Article
“I Have a Buyer”: An Inside Look at the Off-Market Game
If you own a jet, chances are the phone has rung more than once with a familiar line: “I have a buyer for your aircraft.”
These calls come regularly. Sometimes they sound credible, other times more like sales pressure wrapped in vague urgency.
They might come from someone who claims to be representing a serious buyer. They might even mention your aircraft by model or registration number.
But more often than not, something about the approach feels off.
It’s not your imagination. Some of these calls don’t involve a real buyer at all.
So how can you tell when an inquiry is legitimate?
And if you’re considering selling, how do you protect yourself while still remaining open to a good deal if the timing and the terms are right?
Let’s pull back the curtain on how off-market transactions actually work and how you can stay in control while protecting the value of your jet.
What is an “Off-Market” Aircraft?
There’s nothing inherently wrong with selling off-market. In fact, some of the best transactions never reach public listings. Many owners prefer a quiet, discreet sales process, especially when they’re only open to selling under certain terms.
So just what does “off-market” mean?
Many times, the term is used interchangeably with “pre-market” or “unadvertised.” While many aircraft are marketed through public listings, others are quietly offered in more strategic or discreet ways.
True off-market aircraft typically fall into one of these categories:
The Undecided Owner
A jet owner is open to selling but hasn’t hired a broker just yet. Brokers are being interviewed, signaling intent. A credible offer can make the deal happen.
Pre-Market Inventory
The seller signed a listing agreement, but the aircraft isn’t live yet on Controller or JETNET (the aviation equivalent of MLS listings in real estate). The broker is finalizing maintenance and preparing listing photos. With the right connections, sellers can move early.
The “If You Hit My Number” Seller
Some owners won’t list at all. But for the right buyer and the right price, they’re ready to sell. These deals are all about timing, discretion and negotiating skills.
In each case, the aircraft is genuinely available, but only to the right buyer, at the right moment, through the right relationships.
If You’re Selling, You Need Representation
Every seller deserves representation, especially during off-market conversations where deals unfold without the safeguards of a formal listing.
Without expert guidance, you risk entering a transaction that could leave you exposed to:
- Accepting less favorable terms than the market would bear
- Missing key contract protections during negotiation
- Navigating due diligence, inspections and closing details on your own
- Becoming part of a concealed back-to-back transaction where someone else profits at your expense
- Facing buyers who are advised by professionals while you are not
In a recent thread on the Citation Jet Pilots Association forum, some members pointed out that middlemen, not professional brokers, are often the source of this confusion. These individuals don’t work under an exclusive agreement with either the buyer or seller.
Instead, they try to insert themselves between the two parties in order to mark up the price, pocket the spread and avoid commission splits or disclosure.
This creates a dangerous scenario where neither party is represented.
In contrast, professional brokers and acquisition consultants are transparent about who they represent, what their fee structure is and how they add value.
The difference matters, not just in ethics, but in outcomes.
Without representation, you risk being the target of a back-to-back transaction. In this situation, a middleman earns a hidden commission and leaves your interests unprotected.
Even if you’re open to a quiet, unadvertised sale, the smartest move you can make is to work with a professional who represents your interests. Someone who will evaluate offers objectively, manage the process discreetly and ensure your aircraft’s value and reputation are protected throughout.
When to Take the Call and When to Walk Away
If you’re open to selling but aren’t ready to list your jet publicly, entertaining off-market interest can be worth your time.
However, you should only engage if a few key conditions are met:
- The broker has a signed acquisition agreement with a real, qualified buyer
- You’re offered discretion, including the use of an NDA, if requested
- You’re in full control of how and when your aircraft is discussed
- You’re willing to sign a listing agreement with a professional broker who will represent your interests
Without someone in your corner, it is all too easy to be led into a deal where you are the only party not being represented.
How The Jet Agent Approaches Off-Market Outreach
What sets our approach apart is what happens before we ever pick up the phone.
When I reach out to an aircraft owner, it’s not because I’m dialing down a list. It’s because I’ve been retained by a qualified buyer with a clear mission, and your aircraft model fits that profile. This includes its pedigree, equipment and operational history.
Take the Citation CJ3+ market. Earlier this month, I uncovered six off-market CJ3+ aircraft that weren’t listed anywhere online. In a market with just 12 publicly advertised, these extra options changed everything. One of the options matched our client’s requirements perfectly, and we moved quickly.
That deal didn’t happen because of games. It happened because of deep market knowledge, trust and a reputation that opens doors.
This same pattern plays out across other aircraft categories. For example, while 22 Citation M2s are currently listed for sale, we’re tracking an additional 18 that aren’t publicly advertised. These include aircraft owned by:
- Sellers awaiting delivery of their next jet
- Owners already in conversation with brokers, but not yet on the market
- Those willing to sell only if their number is met
That unadvertised segment accounts for a serious blind spot.
Of the 30 M2 transactions completed year-to-date, six were off-market. That’s 20% of real market activity.
And with listing costs on sites like Controller now exceeding $600 per month per aircraft, resulting in not much more than wasted hours talking to tire kickers, it’s no surprise that some brokers are opting for quieter, more targeted outreach strategies.
FINAL THOUGHTS
You’re right to be skeptical. The off-market space is crowded with people making promises they can’t keep. But not every inquiry is a waste of time. Some represent genuine buyers with real urgency, discretion and respect for your aircraft.
If you’re exploring a future sale, or want to know your jet’s current value, we’re here for a confidential conversation, always with your best interest in mind.
We can help you evaluate market timing, assess real buyer interest and represent you in a private, well-managed sale that protects your time and your aircraft’s value.
When you’re ready for a discreet, data-driven conversation, reach out to us here.
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.
