To do the work you love, you’ve got to unlock a few doors. UNLOCKED Stories are honest conversations with people who chose a path and made it happen.
A note from Ellen:
Imagine a lifestyle where… the ocean is your “office,” dolphins are your “co-workers,” and your job is to help people see the world, celebrate life to the fullest, and create unforgettable memories.
As a yacht captain, that’s exactly what Ann Avery got to do, Now as a yacht broker working from an office, the docks, and visiting clients for regattas and cruises, she still helps people create an awesome life on the water. I always love meeting people who have chosen a somewhat “unconventional” career path, and after connecting with Ann at a workshop in San Francisco, I knew I needed to interview her and find out her story.
Enjoy this conversation with “Captain Annie” about how she found her way into her unusual career, what she loves about it, what she doesn’t, and how she handles stressful moments on the job… like when there’s over 10 feet of water pooling into the bottom of the boat! (Yikes!)
What do you do?
[Ann]: I’m a yacht broker, which means I help people to buy and sell yachts. Sometimes, my clients are very knowledgeable about yachting, and other times, they’re curious newbies without much sailing or boating experience. My job is to guide each client in a very personalized way, helping them to understand all of the possibilites that owning a yacht can bring into your life. Prior to becoming a broker, I was a captain/skipper for the better part of 10 years. Because of those 10 years, I know yachts inside and out. Doing that type of work gave me the foundation to do the work I do today.
What is your favorite part about your work?
[Ann]: The boats, the ocean, and the people.
When I was in my early 30’s, I sailed around the Caribbean with my 2 adult sisters, my brother-in-law and my 6-month old niece for an entire year. That’s when I first fell in love with the sea. It’s hard to imagine not working on—or near—the water. It’s been such a big part of my life.
As a broker, my favorite part is getting to know my client in a thoughtful, nuanced way. I need to know basic information—like, “What is your price range?”—but I also like to ask deeper questions—like, “What are you hoping this yacht will bring into your life?” and “What’s your vision for the future?” Based on what my client tells me, it’s exciting to find just the right boat to suit their preferences and goals. It’s like nautical matchmaking.
I also like being a cheerleader who says: “You can do this!” It’s exciting to show my clients that you really can create an incredible life on the water. It doesn’t have to be an impossible fantasy. It’s doable.
Back when I worked as a captain, my favorite part about my work was living on the water and teaching guests how to sail, swim, windsurf, snorkel and enjoy life. I loved encouraging guests to relax, have fun, and have a piña colada in the middle of the afternoon. It always felt good to know that I was helping to create a beautiful memory: a week on the water that they’d remember for a long time.
What is your least favorite part about your work?
[Ann]: In brokering, my least favorite part is detailing the listings. This entails getting a detailed list together of all the machinery (model numbers, etc.) As a captain, my least favorite part was a 24 hour turn-around where we had to clean-up the boat and prepare it for the next set of guests in such a short time.. But really, in both cases, those tasks are just part of the job. I don’t have any huge complaints. Every job is bound to include a few things that you don’t completely love to do—that’s just life!
How do you begin your day?
[Ann]: As a captain, on charter the day would usually begin with cleaning the outside of the boat. Then I’d inspect the engine room and whatever else needs to be checked out before the guests arrive and every day they are on board. There’s always a big list of things to do to get the yacht ready for departure. Never a dull moment!
These days, as a broker, I start my morning with a cup of tea or coffee, followed by some meditation. Then I do a short run or a workout at the club before officially starting my work for the day. Sometimes the preamble to my work shifts if I have to make calls to Europe very early in the morning.
When you’re having a difficult, stressful day, how do you get through it?
[Ann]: I take 10 very deep, slow, meditative breaths. When you take a very deep breath, it activates the Vagus nerve, which lowers your heart rate and helps your whole body to relax.
I also remember the refrain: “Kites fly high against the wind.” Sometimes, a stressful day at work is an opportunity to demonstrate your strength and soar even higher.
What has been one of the most challenging aspects of your career?
[Ann]: There are very few female yacht captains (and female yacht brokers). It’s an extremely male-dominated profession. Many people told me all of the reasons why it wouldn’t be possible for me to become successful in this industry. In spite of this pessimistic view, I carried on. I was determined to beat the odds and listen only to the people who knew I could make it.
