Article
The Top 3 Mistakes Killing Jet Sales and How to Fix Them Fast
The pre-owned business jet market is constantly changing, and lately we’ve seen planes lingering on the market for longer periods.
Naturally, many owners are wondering why their plane isn’t selling.
Let’s take a look at three common reasons that planes don’t sell, and what you can do to avoid the headache of a lingering listing.
1. Your Plane is Overpriced Relative to Market Value
We’ve seen a shift in the market favoring buyers lately and asking prices have been softening. The aircraft valuation you received a few months ago, even a few weeks ago, may now be out of date.
In fact, VREF published their Q2 values on June 1st, and we’ve seen many models experience a decrease in value. For example, Citation CJ3+ values dropped between $73,000 and $306,000 while Citation XLS and XLS+ values stayed the same from Q1 to Q2.
It is a great time for buyers to get into a new aircraft.
Why? There’s plenty of inventory available and asking prices are coming down.
If your plane has been lingering on the market, ask yourself the hard question: are my pricing expectations realistic?
2. Unattractive Maintenance or Ownership History
Buyers and their representatives closely review logs, maintenance history, damage events and program enrollment (like engines/APUs).
Any red flags – like lapses in maintenance, subpar maintenance facilities working on the plane, corrosion, or damage history – can stall or kill a deal.
If you’re getting ready to list your plane for sale, get your logbooks in order.
Neat and tidy logbooks are a great sign for buyers, and they’ll feel more at ease going into the transaction knowing that the maintenance was done correctly and recorded accurately.
3. Poor Presentation or Market Exposure
Aircraft that aren’t properly detailed, photographed, or marketed globally may fail to attract attention.
Similarly, aircraft not listed on popular platforms or only offered “off-market” may have limited visibility.
When interviewing potential brokers to list your plane for sale, ask them about their marketing strategy that’s unique to your airplane.
Not every plane is the same, and not every plane can be marketed the same way.
If the broker you’re interviewing asks you “how would you like us to market it?” RUN!
Professional brokers have a game plan and will keep you apprised throughout the sales and marketing process.
Buyers have more options than ever. If a listing doesn’t stand out or get seen by the right audience, it can be overlooked. Even if it’s a good deal.
Bottom Line
Who you work with matters. At The Jet Agent, we help sellers through expert representation with a concierge-level of service.
To discuss your airplane, feel free to get in touch!
ABOUT THE AUTHOR
Anders Garbe is the Operations Director at The Jet Agent, where he keeps every aircraft transaction running smoothly with expert oversight, precise market data, and seamless processes. A key player on the team, Anders ensures that every deal is backed by the latest market intelligence, helping clients make informed decisions in the fast-moving world of preowned jet sales.
Since joining The Jet Agent as its first employee, Anders has been instrumental in shaping the company’s research and transaction processes. From tracking aircraft values to verifying maintenance programs, he leaves no detail unchecked. His deep understanding of more than 10 Citation models and his ability to spot industry trends make him an invaluable resource for buyers, sellers, and the entire brokerage team.
While he’s a private pilot, his career has spanned industries, including automotive and financial services, before finding his niche in aviation.
Beyond his work at The Jet Agent, Anders is an active leader in the business aviation community. He serves on the leadership board of the Aircraft Researchers Group, organizing monthly industry discussions and the group’s signature NBAA networking event. He’s also a member of the National Business Aviation Association, Citation Jet Pilots Association, National Aircraft Finance Association and Arizona Business Aviation Association.
ABOUT THE JET AGENT
The Jet Agent helps clients navigate the complex world of jet acquisitions and sales with confidence. The Jet Agent is in the top 5% of aircraft brokers worldwide by transaction volume and ranks as the #1 seller of Citation M2s and CJ3s. Headquartered in Scottsdale, Arizona, with offices in Denver, Dallas and Sacramento, The Jet Agent is dedicated to elevating the aircraft brokerage experience with expert guidance and concierge-level service.
