Why Experience Matters in Yacht Transactions — And Why Millions Are Often Left on the Table
In yachting, there’s a misconception that experience is measured only by years in the business.
It isn’t.
Experience is measured by the number of deals, exposure to complexity, judgment under pressure, and the ability to navigate negotiations when the stakes are high and the room gets quiet.
After generating and advising on over $50 million in yacht transactions in the last 18 months, I’ve seen firsthand where deals succeed — and where they quietly unravel.
The Hard Truth Most Buyers and Sellers Don’t Hear
I’ve watched seasoned brokers — some with decades in the industry — struggle the moment a transaction moves beyond their comfort zone.
These are competent professionals when it comes to $200,000 to $1 million boats.
But once negotiations escalate into:
Eight-figure purchase discussions
New-build or semi-custom contracts
Shipyard-facing negotiations
Multi-jurisdiction legal structures
Sophisticated UHNW buyers and sellers
The dynamic changes.
I’ve seen:
Leverage given away too early
Poorly timed counteroffers
Deals rushed out of fear rather than strategy
Brokers talking when silence would have protected value
The result is often invisible to the outside world — but very real to the client:
millions left on the table due to mismanaged negotiation.
Above Seven Figures, the Rules Change
At higher price points, enthusiasm doesn’t close deals — discipline does.
Transactions become less about listings and more about:
Timing
Structure
Credibility
Understanding when not to move
This is where many transactions quietly fail, not because the yacht isn’t right, but because the broker lacks the experience to manage complexity without emotion.
My role is not to push deals forward at all costs.
My role is to protect my client’s position at every stage.
Strategic Exposure Matters
Throughout my career, I’ve worked on transactions involving leading Northern European, Italian, and Middle Eastern shipyards, engaging with shipyard sales teams, management, and legal counsel during negotiations, technical discussions, and deal structuring.
While I don’t claim closed sales with every shipyard, I do bring:
Direct exposure to how top-tier shipyards negotiate
Understanding of their contract structures and pressure points
Familiarity with new-build processes and risk areas
Experience coordinating international attorneys, surveyors, and advisors
That insight matters — especially when buyers and sellers are navigating unfamiliar territory.
Negotiation Is Not Personality — It’s Process
High-level negotiation is not about being aggressive or charismatic.
It’s about preparation, restraint, and timing.
My training in advanced negotiation and influence through MIT, combined with real-world execution across international yacht transactions, allows me to approach deals calmly, analytically, and without ego.
That’s often the difference between protecting value and losing it quietly.
Who I Work Best With
I don’t try to be everything to everyone.
I work best with:
Buyers entering seven- and eight-figure transactions
Sellers who want to protect value, not rush outcomes
Clients navigating complex ownership, surveys, or cross-border deals
Principals who value discretion, strategy, and straight answers
If you’re entering a transaction where seven figures matter, the conversation should start with strategy — not a listing agreement.
Final Thought
Yachts are emotional purchases.
Negotiations cannot be.
The right broker doesn’t just represent you —
They protect you when it matters most.
If you’re considering a transaction where judgment, structure, and experience make a measurable difference, I’m always open to a confidential conversation.
