06/16/2026
After nearly 30 years as a yacht broker, I understand why our profession is sometimes viewed with skepticism. Stories like the one I heard today do little to help our reputation.
A boat owner contacted me after being referred by a local boatyard to a single brokerage. Not a list of qualified brokers. Not several options. Just one recommendation.
When the owner contacted that brokerage, they were told they would need to pay $4,000 upfront before the brokerage would even put the boat online.
Take a moment and let that sink in.
In my opinion, that approach is not in the seller’s best interest. It is not standard practice among reputable yacht brokerages, and it raises important questions about who is truly being served in the transaction.
A yacht broker’s job is to earn their commission by creating value. We invest in professional photography, marketing, advertising, buyer outreach, showings, negotiations, sea trials, surveys, closing coordination, and countless hours of work behind the scenes. We are compensated when we successfully sell a boat—not simply for entering information into a listing system.
As sellers, you should interview the person who will actually represent your boat. Ask questions. Understand their process. Find out how they market listings, how often they communicate, whether they attend surveys, and what specific services they provide throughout the sale.
Fortunately, Maine is home to a number of highly respected brokerage firms that understand this responsibility. Organizations such as Hinckley, East Coast Yacht Sales, Lyman-Morse Yacht Sales, Thomas Yacht Sales, and others have built strong reputations by recognizing a simple principle: they earn their compensation when they do their job well—not before.
What troubles me most is that arrangements like this undermine the trust that our profession depends on. Yacht brokerage is built on experience, education, industry relationships, market knowledge, and significant investment in the tools and resources required to properly represent a vessel. Sellers deserve to receive those services—not promises.
If a broker does not believe a boat is a good fit for their business model, they should simply be honest with the owner. There is nothing wrong with declining a listing. In fact, it is often the most professional thing to do. But collecting thousands of dollars upfront simply to upload information provided by the seller and provide little meaningful representation is difficult to justify.
A seller should also be cautious anytime they are directed toward only one broker without being given alternatives. Recommendations should be made in the seller’s best interest, not for the convenience or benefit of others.
The reality is this: a good broker is worth every dollar of their commission. A great broker can save a seller time, reduce stress, avoid costly mistakes, expose the boat to the right buyers, and ultimately help achieve the best possible outcome.
Do not assume that large upfront fees are normal. Do not assume they are standard. And most importantly, do not assume they are in your best interest.
Choose a broker who is willing to earn your business—and earn their commission
