Seller’s Checklist for the Ionian Used-Yacht Market 2025/26

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A practical guide for owners preparing to sell their yacht in Greece

Selling a yacht in the Mediterranean has become more competitive. Buyers are cautious, the market is slower, and presentation now matters more than ever. The following checklist reflects current trends in the European and Ionian market and is designed to help owners improve both interest and final sale value.

1. Confirm VAT and Documentation Status

Buyers in Europe are extremely sensitive to paperwork issues. Make sure:• VAT status is clear and traceable (Paid / Not Paid / Exempt).• Builder’s certificate, original invoice, and CE documentation are available.• Registration is current and matches the HIN.• Any charter history is fully disclosed with supporting papers.• Transit Log (if non-EU flagged) is valid or properly closed.

2. Prepare the Boat Professionally

A clean, orderly boat sells significantly faster.• Remove clutter and personal belongings.• Deep-clean the bilges, lockers, and engine bay.• Polish topsides and clean teak decks before photography.• Fix obvious cosmetic defects (chips, small cracks, sealant failures).• Ensure all lockers open freely and cabin soles are secure.• Replace any missing or damaged safety gear.

3. Provide Clear Maintenance History

European buyers want evidence. Prepare:• Engine service logs (with receipts and dates).• Rigging replacement dates and invoices.• Sail age and service records.• Antifouling and anode change history.• Any structural, osmosis or laminate work carried out.• Manual for all installed equipment.

A complete and organised maintenance file can add real value during negotiations.

4. Consider a Pre-Sale Condition Survey

A surveyor’s report helps overcome buyer hesitation.• Identifies issues the owner can remedy before listing.• Eliminates surprises during the buyer’s survey.• Speeds up offers because buyers feel more confident.• Helps justify your asking price.

In a slow market, transparency is a major advantage.

5. Optimise Marina Location and Access

Buyers often travel internationally to view boats.• Ensure the boat is in a marina with good airport access (Preveza/ Aktion, Lefkada, Cleopatra, Ionion, Preveza Marina, etc.).• Make boarding and inspection easy (keys, power access, water, etc.).• Consider relocating temporarily to a high-visibility yard if the current berth is remote.

A boat tucked far away often receives fewer viewings.

6. Update the Listing With High-Quality Media

Presentation drives enquiries.• Use professional-quality photographs (interior, exterior, engine bay).• Include a recent underwater photo set if available.• Add a short walk-through video (buyers love this).• Ensure your advert is detailed and accurate.

Good pictures and wording can increase enquiry levels dramatically.

7. Set a Realistic Asking Price

The European market in 2025/26 is price-sensitive.• Research comparable sales, not just current listings.• Avoid COVID-era price expectations.• Adjust early if the listing becomes “stale.”• Accept that buyers have more choice than they did 2–3 years ago.

A slightly lower but realistic price often yields a faster and cleaner sale.

8. Fix the Simple Things Before Viewings

Buyers tend to judge small faults harshly.• Replace broken catches, worn door seals, UV-damaged switch covers.• Ensure all lights and pumps work.• Free any seized seacocks.• Make sure batteries are charged and systems switch on.

Small improvements create a strong first impression.

9. Be Honest About Known Issues

Trying to hide issues is counterproductive.• Declare osmosis history, repairs, DIY work, rigging age, leaks, and anything unusual.• Most buyers will commission a survey anyway—transparency builds trust.

Honesty leads to smoother negotiations.

10. Choose the Right Time of Year

The Ionian selling cycle is seasonal.• Peak buyer activity: April to October.• Very low activity: December–February.• If listing in winter, optimise your photos and marketing early.

A strong spring listing often beats a winter listing that lingers unsold.

11. Be Flexible With Viewings and Sea Trials

Buyers often fly in for limited time windows.• Keep the boat clean and ready for boarding.• Ensure insurance covers sea trials.• Have the engine serviced so it starts easily on the day.

Ease of viewing significantly boosts your chances.

12. Prepare Negotiation Strategy

Decide in advance:• Minimum acceptable price.• Items included/excluded in the sale.• Willingness to reduce price after survey findings.• Whether you will offer storage or delivery assistance.

Being prepared avoids rushed decisions later.

Final Thoughts

The European and Ionian used-yacht market has shifted. Buyers are more selective, costs are higher, and competition is strong. But well-presented, well-documented boats do still sell — often quickly — when the owner follows a structured preparation process.