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Yacht Charter Sales — 60-Min Training

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Direct Answer

Yacht Charter Sales is a 60-minute training for crewed-yacht charter brokers at firms like Burgess, Northrop & Johnson, Camper & Nicholsons, Fraser, and Y.CO selling $50K-$500K+/week Mediterranean, Caribbean, and Bahamas charters to UHNW clients. Anchored in the MYBA (Mediterranean Yacht Brokers Association) Charter Agreement, USSA (US Superyacht Association) standards, Yachting Magazine charter reporting, and the Northrop & Johnson Annual Charter Report, the session enforces seven disciplines: a group/destination/days/boat-size discovery, the preference-sheet ritual, APA (Advance Provisioning Allowance) explanation in plain English, vetting + insurance, 50% on contract + 50% at 30-days-prior, the MYBA-vs-broker-loyalty close, and post-charter rebook within 14 days.
Brokers who follow it close 70%+ of qualified inquiries and earn the standard 15% MYBA gross commission without rate concessions.

Section 1 — Why Charter Inquiries Stall (5 min)

Open with the hard reality: a UHNW client sending a charter inquiry has typically also pinged 2-4 other brokers the same week. The broker who books is the broker who runs the cleanest first 72 hours — not the cheapest, not the loudest.

Three failure modes the room needs to name:

The 12-yacht shotgun email. Broker replies with a PDF of 12 boats spanning $80K-$280K/week. Client gets paralyzed, ghosts.
The APA surprise. Broker quotes the base rate, client signs, then learns the APA adds 30-35% of the base for fuel/food/dockage. Trust dies on day one of the charter.
No vetting questions. Broker doesn't ask about kids, pets, dietary, disabilities, special occasions. Captain finds out the charterer is celebrating a 25th anniversary the morning of embarkation. Reviews suffer.

Frame the room: *"You are not selling a yacht. You are selling a week of perfectly anticipated needs on a 50-meter platform — and that requires asking, not pitching."* The Northrop & Johnson Annual Charter Report consistently shows that brokers who run a structured 60-minute discovery before sending any yacht options convert at roughly double the rate of brokers who lead with inventory.

Section 2 — Group + Destination + Days + Boat-Size Discovery (15 min)

The four variables that determine every yacht recommendation. Get them in this order, in a single 60-minute call.

Verbatim Discovery Template (60-minute first call, recorded with permission):

The group: "How many guests? Ages? Couples or singles? Kids? Anyone with mobility, dietary, or medical needs the captain and chef need to know about up front?"
The occasion: "Is this a vacation, an anniversary, a business retreat, a milestone birthday? Anyone we should celebrate onboard?"
The destination: "Med (Western: Riviera/Corsica/Sardinia/Balearics; Eastern: Greece/Croatia/Turkey), Caribbean (Leewards/Windwards/BVI/St. Barts), Bahamas/Exumas, or something further afield (Tahiti, Norway, Galapagos)?"
The dates and days: "Embark/disembark cities? Minimum charter is 7 nights at most Med/Caribbean brokerages — are you 7, 10, or 14 nights?"
The boat preference: "Motor yacht (faster transits, more deck space, more amenities) or sailing yacht (quieter, lower APA, slower pace)? Length range: 30m-40m, 40m-50m, 50m-70m, 70m+?"
The water-toys layer: "Tenders, jet skis, seabobs, e-foils, scuba/PADI dive, kite, wake, water-slide off the bow? Each requirement narrows the boat list."
The all-in budget: "Most clients planning a 7-night Med charter for 10 guests are all-in $180K-$650K including base rate, APA, and broker commission. Where are we?"

flowchart TD A[Inbound Inquiry Day 0] --> B[60-Min Discovery Call Within 48 Hours] B --> C[Curated 3-Yacht Shortlist Day 4] C --> D[Shortlist Review Call Day 6] D --> E[Site Visit OR Captain Video Walkthrough] E --> F[Preference Sheet Sent Day 10] F --> G[MYBA Charter Agreement + 50% Deposit on Contract] G --> H[Balance + Full APA Wired 30 Days Pre-Embark] H --> I[Preference Sheet Returned 21 Days Pre-Embark] I --> J[Captain Pre-Brief Call 7 Days Pre-Embark] J --> K[Embarkation Day] K --> L[Mid-Charter Check-In With Broker] L --> M[Post-Charter Debrief + APA Reconciliation Within 14 Days]

End the segment by drilling the occasion question. Brokers who skip it owe the room a coffee — because the occasion is what the captain and chef will plan the entire trip around.

