You will want to have an established yacht broker involved when you shop for a boat.
Exposure- Yacht brokers have an audience and lists of potential buyers to reach out to, and they advertise listings and promote the possibilities.
Selection- Brokers share listings and have access to a global selection of boats. This part of the business is essentially the same as the real estate market’s multiple listing service.
Pricing- Brokers know the market and can help determine a fair market value so the seller isn’t underpricing or wasting time with a wild high asking price.
Screening- Brokers will take the calls and sort out serious buyers from those who are unsure about what they want.
Showing- Your broker will handle the showings and thereby allow you to use your time shopping for the next boat or relaxing. It’s amazing how often prospective buyers don’t show up for the appointment. Most boat showings happen on weekends. These are the broker’s headaches.
Buffer- Your broker is a buffer to keep personalities and tendencies for buyers to test the price out of the conversation until a buyer is ready to make a commitment. While a broker is obliged to transmit any offer to the seller, it’s better for the broker to let a prospective buyer know when an offer is out of range rather than having a seller’s blood pressure rise with a silly offer.
Completing the sale- Brokers have the experience and the tools to handle the sale with proper, legally binding contracts, and the necessary paperwork. They have the skills to make the process go smoothly.
Assurance- Brokers provide professional assistance, contacts and coordination for the buyer’s survey and dependable finance and insurance resources to add confidence to the deal.
Transfer- The brokerage firm will escrow a deposit to hold the boat pending surveys, and the firm may also escrow the balance pending delivery, which protects both parties.
Note: The Yacht Brokers Association of America (YBBA—pronounced “yabba” around the docks) administrates a Certified Professional Yacht Broker (CPYB) program that establishes that participants are qualified, experienced, and ethical, and that they adhere to a high standard of process and behavior. You can search for certified brokers at www.cpyb.net.
From the Experts
Marine Market Conditions
Hawk Ennis of Hawks Marine, (240-383-8128) a full-service new and used boat operation with offices in Edgewater, Middle River/Baltimore and on Kent Island stocks and sells Four Winns, Wellcraft, and Rinker powerboats.
Ennis— “Lenders are offering low rates and the builders are in full production to keep up with demand. This means that ordering a boat to be built to a customer’s specifications requires a lot of lead time. If you are hoping to capture the 2018 boating season, you should get the boat ordered soon.”
“Meanwhile, there are good buying opportunities on used boats. It’s a seller’s market however since there were not many boats built between 2008 and 2015. A well-loved used boat from 2007-2008 can be a good find right now.
“Lenders generally don’t want to participate on boats built more than 15 years ago. Marine finance professionals know boats better than conventional banks and are more likely to consider financing older boat purchases.
Ken Comerford owns North Point Yacht Sales with offices in Annapolis, Portsmouth, Va. and Charleston selling new and used power (MJM, Southport) and sailboats (J/Boats, Hanse, Dehler, Moody).
Comerford— “Even as the used boat inventory continues to rebuild from the Great Recession, good, well-cared-for boats don’t stay on the market very long. Buyers need to be prepared to move on a desirable boat quickly or risk missing it. New boats meanwhile are coming, but the better boat builders are showing signs of reaching capacity. Leading power boat builders reported robust sales and an increasing backlog from the November Ft. Lauderdale show.
Powerboat sales continue to outpace sailboat sales, which remain the same year-to-year. Inexpensive fuel and the versatility of the powerboats for family excursions, fishing and cruising sustains the popularity. Sailing is more specialized, even while the new designs are easier to sail.
Inexpensive financing and low fuel prices are encouraging boat buyers. Anyone hoping to go fishing and cruising in a new boat should line-up financing, and perhaps even lock-in a low rate, in advance of going shopping.
If you are looking for a used boat, be sure to find a broker who will challenge you to define your needs by asking the right and sometimes hard questions. What’s the dream? What’s the reality? A good broker will work to pull out the essence of what you are after, and then help you find and acquire it.
