Growing Lean

Sowing Seeds of Success: How Agricultural Roots Cultivated a Thriving Career in Finance with Tharvin Gill

• Ethan Halfhide

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Ever wondered how the roots of a family’s agricultural history can grow into a flourishing career in finance? Tharvin Gill from Conterra Ag Capital joins us to trace his personal lineage from his grandparents' migration and entry into farming to his pivotal role in shaping the financial landscape for farmers across America. In a riveting narrative, Tharvin unfolds the layers of his professional journey and reveals how Conterra artfully crafts financing solutions that resonate with the rhythms of the agricultural world. As the conversation progresses, listeners will garner a deep understanding of the delicate balance between the financial sector's expectations and the agricultural community's needs, particularly when thrown curveballs by Mother Nature.

Our episode isn't just about recounting tales; it's packed with rich, actionable advice straight from a key industry player. Tharvin's wisdom on cultivating meaningful relationships and the resilience born of perseverance shines through, offering a beacon for anyone navigating the waters of agricultural finance. He stresses the significance of connecting authentically, sharing stories, and fostering collaborations that go beyond mere transactions. By the end of our exchange, you'll be ready to take on the industry's challenges with a newfound perspective and have the means to reach out to Tharvin through LinkedIn and other platforms for guidance or a simple exchange of ideas. Join us as we sow the seeds of success and reap a harvest of knowledge in this insightful segment.

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Speaker 1:

Hey folks, welcome back to the Growing Lean podcast, sponsored by Lean Discovery Group and powered by Magic Mind, a scientifically crafted blend for increased energy, heightened focus, calm alertness and enhanced productivity. This is your host, Dylan Burke, also known as Deige, and I'm happy to be here today with Tharvin Gill, VP Relationship Manager at Contera at Capital. Welcome, Tharvin, Thank you, Dylan.

Speaker 2:

Thank you for having me. I'm very much appreciated.

Speaker 1:

Yeah, I'm very excited to hear more about you, Tharvin. To get us started, can you tell us a little bit about your history and background and how you ended up where you are today?

Speaker 2:

Absolutely. I'd love to A little bit about my background is that it actually starts when my grandparents migrated here from Punjab, india, in the late 1960s. They came here to U of City, california, worked in fields because it resembled a work back home in India. Both sets of grandparents worked, along with my parents, their brothers, their sisters. They worked hard, they saved up, bought homes and eventually their own orchards. It was truly the American dream. Till this day, my family is still heavily involved in the farming game. This ranges from my own grandfather uncle's cousins. My father is actually tied into ag real estate. He's been with Strom Realty out here in Northern California for 20 years.

Speaker 2:

Growing up, my summers were spent helping my grandfather and the orchard, so I've always had a heavy tie to agriculture. I got into banking about eight years ago after getting my bachelor's degree in business, started as a relationship banker, which at the time was equivalent to a personal banker, worked my way up into the lending and the credit side of things, worked at a few different banks until I came across a job posting on LinkedIn for Quintera ag, which is where I'm currently at. I applied immediately, as I've always had my eye on the company for a couple years. I've always loved what they stood for, and that was assisting farmers nationwide. The company itself was founded 10 years ago by our CEO, paul Erickson.

Speaker 2:

As a private lender, we offer alternative to institutional lending, which that ultimately allows our borrowers more flexibility in financing. We've got a very knowledgeable team that's driven to help our borrowers out. We show boots on the ground to our meetings Really good to know who we're working with. Relationships are extremely important to us, our borrowers. Success is important and agriculture just makes the world go round, and if we continue to contribute to that, I think we'll be successful as we have been.

Speaker 1:

Okay, that's amazing. I love that. I've also got a big. I understand agriculture. I'm from South Africa and it's a huge industry. We major exporters. It's kind of the bread and butter of our economy. But I understand the importance of agriculture and the funding thereof. So I'm understanding correctly you are a lender to the agricultural sector, Is that right?

Speaker 2:

That is correct.

Speaker 1:

Okay, that's awesome. So can you run me through the overall business strategy of just how it works basically?

Speaker 2:

Yeah, of course. So what it is is that farmers nationwide are in constant need of financing for leverages. They might be in a bind, they might be wanting to expand their operations. We offer anything from agri-list state loans, operating lines, crop production loans, alternative lending as well, so we're always trying to work with our borrowers to see how we can help them out.

Speaker 1:

Okay, that's awesome, and you say it's a bit more flexible than traditional banking. So what do you guys look for? Is it income that you look for? Is it ownership of the land? What is it that you look for that justifies the loans?

Speaker 2:

Absolutely so. We take a look at the borrowers' financial standpoint. We take a look at everything in a whole. We take a look at their collateral, we take a look at what the property is valued at. We take a look at what their cash flow looks like. We take a look at what commodity they're in, what are they harvesting, what are crop prices at, what are pesticide prices at Is just everything in a whole you're looking at and our job is to help educate these borrowers and to provide leverage and to be a part of their succession plan.

Speaker 1:

Okay, epic, that's awesome. And what is your role at the company and what have you achieved for ad capital?

Speaker 2:

My role is their vice president relationship manager for the western region, so I overlook California and the western region and what I'm doing is I'm getting out there, I'm talking to potential borrowers up and down this state and letting them know that we are here to help and our goal is to be a premier top lender.

Speaker 1:

Okay, okay, I love that. And how have you and the business adapted to all the changes over the over the last few years? Like, do you have contingencies in place for, let's say, droughts or something like that, for your, for the lenders?

