Joel Oney, vice president and manager of agribusiness lending at Heartland Bank, will be the first to tell you that being an ag banker was pretty easy when corn and soybeans hit all time high prices several years ago. He will also let you know that the team he leads has grown throughout the downturn in the ag economy, as have the number of farmers Heartland lends to.

“Part of that success is a result of staying very close with our clients,” Oney said. “Our delinquency rate, which is a pretty good measurement of stress in a bank’s portfolio, has stayed relatively low. Now, if you look under the hood there is no doubt you would see some stress in our farmers’ portfolios, but the relationships we have built over the years means that we understand their operations and their options to help them work through stressful times like what we are currently experiencing.”

Although the balance sheet is important, Oney and his agribusiness bankers want to know more about the farmer than just the numbers. The overall view of the farm is what goes into lending decisions.

“We look at anything from yields to feed conversion to milk production per cow,” Oney said. “We want to insure that our farmers are operating their farms at very high levels because that is a great sign of future success.”

Many of those achievement factors, as well as strong working capital, can be found on farms that are well established. However, Ohio has seen tremendous growth in new and beginning farmers, adding 34,000, according to the latest census data. Lending to this segment of farmers is certainly not as safe for banks like Heartland, but it is a space they want to be in.

“We have taken the time to really dig in with some of the young farmers looking to get started,” Oney said. “We have a top 10 list of things that we think are helpful to get new and beginning farmers on the right track. Anything from gaining some partnerships with a mentor or a coach to monitoring their credit scores and controlling consumer debt. These are things that their banker is going to want to know about if the farmer wants to start a relationship with that bank.”

Oney says the best advice he can give a less-established farmer is to begin building a relationship with a local bank well before you need them. Obtaining capital from the bank will be a simpler process if the bank already knows a little bit about you and your goals.

The plan we are on is great. It’s comparable to my previous job's plan, and we are a sole proprietor.
Kevin Holy's avatar
Kevin Holy

Geauga County Farm Bureau

Ohio Farm Bureau Health Benefits Plan
To grow a network and gain perspective and knowledge in the industry through personal and professional development has been invaluable. Every day I learn and grow.
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Ryanna Tietje

Henry County Farm Bureau

Farm Bureau connections
The issue of property taxation remains as one of the biggest challenges our members face today. Ensuring agricultural property is valued for its agricultural potential and not development is critical to the continued success of Ohio agriculture.
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Matt Aultman

Darke County Farm Bureau

Giving farmers a voice
Farm Bureau is what really got the word out. It’s been one of their goals to get this done.
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Bill and Charlotte Wachtman

Henry County

10-year campaign for safer roads
I could not have done it without the resources I have found through Farm Bureau.
Gretchan Francis's avatar
Gretchan Francis

Trumbull County Farm Bureau

Bringing the farm back to life
Because we are younger farmers just starting out, Farm Bureau has a lot of good opportunities and resources to help us grow in the future.
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Hannah Kiser

Sandusky County Farm Bureau

Farm Bureau involvement
Through the Select Partner program, we became educated in farm insurance and weren't just selling policies. It became more and more clear why farmers need an advocate like Ohio Farm Bureau.
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Chad Ruhl

Farm manager, CSI Insurance

Select Partner Program
So many of the issues that OFBF and its members are advocating for are important to all Ohioans. I look at OFBF as an agricultural watchdog advocating for farmers and rural communities across Ohio.
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Mary Smallsreed

Trumbull County Farm Bureau

Advocacy
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