Latest / CattleUSA Daily / 313: Selling Cattle Through Volatile Markets — The Good and the Bad with Andrew Sylvester

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313: Selling Cattle Through Volatile Markets — The Good and the Bad with Andrew Sylvester · CattleUSA Daily

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Today on the podcast, Andrew Sylvester is joining us today as
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another one of our King of the Ring contestants.
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And Andrew is on to share a little bit more about his story,
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how he got started in auctioneering and what his life
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looks like now as both a cattle producer and a professional
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auctioneer as well. Selfishly, I am so excited for
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today's podcast episode with Andrew.
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Andrew actually is the auctioneer at the auction house
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that my family sells our cattle at.
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So this is a really exciting conversation for us to have
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today, selfishly for myself as someone who has known Andrew for
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a while now, before we hop in today's podcast episode with
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Andrew, if you're watching on YouTube, make sure you take a
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second to hit subscribe and like this episode.
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And if you're watching on any of our other podcast platforms,
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make sure you take a second to go follow the show.
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Great interview. And if you enjoyed today's
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podcast episode, share it with a friend.
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Without further ado, let's go ahead and hear from Andrew.
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Welcome to the Cattle USA Daily podcast, your go to source for
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the latest livestock markets, industry insights and the
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updates shaping agriculture today.
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I'm your host, Lauren Moylan, a passionate advocate for
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agriculture, here to keep you informed and connected.
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Now let's dive into today's episode.
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Andrew, welcome to the podcast. I am so excited to have you on
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today. And selfishly, you are our
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family's auctioneer as well. So I'm even more excited to be
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able to welcome you on to the podcast today as another one of
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our King of the Ring contestants that we are interviewing and
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just talking more about your story and everything else.
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So I would love it if you could just kind of take it away,
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introduce yourself, who you are, and just a little bit about your
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story and what brought you to the life that you're living now.
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Lauren, thanks. It's certainly a pleasure to be
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on here with you and it's a pleasure to have the opportunity
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to sell your family's cattle at Manhattan Commission Company.
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When your dad brings those cattle in there, it's always
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great to work for him and work for your family, just like all
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of our other consignors. So I I live it in between Omego
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and Westmoreland, KS. You probably know where that is
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since you live in Manhattan. So we're real close to Manhattan
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and I sell at Manhattan Commission Company every Friday.
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I sell all the feeder cattle and the cabs.
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And then I, if I need to also help sell cows, but also sell
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the all of our bread cow stock, cow sales as well.
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They're on special sales there on those Wednesdays.
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So little bit about me and my wife and I and three boys live
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up here. We live on a farming and
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ranching operation as well. We background cattle.
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We also have a cow herd. That operation has grown quite a
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little bit and it's, it's more than just a hobby anymore, it
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seems like. So I try to balance that with
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kids events and, and, and obviously making a living as an
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auctioneer. So I have the opportunity to not
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only sell at Manhattan Commission Company, but I'm
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blessed to work for Crossroads Real Estate and Auction, which
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is a fairly local company here. We're based out of Omego, but
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we've sold land and and personal property as far West as
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basically the Colorado border and as Far East as east side of
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Lawrence. And so I'm heavily involved with
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that as well. I do sell, I don't know what I
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have 10 to 15 seed stock sales a year as well and enjoy that side
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of the business as well. And so sell about 25 to 30
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charity auctions a year. So it's kind of a, it's not a
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part time gig by any means anymore either.
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And so we're hustling, but I'm kind of in that stage of my life
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where that's what we're doing. So I'm in my mid 40s, I'm 44,
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I'll be 45 in August. And so we're hustling and trying
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to make a living. So it's a good life to have.
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Absolutely. So what got you into
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auctioneering in the 1st place? What made you kind of decide
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like, you know, I think I could do this for the rest of my life.
