It's sorry, that's not one of my top
five or five priorities right now.
Maybe in a different season of
life, I could help you, but right
now I can't.
So it just makes it so clear and
it makes it, exactly what to say
no to and what to say yes to.
Cause you can only take so
many things on your plate.
Track 1: Yes.
And I think as you mentioned earlier,
if you're running and putting out
fires just because you're waiting on
things to come to you, you are worn out
from just that mindset of doing that.
So just changing to your priorities and
working from that direction makes a huge
difference, or I would believe it would.
When you
rachelle_1_03-02-2024_133259:
Oh, I was just going to say, not
only is your brain warm out for,
from all the decision fatigue.
But truly, you are wasting
more time than you realize.
Track 1: I know for me, one thing
I really struggle with, if I have
something scheduled, like at noon or
one o'clock, I barely get anything done
in the morning because I'm so concerned
about that afternoon's appointment.
I don't know how that fits into
everything, but that is me.
rachelle_1_03-02-2024_133259: And a lot of
it is because of the thoughts that you're
thinking about that afternoon appointment.
So is it thinking, oh, what
happens if this other task takes
too long and then I'm late?
Track 1: Yes,
rachelle_1_03-02-2024_133259:
That's what it is.
It's
Track 1: I need to go do this.
But what if it ends up taking longer?
rachelle_1_03-02-2024_133259:
That is a thought.
that is a thought.
You get to decide how long tasks take.
And this is a mindset bendy
thing people do not realize.
People say, a blog post
will take me four hours.
No, you decide how long
a blog post takes you.
I choose that a blog post
takes me one hour, and I write
it in one hour to completion.
And if I'm not, I would say if
it's not See, the problem is most
people want it to be perfect.
And I strive for B plus work now.
I am
totally okay with B plus work.
If I have time later on, a couple weeks
down the road, a month down the road,
and I say, I would like to rewrite that
blog post, and it could be An A minus.
I'll go in and rewrite it then,
but I strive for B plus work and
I choose how long tasks take.
Track 1: Oh yes.
I know if I have a deadline, I'm
really good at procrastinating
till the deadline's here.
So if it's the deadline is in 24
hours or the deadline's in two weeks.
I can use that all that time to get
to that deadline and actually do
rachelle_1_03-02-2024_133259:
But then when you get to the
deadline, you're cranking it out.
Track 1: I am.
Yeah.
It's easy at that point.
And I know just my mindset there has
to change and working on that because
when I'm stuck or when I'm right up
against that deadline, Oh, I can do it.
rachelle_1_03-02-2024_133259: And it's all
because of what you're
thinking, in the moment.
That is the power that gives
you to get it done, right?
It's I have to get this done.
You're feeling, really energetic,
really motivated and you crank
it out and you get it done.
That is how Jordan and I act with
every single task on the farm.
And in order to do that, you
have to think thoughts that
make you productive like that.
But you also have to give yourself the
space to be able to think and rest.
Because that's what your brain wants.
Ultimately, your brain is meant to
avoid pain, seek pleasure, and rest.
That is what the human brain, like
this is scientifically proven, that
is what the human brain is meant for.
So if you can fulfill these, those
three things in your day, I, I save
it for the end of the day, but I
tell myself, I'm going to work really
hard, really productive all day long.
And then at the end of the
day, I can rest with my kids
on the couch and watch a show.
Track 1: Oh yes.
Yeah.
Very good.
I do know that I struggle there
because I keep going and I keep
going, or I feel like I do.
And then, all of a sudden, I'm
just completely exhausted and I
end up taking a day or two off.
And I just feel like I didn't
get anything accomplished.
And my wife's always you
just need to let go of that.
You don't have to be
doing something all the
rachelle_1_03-02-2024_133259:
And that's it too, right?
When we are working so hard,
oftentimes as farmers, we will
work until we are burnt out.
And then when we're so burnt out and we
finally want to rest, We literally
shame ourselves for resting.
We're like, oh, we can't take a break.
We should be
doing this.
So actually, you are still using energy.
