Burgess' Katie Schneidman: "I have the privilege of making clients’ dreams come true"

Welcome to Yacht Charter Market, the weekly newsletter dedicated to the world of yacht charter.

In today’s newsletter:

• Top story: Broker series - Burgess’ Katie Schneidman: “I have the privilege of making clients’ dreams come true.”

• Presented by: IYC - The International Yacht Company

• Charter Updates: Rose d’Or for charter | Parsifal III in the Caribbean | New CA for 67m Symmetry | Teleost for charter in The Kimberley | New CA for 55m Purpose | Thanksgiving in the Bahamas onboard Rock.it |

• Superyacht Spotlight: A fold-down mast onboard Black Pearl

TOP STORY

Burgess’ Katie Schneidman: “I have the privilege of making clients’ dreams come true.”

This week, Leona Caanen sits down with Katie Schneidman of Burgess’ New York office to talk about her entry into the industry, what she looks for in charter yachts and the privilege of helping clients’ dreams come true.

How did you get into yachting?

Growing up in San Francisco, sailing and spending time on the water were always a big part of my life. I began my career in yachting straight out of college, joining Burgess in Beverly Hills as a Brokerage and Charter Assistant before moving to the New York office six months later. Working across both departments gave me a valuable understanding of the industry, and during my first two years, I assisted with almost 200 charters, ranging from 30-metre yachts to vessels over 100 metres. This exposure allowed me to learn from different brokers, understand the challenges associated with various yacht sizes and develop my own approach to problem-solving and client relationships. I've now been a charter broker for just over three years, and while the role certainly comes with challenges, working alongside such a collaborative and supportive team in New York makes all the difference.

What have been some notable highs and lows in your career?

Everything has been incredibly exciting, but the most rewarding moments come when working with a new client or family who may not be particularly familiar with the superyacht world. New clients typically don’t know what to expect on charter, might be a little skeptical, or worry whether a week onboard is too much. Being able to introduce them to this world, find them an incredible yacht, curate their perfect itinerary, and have them step onboard with little expectation, but then leave with their world completely changed, that is where the real gratification lies. Those post-charter calls with new clients, when they've just had an unforgettable week on the water, you can hear how genuinely grateful they are for the experience. It's incredibly rewarding to know you've helped create something so special. In this job, you get to be the person delivering the fun phone call, and ultimately, clients are trusting us with some of their most precious time. I never take that responsibility lightly. 

In regards to the lows, yachting is still a bit like the wild west at times. The charter market is incredibly fluid and things can change at a moment’s notice. A yacht can sell despite having future charters booked, an owner can cancel, a mechanical issue can occur, the list goes on. The challenges we navigate are unique to this industry. It requires brokers to be adaptable, resourceful, and constantly thinking on our feet to find solutions. A big part of becoming a great broker is learning how to anticipate these challenges, mitigate risks wherever possible, and know how to navigate the unexpected when it does arise. Ultimately, we always work to find a solution and ensure the client’s experience remains as seamless as possible. With every situation you also learn something that makes you a better broker moving forward. 

When did you start feeling successful?

That’s a challenging question, I’m not sure I will ever feel as though I’ve crossed a definitive finish line as there is always something more to strive for, another relationship to build, another charter to book and plan. What I find particularly special about this industry, and Burgess specifically, is how much of the business is built on long-term relationships. Roughly half of my business comes from repeat clients and referrals: after a charter the conversation is often, “What does the next vacation look like?” I love that. You have the opportunity to continue building on those relationships, getting to know your clients even better, and dreaming up their next adventure, whether that means a further afield expedition type charter, deciding to do something completely relaxing, or booking a sailing yacht when they’ve only ever looked at motor yachts. 

How do you approach first-time clients?

My approach with first-time charter clients involves a great deal of education, particularly in helping them look beyond the aesthetics of a yacht and focus on the experience they want to have. I typically begin by understanding their preferred dates, destinations and how they envision spending their time onboard. A family with young children might prioritise water toys, a spacious beach club and an energetic crew, while an older group may value accessibility, shade and comfort. With repeat clients, the process can work in reverse, particularly if they have developed a strong relationship with a specific yacht or crew. Regardless of the client, I always emphasise that the crew is arguably the most important element of any charter. I spend just as much time getting to know the crew, their experience and the overall charter programme as I do evaluating the yacht itself. Ultimately, being a good broker is about earning a client's trust, understanding their individual priorities and guiding them towards the yacht and crew that will deliver the best possible experience, even if it isn't necessarily their favourite yacht stylistically.

What are significant deal-breakers? Whether for clients or the vessel?

