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her personal contacts. After 90 days without success, the owner contacted us again about marketing the horse for her at a price we initially recommended that would position the horse to sell. Almost at once, several prospective buyers contacted

us; most, however had some conditions attached (selling their horse, securing the funds for purchase, etc.) or they had a budget less than the asking price. Even though the horse was purposely priced to attract buyers in the market’s present circumstances, some people still wanted to “dicker” on the phone before a test ride. (Overzealous dickering is a common mistake that costs many buyers a great horse at a fair price.) At the same time, a buyer

and her trainer came forward who had done their homework. The buyer had cash in hand and no contingencies regarding selling another horse. Her trainer devoted a large portion of her time to buying or selling horses and understood the market. She also understood the needs of her client and developed a list of criteria to make the search both efficient and effective. By using a defined screening process, her approach kept the travel budget under control. The trainer contacted us, reviewed the online video and contacted her client to book travel reservations to try the horse the following weekend. They both loved the horse and a perfect match was in the making. The buyer briefly tried

the criteria needed to assess the horse with a competent trainer and investigate “real market prices.”

 Have your trainer prepared to travel with you to

try the horse. You should establish in advance what and how compensation will be paid to your trainer or representative. Most buyers will pay their trainer a commission, an hourly/daily rate or some combination of the two. Think of it as insurance to help you make a better decision and listen to their guidance. In some cases, commissions to the trainers on both sides is built into the asking price. It’s best to check ahead of time.

 Make sure your trainer has the ability to travel on short

notice. If your trainer can’t travel, check to see that he or she can “evaluate” the horse over the phone by talking with the selling professional and or review video footage of you riding the horse to help you be in a position to decide definitively yes or no. Otherwise you risk losing the horse to another buyer.

 If you are not buying

Susan Cooper, USDF gold medalist and FEI trainer.

to bargain on the price, but quickly realized that she would miss out if she continued to “dicker” and settled at the asking price. A local vet was prescheduled for an appointment for the following day. The client contacted her vet in California so that both veterinarians would be ready to review the new digital x-rays to make decisions or investigate any perceived issues while the vet was still at the farm. The vetting went well with no major issues that would impact the horse's ability for the intended job. She signed a contract contingent on funds being wired in the following day and now she owns the horse of her dreams.


 Do your homework. Take the time to really think through your needs, budget ability, and then ascertain

82 January/February 2010

locally and need the opinion of your vet, coordinate to have your vet available on standby at a prearranged time that coincides with the standby vetting scheduled at the farm where you are trying the horse. Also check

with your vet in advance about which x-rays and information he requires from the local vet doing the exam. If possible see if the seller has access to a high- speed internet connection and can upload digital x-rays to the Internet for your vet to review

while the local vet is still there. Make sure the local vet has digital x-ray capability too.  Be realistic. No horse or vetting is going to be perfect.

Remember, once any horse is put into work, there’s wear and tear on his/her body.

 Don’t haggle just for the sake of haggling. Everyone

likes a deal, but if the horse is already priced correctly, you risk losing the horse of your dreams in order to save a few dollars.

 Be pleasant to deal with. This sounds simple enough,

but it’s also a great negotiating skill. If you’re a non- business-like, bullying, rude buyer, your attitude can prevent you from getting your dream horse. Professional sellers know how to recognize demon buyers and will quickly dismiss you if they come to the conclusion, Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76  |  Page 77  |  Page 78  |  Page 79  |  Page 80  |  Page 81  |  Page 82  |  Page 83  |  Page 84  |  Page 85  |  Page 86  |  Page 87  |  Page 88  |  Page 89  |  Page 90
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