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Well. I'm kind of a late bloomer I
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suppose. I always wanted to farm and
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ranch for a living and went to a seed stock sale one day and I
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thought, you know what, that I think that kind of suits me.
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I really like working with good people and I like working with
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Cody Livestock Stockman myself. And I think I think I want to
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try to do that. And so went to auction school in
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my mid 20s. I went to work at the Kansas
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Livestock Association for six years, sold the advertising for
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the Kansas Stockman publication and provided ring service at
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seed stock sales, about 80 seed stock sales a year.
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One day came along, I had an opportunity to sell one and sold
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one and and was offered a job at Farmers and Ranchers Livestock
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in Salina, KS and so I went to work there.
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I, I hung up the job at KLA and went out on my own and, and was
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running cattle just like we are now and selling out there.
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And that's kind of how I got in the business and it's been a
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been a really good ride. So about 15 years, probably full
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time auctioneering, yeah. So you go from kind of being in
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your mid 20s and you sell a few auctions and then you leave your
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full time position with benefits and all the other things to to
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go to a job that is allowing you to be a little bit more present,
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maybe be on the family operation, do some other things.
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And then you start taking this auctioneering thing pretty
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seriously after that. And now to where you are right
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now. What kind of was that decision
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standpoint like for you as a cattle producer to then make the
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decision to leave your corporate job, go to a different position
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and then now be where you are right now?
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I'm just a firm believer when doors open, you go through them
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and, and you give things to try. Some of that's been on some of
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these contests. I, I really didn't seek out to
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be in a lot of contests, but some different people asked me
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to, to get involved with them and try them out.
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And that's, that's kind of why I've been in some of the
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contests. I've been in a start at the WLAC
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and been in a few others. But I'm just kind of a firm
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believer. Someone asks you to do try
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something or do something. I, I pretty well do it.
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So I don't turn down a lot of work.
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I like working for a living and so anyway, I sometimes I maybe
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got too much on the plate because of it, but kind of a yes
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man on doing that stuff. So that's kind of why I didn't
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ever think that getting in the auction business would take me
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where it's taken me. As a matter of fact, I always
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thought it'd be a part time deal that would help supplement why
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we were building our cattle operation.
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And, and you know, it's hard to, you don't ever know what you're
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going to get for, to rent for grass or to purchase land.
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And, and so that operation has grown more than what I thought
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it would as well. And we've been blessed there and
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I've been blessed in the auction business to go as far as it's
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taken me. And I don't think I'm done yet.
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I, I, I want to keep on growing in that, in this occupation and,
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and, and you, you talked about, you know, it was a pretty good
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leap to go from a really good outfit.
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I work for KLA. Take that jump and go out on
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your own and take about a, oh, about a 75% pay cut, you know,
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to go to work for a day a week or something and, and just kind
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of had the faith that things would work out.
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And they did probably better than I ever thought they would.
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So very blessed. I think that's a story that a
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lot of people have of it takes that first kind of leap of faith
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and being like, I, I really don't know if this is going to
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work out, but we're going to try and I'm going to say yes to this
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opportunity. And we're just going to see what
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happens and see where the turntables turn.
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And they have obviously turned in the right ways for you in a
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lot of different ways over the past 15 years to be able to do
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what you're doing now. I want to talk a little bit bit
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more about you getting into competing with auctioneering.
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What kind of made you decide that?
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You know, I'm having enough fun with this, I guess.
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I guess I'll go go compete on it.
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Well, this is a, it's, it's a good story because I always
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looked at WLAC and, and wanted to be part of that.
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Never felt confident enough to do it.
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I went to work at Manhattan Commission Company and Cindy
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Nelson, one of the owners there, she signed me up for contest and
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she said, you're going. And that was a qualifier at
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Cherokee, Oklahoma five years ago.
