When a buyer goes to see a boat, you have one chance to make a positive first impression.  Any improvements completed later will never have the same effect.  That is why it is critical that every seller prepare their boat properly.  There are many things you can do to make your boat more appealing and they are not hard to do.  Putting your boat on the market goes well beyond hanging a for sale sign on the bow and having pictures taken.  Think back to that very first time you saw your boat.  You may not remember every day you have spent on it since, but you probably remember the first time you saw it.  Here are some areas that once completed will make the whole process easier for you, your broker, and your prospective buyers: cosmetics, clutter, mechanical condition, and odor.

Every owner has a few areas they enjoy working on.  Maybe your specialty was having the shiniest fiberglass on your dock, but the teak in your interior has never been oiled, or maybe your rails could use new varnish?  What about that hard to reach piece of Isinglass that you never seemed to get around to cleaning?  Are there stains on your carpet? Is your bilge clean? Are the zincs fresh and the bottom clean? Take a step back from your boat and make a list of these little things that you learned to live with.  If you are one of those people who love your boat and think the world of it, it can be helpful to have one of your boat neighbors help you compile this list.  Little things become big when a buyer compares your boat to the others on the market.  If your boat has not been recently waxed, it may first need to be compounded.  Make sure your stainless has been polished.  If your isinglass looks faded, take it down.  Save it though so the new owner can use it as a prototype for a new one.  An exterior detail, while it may seem expensive at first, is worth every dollar when it comes to making your boat look new again.  Sure it is hard to spend money on something you plan to get rid of, but you almost always get that money back in the form of a higher offer.  Once you have your boat detailed, set up a regular cleaning schedule.  Make sure your listing agent knows when the boat is clean.  Your listing agent will then schedule showings around this.  The exterior cosmetics of your boat are a very important part of making your boat sell.

Clutter can scare away buyers almost as fast as poor cosmetics.  Make sure that you have removed almost everything from your vessel that is not essential or that you do not plan to leave with the boat.  Remove your pictures, extra gear, clothing, and deck chairs.  These items will make your boat feel smaller than it is unless they are well out of the way.  You also want the buyer to be able to envision their own belongings, family, and friends on the boat.  Pictures remind them that they are still on someone else’s boat.  The exception to this would be a picture of a large fish being caught on the boat (and it better be a BIG fish), a spinnaker shot of a sailboat, or a picture of the boat moored at an exotic harbor such as Avalon, Ensenada, Puerta Vallarta, etc. Especially be sure to remove sea sickness pills, a large spread of local repair people, and any assortment of parts and/or tools that may be lying around.  A good bottle of wine, a couple of glasses of wine, a boating magazine, or a good novel left discreetly on the side on the other hand will help create a positive impression.  Clutter can be a deal killer, but it is a simple problem to fix. 

If on the other hand, the boat has mechanical problems that need to be fixed, now is the time to do it.  If they come out during a sea trial, you will mostly likely scare the buyer away from the boat or have them writing up a sizable maintenance allowance.  Once a buyer thinks there is something wrong with the boat, it is much harder to convince them otherwise even if the problem has been taken care of.  Finding a good mechanic on short notice can also be a hassle.  Take the boat out and run it hard to make sure that everything is in order.  Don’t be afraid to use your boat regularly even after it is on the market.  Just be sure to let your broker know when the boat will be in use.  Instead, be afraid of having to find a good mechanic at the very last second to perform rapid repairs at a low price.  Even if you think your mechanic likes you, don’t expect them to drop everything come running at your beckoning call the week before the 4th of July.  Regular use is much better for the engines and other systems than sitting and can help prevent issues from coming up on a sea trial.

A poor smell can prevent you from even getting to a sea trial.  A foul odor is another common deal killer for used boats.  Ensure that your holding tank is and remains empty.  If your system is flushed with saltwater, pour freshwater into the head, flushing it at least once, before leaving the boat for any period of time.  Saltwater will smell especially during the warmer season when it is left sitting.  Another common source of  smell  is  bilge water.  Most boats have at least a small amount of salt water that will not trigger the bilge pump.  First check to be sure that you do not have oil, transmission fluid, or any other fluid besides saltwater.  If you do, remove it first with a rag.  Then flush the bilge with freshwater for several minutes.  If you place a deodorizer on the boat, make sure the smell is not overwhelming.  When you visit the boat, open it up and let it air out.  Just like any confined space, fresh air and regular cleaning can help prevent odor from being a consideration to people looking at your vessel.

When a meticulous buyer examines your boat, they are not only going to be admiring the qualities, they will also be looking for anything however small that may be wrong with the boat.  An experienced buyer can easily overlook smaller items.  When it comes to a new buyer, even the littlest thing that is clearly in need of repair can be a big hurdle.  Another thing to consider is that even an experienced buyer will probably have to get the approval of their significant other.  Unless that person is experienced, you will have to face the same type of scrutiny as you would with a new buyer.  While there is some worked involved to make your boat appealing, proper preparation will make the entire selling process easier, faster, and will help to ensure that your boat sells at a higher price.

Good Luck, if you have any questions, comments or would like additional help, feel free to contact me.