Because you're telling yourself these
thoughts like I should be doing this.
I can't be resting.
There's a million things to do.
Now I'm going to get behind, right?
All these thoughts are
using energy in your brain.
So when you're still resting,
you're not actually resting.
So instead, it's just,
you just got to let it go.
Whatever got done today.
Great.
It's still going to be there tomorrow
because everybody knows on the farm,
you're all, it's, you're always
going to have something to do.
Everything is never going to be done.
So you have to live in the mindset that
it'll still be there for me tomorrow.
Track 1: Which is so true.
And I'm on that journey, but
I'm not as far along on that
journey as I would like to be.
rachelle_1_03-02-2024_133259: And
Track 1: One thing when
you talked about your
rachelle_1_03-02-2024_133259: Oh, I
was going to say that right there,
telling yourself, I'm not as far ahead
on the journey as I'd like to be.
That's a
thought that's not serving you.
Just,
Track 1: I have too many of
those thoughts, so I need to
rachelle_1_03-02-2024_133259: yeah.
And it's just starting to become
aware of the thoughts that you, that,
that aren't serving you anymore.
Jordan and I, we got rid of.
The thoughts of you can't hire help or you
can't make, if you hire help on the farm,
you can't make money or, I'm too busy.
I can't get it all done.
Like we, we just don't
say those things anymore.
Track 1: Oh, yeah.
How did you get to that point
where you all didn't say them?
Just a conscious decision?
Did you have to, did you all
provide feedback on each other
to help each other do it?
How did you get there so that
you didn't have those thoughts or
rachelle_1_03-02-2024_133259: Yeah,
it just really, it starts
just being intentional and
actually having conversations
in your own brain more often.
That was my path.
Jordan's path is totally different.
He took a, he listens to
podcasts and actually, so I am
a certified mindset coach now.
And I have educated him enough
so we can coach each other.
So it's he'll say stuff and I'm,
I'll catch him and I'll be like,
that thought's not serving you.
And he's Oh, you're right.
Or vice versa.
I'll say
stuff.
And he's that thought's not serving you.
And it's Oh yeah, you're right.
So it's catching each other, but
also being more intentional with
yourself and the thoughts that
are going through your brain.
You really have to learn how to slow down.
And this has been really
challenging for me because my
brain goes 100 miles an hour.
If most people haven't figured
that out already, I talk as fast
as my brain goes, or I try to.
And so I have had to learn to slow my
thoughts down and catch myself and then
ask myself is that thought serving me or
is it not serving me and how can I change?
And so it might be putting sticky notes
on my computer to remind myself thoughts
that I'm working on because it's thoughts
actually create a pathway in your brain.
So they actually create
your belief system.
And so it's basically like
driving down a paved road.
That path is so easy.
Just saying I'm too busy.
That path is so easy.
It just, it comes naturally.
It's easy for your brain to say.
So it just naturally says it.
But if you're working on a new
thought, like I can be organized.
That's like driving on a dirt road.
It's rocky.
It's going to be hard at first
to tell yourself that.
So you have to keep reminding yourself.
And I like to put sticky notes everywhere.
And then eventually that dirt road
will become paved and that will
be your new pathway in your brain.
So it's just working on those things.
Track 1: You mentioned a very
practical example right there, using
post it notes to help you keep,
help you think the right things.
What other practical, and I hate to say
the word practical, but what other things
do you do day to keep you on track?
For example, are you using to do lists?
I know you're working with priorities.
Do you do reflection upon those?
rachelle_1_03-02-2024_133259:
Yeah, so I actually do not
believe in a to do list anymore.
Because it overwhelms
Your brain does not know how to
decipher a to do list and decide what
is priority, what is not priority, what
makes sense to work together, it just,
it, your brain does not work like that.
So I have found that I sit down
every Sunday, and I actually sit
down I do a to do list, so I break
down all the things that need to
happen in four different areas.
So my farm, My marketing, my
personal life, and then anything
that's upcoming that I need to know.
So I break it down.
And then I prioritize them, and
it all goes on the calendar.