Through my network of fellow charter brokers and industry contacts, I am constantly gathering feedback on crews and their programmes. Food ends up being a very large part of a charter and having a good chef can make all the difference. If I hear that a chef hasn't quite adapted to the demands of the yachting environment, or isn’t meeting guest’s expectations, that would absolutely be a deal-breaker for me.

A much more obvious non-negotiable is safety. We are entrusting clients and their families to these yachts as such they must meet the highest standards in terms of safety, maintenance, and overall operation. I try to see as many of the yachts I present as possible and yacht shows provide fantastic opportunities to get onboard and meet the captain and crew. If I haven't seen a yacht in the past year or so, I arrange a visit onboard, and otherwise gather as many recent, first-hand references as possible. I want to have a real sense of what I am recommending, rather than simply relying on specifications and photographs. Ultimately, as brokers, we are our clients' eyes and ears in an industry that can be difficult to navigate from the outside. I want to be able to stand behind every yacht I present and feel confident that it will deliver on the experience I am promising.

What are we seeing in the market currently in regards to bookings? 

Currently, clients are booking a year in advance: A lot of yachts are seeing their summer 2027 calendars filling up, and clients understand that if they have a specific week or yacht they want to charter, they have to jump on that quickly. There is a fairly vast selection of yachts globally to choose from, but when you introduce the specific requirements of each client that list shrinks significantly.

What segment of the market would you say is currently most competitive?

Between 40-50 metres - I feel these yachts offer a slightly more approachable and less intimidating introduction to the superyacht experience, while still providing everything clients are looking for: typically five or six staterooms, fantastic amenities, and a well-sized, attentive crew.

We’re also seeing increasing interest in the big-ticket boats, especially in the US market. There’s a huge transition of wealth happening and as these younger clients learn more about the yachting industry, whether through brokers, social media, or just greater exposure to the industry, we’re seeing them take bigger risks and go for 80- or 90-metre yachts, even as first time charter clients! 

What does the income as a charter broker look like?

To some degree it is similar to sales brokers: we get a commission on the charters booked, once they are completed, paid for by the owner. Yet, what is so special about Burgess is that we have quite a unique payment structure; we are both salaried and receive commission. It’s one of the reasons we are so collaborative and motivated to operate as a team; we truly benefit from everyone’s success. It allows me room to focus on more than just ‘making the sale’ and ensure each client has the best possible experience even if that means booking them a smaller or less expensive yacht. It gives our clients more trust in our team that we are working with their best interests at heart and not just focused on the amount of zeros on the charter fee. 

What would you give as advice to a starting (charter) broker?

Be patient. When I first started, I was incredibly eager to build my business, grow my client base and hit the ground running. But one of the biggest lessons I've learned is the importance of slowing down, really listening to clients, learning as much as possible step by step and allowing relationships to develop naturally. What we do is a privilege, but it also comes with a great deal of responsibility, and earning a client's trust takes time. The yachting industry has an incredibly steep learning curve and can feel quite chaotic at times, so it's important to be patient, stay curious, absorb as much as you can, and trust the process. The business will come, but building the knowledge, relationships, and reputation to sustain the business is what really matters at the end of the day.

Presented by IYC - The International Yacht Company

As You Wish: A Charter Experience on Your Terms

Some yacht names set the tone before you even step aboard. Inspired by The Princess Bride, As You Wish takes its name from one of the film’s most memorable lines, offering a fitting philosophy for a yacht where the experience is shaped around each guest.

Following an extensive, multi-phase refit completed between 2024 and 2026, the 164’ (50m) Westport combines refreshed interiors by acclaimed designer Patrick Knowles with reimagined outdoor spaces and a layout designed for longer stays. Accommodating up to 12 guests across seven cabins, she offers exceptional flexibility for families and groups of friends. A bridge-deck master suite with a private balcony, a redesigned skylounge with a bar and cinema-style setup, and a sundeck complete with a jacuzzi and outdoor cinema make it easy to find a favorite spot on board. For a different kind of reset, guests can enjoy the newly added cold plunge, while a dedicated wellness space featuring an infrared sauna and red light therapy is also in the final stages of development.

Behind the experience is a proven crew of 11, including rotational Captains Cuan and Chase, whose consistency and familiarity with the program have helped earn the yacht a loyal following and repeat clientele.

This winter, As You Wish will cruise the Caribbean before heading to Costa Rica and Panama from February 2027. The change of scenery opens the door to a more adventurous style of charter, from remote coastlines and secluded anchorages to itineraries around Isla del Coco, the remote Costa Rican island famed for its extraordinary marine life and association with Jurassic Park.

Whether the brief calls for relaxed days in the Caribbean or a deeper exploration of Central America, As You Wish is ready to make it happen, just as you wish.

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