10 July 2025
Yacht brokerage is one of the most dynamic and rewarding careers in the marine industry. It offers the opportunity to combine a passion for boats with strong commercial skills and client service. But how do you get started - and how do you stand out?
Whether you’re entering the industry for the first time or looking to take your brokerage career to the next level, here are some top tips on becoming a successful yacht broker from the experts behind the Practical Yacht Broker Course, a leading two-day training programme from British Marine Boat Retailers & Brokers Association (BRBA) and the Association of Brokers and Yacht Agents (ABYA).
1. Understand the role – and what it isn’t
Being a yacht broker isn’t just about loving boats. It’s a profession that combines legal know-how, financial awareness, negotiation tactics, marketing, and customer service.
A lot of people think yacht brokerage is simply about showing clients boats and closing a sale. In reality, the broker is responsible for ensuring the entire transaction is watertight - from the legal and tax documentation to surveys, contracts, and due diligence. It’s a big responsibility.
Karen Wilson, CEO of ABYAUnderstanding the full scope of the role is key — and will help set realistic expectations from day one.
2. Get the right training early
Yacht brokerage is an unregulated profession in many countries, but that doesn’t mean you can (or should) enter without training. Buyers and sellers are becoming more informed - and they expect their broker to be knowledgeable, credible, and compliant with best practices.
Training such as the Practical Yacht Broker Course (next course - 3–4 November 2025, Solent Hotel & Spa in Fareham) provides essential insight into the areas textbooks often miss: real-world marine law, anti-money laundering obligations, Know Your Customer (KYC) protocols, VAT, insurance, surveyor reports, and the Recreational Craft Directive (RCD).
Having this training under your belt early on doesn’t just give you knowledge it gives you confidence. It also helps clients trust you, which is fundamental in brokerage.
Alastair Walton, Chair of the British Marine Boat Retailers & Brokers Association
3. Know the legal risks and responsibilities
Passing on a good legal title is one of the most critical elements of the yacht brokerage process. That means understanding where your responsibilities begin and end - and what documents must be in place.
From Bill of Sale documents and evidence of VAT status to understanding liens, mortgages, and title chains, brokers are expected to navigate complex scenarios confidently. Mistakes can be costly - both financially and reputationally.
Top tip: Always work with clear contracts, conduct due diligence on both the vessel and the client, and seek expert legal advice where needed.
4. Master the art of negotiation
In a deal worth tens or even hundreds of thousands of pounds, your ability to mediate calmly and fairly between two parties can make or break the transaction. Good yacht brokers learn when to push, when to pause, and when to walk away.
The Practical Yacht Broker Course includes real-world exercises on conflict resolution, tricky negotiations, and how to manage expectations - especially towards the final stages of a sale when tensions can run high.
Top tip: The final few days before completion can be where deals unravel. Knowing how to handle objections and remain professional under pressure is a hallmark of a great broker.
5. Use marketing tools to your advantage
Modern yacht brokers aren’t just matchmakers - they’re marketers. From listings and photography to social media, video walkthroughs, and digital ads, today’s successful brokers are skilled at presenting vessels in the best possible light and attracting qualified buyers.
Understanding the digital landscape - and how to use tools like Instagram, email campaigns, and SEO-friendly listings - is essential to remaining competitive.
6. Build relationships – and your reputation
Reputation is everything in yacht sales. While your first few months may be slow, remember that word-of-mouth and trust-based referrals are gold in this business.
Networking at industry events, joining associations like ABYA and British Marine, and maintaining clear, honest communication with clients will help build your name in the marketplace. And don’t underestimate the power of a follow-up - even years later.
The Practical Yacht Broker Course includes a relaxed networking dinner, giving delegates the chance to meet peers and experienced brokers, ask questions, and build valuable connections.
7. Commit to continuous learning
The world of yacht sales is constantly evolving. From changing tax legislation and consumer expectations to the rise of electric propulsion and evolving boat design, it’s vital to stay up to date.
Whether through professional bodies, refresher courses, or industry webinars, brokers who keep learning are those who continue to grow.
Ready to take the first step?
The Practical Yacht Broker Course returns this November and offers the perfect foundation for aspiring and developing brokers. With hands-on sessions, access to industry experts, and CPD accreditation, it’s the ideal launchpad for anyone serious about yacht brokerage.
📅 3–4 November 2025
📍 Solent Hotel & Spa, Fareham
🎓 CPD-accredited | Includes networking dinner