Mark Schulstad owns Pocket Yacht (888-519-9120), a full-service new and used boat operation with offices in Grasonville, Md. and Jensen Beach, Fl. featuring Ranger Tugs and Cutwater performance cruisers.
Schulstad— “The market is brisk, and new and used inventory is going quick. Our challenge this year is getting enough product as sales are running ahead of projections and the boat builders are pressed to keep up with demand.”
“It helps us do our jobs when buyers identify themselves as serious. If you’re just looking, that’s fine, and we are happy to show you the boats. But, if you are ready to buy a boat, we can develop a suite of options to meet your goals. Will you need financing? Do you have a boat to sell or trade in advance of moving up? Where do you want to go with this next boat? The more we know, the better we can get you where you want to go. There are plenty of financing sources now, and with the current low rates, it makes sense to prequalify for the loan. We can help with that. In the end, the better we understand your goals, the more we can help you achieve them.”
I look forward to sharing my personal experience as a proud owner of multiple Sea Rays and a customer of Clarks Landing, as well as my 25+ years of cruising on the Chesapeake Bay, with my customers. It will be my pleasure and privilege to assist you throughout the process of buying or selling a pre-owned boat/yacht or in designing a new Sea Ray or Beneteau Powerboat to meet your unique preferences. I welcome the opportunity to help you and your friends to experience the life-enriching pleasures of boating and exploring the beautiful waters of the Chesapeake Bay.
Cori Callis Williams
Cori Callis Williams is Lead Yacht Broker at Chesapeake Yacht Sales. Chosen ‘Best Place To Buy A New Boat’, ‘Best of the Bay’ & ‘Best of The Rivah’. CYS is the Virginia, NC, West Virginia new boat dealer for all sizes/models of Catalina Yachts, with large inventory of pre-owned power and sail boats. With experience and energy, Cori Williams will find your dream boat WHEREVER it is or sell your current boat. With a philosophy of quality service and classic integrity, CYS is here to make boat buying a pleasure. Call Cori Williams – she is selling boats!
Gordon Inge, Chesapeake Yacht Sales Yacht Broker, has years of experience in boating, service and sales. CYS and Deltaville Yachting Center, located on Broad Creek in Deltaville, Va. has been owned/operated by Lew and Onna Grimm for 18 years. Named ‘Best of the Bay’, ‘Best Place To Buy A New Boat’ and ‘Best Boating Facility’. CYS is a dealer for new Catalina Yachts from 12’ to 55’. With a large inventory of preowned power and sail boats onsite, or by doing a professional search, Gordon will get you in the right boat for your needs.
I am a lifelong boater, with decades of experience and memories on the Bay. I retired from the Department of Justice after a career chasing international fugitives. However, my interest and passion for boating is such that, even when I was the most experienced extradition lawyer in the DoJ, I was as knowledgeable about boats and boating, and as comfortable providing advice about anything boating related, as I was about international criminal matters. Let me put the same dedication and tenacity I used to return hundreds of fugitives to use for you by finding your “perfect” boat or by finding a buyer for your boat.
A Baltimore native and waterfront resident in Middle River, boating is in my blood. I have owned and operated everything from an 18-46 feet. After serving in the Air Force and more than two decades of success in the corporate world, I decided to make a career change and turn my avocation into my vocation. I really enjoy sharing the boating lifestyle and my love of the Bay. I became a yacht broker in 2010 and have extensive knowledge and experience listing – and selling – all major brands. Whether it’s your next dream boat or selling your current boat, let me represent you with my open and honest manner.
I consider myself from Newport in Northern Vermont even though I was born In Southern Quebec and lived there the first 10 years of my like. I graduated from the University of Vermont in the 60s and spent five years commissioned time in the United States Air Force at Malmstrom AFB, Montana. After that I spent 38 years in the military industrial complex working as a subcontract manager on many major DOD programs. After I retired from that field in 2011 I have worked as a yacht broker in the Annapolis area.
