What is an Aircraft Sales Broker & What Do They Actually Do

What is an Aircraft Sales Broker?

An aircraft sales broker is a professional intermediary who represents buyers or sellers in private jet and business aircraft transactions. Unlike dealers who maintain their own inventory, brokers work on behalf of clients to find the right aircraft or market an aircraft for sale, earning a commission upon successful completion of the transaction.

Think of an aircraft broker as your expert guide through the complex world of business aviation sales. Whether you’re looking to buy a private jet for the first time or sell an aircraft you’ve owned for years, a qualified broker brings invaluable market knowledge and transaction expertise.

What Does a Business Jet Broker Actually Do?

The role of a private jet broker encompasses far more than simply connecting buyers with sellers. Here’s what experienced aircraft brokers handle:

For Buyers:

• Conducting comprehensive market searches to identify suitable aircraft
• Providing current market valuations and pricing intelligence
• Arranging and coordinating aircraft viewings
• Managing pre-purchase inspections with approved maintenance facilities
• Negotiating purchase terms and contract conditions
• Overseeing the transaction through to delivery

For Sellers:

• Preparing accurate aircraft specifications and marketing materials
• Developing targeted marketing strategies to reach qualified buyers
• Managing enquiries and qualifying prospective purchasers
• Coordinating viewings and demonstration flights
• Negotiating sale terms on behalf of the owner
• Managing the closing process and aircraft delivery

Why Work with an Aircraft Sales Broker?

The business jet brokerage industry exists because aircraft transactions are complex, high-value dealings that benefit from professional expertise. Here’s why clients choose to work with brokers:

Market Access: Experienced brokers maintain networks that include access to off-market aircraft opportunities not publicly advertised. This can be particularly valuable when seeking specific configurations or when discretion is important.

Valuation Expertise: Understanding what an aircraft is worth requires detailed knowledge of current market conditions, recent comparable sales, maintenance status, and equipment specifications. Brokers track this data continuously.

Transaction Management: From initial offer through to closing, aircraft transactions involve numerous parties including legal counsel, finance providers, insurance brokers, and regulatory authorities. A broker coordinates these relationships.

Risk Mitigation: Professional brokers help identify potential issues before they become problems, whether related to aircraft condition, documentation, or regulatory compliance.

How Aircraft Brokers Differ from Dealers

Understanding the distinction between brokers and dealers is important:

Aircraft Dealers purchase aircraft to hold in their own inventory, then sell them directly to buyers. They take on the financial risk of ownership and typically earn the difference between their purchase and sale prices.

Aircraft Brokers do not take ownership of aircraft. They represent either the buyer or seller (sometimes both, with appropriate disclosure) and earn a commission based on the transaction value. This model means brokers can offer access to a broader range of aircraft without the constraints of inventory.

What to Look for in a Private Jet Broker

When selecting an aircraft sales broker, consider these factors:

• Experience: How long has the broker been active in business aviation? What types of aircraft do they typically handle?
• Market Knowledge: Does the broker demonstrate current understanding of market conditions and values?
• References: Can they provide references from previous clients?
• Professional Affiliations: Membership in industry organisations such as IADA (International Aircraft Dealers Association) indicates commitment to professional standards
• Transparency: Is the broker clear about their fee structure and any potential conflicts of interest?

Typical Aircraft Broker Fees

Business jet brokers typically charge commission based on a percentage of the transaction value. While rates vary, industry standard tends to range from 1% to 3% depending on the aircraft value and complexity of the transaction. Some brokers work on a flat fee basis for certain services.

It’s worth noting that broker fees are often negotiable, particularly for higher-value transactions. The key is to understand exactly what services are included and ensure alignment of interests throughout the process.

Working with Aviator Aircraft Sales

At Aviator Aircraft Sales, we provide professional aircraft brokerage services to clients across the UK, Europe, and internationally. Our approach emphasises:

• Honest, straightforward advice based on current market realities
• Thorough due diligence on every aircraft we represent
• Clear communication throughout the transaction process
• Access to our network of industry contacts and off-market opportunities

Whether you’re considering your first aircraft purchase or looking to sell an existing aircraft, our team is available to discuss your requirements. Contact us for a confidential conversation about how we can assist.