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disciplines she was selling. Show hunters were joined by foxhunters, jumpers, dressage horses and more.
“At first, I just kept my mouth shut,” Crump said with a chuckle, noting that though she “knew” Thoroughbred bloodstock and racehorses, she understood little about the intricacies of the varied world of sporthorses. “I watched, looked and learned from the people who did know, the sellers, and listened carefully to the buyers. Russ Walther told me once that I sold more horses by saying nothing than he ever did saying everything.”
The company works on a commission basis: Crump adds 10 percent to the seller’s price for her fees. For the seller, the fee covers the Web site fisting, sales photos, videos and marketing. For the buyer, Crump helps target horses that may suit, then she, or daughter Della Devine ferry buyers to different stables to tiy horses.
Jean Crump, who died in 2002, was integral to building the business, Diane Crump said. “She was very likable and could really help me put together buyer and seller. That is the most important part of this business.”
Crump said that liking people in general, and liking horse people — buyers and sellers — specifically, was integral to match-making success. “I like to help put together a nice horse with someone that will suit. Buyers have learned to trust that I won’t lead them astray.”
Middleburg horse owner Noel Andersoo purchased two Irish hunters through Crump’s company last year. “Both horses were very truthfully represented,” Anderson said. “I got to know Diane, and she got to
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