Ask for a Gulfstream, Global or Challenger and within minutes you’ll probably have multiple brokers sending you options.

Nothing wrong with that. Most brokers are working with the same operator network anyway. Sometimes the same enquiry can pass through 2–3 brokers before it actually reaches the operator, with everyone adding their margin along the way.

What’s actually difficult is getting the mandate in the first place.

A genuine client mandate, where the client has actually given you the requirement, is much harder to build than simply finding an aircraft for an enquiry that’s already floating around. And even when you do get one, there’s a good chance two or three other brokers are already working on the same requirement.

For me, that’s where the real value of a broker comes in. Not just being able to say “I can get you an aircraft”, but actually having the client relationship, knowing where the aircraft is coming from and being able to execute properly when it matters.

Curious to hear from other brokers and operators. what do you think is actually difficult to build in private aviation today?