We’ve all seen the movie Titantic. Have you ever experienced a scary moment where you had to act quickly to keep your passengers safe?
[Ann]: I’ve definitely been in some scary situations as a captain.
One time, a guest came up from down below and said, “Annie, I don’t know if this is normal, but… I see water underneath the grate at the companionway.”
Considering I had a 10 foot draft, that meant there was a lot of water in my boat. I calmly asked my mate Alan to come below. “Where is this water coming from? We have to find where it is NOW.”
We separated quickly to look in the most logical places. Alan found the issue in the generator compartment. He’d accidentally left a hose off one of the seacocks that he’d been working on earlier, and water was pouring in. He closed the seacock to stop the water. Ahhh, relief. We kept our cool and managed to resolve the issue quickly.
If there’s one thing you learn as a captain, it’s how to remain calm and focused no matter what’s going on. Grace under fire!
As a yacht broker, I’m guessing you experience a fair amount of rejection and disappointment like a client who seems interested in purchasing, at first, but then changes her mind. Does that ever upset you? How do you handle the uncertainty?
[Ann]: It’s always discouraging when you invest time, money and energy into helping a client select a yacht… and then in the end, they choose not to purchase (at all or from you.).
I work on a commission basis, which means if my client chooses not to purchase, then I don’t get paid. There is no “A for effort,” only results.
This means, as a salesperson, I need to be very thoughtful and strategic in terms of how I spend my time.
If someone is completely committed and excited about the prospect and capable of owning a yacht, then I’m thrilled to guide them through the process.
But if someone seems uncertain and hesitant, we’ll look to see what’s creating that and if it’s not resolved, then I’ll often politely decline to continue working with them. It’s nothing personal. But the fact is, I can’t afford to spend lots of time with a client who’s probably not going to make a purchase. That’s like going to work at a company that probably won’t mail you a paycheck. It’s not wise or sustainable. This isn’t a volunteer project for me—it’s my livelihood.
Who are your personal heroes and role models?
[Ann]: Eleanor Roosevelt is someone I very much admire. She forged through many challenges in her life and did a lot of good for many people. Her philosophy—“No one can make you feel inferior except by your own consent.”—has been a reminder to never be a victim, and to take full responsibility for my life.
Lynne Twist has been a role model for me as well. She’s someone who operates with heart and walks her talk. I admire the work she’s doing to alleviate poverty and hunger, to support environmental causes and shift human consciousness to a model of unity and connection. She’s changing the world.
What’s the next door that you need to unlock—and what’s the plan?
[Ann]: I love my work as a yacht broker, and now it’s time for me to do more writing, more public speaking, and become more “visible” in my industry.
I recently launched a personal website and started a blog. I also intend to write a few freelance articles each year.
My plan is to create an “editorial calendar” for the year ahead so that I’m publishing new blog posts and photos on a consistent basis, meeting my personal deadlines and staying on track.
Last but not least: What’s your advice for anyone who wants to do amazing work in the world, stay motivated, and unlock major doors?
[Ann]: Navigate with your heart.
Don’t dwell on your failures—learn from them.
Adjust the course and keep going toward your destination.
You are 100% responsible for the course you sail in your life.
UNLOCK YOURSELF
Three questions to think about, write about—or talk about with a friend.
1. During stressful moments, Ann finds that taking 10 deep, meditative breaths can completely change how she feels.
What is your favorite technique for dealing with stress? How do you keep yourself calm under pressure—or is that something you’re still trying to figure out how to do?
2. Ann chose to work in a male-dominated industry, and she has faced some pessimism and push-back along the way.
Have you ever felt discriminated against—in a big way, or in a small, subtle way—at work? How did you respond?
3. As a young adult, Ann spent an entire year living on a boat and sailing with her family. That’s when she fell in love with the ocean.
What’s something you used to do with your family—like sailing, hiking, cooking, reading, volunteering, debating, etc.—that shaped you into the person you are today?
For more UNLOCKED interviews, click over here.
Know somebody that ought to be spotlighted? Write to me here.
See you next time for another inspiring conversation!
