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Upcoming e-Seminars
Earn 3 CPYB Recertification Credits!
October 21, 2015
12:00-1:00 pm ET
YBAA/CPYB
Do You Make These 5 Mistakes in Your Brokerage's Online Presence?
November 4, 2015
12:00-1:00 pm ET
YBAA
Mark Your Calendar
November 11, 2015 12:00-1:00 pm ET CPYB Only Best Brokerage Practices and The CPYB Value Statement
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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 Volume and Value Increased in September
By John Burnham, YachtWorld
In September, for the fourth month in a row, YachtWorld member brokerages reported positive results in SoldBoats.com. They sold 2,473 boats, a volume increase of 2 percent compared to the previous September.
Powerboat sales led the way, gaining 4 percent in volume, with 2,004 boats sold, at a total price of $228.4 million. Sailboat sales, which had been strong in August, lagged in September, declining 6 percent, with 469 boats sold.
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How to Hold Your Salespeople Accountable
By John Chapin, Sales & Motivational Speaker
In an article a couple of months ago I mentioned that one of the biggest issues I see when it comes to managing sales teams is a lack of accountability. Because it was only mentioned briefly as one of several issues, I've had many people come back to me asking for more on this particular problem, so here it is.
Five Steps to Holding Your Salespeople Accountable:
Step 1) Set high standards during the hiring process.
Step 2) Hold people to the expectations they agree to.
Step 3) Everyone needs to be on a 180-day employment cycle.
Step 4) Check up on your people.
Step 5) Post sales numbers where all can see and use peer pressure.
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The 1031 Exchange - Rules of Thumb for Boat Brokers
By J. Dirk Schwenk, Baylaw, LLC
Boat brokers dealing in higher end boats may occasionally be asked about whether an IRS 1031 Exchange can be used to shield the proceeds of sale of a boat from tax, when the plan is to use those proceeds to buy subsequent property. The short answer to that is "Yes." The longer preface to that answer, however, is that giving tax advice is hazardous business, and the 1031 Exchange should be done by those that have some expertise in that area. Here is a quick primer on the 1031 Exchange -- maybe the information will come in handy for you or a customer.
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NEW NMMA Website Unveiled
The National Marine Manufacturers Association (NMMA) re-launched its website recently, www.NMMA.org, featuring a completely new design, enhanced navigation and fresh content.
With a series of new innovative tools and resources, the website brings additional benefits to NMMA members and shares in-demand insights on the recreational boating industry. What's more, the new NMMA.org is now easily accessible on smartphones, tablets and desktop.
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"Now That I Know Better, I Do Better"
By Matt Sellhorst, author Marine Strategies
This is one of the quotes I selected for my recent newsletter because when I read it, it instantly clicked.
"Now that I know better, I do better." - Maya Angelou
It works with almost anything; business, raising kids, health, exercise, marketing, sales and boating.
I always liked to personally train my boat buyers and one area I always pointed out was how the boat makes a huge wake even at slow speeds. As boat guys, it's obvious to us that you either are at a 'no wake speed' or 'on plane.'
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Trust is the currency of all good relationships. If two people like each other, trust each other, and want to do business, they will work out the details and price is a detail. Trust is visceral. Buyers feel it in their guts. Do your customers trust you?
You build trust when you tell the truth. Honesty and integrity go hand-in-glove with trust. Truth means you don't have to remember whom you lie to. When you tell the truth, you come across as authentic. You are the real deal.
You build trust when you show respect for buyers' time. It demonstrates you recognize the value of this precious commodity. Customers know you will never squander that little bit of their lives they share with you.
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Tech Tips: Fuel System Pressure Check and Fuel Demand Valves
 H-24 Gasoline Fuel Systems requires that the fuel system in every boat be tested to the greater of 3 PSI, 1 � times the maximum hydro static head which it may be subjected to in service or 1 � times the maximum hydro static head at the designed tank fill level plus the system relief pressure (see H-24.18.5). One important consideration during this testing is a fuel demand valve may prevent the pressure from being applied to the distribution lines of the fuel systems when the pressure is applied. This test should be conducted in two stages: first with the fuel demand in normal operation, second with the fuel demand valve manually overridden to allow pressure to transfer to the distribution line. Remember the intent of this test is to identify fuel leaks in the entire system.
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