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And so I said, all right, and she said, you're going and
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you're going to do well. And so I went and it was
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successful and it was fun. And I wouldn't say I was just
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hooked, but the, the experience, there's some stress that goes
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along with these contests that you have to be able to take and
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work through. But meeting the people, the
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friendships, the business relationships has been the
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biggest reward and any buckle or any cash prize I've gotten.
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And that that wasn't maybe how I, I think when I went, she kind
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of forced me to do, she didn't force me to go and she told me I
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was going and I didn't know what to expect.
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And it's been, it's been more than I ever thought it could be.
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I think initially it was, can this help escalate my career?
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And it turned out more like, man, you just meet so many great
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people there that do the same thing that you do and have the
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same interests that you do. And, and just a lot of good
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friends and even great business relationships have come from it.
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Yeah. One of the things I pulled from
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your story too is you're pretty diversified in a lot of the
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different things that you sell in business and a lot of those
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things. Can you talk about that decision
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as an auctioneer standpoint of why you kind of made that
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decision to really diversify yourself in what you're doing
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with that business? So once again, it it's just if
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someone asks you to do it and you try it and you just yeah,
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selling real estates turned out to be a a really good move for
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me. Some guys don't want to mess
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with it or don't think they can pass a test to do it or
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whatever. I don't know.
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But it's been a great deal. Charity auction, same way.
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It was a way to serve my community and that is snowballed
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to where it's almost, it's too many to do in a year.
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But I have a hard time saying no to those charity auctions too.
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But no. And as far as the cattle
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industry goes, I've always loved all portions are all, all facets
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of it. I mean, you know, working for
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the, the Cal calf man, the commercial Cal calf man, the
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backbone, the industry is what a lot of people gravitate towards,
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you know, selling feeder cattle, selling bread stock, and then
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the purebred side of things. I like all facets of that
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industry and I'm involved in all that.
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And, and, and so it's been and, and each one of those things has
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complemented, complemented the other one really.
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And so, yeah, there's certain guys that maybe sell in five
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barns a week. I sell in one on a weekly basis.
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I do some other sales as well. I go to farmers and ranchers
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still and sell some feeder cattle for them on special calf
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sale days and and fill in when they need help.
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I sell them Buffalo Sailor have for the last several years and
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and I like all of it though, and I'm and I guess I don't know,
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maybe that's different than the other guys, but I like sitting
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behind a mic and and doing business and it doesn't matter
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what I'm really selling. I like it all and when there's
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been an opportunity, I've gone and done it so.
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Yeah. Do you think that your position
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as being a cattle producer yourself has positioned you with
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a little bit more respect on the auction block or do you think
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that it is just kind of giving you another Ave.
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That you get to find enjoyment on in life.
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No, I think it's one of my biggest competitive advantages
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when I get behind the microphone, to be honest with
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you is being involved in this business.
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You know how to talk to both the buyer and the seller because
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you've been up, you've been a buyer and you've been a seller.
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You know, I buy cans and, and we straighten them out background
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and put them in 52,000 LB loads and re merchandise those cattle,
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you know, and so, you know, I can relate to that buyer when
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he's out there buying what sells that group of cattle, you know,
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and, and in each group of cattle that comes in, you need to be
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able to say something positive about them.
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You know, whether it's, maybe they're big fat Ballers, but
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they got a lot of frame and they're, and they'll get big
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and, and maybe they're little thin cattle that look like
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they'll gain it all, you know, and, and, and being able to know
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that because I've been an active participant within the business
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has been to me, one of my biggest competitive advantages.
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And then it's the same way when I, I represent a lot of cattle
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at Manhattan Commission company as well, solicit business there
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and, and, and work for a lot of great producers, being able to
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coach those guys to make sure that they have their product
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ready to sell and, and doing all the right things so that the
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next guy in line wants to buy them.
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They want to buy them. And so whether that's helping
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select bulls for that or whether that's in management or whether
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that's timing on getting them to the cell, whether that's correct
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fill on the cattle. I mean, there's so many
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different little things that make a big difference when
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you're marketing cattle. And so I think that it's, it's
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probably one of the best things in my opinion, is being an
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active participant within the business.
