Editorial: Buyer Beware – The Hidden Costs in Tennessee Walking Horse Sales

Editorial: Buyer Beware – The Hidden Costs of Tennessee Walking Horse Sales

The Tennessee Walking Horse industry, celebrated for its graceful gaited horses, has often been shadowed by unethical practices, not in all cases but in some.  Among the most insidious is the manipulation of sales prices through layered commissions, a scheme that exploits buyers’ trust and inflates costs astronomically. As a prospective buyer, you must arm yourself with knowledge to avoid falling victim to this predatory tactic. Again, 90% of the time all is well, but we have that 10% element that cause issues for other sales. Smart buyers look for a few signs.

How the Scam Works

Here’s a common scenario: A horse is listed for $50,000 by Seller A.Trainer B approaches Buyer C,claiming,“I can secure this horse for $150,000—it’s a steal!” Unbeknownst to the buyer, Trainer B recruits a network of middlemen (agents, farriers, or even fellow trainers, and sadly some Veterinarians), each taking a commission for endorsing the sale. By the time the deal closes, the price has tripled, with $100,000 lining the pockets of those who orchestrated the deception. The buyer, convinced they’ve secured a bargain, overpays for a horse worth far less.

Why This Harms Everyone

This isn’t just a financial ripoff—it’s a systemic issue with cascading consequences:

  • Buyers Lose Trust (and Money): Newcomers, often unfamiliar with market rates, pay inflated prices based on false hype.
  • The Industry’s Reputation Suffers: Such schemes perpetuate the stereotype of the Tennessee Walking Horse world as a “wild west” of exploitation, overshadowing legitimate breeders and trainers.

Protect Yourself: Tips for Buyers

  1. Demand Full Transparency: Insist on a written breakdown of all parties involved in the sale and their financial interests. If a seller hesitates, walk away.
  2. Get an Independent Appraisal: Hire an unbiased third-party expert to evaluate the horse’s health, training, and market value.
  3. Research Market Rates: Compare prices for similar horses (age, training, pedigree) through reputable databases or auctions. In TWH thats tough. We have 99% private sales. But good info can be found.
  4. Avoid “Too Good to Be True” Claims: If a trainer insists a horse is a “once-in-a-lifetime deal,” question why they aren’t buying it themselves, or even more, as inspired by the movie The Godfather, “Why me?..how do I deserve such excitement and generosity”
  5. Consult Legal Counsel: Draft contracts that require disclosure of commissions and penalize fraud.

A Call for Industry Reform

While buyers must stay vigilant, the burden of change lies with the industry. Support organizations and legislators pushing for:

  • Mandatory price transparency in sales contracts. KNOW YOUR TRAINER!
  • Stricter penalties for fraud and animal abuse. Which exist in local courts.
  • Education campaigns to empower buyers against manipulation.

The Tennessee Walking Horse industry,  in too many areas, has a culture of secrecy , that enables these scams to thrive. The good news is this is not the rule, but does exsist.  As a buyer, your greatest weapons are skepticism and due diligence. Never let flattery, urgency, or slick salesmanship override logic. Remember: If a deal relies on whispers and winks rather than honest documentation, it’s not a steal—it’s theft.

Stay informed. Ask questions. Demand integrity. Your wallet—and the horses—depend on it.