The role of an aircraft broker can be split into two sides, the buyer’s broker and seller’s broker. The seller’s broker represents the owner’s aircraft for sale. A broker will start with performing in depth market research to establish pricing, professional workup of the aircraft, and marketing the aircraft to established connections and worldwide through the latest advertisement channels. The seller’s broker is in tune with the aircraft market and specific comparable recent aircraft sales and what’s currently for sale. They can make a strong value proposition for your aircraft while actively locating buyers. They will advise on any offers received and handle all negotiations, contracts, and ensure all FAA paperwork is transferred properly. The sellers broker handles everything from the initial listing to closing. The buyer’s broker is an aviation consultant and will go through an in depth “mission analysis” to determine the right aircraft for your needs, drill into the market identifying all relevant aircraft on and off market. The buyer’s broker will then review these aircraft with you and develop a target list and start making offers based on recent sold prices and comparable aircraft on the market. Utilizing a contracted or in-house maintenance professional they will then oversee and negotiate a pre purchase inspection and facilitate the closing and delivery of your new aircraft!

Determining the value of an aircraft involves a blend of technical analysis, market trends, and a real time pulse on what price comparable aircraft have recently sold for and are listed at. The main drivers of an aircraft’s resale value are the pedigree, damage history, maintenance status, and if there have been any upgrades to the interior, paint, or avionics.

A common industry standard is a 5% fee of total sale price for a seller’s broker and a flat rate fee for a buyer’s broker.

The “days on market” can range from a few weeks to several months. Factors that affect this are the make and model of the aircraft, the overall pedigree, price, market demand and how effective the marketing is. Younger more sought-after aircraft tend to sell faster than older models with higher time.

Aircraft do not sell themselves. A good aviation professional will use their extensive network coupled with a tailored marketing campaign. This is usually comprised of direct mail, personalized outreach, email marketing and other various forms of advertising to reach potential buyers

Buying or selling an aircraft is potentially one of the largest transactions an individual or company will undertake. An aircraft broker is often referred to as the “Quarterback” of the deal. The usual team members are an aircraft mechanic, aviation attorney, and tax advisor. A good broker will have established relationships with these individuals and have a history of doing successful deals with them.

Legally yes, there is no problem with continuing to utilize your jet while it is listed for sale. Although, there are a few things to consider. Each time you use the jet hourly driven maintenance events creep closer, and buyers are very weary of upcoming maintenance costs. The aircraft’s availability for showings or test flights is also another factor to consider.

Prior to listing your aircraft for sale, it is recommended to ensure the aircraft is meticulously cleaned inside and out, worn out fixtures are replaced, personal items removed so the aircraft is “stage ready”. Maintenance records and certifications of a private jet are essential for the accurate depiction of the aircraft’s history- very similar to a cars service history. These records provide reassurance to the buyer about the jet's condition and safety. Having your jet's maintenance records up-to-date, and all necessary inspections done before listing the aircraft is a good rule of thumb.

Timing the sale of a private jet is based highly on your needs. For most owners there is an impetus behind the sale whether that be the delivery of a new aircraft, sale of a company, low utilization, etc. Current market demand, the condition of your jet, pricing and your financial needs will be major factors at play as well. Speaking with a broker to assess your current situation and goals is a helpful way to plan the sale of your aircraft.