The First Look
Of course, you want to give your horse every advantage, so that means having him clean, clipped, and ready to show to the prospective buyer on time. And it means that you have to reach out to the buyers. Be friendly and as accommodating as is reasonable. Remember that you are in control, but work at helping make the buyer comfortable. You can stop the process at any time, so put your best foot forward.
Watch carefully to see how your horse and the buyer get along. Look for the little signs that your horse likes the person or the person is working to understand your horse. It may take a while for them to get the signals worked out, but observe their approach and skills.
On the other hand, if you don't like the way someone is handling or riding your horse, stop her. Do it in a nice way, but you can say something like, "I really appreciate your coming out to see this horse, but I don't think your riding style is a good match for him," or "I don't think he'll do well with that technique."
Drenda emphasizes that while it's the seller's job to provide information, you don't want to talk too much. Allow the prospective buyer and horse to interact, and listen for the buyer's comments. It's not uncommon for someone to feel that they want to think it over and come to ride another day. If you feel that it may be a good match, encourage them to come back.
Curb Appeal
Since your objective is to sell your horse, you have to present him looking his best. The standards vary according to your riding discipline, but squeaky clean is always the first step.
• If you have a show horse, clip him and turn him out like he was going to a show. (Don't braid the mane, but be sure that it's well trimmed and lying flat.)
• No shavings in the tail.
• Fly spray the horse if need be.
• Feet well cleaned, and hooves polished, if it's appropriate for your discipline.
• Clean ears and nose with a damp towel.
• Use a good saddle pad and saddle.
• Clean your bridle, and use a good halter and lead.
• Have handy any required equipment, such as a longe line.
• Clean the stall or paddock. Sweep or blow the barn aisle.
• Be sure the prospective buyer has a place to park.
• Drag the arena, or at least clear it, so the buyer can try the horse.
• Have your liability form handy for the buyer to sign, if that's your farm policy.
• Have helmets handy, in case they didn't bring theirs.
• Have someone watch your children so you can concentrate on your horse and buyer.
• Make sure you and anyone who is going to show the horse is clean and presentable.
• Offer water or refreshments after the ride, especially if it's hot.
"I don't normally recommend a trial period or guaranteed sale," says Drenda. "That introduces too many gray areas. I'd rather the buyer come a few more times to try the horse and then make a clear decision. Usually three visits are sufficient."
Drenda emphasizes that really liking the horse is important if this is to be the right home. Horse ownership will have its ups and downs, and you want to know that the buyer will have a real commitment to the horse.
Making the Sale
If you feel comfortable that a particular buyer is a good match for your horse, you'll need to advance to the process of closing the sale. It may feel awkward, but it's necessary to work through the terms of the agreement.
Pay attention and try to work with the buyer. Someone may not be ready to take it to the next step after the first ride, but you can always ask an open-ended question such as, "What do you think?" Depending on what they say, you can lead the discussion farther down the path with questions such as, "Do you want to arrange for a vet check?" or "Would you be picking him up or do you want me to deliver him?"
Once things are in motion and you feel okay about the match, watch that you don't interrupt the process. If someone asks, "Can I pick him up on Thursday?" you want to be sure to be available on Thursday.
Before the vet check, be clear about who pays for any services so there's no misunderstanding. And if there are any important conditions to the sale, put them in the contract. For instance, if you want the first option to buy the horse back if he should come up for sale again, put that in writing.
You are in control right up until the money changes hands and the buyer drives out the driveway with the horse. If you've represented your horse accurately, listened to the buyer, and carefully watched how your horse acts with her, your equine friend will have a new owner that he can be proud to call a partner. And you'll have done a good deed for your old buddy.