Section 3 — APA Explained in Plain English (10 min)

The single highest-trust moment in the sale. Most charterers have never heard of APA and will lose trust if it surprises them post-contract. Explain it cleanly, in writing, *before* the contract.

The script (verbatim, used on every prospect call before sending a yacht shortlist):

"Quick thing on how Med and Caribbean charter pricing works: the yacht has a base weekly rate — that covers the boat, the crew, the linens, the water toys onboard. Fuel, food, drink, dockage, and shore fees are extra — they're funded through something called APA, the Advance Provisioning Allowance.
On a motor yacht you'll budget about 30-35% of the base rate; on a sailing yacht about 20-25%. The APA is wired to the yacht 30 days before embark, the captain spends it at cost — no markups, MYBA contract enforces that — and you get a full accounting and refund within 14 days of disembark.
If you blow through it on a heavy itinerary, you top it up mid-charter. The APA is not commission and not profit — it's your operating budget."

What to NEVER say about APA (read these aloud, slowly):

"It's basically the same as the base rate, you don't really need to worry about it" (false; loses trust on settlement day)
"Don't worry, my clients usually get most of it back" (untrue for most active itineraries)
"You can probably skip the dockage in St. Tropez" (you cannot)
"I'll explain the APA at contract signing" (too late; it must be in the first proposal email)
"It depends, I'll have to ask the captain" (you should know typical APA percentages cold)
"That captain doesn't really enforce APA limits" (the MYBA Charter Agreement absolutely does; misrepresenting this is a license risk)

MYBA has been the industry standard since 1984 and the MYBA Charter Agreement is the contract for crewed superyacht charters globally. Cite it in every proposal.

Section 4 — The Preference Sheet (10 min)

The preference sheet is a 6-12-page document the charterer fills out 21 days before embark. It is the single document that determines whether the charter is great or merely good. Brokers who treat it as paperwork lose. Brokers who walk the client through it on a 45-minute call win.

Verbatim Preference-Sheet Walkthrough Pitch (broker sends Day 14 pre-embark):

Broker: "I'm going to send the preference sheet today. Please don't fill it out alone. Let's get on a 45-minute call together — I'll walk you through every section. The reason: the captain and chef will plan every meal, every anchorage, every tender drop, every water-toy session off this document.
Vague answers produce a vague charter. Specific answers — favorite cocktails, allergies, sleeping schedule, which guest hates seafood — produce the trip you're spending $400K on. Schedule it before you scan the doc."

The preference sheet sections to drill the room on:

Food and beverage: Favorite cocktails, wines, dietary restrictions (each guest individually), allergies, kids' menus, specific brand preferences (the chef will pre-source from local markets and provisioners).
Itinerary: Must-see anchorages, dinner reservations the broker should book (Le Club 55 in Pampelonne, Da Adolfo in Positano, Scorpios in Mykonos), shore excursions, helicopter transfers.
Water toys and activity: Daily usage preferences, PADI certifications, kite/wake/foil experience levels.
Sleeping arrangements: Who shares which cabin, who needs blackout curtains, who's an early riser.
Special occasions: Anniversary cake on which night, birthday surprise on which day, the proposal moment to coordinate with the captain.

Do NOT:

Email the preference sheet without scheduling the walkthrough call. It comes back half-filled 90% of the time.
Skip the "who hates what" food question. Every guest individually.
Forget to share the preference sheet with the captain and chef at least 14 days pre-embark. Provisioning in St. Barts or Mykonos requires lead time.
Treat the preference sheet as the client's homework. It's your sales deliverable.

USSA (US Superyacht Association) and MYBA both publish standard preference sheet templates — start there and customize per brokerage.

