In the world of equestrian sales, knowing your horses is just the start. The real key to closing big deals lies in understanding your clients. Are they seasoned pros or beginners just getting their feet wet? Each type of buyer requires a different approach, and your ability to adapt is what will set you apart.

Whether you’re guiding a first-time buyer through the process or diving deep into pedigree details with an experienced competitor, tailoring your pitch to match their expertise is essential. And don’t forget, personal touches go a long way in building trust. Sometimes, a simple gesture, like sending a thoughtful book, can turn a small investment into a six-figure deal.

The bottom line? Mastering the art of selling in the equestrian world is about more than just horses—it’s about building genuine, long-term relationships with your clients.

When it comes to closing big deals in the equestrian world, the secret sauce isn't just about finding the right horse—it’s about connecting with your clients on a deeper level. You’ve got to understand their “why.” Why are they buying? What’s driving their decision? And to get there, you need to ask the right questions—open-ended ones that get them talking about their goals, past experiences, and future aspirations.

One of the most important things you can do is listen—like, really listen. Because when you pay attention, you’ll pick up on the little details that matter most to them. That’s how I turned a €40 book into a $150,000 deal. Yup, you read that right. All because I heard what was truly important to my client—his daughter’s mindset—and acted on it.

In the end, building genuine relationships and showing that you care about more than just making a sale is what sets successful equestrian entrepreneurs apart. If you can master that, you’ll not only close more deals—you’ll build a business that thrives on trust and loyalty. So, ask, listen, and adapt. That’s the game-changer.

Building a business goes beyond selling products—it’s about aligning every decision with your values. In this post, I share how Bridl prioritizes transparency, innovation, and integrity to deliver an exceptional customer experience. From leveraging technology to building trust through honesty, discover tips to help you grow your own value-driven business.

Starting a business can feel overwhelming, especially if you’re trying to figure it all out at once. But trust me, you don’t have to have all the answers right away. Entrepreneurship is about building as you go, staying true to your values, and learning from every step—successes and failures alike. If you’re still in the idea phase or haven’t yet taken the leap, use the questions above to get clarity on your purpose and direction. Remember, the journey is about progress, not perfection. So take that first step and see where it leads.

Turning your passion into a business is no easy feat, but it’s the foundation for long-term success. In this blog post, I walk you through the emotional highs and lows of taking an idea—one fueled by my lifelong love for horses—and turning it into a viable business model. From identifying a real market need to building a scrappy first version of the product, this post will give you practical tips on transforming your passion into something profitable, even when the odds are against you.