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Upcoming e-Seminars
Earn 3 CPYB Recertification Credits!
August 26, 2015
12:00-1:00 pm ET
CPYB Only
Mark Your Calendar
October 21, 2015
12:00-1:00 pm ET
YBAA Principals, Owners & Managers
Mark Your Calendar
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Member-to-Member
This is the place to include your news about recent sales, new hires, office expansion or other business updates and successes. And it's FREE!
Just send your news items by the 10th of the month along with any photos, to [email protected]
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CPYB Recertification Credit Opportunities
Continuing education and professional development is essential for Yacht Sales Professionals to perform their job at the highest possible level. Certified Professional Yacht Brokers (CPYB) are required to earn a minimum of 30 credit hours of continuing education / professional development every 3 years.
See the upcoming events here.
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See Your Ad Here!
YBAA News is sent to over 2,500 members and industry contacts. You can feature your company ad on a monthly, half yearly or annual basis.
ACT NOW! Space is limited and it's an investment that can create many new opportunities in 2015.
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Members Business Benefits!
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U.S. Brokerage Sales Volume
Increased in June
By John Burnham, YachtWorld editorial director
 Brokerage sales volume rose to 3,649 boats in June, a 3 percent gain over sales in the previous June, according to sales reports by YachtWorld member brokerages in their proprietary database, SoldBoats.com. The total value of the boats sold was $413 million, a decline of 15 percent from $485 million a year earlier.
Unit sales of both power and sailboats were up 3 percent during the month, with 3,084 powerboats and 565 sailboats sold. Total value of sales was lower among both types of boats, with power declining 16 percent, from $442 to $372 million; sailboat sales values were down 5 percent, from $43 to $41 million.
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Courtesy Cuts Both Ways
Use YBAA's Courtesy Showing Protocol to Smooth the Process
A Courtesy Showing is defined as a Selling Broker's request to a Listing Broker to entertain and accommodate an unaccompanied potential Buyer of the Selling Broker to view a vessel(s) listed by the Listing Broker.
1. Principals and managers should instruct their Brokers that the best course of action is for the Selling Broker to accompany the Buyer, when practical. Brokers should be considerate of other Brokers time when asking for courtesy showings. It is important that as much notice as possible be given in advance of a requested courtesy showing.
2. Selling Broker should contact the Listing Broker or Listing Brokerage to register a potential Buyer, preferably in writing, regarding the vessel(s) of interest and schedule a date/time for the showing. Failure of the Selling Broker to register the potential Buyer may result in the loss of commission and judgment against the Selling Broker if a request for dispute resolution is filed with the YBAA Professional Standards & Ethics Committee, the Certification Advisory Council, or any yacht broker association dispute resolution authority.
Read the full article here.
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Great networking, great presentations and great insights were the order of the day at YBAA's two latest University events, held in Annapolis, MD on July 14 with 72 attendees and Providence, RI on July 16 with 84 attendees.
Each YBAA U event included Technical Updates offered by ABYC, Legal Updates by local maritime attorneys, Technology & Marketing Tools by YachtWorld.com, Panel Discussions on key brokerage topics and a Keynote Address by Carl Blackwell of NMMA. Attendees also enjoyed networking breaks and a luncheon as well as the latest updates on YBAA services and the CPYB program.
Door prizes offered by participating members and partners included new Apple Watches provided by YachtWorld.com, the latest ABYC publications and nautical instruments by Weems & Plath.
Register here for the next YBAA U in Seabrook, Texas August 13th.
Read the full article here.
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Washington's Marine Tourism Law a Boon to Super Yacht Entries
Larger yachts are typically owned in entities for a variety of reasons, including liability protection. Until recently, non-resident entity-owned yachts entering Washington waters fared less well with the state use tax and registration requirements than did non-resident individually-owned yachts.
The tide is changing-with the recent passage of the Marine Tourism Bill. Effective September 1st, under this new law, non-resident entity-owned yachts will be able to stay in Washington for up to 180 days in any 365-day period without the need to pay the one-time use tax or annual registration fees. The savings from this exemption are significant since combined taxes and fees can total 10 percent of the value of a boat.
Read the full article here.
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Close More Deals
By Tom Reilly, author of Value-Added Selling
 Closing is not magical or mysterious. It is commonsense communication. It completes the objective of the conversation.
You and your spouse review the movie schedules. You ask, "What would you like to see?" or "When would you like to go?" This is closing. You and a friend discuss playing golf this weekend. You ask, "Do you want to play Saturday or Sunday?" This is closing. You meet with a customer and want to schedule a follow-up meeting. You ask, "Would you like to meet again?" This is closing.
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The Top Five Sales Myths More Deals
By John Chapin
As someone who has been in sales for over 26 years, and now as a sales trainer, speaker and coach, I continually hear debate over the following five sales myths. In this article I will expose and throw light on these top sales fairy tales.
Sales Myth #1: Sales is NOT a numbers game.
The more people you talk to, the more business you will do, even a blind squirrel finds a nut if it keeps looking. Granted, you want quality behind the numbers and, depending upon your business, it may be helpful to do some research on the person you're calling before you call. That said, in order to be successful in sales you need lots of good solid relationships and the only way to get those relationships is to go out and talk to lots of people. The bottom line is: if you talk to enough people during the day, you will eventually run into someone who says, "I need what you have" or "I know someone who needs what you have." Know the number of people you need to talk to during the day in order to be successful and then go out and talk to that many people and more.
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The team from Boston Yacht sales visited Sabre's facilities in Raymond, Maine, just as their next Sabre 42SE stock boat was rolling off the line and where Bentley Collins, vice president of marketing and sales, had gathered more than 150 Sabre associates. Collins presented Boston Yacht Sales owner/broker Michael Myers with a plaque recognizing the partnership.
She will be based in the Fort Lauderdale office. Maggie comes to Northrop & Johnson with an exceptional resume of yachting industry experience. Most recently, Maggie was the Marketing Director at Sanlorenzo Americas. Maggie is actively involved in professional and charitable organizations and currently serves on the Board of Directors for Young Professionals in Yachting.
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