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And a Stockman myself has helped tremendously with the auction
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business, especially so on Cal. Yeah, One thing I think that I
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really pulled from that as well is that you really focus on your
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relationships with your buyers and your sellers quite a bit.
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Even as I'm just the man on the block, just as the auctioneer,
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you're like, hey, give me a call, let's talk about these
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things. Let's try and prepare your
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cattle for the best thing. We were off air and before I
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even said anything, you were like, I sell cattle for your
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dad, Don't I, Lauren? Like you, you know your buyers,
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you know your sellers, you know the relationships that you're
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building. Can you talk a little bit more
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about that and the importance of that within the auction
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business? I tell people all the, all the
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time we're in a cattle business, but it is a relationship
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business and, and you're doing business with people both sides.
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So you work for the seller and you try to be fair to the buyer
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is what you did and you try and because the seller at this point
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in time at least pays her Commission.
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So I always say I, I work for the seller, but I'd always try
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to be fair to that those guys that are buying them and
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representing properly. And so it, but it is 100% of a
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relationship business and if you can't handle those
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relationships, at least in my opinion, it's pretty hard to be
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successful in this business. Yeah, I couldn't agree more.
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I think relationships are one of the biggest building blocks that
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we go off on this business and especially in the auction
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business. I think that you guys are in a
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unique position where, like you said, you are working for the
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sellers and the buyers at the same time type of situation and
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trying to make sure that everyone goes home with a smile
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on their face. And luckily enough, right now
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the market is in a place where a lot of people are typically
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leaving with smiles and you're at least getting a little bit
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more of a positive response from the audience.
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So I'm sure it makes your job a little bit easier as an
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auctioneer to be able to have kind of a positive market to
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work in as well. It definitely does and there'll
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be a day, there will be a day where things will change and you
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got to be prepared. You cherish these good days
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because everybody, almost everybody in the business has
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made some money in the last couple of terms here.
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And they'll be a day where where it won't be so rosy.
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And I've been, I've been in it long enough to to know those
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days. And, you know, you just, you
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buckle down and you work as hard as you can and you and you do
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business. And sometimes they don't like
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the outcome of it, but it is, it's all part of the business.
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And you got to be there to celebrate the good times and you
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got to be there to help coach them through the tough times,
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you know. Yeah, that's just that is just
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it. I mean you're in a people
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business with these guys and and you're not a partner in it,
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you're an advisor and a marketer is what you are.
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Yeah, absolutely. Can you talk a little bit more
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about how you as an auctioneer face a little bit more of those
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difficult times? I think that it can probably be
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really easy to be in your position during a positive turn
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on the market when things are going great.
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But when things aren't going the best and you're having to pull a
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little bit more out of people in the audience and things like
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that, it can be pretty challenging for you.
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And so when you're talking to just producers, but then also
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other auctioneers, how do you kind of navigate those times in
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life? Oh man, that's a good question.
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You just try to be really straightforward and genuine with
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everybody and boy, everybody looks like a genius.
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When you sell first calf F repairs for 6200 or whatever,
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you sell them for a coal bowl last week for 268 a pound.
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You look like you're brilliant. You know, I've been there too,
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you know, in October and we're selling coal cows for $0.32, you
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know, and then guys are sick or, or it's the weather's coming in
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and, and they bring you a set of ball and cabs that has had no
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shots and they, they're not very happy with how the cattle set.
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But usually if they consult with me, at least we kind of know
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everybody's expectations going in.
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We can't control if the board's down $8 on a Friday.
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We can't control that. But what we can do is make sure
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that we're doing the things that we can to help sell the cattle.
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And, and I guess that's, I guess that's it.
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I mean, usually my experience has been when guys are really
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disappointed that they either didn't heed my advice or, or
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the, the board, just the board or the conditions have just been
16:50
against them. And sometimes that happens.