Section 5 — Vetting, Deposit Schedule, and the MYBA-vs-Broker-Loyalty Close (15 min)

The economics and the close that produces the signed MYBA contract.

flowchart TD A[Yacht Selected + MYBA Contract Drafted] --> B[50% Deposit Within 5 Business Days] B --> C[Charter Confirmed With Owner/Central Agent] C --> D[Charterer Vetting + KYC Within 14 Days] D --> E[Travel and Charterer Liability Insurance Confirmed] E --> F[Balance 50% + Full APA Wired Day 30 Pre-Embark] F --> G[Preference Sheet Walkthrough Call Day 14 Pre-Embark] G --> H[Captain Pre-Brief Call Day 7 Pre-Embark] H --> I[Embarkation Day at Agreed Port] I --> J[Mid-Charter Broker Check-In] J --> K[Disembark + APA Reconciliation Within 14 Days] K --> L[Rebook Conversation Day 14 Post-Disembark]

The math (for a charter broker doing 18 confirmed charters/year at $185K base avg):

18 charters × $185K base = $3.33M in confirmed base charter volume
MYBA standard commission to retail/charter broker = 15% of base rate = $500K in gross commissions
Net to broker (after brokerage split, typically 50/50 to 70/30 depending on house) = $250K-$350K take-home on an 18-charter book
High producers at Burgess, Northrop & Johnson, Camper & Nicholsons, Fraser routinely close 30-50 charters/year at higher avg, putting gross commissions north of $1M.

The MYBA-vs-broker-loyalty close (deployed when a prospect asks "Why should I book through you vs. Another broker who showed me the same yacht?"):

"Three reasons, and I'll be direct. First, the MYBA agreement protects you the same regardless of which broker — that's not the differentiator. Second, I've placed charterers on [Yacht Name] in 2024 and 2025 — the captain and chief stew know me by first name, which means your preference sheet gets read twice and your dinner reservations in Mykonos get held.
Third, when something goes wrong at 2am off Sardinia — and on a 14-day charter, something always does — you call my cell, not a broker's assistant. Broker loyalty is what you're buying. The yacht's the same. Everything around it is what differs."

Common objections (rehearse the comebacks):

*"Another broker quoted me 10% off the base rate."* — "That broker is rebating their commission, which MYBA explicitly discourages because it incentivizes booking the wrong yacht to win the deal. I won't do it. What I will do is ensure the captain holds a $5K APA credit for an upgrade on arrival — that's worth more than a base-rate rebate, and it's at no cost to you."
*"50% deposit is a lot. Can I do 25%?"* — "MYBA standard is 50% on contract, 50% at 30 days prior. Owners won't release the boat without it because they're holding the week off the market. I can't change that — but I can structure the wire as 25% on contract, 25% within 14 days to spread it."
*"Do I really need charterer liability insurance?"* — "Yes — most owners and captains now require it. Coverage is typically $1M-$5M through providers like MHG Insurance, Pantaenius, or Topsail Insurance. Quote is usually $1,200-$3,500 for a 7-night Med charter. I'll send three options today."
*"What happens if the boat breaks down mid-charter?"* — "Under the MYBA agreement, if the yacht is unable to perform, you're entitled to a pro-rata refund of the unused portion plus reasonable substitution efforts. I'll walk you through the clause line-by-line at contract signing."

Section 6 — Commitments and Close (5 min)

Each broker leaves with four written commitments, taped to their monitor:

I will run a 60-minute Group/Destination/Days/Boat discovery before sending any yacht shortlist. Maximum 3 yachts in the shortlist.
I will explain APA in writing on every proposal email — not just in the contract.
I will schedule a 45-minute preference-sheet walkthrough call 14 days pre-embark for every charter.
I will not rebate commission or undercut the MYBA 50/50 deposit schedule. Discipline protects the relationship with the owner, the central agent, and the next 10 years of bookings.

Close by reading the MYBA founding principle aloud: *"The standard exists so the client, the owner, and the broker all know exactly what they're buying. Brokers who blur the standard lose access to the best yachts within two seasons."*

Then send the room out with the discovery template, the APA script, and the preference-sheet walkthrough pitch pinned in the brokerage Slack.

