Steve VarsanoFounder at The Jet Business

Steve Varsano shares insights into the world of corporate jet sales!

Name: Steve Varsano shares insights into the world of corporate jet sales!
Uploaded: 2026-02-09T22:56:04+00:00
Duration: 16 s
Channel: Steve Varsano
Description: In this brief dialogue, Speaker A likens the process of sourcing corporate jet buyers to a university model, where instead of paying tuition upfront…

9 Feb 2026 · 0 min

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In this brief dialogue, Speaker A likens the process of sourcing corporate jet buyers to a university model, where instead of paying tuition upfront, commissions are earned by finding interested buyers, securing proof of funds, and obtaining letters of intent before handing the deal to the seller. Speaker B challenges this approach, arguing that genuine jet buyers rarely provide proof of funds or letters of intent, especially when the seller does not yet have an aircraft to show. The exchange highlights the tension between a proactive, commission‑driven sourcing strategy and the practical realities of buyer credibility and inventory constraints in the corporate jet market.

When we look at you, we kind of see a university, right? Yeah. But instead of paying upfront and for a degree, we're paying in commission, basically. If we can go out there and network and find some people that are interested in purchasing a jet and doing the whole pre-step for you, see if we can get proof of funds, a letter of intent, then hand them over to you.
You're not going to get proof of funds or letter of intent. You won't. Because you don't have an airplane for sale. You can't show you control an airplane. Nobody who's really going to be buying a jet, they will never give you a letter of intent or proof of funds. And by the way, all this stuff about proof of funds, I don't know where these terms come from, people.
It's not a real term.
It's a real term, but there's only one way it can be a piece of paper telling you you have proof of funds. You send the money. That's proof of funds. You put the pieces of the puzzle together, and you decide if you've got somebody who's credible or not.