June 17, 2026
Business aircraft transactions have only become more complex, time-consuming and vulnerable to disruption in the post-COVID environment. An NBAA Thought Leadership webinar examines what can “break” aircraft deals, and how to prevent those issues before they derail a transaction.
“When we go to aviation events these days, one of the hottest topics is how much longer it takes to get a transaction finished and how much more complicated it is,” said Mesinger Jet Sales President and CEO Jay Mesinger, moderator of “What Breaks Aircraft Transactions-and How Leaders Prevent It.”
Successful transactions depend on assembling the right team early, which often includes brokers, aviation counsel, lenders, tax advisors, escrow providers and management companies.
Dallas Jet International Founder and CEO Brad Harris said buyers and sellers often underestimate the team nature of a transaction. “It’s not the broker driving the deal from start to end,” he said. “It’s really about all corresponding together as it relates to the transaction.”
That is particularly true when dealing with those now looking to sell an aircraft purchased in the COVID era and who, in that market frenzy, may have skipped steps in that process, such as pre-buy inspections.
“Those first-time buyers are now a whole new generation of first-time sellers,” Mesinger said. “There’s some education there about what it means to be a seller in a usual, contemporary environment.”
Dan Drohan, founder and CEO of Solairus Aviation, recommended both sides engage with their aircraft management company as early as possible to establish expectations for use, staffing, charter and operating costs before the aircraft is placed into service.
“I like to say that ‘the longer the runway, the better the first takeoff,’” Drohan added. “I can point to example after example of where early engagement, activity and collaboration have been critical to what I think is the best, first flight.”
Legal counsel should also be brought in early. “We can educate [buyers] about what they’re going to be able to do, what they’re not going to be able to do, what their structure might have to look like,” said Stewart Lapayowker, founder and partner of Lapayowker Jet Counsel. “If we can educate from the beginning, we can give them a roadmap for how the deals work.”
Both sides also need to understand all their options and obligations before committing to the transaction. Calling the letter of intent (LOI) “the trunk of the tree,” for the larger transaction structure, Lapayowker emphasized detailing that information within the LOI and having it reviewed by an attorney before the buyer signs and moves on to a purchase agreement.
All panelists agreed that aircraft transactions are ultimately people-driven, urging buyers and sellers to engage trusted experts and then allow them to do their jobs.
“What’s fair for a buyer and a seller is really our foundation,” Harris concluded. “Let’s find a way together to solve problems.”
International Business Aviation Council Ltd.