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I sold 2 loads of home race tears on a day that the board
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was down $8. You know, this last year I'm
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still happy with how they sold. We got along fine, but you know,
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gosh, it can cost you 15 to $30,000 in one day just in a
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board swing. So, and that's just part of the
17:08
business too. It's a risky business.
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Yeah, a lot of people say cattlemen are the professional
17:13
gamblers of the world and you know, we we really are because
17:17
of just the risk that we take in this business and things like
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that. But going back to your story a
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little bit, Andrew, you got your start in the auction business in
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your 20s. And so when you're talking to,
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we have quite a bit of listeners to this show that are maybe in
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their mid 20s or they're just getting kind of started in life
17:36
and they're maybe trying to figure out their place in the
17:40
world and their place in agriculture.
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And they're like, hey, I know I want to run cattle, but I
17:45
watched dad run cattle. And maybe that's not the only
17:48
thing I want to be doing with my life, right.
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And So what is your kind of advice or just take on that as
17:54
someone who started that didn't really have the bug bite them at
17:57
three years old in the auction house or things like that.
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And you kind of looked at it from more of a strategic mindset
18:03
of, you know, I think I could enjoy this and it allows me to
18:07
be a cattle producer. So on the cattle producing side,
18:10
I mean, I think right now that there's going to be some
18:12
opportunities moving forward for young people within this
18:15
business. I mean, you know, the the prices
18:18
are really good right now, but we have a aging cattlemen or
18:22
cattle woman within our nation that there's going to need to be
18:26
some young people come back and run these cat, you know.
18:28
So I think there's going to be opportunities there.
18:30
I think whether it's in the auction business or the cattle
18:34
business, number one, you're going to be pretty thick
18:36
skinned. You're going to have to be able
18:37
to work your way up from the bottom.
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I don't know any other way other than that is you're going to
18:42
have to be persistent, thick skin and work and not be afraid
18:44
to work. You know, when you start out in
18:47
the auction business, a lot of people joke around, you know, I
18:50
started out probably selling broken handled hammers and
18:53
personal property, you know, pots and pans and whatnot.
18:56
And that's not glamorous work. But you don't get to step
18:59
usually you don't get to just sit down behind the mic and sell
19:01
pot loads of feeder cattle or, or a, or a bull sale that
19:05
averages 10,000 or whatever it is that you should got to work
19:09
your way up from the bottom and, and figure out how to get in,
19:12
You know, and if it, if it's in a, an auction market, it might
19:15
be starting out cleaning pens. It might be out sorting cattle
19:19
or pinning back cattle and, and, and trying to figure out how to
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work your way up to that block and behind that microphone, you
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know, and it's same way in the cattle business, man, It takes a
19:29
lot of money to get in right now.
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But I think if a young person is willing to do it, there's a,
19:35
there's a, there's an older generation that needs
19:37
assistance. And I think if, if you identify
19:41
a producer or go to work for someone that over the next 10
19:46
years doesn't have a succession plan, there's probably an
19:48
opportunity there. But you also have to prove
19:50
yourself that you're willing to, to do the work.
19:54
And that's one thing I guess I worry about.
19:56
I mean, I've got three boys and the, the most important thing we
20:01
raise on our operation is those three boys.
20:04
It's not the cattle that we raise, It's not the crops that
20:06
we raise. It's to raise those boys that
20:08
they know how to work, that they've got a great work ethic,
20:11
that they know how to treat people.
20:13
And, and whether they want to come back here in farm and ranch
20:15
someday is fine. But I hope that they are
20:17
positive contributors to society.
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In some way, you know, and, and that's what that's my biggest
20:23
fear when you see some of these young auctioneers today.
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And, and maybe I was that way too, I don't know.
