Off-market yacht brokering is a secretive, highly profitable career that operates entirely away from the public eye. Instead of using standard listings, these elite salespeople rely on personal networks and cold outreach to sell football-field-sized vessels to the world's richest individuals.
In a conversation with Business Insider, one experienced industry veteran described a high-stakes ecosystem governed by whisper deals and multi-million-dollar commissions.
Tomek Wrzesinski shared that brokers must balance extreme secrecy with personal relationship-building, acting as lifestyle consultants, confidential advisers, and negotiators. He noted that the job often requires making sacrifices to appease clients, such as drinking to celebrate a sale even when he would rather not.
How are the clients approached?
The Monaco-based yacht broker shared that clients are often approached with cryptic text messages that don't show them a listing, instead setting a hook by letting them know about an off-market offer. The man claimed that most of the time, the clients reply with enthusiasm, wanting to know more about the superyachts.
He said that most of the yachts that the billionaires buy are “large and opulent”. They are typically not listed, and their availability spreads by word of mouth.
Who are the clients?
{{/usCountry}}He said that most of the yachts that the billionaires buy are “large and opulent”. They are typically not listed, and their availability spreads by word of mouth.
Who are the clients?
{{/usCountry}}The salesman caters only to billionaires. He told the outlet that there has been an increase in customers, thanks to the AI boom, which has created new billionaires all across the world.
He explained that, for the uberwealthy, they are status symbols of “quite luxury,” and with them comes the urge to upgrade them often. Recalling one instance, he said that one of his clients recently sold an old yacht and purchased a bigger one just because he was embarrassed after parking it between two large ships in Europe.
Explaining why the rich often invest in vessels, the salesperson said, “Clients for the boats, they are treating the boats like toys. If they are selling, they are selling just for one reason: because they want to buy a new one."
"The truth is that when you buy a boat, and you go somewhere, you meet other people with boats and somebody always has a bigger boat than you," Wrzesinski told the outlet, adding, "You will buy a bigger one. It's always like this."
How are they sold?
Though a lucrative profession, the glamorous job title comes with its own set of hurdles. Wrzesinski said that before the deal is closed, clients often have many demands. He recounted a time when a client wanted a warranty on every electronic appliance on the vessel - something which isn’t an industry norm.
Other times, clients want to completely renovate the yachts, including the pools, amenities, interiors, glass houses, saunas, and more. The time it often takes to finalise the deal is a month or so, and Wrzesinski noted that if, for some reason, it falls through, the days of hard work go to waste.
Unseen side of the job:
The yacht broker claimed that their job doesn’t just end with convincing the client to buy the new vessel. It often also includes knowing the yacht's construction, convincing the client’s family to get on board, and, at times, acting as the “best friend” of the customer.
"Off-market listings don't exist in a database. They exist in relationships. A broker who has been in the industry for decades will know about a yacht before it is even listed," he said
He mentioned that it also includes doing things he doesn’t want to do. "Part of my job is drinking alcohol against my will," Wrzesinski said. "He [client] says, 'What? You don't want to drink with me? I'm buying a €10 million boat, and you don't want to drink?' And what do you say? Of course I will drink."