FAQ

Q1: What's the difference between a retail broker and a central agent? A: The central agent represents the yacht owner exclusively and lists the boat to the broker community. The retail/charter broker represents the charterer and earns the 15% MYBA commission out of the base rate.

On most charters, the central agent splits commission with the retail broker (commonly 50/50 of the 15%, or 60/40 favoring the central). Cite MYBA standard commission schedule.

Q2: What's the typical timeline from inquiry to embarkation? A: For next-season bookings, 60-180 days. For same-season bookings, 14-45 days minimum — anything inside 14 days is "last-minute" and requires the central agent to confirm crew, fuel, and provisioning windows.

Yachting Magazine charter reporting consistently flags November-January as peak booking window for the following Med summer.

Q3: When is the best time to charter in the Med vs. Caribbean? A: Med: June, early July, and September (avoiding August Italian/French holiday crush and Monaco GP/Cannes week). Caribbean: December-April (avoiding hurricane season June-November).

Bahamas/Exumas: December-May. The Northrop & Johnson Annual Charter Report tracks these windows annually.

Q4: Do I need to attend a yacht show like Monaco or MIPIM Yachting to sell? A: For brokers at Burgess, Northrop & Johnson, Camper & Nicholsons, Fraser, Y.CO — yes, Monaco Yacht Show (September), Fort Lauderdale International Boat Show (October-November), and Palm Beach International Boat Show (March) are where you build the captain and owner relationships that win charters 12 months later.

Q5: How do I handle a client who wants to book direct with the owner to skip my commission? A: Politely decline to facilitate: *"Direct-to-owner bookings bypass the MYBA agreement, which means no APA accounting, no contractual remedy if the yacht doesn't perform, and no broker on call mid-charter.

I'd rather lose this booking than place you on a non-MYBA contract." The USSA publishes member guidance on this — direct bookings on superyachts almost always end badly for the charterer.

Q6: What's the post-charter ritual to maximize rebooking? A: Day 1 post-disembark: thank-you note from broker. Day 7: debrief call covering what worked, what didn't, captain/crew feedback. Day 14: APA reconciliation complete + rebook conversation with two pre-curated yacht options for next season.

UHNW charterers who took a great Med week book the next Med week within 45-60 days if the broker initiates the rebook conversation; if the broker waits for them to call, the booking goes to whoever pinged them first at the Monaco Yacht Show.

Sources

Mediterranean Yacht Brokers Association (MYBA), *MYBA Charter Agreement and Industry Standards*, myba-association.com, founded 1984, current 2024-2025 editions.
US Superyacht Association (USSA), *Member Standards, Charter Best Practices, and Annual Industry Report*, ussuperyacht.com, 2023-2025.
Yachting Magazine, *Annual Charter Reports and Destination Coverage*, yachtingmagazine.com, 2023-2025.
Northrop & Johnson, *Annual Charter Report* and *Yachts for Charter* market data, northropandjohnson.com, 2024-2025.
Camper & Nicholsons International, *Mediterranean and Caribbean Charter Inventory and Pricing*, camperandnicholsons.com, 2024-2025.
Burgess Yachts, *Charter Fleet and Market Insights*, burgessyachts.com, 2024-2025.
MHG Insurance, Pantaenius, and Topsail Insurance, *Charterer Liability and Yacht Charter Insurance Products*, mhginsurance.com / pantaenius.com / topsailinsurance.com, 2024-2025.
Fraser Yachts and Y.CO, *Charter Industry Coverage, Market Trend Reports, and Yacht Show Coverage (Monaco, Fort Lauderdale, Palm Beach)*, fraseryachts.com / y.co, 2024-2025.

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### Direct Answer

> **Yacht Charter Sales** is a 60-minute training for crewed-yacht charter brokers at firms like **Burgess, Northrop & Johnson, Camper & Nicholsons, Fraser, and Y.CO** selling **$50K-$500K+/week** Mediterranean, Caribbean, and Bahamas charters to UHNW clients. Anchored in the **MYBA (Mediterranean Yacht Brokers Association) Charter Agreement**, **USSA (US Superyacht Association)** standards, **Yachting Magazine** charter reporting, and the **Northrop & Johnson Annual Charter Report**, the session enforces seven disciplines: a **group/destination/days/boat-size** discovery, the **preference-sheet ritual**, **APA (Advance Provisioning Allowance) explanation in plain English**, **vetting + insurance**, **50% on contract + 50% at 30-days-prior**, the **MYBA-vs-broker-loyalty close**, and **post-charter rebook within 14 days**. Brokers who follow it close 70%+ of qualified inquiries and earn the standard **15% MYBA gross commission** without rate concessions.

