When you’re interested in listing your boat for sale, selecting
the right boat broker is the key to having an easy and
effortless transaction. To help you find the boat broker who is
right for you, follow these ten tips. Any broker can take your
listing and advertise your boat in the trade magazines. But the
best brokers have an undeniable passion for boats and boating.
Make sure any boat broker you’re considering meets all ten of
these criteria and you’re bound to have a quick and easy sale:
1. Is affiliated with an established brokerage firm. Reputation
is key in this industry, where fly-by-night brokerage firms are
a dime a dozen. Make sure the broker you select is affiliated
with a reputable, long-standing firm, with a history of at least
20 years in the business. Bigger is definitely better – the more
boats a firm has listed, the more potential customers will be
looking at your boat. Make sure the firm is licensed and
insured. Ask to see their certificates before you sign on the
bottom line.
2. Offers free appraisals of boats. Nothing is harder for a
broker than trying to sell an overpriced boat. On the other
hand, nothing is more frustrating for a seller than feeling like
you’re not getting the best value for your boat. The best boat
brokers are experienced enough to provide an honest evaluation
of your boat’s condition. This allows them to quickly establish
a fair-market value for the boat, from their own experience and
current market trends, so you receive top dollar and a quicker
sale.
3. Is a savvy negotiator. Experienced boat brokers know what the
market will stand. They know what the typical margin is for
offers and counteroffers. They can steer you away from
frustrating interactions with buyers and sellers before they
happen and they can keep small obstacles from becoming
deal-breakers.
4. Uses a Central Listing Agreement. To maximize your exposure,
you want a broker who has an incentive to sell your boat. A
Central Listing Agreement establishes a one-on-one relationship
with your broker, and outline’s the broker’s commitment to
advertising, promoting, and co-brokering the sale of your boat.
5. Has a solid network of brokerage contacts. Good brokers
establish and maintain positive working relationships with other
reputable brokers to give you the maximum exposure to potential
buyers. They enlist other brokers to show your boat, no matter
where it’s located, to facilitate a quick sale.
6. Has long-term, established connections with boaters. Boaters
like personal relationships. They like buying boats from people
they know, trust, and respect. The more boaters your broker
knows, the larger your pool of potential buyers. The best
brokers have a lifetime of industry contacts, locally,
regionally, nationally and internationally. Look for a broker
who has established contacts in the boating industry. These
contacts may come from a wide range of places: teaching classes,
owning and operating a sailing school, being active in
boating-related charitable activities, crewing for racing teams,
being active in Olympic-related boating events, etc.
7. Has hands-on boating experience. A broker who has spent time
aboard sailboats and yachts can more easily point out to
potential buyers how the benefits of your boat match their
desires. They can also give you quick and easy pointers for
minor “fix-ups” on your boat that will create enormous
additional value for a buyer.
8. Has a history of going “above and beyond.” Being a good
broker takes more than sharp sales skills. Good brokers have a
history of going that extra mile for their customers. But don’t
just take a broker’s word for their commitment to you. Select a
broker who has gone “above and beyond” in their personal life
and you’re guaranteed to find a broker who will do the same for
you.
9. Is driven to succeed and to support the success of others. A
competitive edge is important in a boat broker. It’s equally
important that your broker has a desire to create a win-win
situation so both the seller and the buyer come away from the
transaction feeling valued and satisfied. Look for evidence that
your boat broker is both competitive and a team player, such as
taking part in racing events, as both crew and support personnel.
10. Is willing to point out the strengths of your boat and
offers possible solutions to any problem areas. The best brokers
won’t sugar coat the condition of your boat, just to get your
listing. They’ll be the first to point out areas that might be
“stoppers” for a potential buyer. They will also work with you
to design a strategy that includes possible solutions you’re
comfortable with so these “stoppers” don’t become deal breakers.
This way, your broker can help you sell your boat more quickly,
in a manner that makes financial sense to you.
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