Tips for Selling Your Horse

From the December 2013 issue of The Stable Magazine – www.thestablemagazine.com/december2013

Selling your horse isn’t as easy as it sounds - not only may emotional or financial stress be involved - but the actual process of the sale can be a trial in itself. Putting a price on your horse, advertising, deciding whether you’ll offer a trial or lease period, vetting out potential buyers, vet checks, papers, negotiating a sale contract, conditions of sale, included gear, transport... phew! 

While it still is a ‘buyers market’, it seems the number of buyers is steadily increasing, but there’s certainly no shortage of horses and ponies advertised for sale. How can you ensure you get the right home for your horse - and the right price?

REASONS FOR SALE
There are many reasons owners choose to sell their horses. Some riders simply lose interest, have a family that takes priority, lack of time or motivation to ride, have too many horses, have outgrown much-loved mounts in either size or ability, and some owners unfortunately suffer financial hardship or perhaps health problems and must sell their horses.

If you have decided to sell your horse for whatever reason, it’s important to be realistic in terms of advertising your horse, his abilities and the asking price. There are dishonest sellers in the horse world - and too many owners who, when selling their horses are after a quick sale - but placing your horse in the best of homes possible should be your utmost priority. Too many horses that may be suitable in certain types of homes are marketed and sold to homes that are less than suitable, to riders who perhaps lack the skills and confidence to handle the horse safely and successfully.

Once a horse is spoilt or ruined, the chances of rehoming a horse that has become ‘difficult’ to handle or ride are slim - and often these horses end up in auction or sales yards, simply because they were advertised and sold as something they were not - or were sold to a rider who was unable to handle the horse in the first place.
If you are looking to sell your horse or pony, no matter the reason behind your decision, we’ve put together some helpful tips to help to place your horse in the right home - and at the right price!

BE REALISTIC
When advertising your horse, you are wasting both your time and the time of the prospective buyer if you do not advertise your horse’s abilities accurately. Buyers are often looking for horses at a certain level, with certain capabilities. Accurately describing your horse’s abilities and attributes is a must. If your horse is competing at a certain level, don’t overstate his abilities, no matter how wonderful you think a horse is. If you have difficulty in assessing your horse, ask your knowledgeable friends, or better yet - an instructor - to give opinions on your horse.

Other buyers are not so much after a horse that is competing at a certain level, but a horse with desirable qualities to suit the rider. Is your horse flighty and forward moving? If so, ensure you let prospective buyers know. Some riders prefer forward moving horses, others may not be confident and prefer horses that are more settled in character.
It’s about matching the horse to a home in which he will be suitable, and able to provide his next owner with what they are looking for in a horse - and with many kinds of riders and many kinds of horses out there - finding a match will take time, but it is much better to match your horse with the right rider than send him to a home where he will not be suited to the task at hand.

ADVERTISING
When advertising your horse, you should start with the basics. List his age, height and abilities in your ad. Include the horse’s breed, colour and bloodline and registration details if you think they are relevant to prospective buyers. Also write a paragraph or two about your horse, list his good qualities, his education level, his achievements, what kind of rider you think he may suit, and what experience he has.

Advertising online at Horsezone is of course essential and obviously your best option - it is economical and guaranteed to give your horse maximum exposure. You could also try your local paper and putting up an adat your local saddlery or feed shop, pony club or riding school. With all advertising you need to beware of scammers - read more about scammers here.

Honesty is again important! If you are aware that your horse has a health problem that will limit his riding to gentle trail rides, include it - it is important information that any prospective buyer needs to know.

If you care about the eventual home your horse is to have, you should happily offer full disclosure.

WHAT IS YOUR HORSE WORTH?
We’ve put together a really handy article to assist you in figuring out the market value of your horse. Read the article from the April 2013 issue of The Stable Magazine here also, insert details similar to your horse's vital statistics in Horsezone's search facility, to see what price horses like yours are being listed for.  If you are still unsure of what your horse is worth, please contact Tim at Horsezone at tim@horsezone.com.au

SELLING WITH A PHOTO (OR 20!)

Selling with a photo can be extremely helpful not only to grab the attention of prospective buyers, but also to showcase your horse’s good conformation, trainability or temperament (you can include up to 20 photos with a Horsezone ad). You can also include as many YouTube clips as you like in Horsezone ads, which definitely help with marketing your horse. Footage at events, training days or even working at home allow prospective buyers to watch you horse in action.