---

## Section 1 — Why Charter Inquiries Stall (5 min)

Open with the hard reality: a UHNW client sending a charter inquiry has typically also pinged **2-4 other brokers** the same week. **The broker who books is the broker who runs the cleanest first 72 hours** — not the cheapest, not the loudest.

Three failure modes the room needs to name:

- **The 12-yacht shotgun email.** Broker replies with a PDF of 12 boats spanning $80K-$280K/week. Client gets paralyzed, ghosts.
- **The APA surprise.** Broker quotes the base rate, client signs, then learns the APA adds **30-35% of the base** for fuel/food/dockage. Trust dies on day one of the charter.
- **No vetting questions.** Broker doesn't ask about kids, pets, dietary, disabilities, special occasions. Captain finds out the charterer is celebrating a 25th anniversary the morning of embarkation. Reviews suffer.

Frame the room: *"You are not selling a yacht. You are selling **a week of perfectly anticipated needs on a 50-meter platform** — and that requires asking, not pitching."* The **Northrop & Johnson Annual Charter Report** consistently shows that brokers who run a structured 60-minute discovery before sending any yacht options convert at **roughly double** the rate of brokers who lead with inventory.

---

## Section 2 — Group + Destination + Days + Boat-Size Discovery (15 min)

The four variables that determine **every** yacht recommendation. Get them in this order, in a single 60-minute call.

**Verbatim Discovery Template (60-minute first call, recorded with permission):**

> 1. **The group:** "How many guests? Ages? Couples or singles? Kids? Anyone with mobility, dietary, or medical needs the captain and chef need to know about up front?"
> 2. **The occasion:** "Is this a vacation, an anniversary, a business retreat, a milestone birthday? Anyone we should celebrate onboard?"
> 3. **The destination:** "Med (Western: Riviera/Corsica/Sardinia/Balearics; Eastern: Greece/Croatia/Turkey), Caribbean (Leewards/Windwards/BVI/St. Barts), Bahamas/Exumas, or something further afield (Tahiti, Norway, Galapagos)?"
> 4. **The dates and days:** "Embark/disembark cities? **Minimum charter is 7 nights** at most Med/Caribbean brokerages — are you 7, 10, or 14 nights?"
> 5. **The boat preference:** "**Motor yacht** (faster transits, more deck space, more amenities) or **sailing yacht** (quieter, lower APA, slower pace)? Length range: 30m-40m, 40m-50m, 50m-70m, 70m+?"
> 6. **The water-toys layer:** "**Tenders, jet skis, seabobs, e-foils, scuba/PADI dive, kite, wake, water-slide off the bow?** Each requirement narrows the boat list."
> 7. **The all-in budget:** "Most clients planning a 7-night Med charter for 10 guests are **all-in $180K-$650K** including base rate, APA, and broker commission. Where are we?"

```mermaid
flowchart TD
    A[Inbound Inquiry Day 0] --> B[60-Min Discovery Call Within 48 Hours]
    B --> C[Curated 3-Yacht Shortlist Day 4]
    C --> D[Shortlist Review Call Day 6]
    D --> E[Site Visit OR Captain Video Walkthrough]
    E --> F[Preference Sheet Sent Day 10]
    F --> G[MYBA Charter Agreement + 50% Deposit on Contract]
    G --> H[Balance + Full APA Wired 30 Days Pre-Embark]
    H --> I[Preference Sheet Returned 21 Days Pre-Embark]
    I --> J[Captain Pre-Brief Call 7 Days Pre-Embark]
    J --> K[Embarkation Day]
    K --> L[Mid-Charter Check-In With Broker]
    L --> M[Post-Charter Debrief + APA Reconciliation Within 14 Days]
```

End the segment by drilling the **occasion question.** Brokers who skip it owe the room a coffee — because the occasion is what the captain and chef will plan the entire trip around.

