22. Inside the Market - Yacht Sales Insights & Trends for June & July 2026 - Berthon International Yacht Brokerage

How is the yacht brokerage market performing halfway through the 2026 season? Are buyers still active? Which yachts are attracting the most interest? And what does it take to achieve a successful sale in today's market?

In this latest edition of Inside the Market, Berthon International Managing Director Tim Carbury is joined by Rob Steadman, Head of Large Motor Yacht Sales and New Yacht Sales Manager for Solaris Power, to discuss the trends, challenges and opportunities shaping yacht brokerage through June and July.

Despite wider economic uncertainty, the market has continued to show encouraging resilience. Tim explains that Berthon has seen "a really marked increase in activity across the brokerage market in all our Berthon offices," with the business performing strongly across Europe, Scandinavia, Spain and North America.

The discussion explores why serious buyers are still making confident purchasing decisions, even though the market remains firmly in buyers' favour. Rob explains that today's purchasers are more discerning than ever, noting that "buyers are  expecting brokerage boats to fly through survey."

Tim and Rob examine why well-maintained, realistically priced yachts continue to outperform the rest of the market, and why professional presentation, regular upgrades and accurate pricing remain the key ingredients behind successful sales. They also discuss how rising new-build prices are increasing the appeal of quality brokerage yachts, with many owners choosing to invest in refits that deliver outstanding value compared with buying new.

The episode also goes behind the scenes of bringing a yacht to market. From photography, videography and walkthrough films to detailed specifications, brochures and international marketing, Tim explains why every new listing represents a significant investment of time and expertise before it is ever presented to prospective buyers.

One of the strongest themes throughout the conversation is the importance of long-term relationships. Repeat clients account for a significant proportion of Berthon's listings and sales, something both Tim and Rob see as one of the company's greatest strengths. As Tim says, "It is a relationship business," with trust, face-to-face meetings and honest advice often proving just as important as the yachts themselves.

The pair also discuss the realities of brokerage, including survey negotiations, pricing expectations and why completed sales remain the clearest measure of market confidence. While surveys do not always go according to plan, both agree that navigating these challenges is simply part of the profession.

Looking further afield, the conversation highlights the increasingly international nature of today's brokerage market. Alongside continued activity across Europe and North America, Berthon is seeing enquiries from much further afield, with clients travelling from places including Mauritius and Tunisia to view yachts. These global enquiries reflect the growing reach of the brokerage market and the confidence buyers continue to place in experienced international brokers.

Whether you're considering selling your yacht, searching for your next purchase or simply interested in how the market is evolving, this episode provides an honest snapshot of where yacht brokerage stands as the 2026 season moves into its second half.

Join Tim and Rob as they share the latest market insights, discuss the trends they're seeing firsthand and explain why quality, preparation and trusted relationships continue to drive successful yacht sales.

Transcript

SPEAKER_00 0:33

Are you recording now already? Are you?

SPEAKER_01 0:35

Yeah, I've been recording. No, yeah.

SPEAKER_00 0:37

Yeah, classic. Trying to incriminate us.

SPEAKER_01 0:41

We really are. Yeah, well don't. Oh mate, come on. There's been a lot of bad language. You haven't got your mic on though, but you think enough. Rob. There's been a lot of bad language. Weekly update on the market. It's not my job. I think that's a new initiative. That's a new initiative that we should implement.

SPEAKER_00 0:56

Hosted by Rob.

SPEAKER_01 0:57

Thanks, Harry. Yeah, this is much appreciated.

SPEAKER_00 1:01

Little smile.

SPEAKER_01 1:02

More of a grimace, but we saw his teeth. So good morning from Berthon. I'm Tim Carbrey, and I'm joined by Rob Steadman. And this is our insights for June and July. Yeah. Morning, Tim. Good morning, Rob. Yeah, slightly um muted morning, slightly miserable morning after our loss in the football last night.

SPEAKER_00 1:25

Yeah, absolutely gutted to be fair. Reeling from that result, we were not playing like the champions we we thought we were.

SPEAKER_01 1:35

Well, to be fair, I mean the first tournament I remember is Mexico 86. So it's been 40 years of watching quarterfinal defeats, penalty shootout losses, semi-final defeats. So for me, it's business as usual, and I'm probably not as wounded as some of you younger pups on this on this Thursday morning. Anyway, um so yeah, we just sort of thought we'd have a bit of a chat and talk about how the year has gone so far. And yeah, we've seen a really marked increase in activity across the brokerage market uh in all our birth novices, and I'm extremely pleased to say that generally across the board we're having a very good year, apart from maybe two or three years in the last 10 or so since COVID, we're we're up on everything. So yeah, that's great news. And I I guess you're seeing the same with with listings and deals as well.