Jeff’s love of boating began aboard his Dad’s 27’ Chris Craft, in the 60’s. Over the years he has sold the whole gamut of recreational boats, from Azimut to Zodiac. He has participated in the sale of nearly 2,000 boats. Jeff’s real calling, however, is brokerage: helping people sell their boats and finding people to buy them. He feels it’s the relationship facet that makes his profession a joy more than a job. The most rewarding part is taking a buyer from a tentative feel that they would like to explore boating and facilitate their transition into a recreational lifestyle that will last the rest of their lives.
Scott has been involved with boats since he was a small boy in Southern California and later the Eastern Shore of Maryland. During the past 31 years in Annapolis, Scott has sold many new and brokerage boats and has represented new boat lines including Catalina, Morgan, Tartan, C&C, Farr, Boston Whaler, and Larson to name a few. “My job is not only to aid a client in finding the correct boat for their needs, but also to ensure that the purchasing process is as enjoyable as the time you spend out on the water.” Let his knowledge and experience work for you to turn your dream into reality.
Anton Webre is the new co-owner of Norton’s Yacht Sales & Marina in Deltaville, VA, which was founded in 1948 and has earned an impeccable reputation in the industry. He has sailed since he was 5 years old, and has completed both trans-Atlantic and trans-Pacific crossings, as well as numerous trips between the Northeast & Caribbean. His extensive sailing background makes him a wise and valuable consultant to any purchaser. Norton’s has a very large brokerage inventory and is a proud dealer of Jeanneau Sailboats, Cobia Powerboats, and Yamaha Outboards.
Mike Lynch has been with Norton’s Yacht Sales, Inc. since 2001. He continues to be involved in all aspects of the brokerage business, including the sale of new Jeanneaus, is now proud to represent Cobia boats, and all models of both used sail and power. He enjoys his interactions with his customers, and assists in all aspects of the buying process, including surveys, financing, and acceptance and delivery. His experience in the market also enables him to provide valuable insight to prospective sellers. He looks forward to meeting many of his old customers during the year, as well as meeting many new.
John has lived and worked on Maryland’s Eastern Shore for 34 years. He especially enjoys fishing on the Chesapeake Bay. Prior to joining the Pocket Yacht Company, John owned and operated Midlantic Marine, a new boat dealer on Kent Island, as well as managing several large boat dealers. John brings years of knowledge and experience with outboard fishing boats to Pocket Yacht Company.
Chuck Metzger full time broker at Sassafras Harbor Marina Yacht Sales. Chuck has a 100 Ton USCG License, was Corporation Captain for over 20 years. He has been with Sassafras Harbor Marina for over 10 years. He has the full support of the qualified services from the marina. From contract to survey/sea-trail he makes for satisfied customers. Having been there and done that Chuck knows the bay. Need a lesson in operation or care of the boat, Chuck is there for you.
Chris Beardsley brings a wealth of experience and knowledge to his position as Yacht Broker and Manager of Annapolis Yacht Sales’ Virginia Beach location. Chris grew up working in boatyards on the Erie Canal. He then explored the world as a professional captain, delivering catamarans across the Atlantic, the Pacific and the Panama Canal. He spends time boating and offshore fishing with family. Chris’s experience is a valuable asset when selling or searching for the boat of your dreams. You can be assured Chris will work to find the best boat for you and your family to enjoy life on the water!
Natalie Palugyai & Ryan Buras
Natalie Palugyai and Ryan Buras launched Buras Marine in 2017, a family-owned small business that has partnered with the best marine industry experts to offer superior semi-customized boats and pontoons. The Buras Marine team is focused foremost on offering its customers an exceptional buying experience and a lineup of premier boats. Buras Marine is excited to announce its 2018 partnerships with Sea Ox Marine, Belzona Marine, Starcraft Marine and Starweld by Starcraft.
Jonathan & Anne Hutchings
Jonathan and Anne Hutchings are the broker-manager team at Annapolis Yacht Sales in Deltaville. They cruised their 35ft monohull from South Africa, across the South Atlantic and worked in the Caribbean charter industry as captain and hostess on catamarans. They arrived in the US and established AYS Deltaville in 2005. Jonathan has a lifelong passion for all things nautical. He has sailed since he was 5 years old and has two Atlantic crossings to his credit. Anne started sailing in her late 20’s and loves the boating lifestyle. They’re an experienced team who work tirelessly to make your boating dreams a reality.