---

## Section 3 — APA Explained in Plain English (10 min)

The single highest-trust moment in the sale. Most charterers have never heard of APA and **will lose trust** if it surprises them post-contract. Explain it cleanly, in writing, *before* the contract.

The script (verbatim, used on every prospect call before sending a yacht shortlist):

> "Quick thing on how Med and Caribbean charter pricing works: the yacht has a **base weekly rate** — that covers the boat, the crew, the linens, the water toys onboard. **Fuel, food, drink, dockage, and shore fees are extra** — they're funded through something called **APA**, the **Advance Provisioning Allowance**. On a motor yacht you'll budget about **30-35% of the base rate**; on a sailing yacht about **20-25%**. The APA is **wired to the yacht 30 days before embark**, the captain spends it at cost — **no markups**, MYBA contract enforces that — and you get a **full accounting and refund** within 14 days of disembark. If you blow through it on a heavy itinerary, you top it up mid-charter. The APA is **not commission** and **not profit** — it's your operating budget."

**What to NEVER say about APA** (read these aloud, slowly):

- **"It's basically the same as the base rate, you don't really need to worry about it"** (false; loses trust on settlement day)
- **"Don't worry, my clients usually get most of it back"** (untrue for most active itineraries)
- **"You can probably skip the dockage in St. Tropez"** (you cannot)
- **"I'll explain the APA at contract signing"** (too late; it must be in the first proposal email)
- **"It depends, I'll have to ask the captain"** (you should know typical APA percentages cold)
- **"That captain doesn't really enforce APA limits"** (the **MYBA Charter Agreement** absolutely does; misrepresenting this is a license risk)

**MYBA** has been the industry standard since **1984** and the MYBA Charter Agreement is the contract for crewed superyacht charters globally. Cite it in every proposal.

---

## Section 4 — The Preference Sheet (10 min)

The preference sheet is **a 6-12-page document** the charterer fills out 21 days before embark. It is **the single document that determines whether the charter is great or merely good**. Brokers who treat it as paperwork lose. Brokers who **walk the client through it on a 45-minute call** win.

**Verbatim Preference-Sheet Walkthrough Pitch (broker sends Day 14 pre-embark):**

> **Broker:** "I'm going to send the preference sheet today. **Please don't fill it out alone.** Let's get on a 45-minute call together — I'll walk you through every section. The reason: the captain and chef will plan **every meal, every anchorage, every tender drop, every water-toy session** off this document. Vague answers produce a vague charter. Specific answers — favorite cocktails, allergies, sleeping schedule, which guest hates seafood — produce **the trip you're spending $400K on**. Schedule it before you scan the doc."

The preference sheet sections to drill the room on:

- **Food and beverage:** Favorite cocktails, wines, dietary restrictions (each guest individually), allergies, kids' menus, specific brand preferences (the chef will pre-source from local markets and provisioners).
- **Itinerary:** Must-see anchorages, dinner reservations the broker should book (Le Club 55 in Pampelonne, Da Adolfo in Positano, Scorpios in Mykonos), shore excursions, helicopter transfers.
- **Water toys and activity:** Daily usage preferences, PADI certifications, kite/wake/foil experience levels.
- **Sleeping arrangements:** Who shares which cabin, who needs blackout curtains, who's an early riser.
- **Special occasions:** Anniversary cake on which night, birthday surprise on which day, the proposal moment to coordinate with the captain.

**Do NOT:**

- Email the preference sheet without scheduling the walkthrough call. It comes back half-filled 90% of the time.
- Skip the **"who hates what"** food question. Every guest individually.
- Forget to share the preference sheet with the captain and chef **at least 14 days pre-embark.** Provisioning in St. Barts or Mykonos requires lead time.
- Treat the preference sheet as the client's homework. It's **your sales deliverable.**

**USSA** (US Superyacht Association) and **MYBA** both publish standard preference sheet templates — start there and customize per brokerage.