Every single thing I think about, I
sit down a little over an hour and I
do this, and everything that comes to
mind from ordering a kid's birthday
present to my kid needs to go to the
eye doctor and get their eyes checked.
Everything that comes to mind in
that moment gets pre scheduled.
And so that's how we keep track
of everything that's happening
in marketing, in business, in
farm life, in our personal life.
And I have found that process has saved
me 10 to 20 hours every single week
because I can prioritize and actually
focus on the right tasks that are going
to make me money and move me ahead.
Track 1: You mentioned
a couple things there.
One, you can focus on those
tasks that, and prioritize them,
that's going to move you ahead.
And I find that when I think
about it, when I know the actions
I need to take to move ahead.
But then I often get, end up doing
something else and putting those off.
But one way you talked about
there was using a calendar to
keep it all scheduled and going.
So your calendar is your master list.
Maybe list is the wrong word.
But that's keeping you on track and going.
rachelle_1_03-02-2024_133259: So
the calendar isn't what's keeping
me on track and going, yes,
it's knowing what's coming next.
But truly, Cal.
The reason why
you don't follow through with tasks is
because you're not operating in what
I like to call a be do have mindset.
You think that when it comes time
to take the action, you're just
gonna whimsically take the action.
That's not the way our brains work.
We actually have to be
operating at a higher level.
In order to do the things, I have to
become a totally different person.
We have to identify as someone else.
Because when you take those actions,
it's going to be really hard, and our
brains, they don't want to work, right?
They want to avoid pain,
seek pleasure, and rest.
That's what our brains want to do.
So if you have to take action, that means
you aren't going to be resting anymore.
So you have to become a
person that does the things.
So when it comes to writing an email, of
course, I would rather be outside playing
with my kids, but I tell myself, I am a
person that keeps commitments to myself.
And then I do the things.
Or if, we get up at three o'clock
in the morning to milk cows.
Do I always want to get up at
three o'clock in the morning?
No.
I get to.
I get to be the person that gets
to wake up at three o'clock in
the morning and milk my cows so I
can have the farm and life I want.
I get to be that person.
That's the difference.
Track 1: Oh, yeah.
Yeah, very good.
The calendar, are you all
doing that electronically?
Do you have a whiteboard?
Do you all share a calendar?
What does that look
rachelle_1_03-02-2024_133259: Jordan
is not a calendar person and I
have learned to be okay with that.
So
I still calendar every single Sunday
you And then he, we just every single
morning we have what's called our
morning meeting and I, we call and
talk on the phone and it's, Hey,
what do you have going on today?
What do I have going on today?
How do, how can we reach a common
goal and still get everything done?
So I use my calendar and Jordan
will I need your help here.
Can you fit in here?
I always set aside like a three hour
chunk in the morning, usually from
eight to 11, I know Jordan is probably
going to need my help with something.
So I just don't schedule
anything that way.
If he's Hey, can you
help me move cows today?
I'm like, yes, I can.
And if he doesn't ask me to do something,
then I can work on, other things or work
ahead or just spend time with my kids.
So we communicate every single day
what he needs, what I need, and then I
schedule all the business, marketing,
family life stuff on my schedule.
Track 1: Oh, very good.
Let's transition just a little
bit before we get to FAMOUS 4.
Talking about this coaching, you
provide coaching available for others.
Can you tell us how that works and
how someone can could get in touch
to get started on that or to do that.
rachelle_1_03-02-2024_133259: Yeah, so I
actually started a membership for farmers.
So it's an online community where
farmers can learn our marketing
strategies, our business strategies, our
time management processes, all of the
processes that we have used on our farm.
To grow.
And then I also offer mindset
coaching for them so they can, that's
what I found is the difference.
You can consume all this information
on YouTube, on podcasts, but it's
you learning your own brain so you
can change your thoughts to get
the results that you want in life.
And you can't do that
without a mindset coach.
Once you have a mindset coach, you
can learn how to do it on your own.
I will forever have a mindset coach,
'cause I have seen how important
that is for me and my growth.
