Lack of what?

It's all about communication - open, honest, communication.

The tricky thing about selling boats, is the seller generally has a personal affection with the boat due to a number of years cruising with the family.  This alters their perception of its' value.

Alternatively, the buyer has not had the time onboard with the family to skew their perception of its' value.

This heart felt value makes it difficult (almost impossible) for a seller to accept, or even enter into negotiations with a low ball offer.  So the brokers pull out the brown paper bag and begin to look at the ways to sweeten the deal.

There are many ways to do so: throw in use of the berth, include some future usage for the previous owner... whatever it takes to make up the last mile.

This is where the experienced broker will "broker" the deal and get it done despite the differences in what the buyer is offering and what the seller expects.  They are not doing their job if they simply throw in the towel.

Chances are, the deal can be completed, but only if the broker really wants it so.  Brokers work for commission, and will reduce it to help the deal go through.  There is however, a limit, and if there isn't enough, game over.

The difficult thing is to tell the buyer they couldn't buy the boat due to lack of commission.

Ouch!