The talk in brokerage circles this year has been that buyers are thin on the ground. We see it differently.
At the 2026 Monaco Yacht Show, Paramount Yachts founder and CEO Robert Riva sat down with Shari Liu of Superyachts.com to discuss how buyer behaviour is changing, why discretion and relationships still drive the market's best deals, and where the opportunities are over the next year. His starting point was simple:
"A common misconception on buyer behaviour is that the buyers have disappeared… they've just become a lot more difficult to impress."
With the Fort Lauderdale International Boat Show opening on October 28, here is what that means if you are buying a yacht in 2026, or getting ready to sell one.
1. Today's buyers arrive informed, and they expect the same of their broker
The 2026 buyer has usually done the research before the first call. They know the comparable listings, they have opinions on layouts and builders, and they look hard at value. That raises the bar for everyone advising them.
As Robert put it in Monaco: "It's a lot more difficult to cater to their exact needs."
This is why Paramount Yachts pairs every client with a specialist in the brand they are considering. A generalist can find you a yacht. A brand specialist can tell you what that yacht should cost, how it compares to its sisterships, and what it will be worth when you sell. On our buyer page we quote Warren Buffett: "Price is what you pay. Value is what you get." In a market of selective buyers, that line is the brief.
What to do: Before you walk the docks, decide what matters most to you (range, cabin count, speed, draft, crew) and ask your broker for dollar-for-dollar comparisons on the yachts that fit. Then book the viewings.
2. The best yachts often never reach the open market
Off-market transactions remain central to the business at the top end. Owners who value privacy prefer to sell quietly, and serious buyers want first sight of the best yachts before they are listed publicly. When Superyachts.com asked how important relationships are in securing these deals, Robert's answer was two words:
"That's everything."
There is psychology at work too. Scarcity sharpens appetite, and a discreet opportunity often moves faster than a public one. In Robert's words: "People want what they can't have."
What to do: Tell your broker exactly what you're looking for, even if nothing on the public market fits. Much of the best inventory moves through conversations, not listings.
3. Wellness is now built in, not bolted on
One theme ran through the Monaco show floor. Spa spaces, beach clubs and layouts built around wellbeing are no longer extras. Owners expect them to be part of the design from the first drawing.
"Wellness is the theme of the show… it's core to the architecture of the builds."
If you are building, our guide to why you should build through Paramount Yachts explains how independent representation helps you invest in the features that hold value, and skip the upgrades that don't.
4. Specificity creates liquidity
Buyers are getting more specific about what they want, but Robert warns against taking personalisation too far:
"You don't want to overly customise it… the easiest resell is when I can describe your yacht and its purpose in one sentence."
A yacht with a clear identity is easier to put in front of the right buyer when it is time to sell. A long-range explorer, a fast day boat or a family charter catamaran each has an obvious next owner. A yacht that tries to be everything is harder to place. Robert's summary: "Specificity creates liquidity."
What to do: Whether you are buying or building, write down your yacht's purpose in one sentence. If you can't, your future buyer won't be able to either.
5. Be ready to move when the right yacht appears
The message for buyers looking ahead is to stay close to trusted advisors, be clear on what the yacht is for, and be ready to act when the right opportunity comes up. Our own listings show it. CATALLAXY, our never-chartered 2024 Sunreef 60 ECO, is now under contract. Well-presented yachts at the right price are still finding buyers.
Putting it into practice at FLIBS 2026
The 67th Fort Lauderdale International Boat Show runs October 28 to November 1, 2026. It is the world's largest in-water boat show, spread across six locations: the Broward County Convention Center, Bahia Mar Yachting Center, Hall of Fame Marina, Las Olas Marina, Pier Sixty-Six Marina and Superyacht Village at Pier Sixty-Six South.
Show hours:
- Wednesday, October 28: 12 PM to 7 PM
- Thursday, October 29 to Saturday, October 31: 10 AM to 7 PM
- Sunday, November 1: 10 AM to 5 PM
Fort Lauderdale is our home water, and the show is big enough that a plan matters. Send us your shortlist ahead of time and we will map your route and book your viewings.
While you're there, come aboard CARPE DIEM, our 2023 Azimut Grande 32 Metri, at Pier Sixty-Six, B Dock, Slip B-217. She is a near-new 102-foot Italian motor yacht with five cabins for ten guests, a full-beam owner's suite, a flybridge with jacuzzi and bar, twin Caterpillar C32B engines and an extended 5-year / 2,000-hour warranty. Asking $11,300,000. Robert is holding private showings by appointment, which you can reserve here, and the full specification is on the CARPE DIEM listing page. Specifications believed accurate but not guaranteed. Not for sale to U.S. residents while in U.S. waters.
Further reading
- Watch the full interview on Superyachts.com
- A Clear-Eyed Look at Yacht Ownership vs. Charter
- The Unmissable Trio: Cannes, Monaco and Fort Lauderdale Boat Shows
Talk to a specialist
Buying, selling or building this season? Tell us what the yacht is for, and we'll tell you what's out there, on market and off. Email robert@paramount.yachts, call or WhatsApp (305) 321-2582, or contact us here.
Quotes are from "MYS 2026: Paramount Yachts on Why Buyers Haven't Disappeared, They've Just Got Harder To Impress," published by Superyachts.com on October 8, 2026.
