Practical advice for first-generation farmers navigating the early years.
With insights from Karlo Bobinac, who grew a local farm near Guelph to find its niche and build profitability.
Starting a farm is one of the most rewarding things you can do, and one of the most humbling. The early years come with a steep learning curve, and many of the challenges are not the ones you read about in textbooks. They are the quieter, logistical ones: where to find affordable land, how to staff a harvest, what to actually grow, and how to sell it. Here is an honest look at what new farmers face, with some practical tips from those who have been through it.
Finding the Right Land
One of the first tensions new farmers encounter is geographic. Land close to population centres tends to come at a premium, and pushing too far out means losing convenient access to markets, delivery routes, and foot traffic. There is no perfect answer, but it is worth mapping out your intended sales channels before starting your search. Farmers' markets, CSA subscriptions, and on-farm stands all have different proximity requirements. Know which model fits your vision before signing a lease.
Finding and Managing Labour
Farm labour is genuinely hard to find, and the seasonality of the work makes it harder. One underutilized resource is agricultural college and university programs. Students in these programs are actively looking for hands-on experience, and a well-structured placement can be mutually beneficial. Reach out to local programs early in the year and do not wait until you are in the thick of planting season.
Figuring Out Where and How to Sell
This is a decision that shapes everything else. Farmers' markets, online direct sales, restaurants, local grocery stores, and CSA subscriptions all have different requirements, margins, and time commitments. Spend your first season experimenting and paying close attention. One important note: not all markets are created equal. Some allow vendors to sell produce sourced from terminals rather than their own land, which creates an uneven playing field on price. Seek out markets that specifically require sellers to grow what they sell, so you are competing on quality rather than cost.
Equipment: Buy Smart, Not Fast
Big equipment purchases can sink a new operation before it gets off the ground. Before committing to anything significant, ask around. Many farming communities have informal equipment sharing arrangements, and renting before buying is almost always worth it. Using a piece of equipment through a full season will tell you far more about its value to your specific operation than any spec sheet will. Your neighbours and fellow market vendors are often your best resource here, so do not hesitate to ask what has worked for them.
Finding Your Niche (It Takes Time)
Most successful small farms have a focus: a handful of things they grow exceptionally well and that customers seek them out for. Getting there takes trial and error. Pay attention to what sells quickly at your stall, and just as importantly, watch what customers are picking up at neighbouring stalls. Ask your regulars what they wish you carried. Drop what is not moving. Focus is a competitive advantage, and spreading yourself too thin early on is one of the most common mistakes new growers make.
Managing Customer Expectations Around Seasonality
Many consumers, especially those newer to buying from local farms, do not have a clear picture of what is actually in season and when. They may expect the same variety they would find at a grocery store year-round. Rather than stretching your operation to meet those expectations, invest in growing a smaller number of things really well. Clear, friendly communication about what is coming and when goes a long way. A simple seasonal calendar at your stall or in your newsletter can help set expectations and build anticipation.
The Loss-Leader Mindset
Not every item at your stall needs to turn a profit on its own. Some produce draws people in even when the margins are thin: unusual varieties, visually striking items, things with a strong smell or colour. If a particular crop brings customers to your table who then fill their bags with higher-margin items, it is doing its job. Think about your product mix as a whole rather than item by item, especially in your early seasons.
Keep Going
The farmers who make it through the first few years tend to share a few traits: curiosity, a willingness to ask for help, and an ability to let go of what is not working. The challenges above are real, but none of them are insurmountable. Connect with the growers around you, stay close to your customers, and give yourself permission to learn as you go.
If you'd like to learn more and get expert advice, please reach out to Karlo Bobinac at karlobobinac1@gmail.com for additional tips and more.
Written by Jaret Fattori