| When you are selling horses, your goal is probably to | | | | 5- Provide Written Records |
| make a profit. Perhaps you purchased a horse and | | | | The best way to convince buyers that you are an |
| subsequently trained him so you can sell him for twice | | | | ideal seller when selling horses is to show them how |
| what you paid, or maybe your current competition | | | | organized you are. Prepare a notebook or binder with |
| horse is no longer sufficient for your abilities. Whatever | | | | all of your horses' records, from veterinary documents |
| the case, you should keep profits in mind when selling | | | | to farrier receipts and Coggins tests. Order everything |
| horses. | | | | chronologically and include a physical description of |
| That said, etiquette is important in the horse industry, | | | | your horse, his pedigree and any other pertinent |
| and you can easily make enemies if you aren't careful | | | | information. |
| about how you handle potential buyers. Just like with | | | | In this vein, selling horses is a lot like selling cars. Buyers |
| buying horses, you need to have a level head and a | | | | want to know when the horse had his last "tune-up" |
| strategy to make the sale. | | | | and how often you've practiced good maintenance. |
| 1- Groom Your Horses | | | | This will reassure the buyer that the horse is in |
| Selling horses is a lot like selling real estate: first | | | | excellent health. |
| impressions matter, and the beauty on the inside is | | | | 6- Limit Riding Time |
| secondary. When people come to look at your horses | | | | You have a responsibility to the buyer when selling |
| for sale, you want them to see the most beautiful | | | | horses, but you also have a responsibility to your |
| animal possible, so make sure you groom your horses | | | | horse. For example, if you're showing your horse in the |
| on a daily basis while they are on the market. | | | | dead of summer, you won't want a buyer to ride your |
| You should also pay attention to those annoying | | | | horse for two hours while he "gets the feel" of him. |
| grooming rituals that you might normally forego. Bathing | | | | You are perfectly within your rights to say, "I think he's |
| and clipping, for example, are good habits when selling | | | | had enough." |
| horses. Just bathe once a week while your horses are | | | | If the buyer has a problem with limited riding time, invite |
| on the market, and make sure ears, fetlocks, muzzles | | | | him to come out another day to try him again. A good |
| and bridle paths are trimmed regularly. | | | | buyer will want to do that anyway, so try to |
| 2- Return Phone Calls | | | | accommodate without putting your horse at risk. |
| Or e-mails, or faxes, or any medium through which | | | | 7- Be Honest About Temperament |
| potential buyers might try to get in touch with you. The | | | | Some horses just shouldn't be ridden by children, and if |
| horse business moves quickly, and if you wait 24 or | | | | you have one of them, let all buyers know this. The |
| 48 hours to get back to buyers, they might already | | | | ethical way to go about selling horses is to be up-front |
| have found other horses that meet their needs. My | | | | and honest about your horse's temperament. If he |
| advice is to try to return phone calls and e-mails within | | | | needs an advanced rider, say so. |
| 6 hours of receipt. | | | | 8- Clue the Buyer In |
| Of course, the manner in which you return | | | | Every horse is different, so try to give the buyer a |
| communication is also important in selling horses. Are | | | | hand when selling horses. Tell him that your horse |
| you friendly on the phone? Do you invite questions? | | | | takes a short rein or not much leg or lots of verbal |
| Do you make time to give the buyer details about your | | | | encouragement. This will help the buyer to have a |
| inventory? Think like a salesperson when selling horses, | | | | positive first ride and will limit frustrations. |
| and you can't go wrong. | | | | This is especially true when it comes to safety issues. |
| 3- Prepare Media | | | | For example, I once had a horse that would flip out if |
| The more materials you have when selling horses, the | | | | you got anywhere near him with a bat or crop. The |
| better your chances. I advise, in addition to a text ad in | | | | same went for spurs. If your horse is sensitive to |
| appropriate publications, both videos and pictures to | | | | certain artificial aids or if he'll buck with too much leg, |
| showcase the horses you intend to sell. | | | | make sure the buyer knows before he climbs aboard. |
| A text ad for selling horses should be well-written, with | | | | 9- Price High |
| proper grammar and appropriate details for the market | | | | Negotiation is expected when selling horses, so don't |
| your horses are in. Be completely honest about your | | | | list your horse at the lowest price you'll possibly accept. |
| horses' personalities and abilities; don't "pad" your text | | | | Increase the price about $500 or $600 over what you |
| ad with information that isn't true. The buyer will find | | | | are willing to take, then let the buyer negotiate you |
| out. | | | | down. He'll feel as though he's gotten a great deal and |
| As for videos, it is better to not make one at all than to | | | | you won't feel tempted to accept a low-ball offer. |
| make a poor one. Use a good-quality camera and hold | | | | That said, don't gouge the buyer. Appropriate horse |
| it steady as you shoot the video. Try to showcase the | | | | prices are difficult to gauge, so start listening to buyer |
| horses' most impressive attributes, such as jumping or | | | | feedback. If ten buyers scoff at your entry price, take |
| dressage. You'll also want to get a close-up of horses | | | | it down a notch or two. Your horse might not be worth |
| standing and walking. | | | | as much as you originally thought. |
| Photographs have the same rules as videos when | | | | 10- Shut Up |
| selling horses, but they aren't as flexible. Since you | | | | When selling horses, many people have the tendency |
| can't show motion, just make sure the pictures are in | | | | to talk constantly as the buyer looks over the horse |
| focus and as clear as possible. | | | | and takes him for a test drive. This is a big mistake. |
| 4- Ride the Horse First | | | | Even if you are just nervous, the buyer is going to think |
| This is a simple manner of etiquette, but an important | | | | you are trying to distract him from something that is |
| one. When selling horses, it is customary for the owner | | | | wrong with the animal. |
| to ride the horse for the buyer before allowing the | | | | Conduct a brief introduction of the horse, explain |
| buyer to try him out. This demonstrates that you are | | | | anything the buyer needs to know, then let the horse |
| comfortable with the horse, and gives the buyer a | | | | do the talking. You should of course answer any |
| chance to see the horse in action. | | | | questions the buyer might have, but resist the urge to |
| The only exception is when selling horses you aren't | | | | go on and on. |
| comfortable with. In this case, make it clear to buyers | | | | Selling horses can be a frustrating process, but |
| that you aren't sufficiently skilled to handle the horse, | | | | eventually you will find a buyer. Just continue to |
| but that you are willing to let them ride him if they wish. | | | | advertise your horse and market in places where |
| Make sure they sign a liability waiver before you let | | | | interested buyers are likely to take notice. |
| them mount up. | | | | |