Insider’s Guide to Selling Your Jet

The business jet market has normalized in the wake of post-Covid price hikes, presenting a range of opportunities – and challenges. How can sellers today gain top dollar for their jets and ensure they meet buyers’ needs? We asked industry experts to outline the key issues, including the details that can easily be overlooked While there has been a brief slowdown among US buyers due to uncertainty around the impact of trade tariffs, demand has remained steady overall, especially on the pre-owned side, according to Zipporah Marmor, Managing Partner – North America at Opus Aero. The potential return of 100% bonus depreciation could boost activity further, she says, outweighing any negative impacts from tariffs.

“There’s definitely a stronger interest in newer, in-production aircraft,” she adds. “That’s not unusual – it’s generally where demand is highest. “Older aircraft are still moving, but they tend to sit on the market longer and take more time to find the right buyer.” And industry experts expect to see further growth in the coming years. According to Jetcraft’s ‘Ever Forward’ report, the market is expected to see over 11,200 pre-owned transactions over the next five years, with a compound annual growth rate (CAGR) of 5.8%, representing $73.9bn in revenue. Delays in new aircraft deliveries have pushed buyers towards the pre-owned market, says Jetcraft’s CEO Chad Anderson. There have also been important changes to the pool of buyers, he says, with the share of business jet customers aged under 45 almost doubling over the past decade. “A shift in generational wealth and an increase in new ‘tech billionaires’ is contributing to this,” he explains. So what can sellers do to seize these opportunities?

Here are five key priorities to keep in mind.

1. Ensure the Price is Right

It might seem obvious, but any pre-owned jet for sale faces a highly competitive, global market. It’s important to get the basics right and ensure you’re meeting market demands, setting the price accordingly. Large Cabin Jets remain favorites on the market, according to Stephan J. Krainer, CEO of Primus Avia, with such models as the Gulfstream G650/G700, Bombardier Global series and Dassault Falcon 8X being particularly sought-after. There’s also steady demand for late-model Light and Mid-size Jets, especially if they’re enrolled in hourly maintenance programs. Age, hours and pedigree matter more than ever, Krainer adds.

Buyers focus on pedigree and provenance; aircraft with low utilization but top-tier maintenance; and modern connectivity. “Buyers are gravitating toward jets with lower total time, a single owner, and a complete, transparent maintenance history.” Age and total flight hours are viewed as key indicators of an aircraft’s performance and ongoing maintenance needs, notes Jörg Sabitzer, Commercial Director at AXIS Aviation. Newer models typically offer improved fuel efficiency, updated technology and easier compliance with aviation regulations, though they come at a higher upfront cost.

“The condition of the airframe – especially its total number of flight hours and cycles – will also significantly impact the aircraft’s value and expected upkeep,” he continues. Additionally, “buyers evaluate range and performance specifications to ensure the aircraft suits their travel requirements.” Moreover, the price will be dictated by the aircraft’s equipage. Advanced avionics and high-speed connectivity are now essential, Sabitzer adds, while additional features like entertainment systems and galley amenities can also enhance the aircraft’s appeal, particularly in premium markets.

And the brand of the jet plays a significant role in the price you’ll get, Sabitzer reckons. Well-established manufacturers often have broader service networks, easier access to spare parts, and more reliable customer support. “Popular models are typically easier to maintain and command stronger resale values due to consistent market demand,” he says. Pricing is always the key, says Max Hooper, Co-Founder of Corporate Jet Consulting (CJC). “You’re only as good as the other aircraft on the market and what has recently sold,” he explains. Thus, it is important to consider the wider market backdrop, and to time your sale for maximum effectiveness, though this can be tricky, Hooper adds.

For example, the threat of US tariffs are likely to have an impact on European aircraft that sellers want to position for the world’s largest market. But if this danger subsides, there could be a rapid turnaround in marketability: “Today, you might think your aircraft doesn’t have a place for a US buyer, but in a few months, if there’s a U-turn, then the landscape totally changes.”