SPEAKER_00 2:24

Yeah, I I agree. Yeah, I think we've seen definitely some surprising resilience in the market, but I would make no mistake that it's st it's still a buyer's market and and buyers are proving quite difficult because they're expecting all brokerage boats to fly through survey, which as we know boats are complicated. But yeah, we're working hard and and uh you know really it's the secret is the relationships we have with our clients. But yeah, I would agree. It's been it's been a good year so far.

SPEAKER_01 2:52

Yeah, I think I think we're very lucky in that we do have quite a solid client base and we know a lot of our clients. So when we get an inquiry, whether it's for a boat they want to list for sale or whether it's something they want to buy, that we've got quite a lot of confidence in the fact that they're A, qualified, and B sort of committed to going through the whole process to closure.

SPEAKER_00 3:14

Yeah, and to be fair, we're still dealing with the boats bought in the COVID boom when prices were super high. Um, so yeah, we've seen we've seen yachts sticking around and good brokers having to be advising um dropping the prices where they can actually get the boats sold.

SPEAKER_01 3:35

Yeah, I mean you're you're on that cycle at the moment, aren't you? You're about to list um a really nice pearl, aren't you? And this is is this the second second boat with this owner that you've sold?

SPEAKER_00 3:47

Yeah, second boat with this owner, yeah, exactly. Um, and yeah, that's what I love about this job is is is meeting the clients and and going you know, having those relationships over years. Um so so no, so it's certainly um yeah, it's that's that's the way I operate.

SPEAKER_01 4:07

Yeah, yeah, I agree. I mean, I'm a I'm a great believer in um, you know, it is a relationship business. I'm a great believer in getting in front of the client, whether it's uh a new buyer or a new seller. I think it's very important to see them face to face. I think it's very important they get trust from you and a good feeling from you, and also that you show willing to go and inspect the boat. Because when it comes to selling the boat, if you've been on board, it's so important to say, you know, I was on board two weeks ago, both for the buyer, and it shows you know, obviously, a big commitment to the seller who ultimately are paying our commissions.

SPEAKER_00 4:41

Yeah, I completely agree with that. And like I said, having that relationship is how you can um you can bring bring those prices in line as well from a trusted from a trusted broker.

SPEAKER_01 4:53

Yeah, yeah, and I agree completely. I mean, I've seen well, I think we've all seen June and July have been pretty strong in terms of new listings, and not just new listings, but real quality listings, pedigree builds, um, and really quite high value listings as well, which I'm I'm very, very happy about. And it's it's obviously not just us in the UK, we're seeing it in Scandinavia, uh, in the US, um, and in Spain as well.

SPEAKER_00 5:22

Yeah, I mean, again, it's that cycle with the clients who are buying bigger yachts, um, and just being being their broker and yeah, continuing that repeat business. Yeah.

SPEAKER_01 5:35

Yeah, I mean the listings are great, but because of what we what we promise and what we commit to our marketing, it's a lot of work, isn't it? From specification, brochure, photography, videography, walkthrough videos, audios, blogs. So it's it we've all been flat out, but you know, I think we'll definitely start reaping the rewards once we get to sort of late summer, early autumn when the buying market should certainly pick up.

SPEAKER_00 6:03

Yeah, it's providing that consistent service uh to a high level that uh yeah really helps us stand out.

SPEAKER_01 6:09

Yeah, agreed. And yeah, I mean, I think you'd probably agree on this one as well that we're seeing the real interest, the real buyers are still focusing on when it comes to brokerage, you know, a well-maintained boat, um, obviously one that's realistically priced, but one that's meant well maintained, one that's been upgraded. So, for example, something like Mystery, uh, the Swan112. Although she's 25 years old, there's a strong argument for saying that she's a far better boat now than she was 25 years ago because of the regular upgrades. So I think that's really important with our listings that we are getting boats that are maintained and upgraded, and the buyers are demanding that as well.

SPEAKER_00 6:52

Yeah, it's having owners that are well informed and taking those good decisions throughout their ownership. Um, I think as well, what we're seeing is a real trend with new boat prices at such a high point. We're seeing um, you know, brokerage refits, and that there really is the margin there now to to do a refit on an older boat, yeah, um, and still retain that that solid value.

SPEAKER_01 7:18

Yeah, no, I agree completely. I mean, uh, you know, we've we've touched on it, but we're just so lucky, I think, and you know, I've I've seen how lucky we are after the last few months, how strong we are with repeat business, with repeat buyers, with repeat sellers, which is you know, hats off to all all the birth and brokers and all the on all the birth and team, but it's really nice to see that you know we obviously do a good job for the buyer and the seller. I think our our marketing for our listings is is second to none, no matter which brokerage house you're talking about or which brokerage sector we're talking about. So I think we're we are really in a very strong position with with our repeat clients uh and the faith they show in us um as a result of the work we've done for them. Um so on to completed sales. Yeah, we still we're still obviously in July. It's a quieter time of year traditionally for sales, but we're really focusing on listings or seeing most interesting listings, but we're also selling boats as well, aren't we?

