Upcoming Events view all events
April 19, 2023
2:00PM - 3:00PM EDT
CPYB Webinar: Survey Success
Host: CYBA with Jeff Merrill, CPYB, CAC CHAIR - Owner, Jeff Merrill Yacht Sales, Inc.
Jeff will share some suggestions about what you can you do for your buyer and/or seller before, during and after the survey, trial run, haul out, etc. to improve your chances for a successful outcome.
May 17, 2023
2:00PM - 3:00PM EDT
CPYB Webinar: Managing Conflicts in Yacht Brokerage-Panel Discussion
Host: IYBA with Staley Weidman, CPYB, CEO of The Catamaran Company & Paul Flannery, Chief Operating Officer, IYBA
During this panel discussion, attorneys and brokers will provide subject matter expertise. Hear their testimonials and professional experiences on the art of conflict resolution in the industry. This program will provide you with best practices and creative takeaways to help you resolve buyer-seller disputes and other challenges within the industry.
June 13, 2023
11:00AM - 1:00PM EDT
International CPYB Exam Prep
Any CPYB Candidate (or CPYB certified member) is invited to participate in this exam prep session led by JP Skov & Craig Nann, CPYB. In this two-hour session, they will cover key topics under each of the five Principal Knowledge categories candidates will encounter on the exam.
Latest News view all news
A Frustrating Problem Costing You Time and Sales
Recently I met with a new sales rep who’s been in sales for a little over six months. He’s made two sales; he should be closer to 30. I started by asking how many sales calls he’s been making, how many proposals he’s presented, what he’s been saying, and what his overall process has been. It didn’t take long to identify his problem.
Yacht Brokers and Surveyors – Collaboration to Guarantee a Happy Customer
I was recently invited to do a presentation on the relationship between yacht brokers and marine surveyors. The idea sounded simple, how can a surveyor and a yacht broker work together to keep the customer happy? My gut reaction was to focus on communication. By improving communication and foster transparency there should be no surprises along the way, easy enough.
Your First Conversation with a Prospect
The most important part of a first conversation with a prospect is to get them talking as much as possible. The 80/20 Rule applies here. Now depending upon whom you’re talking to, what kind of initial impression you’ve made, when you catch them, their personality type, etc., you may or may not achieve 80/20, but that’s the goal: them speaking about 80% of the time, you speaking about 20% of the time. And, when you do speak, most of that will be in the form of asking well-thought-out questions that both separate you from your competitors and help you determine the prospect’s needs, wants, and desires.
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Certified Professional Yacht Brokers
Yacht Sales Professionals (brokers, dealers, salespeople) have a benchmark for measuring their skills, abilities and performance, while, at the same time, enhancing their marketing value. Boat sellers and buyers are in a better position to select qualified, competent sales professionals with confidence and trust. If you want to set yourself apart, the Certified Professional Yacht Broker (CPYB) program is for you.