I worked every weekend selling boats in Sausalito on top of my regular job as a television producer (this sounds glamorous, but it isn't). My wonderful husband would bring the trawler over from South San Francisco so that I didn't have to make the long drive home on Saturday nights. We would usually go out for dinner with McGrath and his wife Pam, sometimes adding a client to our little party. It was always a good time spent in excellent company.

One Saturday morning, a prospective client, Dr. Russ, and his wife arrived with their kids in tow. Their enthusiasm made the whole office bubble. The doctor didn't know anything about boats, but he had just relocated from New York and wanted weekend recreation that would involve his family. I sat them down at my desk and asked what kind of boat they were looking for.

"Something that goes fast" said their teenage son.
"Something where I can sit in the sun" said Dr. Russ.
"Something with a nice kitchen" said his wife.
"Something with a private bedroom" said their older daughter.

The key to matching people to the right boat is talking to them. How will they use the boat? Do they fish, race, cruise or spend time at marinas or at anchor? Do they want to cross oceans?

Some clients know exactly what they're looking for. Others are chasing a dream, and many more don't know what they want until they see it. Those are the hardest people to please. You can spend days and weeks with people like this. Kim HaworthThe Soluable Fish is one of four boats sold by the author.

I showed the Russ family boats we had at the dock and got a feel for what they were after. We didn't have a boat that exactly suited their needs, so I found several they could look at across the bay at another brokerage. After spending three or four weekends in their company I found a KaShing 40 with a beautiful sun deck and separate staterooms for all. The check was written.

Dr. Russ and his family liked the experience so much that they decided to keep their boat at the McGrath docks so they could visit with us on weekends. We enjoyed many sunset cruises and barbecued steaks on their boat, Soluble Fish, that summer. In return I was delighted to show them the Bay and some of my favorite anchorages. Later that year we took Soluble Fish and Dancing Dragons on a long cruise up to Benecia, where we ate the best semi-frozen Thanksgiving turkey that Safeway had to offer. I'd call them perfect customers.

HEARTBREAKERS

Other transactions didn't start or end nearly as happily. Like the sale involving an older couple that had cruised extensively on their sweet little 28-foot Tollycraft since buying the boat new in 1977.

They were getting out of boating after a lifetime of cherished weekends spent on the water. Selling the boat was very difficult, and the wife stood on the dock with tears streaming down her cheeks as her husband and I took Cherries Jubilee out of their slip for the last time and headed for the McGrath sales dock.

Then there were always folks who made offers, but couldn't get financing. That always made me sad, for both the buyer and the seller. It's a good idea to get the money before you start shopping. There are many boat loan agencies listed in yachting magazines. Call around and find out who can give you the best rate, then lock in your loan before you go shopping. The Broker will know you're serious if you have money in hand and you'll have more leverage in the bargaining process.

Another heartbreaker was a wonderful couple who gave me the listing on a pretty Cruiser 33. I showed it many times, but there were no offers. Eventually the wife got sick, the husband lost his job and the couple landed in bankruptcy court. Ed suggested that we forgo a commission on the sale so that we could drop the sale price, but the boat never sold while I was working there.

NOT TO BE

I sold four boats during my short career for which I was paid $9,700. Not much for almost a year's hard labor.

In my opinion, the best yacht salesmen are folks without personal lives, skin as tough as buffalo, and easy-going personalities.

I sold one other Catalina during my time with McGrath, an extremely well maintained 38. After driving back and forth across the Bay, from Sausalito to South Beach Harbor, at least 18 times to take the listing and show the boat, I decided the business was not for me. How could anyone find fault with such a nice boat? After four months, she finally found a new home, and my career came to a thankful end.

My only regret is that I missed an entire summer of boating with my husband. I won't make that mistake again.