2. Build a Profile of Your Perfect Buyer

Don’t just sit around and hope for the best, warns Kraine – define your ‘ideal’ buyer. By this, Krainer means, “Is your aircraft best suited to a corporate flight department, a family office, or a first-time private owner? Target your marketing and presentation accordingly.” As an example, a Gulfstream G650 with a bespoke interior and long-range connectivity could appeal to transatlantic business travelers, while a nearly-new Cessna Citation Latitude might be perfect for a charter operator. It’s also vital to think of the location of the pool of buyers, particularly as tariffs and import duties remain a political hot potato. If your jet was manufactured in the US, base it in North America for the sale, Krainer advises. Likewise, European jets should ideally stay within Europe. “Buyers are wary of regulatory surprises and will pay a premium for aircraft that don’t come with cross-border complications,” he adds. Additionally, buyers based in certain regions might be better prospects to obtain a good price, depending on your aircraft’s age, configuration and certification. “For example, older US-registered jets may fetch higher prices in Latin America or Africa, while EASA-compliant aircraft are in demand across Europe and the Middle East,” Krainer explains. Be sure to meet demands around regulatory compliance and international tax issues, he suggests. “Sellers often overlook the implications of VAT, import duties and local certification requirements. Early consultation with tax and legal advisors can avert last-minute complications.”

3. Check Maintenance is up to Date and Keep Good Record

Colby Creger is Aircraft Sales Manager at Elliott Jets. He says buyers are primarily looking for an aircraft and a transaction that can be completed quickly, meaning they will value a thoroughly documented maintenance history, no deferred maintenance items, service by reputable shops, and enrolment in engine and parts programs.

“Ideally, the aircraft will also have no damage history,” he adds. “The easier it is for a buyer to feel confident about an aircraft during the initial review of records – before the pre-purchase inspection – the more excited they’ll be about moving forward with the transaction.” Aircraft that have been regularly flown and meticulously maintained are far more attractive than those that have sat idle, regardless of age, says Krainer. “Buyers in 2025 expect full transparency, so ensure all logbooks, maintenance records, and compliance documents are complete, organized, and readily available.

“Missing paperwork is a red flag and can kill a deal or

force a price reduction.” Ensure that logs and records are properly indexed and boxed tidily, adds Tim Barber, who works in Aircraft Sales & Acquisitions at Duncan Aviation. This not only makes them easier to review for the purchaser’s team, “but it just looks like the owner has cared about the aircraft”. While it might be possible to replicate missing logs, “if not, someone is likely to reduce their offer for the aircraft.” If there has been damage of any kind, no matter how small, it is best for sellers not to try to hide it, Barber suggests. “This will be uncovered at some point, and the buyer may well – justifiably – take offence. Be upfront and share the reports on what happened and how it was resolved.” Meanwhile, Janine K. lannarelli, President of Par Avion Ltd, says it’s important that sellers avoid bringing aircraft to market if anything is outstanding or due.

There are always exceptions to that rule, she says, because people sometimes sell airplanes that are coming due for inspections, but it’s important to consider your strategy in these cases. For instance, consider wrapping the scheduled maintenance into the pre-buy inspection. Sometimes the buyer will incorporate the upcoming inspection into the due diligence process, absorbing the flat rate cost, in exchange for the seller assuming responsibility for any costs associated with rectifying faults that impact airworthiness. “Don’t accumulate a ‘to do’ list,” lannarelli summarizes. Nick Schneider, CEO of Global Wings, highlights that turnkey condition is a highly attractive element for buyers, who will want to have immediate access to their purchase.

“Once the decision is made to purchase the aircraft, buyers typically do not want to wait while major scheduled maintenance tasks are being completed,” he says. “Sellers who position their aircraft as ‘turnkey’ and have completed all scheduled maintenance due for the next 12 to 24 months will have a much easier time with the sale.”

4. Get the Presentation Right

First impressions are critical, Schneider points out. “Sellers need to make sure that their aircraft are in ‘showroom condition’ and are easily accessible and available for viewing by prospective buyers.” Even experienced sellers can underestimate the impact of presentation, Anderson adds, even though it is a vital component of a sale, alongside maintenance records and cabin conditions. “Buyers want to feel confident in the product you’re offering: a well-documented, well-presented aircraft builds trust.”

