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Aircraft Sales Bootcamp
Aircraft Sales Bootcamp
Importance of Aircraft Brokerage in the Aviation Industry
Roles and Responsibilities of an Aircraft Broker
Learning Objectives
Building and Maintaining a Sales Pipeline
The Holding Pattern
Sourcing Leads and Developing Proposals
Strategies for Developing Effective Sales Proposals
Techniques for Reaching Clients and Developing Proposals.
Discussion of Key Elements of a Successful Proposal
Utilizing Online Platforms and Databases
Attending Industry Events and Trade Shows
Case Study: Selling during Troubled Times
FlightPlan to the Sale
The FlightPlan to the Sale
Attitude
The Greeting
Fact Finding
Appraisal
Selection
Demonstration
Trial Close
Service Walk
Write-up
Negotiations
The Close
Delivery
Follow-up
Legal Aspects of Aircraft Transactions
Laws and Regulations Governing Aircraft Transactions
Compliance with FAA and International Regulations
Avoiding Conflicts of Interest
Airworthiness, and Liens
The Importance of Escrow Services in Aircraft Transactions
Understanding Contracts and Agreements
Aircraft Ownership Types
Levels of Aircraft Ownership
Sole Ownership
Fractional Ownership
Aircraft Leasing
Aviation Taxes
Case Study: The Value of Shared Aircraft Ownership
Case Study: International Ownership Changes
Aircraft Sale Process
Identification
Letter of Intent
Deposit
Purchase Agreement
Pre-Purchase Inspection and Acceptance
Closing and Aircraft Delivery
Post Closing
Conducting a Pre-buy Inspection
Overview of the Pre-Buy Inspection Process
Discussion of Key Elements to Look for During an Inspection
The Importance of a Pre-Buy Inspection in Closing a Deal
Working with Maintenance Providers and Inspectors
Prebuy inspection checklist
Case Study: Pre-Buy
Using Escrow Services
Escrow Services in Aircraft Transactions
Choosing to Not Use an Escrow Company
Resources: Escrow Service Providers, Industry Associations
FAA Processing
FAA Registration and Deregistration Process
The Required Paperwork for FAA Processing
Foreign Authorities for International Transactions
Negotiation and Closing
Essential Negotiation Skills
Finalizing the Transaction
Tips for the Close
Ethical & Morals in Business Aviation
Post-Sale Activities
Ensuring Customer Satisfaction
Developing Long-Term Client Relationships
Seeking Referrals and Repeat Business
Marketing and Branding
Building a Strong Brand Presence
Effective Marketing Strategies
Harnessing the Power of Social Media
Course Review and Assessment
Recap of Key Topics
Broker Resources
Broker Resources
Write-up
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