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21 Things your trainer/agent/consultant should be doing to EARN their commission.


To most horse purchasers, paying a 10 to 15% commission to their professional seems like a lot of money for buying a dressage horse!

If your professional isn't doing or doesn't know what they should be doing TO EARN that commission, you are 100% correct.

Today, the vast majority of the buyers contacting ImpulsionUnlimited about horses for sale, are doing almost all of the work for their professional. Chances are that if you are reading this, you are in the majority and have a right to question commissions or better yet use the "21 Things" to get your professional ACTIVELY ENGAGED in the process to ensure you get you the best possible horse for your needs.


We firmly believe that a true "professional," worthy of a commission, should be fully engaged throughout all four phases of the buying process to EARN IT.

The Four Phases of the Buying Process

  • Finding the Right Candidates

  • Evaluating Finalists

  • Resolving Concerns

  • Finalizing the Decision

Within the four phases, we have identified 21 distinct best practices, performed by a handful of professionals.  To avoid long, costly searches and major mistakes when buying a dressage horse, your professional should follow these practices.

Finding the right candidates

  1. Help you to define in detail your needs within the context of budget
  2. Locate candidates
  3. Request and review videos
  4. Talk to owners/agents to further qualify prospects against your needs

Evaluating Finalists

  1. Work with you and the seller to coordinate a time and location for viewing and test rides
  2. Assist with obtaining travel information (airports, hotel, rental car)

On site Evaluation

  1. Establish themselves and their role as your agent/consultant if it is not already clear to the seller.
  2. Get someone to video or be able to video as needed.
  3. Observe the seller riding the horse
  4. Test ride the horse.
  5. Evaluate you on the horse
  6. Determine if the fit is right or not

Resolving Concerns

  1. Discuss and agree to a negotiation range and negotiable items
  2. Present your offer and any conditions
  3. Negotiate the offer and conditions as required
  4. Review the seller’s contract and all paperwork to make sure it is in order provide a contract if the seller has none)
  5. Determine the scope of any pre-purchase exam
  6. Be present for the veterinary exam if performed and dictate the order of events to minimize cost if something major comes up.
  7. Help explain findings within the context of the job the horse will be asked to do (translate vet-speak)

Finalizing the Decision

  1. Counsel you on the final decision to BUY, PASS or RENEGOTIATE.

Post Acceptance

  1. Arrange shipping
    1. Assist with transfer of ownership (Breed registry, USDF, USEF etc.


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Impulsion Unlimited Testimonials

Working at Impulsion Unlimited changed my career within the equine industry. I entered as a mediocre dressage rider and left as someone with stellar riding experience, a new approach to training, an eye for quality, as well as many helpful contacts within the industry. In short, it gave me the tools to go wherever I wanted within the industry. While a working student position is a great deal of work, Sue and Jeff give you so much hands on experience with the riding and marketing aspects of the business that you are hardly ever aware that you are working. There is no comparison to being able to ride so many different types of horses and receiving feedback on your riding and training every single day. To have had the opportunity to ride such quality horses while also receiving world class instruction is an experience I will take with me for the rest of my life.

Veronica B.