Why Yacht Sellers Should Demand Co-Brokerage from Their Brokers

Why Yacht Sellers Should Demand Co-Brokerage from Their Brokers  

Protecting Your Interests in the Sales Process

When it comes to selling a yacht, owners naturally assume that their broker’s priority is to market the boat as widely as possible, attract the best buyers, and secure the strongest offers. But what if the brokerage they chose was actually limiting exposure, reducing competition, and prolonging the sales process—all without the seller even realizing it?

This is precisely what happens when a brokerage refuses to co-broker a listing. Many sellers aren’t aware of this practice, but if your yacht is being marketed as “Not for Co-Brokerage,” it’s time to ask why—and reconsider who you’re listing with.

What Is Co-Brokerage and Why Does It Matter?  

Co-brokerage allows multiple yacht brokers to bring buyers to a listing, increasing exposure and competition. When a brokerage blocks co-brokerage, they are shutting out buyers who would only work through their preferred broker—often someone they trust to act in their best interest.

Why Buyers Refuse to Work with Certain Brokerages  

The reality is that many buyers actively avoid working with certain brokerages due to their poor reputation for honesty, integrity, and responsiveness. These brokerages frequently fail to communicate, mishandle negotiations, and generally create an unprofessional buying experience. Buyers who recognize these red flags simply walk away rather than risk dealing with a brokerage they don’t trust.

This means that when a brokerage refuses co-brokerage, they’re not just shutting out competing brokers—they’re shutting out serious buyers who want professional representation.

Who’s Really Benefiting?  

The harsh truth is that many brokerages that refuse co-brokerage do so because they struggle to sell boats on their own. Instead of improving their business practices to attract buyers, they try to force buyers to deal directly with them by blocking other brokers from getting involved.

This strategy is particularly common among brokerages tied to charter companies, where there may be conflicting priorities:

• Keeping boats in charter rather than selling them.

• Earning service and management fees on boats that remain unsold.

• Using leads from used boats to sell new boats instead.

How This Hurts Sellers  

• Less exposure = fewer buyers. A listing that’s not open to co-brokerage is instantly less competitive in the marketplace.

• Longer time on the market = lower final sale price. Boats that sit unsold depreciate and often require price reductions.

• Buyers want their own representation. Many serious buyers will not work directly with the listing broker and insist on representation from a trusted buyer’s agent.

How to Protect Yourself as a Seller  

If you’re listing your yacht for sale, ask your broker these critical questions:

1. Will my boat be available for co-brokerage? If the answer is no, ask why.

2. What are you doing to maximize exposure?

3. Are you prioritizing my best interests, or the brokerage’s business model?

Real-World Impact: Buyers Shut Out  

At BVI Yacht Sales, we currently have serious buyers actively looking for specific boats—

• Leopard 43 PC in St. Lucia (Power Catamaran)

• Sabre 386 in Antigua

• Leopard 45 in BVI

Yet, because these specific boats are listed with brokerages that don’t allow co-brokerage (we have made offers, in writing, and been refused) , these buyers are unable to purchase them unless they work directly with the listing broker—something they’re unwilling to do due to past negative experiences with these brokerages. These are lost sales opportunities for the sellers, and they may not even know it.

It’s Not About Brokers Making More Money—It’s About Buyers’ Rights  

A common misconception is that brokers push for co-brokerage simply to earn a commission on another broker’s listing. The reality is different: many buyers refuse to work with a broker they don’t trust. They want an agent looking out for their best interests, someone with a strong reputation, verified reviews, and a proven track record. As the Informative Brokers, many buyers want us on their team, you might too!

Bottom Line: Demand Co-Brokerage Now  

If you have a boat for sale in the Caribbean—or anywhere, really—contact your broker immediately and demand that it be available for co-brokerage. Don’t let restrictive brokerage practices hold up your sale.

We want to sell your boat for you – whoever you have it listed with!