How to Sell Your Aircraft: Complete Guide to Successful Sale

Successfully selling an aircraft requires proper pricing, effective marketing, thorough preparation, and skillful negotiation. This comprehensive guide covers every step of the aircraft sale process from initial listing to final closing.

Determining Aircraft Value

Pricing Resources:

• Aircraft Bluebook: Industry standard valuation
• Vref: Detailed aircraft pricing guide
• Trade-A-Plane completed sales: Actual transaction prices
• Controller.com comparisons: Current market listings
• AOPA Value tool: Member resource for valuations

Value Factors:

• Total time and engine time since major overhaul
• Avionics package and recent upgrades
• Paint and interior condition
• Damage history and logbook completeness
• Recent maintenance and annual status
• Market demand for specific model

Preparing Aircraft for Sale

Pre-Sale Improvements:

• Fresh annual inspection (builds buyer confidence)
• Address all squawks and deferred maintenance
• Clean and detail aircraft thoroughly
• Organize all logbooks chronologically
• Gather all paperwork: AD compliance, STCs, manuals
• Professional photos in good lighting
• Consider minor cosmetic improvements

Documentation Organization:

• Scan all logbooks for easy sharing
• Create comprehensive AD compliance list
• Compile receipts for major work/upgrades
• Weight and balance current and accurate
• Registration and title documents ready

Marketing Your Aircraft

Listing Platforms:

• Controller.com: Premium placement, largest reach
• Trade-A-Plane: Traditional marketplace, strong exposure
• Barnstormers: Budget-friendly listing option
• ASO.com: International reach
• Type clubs: Targeted audience, often free
• Social media: Owner groups on Facebook

Effective Listing Elements:

• High-quality photos (20-30 images minimum)
• Detailed specifications and equipment list
• Complete time information (airframe, engine, prop)
• Maintenance highlights and recent work
• Honest disclosure of any issues
• Contact information and preferred method
• Price clearly stated (avoid "call for price")

Pricing Strategy

Initial Pricing:

• Price 5-10% above target sale price
• Allows negotiation room without underselling
• Avoid overpricing (reduces showing interest)
• Monitor market feedback after 2-3 weeks

Price Adjustment Timeline:

• Weeks 1-4: Hold firm at asking price
• Weeks 4-8: Consider 3-5% reduction if no serious interest
• Weeks 8-12: Re-evaluate pricing against comps
• Beyond 12 weeks: Significant price adjustment may be needed

Showing Aircraft to Buyers

Pre-Showing Preparation:

• Verify buyer is serious and pre-qualified financially
• Clean aircraft thoroughly before showing
• Have all documents readily available
• Prepare answers to common questions
• Allow adequate time for thorough inspection

Demo Flights:

• Verify buyer has appropriate certificate/medical
• Review insurance requirements for demo flights
• Consider requiring refundable deposit first
• Accompany buyer on all demo flights
• Document any agreements in writing

Negotiation Tactics

Handling Offers:

• Respond to all reasonable offers professionally
• Don't accept first offer immediately (shows desperation)
• Counter-offer to find middle ground
• Consider total package, not just price
• Cash buyers vs financed (closing speed)

Pre-Buy Inspection Results:

• Expect buyers to find items during inspection
• Determine which items to fix vs price adjust
• Get second opinion on major findings
• Be prepared to walk away from unreasonable demands
• Safety items should generally be addressed

Broker vs Private Sale

Using Aircraft Broker:

• Advantages: Professional marketing, handles inquiries, vetting buyers, negotiation expertise
• Cost: 5-10% commission typically
• Best for: High-value aircraft, sellers lacking time

Private Sale:

• Advantages: Save commission, maintain control, direct buyer contact
• Challenges: Time investment, vetting buyers, handling tire-kickers
• Best for: Lower-value aircraft, sellers with time/knowledge

Closing the Sale

Escrow Process:

• Use reputable aircraft escrow company
• Escrow holds deposit and manages paperwork
• Title search performed to verify clear title
• Funds released only when all conditions met
• FAA registration transfer coordinated

Required Documentation:

• FAA Bill of Sale (AC Form 8050-2)
• Aircraft registration application from buyer
• Lien releases if applicable
• Logbooks transferred to buyer
• Keys, manuals, equipment handed over

Frequently Asked Questions

How long does it take to sell an aircraft?

Average sale timeline: 3-6 months from listing to closing. Factors affecting speed: pricing accuracy, aircraft condition, market demand, season. Well-priced aircraft in good condition may sell in 4-8 weeks. Overpriced or specialty aircraft can take 6-12+ months.

Should I get annual inspection before selling?

Recommended. Fresh annual (within 3 months) attracts serious buyers, justifies asking price, prevents negotiation issues from expired annual, and shows aircraft well-maintained. Cost ($2,000-$4,000) typically recovered through faster sale and better price.

How much does aircraft broker charge?

Typical broker commission: 5-10% of sale price. Higher-value aircraft often negotiate lower percentage. Broker handles marketing, buyer qualification, negotiation, and closing coordination. Weigh commission cost against time savings and potentially higher sale price.

What paperwork needed to sell aircraft?

Required: FAA Bill of Sale (AC Form 8050-2), current registration, logbooks (airframe, engine, prop), airworthiness certificate. Recommended: AD compliance list, weight and balance, recent maintenance receipts, STC documentation, owner's manuals.

How to price aircraft for quick sale?

Research comparable aircraft currently listed and recently sold. Price 5-8% below average market comps for quick sale. Fresh annual, clean aircraft, complete logbooks, and honest disclosure accelerate sale. Avoid overpricing even slightly—significantly slows interest and showings.