Steve VarsanoFounder at The Jet Business

How to sell private jets!

Name: How to sell private jets!
Uploaded: 2023-08-15T18:26:27+00:00
Duration: 52 s
Channel: Steve Varsano
Description: In this segment, Steve Varsano outlines the operational model of his private‑jet brokerage. He explains that while the firm occasionally purchases…

15 Aug 2023 · 1 min

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In this segment, Steve Varsano outlines the operational model of his private‑jet brokerage. He explains that while the firm occasionally purchases aircraft, refurbishes them, and resells them, the core business is acting as an exclusive agent for either buyers or sellers. Historically the firm only represented sellers, similar to a real‑estate broker securing a sales mandate, but after introducing a "showroom" concept about eleven years ago the split has shifted to roughly 50% buyer representation and 50% seller representation. Varsano stresses that the firm’s priority is to educate clients with market intelligence so they can make informed decisions about aircraft models, rather than simply following his recommendation. He highlights a dedicated research team that monitors market trends and provides comprehensive data to support client choices.

Chapters

Occasionally we'll buy an airplane and then fix it up and then resell it on. But the majority of time we're acting as an exclusive agent to represent either a buyer or a seller. For most of my career, we would always represent the seller and try to get a mandate, just like you're a real estate broker. You get a mandate to sell a piece of property, and then you find the buyer, or other brokers who are representing buyers will come to you because you have that product to sell. But since I created the jet business and this showroom concept, which is about 11 years ago, we're now about 50% representing buyers and 50% representing sellers because of what what we do here, I don't really care what you buy. I wanted to educate you so much you have the information and the intelligence now to decide why you want this model of an aircraft, rather than say, oh, Steve told me I should buy this plane. That's not a good reason. And what we do is we have an incredible group of people here who are doing research, so we know everything that's going on in the market.