P.J. Campbell has been with the yacht sales operation of Campbell’s since it began in September 2013. He has over 30 years of experience in sales and customer service. Having grown up on the Bay, P.J. has local knowledge of the boating trends. He lives in Easton with his family and enjoys sailing, tennis, golf and coaching baseball.
Jimmy Dean has owned all types of boats most of his life and has serviced/managed them for the last 11 years with his Dean’s Yacht Services company. Jimmy strived to meet all customers’ requirements, including advice on purchasing and selling boats/yachts. After 11 years of serving Bluewater’s maintenance needs along the East Coast, he joined Bluewater knowing it is the company for him and his clients. Call Jimmy Dean today to list your current boat and upgrade to your new vessel!
Chuck grew up cruising on the Chesapeake Bay developing a passion for being on the water at a very young age. He acquired his Coast Guard Masters license at age twenty, and after graduating from the Catholic University of America, he made the decision to turn his passion for yachting into a career. Chuck is a licensed Florida Yacht Broker and successfully represents listings from the Keys to Maine and has a proven track of success in the industry. He is always eager to help new and existing customers and is involved in all aspects prior to, during and after the sale.
Brenda (HIGH) Wilmoth
Our parents, Jim & Doris High bought our marina in 1965. Our family is blessed with a life of boating on the Chesapeake Bay. A career in the boating industry came natural as did hard work and having fun too. I’m proud to have helped and introduced so many folks to boating over my career – I would estimate more than 5,000! Baltimore Boating Center is a full service marina on Middle River in Baltimore County offering new boat sales of Kencraft Center Consoles & Skiffs, and we’ve grown a very successful Yacht Brokerage with four full time brokers - we’ve truly built the best team around!
Bart Hiltabidle is one of the most recognized names in the Annapolis boating community. Bart has helped shape Boston Whaler’s legacy in the Annapolis area. Whether you are in search of a 13’ Super Sport or the flagship Boston Whaler 420 Outrage Bart has the knowledge and expertise to help narrow your search to the perfect boat. Chesapeake Whalertowne is set to open a new and exciting location Downtown Annapolis in 2018 which will feature waterfront access and indoor showroom at the base of Ego Alley.
The Chesapeake Bay Maritime Museum’s Charity Boat Donation Program is run by director Todd Taylor, a longtime yacht professional. CBMM accepts and sells all manner of craft year round, and offers long-standing boat sales and lease/charter operations, as well as the Charity Boat Auction each Labor Day weekend. Whether you donate or buy a boat, 100% of the proceeds go toward supporting the children and adults served by CBMM’s education, curatorial, and boatbuilding programs.
Rick Boulay Jr
Rick Boulay Jr has been a member of the Chesapeake Whalertowne sales team since 2006. Since joining the sales team Rick has become one of the highest volume sales producers for Boston Whaler nationwide and an expert within the Boston Whaler Yacht program. Whether you are looking for Brokerage Services or New Boat Sales Rick can help you get the boat you are looking for (or looking to sell) quickly and for the best value. Rick is the General Manager of Chesapeake Whalertowne and also a member of the Boston Whaler Design Team.
Crusader Yacht Sales is a dealer / broker in Annapolis. Our office is conveniently located at Port Annapolis Marina on Back Creek. We specialize in cruising sail boats and downeast / traditional power boats. All of our brokers are experienced boaters and passionate about sharing their experiences and expertise. CYS are dealers for Tartan Sailboats & Legacy Power Boats. We also offer complete brokerage services for sail and power. Our office is located in Annapolis at Port Annapolis Marina on Back Creek. Contact any of the CYS brokers for a professional and personal sales experience!
David Cox started sailing at an early age on the Eastern Shore, and has competed in many races - from one design around the buoys to off-shore Bermuda Races. David has been a Certified Professional Yacht Broker since February 2009, working with North Point Yacht Sales since 2011. “I’ve been fortunate to have grown up in a family that loves being on the water. This lifelong connection with yachts and the continuing education programs of the Yacht Brokers Association of America, have given me the experience and knowledge to help our customers buy or sell new or used yachts.”
