A Miami superyacht broker says the most fascinating part of his job isn't the boats — but the people he sells them to.
AJ Blackmon, CEO of Ikonic Yachts, got his start in the industry by washing boats at a yacht club for $3. per foot (1 foot is 0.3048 m), wondering what people who can afford such units do for a living. Today, his company helps wealthy clients buy, sell, charter and manage superyachts, focusing on vessels longer than 40 meters (over 130 feet), which can cost millions.
– It's one of the most fascinating things in the world – being among such unique people, being able to learn from them, talk to them and look into the world they live in – he says.
Blackmon is convinced that the wealthy clients he works with are “one of the most misunderstood groups in society.” After years in the industry, he shares three surprising things he's learned while selling boats to the ultra-wealthy.
Read also in BUSINESS INSIDER
1. True wealth is not ostentatious
Blackmon noted the difference between the ultra-wealthy, those who buy their own superyachts, and those who charter them.
— The people you see on very large yachts, 50 meters and more, are often people who come in tracksuits and a T-shirt – says. – They're not dressed up. They don't wear jewelry. They are very discreet, he adds.
As an example, he gave a client who has a full-time private chef, yet he comes to his yacht with fast food, looking like an ordinary guy.
Blackmon adds that yacht charterers are more likely to show up in flashy outfits and expensive jewelry.
— True wealth is very quiet and reserved – says.
See also: What to do to achieve success? Here are three key lessons from conversations with 80 leaders
2. Buying a yacht is a matter of time, not status
For Blackmon's clients, purchasing a superyacht is more about time than status.
“These yachts are not just an ego purchase,” he says. — It's actually an attempt to recoup the time they spent pursuing their goals — explains his reasoning.
He says his clients say that when they are on their boats, the rest of their lives and stress simply disappear and that these are rare moments when they can truly be in the “here and now.”
They use yachts as a way to spend time with friends and family “that they have put aside for the last 30 years while building the business.”
3. The market is bigger than you think
When he first decided to focus on yachts of at least 40 meters in length, Blackmon was concerned that the market might be too small.
“There are actually a lot of people,” he says. — This was one of the first revelations for me – there is no shortage of people who create wealth every day – he adds.
As a result, transactions between buyers and sellers can have very high stakes, he added, noting that he often works with people at the top of their careers.
The booming world of superyachts is often associated with high-profile billionaire names, but Blackmon noted that many of his clients are “ordinary people” who “got on the right side of a few deals” or “believed in themselves longer than anyone else.”
The above text is a translation from American edition of Business Insider
