Steve VarsanoFounder at The Jet Business

Steve Varsano on how he handles "I don't have a budget "🧐🛩️

Name: Steve Varsano on how he handles "I don't have a budget "🧐🛩️
Uploaded: 2026-02-18T23:37:36+00:00
Duration: 43 s
Channel: Steve Varsano
Description: Steve Varsano says every aircraft buyer has a maximum spend, even if they claim otherwise. Ask directly for that number, then move through the Letter of…

18 Feb 2026 · 1 min

Watch on YouTube

0:43

Steve Varsano says every aircraft buyer has a maximum spend, even if they claim otherwise. Ask directly for that number, then move through the Letter of Intent, purchase agreement, pre-purchase inspection, and export paperwork. Treat it like a diagnosis: identify the real problem before offering a solution.

Chapters

The first question when you ask them, "What's your budget?" 50% of the time they say, "I don't have a budget." And then you say, "You're full of shit. Of course you have a budget. You want to spend $100 million?" "No, not $100 million." "Okay, so you have a budget. So is it $50 million? Is it $10 million? What's your budget?" Listen, believe I'm your doctor. If you don't tell me your problem, I can't fix it. So you have to be honest. How much is the maximum you really want to spend? You could say, "Okay, I prefer to spend $10 million. I'll go to $15 million." Okay, now we understand what the budget is. And to find the airplane is the first, first First step, okay, now we have to negotiate the letter of intent. We have to negotiate the purchase agreement. We have to go and find the place that's going to do the pre-purchase inspection. We need to make sure we get somebody to supervise that. We have to make sure that, you know, there's an export certificate and deregistration. It's a big process.