41 Tips for Buyer's and Seller's

Introduction

This guide is a fast-paced crash course designed to help you secure an aircraft deal and stand out in a competitive market. It offers practical insights from brokers and sellers who have collectively sold hundreds of aircraft. Keep in mind that this is general advice and may not cover every scenario you'll encounter. It's important to note that this is not legal advice—just opinions based on real-world experience. Some of these opinions might not be popular, but they do reflect the realities of the market. This is how the game is played.

1.  Be Ready to Act: 

When a deal comes along, be prepared to move quickly. Have your finances in order, including a pre-approved loan if necessary. No one wants to be waiting on your financing to be approved. They will likely just move on to the next offer. Try and pay cash if you can. Most people don’t want to deal with loans in the first place. But if you must finance makes sure you are ready when you put an offer in.

2.  Don’t Rush: 

Take your time while you are shopping for aircraft and don’t rush into making a bad decision. There will be other aircraft that come along. I guarantee it.

3.  Stay Open-Minded: 

Be flexible with different aircraft models that meet your mission. Don’t be married to one model just because you absolutely love it. There can be great deals that fit your mission that are not necessarily the model you wanted. Stay open minded.

4.  Search Everywhere: 

Check all aircraft classified websites regularly. If that becomes too time consuming, you can think about using a service like FindAircraft.com. Findaircraft.com is the aircraft dealer network. Paying a small fee to them to set up alerts for the aircraft you are looking for is well worth the cost. It will show you every aircraft on the market across all classified sites in one spot.

5.  Network with Other Aviators: 

Talk to fellow pilots—they might know of an aircraft coming onto the market soon.

6.  Join Aircraft Type Clubs: 

Many clubs have classified sections. Clubs such as Cessna 150-152 Club, Beech Flyer Talk, Cessna120/140 Association etc.

7.  Explore Local Airports: 

Visit local airports, check bulletin boards, and even post your own wanted ads. Some of the older generation still loves to do it this way and refuses to use the internet.

8.  Send Postcards to Owners: 

A small investment (usually between $400-$700 depending on size of the mailing) in direct mail can yield big results. Target owners of the aircraft model you want and let them know you're ready to buy. Many times, owners have been thinking of putting their aircraft on the market for some time and this is just the push they need to finally go through with it. This is not guaranteed but can be well worth the cost if your able to find a cheap deal. I outline how to do this in another article.

9.  Hire a Specialist Broker: 

If you're looking for a specific model, a broker who specializes in that type can be invaluable.

10. Avoid Lowballing: 

Don’t ask the seller what the lowest price is they are willing to accept. I usually respond to this question with “what’s the most you are willing to pay for my aircraft?”  Think about it, you sound silly asking it. It can make you seem unserious and will turn the seller off. If you're going to ask this question at least throw out a number. The seller "should" never show there cards first so don't expect it.

11. Reach Out to Us: 

We’re experienced professionals and would be happy to chat. We genuinely enjoy talking about airplanes.

12. Be Pleasant to Deal With: 

Sellers might choose a buyer who’s easier to work with, even over a much higher offer. If you are arrogant, financing the aircraft, wanting to do the pre buy at another airfield, and difficult about every little thing in the first few phone calls I can guarantee you will be passed over. Yes, I have seen this often. Be courteous and easy to deal with.

13. Consider Aircraft with Damage History: 

With the aging general aviation fleet available today it is hard to find an aircraft that does not have damage history. Properly repaired damage isn’t necessarily a deal-breaker. You might even get a discount. Do not expect a discount for damage more than 10 years old. 

14. Don’t Dismiss High-Time Engines: 

Well-maintained engines with high hours can still be a good deal. Focus on condition over time since overhaul (TBO). TBO is largely useless these days. I’ve sold a Cessna 182RG with 3600 hours on it and it was in better condition than a motor with 200 hours. Do yourself a favor and look up A&P Mike Busch. You will learn a lot. If you’re willing to take a high time engine in good condition you can get the “beyond TBO discount”. Don’t dismiss high time engines.

15. Get approval from your significant other: 

Make sure your significant other is on board with the purchase before you waste the seller’s time. I’ve seen this happen more than once.

16. Act Fast: 

Great deals don’t last. Reach out immediately to avoid missing out. Lots of people go with the path of least resistance. The First offer that is good and the buyer is easy to deal with will win every time rather than dealing with a higher offer and someone who is difficult. 

17. Pay Cash if Possible: 

Cash offers are often more attractive to sellers and can simplify the process. If you must finance be sure you are pre-approved and communicate that to the seller. Be sure your financing is ok with damage history and or missing logbooks if applicable to the aircraft you’re making an offer on. Not all finance companies have the same policy on damage history and missing logs.

18. Educate Yourself: 

Study buying guides, ask questions, and take your time to learn the process.

19. Be Ready to Walk Away: 

If a deal doesn’t feel right, trust your instincts and move on.

20. Beware of Scams: 

If something seems too good to be true, it probably is. Always use escrow services and never send deposits to unknown parties or even owners themselves. Escrow will act as a neutral 3rd party and keep your deposit safe.

21. Manage Expectations: 

Aircraft can look better in photos than in person. Don’t let minor imperfections derail a good deal. Photos never show all the imperfections of the paint. At the end of the day it’s just paint.

22. Be Respectful: 

Aircraft owners are often emotionally attached to their planes. Completely “nit picking” the airplane apart of every little imperfection will just turn the seller off.  Be honest but tactful in your negotiations and show some respect for there “baby”.

