I'm probably going to make myself unpopular with this but here it is from the SELLER's point of view.
The horse market pretty much sucks. EVERYONE is a "hoof kicker" and wants to see video, pictures and discuss the merits and demerits of the horse. This year alone I've had 3 people who said, "Yes, I want to buy that horse." and when the contract is drawn up and sent to them, POOF, never heard from again.
I've made uncounted long distance calls to contact potential buyers, in a few cases even international calls, talked at length with the buyers and then.....nothing. I've e-mailed, e-blasted, advertised all over the web and spend roughly $30K/year in advertising costs. During better times, my vet bills and breeding costs, training, hauling and showing could top another $50K/year. The good news was, I could sell 3 or 4 good horses and make a profit.
In the last 5 years, I've shown a SERIOUS loss for 3 out of the 5 years and a more moderate loss the other 2. I'm selling horses still but ........$2500, $3500 where there used to be another zero at the end of those numbers. I've gelded or sold all but 1 stallion, sold all but 2 of the Arabian mares (and they're for sale) and downsized from over 40 horses to 6.
I've been doing this for years and honestly, the past 2 years have been the worst I've ever seen for sales. So, if I have someone with cash in hand vs, maybe I will and maybe I won't......the guy with cash in his hand will get the horse. I won't call the person who is deliberating, I figure they've seen the horse and had their chance.
That's all assuming there's no contract or deposit, just a verbal, "I want the horse" or "I'd like to take the horse on trial" but nothing has been contracted for yet. Once I've accepted a deposit or signed a contract, the horse is off the market. Period.