Lower Volume, Higher Prices for U.S. Brokerage in November

By John Burnham, YachtWorld editorial director

After monthly performances generally pacing behind 2013 by single-digit percentages, U.S. brokerage sales were 12 percent lower in November, with 1,749 boats sold, compared to 1,983 in the same month a year earlier. Despite the lower volume, SoldBoats.com reports by YachtWorld member yacht brokerages were that the total value of the boats sold in November increased by $20 million, to $251 million.

Read the full article here.

Ketch of the Month

This monthly spotlight on YBAA 

Members asks questions ranging from personal interests and hobbies to musings regarding the industry as a whole. In their own words, members share their secrets for success, as well as how to become a more visible entity in the community of yacht sales professionals.

If you would like to be featured in an upcoming installment of "Ketch of the Month" please submit your request to jforte@ybaa.com.

David Walters, CPYB, David Walters Yachts, Inc.

Hard Sell or Soft Sell?

By John Chapin

On the surface, this question may seem like a no-brainer, so let's begin by defining both of these. When I talk about hard sell, I'm not talking about hammering someone into doing something that isn't right for him.  I'm talking about being direct and getting the prospect involved in what he needs, cutting through fear, denial, and other roadblocks that can stop a sale.

By soft sell, I'm not talking about using touchy-feely language and letting the prospect completely control the process.  Rather, I'm talking about listening with empathy and truly understanding your prospect and his needs, putting yourself in his shoes, and sympathizing with him and his situation. 

Benefits of the YBAA Health Insurance Exchange are:

• No medical questions asked - all pre-existing conditions are covered
• Instantly calculate your government premium subsidy
• 100's of insurance carriers and 1,000's of plans designs to choose from
• Low deductibles and out of pocket plans available

Click here to learn more about the YBAA Health Insurance Program.  YBAA members can enroll over the phone or online!