Make sure the photo or photos flatter your horse - ideally, they should be clear and in focus, centred on the horse, and showcasing a good point or feature. It’s up to you whether you use photos of your horse at a show (all plaited up and well presented) or in paddock condition or both. Generally, it will depend on the kind of horse you are selling and the market you are trying to sell the horse to.

A top quality dressage mount with gorgeous paces should be shown in action for best results. A quiet child’s pony, perhaps under saddle with a child rider. Take a few photos and use the best ones - and if you do use a photograph from a professional photographer, always ask permission, pay any fees if required, and include a photography credit.

Read “HOW TO PHOTOGRAPH YOUR HORSE” from the November 2013 issue of The Stable Magazine here

WORD OF MOUTH
Possibly one of the best ways to sell your horse - especially if you are regularly out competing, part of a pony club or riding school! If you were looking at buying a horse, you might come into contact with someone you know or a friend of a friend with a horse for sale. The bonus of word of mouth advertising is that often you are able to view the horse locally and you can always get good knowledge and information about the horse from people who have seen and know the horse. In turn, when you are selling your horse - tell your friends! Put notices up at Pony Club and any shows you might be attending with the horse. If your horse has a few fans - or if he competes well at an outing, that is one of the best advertisements available.

DISCLOSING PROBLEMS
It’s important to disclose any problems that your horse may have to potential buyers. You don’t have to list them on the advertisement for your horse - of course, vital facts must be listed. If your horse has an underlying health issue, you should tell potential buyers. If the situation was reversed and you purchased a horse who you thought was suitable for what you wanted, only to find out that he was not physically (or otherwise) capable of the task you wanted him for, you’d be unhappy, too!

IT’S MUCH BETTER TO TRY TO PLACE YOUR HORSE INTO A PERMANENT HOME WHERE HE WILL BE HAPPY AND TREATED AS HE DESERVES, THAN TRYING TO GET A QUICK SALE

Tell your potential buyers about your horse’s physical condition - quirks, personality. Whether he floats well or is terrified of small spaces - or whether he is fit to take on a top level event or should only be used for light riding. Letting people know what your horse is capable of is imperative for placing him in a home where he will be valued. The more honest you are the more likely you are to find a suitable home - even if it does take some time for the ‘right’ buyer to come along.

HEALTH PROBLEMS
All serious health issues should be disclosed to potential buyers prior to purchase - not only for the sake of the new owners - but more importantly, for the sake of the horse.

If your horse is prone to founder, colic, has lameness issues, arthritis, or anything which may be a continual, on-going problem - or a condition that requires on-going care and preventative measures - you must tell the prospective buyers. All horses suffer injuries at some point - it’s a fact of horse ownership - but ensuring that your horse is fit and sound for the purpose he is being purchased for will help to ensure that he is well taken care of. If his new owner is aware that he has pre-existing health problems, steps can be taken in order to prevent further injury, damage or problems in the future.

VET CHECKS
Not everyone who purchases a horse gets a vet check done prior to purchase. There are sellers who do not disclose health problems of the horses they are showing prospective buyers. A vet check is always a good idea, and as a seller, you should welcome a check from any prospective buyer. A thorough check by a veterinarian can help to find problems or potential problems with using the horse for the purpose he or she is being sold for. If you have been honest about the horse (which, you may have figured out by now that honesty is really the best policy when selling horses!) you should have nothing to hide come the vet check! Vet checks should neither be a ‘pass’ or ‘fail’ - they simply assess the horse’s suitability for the buyer’s purpose.

REASONS FOR SELLING
One of the more common questions you will be asked when selling a horse is your reason for putting the horse up for sale. Be honest about why you’re selling the horse. Was he not fit for your purposes? Too forward moving for you? Have you outgrown the horse physically or ability wise? Have you taken on too many horses - and one simply has to find a new home? Be up front about your reasons for selling the horse.

ASKING PRICE
Putting a price on your own horse can be difficult - and it also depends on the current market at the time you’re selling. In this current financial climate, there are many, many horses for sale - of all different types for all different purposes. Do your research before you advertise your horse and try to put a fair asking price on your horse. It is a good idea to leave a bit of room for negotiation - so it is acceptable to advertise your horse at a slightly higher price than what you realistically expect to get for him - just don’t go too far overboard!

