Written by Stan Kuliavas

At first, finding an aircraft brokerage might seem relatively straightforward. All there is to it, one may think, is to Google “aircraft brokerage,” garnering hundreds of high-quality options on demand. The reality is not so simple. Most new to private aviation may understandably assume that the realm of aircraft brokerage is highly-vetted, only allowing the most legitimate of businesses to enter the field. The reality is much more nuanced, and not as easily understood.

In this article, I’ll address how to determine if you’re choosing the right brokerage to sell your aircraft, or to acquire one. Every brokerage is different and not every brokerage is fit for every buyer or seller. The key factor in choosing a brokerage should focus on aligning your needs and values with the expertise of the brokerage. If you want to sell your aircraft, you’ll want to find a brokerage with years of experience, the right connections, and the know-how to sell that particular model of aircraft. From my experience, here are five ways to make sure you’re choosing the right brokerage:

1.    Make sure they have the right team.

At the end of the day, sales is about people. The right team will ensure your experience is pleasant, whereas the wrong people will take up far more of your time and energy than needed. To get a good feel for your brokerage, I encourage prospective clients to meet in person whenever possible, while also taking time to do their research online. That’s right – visit with the brokerage, meet the team, understand the workflow and the types of people you’ll be dealing with, but don’t underestimate an online presence. In 2019, it’s also important to get to your brokerage in a digital fashion. Do they have a website, an Instagram page? Have they been featured in any magazines or newspapers for their work? Those types of media and social media tactics will say a lot about a brokerage and the people who work there. At Levaero Aviation, for instance, we believe in showcasing ourselves and our reputation across all forms of media. If you follow us on Instagram and YouTube, you’ll see just what it’s like to work with everyone here – from our CEO to our Maintenance staff – and the role each of us is passionate about playing. It’s just one of the ways we allow clients and potential clients to get to know us behind the scenes.

2.    Make sure they know the product.

When it comes to choosing a brokerage, it’s crucial to ensure you are dealing with people who understand your needs. You need to make sure these are people you trust to get the job done, and that understand your aircraft. Ask to see credentials from the brokerage and inquire if they’ve dealt with your aircraft model before. If they haven’t yet, that definitely doesn’t mean you need to cross them off your list, but be sure to sit down with the staff and get a feel for their level of understanding and professionalism.

3.    Which types of support and services do they offer?

Selecting a brokerage is about more than just selling or buying an aircraft. It’s about the little details that go into the sale. Brokers offer varied levels of support, and it’s important to know how they may benefit you. How do they plan on marketing your aircraft for sale? It’s not all that easy to sell a private aircraft and it’s definitely a differentiating factor between brokerages; do they hire professional photographers, optimize search engine (SEO) performance, have great relationships with the right outlets and effectively place your aircraft across a wide range of mediums? Inquire about their strategy and ask how long their aircraft are typically on the market for. These are incredibly critical points you’ll want to cover before making your decision.

4.    Know the brokerage’s reputation

Ask a colleague, friend, or head to the internet, but you’ll want to make sure you find a brokerage with a good reputation. That doesn’t necessarily mean they are flush with 5-star reviews online, but it doesn’t hurt to do your research first. Word of mouth is more powerful than one may think. Perhaps you can speak with a former client, or two, to get a sense of what it is like to do business with that bromerage, Are they a company that understands your needs, cares about its clients, and has a track record of pleasing buyers and sellers. In our case, Levaero is an accredited member of the International Aircraft Dealers Association (IADA), the reference of global aircraft dealers. IADA members comprise only 3% of all aircraft brokers, but are involved in more than 50% of all used business jet transactions. Yet another testament to the professional experience we afford our customers.

5.    Ask yourself: Does their specialty align with your needs (Small aircraft? Large aircraft?)

There are numerous brokerages out there, and not all are alike. Many specialize in various aircraft segments; wide-body aircraft, very light jets, turboprops, etc. Ensure that your needs are in alignment with the experience of the brokerage. The better they understand your product, the better they’ll be able to make a sale, or help you find the right aircraft. While this is not an exhaustive list, I hope these suggestions will help you on your journey to finding the right brokerage to work with. Any additional comments or questions are welcomed. I’m here to help!