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Equine Business Sales Success
"Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust."
- Bob Burg
Whether you are actively involved buying and selling horses for your self and your customers or you simply want to grow your customer base, developing
In this department you will find articles, tools and videos to help you better understand and improve your sales process and boost your sales.
good sales skills is essential for your success.
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WEBINAR REPLAY!- Smart Sales Skills For Horse Professionals
Whether you are actively selling horses or simply want to grow your customer base, understanding the sales process is essential for your success. During this seminar, professional sales coach, Jeff Johnson will explain the key principles behind making "the sale" and share techniques for improving your own sales skills. This webinar "translates" top mainstream sales practices into sensible applications for your horse business. . . .
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Members Session - Getting the Customers You Want - Qualifying Equestrian Leads: Time Saving, Profit Generating Tips
Sales success often comes down to timing and fit. Not every customer is a good fit for your business (or horse) and even if they are, they may not be ready to make a decision. If you are not sure where the customer stands, its hard to make the next move. This session will teach you how to identify the best customers and when they are ready to buy. These skills will not only increase your confidence (and success rate) they will improve your customers buying experience. . . .
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Horse Sales Calculator
Buying and selling horses can be complicated. Many things go into the decision making process - talent, suitability, emotions, timing, marketing and more. With all this going on it's easy to lose track of the financial piece. Use this calculator to help you price sales horses, do projections on prospects, identify peak value and the best time to sell. . . .
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How Can an Equine Escrow Company Help You?
By Jill R. Elsey, Attorney At Law
When it comes to business transactions regarding the sale of a horse, especially those that encompass large sums of money, the proverbial handshake just isn't enough. Protection for both the buyer and seller, along with trainers and agents, requires a more thorough documentation process. . . .
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How Much Horse Business is Lost Through Lack of Follow Up?
Elisabeth McMillan
It has been estimated by marketing guru, Jay Conrad Levinson that nearly 68% of mainstream business that is lost, is lost due to lack of a proper follow up. And while this number already seems quite substantial - it may be even higher for horse businesses. . . .
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Make Your Sale Horse Shine! - First Impression Insights From a Potential Buyer
Andrea Monsarrat Waldo
You have a horse for sale and you think he's fabulous. But in the world of Equine.com and Facebook, how do you make yours stand out from the rest? You'd be surprised at how low-tech the answers can be. Advertising, training, competition record, fancy movement, breeding--all of these are significant. But there are seemingly small but equally important details that can make or break a sale . . .
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Selling a Horse on Installment Payments? Know the Pitfalls Before You Leap
by Julie I. Fershtman, Attorney at Law
Whether you are a lending institution or a horse seller, the business of extending credit can be risky. The horse seller, the bank, and the credit card company have much in common when they agree to extend financing to someone -- all of them are undertaking a risk that the buyer will make payments faithfully and honor all obligations. But that is where the similarities end. . . .
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Horse Business Newsletter: Understanding Buyer Psychology Means More Horse Sales Success
Elisabeth McMillan
Whether you run a large scale sales horse barn, breed, train or ride - most equestrian professionals are involved in the sales process. Even the trainer representing the buyer will often find themselves in a selling position when they suggest their client purchase one horse over another. And while this article focuses on selling horses, the principles contained in it also apply to selling services like boarding, training, breedings and lessons. Basically no matter what type of horse . . .
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Horse Bill of Sale - Example
This Sample Bill of Sale is for a very simple straight forward sale. As with any legal documment you should have your lawyer review it to be sure it is suitable for your needs. . . .
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The Top 10 Sales Mistakes Horse People Make & How to Fix Them
E. McMillan
Good salesmanship is an art and a pleasure to experience. Poor salemanship is like listening to someone elses kid learn how to play the drums - not an expereince you'd like to repeat! Find out if your sales techniques make you a maestro or a menace? . . .
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February 2012
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| Here's what our members are saying ...
"I can't say enough about how valuable your site is to our barn."
So-Cal H/J Trainer
"Elisabeth's development of the "Equestrian Professional" Website brought a much needed financial template to the U.S.E.A. Instructor Certification Program. We on the committee thank her for coming to New Orleans and speaking at our annual meeting. Her insight into the financial matters that are so necessary in the equestrian community will be invaluable to professionals at all levels. We recommend her highly and believe her innovative website will set a new standard of excellence."
Brian Sabo - United States Eventing Association ICP Committee Member
"The first download I did - nailed exactly what was going on with me!"
J. Foreman
Las Vegas, NV
"I signed up a couple months ago and found that just taking the time to read through their stuff puts me in the mindset to think wisely about my business, In fact, I made a pretty sketchy little marketing plan and shortly thereafter I sold three good horses and pulled myself out of debt, right when the economy has been tanking. This kind of business management tool is only what you make of it, but Elisabeth McMillan and her staff have done some really good work on behalf of horse professionals"
Eventing Professional - Baltimore, MD
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