How to Break Into Aircraft Brokerage in 2025
By Jason Kent, ABA Member.
So, you want to sell jets for a living. Good. The industry needs hungry, sharp new brokers who aren’t stuck in the 90s, using a flip phone and a handshake as their CRM.
But before you jump in, here’s the reality: aircraft brokerage isn’t easy. It’s worth it, but only if you’re prepared to outwork, outlearn, and outlisten the folks who think “listing on Controller” is a marketing strategy.
If you want to actually make it, here’s how to break into aircraft brokerage in 2025.
1. Learn the Industry, Not Just the Specs
t’s not enough to memorize the range and fuel burn of a CJ3+ vs. a Phenom 300. You need to understand:
- Market trends: What’s selling, what’s sitting, and why.
- Deal structures: Cash, financing, lease-purchase, trade-ins.
- Regulatory basics: FAA registration, export, tax considerations.
Spend time studying pre-owned market reports, watch how aircraft listings change over weeks, and sit in on prebuy inspections if you can. You’ll spot what’s a deal-killer before your clients do.
2. Find a Mentor or a Team (Seriously)
Can you go solo right away? Technically, sure. Should you? No.
The fastest way to get your first listings, learn deal flow, and avoid burning leads is by aligning with:
- An experienced broker
- An established brokerage
- An association like ABA with training + mentorship
You’ll learn how to: - Handle inquiries without sounding clueless.
- Avoid compliance landmines.
- Actually close deals, not just “talk about them.”
3. Build a Buyer List Before You Need It
Brokers who survive in this business have a buyer list they’re constantly nurturing. You get that list by:
- Posting relevant insights on LinkedIn to attract bizjet owners.
- Attending NBAA events and shaking hands.
- Cold calling and following up consistently.
Don’t wait until you have a listing to start talking to buyers. Start now.
4. Invest in Professional Tools
If you’re trying to find comps on Google and track leads in a yellow legal pad, you’re setting yourself up for frustration.
Get:
- A CRM to manage leads and follow-ups.
- Access to JetNet or AMSTAT for real market intel.
- A solid email marketing platform to stay in touch with prospects.
These aren’t expenses. They’re your pipeline.
5. Be Ready to Work Deals, Not Hours
This business isn’t 9-5. Deals can drag for months, then close in a weekend if the right buyer comes in hot. You need to:
Be responsive.
- Follow up when others ghost.
- Manage your client’s expectations with clarity.
This is where many new brokers fail. They think “networking” and “posting on LinkedIn” is enough. You have to work the deal until it’s done.
Why Now Is the Best Time
Despite market shifts, demand for pre-owned aircraft remains strong. Corporate flight departments are growing, entrepreneurs want time freedom, and the aging fleet needs turnover. There’s a real need for brokers who:
- Know what they’re talking about.
- Can market and negotiate effectively.
- Serve clients instead of chasing commissions.
If that’s you, this business can change your life.
Ready to Start?
At ABA, we’re committed to training the next generation of aircraft brokers. If you’re serious about entering the industry the right way, check out our mentorship program, resources, and broker community.
About the Author
Jason Kent is an ABA Member and aircraft broker who helps new brokers navigate their first listings and transactions confidently. Contact Jason through the ABA Member Directory if you’re looking to collaborate or need guidance closing your first deal.