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But a lot of guys want to start behind the microphone and get to
20:33
sell stuff. And, and it doesn't always work
20:35
that way. It's not an easy business to get
20:37
into my, in my mid 40s and, and I've, I've finally gotten to
20:41
where it's a full time gig. Some guys I think you know at
20:45
auction school there's 20-30 guys and gals in my class.
20:50
I don't know that four or five of them are still in the auction
20:53
business. And so it's not an easy 1 to get
20:55
into. And the cattle, the cattle
20:56
business is the same way, but got to be persistent.
20:59
You got to be able to work and you got to be thick skin too
21:02
because it isn't easy. That is not the truth right
21:06
there. It is not easy no matter what
21:08
you choose to do. And Andrew, it cracks me up
21:10
because you chose to do 2 very not easy things with your life.
21:16
You. Don't just pick one easy thing.
21:19
I don't, I don't, we don't, I don't golf and I don't go to the
21:22
lake on the weekends and I don't want to either.
21:25
So I guess, I guess I'm happy doing what I'm doing, but I work
21:28
a lot of sales on the weekends and, and, and we catch up on a
21:32
lot of stuff on Sundays. I, I don't like to work on
21:34
Sunday. I think we need a day of rest.
21:36
But there's times that we, we just have to, you know, so we're
21:40
getting ready for grass season right now and we got several 100
21:43
yearlings that we're going to turn out in the next couple of
21:45
weeks here and cows and calves to get the grass and we're going
21:48
to put in some time here. So it's that time of the year.
21:52
It is, it is a busy time of year for everyone right now.
21:55
And I think especially it's so nice to be able to be living in
21:58
the Flint Hills at this point in time.
22:00
I feel so lucky to be able to because everything just got
22:03
burned. And give it one more week and
22:05
everyone's going to start setting out to grass.
22:07
And it's my favorite time of year around here.
22:11
It's the best, it is the best day of the year when you get to
22:14
turn those yearlings or those pairs out on the grass and it's
22:18
a relief to get them through the winter and and all cabbed out
22:21
and all backed up and get them turned out on the grass and
22:24
watch them explode. At least that's the plan.
22:26
Yes, for sure. Well, Andrew, this has been so
22:29
fun to talk with you today and to just hear a little bit more
22:32
about your story and how you got started in this business and
22:35
what it looks like for you now as we start to wrap up this
22:38
podcast. Is there anything else that you
22:40
would like to say or leave with our audience members today?
22:43
No, I'm really looking forward to being at the King of the
22:46
ring. It'll be my first time to be
22:47
there And, and gosh, when I first entered, I think there
22:50
were six guys in there and then and then they added some legends
22:54
within the deal. It's going to be a fun contest.
22:57
I'm looking forward to it just like any other contest I go to
23:01
these days. I'm looking forward to building
23:02
those relationships and having a good time and meeting some of
23:05
the guys that man, I would watch from a distance and said, this
23:09
is who I want to be like. So, you know, I mean there's
23:11
several guys in the competition there that I know and some that
23:15
I don't know that I'm really looking forward to having the
23:18
opportunity to to meet and build relationships.
23:21
With absolutely we cannot wait to have you as a contestant and
23:25
to all of our listeners out there.
23:26
If you want to watch Andrew sell and compete and do all of the
23:30
things, make sure you check out the show notes down below and
23:33
I'm going to have the links down there for all of the information
23:36
for the King of the Ring contest.
23:37
It will be live streamed and so you can TuneIn from wherever you
23:40
are and watch Andrew or any of the other legends that we we are
23:44
going to be having in the contest.
23:47
And Andrew, I know you're on your way to being one of those
23:49
in the future as well. I, I can't thank you enough for
23:52
coming on and sharing your story today and coming on to just talk
23:56
with us today. We really appreciate it here at
23:58
the team. To all of you listeners out
24:00
there, thank you so much for listening to another episode of
24:02
the Cattle USA Daily podcast. We will see you all next time.
24:06
Have a good one y'all. Thank you.