Aircraft brokerage fees are usually a success-based commission paid when the aircraft closes, most often set as a percentage of the final sale price or as a flat fee agreed in writing before the aircraft is listed. On a sale, the seller normally pays the listing broker; on a purchase, a buyer who hires an acquisition broker pays that broker under a separate agreement. What really matters is less the headline number and more what the fee covers, when it is earned, and which third-party costs sit outside it.
This guide breaks down the common aircraft brokerage fee structures, what a good brokerage agreement should spell out, and the costs that buyers and sellers sometimes forget to budget for.
How Aircraft Brokerage Fees Are Structured
There is no single industry rate card, and fees vary with the aircraft’s value, its complexity and how much work the deal requires. Most agreements use one of these models:
Percentage commission
The broker earns a percentage of the final sale price, paid from the closing proceeds. It ties the broker’s pay to the outcome: a higher price means a higher fee, so the seller and broker want the same thing. The percentage is often lower on higher-value aircraft, because the dollar amount rises quickly with the price.
Flat fee
A fixed dollar amount, agreed up front and paid at closing. Flat fees are common on higher-value jets where a percentage would produce an outsized number, and on deals where the scope is narrow and predictable.
Retainer plus success fee
Some acquisition searches, especially for hard-to-find models or off-market aircraft, use a modest retainer to start the search and a success fee when the buyer closes. The retainer is usually credited against the final fee.
Hourly or project consulting
When you only need part of the job, such as reviewing a purchase agreement, attending a pre-buy inspection or giving a second opinion on price, a broker may bill for that work alone instead of a full transaction fee.
Who Pays the Broker?
On the sell side, the seller signs an exclusive listing agreement and pays the listing broker at closing. On the buy side, a buyer who wants their own representative signs an acquisition agreement and pays that broker. When a buyer’s broker and a seller’s broker both work the same deal, the two may agree to share a fee, and that arrangement should be disclosed.
Be careful with “free” representation on the buy side. If a broker is paid only by the seller, their duty runs to the seller. That can be perfectly fine, but you should know who your broker works for before you share your budget. Our aircraft acquisition service puts a buyer-side broker in your corner whose only job is your side of the table.
What Aircraft Brokerage Fees Should Cover
A fair fee buys real work. Before you sign, confirm the scope includes the tasks that protect your price and your timeline. For a seller, that usually means:
- A market valuation and pricing strategy based on comparable sales and current inventory
- Records review and a specification sheet buyers can trust
- Professional photography, listing content and placement on major aviation marketplaces
- Direct outreach to owners, operators, flight departments and other brokers
- Buyer qualification, so time isn’t wasted on parties who can’t close
- Negotiating the letter of intent and the aircraft purchase agreement
- Coordinating the pre-purchase inspection and the discrepancy negotiation that follows
- Managing escrow, title, lien releases and FAA registration paperwork through delivery
That is the scope of our aircraft sales brokerage, from first valuation to the delivery flight. If a fee looks low, check which of these steps are missing.
Costs That Usually Sit Outside the Broker’s Fee
Many surprises at closing are not broker fees at all. They are transaction costs that one party or the other pays directly. Agree up front who pays each one:
- Pre-purchase inspection. Typically paid by the buyer, while the cost of correcting airworthiness discrepancies is often negotiated with the seller.
- Positioning flights. Fuel and crew to fly the aircraft to and from the inspection facility.
- Escrow and title. An aviation escrow agent holds funds and documents, and a title search confirms there are no liens.
- Legal and tax advice. Aviation counsel for the purchase agreement and ownership structure, plus tax advisors on sales and use tax and depreciation.
- Pre-sale detailing or minor maintenance. Small fixes that help the aircraft show well and survive the inspection.
- Export or import costs when the buyer or seller is outside the United States.
Questions to Ask Before You Sign a Brokerage Agreement
- How is the fee calculated, and when is it earned? Most fees are earned only at closing. Ask what happens if the deal falls through.
- Is the listing exclusive, and for how long? Know the term and how either side can end it.
- Is there a “tail” clause? Many agreements pay the broker if a buyer they introduced closes shortly after the agreement ends. Make sure the window is reasonable.
- What expenses are reimbursable? Advertising, travel and photography are sometimes billed separately; get it in writing.
- Who else will be paid on this deal? Fee-sharing with another broker should be disclosed.
- Who does the broker represent? Seller, buyer or both? Dual representation needs clear written consent.
For more on vetting the firm itself, read how to choose the right aircraft brokerage firm.
Are Aircraft Brokerage Fees Worth It?
The fair way to judge a fee is against your net result, not the commission in isolation. A well-run sale can recover the fee in several ways. Accurate pricing shortens time on market, which cuts hangar, insurance and maintenance carrying costs. A broad but qualified buyer pool creates competition. And skilled handling of the pre-buy keeps a discrepancy list from turning into an unnecessary price cut. A broker who knows the model also spots value buyers would otherwise ignore, such as engine program coverage or a recent avionics upgrade. To see the full role in context, read what an aircraft broker does.
Arcadia Jets also donates a portion of every sale, acquisition and off-market deal to Angel Flight West, which arranges free flights for people who need medical care.
Frequently Asked Questions
Do buyers pay aircraft brokerage fees?
Only if they hire their own acquisition broker. In a typical sale, the seller pays the listing broker at closing. A buyer who signs an acquisition agreement pays their broker under that agreement.
Are aircraft broker commissions negotiable?
Yes. Fees depend on the aircraft’s value, complexity and the scope of work, and they’re agreed in writing before the work starts. Compare scope as carefully as you compare price.
Is the broker paid if my aircraft doesn’t sell?
Under most success-based agreements, the commission is earned only when the sale closes. Read the agreement for any reimbursable expenses or a tail clause that could apply after it ends.
Is the pre-buy inspection included in the broker’s fee?
Usually not. The buyer typically pays for the inspection itself. The broker’s role is to coordinate it and negotiate how the findings are handled.
Get a Clear Quote Before You Commit
Aircraft brokerage fees should never be a mystery. Ask Arcadia Jets to walk you through the fee and the scope of work before you sign anything, so you know exactly what you are paying for and when. Whether you are selling a jet, a turboprop or a high-performance piston, or searching for your next aircraft, call (888) 660-6511 or visit our aircraft sales brokerage page to start a confidential conversation.
