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SILVER DREAM 43.8m (143.7ft) WARREN YACHTS, 2001 €10,900,000 Asking prices don’t sell yachts, offers do. “ SEAFARIS 41m (134.5ft) FORGACS SHIPYARD, 2006 US$12,500,000 SUNRISE 52.8m (173.2ft) OCEANCO, 2000 US$19,950,000 CLOUD 9 60m (196.9ft) CMN, 2009 €45,000,000 Charles Dence Sales Broker, Monaco DO SELLERS REALLY NEED TO SELL AT ANY PRICE? Don’t assume that if a superyacht is on the market, it is a fire sale or desperate seller. According to sales broker Charles Dence, “Owners of superyachts tend to have deep pockets. There may not be a purely financial motivation for selling, and they can always decide not to sell.” In general, buyers have to make the first move with an offer. Offering under the asking price is acceptable, but offering too low is counter-productive. “Once a seller can see that you are a serious buyer, with a genuine intent to purchase, then you are in a stronger negotiating position,” says Dence. “A ridiculous offer gets you nowhere and the vast majority of sellers will be unlikely or unwilling to feel they are negotiating against themselves.” This is where the Burgess market insight is invaluable. Drawing on their knowledge of what comparable yachts have sold for, current replacement costs, maintenance histories and usage patterns, they can advise on a realistic offer that will secure the yacht. A yacht is a discretionary purchase that ties up capital. For potential buyers accustomed to making their money grow, this can be difficult to overcome. Dence offers this thought: “Your return on this investment is not necessarily going to be monetary. You are buying into an exclusive, extraordinary lifestyle that is open to so few. Buy the very best yacht you can - and enjoy it.” Good to know: Brokerage fees are generally paid by the seller, not the buyer. Using a Burgess broker won’t add to the price. In fact using our insight and negotiating experience will help ensure a fair and agreeable contract price. superyachts for sale UNDER OFFER { 40 }


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