Take a look at horses that are similar to your own in age, build, ability and purpose. Remember to insert details similar to your horse's vital statistics in Horsezone's search facility, to see what price horses like yours are being listed for. This is a great starting point as a guide to the price you should be expecting to get. If you do decide to list your horse for a few hundred dollars more than what you hope to get, you can always list the price as ‘negotiable to good home’ or ‘or best offer’ - so buyers know that while you have a price in mind, that you are flexible to a point.

Generally as a guide, education, ability and experience are three things that will dictate a price range. Just because you might have a horse that is registered with a breed society, that is good to handle on the ground - but is a nightmare under saddle - doesn’t mean that you can expect to get top dollar. The asking price also depends on which market your horse is suited to.

Most buyers in the pleasure horse, show horse or pony club market are looking for horses that are currently in work - something that they are just able to ride without taking on a ‘project’ - such as a green or unbroken horse or pony. Keeping your horse in work while selling him or her will most definitely make things easier for you - buyers can see the horse in top condition, in work, and will be able to inspect and ride the horse when it’s at it’s best. Show horses can still be sold in ‘paddock condition’ - even if they aren’t groomed/clipped or in full show form - but keeping the horse in work also serves to show off your horse at his or her best.

That’s not to say that having a horse who is not currently in work under saddle means that it is unsaleable. Buyers might be looking for a ‘project’ horse - or a young or green horse that they can buy and break themselves. Broodmares being sold off for breeding obviously don’t require an education under saddle, although being easy to handle on the ground is an advantage.

Children’s mounts or pony club ponies should be experienced - the more quiet, educated and easy to handle the pony, the better chance you have of placing it in a loving family home. Many buyers will spend good money on a safe and reliable pony for their children to ride, so again, do your research, see what’s available in the market and price your horse or pony fairly.

POTENTIAL BUYERS
Always be open with potential buyers and describe your horse honestly. Invite interested parties to come and see the horse in action. Take them with you as you catch, groom, tack up and ride the horse. Offer them a ride and answer any questions they have about the horse - it’s history, health condition, education, temperament, etc. Ask questions about where they plan to keep the horse, what they plan to do with him - and consider whether your horse is suitable for what they are looking for. If the horse is clearly not suitable, be honest and upfront with them. Allow the prospective buyers to ride the horse and offer any help that they require. The more you can tell them about the horse, the better, so they can make an informed decision about whether your horse is right for them. Some buyers visit many horses before making a choice - the old rule is ‘Don’t buy the first horse you see’ - so don’t push them into making a choice on the day. Some buyers may wish to come and trial the horse a couple of times before they make a choice.

TRIAL PERIODS
When selling your horse, potential buyers may ask you for a trial period. This generally involves a two or three week trial of the horse - where they take the horse home to test it out in their home environment. Trials are becoming less common - generally, because there is a risk that the horse may come back injured or in poor condition - or perhaps not at all. There is always a risk when allowing a potential buyer to remove a horse from your property - even if there is a lease contact or trial contract, things may still go wrong. That’s not to say that a trial is not a good option - however it is important to clearly set out the conditions of the trial on paper and ask for payment of the horse IN FULL before the trial commences. Explain to the buyer that you will happily take the horse back and refund the purchase price in full if they are not happy with the horse in the agreed period of time. It is unwise to let a buyer trial your horse without paying for the horse in full.

CONTRACTS
When you sell your horse, it’s a great idea to have a contract drawn up ready for the potential buyers. Not only does it act as a receipt, but a contract also lets you list the condition of the horse, all details in relation to the sale, and any terms or conditions agreed on of the sale - such as a trial period. Professionally designed and legal horse contracts are available for purchase from most saddleries, and they do serve as a fall back. If the horse is not paid for in full by the time the potential buyer is to pick up the horse, a payment plan can be detailed in the contract. Although this is NOT recommended, some sellers and buyers do agree on a payment plan option. Just be aware that although a contract is a binding legal document, it does not guarantee that you will receive the remainder of the purchase price when you agreed upon it.
Be wary when dealing with potential buyers and don’t agree to anything you’re not comfortable with - including a trial period without payment. Record all details of the sale when it eventuates.

