Text Size

Outline 21

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.


Category: Latest

Impulsion Unlimited Testimonials

I was lucky enough to be a part of Impulsion Unlimited as a working student for almost three years.  Working with Sue and Jeff was an amazing experience that has opened many doors for me as a rider as well as giving me great tools for building a successful business. Sue is a great training and instructor.  She stays positive when teaching and allows time for you to understand the concepts on your own.  I learned so much about training from un-started young horses through FEI.  She also always has great horses to ride!

Jeff has developed a wonderful approach to successful horse sales and is very open to sharing his system.  It was great to work with a business minded, honest professional in the horse industry.  Every customer receives open and honest information about each horse and it was rewarding being a part of some of the great matches that have been made.

The experience you can gain from working at Impulsion Unlimited is hard to rival.  Because it is a sales facility, there are always new horses coming in to be sold so you learn how to ride many types of horses in a short period of time.  You also learn how to train these horse so that anyone can ride them which makes them easy to sell!  It is very much a team atmosphere, everyone works hard everyday - I never felt like a slave and always had plenty of lessons and horses to ride.  

Impulsion Unlimited is great place for horses and riders to learn what is needed for the next stage of their careers!