Negotiating Land Leases & Building Strong Relationships for Long-Term Success
Katelyn Walley, Business Management Specialist and Team Leader
Southwest New York Dairy, Livestock and Field Crops Program
Leasing farmland can be a great opportunity for both farmers and landowners, but it takes good communication and a fair agreement to make it work. In small towns and rural communities, word gets around fast—so it's important to start off on the right foot and keep things positive. Here are some key steps to help you negotiate a land lease that benefits everyone.
Before Negotiating: Do Your Homework
Good communication is key from the start. Before reaching out to a landowner, take time to explain your farming practices and what you'll need from the lease. A little old-fashioned kindness, like bringing cookies or a friendly conversation, can go a long way in making a good first impression.
It's also important to know your numbers. Understand your break-even price, check local rental rates, and be ready to explain why your offer is fair. If you're looking for new land, use resources like tax parcel records, word of mouth, or even town offices to find potential leases.
During Negotiations: Be Honest and Flexible
When discussing rental prices, keep things realistic. Some landowners may try to negotiate like they're at a flea market, but it's best to focus on fair market value. If cash rent is too high, consider offering barter services—such as snow plowing, providing meat, or making infrastructure improvements—in exchange for a lower rental price.
Be upfront about your farm's budget and expected expenses. Transparency helps build trust and prevents misunderstandings down the road. And if things get complicated, don't hesitate to bring in legal counsel to make sure both sides are protected.
After the Lease is Signed: Keep the Conversation Going
A good lease agreement doesn't mean communication stops. Set up times to check in, especially before planting season and when it's time to renew the lease. If you plan to spray pesticides, spread manure, or work late in the field, give the landowner a heads-up. Likewise, landowners should inform you if they plan to host special events or use the land for recreation.
At the end of the day, being a good neighbor makes a big difference. Clear communication and mutual respect help avoid conflicts and keep things running smoothly—so you can focus on farming without unnecessary stress.
Most Importantly: Get it in Writing!
Having a written and signed lease agreement is the most important thing you can do to protect yourself and set yourself up for success. No matter how good a handshake deal may seem, always get your lease in writing. A written lease protects both you and the landowner by clearly outlining rent, lease length, responsibilities, and any special agreements (such as bartering services). Verbal agreements can lead to misunderstandings down the road, so having everything documented helps prevent disputes and makes renewal discussions easier.
Upcoming Events
Youth Tractor & Machinery Certification Program
June 19, 2025
June 26 - June 27, 2025
Cuba, NY
The 4-H and FFA Tractor & Machinery Certification Program will be offered at the Cuba-Rushford HS (5476 Rt. 305, Cuba, NY 14727) on June 19th, 26th and 27th from 8:30 AM to 4:00 PM.Youth must attend all 3 sessions plus pass written and driving test to receive certification.
Neonic Risk Assessment Field Day

July 30, 2025
Hamburg , NY
FAMACHA Training for Sheep and Goat producers in Woodhull NY
August 13, 2025 : FAMACHA Training in Woodhull
Woodhull, NY
Join us for a discussion and hands-on training for internal parasite integrated pest management in sheep and goats. Certification is available to all students participating in the workshop.
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