ATTEMPTING TO SELL ‘DIFFICULT’ HORSES - IF YOU’VE TRIED TO RESOLVE THE PROBLEMS YOU HAVE WITH YOUR ‘DIFFICULT’ HORSE AND YOU HAVEN’T BEEN SUCCESSFUL, THE BEST THING YOU CAN DO IS TRY TO SELL THE HORSE ON TO SOMEONE WHO MIGHT BE ABLE TO HELP WITH THE HORSE’S PROBLEMS.

THERE’S NO SHAME, AND IT’S NOT ‘QUITTING’.
If you have reached a stalemate with a particular horse, particularly if you or the horse have lost confidence, or if safety is being compromised, sometimes it is just better to cut your losses and find a more suitable home for the horse.

The first thing you need to think about are the horses strong points and make a list of them. Compose an ad for the horse and advertise it in appropriate places - your local paper, saddlery, etc. Focus on the good points of your horse, but it is also important to list the problems that your horse has. Don’t describe them in too much detail in your ad - but do be prepared to talk about the problem you have in depth when you receive calls about your horse.

Ensure that your horse is fairly priced - don’t overprice the horse in the ad - unfortunately, with horses who are difficult to handle, you are more than likely not going to get a decent amount of money from the sale. Price the horse according to it’s age, experience, education, and take the horse’s faults and problems into consideration. Remember, selling your horse to a private buyer is preferable to sending your horse to the sales - and the lower your asking price is, the more likely prospective buyers are to respond to your ad!
When prospective buyers call about your horse, the important thing is to be honest. Always tell the truth. The buyer at this stage doesn’t need to know the horse’s full history - of course - if they do ask, tell them. Explain the problems that you have with the horse, and that you’re hoping he or she will go to a home capable of fixing those problems. Some prospective buyers are in the position to take on ‘project’ horses, and it’s much better to be up front than to waste both your time and the buyer’s time if the horse isn’t suitable.

If the horse say, isn’t suitable for a child rider - say so. Make it clear. If the horse is difficult to catch - disclose the issue. It’s much worse to sell the horse on to an unsuitable home where the problems may get worse. It might take a few phone calls, but the right buyer may come along! In many cases, a confidence issue with the handler can be all that the problem is - and more experienced riders and handlers may be able to solve the issues that you have quite quickly. It’s all just a matter of the experience of the owner.

If you have explained the full story to the prospective buyer and they are interested to come and view the horse, it’s time for your preparation. Of course, you shouldn’t just give up on handling the horse if you are selling it - the more time you put in - even on the ground - can help to improve on the problems before you sell the horse. Even taking an hour every few days to catch the horse, bring it in and groom it can make a difference, so the more handling you can do with the horse - the better.

When a potential buyer comes to look at the horse, don’t have the horse already caught and ready. It’s a much better idea to take the buyer with you so they can see the horse from paddock to arena. Catch the horse, groom him, explain the situation. Let them handle the horse - but at all times, keep safety as your number one priority. It’s customary for the owner to ride the horse for the buyers first - and then to let the person viewing the horse ride. If the horse has problems in any stage - be it that he’s head shy, and so bridling can be an issue - or whether he’s ‘cold backed’ and needs to be lunged before ridden - tell the prospective buyers beforehand, so they are aware of the problems and what stage the horse is at currently with his education.

If they ask any questions, just explain your situation honestly. In many cases of a horse becoming difficult to handle, the confidence problems of the owner are evident - and if you have lost your confidence with a horse, it’s nothing to be ashamed of. Honestly is the best policy! If your horse does play up or do something bad, don’t make excuses. Explain your situation to the best of your ability. If the buyer isn’t interested in the horse, so be it. There will be other potential buyers.

If a buyer is interested in the horse, be prepared for them to ask for a trial. Always be wary when agreeing to a trial period. If you do agree to a trial, make sure you follow the trial guidelines as set out above - including getting a contract drawn up, and making sure that you take payment in full, or at VERY least, a deposit. At no point is all hope lost - there is always another solution - and don’t be afraid to ask for help if you need it!

The team at Horsezone are always able to help if you have any questions about selling your horse. Contact Tim - tim@horsezone.com.au, Sarah - sarah@horsezone.com.au or Jo - jo@horsezone.com.au

This article was originally published in the December 2013 issue of The Stable Magazine – Australia’s FREE Online Horse Magazine. Read this article and many more online at www.thestablemagazine.com