There are four reasons boats don’t sell:
- The Broker
- The Market
Luckily, you can control three of these variables.
The first two, price and condition are pretty easy to control. The last one, the market, well, that is not in your control. It is what it is, and is governed by various factors in the current economy.
Which leaves the final piece of the puzzle: the broker. You control who you list your boat with. This is, hands down, the most important decision you will make. To be more specific, the question is whether or not the broker has talent…..not just experience… but talent, because talent usually encompasses experience, but not always the other way around.
How do you make your decision? Do you make it based on how pretty their marketing is? Or maybe based on a referral? Do you make it on the size of the company? At the end of the day, you want to know that the person you are entrusting your high-dollar item to, will be able to procure a sale and has the talent to do so. Can they gather and maximize every lead to find the right buyer for your boat? Do they know how to close their mouth during a showing? Can they speak about the boat with confidence? These are all questions of talent, and it runs deeper into understanding various situations and people.