The work that removes buyer objections before they become price reductions.
Technical preparation
Anything a competent surveyor will find should be found first. Outstanding class or flag items, deferred servicing, known leaks, tender and toy condition, and machinery due for overhaul all belong on a list that is either fixed or openly disclosed and priced. Surprises during survey cost far more than the repair.
Documentation
Assemble the file before marketing begins: registration and title, class and flag certification, VAT and import status, maintenance and service records, refit invoices, inventory, manuals, and any charter history. A complete file materially shortens due diligence and materially strengthens the seller's position.
Presentation
Deep clean, declutter, remove personal effects, deal with tired soft furnishings, and make the engine room presentable — a tidy engine room persuades technical buyers more than any brochure. Interiors photograph and view far better with the owner's personal items removed.
The crew
Crew are part of the sale. They should know how viewings are handled, what they may and may not say about the yacht's history, and who to refer questions to. A well-run, discreet, informed crew reassures buyers; an uncomfortable crew does the opposite.
What not to do
Large discretionary refits immediately before sale seldom return their cost, and a fresh interior in a personal taste can narrow the buyer pool rather than widen it. Spend on what removes objections, not on what expresses preference.
Questions
- Should I disclose known defects?
- Yes. They will be found, and disclosed items can be priced calmly rather than renegotiated under pressure.
- Is professional photography worth it?
- Almost always. It is the cheapest element of the whole exercise and the first thing every buyer sees.
This guide is general information about how the yacht market conventionally works. It is not legal, tax or financial advice, and it does not describe the terms of any specific yacht. Rates, prices, availability and access are confirmed in writing before anything is committed.