23. Be Reasonable: 

Negotiating is a two-way street. If a buyer or seller are difficult, it might be time to walk away. Both sides should give and take and be realistic.  Both sides should feel as if they are getting something out of negotiations. Don’t just ask for 1000 dollars off for repairs. Maybe meet the owner in the middle. You are paying 100k for an aircraft, don’t let a $1000 derail the whole deal. 

24. Conduct the Pre-Buy at the Home Airport: 

It’s easier for everyone involved. If you need a specific mechanic, bring them to the aircraft. No one wants to deal with insurance and logistics of flying the aircraft to another airport so you’re “A&P buddy” can do the pre-buy. There’s is plenty of good local shops on the field in most cases. If you mention this at the beginning of negotiations, I would expect no call back in most cases.  Now that’s not to say that you should have the only mechanic on the field that has being doing the regular maintenance on the aircraft do the pre buy inspection.  You should always have a 3rd party look at the aircraft. If there are no other options on the field then it would not be unreasonable to fly it to a close airport with in 1 hour to have the inspection done. 

25. Respect People’s Time:

Read the ad thoroughly before asking questions. Don’t ask about details that are already provided. You will certainly turn the seller off. If you never ask for the logbooks and open your first contact email with “what’s your cruise speed at 5,000 feet” you probably won’t get a response. The cruise speed is close to every other 152 ever built. Ask serious questions. 

26. Do Your Homework: 

Know the general specifications of the model you’re interested in before contacting the seller. Calling and asking basic performance questions that can be googled indicates you’re not that serious and your just tire kicking. Serious buyers know what they want and have done their research. 

27. Make Offers Quickly: 

If you’re confident in the aircraft, consider making an offer sight unseen with the contingency of a satisfactory pre-buy inspection. You can always back out and have your deposit returned pending a successful pre buy inspection.

28. Discounted Aircraft: 

Models with missing logs, damage history, or high time should be discounted, but they can still be good buys. Missing logs from 1972 don’t matter a whole lot considering the airplanes has had 30 annuals since then with no problems. Don’t dismiss it. A high time airframe is any airframe with more than 7,000 hour total time. 

29. Prioritize Function Over Features: 

Don’t overpay for fancy avionics you don’t need yet, especially during your early training.  Spending an extra 50 grand on a WAAS capable aircraft so you can get an extra 200 feet lower for minimums is probably not a great idea considering you just got your instrument rating last week. You shouldn’t be flying in those conditions anyway till you're more experienced and comfortable. Maybe a more modest panel would do for now. You can always upgrade later as you gain experience.  Oh, and always buy certified preowned avionics. They start losing value like a car the day you drive it off the lot. I hate to be the one to tell you that the 100k stack of radios you put in to the aircraft is worth 50k the next year when we value your airplane. 

30. Consider Flying Clubs: 

Sometimes, joining a flying club is a better option than buying an aircraft, especially if your flying time is limited. You don’t want to make this big investment into an aircraft and have it sit for long periods of time rotting away.  Joining a club first to see how often you will use the aircraft can help you gauge how much you will use it. 

31. Don’t Be a “Tire Kicker”: 

If you’re not serious, don’t waste the seller’s time to just call and talk airplanes.

32. Standard Deposits: 

Expect to place a 10% deposit in escrow when making an offer. I don’t care that you are a “doctor and are good for it”.

33. No Test Flights Without a Deposit: 

Test flights are part of the acceptance process, post-deposit.  You will not test fly an aircraft without a deposit ever. Don’t ask. This 182 handles like every other 182. Go rent one if your curious how it handles.

34. Don’t Stress Over Your Deposit: 

Escrow services protect your deposit. If the deal falls through, you’ll get it back.  Escrow is not the judge and jury of the transaction. If a seller wants to keep the deposit, they will have to sue you for it.  If your concerned just ask the escrow agent in your first communications and they will verify this. 

35. Ask Questions: 

If you have concerns or questions, contact us. We’ll do our best to help or point you in the right direction.

36. Verify Financing Terms: 

Ensure your lender’s requirements align with the type of aircraft you’re interested in, especially regarding damage history or missing logs. Some institutions wont finance aircraft with missing logs or damage history.

37. Don’t Complain About Prices:  

Especially not to the seller. Keep it to yourself. The market is what it is. Most aircraft sellers are well off and don’t have to sell so if you’re waiting for prices to come down it might be a while.

38. A Word for Sellers: 

You bought a 50K airplane and put 150k worth of work into it. That does not mean your airplane is now worth 200K a few years later. You should have a professional do a valuation on it. Don’t be surprised when it comes back worth 140k.

39. Making Offers and not sure of the Value?  Send us the aircraft information and we can do a valuation for you. We will give you our opinion on what the aircraft is worth and what we would be willing to pay for it. This can give you some guidance on what you are comfortable in offering the seller.

40. Taking photos to sell your aircraft:

Please, for the love of all thing’s aviation, take a moment to remove your headsets, stow away any hanging wires and USB cords, and clean out the backseat before taking photos to list your aircraft. It really detracts from the overall presentation. You don't need to hire a professional photographer—just grab your smartphone and invest five minutes of effort. It’ll make a world of difference in how your aircraft looks to potential buyers!

41. When Buyers Call About Your Aircraft for Sale

When a potential buyer expresses interest in your aircraft, it’s a smart move to do a quick search of their name in the FAA Airmen Registry. This helps you get a better idea of who you're dealing with and can give you insight into whether the person is a legitimate, qualified buyer or possibly a scammer. It's a simple but effective tool to ensure you're talking to someone serious about purchasing your aircraft. You can access the registry at this address:

https://amsrvs.registry.faa.gov/airmeninquiry/

This guide is meant to empower you with practical advice to navigate the aircraft buying process with confidence. Following these steps can help you secure a great deal while minimizing common pitfalls.