Unique or highly personalized layouts could end up limiting your buyer pool, warns Krainer, with contemporary, neutral interiors having the broadest appeal. It’s important to consider both the interior and exterior of the aircraft. Outdated or worn interiors don’t sell well. Even small upgrades – like new soft goods – can deliver outsized returns, he continues.

Likewise, the exterior appearance will impact the perceived value, so it’s well worth sellers considering the paint and brightwork. “A fresh paint job or polished brightwork can make an older jet look years younger,” Krainer highlights. “You’d be amazed how often we see aircraft that are a mess, both inside and out,” Barber shares. Nevertheless, costs can easily run away, so he suggests taking care that any investment is worth it. “Before you know it you’ve spent $1m to gain $500k in price benefit,” he warns. lannarelli agrees, saying she tends to consider a “refresh” investment only when it is absolutely necessary. In many cases, it can be hard to recapture the investment in a new paint job or other enhancements, and it may make better sense for the seller to “just rethink your pricing policy”.

lannarelli never embellishes or retouches photographs of the aircraft – something she says is an important part of ‘truth in selling’.

“If there’s a blemish, let’s show the blemish. Nobody needs to spend time and money coming to look at a plane, only to make a major discovery such as references in the records to a significant repair or a cosmetic condition that was not accurately represented.” And remember, buyers today are searching across multiple outlets in an omni-channel environment, Creger highlights, so it’s important to ensure the presentation is accurate across all of them – and that you respond quickly to any inquiries. “In a fast-paced economy and a world of instant gratification, immediate engagement with interested parties is critical.” By utilizing effective presentation – in combination with basic requirements like strong maintenance records – gaining above-market value is more than possible.

This means offering a clean, well-presented aircraft, which is illustrated in professional photographs. These are often-overlooked elements, but are hugely important, Creger stresses. “Ultimately, many of the oversights that occur during

5. Pick the Perfect Partners

Any business jet sale will likely rely on a wide range of intermediaries, such as brokers, and in order to get the best value for your jet it’s important you choose the right partners for your sale. Owners can of course sell their aircraft without a broker’s involvement but there are core benefits to hiring such experts.

Firstly, it’s important to identify a broker that you trust, says Marmor. The right broker shouldn’t just have the right credentials – they should be someone you can communicate well with, as you will work together closely throughout the sale. “Most importantly, list the aircraft exclusively,” she adds. “Multiple brokers often dilute the process and create confusion in the market. An exclusive mandate ensures a focused strategy and avoids unnecessary competition between brokers.” Barber is amazed when aircraft owners opt against appointing a professional broker, since leading brokers will commit to ensuring the aircraft is displayed on a range of online platforms to reach different markets and geographies. “Some sellers think that an advert online is sufficient, irrespective of whether that online portal actually gets much traffic,” he says. “Invariably such platforms are free to use because they are desperate to get some aircraft on their page.” It’s important to realise that not everyone involved in the sale of the aircraft will be as committed to the sale of the aircraft as the owner, Barber warns. “If a replacement aircraft has not been confirmed, there may be people worried about their futures.” lannarelli has seen this too, even during presentations

to prospective buyers, where it is clear that the management company is unhappy that an aircraft is being sold. “I’ve seen that come across in the interaction with the existing management and crew while the prospect is undertaking that crucial first investigative look at the aircraft,” she shares. “It just doesn’t look good on so many levels.

“In order to get the best value for your jet it’s important you choose the right partners for your sale.”

“How you manage the situation is up to the individual owner, but it’s something to bear in mind – after all, the first impression can never be repeated.” Sellers can also significantly improve their aircraft’s market appeal by partnering with a reliable, strategic operator, says Sabitzer. “Working with an operator that approaches aviation more like asset management, or even a family office, rather than purely an operational service can offer valuable long-term advantages,” he argues.

Such operators can provide guidance on the optimal ownership cycles, maintenance planning and positioning strategies that enhance the aircraft’s resale potential. “Such insight helps owners anticipate buyer expectations, make informed upgrade decisions, and time the sale to maximize the return, while ensuring the aircraft enters the market in its best possible condition, both mechanically and commercially,” he concludes.

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