How to Find Your First Aircraft Listing Without a Big Network
By Jason Kent, ABA Member.
Breaking into aircraft brokerage feels like trying to get into an exclusive club where everyone’s already friends—and you’re outside with your face pressed against the glass. Here’s the reality: You don’t need a massive Rolodex to get your first listing. But you do need hustle, a clear strategy, and the guts to pick up the phone when most people are scared to.
Here’s how to land your first aircraft listing even if nobody knows your name yet:
1. Go After the Orphans
Most new brokers waste time chasing “prime” listings already tied up with established brokers. Instead, go after the orphan aircraft—jets and turboprops sitting on the ramp with expired listings, deferred maintenance, or aging owners who’ve let them sit.
Here’s how:
- Check FAA registry for aircraft in your target area/model.
- Cross-check current listings on Controller, ASO, and social feeds—see what isn’t actively marketed.
- Drive by your local FBO or hangars, and note aircraft collecting dust.
- Call owners and ask, “Have you considered selling this year? Market is still moving for your model.”
- You’d be shocked how many owners have been thinking about selling but never took the next step.
Corporate aviation insiders are already gearing up for a late-year buying rush. With tax certainty through 2029—or potentially permanently—buyers and brokers are mobilizing to close deals before year-end to qualify for the full write-off (corporatejetinvestor.com).
2. Offer Value Before Asking for the Listing
Don’t just call and say, “Hey, can I list your jet?” That’s weak.
Instead, offer:
- A free valuation with data-backed comps.
- A pre-sale readiness checklist to increase their value.
- A simple “state of the market” chat to help them understand timing.
When you lead with help, you build trust. Trust opens the door to your first signed listing.
3. Leverage Escrow and Prebuys
Many listings come from transactions gone sideways. Brokers drop the ball, buyers back out, sellers get frustrated. Build relationships with escrow agents, prebuy shops, and maintenance directors who see these deals falling apart in real-time. Let them know you can step in to help owners get organized to relist and move on.
4. Use Social Media Like a Real Person
Posting a stock photo of a jet on LinkedIn with “FOR SALE DM ME” isn’t it. Instead:
- Share a quick market insight (“2025 CJ3 market is strong—deals are closing fast if you’re prepared”).
- Post a video explaining what buyers look for during prebuy.
- Show a behind-the-scenes moment (“Checking logs on a King Air today—one missing oil analysis could kill a deal.”)
- It shows you’re active in the space, even if you’re still new. People start associating you with aviation deals.
5. Partner Up
You don’t need to do your first deal alone. Many experienced brokers are open to co-broker or mentor deals if you bring a motivated seller or buyer to the table. Approach them with:
- Aircraft details.
- Owner’s situation.
- What the owner’s goals are.
You’ll learn the ropes and get paid while building your credibility.
Bottom Line
You don’t need a giant network to get your first listing. You need:
- A strategy.
- The courage to call owners.
- The discipline to follow up.
Once you close your first deal, your network will start building itself.
Sources
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.
