Looking for a great deal on a new boat? Looking to get the best price possible? Here is a tip.
Remember that the two happiest days of a boat owner’s life are the day he buys his boat and the day he sells it. So a boat for sale is an opportunity for you if you are able to capitalize on the seller’s desire to sell.
And don’t miss the fact that the seller’s broker is looking to maximize his or her commission, not get a great deal for you. The broker also is feeling a fiduciary duty to his client to get as much from you as possible.
So the ‘wants’ of the seller and the broker may not be totally in sync.
Once you find your ‘perfect’ boat consider how to get the best deal. Unless the boat is being offered at a very fair price, you should try to negotiatite directly with the seller.
But asking the broker if you can make your offer directly to the seller, with him or her present of course, is not likely to work. Most brokers are trained to resist losing control in this fashion and will reject your request. They will ask you to put your offer in writing. That means you have to tender an offer without really knowing what the seller might consider. Doing so is like shooting in the dark.
Here is the tip: Ask the broker if you can meet with the seller to discuss the boat. This is a ploy to get you in front of the seller. Now you have the opportunity, while going over the boat with the owner, to bring up price and terms that might be considered. If the seller is receptive, you can even make an opening offer on the spot and have the broker document it later.
An effective negotiating tactic is to try to get the decision maker to the table so your message is heard clearly and directly without the filtering of a third party.
In Seven Secrets to WINNING Without Losing a Friend, I discuss the importance of clear communications and the need to be heard and understood by the other person.