Selling your own aircraft isn’t all it’s cracked up to be. You might think all you have to do is put it on Craigslist and off you go. In reality, it’s like a dance; finding the perfect buyer and matching them up with the perfect aircraft and purchasing experience.
Even if you think you know the value of your aircraft, believe in your sales skills, are comfortable talking with people, and are motivated, chances are you would still be better served by a broker.
Not only would you save tons of time answering phone calls and teaching prospects a million little details they should know, you can sit back knowing an expert has you in his very capable hands and you don’t have to do much more than collect the check.
There are also a few more reasons you might not have considered:
Reason #1: Using a broker will save you money, even after paying the brokerage fee.
You will have an expert aircraft sales team who not only does the market analysis to price your aircraft exactly right; they will also develop the sales campaign, list the sale both domestically and abroad, take calls, educate potential buyers over and over again, follow-up on every lead, and negotiate for you.
Reason #2: We stay up on buyer trends, so you don’t have to.
The market is constantly shifting and what worked last year—sometimes even last month—may not work now. Even more, buyers are more sophisticated and research aircraft differently now than they used to. We know how to reach them.
Reason #3: We will develop a specific, strategic campaign.
We will launch a strategic marketing campaign both domestically and internationally. This will generate the interest to get calls rolling in and convert page views into serious prospects.
Reason #4: Follow-up. Follow-up. Follow-up.
The name of the game is follow-up. Without it, you might as well not bother selling anything at all. About 80 percent of sales are made on the fifth to 12th contact, according to the National Sales Executive Association. After we educate buyers, we actively follow-up with them, and help them put all the pieces in place–escrow, insurance, financing–so they can buy your aircraft.
Reason #5: Buyers are more relaxed with brokers than owners.
Most buyers don’t want to get bogged down in the minutiae and sentimentality that can be attached to an item for sale, especially an expensive item like aircraft. Serious buyers prefer a smooth process that not only helps them decide on what type of aircraft they need, but also has professionals who help them through to the finish line.
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The most important question you can ask yourself is, how much is your time worth and where would that time be best spent? We have no doubts, your time is worth a lot more than broker fees, plus, the earning potential you have elsewhere is well beyond the net profit you’ll make selling your aircraft.