How to Choose an Aircraft Broker for Buying or Selling

Choose an aircraft broker by matching their recent deals to your aircraft, checking credentials, getting clear fees in writing, and setting a safe process with escrow and inspection.

What is the difference between a broker, a buyer representative, and a dealer?

An aircraft sales broker represents an owner who wants to sell, or a client who wants to buy. A broker who acts for a buyer is often called an acquisition agent or buyer representative. A dealer is different. Many dealers have links with manufacturers. Some dealers hold aircraft in their own inventory and may take trade-ins. Ask if the firm is selling you its own aircraft or acting as your agent.

This article is about buying and selling aircraft. A charter broker arranges flights, which is a different job. If you need that service, see our guide to charter brokers and operators.

Type	What they do	Key point to confirm
Seller's broker	Markets your aircraft, screens buyers, supports the sale process.	Scope of work, marketing plan, fee terms.
Buyer representative	Searches for aircraft, negotiates, supports due diligence.	How they source off-market deals, data used to set value.
Dealer	May sell from own inventory and may take trade-ins.	Are you buying their aircraft, or are they your agent.

Agreements that define the relationship

A seller often signs a written exclusive agreement with one broker. The agreement should say how expenses and sale money are handled. It should explain how commission works. It should describe how the aircraft will be advertised. An exclusive agreement means the broker represents one side of the deal. If you already know possible buyers, ask for a written exclusion for them. Then no commission, or a reduced commission, applies if they buy. A broker may also hold a listing on a similar aircraft. Ask about this conflict before you sign.

Fees and commissions

Each broker sets fees in its own way. There is no single standard. Get the fee in writing. Ask when it is due. Ask what happens if the deal fails. Ask what services are included. Ask what costs you will pay. Do not assume a set formula. Clarity reduces conflict later.

Credentials and signals of quality

The International Aircraft Dealers Association, or IADA, began in 1991 as the National Aircraft Resale Association, or NARA. It was renamed in 2018. IADA accredits dealers through an outside firm, and says accredited dealers must be re-accredited each year. IADA Certified Brokers must work for an IADA accredited dealer or an approved manufacturer and pass an exam. Members follow the IADA code of ethics. Other groups, such as the Global Licensed Aircraft Dealers Association, or GLADA, and the National Business Aviation Association, or NBAA, also list brokers. Membership is a useful signal, but it is not the only sign of a good broker. Judge the person and the process as well.

How a broker fits into your deal team

A sale has regulatory, tax, financial, and technical parts. A good broker helps organise these and brings in specialists. A broker is not your lawyer, tax adviser, or inspector. You should pick your own counsel. For legal help, see our guide on how to choose an aviation lawyer. For the aircraft itself, ask for an independent pre-purchase inspection, and learn more in our guide to the aircraft pre-purchase inspection. Title work also matters. Read our simple explainer on the aircraft title search. Handle money with care. Use an independent escrow agent, not a broker's own account. If you want a primer, see our guide to aircraft escrow.

How to judge experience and approach

Ask how many aircraft of your type they sold or bought recently. Ask for references from those clients. Speak to the people who will do the day to day work. Some firms pitch with a senior person, then hand off the deal. You need to know your team. Ask how they find buyers beyond public listings. Ask how they set a price and what market data they use. A clear method helps you defend your number. Ask whether they get paid by any other party in the deal, such as a shop doing the inspection or a lender. You want to see and approve any third party payment.

Ask about their plan for the early phase of a listing, and beyond. Ask where and how they will advertise. Ask how often they will report activity to you. For a buyer search, ask how they will uncover aircraft that are not yet listed. Ask how they will qualify a seller, and confirm records and title early. Small steps early save time later.

On a purchase, confirm that they want an independent pre-purchase inspection. Ask how they manage defects found in the inspection and follow up. On a sale, ask how they prepare records and photos for review. A clean data room builds trust and speed. On every deal, confirm that deposits go through an independent escrow agent. Never let funds sit in a broker account.

Red flags to note

Be careful if a broker will not put fees and tasks in writing. Be careful if a broker resists an independent inspection or escrow. Be careful if a broker has a similar listing and will not address that conflict. Be careful if a dealer does not say that the aircraft is their own inventory. These are fixable issues. Ask direct questions and get clear answers before you sign.

Checklist of questions to ask a provider

• How many aircraft of my type have you bought or sold recently?
• Can I speak to recent clients as references?
• Who will do the work day to day, and who will negotiate?
• Are you my agent, or are you selling me your own inventory?
• How will you find buyers or aircraft beyond public listings?
• How do you set price, and what market data do you use?
• Do you receive any payment from any other party in this deal?
• Will deposits go through an independent escrow agent?
• Do you support an independent pre-purchase inspection?
• What is your plan for advertising, reporting, and timelines?
• What are your fees, when are they due, and what if the deal fails?
• If I sign an exclusive, can we add written exclusions for known buyers?
• Do you have any similar listings today, and how will you avoid a conflict?

Sources: International Aircraft Dealers Association (IADA); National Business Aviation Association (NBAA); Global Licensed Aircraft Dealers Association (GLADA).

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