SPEAKER_00 8:17

Yeah, we I mean we certainly are. Um and actually, yeah, this the uptick in inquiries has happened, I would say, a little bit later than normal in the year. Um so we're still dealing with a lot of completions at the moment. Normally we'd be turning our focus to listings, but we're we're working through completions. Um, and uh yeah, that's definitely keeping us busy as we look to next year already. So uh yeah, no, it's it's it's been good, it's been a good season for sure. Yeah, it's amazing.

SPEAKER_01 8:49

I mean, obviously, I've I've been operating the med for a long time, and normally just July, August is is down tools. Uh go on holiday, go yachting, go to the beach. But yeah, I mean, despite this incredible summer we're having here, yeah, I can't believe how many how many deals we're actually closing at the moment, and and good sized deals, boats that are you know maybe transacting anywhere in Europe, but you know, I would see them as more sort of like a med-oriented boat, a larger listing of ours. Uh, and yeah, they're continuing to sell. So if we can keep that going through August and into September, then uh I think we'll all be very happy, boys and girls. Yep, for sure. Uh so yeah, we're we're seeing obviously Europe, North America are our key markets. Scandinavia are having an incredible couple of months. I think their figures in June have blown all their past records completely out of the water. So um, yeah, and I'm I'm seeing inquiries from US buyers quite a lot. I've actually got a couple of clients at the moment who I'm hoping will uh will follow through on what we're working on. One's for an explorer, so their idea is to go round the world, so not US-based, and one is a US couple that are based in Europe at the moment and look to go around the world for five years. So again, not US-based boats, um, but US-based buyers.

SPEAKER_00 10:12

So But that I mean that kind of a client can take a year to make a decision, which is it's good to have that as well as direct leads straight off, yeah. So that you are just constantly nurturing um the inquiries and the clients and and hopefully turning those into um survey, C trials, and completions. Yeah, I know.

SPEAKER_01 10:35

I mean it's it's tough, isn't it? We've had a we've had a few uh bad luck surveys, I'd say, amongst the team in the last few months, but um that's just the game, isn't it? You can't win them all, and you know, we work hard to try and get over the line, and you know, nine times out of ten we do, but ultimately, you know, there are things in boats that we we can't see, and the surveyors find, and and that's just we we try our best to foresee things, we try advice the owners as as well as we can um prior to that point.

SPEAKER_00 11:04

Um, but you're right, they're boats, and things they always surprise us in the end, so uh you can't yeah, you can't cover all bases, but um like you said, it's it's it's part of our game. Yeah, and we love it, don't we?

SPEAKER_01 11:17

That's what makes it fun. If it was easy, everyone would be doing it. And if it was consistently uh easy and achievable, uh then yeah, it would be quite as fun.

SPEAKER_00 11:29

And we have fun with our clients and our owners, and and and you know, they understand as well. Um, so yeah, it's a it's a it's a fun but crazy game.

SPEAKER_01 11:38

Yeah, it is. Yeah, I mean, people around the world, we're seeing people. I mean, we've got clients at the moment. I'm doing a viewing next week in Lanzarote with a client that's travelling from Mauritius. Um I did a viewing a couple of weeks ago in uh Valencia and then into Parma, who are from Tunisia. So it's great fun. Uh, and we're extremely lucky and fortunate to be doing it, and we're very grateful that Berthon's doing so well at the moment.

SPEAKER_00 12:04

Yeah, and you're still looking quite slim actually, Tim, considering uh which airport food you've been eating.

SPEAKER_01 12:09

Yeah, and I'm the biggest problem in the English pubs is the the pies and the chips and the pints. So um I'm now on I'm now on salads, salads and rose, so I'm on my summer diet. So thank you for commenting on that, Rob.

SPEAKER_00 12:22

Yeah, and I I mean I me too. I've been I've been non-stop travelling, I think, since the start of the year. I'm off to Corfu next week, uh, which has been quite a quite a growing market for my clients anyway, certainly looking to to offset some of those costs that you're getting in sort of the central central Europe. So I feel like I've been. Yeah, this must be what second or third trip to Corfu. Yeah, second or third, uh Croatia last week. So um then Malta. Malta. Montenegro. Thanks for reminding me Italy.

SPEAKER_01 12:55

The list keeps going. Yeah, anyway. All right, well, um, thanks for your time. I know you're extremely busy this morning, uh, and you will be for the rest of the week and hopefully the uh next couple of months ahead. And uh yeah, good luck with all the deals that you've got ongoing. Appreciate that, Tim. Thanks. Cheers, mate.