---

## Section 5 — Vetting, Deposit Schedule, and the MYBA-vs-Broker-Loyalty Close (15 min)

The economics and the close that produces the signed MYBA contract.

```mermaid
flowchart TD
    A[Yacht Selected + MYBA Contract Drafted] --> B[50% Deposit Within 5 Business Days]
    B --> C[Charter Confirmed With Owner/Central Agent]
    C --> D[Charterer Vetting + KYC Within 14 Days]
    D --> E[Travel and Charterer Liability Insurance Confirmed]
    E --> F[Balance 50% + Full APA Wired Day 30 Pre-Embark]
    F --> G[Preference Sheet Walkthrough Call Day 14 Pre-Embark]
    G --> H[Captain Pre-Brief Call Day 7 Pre-Embark]
    H --> I[Embarkation Day at Agreed Port]
    I --> J[Mid-Charter Broker Check-In]
    J --> K[Disembark + APA Reconciliation Within 14 Days]
    K --> L[Rebook Conversation Day 14 Post-Disembark]
```

**The math** (for a charter broker doing 18 confirmed charters/year at $185K base avg):

- 18 charters × $185K base = **$3.33M in confirmed base charter volume**
- **MYBA standard commission** to retail/charter broker = **15% of base rate** = **$500K in gross commissions**
- Net to broker (after brokerage split, typically 50/50 to 70/30 depending on house) = **$250K-$350K take-home on an 18-charter book**
- High producers at **Burgess, Northrop & Johnson, Camper & Nicholsons, Fraser** routinely close **30-50 charters/year** at higher avg, putting **gross commissions north of $1M**.

**The MYBA-vs-broker-loyalty close** (deployed when a prospect asks "Why should I book through you vs. Another broker who showed me the same yacht?"):

> "Three reasons, and I'll be direct. **First**, the MYBA agreement protects you the same regardless of which broker — that's not the differentiator. **Second**, I've placed charterers on **[Yacht Name] in 2024 and 2025** — the captain and chief stew know me by first name, which means your preference sheet gets read twice and your dinner reservations in Mykonos get held. **Third**, when something goes wrong at 2am off Sardinia — and on a 14-day charter, something always does — **you call my cell**, not a broker's assistant. **Broker loyalty is what you're buying.** The yacht's the same. Everything around it is what differs."

**Common objections** (rehearse the comebacks):

- *"Another broker quoted me 10% off the base rate."* — "That broker is **rebating their commission**, which **MYBA explicitly discourages** because it incentivizes booking the wrong yacht to win the deal. I won't do it. What I will do is **ensure the captain holds a $5K APA credit** for an upgrade on arrival — that's worth more than a base-rate rebate, and it's at no cost to you."
- *"50% deposit is a lot. Can I do 25%?"* — "**MYBA standard is 50% on contract, 50% at 30 days prior.** Owners won't release the boat without it because they're holding the week off the market. I can't change that — but I can structure the wire as **25% on contract, 25% within 14 days** to spread it."
- *"Do I really need charterer liability insurance?"* — "**Yes** — most owners and captains now require it. Coverage is typically **$1M-$5M** through providers like **MHG Insurance, Pantaenius, or Topsail Insurance**. Quote is usually **$1,200-$3,500** for a 7-night Med charter. I'll send three options today."
- *"What happens if the boat breaks down mid-charter?"* — "Under the **MYBA agreement**, if the yacht is unable to perform, you're entitled to a **pro-rata refund** of the unused portion plus reasonable substitution efforts. I'll walk you through the clause line-by-line at contract signing."

---

## Section 6 — Commitments and Close (5 min)

Each broker leaves with four written commitments, taped to their monitor:

- **I will run a 60-minute Group/Destination/Days/Boat discovery before sending any yacht shortlist.** Maximum 3 yachts in the shortlist.
- **I will explain APA in writing on every proposal email** — not just in the contract.
- **I will schedule a 45-minute preference-sheet walkthrough call 14 days pre-embark** for every charter.
- **I will not rebate commission or undercut the MYBA 50/50 deposit schedule.** Discipline protects the relationship with the owner, the central agent, and the next 10 years of bookings.

