Michael Barber is the man you call when you need deals closed, jets sold, and acquisitions perfected; period. As Managing Director & Vice President of Sales Operations at jetAVIVA, and one of fewer than 200 IADA Certified Brokers worldwide, Michael is a force in the business aviation industry. Since joining jetAVIVA in 2025, he has transformed the Challenger 300/350/3500 market into his personal runway; leading sales operations, mentoring the next generation of researchers, and representing clients with a fiduciary standard that sets the bar across the industry. Michael’s track record speaks for itself. He was Leviate Air Group’s Top Producer in 2023, built the back end of boutique consulting firms before that, and has closed transactions with clients on six of the seven continents. His career is a masterclass in international negotiation, strategy, and execution, earning him a reputation as both a market expert and a trusted advisor. But, Michael isn’t just about jets, he’s about risk, reward, and control. With more than 20 years in emergency services, he knows how to perform under pressure. From leading the largest ski patrol on the East Coast to a decorated career as a Firefighter/Medic, he has spent his life turning high-stakes situations into controlled victories. When he’s not closing deals or commanding the room, Michael lives in Charlottesville, Virginia, with his wife and their two children. On Sundays, you’ll find him at the polo fields or exploring Virginia’s wine country. But, make no mistake, his work and life are proof that success isn’t an accident. It’s the result of preparation, determination, and knowing when to take the shot.
PrivateJetBS | Navigating the Iceberg of Private Jet Acquisitions
Published about 1 year ago • 6 min read
PrivateJetBS
Trust the process, not the promises.
Newsletter - Edition 1 - 2025
"Navigating the Iceberg of Private Jet Acquisitions"
Buying a private jet isn’t as simple as finding the right aircraft and signing a check. Every year, buyers unknowingly walk into multimillion-dollar mistakes—hidden maintenance nightmares, surprise tax liabilities, and bad investments that could have been avoided.
The process is like an iceberg: the dangers lie beneath the surface. Here’s how you can navigate it safely.
Understanding this metaphor will help guide both buyers and sellers in recognizing why hiring a credible Aircraft Broker is crucial to their success. Everyone should have proper representation, someone ready to guide them through the journey of a private jet transaction with clarity, while mitigating risk and reducing surprises.
The Tip of the Iceberg: The Visible Aspects
Aircraft Selection
One of the biggest misconceptions I hear from clients is: “Now that we’ve picked out the plane, the hard part is done.” Deciding on a make and model appears straightforward—cabin size, range, speed, and aesthetics often take center stage. While this is the most exciting part of the process, it is only the beginning of the journey.
Budgeting
While many brokers list aircraft as “Make Offer” or “Call for Price,” once a purchase price is set, it becomes the most visible financial consideration. However, for many inexperienced buyers, this price can be misleading. The purchase price is just the start—we’ll discuss operational costs later!
Initial Inspection
The initial pre-purchase inspection (PPI) may seem like the final due diligence step to a novice buyer. However, even the standard PPI only scratches the surface, identifying obvious issues. The real assessment begins when a third-party inspection facility conducts an in-depth analysis, revealing hidden problems like a corroding fuselage from a leaky toilet or a cracked frame caused by a hard landing.
Beneath the Surface:
The 90% Buyers Often Overlook
Michael Barber and Brandon Steele - Aircraft Inspection | Leviate Air Group
1. Due Diligence
Ownership History A deep dive into past ownership and usage is critical. A jet that spent years in charter service (Part 135) may have significantly more wear than one primarily used for private flights (Part 91). Additionally, if a buyer plans to use the aircraft for charter operations, it must have the proper equipment—such as an 88-Parameter Flight Data Recorder—required by the FAA.
Maintenance Records Reviewing an aircraft’s maintenance logs is painstaking but essential. The term “high time” is relative—what matters is how well the aircraft was maintained. A trusted mechanic should review every page of documentation to help avoid multimillion-dollar future expenses.
Aircraft Purchase Agreement
An experienced broker’s ability to negotiate the purchase agreement is a crucial step that defines the terms of the deal. This includes price adjustments based on inspection expectations/findings, working alongside your aviation specific legal counsel, such as InFlight Lawor Avion Law, in the legal structuring of the documentation, building contingencies, and setting financing timelines. An experienced broker ensures that the agreement protects the buyer from unforeseen liabilities while aligning with their long-term goals.
Building a Scope of Work for Inspection A thorough pre-purchase inspection requires a well-defined scope of work. This document outlines key areas for evaluation, including airframe integrity, corrosion checks, avionics compliance, cabin condition, and engine wear & performance. The broker collaborates with inspectors and maintenance professionals to ensure nothing is overlooked.
Negotiating Prices and Timelines with Inspection Facilities Inspection facilities operate on tight schedules, and unexpected findings can delay closing. A skilled broker negotiates competitive pricing for inspections, ensures quick turnaround times, and coordinates logistics to minimize delays—saving both time and money. Do not be surprised if you are sending your broker to the inspection facility multiple times over the span of a few weeks to physically check in on your project. You should want them present at any major milestone to ensure your aircraft is getting all the attention is desires.
Ownership structuring through LLCs or trusts is common, but the specifics vary by jurisdiction. A CPA specializing in aviation ensures compliance and mitigates liabilities.
