Article
Aircraft Sellers Often Leave Six Figures on the Table. Here's Why.
When it’s time to sell your aircraft, you may be tempted to skip the broker and “go direct.” Why pay a commission when you can list it yourself, right?
But here’s the truth: many aircraft sellers who try to avoid paying a broker end up losing far more, without even realizing it.
In fact, the very effort to save a commission often results in handing over six figures of your aircraft’s value to someone who never worked for you in the first place.
This loss often happens through what’s known as a back-to-back transaction, and it’s more common than you think.
The Back-to-Back Trap: How Sellers Get Exploited
In a back-to-back deal, your aircraft is sold twice in rapid succession. A broker or dealer buys it from you at a lower price, then immediately resells it, usually to the real end buyer for a higher price.
You may never know that this second transaction occurred. You think your aircraft went directly to a buyer, and the end-buyer thinks they bought it from you.
Yet the middleman walked away with a hidden profit, often $200,000 to $500,000. And it wasn’t you!
This isn’t theoretical. It happens all the time when:
- A seller lists their aircraft without representation.
- The seller doesn’t have access to real market comps or global buyers.
- The transaction lacks formal agreements outlining who represents whom and how they’re compensated.
In reality, many so-called “buyers” are simply intermediaries looking to flip your jet before you even know what it’s really worth.
You Skipped the Commission, But Paid Even More
Imagine this: You sell your aircraft for $6.5 million on your own. You’re proud you avoided a broker fee. But the “buyer” flips the plane the same day for $6.9 million.
That’s a $400,000 profit they earned, all without marketing, inspections, negotiations, or representing your interests.
You saved $150,000 in commission but lost $400,000 in hidden profit.
Now consider the alternative: You work with a professional broker who understands the market, positions your aircraft strategically, and brings in qualified buyers. You sell it for $6.9 million. Even after a fair commission, you walk away with more money and peace of mind.
Why Unrepresented Sellers Get Taken Advantage Of
When owners attempt to sell without experienced representation, they often face costly pitfalls. Here’s why unrepresented sellers are especially vulnerable:
- Limited Market Access: You’re fielding offers from opportunists, not qualified end users.
- No Pricing Validation: Without access to verified comps and off-market interest, you may underprice without knowing it.
- No Advocate at the Table: Intermediaries exploit sellers who lack experience or professional representation.
- No Legal Protections: You’re exposed to vague deal terms, shifting timelines, and last-minute re-trades.
What a Professional Broker Actually Delivers
Selling an aircraft is complex and costly when done wrong. A qualified broker doesn’t just “list” your aircraft.
Here’s they’ll bring to the table to protect your interests:
- Represent you exclusively, not both sides.
- Market globally to serious buyers who will pay what your aircraft is worth.
- Negotiate strategically, not just close quickly.
- Protect your legal and financial position from start to finish.
- Disclose their compensation transparently with no hidden games and no secret margins.
They don’t flip your plane. They fight for your value.
Bottom Line
Trying to save on commission might feel like a smart move. But without a trusted broker, you risk losing control of your sale and leaving hundreds of thousands on the table.
Back-to-back deals aren’t inherently bad. But when they’re executed behind your back, and profit is made in secret, you lose.
Professional brokers know how to sniff out these tactics and stop them before they cost you. They know what your aircraft is worth, who’s really buying, and how to make sure you get paid accordingly.
Don’t be the seller who gets out-negotiated without knowing it. Be the seller who gets represented.
ABOUT THE AUTHOR
Denise Wilson, CAM, is the founder and President of The Jet Agent. Wilson has more than 25 years of experience in all facets of the aviation industry. This includes 20+ years of flying Citations and other jets in both business aviation and commercial operations, and 18 years assisting clients in the acquisition and sales of jet aircraft.
She previously served as founder & CEO of Desert Jet, collectively consisting of an aircraft acquisitions and sales division, a jet charter and management company, a jet maintenance business, and a popular FBO featuring a newly built private terminal, Desert Jet Center. Under her leadership, the company grew exponentially, ranking on the Inc. 500 list of the nation’s fastest growing, privately-owned companies five consecutive years.
As a jet aircraft broker and acquisition consultant, Wilson provides concierge-level acquisition representation, aircraft sales, and coaching to clients. She authored the Amazon #1 Bestseller “The Insider’s Guide to Buying and Selling Jets.”
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.
