Why Business Jet Buyers Should Never Pay a Seller's Commission
Most business jet transactions still work the way real estate did decades ago: the broker representing you is paid by the seller. That arrangement sounds harmless until you look at the incentives it creates.
The conflict hiding in plain sight
A broker paid on commission by the seller is financially rewarded for closing at the highest price, as fast as possible. Even a broker acting in good faith is structurally pulled toward the seller’s interests every time a negotiation gets difficult. This isn’t a matter of ethics — it’s simple incentive design.
Buyers rarely notice this until they’re deep into a transaction and realize their “advisor” has been quietly steering them toward aircraft that pay the biggest commission, not the aircraft that best fits their mission.
The buyer-side alternative
An independent, buyer-side advisor is compensated directly by the buyer, through a transparent fee tied to the value of the aircraft being acquired — not by a commission from whoever happens to be selling. That single change in who pays realigns every incentive in the transaction:
- Market research is done to find the best aircraft, not the best-paying one
- Negotiation is adversarial toward the seller, not collaborative
- Technical due diligence has no reason to be softened
What to ask any broker before you start
Before working with anyone, ask directly: “Who pays you, and how much?” If the answer involves a percentage of the sale price paid by the seller, you are working with someone whose incentives are not fully aligned with yours — even if they are honest and competent. The same logic applies at every later stage, including negotiation and the pre-purchase inspection.
Business Jet Dealer works exclusively for buyers. We are paid by you, through an advisory fee based on the aircraft’s value, and we never accept commissions from sellers. It’s a structural difference, not a marketing claim — see how we work end to end, or get in touch to discuss a specific acquisition.
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Frequently Asked Questions
Why is a seller-paid commission a conflict of interest for the buyer?
A broker paid by the seller is financially rewarded for closing at the highest price as fast as possible, which structurally pulls the broker toward the seller's interests even when negotiations get difficult, regardless of the broker's individual intentions.
How is a buyer-side advisor compensated instead?
A buyer-side advisor is paid directly by the buyer through a transparent advisory fee tied to the value of the aircraft being acquired, and does not accept a commission from the seller.
What should I ask a broker before working with them?
Ask directly who pays them and how much. If the answer involves a percentage of the sale price paid by the seller, their incentives are not fully aligned with yours, even if they are honest and competent.