By Vincent Wigmans

The Hidden Cost of the “More is Better” Mentality in Aircraft Sales.

When it comes to selling an aircraft, every owner wants the same thing: maximum value in the shortest possible time. A common belief among sellers is that listing with multiple aircraft brokers increases exposure and leads to faster, higher offers. On the surface, that might sound logical—but in reality, it’s one of the quickest ways to devalue your asset and prolong the sales process.

Here’s why.

A Race to the Bottom

When multiple brokers are competing to sell the same aircraft, the focus often shifts from showcasing the aircraft’s true value to simply getting it off the market—fast. This creates a bidding war in reverse. Brokers undercut one another on price, hoping to close a quick deal before someone else does. The result? A downward spiral in perceived value, with your aircraft often sold below its true market worth.

Mixed Messages in the Marketplace

Buyers—and buyer’s agents—watch the market closely. When they see the same aircraft listed under different brokers, at different prices, with varying descriptions and photos, it creates confusion. Confusion erodes trust. It raises questions:

  • Why are there multiple listings?
  • Which listing is accurate?
  • Why the price discrepancy?
  • Is the seller desperate?

This fragmentation damages credibility and drives serious buyers away.

Diluted Marketing Efforts

Aircraft sales is not just about listing—it’s about strategy. Professional brokers invest time and resources into market analysis, advertising, professional photography, aircraft presentation, lead qualification, and negotiations. But when the listing is non-exclusive, there’s little incentive for any one broker to make that full investment. The result? Poor marketing, low-quality leads, and minimal buyer engagement.

Lack of Accountability

With multiple brokers involved, who’s really responsible for selling your aircraft? No one fully is. Each one may assume the others are working harder, leading to a lack of follow-through, reduced communication, and no coordinated effort to guide you through the sales process.

The Better Way: Exclusive Representation

An exclusive listing isn’t about limiting your options—it’s about elevating your results.

When you appoint a trusted broker exclusively:

  • You ensure a consistent message in the market.
  • Your broker invests in high-impact marketing and targeted outreach.
  • Prospective buyers see a professional, credible aircraft offering.
  • You have a clear point of contact who is fully accountable for your success.

In short, exclusive representation leads to stronger offers, smoother transactions, and better results.

Final Thought: In aviation, quality trumps quantity every time. Selling your aircraft is a high-value, high-stakes transaction—it deserves a focused, strategic approach. Partner with one trusted broker, give them the tools and time to do the job properly, and you’ll be rewarded with a stronger sale outcome.

If you’re considering selling your aircraft, let’s talk about how exclusive representation can protect your value and position you for a successful exit. Contact me for more details at vincent@faaircraftsales.com