The Broker I Used to Be (and How I’d Do It Differently Now)

www.yachtbrokermasterclass.com The Broker I Used to Be (and How I’d Do It Differently Now) When I first got into yacht brokerage, I thought I could wing it. I believed that if I knew the right people, made a good impression, and built strong connections, then the business would naturally come my way. I was confident that owners would trust me to sell their yachts, and that buyers would come to me when the time came to make a purchase. And to be fair, networking does matter. It always will. But I was underestimating two very important things: just how much competition there is in this industry, and how much hard work has to sit behind those connections if you want to succeed. What I understand now is that clients have a choice. And in many cases, they are choosing between brokers who are highly experienced, very successful, and deeply knowledgeable. That means being personable is not enough on its own. You need to bring real value to the table. You need to know your market, know your yachts, and do the work properly. A good example is something as basic as the presentation of a yacht for sale. The specifications need to be thorough, accurate, and professional. And guess who is responsible for making sure that happens? The broker. It may not be the most glamorous part of the job, but it matters. In fact, it matters a great deal. So if I were starting again, I would still build relationships, still pick up the phone, still meet people and grow my network. But I would approach the business very differently. I would treat yacht brokerage less like a lifestyle and more like a business from day one. Because that is what it is. The brokers who last in this industry are not just the ones who know people. They are the ones who combine good people skills with diligence, consistency, and a willingness to do the less exciting jobs properly. That was a big lesson for me, and one well worth learning early.