“The best way to predict the future is to create it.” – Abraham Lincoln
As leaders, we are often faced with a choice between two types of mindsets: A farmer and a hunter. Both have their merits, but the most successful leaders know when to take action, when to wait, and how to combine both approaches effectively.
Last week, I attended a mastermind with LMN software founder Mark Bradley, along with a few managers from Atlas. On the subject of sales, he talked about the difference between the salespeople that just take leads as they come in (he compared it to a farmer waiting for the crops to come in), or the sales people that are the most successful are the ones that go out and build relationships, look for deals to close, and seek out potential clients, essentially building their success. (he compared this to a hunter, out seeking their kill).
The comparison left our wheels turning for what felt like the entire rest of the event, and pretty much the whole week after! All week, I’ve been pondering on this comparison… Enough to inspire me to write this blog teaching!
Farmers prepare the soil, plant seeds, and nurture their crops, but they cannot control the weather or the timing of the harvest. They rely on the natural rhythm of growth, trusting that with enough effort and care, their crops will eventually bear fruit. This approach can be comforting – there’s a plan, and if executed well, success will follow, at some point!
In our leadership, this can translate to focusing on systems, processes, and efforts that will yield results over time. It’s a steady approach, ensuring that each element of the organization is nurtured and cared for. However, the farmer’s mindset can also lead to making excuses as to why things don’t work out. Farmers may point to factors out of their control, like poor weather or pests, as reasons for a failed harvest. In the business world, this can become an excuse for lack of sales, growth, or proper staff – blaming external factors like the economy, competition, or customer behavior instead of taking proactive steps to make things happen.
When it comes to building a team, the farmer might sit back and wait for the right employees to show up, hoping that great candidates will walk through the door. But this passive approach doesn’t account for the work required to actively attract and recruit top talent. Especially if you’re a rapidly growing organization. Successful leaders understand that you can’t wait for good team members to magically appear – you have to actively seek them out, engage with them, and build a culture that attracts the right people!
On the other hand, the hunter’s mindset is proactive, aggressive, and opportunistic. Hunters are constantly scanning the environment, looking for the next chance to strike. They don’t wait for things to come to them – they go out and find them. In the world of leadership, this translates to taking calculated risks, hunting for new opportunities, and making things happen rather than waiting for them to just fall into your lap.
In Atlas Outdoor’s early days, our growth wasn’t by chance – it was by relentless effort. I took a day or two each week to hit the streets, dropping off lunches to local businesses, consistently sharing our work to social platforms, and networking, not just to introduce Atlas, but to build genuine relationships. I was out hunting – securing top talent and attracting new clients. Some of those early connections turned into clients who are still with us today, some 14 years later. This commitment to hustle and human connection set the foundation for our success and the culture we pride ourselves on today in regards to our continued growth.
Hunters thrive on action and are often the ones who push boundaries and take more bold steps. They don’t hesitate to change course if they see a new opportunity. This mindset drives innovation, expansion, and the ability to adapt quickly to changing circumstances. But it’s not without its challenges. If the hunt is pursued without a plan or discipline, it can lead to wasted resources, burnout, and missed opportunities due to lack of focus on the RIGHT things.
When it comes to driving sales, hunters don’t wait for leads to come to them – they go out and actively seek them. They leverage every opportunity to close a deal, whether it’s through cold calling, boots-on-ground development, networking, or pursuing new markets. They understand that success in sales is about consistently hunting for new leads, following up, and closing deals. The same goes for finding great employees. The hunter doesn’t just wait for candidates to apply – they actively go out and engage with potential hires, offering them opportunities for growth, and building a pipeline of top talent..
“Leadership is not about being in charge. It’s about taking care of those in your charge.”
– Simon Sinek
So, which is better – the farmer or the hunter? I honestly think it’s a blend of both. The most effective leaders understand the need to plant and nurture their “crops,” while also actively seeking new opportunities to grow. You need the foundation and discipline of a farmer, but also the foresight and initiative of a hunter!
Successful leaders know when to wait for the right moment to harvest and when to go out and seek opportunities. It’s about recognizing that both approaches are necessary for sustained growth. You can’t just plant and wait for things to come to you, nor can you chase opportunities without building a solid foundation first.
In the first 5-6 years of Atlas’s rapid growth, my instinct was to solve problems – especially financial ones – by driving more sales. If there was an issue, I thought, “We just need to sell more jobs.” Looking back, I can see that this wasn’t always the best approach. Our operations needed serious attention, but I often avoided tackling those challenges, believing that sales were the solution. While it kept us moving forward, it also highlighted the importance of balancing growth with operational efficiency – something we’ve worked hard every single day to refine since!
At the end of the day, the most impactful leaders are those who do both. They cultivate their organizations with patience and consistency, while also constantly hunting for the next opportunity. They understand that success doesn’t happen by simply waiting for the harvest or blindly chasing every potential opportunity. It’s about taking intentional, informed action and constantly seeking ways to grow, evolve, and create new paths for success!
“The harder you work for something, the greater you’ll feel when you achieve it.”
Ask yourself this… Are you a farmer or a hunter? If you’re a farmer, it’s time to stop waiting for things to change and get on the hunt for growth and opportunity. Step out of that comfort zone you might be in. Don’t make excuses about people not walking through the door. Don’t forget that the most successful leaders take ownership of their outcomes, whether that’s through attracting top talent, securing new sales and relationships, or creating opportunities for growth. It’s time to strike a balance, shift your mindset, and start actively shaping the future of your leadership and your organization! There is a lot riding on you to make things happen!