The Setup

You’re contacted via WhatsApp by a broker based in Puerto Rico. He says his client in the Bahamas is actively looking for a King Air B100, with a maximum budget of $925,000. You take it seriously, but don’t jump into action blindly. You know better.

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Step 1: Paperwork First. Always.

Before you lift a finger or mention any inventory, you insist on:

• KYB form from the broker (Know Your Broker)
• NDA to protect any information disclosed
• Mandate authorizing the broker to act on behalf of the buyer
• Later, from the buyer: KYC, proof of funds (POF), and buyer declaration

This is your initial firewall. The Puerto Rico broker complies, and you’re off to the races.

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Step 2: You Get Direct Access to the Buyer

After a few emails back and forth, the broker formally introduces you to the Bahamas-based buyer. He’s a high-net-worth business owner with multiple aviation assets, and after you get POF and verify legitimacy, the broker agrees to step aside from day-to-day negotiations, trusting you’ll protect his commission. (You always should.)

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Step 3: You Source the Aircraft

You dig into your trusted network and find a King Air B100 in the U.S. listed for $900,000. You negotiate and manage to get the owner to accept $850,000, since the aircraft has been sitting on the market for 4 months and he’s motivated to move it.

You don’t reveal the full situation to either party—just your offered price. That’s your margin: $75,000.

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Step 4: Commission Breakdown

You call up the Puerto Rico broker and say, “Good news, I got your guy a deal at $925,000. I’m offering you $25,000 as your commission for the lead and making the introduction.”

They agree. Everybody’s happy.

• Aircraft Owner Receives: $850,000
• Puerto Rico Broker Receives: $25,000
• You Keep: $50,000

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Step 5: Escrow Arrangement

You don’t play games with high-value deals. You work with a reputable escrow company to coordinate the process:

1. Buyer deposits $925,000 into escrow.
2. Aircraft undergoes pre-buy inspection (which the buyer pays for directly).
3. Once inspection is passed, and Bill of Sale is furnished, escrow disburses:
   1. $850,000 to the aircraft owner
   2. $75,000 to your company
   3. You then wire $25,000 to the Puerto Rico broker, and keep your $50,000 margin.

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Final Steps

• You also quote and coordinate the ferry flight and registration transfer for an extra fee.
• Aircraft is delivered. Deal closed. Clean, compliant, and professionally done.

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Lesson Takeaways

• Never skip paperwork or cut corners because someone seems “cool on WhatsApp.”
• Always protect your upside and your broker partner’s commission.
• Escrow is your best friend when it comes to international transactions.
• Pre-buy inspections protect both parties—don’t skip it, even if they want to