Sales taxes, import/export considerations, and FAA/EASA regulations often lurk in the background—only becoming apparent when they cause costly delays. For example, closing a jet in South Carolina comes with a fixed sales tax of $500, whereas in Oklahoma, buyers may qualify for a Fly Away Exemption under certain conditions.
Some tax experts I work with include Houck & Christensen and Aviation Tax Consultants, LLC, who provide invaluable insights on structuring aircraft ownership efficiently. Their business models are designed to work alongside an aircraft owner’s existing advisors as a supplement, focused on the aviation asset.
3. Financing
Financing terms and insurance premiums often catch buyers off guard. The rate you receive depends on many factors such as creditworthiness, asset age, asset value, and global market conditions.
Two regularly exercised financing options exist:
Relationship Banking: Some financial institutions, such as Dustin Lamb of Bank of Texas, prefer to build relationships beyond aircraft financing, potentially offering favorable terms on future projects outside of the aviation space.
Finance Brokers: Independent finance brokers, such as Preston Holland of Prestige Aircraft Finance, shop deals across institutions to secure the best financing structure for a specific deal.
Emerging trends, including blockchain, tokenization, and crypto-based transactions, will also play a role in future financing—stay tuned for more insights on these innovations.
4. Operational Costs
Owning an aircraft isn’t just about purchasing—it’s about sustaining. While a buyer may pay $5M upfront for a jet, are they prepared to spend $1M per year in operating costs?
Ongoing Maintenance A broker will analyze the aircraft’s Status Report, a report detailing every part’s history & scheduled maintenance, and educate their client on the known scheduled repairs. These could be minor or major, in cost and downtime. While Engine, APU, airframe, and parts programs add substantial safety and oversight, they can add hundreds of thousands of dollars annually—even if the aircraft never flies.
Crew and Management Operating a jet is akin to running a business. It requires pilots, training, hangars, insurance, software updates, and cleaning, among other recurring expenses. Many owners opt to delegate oversight to a reputable management firm to streamline operations.
5. Resale Strategy
If your broker hasn’t discussed your exit strategy, STOPnow.
A jet’s resale value hinges on decisions made at purchase. Factors such as depreciation trends, financial recapture, market cycles, and future regulatory compliance can significantly impact resale.
For instance, a buyer may purchase a large-cabin aircraft today with a strong market value, only to see that value plummet in five years due to emissions regulations, next-generation models, or avionics obsolescence. A knowledgeable broker helps anticipate these shifts to ensure smarter purchasing decisions.
It does not matter if you plan to get out, upgrade, downgrade or shift laterally, this is a MUST HAVE conversation.
Why a Broker Is Your Guide
Navigating this iceberg alone is risky.
A great aircraft broker isn’t just a dealmaker—they are your risk manager, market analyst, and financial strategist. Would you navigate a multimillion-dollar real estate deal alone? Probably not. The same applies to private jets. Research your broker, ask for references, and when you find the right one—commit.
Are Aircraft Brokers Giving Away Too Much for Free?
Many aircraft buyers and sellers attempt to handle transactions themselves, leading to excessive costs or even failed deals due to simple oversights.
Additionally, experienced brokers often work with prospective clients without a paid retainer or signed engagement letter in an effort to provide value and earn trust before a formal engagement is executed. Would an architect start designing a home without a retainer? Would an attorney draft a contract for free? No—yet aircraft brokers are regularly expected to work without upfront commitment.
Recently, a young broker that I know guided a client through a $10M aircraft acquisition, already saving them over $200K by the time the Letter of Intent was executed. However, when the broker readdressed executing the consulting agreement, the client insisted on paying only 1/5th of the standard fee—because the plane was “on market.” I don’t think that the prospective client truly understood the workload that had yet to be undertaken.
How would you respond if someone tried to walk this line with your business? Would you end the project then and there, hold your ground, negotiate, or something else?
Final Thoughts
In private jet acquisitions, the visible portion of the iceberg may seem manageable—but the hidden complexities will sinkyou.
Approach the process with a comprehensive understanding, a team of experts, and a willingness to explore beneath the surface.
The Private Jet Buyers & Sellers Newsletter: Trust the Process, Not the Promises.™
Michael Barber is the man you call when you need deals closed, jets sold, and acquisitions perfected; period. As Managing Director & Vice President of Sales Operations at jetAVIVA, and one of fewer than 200 IADA Certified Brokers worldwide, Michael is a force in the business aviation industry. Since joining jetAVIVA in 2025, he has transformed the Challenger 300/350/3500 market into his personal runway; leading sales operations, mentoring the next generation of researchers, and representing clients with a fiduciary standard that sets the bar across the industry. Michael’s track record speaks for itself. He was Leviate Air Group’s Top Producer in 2023, built the back end of boutique consulting firms before that, and has closed transactions with clients on six of the seven continents. His career is a masterclass in international negotiation, strategy, and execution, earning him a reputation as both a market expert and a trusted advisor. But, Michael isn’t just about jets, he’s about risk, reward, and control. With more than 20 years in emergency services, he knows how to perform under pressure. From leading the largest ski patrol on the East Coast to a decorated career as a Firefighter/Medic, he has spent his life turning high-stakes situations into controlled victories. When he’s not closing deals or commanding the room, Michael lives in Charlottesville, Virginia, with his wife and their two children. On Sundays, you’ll find him at the polo fields or exploring Virginia’s wine country. But, make no mistake, his work and life are proof that success isn’t an accident. It’s the result of preparation, determination, and knowing when to take the shot.
