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NOBLE HOUSE 53.9m (177ft) SENSATION YACHTS, 2005 (REFIT 2011) US$25,000,000 PASSION 52.8m (173.1ft) SWEDESHIP, 1986 (REFIT 2009) US$19,500,000 Brokers should be objective. They must have your interests at heart.“ KATYA 46m (150.1ft) DELTA MARINE, 2009 US$34,995,000 COPASETIC 43m (141.1ft) HIKE METAL PRODUCTS AND SHIP BUILDING LTD, 2006 US$19,900,000 NEW SUNRISE 61.3m (201.1ft) CRN ANCONA SPA, 2000 US$28,500,000 NERO 90.1m (295.6ft) CORSAIR YACHTS, 2008 Price on application SEA DREAM 43m (141.1ft) SIAR MOSCHINI, 1991 (REFIT 2007) US$12,950,000 Matt Emerson Director for the Americas, New York ARE YACHT BROKERS REALLY ALL THE SAME? Before Matt Emerson joined Burgess in the USA as Director in 2012, he was President of another firm where the yacht brokers worked as independent contractors, ‘every man for himself’. At Burgess, things are different. All brokers are salaried as well as having an element of incentivised remuneration and they work as one team. “I opened up my email on my first day and laughed!” recalls Emerson. “There was more shared insight there in one day than you’d see in six months at most places.” “The independent contractor model might be ok in a boom,” he acknowledges, “but it is nowhere near so productive in these times. The pressure on brokers is immense: if they don’t sell they don’t earn, and this puts good people in a position to make bad recommendations.” Your broker should be working as your agent, to get you the right yacht at the right price, not to sell you something – anything – just for the commission. So, check what the business model is behind the broker. A letterhead does not mean he or she has access to the resources of a big company. At Burgess, it means exactly that. NOT FOR SALE TO US RESIDENTS WHILE IN US WATERS NOT FOR SALE TO US RESIDENTS WHILE IN US WATERS { 37 }


Burgess_Mag_2013-2
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