Justine Dutton sells a lot of horses. The eventer-turned show jumper imports horses from England and sells them out of her Ocala farm. She sells anywhere from one horse to five in a month, depending on the demand and time of year. Sometimes new imports get snatched up in just a week or two.
“Honestly, I go by quality not quantity,” said Justine. “My goal is to select very good horses and make sure they go onto good homes.”
Meeting lots of interested buyers just comes with the territory of selling horses. Justine has certainly experienced her fair share of tire kickers. Heels Down Mag caught up with Justine to ask what she wished horse buyers wouldn’t do when they come to see a sales horse.
Drag It On
There’s always somebody who comes to try a horse and goes on to ride and jump it excessively, then say they didn’t like it.
“I’d much rather someone ride for three minutes and be honest and say ‘it’s not for me,’” Justine explained, rather than continuing to ride even though they know it won’t work out. “I think people are afraid of offending the owner. I would never get offended. I’d much rather not waste my time or theirs.”
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Justine stresses that it’s a much more pleasurable experience for everyone involved when people are honest and easy to read.
“It’s tricky for me when you don’t have a clue if they like the horse,” she said.
Resist Help
Riders of all levels come to try horses at Justine’s farm. Some bring their trainers and some come alone.
Justine really doesn’t have a preference, as long as those amateurs or juniors who come alone are open to advice.
“I take it upon myself to help them with the horse,” Justine described. “They tend to get into trouble if they just buzz around by themselves without a plan. I don’t mind it, as long as they are open to me helping them.”
Unrealistic Expectations
A potential buyer will vet a horse they want to compete at three-foot with an amateur but expect it to pass a pre-purchase exam with flying colors.
“They vet it like it’s going to Kentucky,” Justine put it plainly. “People bypass very good horses for this reason. It may have a little thing here or there, but will stay sound enough for the amateur.”
The vetting process can be tricky, and wholly dependent on what one vet sees on the horse and in imaging. Justine says she vets her prospects heavily for this reason.
“I have to go by the standards of the pickiest American buyer,” Justine said. “A horse that is fine for an amateur in England might not be for an American.”
Don’t Keep Appointments
When a horse is scheduled to be tried, Justine and her staff will have the horse groomed and ready to go on time. It can be a little annoying when the rider calls to say they’re two hours away when they are expected to be at the farm in the next 10 minutes.
“If you’re going to be late, just give us notice,” Justine said. “It’s common etiquette. Call if you’re not going to show up.”