Preparing for Appointments

This section is a tool to help you prepare for your first appointment with a buyer!

Some Things to Remember:

1. When putting your horse up for sale, she should remain in a consistent training program to assure you top dollar at time of sale. Keep in mind, no one wants to buy a horse for a premium price that hasn't been ridden recently or a horse that needed its feet reset 2 months prior.
2. The night before the appointment wash wraps, boots, saddle pads and tack - make sure you have tack and wraps/boots appropriate for the type of buyer coming out ie. dressage horses wear white wraps.
3. Bring the above items on the day of the appointment!!
4. Get to the appointment at least 1 hour in advance of the set time, horses have a way of rolling in mud right before a prospective buyer comes out.
5. If you are selling a jumping horse, make sure that either your trainer is present if this is stable policy or that you have permission to jump unattended - check into these things ahead of time.
6. If your stable has 'non-liability' forms you must make sure you have these available for the buyer to sign if she chooses to get on your horse.
7. Talk to the prospective buyer regarding whether you should have the horse untacked in the aisle or already warmed up under saddle.
8. In any case, the horse should be brushed (washed if necessary), clipped, trimmed and tidy looking for a good first impression.
9. It is always a good idea to exchange cell phone numbers in case of a last minute problem. If a buyer seems to be running late for example, you will be able to reach them to find out why there is a delay.
10. Choose a day for the appointment when you have some private space in the arena. If there is a group lesson going on a new buyer might feel intimidated and not want to get on the horse with all the commotion.
11. When talking to the new buyer, let them inspect your horse in the way that they choose. Some buyers like to ask a lot of questions, some like to sit back and just observe. Just ask them what they would like to see, and the rest will go naturally. Most riders want to see the owner ride first, once the owner has had a ride, it is a good idea to invite the buyer to get on if they like. Some buyers are shy and don't mind some encouragement/advice from the owner or the owner's trainer.
12. Don't discuss price, vetting, first right of refusal or trial agreements at the appointment unless you have firmly made some decisions in any of these areas. It is fine as a seller when confronted with a direct question on price for example to say, 'I will have to think about that and get back to you later'. It is important not to blurt out promises you later regret, take some time to discuss the important things with your family before making any big decisions.
13. After the appointment if you haven't heard from the buyer, give them a call to thank them for coming to see your horse. It is always a good idea to get feedback even if it is negative, it will help you to show your horse better the next time.