Yacht Sale & Purchase

A dedicated sale & purchase pathway to work as a supervised junior S&P broker. Understand product and market, represent sellers and buyers and follow a deal from offer to completion, with an end-to-end workshop and final assessment.

In preparation

Yacht Sale & Purchase is in preparation: the course is not yet available and cannot currently be purchased or enrolled in. You can preview the planned curriculum and request information.

Who it is for

• Superyacht captains and officers.
• Luxury sales professionals.
• Marine, shipyard, refit, crew agency, management, family office and hospitality professionals.
• Not designed for established practising brokers.

Prerequisites

• Familiarity with yachts or luxury goods sales.
• A good command of English.
• Admission by application.

What you will be able to do

• Read the market and product.
• Manage listings and Central Agency.
• Advise buyers.
• Interpret systems, flag, class, survey and refit.
• Follow a deal from LOI to completion.
• Prevent disputes and negotiate.
• Understand your professional boundaries.

The curriculum

Part 0 — Orientation

L0 · Your Starting Point: S&P Skills and Ground Rules

Map your experience and skills gaps. Broker versus introducer roles, Yachtprofessor’s approach and the foundations of S&P ethics.

Part I — Market, Participants, Ethics and Product

L1 · The Yacht Sale & Purchase Market

Second-hand brokerage, newbuild boundaries and refit-as-sale. Size segments, supply, demand, geography, seasonality and price drivers using SYT iQ market data.

L2 · The S&P Ecosystem

Owners, holdings, trusts, brokers, captains, crew, surveyors, flags, registries, insurers, lenders, lawyers and yards. How conflicting agendas affect a deal.

L3 · Ethics, Disclosure and Conflicts of Interest

Seller, buyer and dual representation; communicating yacht condition and history. Role transparency, multi-broker situations and clients shopping around.

L4 · Yacht Types

Motor and sailing yachts, hulls, product families, spaces, listing metrics, shipyard brand equity and private versus commercial use.

L5 · Comparative Yacht Analysis

Build a fair comparison grid, translate USPs into benefits and recognise brochure red flags. Running-cost categories and a one-page comparison memo.

Part II — Seller Side / Central Agent

L6 · Listing and Central Agency: What They Are

Listings versus portals and mandates, open listings and exclusive Central Agency. The Central Agent’s daily work and typical CA Agreement elements.

L7 · Approaching Owners

Identify the decision maker, use ethical channels and build a seller discovery checklist. What not to promise at a first meeting.

L8 · Winning and Structuring Central Agency

How an owner chooses a Central Agent, key CA clauses, fee language and red flags in drafts.

L9 · Listing Marketing

Compliance before publication; ethical photo and video assets, plans and specifications. Accurate storytelling, channel coordination and viewings with crew.

L10 · Co-brokerage

Roles, co-broker information packs, viewings and feedback. Broker agreements and protecting introductions and the mandate.

L11 · Seller Representation from Offer to Closing

Evaluate serious offers and advise on price, certainty, timing and survey risk. Prepare the yacht, documentation and crew for survey and sea trial.

Part III — Buyer Side and Technical Knowledge

L12 · Advising the Buyer

The buyer’s broker role and limits. Usage, guests, crew, all-in budget, timing, funding, flag and a short shortlist of two or three yachts.

L13 · What to Ask and What Not to Ask

Documents at each stage: before and after NDA and MoA. Sensitive questions about incidents, claims and crew without unsupported guarantees.

L14 · Engines and Onboard Systems

Propulsion, stabilisers, electrical systems and HVAC. IT/EN terminology, due-diligence questions and translating technical findings honestly.

L15 · Service Intervals and Overhaul: A Method

Engine hours, service intervals, usage profiles and maintenance history. Questions to ask and writing a buyer risk memo.

L16 · IMO, Flag and Class

IMO, Flag State and Class hierarchy; statutory versus class obligations and a due-diligence checklist for certificates and survey deadlines.

L17 · Class and Flag Surveys and Cycles

Annual, intermediate and special surveys. Recommendations versus Conditions of Class and the effect of survey horizons on pricing and timing.

L18 · Refit as Value and Risk

Maintenance through conversion, market premiums and discounts, refit history documents and an imminent refit as a negotiation factor.

L19 · Inspection, Viewing and Survey Costs

Due-diligence budgets as an information investment: responsibilities, sequence, defect and CAPEX lists and the effective acquisition cost.

Part IV — Deal Cycle

L20 · From Shortlist to Offer, Including LOI

The pre-offer checklist, a serious offer’s structure and the difference between LOI, binding offer and MoA.

L21 · Deposit, Stakeholder and KYC/AML

Deposit purpose, stakeholder responsibilities and signature, funds, custody and release. KYC, proof of funds and AML without replacing legal advice.

L22 · The MoA Cycle: MYBA November 2008

The Memorandum of Agreement, header fields and a public overview of clause blocks and their place in the contract lifecycle.

L23 · Sea Trial, Snagging and Acceptance

Second-hand sea-trial objectives, onboard roles, broker observation, snagging and acceptance or rejection within contractual deadlines.

L24 · Completion and Post-completion

Simultaneous exchange of funds, documents and yacht control. Bill of Sale, Protocol of Delivery & Acceptance, flag, class, insurance and crew.

Part V — MYBA, Risks and Newbuild

L25 · MYBA in Sale & Purchase

MYBA’s role, CA deal documents, e-MoA and digitalisation. VAT Paid status and professional boundaries without providing tax advice.

L26 · Risks and Dispute Prevention

Title, deposits, survey, disclosure and commission claims. Prevention principles and when to escalate, contain or communicate issues.

L27 · The Boundary with Newbuild

Where S&P meets newbuild, newbuild LOI versus second-hand MoA, stage payments, change orders and additional works.

Part VI — Negotiation and Practice

L28 · Negotiation and Multi-broker Deals

Negotiate interests, survey horizons, refit credits, inventory and timing, not just price. Objections, survey findings and multi-broker contexts.

L29 · End-to-end Deal Workshop

Build a deal dossier around an anonymised fictional scenario: mandate, product, shortlist, market, offer, MoA, trial, acceptance and completion.

Final Assessment

C1 · Capstone: Final Assessment

Assessment of readiness to work as a supervised junior S&P broker across product analysis, listing literacy, buyer advisory, deal cycle and an oral component. It does not qualify you to provide legal, tax, class or survey advice.

Included materials

• 30 lesson manuals and videos
• Master IT/EN glossary
• Playbook with operational sheets and checklists
• Pre-purchase survey and sea-trial checklists
• How to Read a Pre-purchase Survey guide
• Market data and learning templates
• Capstone assessment

The Yachtprofessor certificate

A Yachtprofessor certificate after passing quizzes and the capstone assessment. It attests readiness to work as a supervised junior S&P broker, not qualification to give legal, tax, class or survey advice.