Speaker 2:

Absolutely. Adaptability and integrity have been a cornerstone of our business. We deal with fluctuating commodity prices, fluctuating rates, competition. It's just the name of the game. You maneuver through it headstrong. You have to remain positive. There's always some light at the end of the tunnel. Challenges make you stronger in this game, and farmers are some of the toughest people I've had the privilege to meet. They've got the drive, they've got the integrity, they work hard and that influences us to do the same.

Speaker 1:

Yeah, yeah, 100%. I couldn't agree with you more on that. And what have been the biggest challenges for you in the business?

Speaker 2:

So agriculture is a cyclical industry. There's times when lending leans more toward conventional loans, with lower rates and modest land prices. Then there's times where, similar to where we are now, with higher land prices and higher interest rates. We offer a variety of loan products that provide our clients financing options throughout the cycles of ag, from conventional farm and ranch term loans to short term alternative lending and debt restructure.

Speaker 1:

Okay, okay, I see, and have you used any specific tools or tactics, yourself and within the business, that have been particularly effective in growing the business where it is today?

Speaker 2:

I think we kind of take a look at it at a whole of how we can improve and how we can continue to grow.

Speaker 1:

Yeah, yeah, for sure, for sure. And if I were to sit down with you and let's say, two years time, what does the business look like then and what has changed?

Speaker 2:

So Contaris committed to creating ag loan products to suit the needs of a variety of ag operations. We will continue to work with our partners and investors to fill those gaps in the marketplace. Additionally, we're expanding our presence in California and the Western US. The goal for myself is to be a top preferred lender here in California and the Western region and you know, like the rest of the world, ag is rapidly moving with innovation and technology daily. Additionally, there will be continued expansion, sustainability practices and environmental stewardship. I mean we aim to be a recognized leader in flexible, tailored ag financing that keeps up with the ongoing initiatives 100%.

Speaker 1:

And I just wanted to jump back to my question about adaptability. I want to know are you guys adapting to the technology available, for example AI, like? Has that made any impact on your business operations? I can assume for like I'm not sure if it's there yet, but for underwriting credit, creative viability Are you making use of these tools? Can you tell me a little bit more about that?

Speaker 2:

We're always open to using new programs. How can we sharpen our knowledge? How can we have more exposure? How can we learn more? I think that's really what it's about with the technology.

Speaker 1:

Yeah, 100 percent. Where do you see the agricultural industry heading? Do you see a future like, for example, in the stand of the movie? Are all robotic farms and all their farming is corn? Do you see it becoming crazy like that somewhere down the line? Or do you think people are innovative enough and they're going to keep everything going strong?

Speaker 2:

I'd say it's a little bit of both. Agriculture is very unpredictable. It relies on mother nature, it relies on trade and demand and if we've got an oversupply then prices are going to drop and the technology and the industries that we're in. Things are always shifting, things are always moving, things are always changing, but I do definitely see everything advancing and it'll definitely benefit the ag market.

Speaker 1:

OK, awesome, yeah, 100 percent, and contera ag capital, what? How many competitors are there in the space? I assume you guys aren't the only agricultural lenders. So what can you tell me about the competition? You don't need to say specifically, but what differentiates you guys from the competition?

Speaker 2:

So what differentiates us is that relationships matter to us. Relationships are important. Being at contera, as cliche as it sounds, has had a family feel. We've got the expertise to get things done, we have integrity, we have grit and our drive is impeccable. We really are out there to help farmers out nationwide.

Speaker 1:

OK, ok, and you guys operating throughout the whole United States.

Speaker 2:

Correct. We've got relationship managers all over myself in California, idaho, arizona, iowa, the Midwest, all the way out to Florida.

Speaker 1:

OK, amazing, amazing. And have there been any specific partnerships or collaborations that you can discuss that have helped you in the business get to where it is today?

Speaker 2:

Absolutely. Partnerships are an integral growth of any business and we've been fortunate enough to work with some major players in the ag lending marketplace. Additionally, we've grown strong relationships with our investors. We work with a variety of private investors, asset managers, insurance companies. With each partnership, we've created a stronger sense of trust through our experience in not only agriculture lending, but also in practical experience in the field.

Speaker 1:

OK, 100%. And where does most of your business come from? Is it direct marketing attempts or is it like word of mouth? How does it work?

Speaker 2:

Business comes from all over Word of mouth, getting yourself out there attending different conferences, referrals.

Speaker 1:

OK, OK, amazing. And what are the metrics in the business that you are currently looking to improve and what metrics do you think could be improved with evolving technology, if that makes sense?

Speaker 2:

Yeah, can we skip that one?

Speaker 1:

Of course. Of course, no worries. Well, look, we are coming towards the end of the show, but I wanted to ask you what advice would you like to give to other people in this industry that are looking to succeed and grow their businesses?

Speaker 2:

Absolutely, I'd say. Value your relationships and work hard. Don't be afraid to put yourself out there, get to know people, get to know their story, know the struggles and solutions in the industry that you're in.

Speaker 1:

OK, amazing, amazing. I love that so much. Thank you so much, dovan. I really appreciate it. What is the best way for people to get in touch with Tharvin Gill if they're looking to connect or just follow your journey?

Speaker 2:

Yeah, of course, Dylan. I'm available on LinkedIn. I'm available by email, tharvingill at contaraagcom. I'm also available on Contara Ag's website, along with social media and Instagram.

Speaker 1:

OK, awesome, I appreciate that so much. Thank you so much, dovan. I really appreciate your time today.

Speaker 2:

Thank you so much, dylan, it's been a pleasure.

Speaker 1:

Awesome, awesome, thank you.