Finally, ask how the consultant is remunerated and by whom, so the commercial relationship is clear from the outset. A Ocean Independence yacht sales sales consultancy operating on a transparent basis should have no difficulty setting this out.
For a first-time owner, it is worth asking early in any conversation which of these two roles the consultant in front of them is filling, since the answer shapes what they should reasonably expect from that relationship, and what belongs in a separate conversation entirely.
Route follows from there. In the Mediterranean, a consultant weighs distances between anchorages against the group's tolerance for time underway, checks likely sea conditions for the week booked, and builds in flexibility for wind direction, since a fixed plan rarely survives contact with real weather. In the Caribbean during the winter season, trade winds and island spacing shape the route differently again, and a consultant familiar with both regions will explain why a Mediterranean-style itinerary does not simply transfer across.
The starting point is rarely the yacht. A yacht charter consultant begins with questions about the guests: how many people, what ages, what pace of holiday they want, whether the priority is quiet anchorages or lively ports, water sports or long lunches ashore. Only once that picture is clear does the conversation turn to which vessel and crew suit it.
Sea trial follows, and depends on suitable weather and both parties' availability, plus the vessel being in a condition to trial safely, which sometimes means addressing an issue the survey raised first. A consultant managing the process well will build contingency into the schedule here rather than assuming the first available slot will hold.
Ask directly about the reason for sale. A straightforward answer, an owner upgrading, changing usage patterns, or simply moving on, tells a buyer something useful, while a vague or evasive answer is worth noting.