How to access land as a new entrant to farming

Almost half of farmers rely on tenanted land, but the supply is under threat with the number of available farm tenancies halving in the last 20 years. For new entrants, securing a tenancy can be particularly tough, but growing your experience before applying and starting the groundwork early can increase your chance of success.  

“There are lots of enthusiastic and go-getting potential tenants out there. The problem is supply of land,” says George. 

Create networks and build relationships
Building a network can also help you on your path: “It is about people and relationships. For those coming from outside of agriculture, Young Farmers’ Clubs are a great place to start building connections. Put yourself out there and get in front of the people who can give you opportunities, even if you feel vulnerable. Be prepared to put in the hard yards to shine in the eyes of those who are offering access to land.”

Perseverance is crucial
Flexibility, a focus on margins and perseverance are all important qualities: “Take the knockbacks as well as the positives. It is rare to get the first tenancy you apply for so be persistent and keep going. Show prospective landlords what you bring to the table and do what you can to stand out from the crowd.”

Securing a farm tenancy
In a bonus episode on accessing land, TFA CEO George Dunn returned to Farming Focus™ to give his top tips on securing a farm tenancy. 

·       Be enthusiastic and open to opportunities. If at first you don’t succeed, then try again and keep going. Having perseverance and being prepared for the knockbacks is important. Remember that you can learn a lot from a ‘no’ and taking on board feedback can help you be successful next time. 

·       Build your experience as well as hard and soft skills to show prospective landlords what you bring to the table. Gain an understanding of the business skills required, including how to put together a business plan, budget and cash flow, and be prepared to justify your figures. Develop your interpersonal skills and the ability to communicate your ideas to those involved in the business – Young Farmers’ Clubs are a great place to do this. 

·       Know your potential landlord’s ethos and make sure they align with your plans for the farm. If you enter into an agreement, ensure that all parties know what is expected of them and that this is documented. 

·       Grow your equity. You need to bring something to the partnership with the landlord and this almost certainly means stocking a farm. 

·       Think outside the box. While farm tenancies are a common way of gaining access to land, there are other options such as joint ventures and partnerships, and having an entrepreneurial mindset can help you create these opportunities.

“Use both your head and your heart – both passion and realism are needed to succeed in farming.” - George Dunn

Case study: Josh & Ben Nicholls
In 2020, Cornish dairy farming brothers Josh and Ben Nicholls tendered for a 187-acre dairy holding in partnership with their parents. They have now built up 500 acres of rented land growing maize, barley, grass and wheat, and thanks to their background in contracting, complete most of their farm operations themselves. 

“We’ve both always been involved in farming,” says Ben. Having completed apprenticeships, the brothers began working on their parents’ farm and when the tenancy came up for renewal, they looked to the future. 

“A local dairy farm was coming on to the market and we thought long and hard about if we could apply for it.” After deciding to tender for the farm, the first step was securing a milk contract to supply Rodda’s through M&S. 

“Luckily Mum and Dad have been through the tenancy process before, and their experience was very helpful,” says Josh. “We also got advice from our land agents and others who had been through the process.”

After successful tendering and interviews, the brothers moved on to the farm in just a fortnight with 16 Jerseys. They are now milking 180 cows with ambitious plans to grow to around 250 milkers and in 2023 were jointly awarded the Cornwall Young Farmer of the Year Award.

For those looking to take the first steps in securing a farm tenancy, Josh and Ben recommend getting involved Young Farmers’ Clubs. “Talk to as many people as you can while you are there because you never know when an opportunity might come up.”

“Stay enthusiastic and don't just give up, keep at it. We all have good days, and we all have bad days, but if you stick to it, in the end it will all pay off,” concludes Ben.

Listen to the full episode and bonus below - also available via Spotify and Apple Podcasts.