High Seas Yachting
Playbook
Core10 min read

Writing an Offer

The Purchase & Sale Agreement, key dates, deposit timing, and the negotiation tactics that keep deals alive from offer to acceptance.

Boats historically sell for around 95% of ask. Start every negotiation around 88% so the seller feels room to move without being insulted. The contract is the easy part — what kills deals is sloppy date math and over-promising the timeline.

Standard PSA dates we use

  1. 1
    Offer Date

    Day the buyer signs the PSA. Always date the contract the day it actually goes out.

  2. 2
    Offer Expiration — 3 days

    Gives the seller a clear window. An expired offer rarely changes price but can adjust other contingencies.

  3. 3
    Deposit Due — 3 business days from acceptance

    Push for the deposit in escrow even before the offer where possible — proof of funds strengthens the offer.

  4. 4
    Acceptance / Rejection — 3 weeks from deposit

    This is the survey + sea trial window. After this date, the money goes hard.

  5. 5
    Closing — 30 days from contract

    Always use "on or before." It allows fast closes when ready, and the 30-day frame keeps third parties (lenders, documentation, insurance) moving.

Starting the negotiation

  • Open around 88% of ask. Most boats close near 95% — leave room for both sides to feel like they won something.
  • Sellers are emotionally attached. A lowball insults them and they stop returning calls.
  • Introduce the phrase "visual inspection" early. The initial offer is based on what you can see — this kills future demands for survey allowances on purely cosmetic items.

Getting the deposit

No deposit, no sea trial. Sea trials are expensive in time and trust with the listing side, and there is a whole population of "con artists" who just want a free boat ride. The deposit is 100% refundable until the buyer formally accepts the vessel, so there is no real risk to a serious buyer.

Do
  • Require the 10% deposit in escrow before scheduling the sea trial.
  • Explain clearly that the deposit is fully refundable up to acceptance.
  • Use qualifying questions early — past boat ownership, jargon fluency, cash vs. finance — to spot real buyers.
  • For cash buyers on larger deals, prepare for a KYC letter (passport, proof of residence, source of wealth).
Don't
  • Don't run a sea trial on a verbal promise. It will cost you the relationship with the listing broker.
  • Don't shop boats outside a buyer's approved budget — pre-approve financing first.
  • Don't promise the seller a closing date without checking business days and bank holidays.

Survey allowance vs. seller repairs

When survey deficiencies come up, always push for a survey allowance (money off the purchase price) — never let the seller do the repairs.

  • Get written quotes for the deficiencies. Meet in the middle.
  • Only renegotiate on mechanical, electrical, or safety findings — never cosmetic.
  • Hold information about deficiencies until after the showing wraps up. Preserve the relationship with the listing broker.

Acceptance day = money goes hard

This is the moment the deal pivots from inspection to closing. Once the buyer formally accepts, the deposit is at risk if they walk. Your job is to make sure they never get to acceptance day surprised — every issue, every cost, every timeline is on the table before the signature.

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