Close by reading the **MYBA** founding principle aloud: *"The standard exists so the client, the owner, and the broker all know exactly what they're buying. Brokers who blur the standard lose access to the best yachts within two seasons."*

Then send the room out with the discovery template, the APA script, and the preference-sheet walkthrough pitch pinned in the brokerage Slack.

---

## FAQ

**Q1: What's the difference between a retail broker and a central agent?**
A: The **central agent** represents the yacht owner exclusively and lists the boat to the broker community. The **retail/charter broker** represents the charterer and earns the **15% MYBA commission** out of the base rate. On most charters, the **central agent splits commission** with the retail broker (commonly 50/50 of the 15%, or 60/40 favoring the central). Cite **MYBA** standard commission schedule.

**Q2: What's the typical timeline from inquiry to embarkation?**
A: For **next-season** bookings, 60-180 days. For **same-season** bookings, 14-45 days minimum — anything inside 14 days is "last-minute" and requires the central agent to confirm crew, fuel, and provisioning windows. **Yachting Magazine** charter reporting consistently flags **November-January** as peak booking window for the following Med summer.

**Q3: When is the best time to charter in the Med vs. Caribbean?**
A: **Med:** June, early July, and September (avoiding August Italian/French holiday crush and Monaco GP/Cannes week). **Caribbean:** December-April (avoiding hurricane season June-November). **Bahamas/Exumas:** December-May. The **Northrop & Johnson Annual Charter Report** tracks these windows annually.

**Q4: Do I need to attend a yacht show like Monaco or MIPIM Yachting to sell?**
A: For brokers at **Burgess, Northrop & Johnson, Camper & Nicholsons, Fraser, Y.CO** — **yes**, **Monaco Yacht Show (September)**, **Fort Lauderdale International Boat Show (October-November)**, and **Palm Beach International Boat Show (March)** are where you build the captain and owner relationships that win charters 12 months later.

**Q5: How do I handle a client who wants to book direct with the owner to skip my commission?**
A: Politely decline to facilitate: *"Direct-to-owner bookings bypass the MYBA agreement, which means **no APA accounting, no contractual remedy if the yacht doesn't perform, and no broker on call mid-charter**. I'd rather lose this booking than place you on a non-MYBA contract." The **USSA** publishes member guidance on this — direct bookings on superyachts almost always end badly for the charterer.

**Q6: What's the post-charter ritual to maximize rebooking?**
A: **Day 1 post-disembark:** thank-you note from broker. **Day 7:** debrief call covering what worked, what didn't, captain/crew feedback. **Day 14:** APA reconciliation complete + rebook conversation with **two pre-curated yacht options for next season**. UHNW charterers who took a great Med week book the next Med week within **45-60 days** if the broker initiates the rebook conversation; if the broker waits for them to call, the booking goes to whoever pinged them first at the **Monaco Yacht Show**.

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## Sources

1. Mediterranean Yacht Brokers Association (MYBA), *MYBA Charter Agreement and Industry Standards*, myba-association.com, founded 1984, current 2024-2025 editions.
2. US Superyacht Association (USSA), *Member Standards, Charter Best Practices, and Annual Industry Report*, ussuperyacht.com, 2023-2025.
3. Yachting Magazine, *Annual Charter Reports and Destination Coverage*, yachtingmagazine.com, 2023-2025.
4. Northrop & Johnson, *Annual Charter Report* and *Yachts for Charter* market data, northropandjohnson.com, 2024-2025.
5. Camper & Nicholsons International, *Mediterranean and Caribbean Charter Inventory and Pricing*, camperandnicholsons.com, 2024-2025.
6. Burgess Yachts, *Charter Fleet and Market Insights*, burgessyachts.com, 2024-2025.
7. MHG Insurance, Pantaenius, and Topsail Insurance, *Charterer Liability and Yacht Charter Insurance Products*, mhginsurance.com / pantaenius.com / topsailinsurance.com, 2024-2025.
8. Fraser Yachts and Y.CO, *Charter Industry Coverage, Market Trend Reports, and Yacht Show Coverage (Monaco, Fort Lauderdale, Palm Beach)*, fraseryachts.com / y.co, 2024-2025.

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