I have grown exponentially every
time I have invested in myself
and especially in mindset.
So I wanted to be able to
open that up to farmers.
And it was something that
I felt like I wanted.
I wanted a community of a, of
farmers that were also aligned
with what we were going after.
And so I created it, basically because
Jordan and I were feeling lacking.
Like we wanted a community of farmers.
We could bounce ideas off each other.
And when we first started, we would have
loved to have somebody that was giving us
the business strategies that were working,
whether you're selling direct to consumer
or just a regenerative farm, and just
having your commodity enterprises, right?
There was just nobody out there
that had the mindset like we did.
So we built this community so
farmers could have the resources
that we wanted when we first started.
Track 1: And how does
someone join that community?
rachelle_1_03-02-2024_133259:
so I have a website.
It's the mindful farmers.com,
and that's where you can learn
about, more about Jordan and
myself and the community itself.
And then I also have a free
private podcast for farmers.
They can head over to the mindful
farmers.com/time, and that is
where I actually break down my
entire time management process.
And in a free private
podcast series for them.
Track 1: Very good.
Those are excellent resources.
We will have those in our
show notes for our listeners.
But it is time for us to move
to the famous four questions.
Same four questions we
ask of all of our guests.
So Rochelle, what is your favorite
grazing grass related book or resource?
rachelle_1_03-02-2024_133259: I
would say my favorite resource
is probably YouTube university.
I have found that I am
actually a very visual learner.
So I like to be able to listen and
then watch the videos and specifically
people that are like Greg Judy or
Gabe Brown, when they're on farms and
like really getting into doing things.
That's where I have personally learned.
Track 1: It's a tremendous resource.
I thought you might say the
mindful, mindfulfarmers.
com.
rachelle_1_03-02-2024_133259:
I guess maybe I should plug
in Jordan's YouTube channel.
Wholesome Family Farms YouTube
channel is where it's at.
Track 1: Yes, exactly.
Our second question, what is
your favorite tool for the farm?
rachelle_1_03-02-2024_133259:
Oh, my favorite tool.
I would say my cell phone.
I would say that because If my kids are
crabby, I can hand them my cell phone.
If I need something from Jordan,
I can hand him my cell phone.
If I need to look something
up, I need my cell phone.
And as vague, as naive as I sound,
I used to never be one that was all
for technology, but your cell phone
can be a really great resource.
I can, Jordan, if I a really great
app is called Fields Area Measure.
And so we are going to utilize this a lot
this year since we have high schoolers
helping us on our farm, we can
map out the paddocks and then just
send it to them in a text message.
Here's the paddocks, here's the pins
where the corners of the fence need
to be, and basically we can pre plan
for them without having to be there.
And so there's a lot of apps and
resources on our phones that, that
can really help us be more productive.
Track 1: I completely agree, our third
question, Rachelle, what would you
tell someone just getting started?
rachelle_1_03-02-2024_133259: Yeah,
I would say to go find a farmer
that is doing what you want to do.
And I always say your
network is your net worth.
Who you surround yourself
with is who you become.
So if you can find a farmer, Ask
them questions, it will save you so
much time, so much money, so many
mistakes, and I would say probably 99.
9 percent of the time, most farmers
are more than happy to share,
what works and what doesn't work.
Track 1: What's that saying?
You're the average of your five
rachelle_1_03-02-2024_133259: Yeah.
Yup.
Track 1: I think that really
comes into play there, yes.
And lastly Rachelle, where
can others find out more
rachelle_1_03-02-2024_133259: Yeah.
you?
can head over to themindfulfarmers.
com.
Track 1: I appreciate you coming on.
We'll have that link in the show
notes, but really enjoyed you
coming on and sharing about what
you and Jordan are doing as well as
the coaching and time management.
rachelle_1_03-02-2024_133259: Yeah.
I really appreciate you having me
and I hope that both my episode and
Jordan's episode is just helpful for
people and just to really inspire them.
What's possible.
Yeah.
Yeah.
Track 1: I completely agree.
Cal: I really hope you
enjoyed today's conversation.
I know I did.
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