BROKER/DEALER (type 1)
The first and obvious is the broker working for an owner. This type of seller is looking for top dollar and is working for the seller NOT the buyer. This is a very important point as sometimes we get caught up into thinking sales professionals work for us the buyer when this is NEVER the case. This type of seller is looking for a commission and will work the deal for the highest price possible. There are not as many variables with brokers as with independent sellers.
INDEPENDENT SELLER – No Urgency (type-2)
The next type of seller typically advertises in local and online media. Also would be the owner of the boat. In this case I have literally seen advertising that continued for months and even in some cases years. This type of seller either owns the boat outright or is under no duress to sell. Unless this seller has exactly what you are looking for or has some rare or exotic vessel this seller will seldom result into a deal and in most cases is over priced. There are exceptions and my dads technique works like a charm when this type of seller has had enough and wants to cash out. You will see how this works out soon enough.
INDEPENDENT SELLER-Distressed (Type-3)
In most cases this seller is financially or geographically distressed. They may need to sell the boat for financial, health related reason or be in a situation where they are moving away from or living away from the physical location of the boat. geographical distress usually results when selling larger boats that are impractical or expensive to transport.
These types of sellers are the most likely to put out the last hail mary offer which results in a barrage of buyers and dealers looking to snatch a deal. Anyone who has put an insane offer in local printed media soon learns that the first person to call and arrive will purchase the item. There is no problem giving something away, its the days and even weeks after the sale of the phone ringing off the hook that will drive them crazy.
Type A compulsive Obsessive Career Orientated (type-4)
This type of individual is busy. They live in the corporate or entrepreneurial environment and live, breathe and die for their career or business. They are busy 24/7. When they decide to get rid of something it’s often on a whim or a trigger of some type(my dads system works great here). They do not want to feel like someone has ripped them off but they can easily justify a substantially lower selling price for a quick hassle free sale.
THE INTROVERT (type-5)
The introvert is uncomfortable with people in general. The idea of having to place an ad and dealing with all of the potential buyers is not an option. This type of seller will delay selling until someone asked to buy or they are forced to use a broker. To get a response from this type of person you ad must be written in a non threatening manner. This type of seller still wants fair compensation for what they are selling, however they are generally willing to give up a substantial portion of the fair market value for a comfortable hassle free deal that they feel in control of.
There are lots of other types of situational owners who either inherit, are widowed or some how happen upon a boat but that really does not matter how they obtained ownership. What really matters in any case is their personality as profiled and how they will choose to liquidate the asset.
In any given time there are hundreds if not thousands of boats that are unwanted-unused and potentially for sale. With the right type of reverse advertising these sellers will call you. When this happens the entire buying process is reversed and you are now in control.
Chapter 5: How to write an ad that will attract the ideal types of Boat seller