Brad joined North Point Yacht Sales in 2016, bringing extensive experience in powerboats, including inboard and outboard powered sportfishing boats. The passions for fishing, boating and the outdoors have been constant guides throughout Brad’s life and career. He grew up in a family of boating and outdoor enthusiasts and followed in his father’s foot steps, working in the boating industry. From marina and yacht dealership, to boat manufacturer during and after college, his background encompasses many facets of marine industries. Brad puts his knowledge and experience to work for his clients.
Dan Bacot, Jr.
Dan grew up here in Annapolis, sailing with his family. He and his family have owned many boats, both sail and power, from 22 feet to 73 feet. His entire career has been in the marine industry. A boat is a very personal item and finding the “right boat” is an art as well as a science, you will benefit from Dan’s 41 years in: New and Used Yacht Sales, Marina Ownership, Boatyard Ownership and a lifetime of family boating. Experience, dedication to the process and his true love for boating, makes finding the right boat for you second nature for Dan.
Michael Kucera is the new co-owner of Norton’s Yacht Sales & Marina in Deltaville, VA, taking the helm on it’s 70th Anniversary. He was raised on the Chesapeake Bay, is a lifelong boater, and has worked in the marine industry for over a decade. His unwavering commitment to excellent customer service will ensure that your boating needs are exceeded, not just met. In addition to a comprehensive brokerage inventory, Michael is also proud to represent Jeanneau Sailboats, Cobia Powerboats, and Yamaha Outboards.
Owning a Hinckley is like owning no other boat and whether buying or selling, you want to know you made the right choice. Brad Holbrook brings a wide variety of technical and practical skills to the Hinckley team, in addition to a strong background in customer service and support. He first began working with Hinckley delivering boats and addressing complex technical problems. He holds a degree in Naval Architecture and Marine Engineering and worked several years at the esteemed Band Lavis Division of CDI Marine.
Bill Boyer is a certified US Powerboating instructor with over 50 years of boating experience. He has been a broker for Wilde Yacht Sales selling new and used Nordic Tugs and a variety of brokerage power and sail boats out of his Rock Hall office. Wilde Yachts is the largest Nordic Tigs dealer in the country selling Nordics Tugs for over 17 years. Visit the Wilde Yachts web site for more information at wildeyachts.com.
John Curry has been in the boating industry for over 40 years. A retired VP and GM of a Fortune 500 company, he has owned numerous boats from ski boats, cabin cruisers, and SF convertibles, to large triple engine sport performance boats. His knowledge and personal experience of boats on both sides of the transaction have assisted many boaters in completing a deal. “I have a great passion for boating and the Bay lifestyle, and look forward to continuing to help buyers and sellers achieve their goals in this difficult market.” Call John and see what his personal involvement can do for you!
Dave Wilder of Curtis Stokes Yacht Brokerage is coming off his first successful year as a Broker and is looking forward to the 2017 season. Based out of Baltimore MD, Mr. Wilder covers the Chesapeake Bay Region and beyond. He is a Bay enthusiast having grown up sailing, fishing and boating on the Bay for 40 plus years. He also honed his boating skills on the St Lawrence Seaway and Lake Ontario. Mr Wilder’s hobbies include buying, restoring and selling boats of various sizes and vintages.
Cell (anytime): 443-223-7864
Captain John Kaiser has been selling beautifully maintained power and sailing yachts in Annapolis since 1988. He offers select yacht owners complimentary dockage from 25' to 80', including weekly cleaning and electric. We provide regular advertising in Chesapeake Bay Magazine, as well as Yachtworld and internet exposure with hundreds of high resolution photos of every detail of the yacht. Located in Annapolis, 15 minutes from BWI airport, your yacht will be easily inspected and demonstrated to the prospective buyer. A successful sale in less than 90 days is the goal. Call or email John today.