The preowned business aircraft market is tightening, making efficient transactions and direct communication increasingly important for buyers and sellers, especially as year-end approaches.
According to an October 2026 report from Aviation International News (AIN), citing AircraftPost data, preowned business jet transactions declined 2.5% year over year through September. Aircraft entering the market decreased 7%, available inventory fell 2.7%, and asking-price reductions dropped 36.8%.
Source: AIN, AircraftPost: Bizjet Market Tightens with Fewer Sales
With fewer aircraft entering the market and sellers making fewer pricing adjustments, buyers and sellers already face challenges finding the right opportunities and negotiating favorable terms. Unfortunately, another issue can make these transactions even more complicated: unnecessary middlemen.
When Too Many Hands Get Involved in an Aircraft Transaction
Aircraft transactions naturally involve multiple professionals, including brokers, attorneys, lenders, and inspection specialists. Each serves an important purpose in moving a transaction toward closing.
However, problems arise when individuals insert themselves into transactions without having a direct relationship with the aircraft owner, buyer, or authorized decision-maker. In some cases, these intermediaries claim access to an aircraft or potential buyer but are simply passing information between parties while expecting compensation for an introduction.
What should be a straightforward conversation between qualified representatives can quickly become a frustrating process involving unnecessary communication layers, additional fees, and delays.
These situations can create several headaches for buyers and sellers:
- Unexpected costs: Additional finder’s fees, commissions, or intermediary margins can increase acquisition costs or reduce a seller’s proceeds.
- Slower negotiations: When offers, counteroffers, and questions must pass through multiple people, even simple decisions can take longer than necessary. In the worst cases delays can lead to unnecessarily canceled transactions.
- Miscommunication: Aircraft specifications, pricing expectations, maintenance information, and transaction terms can become distorted as information passes between intermediaries.
- Unclear representation: Buyers and sellers may not know who actually has authority to negotiate or whose interests are being represented.
- Increased risk of a failed transaction: Delays, conflicting expectations, and unnecessary complications can jeopardize a deal, particularly when time-sensitive inspections, financing, or closing deadlines are involved.
The National Business Aviation Association (NBAA) emphasizes transparency in aircraft transactions, including who represents each party and how representatives are compensated.
While legitimate referrals and cooperative brokerage arrangements can add value, intermediaries without meaningful involvement or direct relationships may create more problems than they solve.
Why Delays Matter Even More Before Year-End
As the end of 2026 approaches, transaction delays can lead to frustration and added costs.
For buyers seeking to take advantage of available tax incentives, including potential 100% bonus depreciation, timing can be critical. Qualifying aircraft generally must be acquired and placed into service within the applicable tax year to claim depreciation for that year, subject to eligibility requirements and other tax rules.
An aircraft purchase involves far more than reaching an agreement on price. Pre-purchase inspections, financing, title work, documentation, closing, delivery, and entry into service all require coordination.
When unnecessary intermediaries slow communication or complicate negotiations, even a few lost days can affect the entire transaction timeline. A buyer who expects to complete an acquisition before December 31 could face delays that push closing or entry into service into the following year, potentially postponing valuable tax benefits.
Sellers can also be affected when avoidable complications delay closings, create uncertainty, or cause qualified buyers to walk away.
With year-end deadlines approaching, every participant in a transaction should help move the process forward, not create additional obstacles.
Why Direct Relationships Matter in Today’s Market
When aircraft availability is limited, sellers are making fewer pricing concessions, and year-end deadlines are approaching, unnecessary delays can become particularly costly.
Buyers need timely access to accurate aircraft information, realistic pricing, and responsive negotiations. Sellers need qualified buyers who are prepared to move forward, not a chain of intermediaries who may or may not have direct access to an actual purchaser.
Every unnecessary layer of communication introduces another opportunity for confusion, delays, and conflicting financial interests.
Direct relationships with authorized decision-makers help streamline negotiations, establish accountability, and keep transactions moving forward. Just as importantly, transparent compensation ensures buyers and sellers understand who is involved and what they are paying for.
In an already complex aircraft market, additional participants should bring genuine value to the transaction, not simply another fee.
Keeping Aircraft Transactions Focused on the Buyer and Seller
At Tern Jet Sales, we believe aircraft transactions should be built on genuine relationships, transparency, and accountability. We work directly with aircraft buyers and sellers, combining established industry relationships with dedicated market research and experienced representation. Our focus is on protecting our clients’ interests, eliminating unnecessary complications, and managing transactions efficiently from sourcing and negotiations through closing and delivery. We believe every participant in an aircraft transaction should add value, not unnecessary costs or complexity.
Read other blogs from Tern Jet Sales at www.ternjetsales.com/blog.
Tax considerations: Eligibility for bonus depreciation depends on the aircraft’s use, acquisition circumstances, placed-in-service date, and applicable tax requirements. Buyers should consult qualified aviation tax advisors to determine eligibility and applicable deadlines.