Inside one of the industry’s leading brokerage firms

With its roots dating back to 1975, Burgess is a well-established name in the yachting world. Since its inception, it has grown into a global network of 14 successful offices that have sold some of the world’s most notable and expensive yachts. With 80 yachts currently on the market, Burgess is a brokerage house that many owners turn to when wanting to sell a yacht quickly and efficiently – and it’s this stellar sales process that accounts for a large portion of the firm’s success.

To find out more about this professional process and the “Burgess DNA”, BOAT speaks to Richard Lambert, Burgess’ senior partner and head of sales, at the firm’s Monaco office.

Yachting revolves around relationships

Since day one, Burgess has put its clients first. The owners who have sold their yachts with Burgess will have been offered everything from a glossy photoshoot to in-depth pricing advice. “We view yacht ownership as a journey where we can ensure a smooth and enjoyable experience for the client,” Lambert explains.

Burgess’ ethos is to assign one point of contact to every client who is supported by the global team of brokers. “Every client has a direct broker and this person brings together expertise from across the company. This includes yacht management, insurance, crew services, new build and charter. Effectively you have the whole team of 31 brokers working for you with one point of contact,” explains Lambert

“Providing a 360-degree service to our clients is what drives us and has led Burgess to the enviable position that it commands today,” he continues. “I am proud to say that the majority of our clients have gone on to take advantage of the full range of services that we have to offer, and have established long-term relationships with their brokers.”

Get instant exposure

Most owners looking to sell their yacht would like an easy transaction. Therefore, owners who choose to sell with Burgess will see their yacht listings shared far and wide. “Our standing in the yachting industry and the relationships that we have built over the last 45 years as a business means that an owner who is looking to sell is not just getting exposure of their yacht through our global network of 14 offices, but exposure to the most qualified clients looking to purchase,” says Lambert. Burgess also has relationships with all relevant media that target ultra-high-net-worth individuals. “Our in-house marketing team are dedicated to providing balanced and effective sales campaigns,” he adds. “They are second to none.”

However, this exposure does not have to be public. “There are a number of yachts that we have sold via very discreet campaigns, that have not been publicly listed for sale,” he adds. An owner always has the option of selling a yacht off the market by tapping into the company’s client base, which includes a variety of nationalities and professions, as well as an increasing number of younger clients and new buyers.

Extensive in-house research indicates that the majority (65.4 per cent) of Burgess’ current clientele are individuals who have acquired their wealth, while 10.7 per cent inherited it. The remaining 24 per cent accounts for a mix of both. “Being on a superyacht is not just the best holiday that you can have, it is where multiple generations can enjoy time together in a unique environment,” continues Lambert.

A successful track record

With 27 sales this year so far, Burgess is staying at the forefront of an “incredibly active market”. These sales have seen the likes of the 89-metre Cloud 9, the 30.4-metre Hummingbird, and the 43-metre EVA. 4EVA change hands. As Lambert explains, a successful transaction for Burgess is one where a client has been given the best advice, has been able to find the perfect yacht for their needs, and the transaction has concluded professionally and harmoniously.

“Year after year, Burgess has delivered the most successful sales programme in the world of superyachting,” explains Lambert. “Over the last two years, it has been exciting to see a number of new clients becoming owners for the first time.” And despite numerous pressures on the large yacht market as a result of current world events, the team at Burgess is still experiencing strong demands for both purchase and charter. “Which I feel just shows how Burgess is the go-to broker in the industry,” says Lambert.

To get more advice on how to sell a yacht with Burgess, contact the team directly here. Or, visit the Burgess team at the Cannes Yachting Festival 2022, taking place between 6-11 September, at the Superyacht Extension SYE 236 in Vieux Port to discuss any of your yachting requirements or view a selection of exceptional yachts, which will be on display in Port Pierre Canto.

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