Redefining the Role of a Catamaran Broker

A Relationship Centric Approach

The yacht brokerage industry has long been clouded by the stereotype of a money-hungry salesperson, fixated on closing deals at any cost. This perception, fueled by aggressive sales tactics and high-stakes transactions, has often overshadowed the true potential of the industry—to guide clients through the complex and deeply personal journey of buying or selling a boat. A late mentor and good friend of mine, Rick Paschall would often quote Michelle Lederman’s 11 Laws of Likability when referring to business - PEOPLE DO BUSINESS WITH PEOPLE THEY LIKE!  Not a day or deal goes by where I don’t think about those simple words.  As a seasoned boat owner and licensed broker, my mission is to charge forward with those words of wisdom in hopes of changing the narrative on brokers, and establish a relationship-centric approach that redefines the broker-client experience. It’s a simple equation if you think about it. Flexibility + Integrity + Transparency = TRUST, and likability is born out of a solid foundation of trust.

Beyond the Sale: A Relationship Built on Trust

The process of buying or selling a boat is more than just a transaction; it’s a pivotal moment in someone’s life. For sellers, it marks the end of an era filled with memories, adventures, and personal growth. For buyers, it represents the start of new journeys, dreams, and opportunities. Understanding these emotional stakes is essential, and that’s why my approach prioritizes building trust, empathy, and connection.  In short, my goal is to get to know my clients, become friends, and use my skills, knowledge, and experience to not only help achieve the objectives at hand, but do so in a way that aligns with how my clients feel most comfortable.

I don’t do what I do for the money; I do it because I genuinely love what I do. The passion I have for my work stems from the pride I take in building lasting friendships and using my experience to help families turn the page on the next chapter of their story. This approach fosters long-lasting relationships where my clients are genuinely supported, not just sold to.

Listening First, Guiding Second

It’s easy to fall into the trap of thinking that being a successful broker is all about persuasion. Real success comes from listening. When I meet a client, my first step is to understand their unique story: What’s motivating their desire to sell or purchase? What challenges have they faced? What dreams do they harbor? Only then do we get into the nitty-gritty about budget, features, experience, etc. By asking these questions and paying close attention to their answers, I can offer tailored guidance that goes beyond the superficial.

My priority is not to push the most expensive or fastest moving deal, but to align my clients with the right boat that suits their vision, budget, and lifestyle. For sellers, it means strategizing the sales process in a way that highlights the unique value of their boat while maintaining transparency, trust, and most of all, ethics. This also sets the foundation to allow me to position their boat best to achieve their financial objectives, timeline, and other requirements.

The Value of Expertise and Integrity

When people choose me as their catamaran broker, they aren’t just hiring a sales guy; they’re gaining a partner with deep industry and product knowledge, a commitment to integrity and honesty, and a track record of results. Years of experience in the yachting business have taught me that expertise is vital, but integrity is indispensable.

I leverage my corporate background to simplify complex processes, from market analysis to sea trials and negotiations, and everything in between. At every step, my goal is to keep clients informed, and confident in their decisions, and move forward with the least amount of stress possible. It’s not just about closing the deal; it’s about delivering a seamless, boutique-level experience that clients can TRUST.  It’s about the people, and the relationships we build.  After all, people do business with people they like, right?

A New Chapter for Buyers and Sellers

Whether transitioning from your family catamaran or taking your first step into boat ownership, your journey should be exciting, fulfilling, and smooth. I’m here to help make that happen, not by pushing a sale, but by guiding you through the process as a trusted advisor and friend. I was in your shoes in 2015 when I purchased my boat, and again in 2024 when I sold that boat - I get it!

I take pride in the friendships I build with my clients and the joy that comes from seeing them embark on new adventures. Being a catamaran broker is not just a job for me; it’s a passion and a commitment to helping people turn the page on the next chapter of their lives.

In an industry too often defined by bottom lines and quick-cash transactions at any cost, I stand for a new kind of broker—one that values relationships over revenue and service over salesmanship. Because at the end of the day, I don’t do what I do for the money; I do it because I love it.