For many, working on board a yacht is a professional dream come true. However, the realities of life may mean that a shoreside role becomes more and more appealing as you grow into your career. Thanks to the unique qualifications and knowledge that comes from being crew, staying within the yachting industry and becoming a broker is a natural transition for many professionals. But what does this look like in practice and how do you transfer the skills into this new environment? In collaboration with YATCO, we spoke to Giverny Jade, head of charter at Mortlock Yachts, Igor Abrate, a yacht broker with Yacht & Villa, and Brendan Roney, managing partner at BR Marine Group. Jade, Abrate, and Roney all moved from life on board to shoreside roles as sales and charter brokers. Why did you choose to become a broker? Giverny Jade Jade: Throughout my career in international hospitality, I’ve developed a deep understanding and enthusiasm for customer satisfaction. Few things are as rewarding as crafting dream vacations in breathtaking locations, many of which I’ve been lucky enough to explore myself. My husband Tristan and I founded Mortlock Yachts after receiving numerous inquiries and requests for advice on charters, new builds, management, and sales through his YouTube channel, Super Yacht Captain. My firsthand experience enables me to offer personalized and well-informed recommendations to clients, thereby enhancing their satisfaction. During my 11 years on board as a crewmember, I built a valuable network of industry contacts, yacht owners, other crewmembers, and service providers. The experience I gained in daily operations, crew dynamics, and understanding the practicalities of yacht crew, particularly in charter settings, is invaluable. This knowledge allows me to anticipate many aspects of planning while effectively bridging the communication gap between client expectations and operational realities. Abrate: I embarked on a brokerage career to challenge myself, merging my passion for yachts with my sales acumen and cultural adaptability. This unique blend allows me to connect effectively with my clients. Roney: I slowly moved into yacht sales as a captain to see if it was a good fit for me and my growing family. I knew there would be a time when I could not remain on the high seas for an extended period, so I was excited to explore other options that would keep me in the industry I love. Full-time yacht brokerage was a no-brainer! I take pride in building long-term relationships, interacting with clients, and helping them achieve their goals. This position affords me that opportunity every day while remaining in the yachting industry. It took many years to go full-time since yacht sales are commission-based, and while I enjoyed my 25 years as a captain and crew on vessels, now that I have been off boats for a few years, I am surprised I did not depart sooner. What has been the biggest learning curve as a broker? Igor Abrate Jade: The biggest challenge for me has been launching our own company in an intensely competitive industry with numerous costly barriers to overcome. However, our established connections and ongoing relationships have been invaluable assets throughout this journey. Nurturing these relationships has proven to be a tremendous advantage. Running a business in any field comes with its challenges, but with experience managing teams, living in close quarters as crew, and thriving in the demanding yacht industry has honed our ability to complement each other’s skills effectively. Abrate: Transitioning from onboard work, where urgency prevails, to brokerage taught me the value of thoughtful decision-making. I now approach goals with a comprehensive understanding of potential outcomes, reflecting deeply before acting. Roney: My biggest learning curve has been the realization that all the hard work and energy one puts in does not always lead to a sale. This also means that sometimes there’s no immediate reward. You have to be able to see “the bigger picture” in many instances. I’ve been on the sales side on many vessels as captain or crew and it always “appeared” to be an easy task. What I found out the more I got into it is that there are so many intricate details behind the scenes to get to the point of an actual sale. This has given me a deeper appreciation and renewed energy to surround myself with the best mentors and professionals to ask questions and learn as much as possible. While “grinding” it out, I was gaining an incredible amount of knowledge in the sales sector, forging new networks, making sure my clients were looked after, and understanding how to search for the right vessels with on and off-market opportunities — not to mention all the paperwork that goes along with it! I had to humble myself. I had to accept that I didn’t have all the answers, keep an open mind, remain teachable, and be open to guidance from my peers and those who had been there before me. Fortunately, I’ve been able to get to the time of my life where I can utilize all that knowledge by finally opening and owning a yacht sales and charter company. How did you use your onboard yachting experience or connections to get your current job? Brendan Roney Jade: My time on board charter yachts allowed me to cultivate strong relationships with prominent companies in the industry — although we hadn’t planned to start our own brokerage until seven months after leaving our last yacht. I deeply value the connections I made with individuals I met during my time as crew, many of whom I now collaborate with in my current role. The encouragement and support we received from other yachting professionals fueled our perseverance through the challenges of building and growing our business. Abrate: Mark Seaton, the broker who mentored me, recognized my commitment to this new venture. My extensive yachting connections played a pivotal role. Leveraging my knowledge of ports, marinas, and onboard crew dynamics, I approach my work with respect and insight to ensure the best outcomes for my clients. Roney: I messaged some local Palm Beach brokerages many times with no real interaction, so I walked in the door one day. This led to an opportunity for the next meeting and the next, to land me a sales license. I did not use a specific contact to get in the door, it was just like when I started yachting and “walking the docks.” Related Posts Ex-Burger chief joins YachtZoo David Ross has joined Monaco-based YachtZoo as CEO of its U.S. office in Ft. Lauderdale. 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