Qualified Buyer? Or Time Thief?

www.yachtbrokermasterclass.com If you joined the webinar yesterday you will know the theme: protect your time. In yacht brokerage, the most expensive mistake is not giving a wrong answer, it’s giving premium time to people who were never going to buy in the first place. Here is a simple three point beginner checklist that you can use immediately. It’s quick, it’s practical, and it does not require years of experience. The 3-Point Qualified Buyer Checklist 1) Google them (yes, really) This is so basic, and it still amazes me how few brokers do it. If someone is a CEO, founder, or financially successful in a visible way, they’re usually easy to find. You’re not being nosy. You’re being professional. Because if you can’t do a five-minute sense check before you invest hours of work… you’re leaving your diary wide open to time thieves. 2) If they’re not discoverable, don’t panic — but don’t over-invest Not being visible online doesn’t mean they’re not wealthy. Some very wealthy people keep a low profile by design. So yes — give them information. Answer sensible questions. Be helpful. But here’s the key: Don’t spend hours on the phone. And don’t arrange viewings until you’ve been direct. A line I’ve used (and you can use too) is this: “The owner has asked me to qualify anyone I take on board. You’ve clearly done a great job of keeping a low profile online — can I ask a couple of details about your source of wealth?” Their reaction to that question is very telling. Because truly wealthy people are accustomed to being asked this sort of thing — by banks, lawyers, accountants, family offices… and yes, brokers. If they become evasive, offended, aggressive, or start playing games, you’ve learned something valuable early. 3) Remember: even wealthy people can be time thieves This is the one that catches beginners out. Sometimes the person really does have money… and still wastes your time. How? They make ludicrously low offers on multiple yachts. Sometimes they even get offers accepted — and still don’t proceed. Some brokers do make a living out of that sort of client, but it’s a risky, time-consuming business. And here’s the part people forget: If a buyer is determined to buy a yacht for an unrealistically low price, they probably won’t be thrilled about paying a full commission either. So qualify behaviour, not just wealth. The takeaway A serious buyer doesn’t just have the ability to buy. They have the intent to buy — and the behaviour that matches it. Use the 3-point checklist: Google them If they’re invisible online, be helpful but get direct before you over-invest Watch out: wealth doesn’t automatically mean seriousness If you’d like, hit reply and tell me: Which of these do you find hardest in real life — being direct, or walking away when the behaviour doesn’t feel right?