Matt and Deanna Sansbury are the owners of Yacht Brokers of Annapolis, and Matt also serves as the vice president of the Marine Trades Association of Maryland (MTAM) for the Anne Arundel area. We recently caught up with the Sansburys to chat about their work and their background in the marine industry.
Could you tell us a little about your boating background.
Matt grew up doing some occasional sailing as a kid, but it wasn’t until our late 20s that we both really got into boating. Our first “boat” was actually two kayaks. We loved being on the water so much that we quickly upgraded to a 20-foot deck boat, fell in love with boating even more, and doubled down to a 41-foot catamaran that we lived aboard. We eventually took a sailing sabbatical to explore the East Coast and the Bahamas.
How about nowadays—how often do you get out on the water?
We currently have a small center console that we can’t wait to break out of winter storage and enjoy soon! We try to get out as often as we can, but being in the business means that boating season is usually our busiest time with work, but we always try to plan time to get out, if only for a few hours.
What’s your idea of a perfect day on the water?
Deanna: A nice, calm warm day, slowly cruising the Severn River and Annapolis Basin with our dogs. My favorite day is the Blue Angels practice day!
Matt: Zipping downtown or across the Bay to a restaurant or doing some fishing.
Tell us about Yacht Brokers of Annapolis.
How did your careers in the boating industry start? After returning from our sailing sabbatical, we decided to pursue our passion for boating as a new career rather than returning to our previous jobs, so we started out as brokers. Yacht Brokers of Annapolis was launched in January 2020, just before the world shut down from Covid. While we didn’t foresee that in our business plan, it unexpectedly provided a great boost for our company, and we’ve been loving it ever since!
What’s it like to work with your spouse?
Oh boy, what a loaded question! No seriously, it’s great in a lot of ways. Since we do the same thing, we’re able to team up and help each other work through deal scenarios as well as divide and conquer the business ownership aspects. It’s also incredibly helpful to have a spouse who understands the demands of the job, especially the after hours and weekend commitments. I think it would be challenging if one of us worked a traditional 9-to-5 job. We truly appreciate how our work allows us to align our schedules and spend so much time together.
What is your mission/ philosophy when it comes to selling boats?
At Yacht Brokers of Annapolis, we pride ourselves on being a small boutique company with a focus on customer satisfaction. Our goal is to provide an exceptional customer experience for both buyers and sellers by treating our business like a hospitality industry. Buying a boat is about embracing a lifestyle, and we’re dedicated to making that process as enjoyable and seamless as possible!
What would be your biggest piece of advice for someone who is looking to buy a boat?
Ask yourself, “How do I see myself using my boat for the next few years?”
It seems like a pretty obvious question, but often times buyers put so much pressure on themselves to find “the perfect boat.” While it’s tempting to look for a single boat that will meet every possible need indefinitely, life changes, and your boating habits will likely evolve as well, and that’s OK!
What advice would you give to a young person who wants to start a career in the marine industry?
We’re passionate about mentoring and recognize the marine industry’s need for enthusiastic, new talent. Many young people are often surprised to discover that sales is actually hard work, and being a yacht broker involves so much more than just being on boats all day. Beyond a love for boating, successful brokers need to have exceptional people skills. Buying or selling a boat is an emotional experience, and being a trustworthy, honest, and dependable partner to guide your clients through this journey is incredibly fulfilling and fosters lasting relationships.