Buying or selling a yacht is a complex process that involves multiple key players, each with distinct roles and responsibilities. Whether you’re looking to purchase your first yacht or list a yacht for sale, understanding the differences between brokers, representatives and dealers can help you navigate the process effectively. Some buyers even opt for a direct approach, bypassing intermediaries altogether.
BOAT's guide explores who’s who in yacht brokerage and which option may be best for you. Make sure to check out our directory of brokers.
Yacht brokers: The traditional route
A yacht broker is one of the most common professionals involved in buying and selling yachts. They act as intermediaries, representing either the buyer or the seller in a transaction.
For buyers:
- Yacht brokers help clients find yachts that match their criteria, often with access to off-market opportunities
- They negotiate deals, handle paperwork and coordinate inspections and sea trials
- A buyer’s broker is focused on securing the best terms for their client
For sellers:
- Brokers assist with pricing, marketing and presenting the yacht to potential buyers
- They organise listings, yacht shows and private viewings to maximise exposure
- A selling broker (also called a listing broker) is responsible for managing the sale
Exclusive vs open listings:
- Exclusive listing: One broker manages the sale, which can lead to a more focused marketing effort
- Open listing: Multiple brokers can introduce buyers, increasing exposure but reducing exclusivity
Commissions and fees:
- Yacht brokers typically earn a commission (usually around 10 per cent), split between the listing broker and any broker who introduces the buyer
Yacht representatives: Who do they serve?
A yacht representative (or consultant) provides expert guidance but may not be directly involved in the sale process like a broker.
- For buyers: They help navigate yacht options, provide market insights and sometimes assist with new build projects
- For sellers: They can oversee sales strategy, manage relationships with brokers and ensure the yacht is marketed effectively
- Some representatives work exclusively for UHNWIs who require tailored, unbiased advice
Yacht dealers: Mainly for buyers
Yacht dealers primarily represent specific shipyards or brands and specialise in selling new yachts.
- Best for buyers looking for new builds or production yachts
- Dealers often have exclusive rights to sell certain brands in specific regions
- Unlike brokers, they work directly for the shipyard and may have limited inventory options
Going direct: Buying vs selling
Some yacht buyers and sellers choose to handle transactions independently.
For buyers:
- Advantages: Potential cost savings by avoiding brokerage fees and direct negotiations with sellers
- Challenges: Navigating contracts, inspections and due diligence without professional guidance can be risky
For sellers:
- Advantages: Avoiding brokerage commissions and full control over marketing the yacht
- Challenges: Limited reach compared to broker listings, legal complexities, and pricing uncertainty
- Selling directly works best for experienced owners with a buyer already in mind
Selling a yacht: Who can help?
If you are selling a yacht, understanding the right professional to engage can impact how quickly and successfully your yacht is sold.
Yacht brokers: The go-to for sellers
- Listing brokers manage pricing, marketing and negotiations
- They leverage yacht shows, industry connections and online platforms to attract buyers
Selling representatives: An alternative approach
- Some owners appoint a representative instead of working directly with a broker
- Representatives oversee the sale strategy, liaise with multiple brokers and protect seller interests
Can dealers sell pre-owned yachts?
- Most yacht dealers focus on selling new yachts, but some accept trade-ins or assist in reselling models from their own brand
Selling without a broker: What to consider
- Pros: No brokerage fees, direct control over the sale
- Cons: Lack of exposure, complex legal processes, and difficulty in pricing correctly
- Best for: Sellers who already have a direct buyer lined up or those with extensive industry knowledge
How to choose the right approach
The best method for buying or selling a yacht depends on several factors:
- Budget: Brokers and dealers charge commissions, while a DIY approach may reduce costs
- Experience level: New buyers and sellers benefit from professional guidance
- Yacht type: Custom superyachts often require brokers, while new production yachts are sold through dealers
- Market complexity: The larger and more valuable the yacht, the more beneficial it is to have an expert involved
Whether you choose to work with a broker, a representative or a dealer – or take the direct approach – understanding these roles is key to making informed decisions. For more expert superyacht tips and essential yachting advice, explore our latest yacht advice guides. For expert advice on yacht buying and selling, explore BOAT International’s latest yachts for sale and listings.