Hey, B, a few comments on this. I don't think someone making a phone call on a yacht is a random buyer (I hate the term "tire-kicker.") Particularly someone calling about a trawler usually has a fair amount of interest in getting information whether on a particular vessel or questions in general. That first phone call is what holds the potential for a relationship.
What is helpful is when a caller says that s/he is just at the beginning stage or if they say "when the house sells, kids graduate college," etc. That lets the salesperson prioritize the time and energy spent versus more pressing clients who are further along in the purchasing stage at that particular time.
Most brokers not specializing in trawlers cannot understand someone who is not an immediate or fairly immediate buyer. And that broker is not one who is experienced enough in trawlers to be helping a newbie. I claim that trawler clients buy at the speed they cruise. The first call is the most important one and part of sales is being able to filter them.
Judy
Judy, perhaps also recognize that you're not most brokers. Also, even with you if the call doesn't involve two way communication your ability to assist is limited. You asked a question here, "what are your parameters?" Seems basic, but there are callers who just ask about a boat and don't share information so that you can ascertain whether that might be the right boat for them or not. That information also tells you what effort to expend and how to best expend that effort.
That first call does hold the potential but only if it's a productive call. Also, many won't even call today, but just email and are hesitant to give you their number.
Now, it goes both ways too. I think potential buyers should interview brokers. If they can't see them face to face, at least schedule a long phone call. Check on reputation but more than that see what the fit is. That fit includes knowledge, experience, and even personality. There are very successful brokers that if you told me I had to talk to for 30 minutes, I'd call it inhumane punishment. I know they're more interested in talking about their greatness than learning my needs. I look for someone who answers my questions but also asks me the right questions. A simple question would be what brands of trawlers have you sold and you'd overwhelm a caller with the answer to that. It would include brands they'd never heard of. Some I've heard of only because of you. Then in some brands, you'd shock them as you'd know the history of every boat the builder ever produced.
I do believe in establishing relationships. That's a two way street. There's a rule in selling stocks and investments, "Know your customer." Well, a boat broker can't serve a customer well without knowing them either. Ironically, my wife and I know you well enough to know your knowledge of trawlers and the trawler market is incredible as is your overall experience and we know enough beyond that to know we personally like you and could work with you. However, you know enough about us to know we'd never be a customer for a trawler and we buy only new. So not an avenue for doing business together. However, I know enough to recommend you. One other comment, all brokers in a single brokerage are not created equal. I've seen in this thread and others a couple recommended in a specific brokerage while I've also seen very unpleasant dealings with other brokers in that same brokerage.
By comparison, there's one broker I've communicated with at great length and he's sought my opinion even while developing a line. He also knows my boat preferences. However, he's in business with some less trustful people and his response to that is they're no worse than any others in the industry. I don't know if he honestly believes that or says it just to justify himself. I just know that he finds it acceptable and I'd never consider him as my broker. I don't personally dislike him, just wouldn't do business with him. I could never gather that information in 5 or 10 minutes but in 30 minutes to an hour I can absolutely know whether it's someone I'd want to do business with. He's chosen to be in business with people whose integrity I know is lacking.
If someone wants professional advice and assistance from you, then they must take the time and share enough with you to make that possible. Otherwise they can be like someone I ran across recently, and you're also familiar with, who went to Marinemax and their entire knowledge of boats is now what that salesman told them. Ultimately, the buyer needs to ask themselves do you want to just deal with a salesperson or establish a relationship. Oh, and one question I'd encourage asking brokers is "Give me an example of a situation in which you fired a customer." If they say they never have, then move on.
