“Into the Wild Blue”, published monthly in FlyKC, focuses on issues of particular importance to current or would-be aircraft owners.  This month Chris looks at things buyers do during the sales process that cost them money.

Buyer No-No’s

In the market for a used airplane?  There’s never been a better time to buy.  Prices are down, there’s a glut of used airplanes for sale, and aircraft you may have thought were out of reach are now attainable.  Thankfully, prices aren’t freefalling any more which may indicate the market has bottomed out and reason is finally returning to buy and sell decisions.  If you’ve been waiting for the best deal you may have already waited too long.

Like most aircraft brokerage firms my company sees behaviors exhibited by both buyers and sellers that negatively impact their bottom line, in either money spent or time wasted.  So, how can you, the buyer, improve your chances of getting the airplane you want before the buyer’s market reverses course?

Don’t offer your best, or final, price first.  Many buyers tell me they don’t like to negotiate.  Therefore, many have mislead themselves into believing that if they offer their best price up front then the seller should recognize this “good” offer and accept it right away.  The trouble with starting off with your best offer is twofold.  First, the psychology of the seller is one that says, “You know, I think this guy is holding out on me.”  And second, how will you, the buyer, feel if your first offer is accepted?  Won’t you feel as though you could have done better?  Plus, when you approach a seller with a “take it or leave it” attitude, you’re as likely as not to antagonize him and he may just decide to not deal with you at all.  I’m not recommending you go in with a low-ball offer – which also may shut the seller off – but go in with an offer that leaves you room to maneuver and can result in everyone feeling like they’ve made the best deal.  Try approaching negotiations as two adults simply having a conversation with the goal of reaching a consensus.  If you came to an agreement, great.  If not, you now know where this seller, and a portion of the market, stands.

Be prepared to put your offer in writing.  Offers that are not in writing don’t convey a serious intent.  If you’re sincere about wanting to buy, put the offer in writing so that the seller will give it due consideration.  My advice to aircraft owners is always the same – don’t put much faith in a verbal offer.  As often as not, verbal offers are changed by buyers who want to continue negotiating after the offer is made or they’re using you and your airplane to negotiate against another seller.  A true buyer – one who is qualified and has money – will happily put their offer on paper.

Avoid being in a hurry.  We’ve found, almost without exception, that a buyer who is in a hurry (and wants everything done yesterday) is rarely a qualified buyer.  They cause everyone to jump through a bunch of hoops only to decide later on that they don’t want the deal after all.  When a buyer tells me they’re “going to buy a plane this week” they’re automatically raising red flags in my mind.  Why do they need to buy this week?  Unless a tax situation looms, there are few reasons for such deadlines.  An inversely proportional relationship exists among buyers.  The bigger they talk and the more they more they try to impress, the less likely it is that they can actually buy.  

Learning what behaviors and tactics turn sellers away from potential buyers is an important first step in the successful purchase of your next airplane.  You, the buyer, will set the tone for the transaction.  Will the sale be smooth and beneficial for all or will it be clouded with distrust, emotional flare-ups, and contentious negotiations?

Chris Kirk is a Kansas City native and owns WildBlue, LLC, a Platte City, MO based aircraft sales firm that sells quality owner-flown piston and light-jet aircraft world-wide.  He is passionate about growing a vibrant general aviation community and believes in the possibilities it has to offer.  Feel free to contact Chris at 816.479.2723 or via e-mail at This e-mail address is being protected from spam bots, you need JavaScript enabled to view it .