Article
Selling a Jet Yourself? Think Again.
For one Citation owner we recently met, selling a jet seemed simple—until it wasn’t. He thought he could save money and handle it alone.
Six months later, not a single serious inquiry.
Frustrated and exhausted, he called us at The Jet Agent. “I’m losing money, time and trust with potential buyers,” he told us. “I need help.”
He’s not alone. Many well-intentioned aircraft owners underestimate what it really takes to sell a jet in today’s market.
That’s why, before starting the sales process, it’s worth asking yourself:
- Am I equipped to market and sell a jet professionally?
- Do I understand the current market dynamics—and how they affect my aircraft’s value?
- Can I attract serious, qualified buyers without industry connections?
- What would it cost me—in time and money—if I get this wrong?
Unfortunately, getting the answers wrong could cost you hundreds of thousands of dollars. Let’s break down why.
SHOULD I SELL a Jet MYSELF?
It’s tempting. You want to keep more of the sales proceeds and avoid paying a broker’s commission. We get it.
But what many owners don’t realize is the sheer amount of work that goes into listing and selling an aircraft professionally.
Creating a polished spec sheet, arranging professional photography, marketing across multiple platforms, handling inquiries, screening buyers, verifying logbooks and understanding current market value—these aren’t side tasks. They’re a full-time job. One that affects the final price you get and how long your aircraft sits on the market.
Think back to your last aircraft purchase. You likely received detailed specs, well-shot photos and had a broker guiding you. That didn’t happen by accident—it was intentional marketing designed to sell an aircraft for top dollar.
Here’s a secret from inside the industry: “For sale by owner” listings are the hardest to work with.
Why? They usually have limited information, blurry cell phone photos, no spec sheet and often only appear on one listing site. If you were a buyer, would you trust or pursue that listing?
Should I Hire a Broker?
A professional broker does far more than just post your airplane online. They:
- Research your aircraft’s pedigree and maintenance history
- Build a compelling marketing package
- Set a data-driven price
- Negotiate on your behalf
- Manage every detail of the transaction
- Protect your time and privacy
An experienced broker also will screen buyers, filter out tire-kickers and keep the sale moving.
More importantly, they know how to position your aircraft so it doesn’t linger on the market and lose value with every passing week.
What’s My Plane Actually Worth?
This is where most owners get into trouble.
Book values like VREF or Aircraft Bluebook offer rough estimates—but they miss the mark on real-world pricing. They also overlook crucial factors like avionics, engine programs and maintenance history.
Those details matter when selling a jet. Buyers want proof—recent sales data, days on market, and insight into shifting market conditions.
That’s why a quality broker doesn’t guess.
Instead, they analyze actual sales, compare active and off-market listings and bring insights from dozens of similar transactions.
Top brokers also work with research teams who track pricing trends daily—not quarterly.
One red flag to watch for: if a broker asks, “What do you want to get for it?” Walk away. That’s not a valuation. That’s guesswork.
Has the Market Changed Since I Bought My Plane?
Absolutely—and fast.
COVID radically reshaped the business jet market. Values surged in 2021–2022 as supply tightened and demand spiked.
But the pendulum has since swung back.
If you bought at the peak or haven’t tracked the market, your expectations might be out of sync with today’s reality.
The Bottom Line When Selling a Jet: Don’t Risk It Alone
Selling a jet is not a side hustle—it’s a high-stakes transaction.
You need someone who knows the aircraft, knows the market and knows how to protect your investment.
An experienced, reputable broker will save you time, maximize your sales price and help you avoid costly mistakes.
Remember the Citation owner at the start of this story? He tried to go it alone—and lost a half-million dollars in the process.
When the stakes are this high, don’t make the same mistake. Sell smart and work with a pro.
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
