Joseph Carfagna Jr. is president, partner, and CEO of aircraft brokerage and consultancy Leading Edge Aviation Solutions. He has worked in the business aviation industry for more than 30 years and is a seasoned salesman and aviation expert.

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Joseph Carfagna Jr.

You may have seen in AIN and on social media platforms that Leading Edge Aviation Solutions has just concluded its 1,000th turbine aircraft transaction since 1989, or perhaps you are seeing it now for the first time. Regardless, this blog is not a shameless plug for Leading Edge, but rather an explanation of how we got here—and represents a big thanks to those who contributed to this achievement, with some advice for the next generation.
For people who wish to work in this industry and especially within the aircraft brokerage sector, I have a few pointers. This may help steer some of NBAA’s YoPros either closer to wanting to do this—or drive them away.
<ul>
<li>What aircraft brokerage is not: Aside from what you may have seen on TV or TikTok, it is not a business that is just filled with glamour ... you probably visualize our salespeople hobnobbing&nbsp;with&nbsp;the rich and famous at cocktail parties.&nbsp;Nope. The business is about good old-fashioned hard work and behind-the-scenes networking that takes years to become proficient at.</li>
<li>It’s just good business: We could never have reached this 1,000-aircraft transaction milestone if we did not practice disciplined business standards and conduct our business&nbsp;ethically.</li>
<li>Treat employees with respect and dignity, and they will remain with you a long time: We have had many employees over the years and most of them have spent approximately 20 years with us. In fact, a majority of our current employees have been with us for more than a decade.</li>
<li>Treat your industry peers with the same respect and dignity:&nbsp;You never know when you will need each other again.&nbsp;You most certainly will, and typically more than once. What you say and do will indeed come back to you.</li>
<li>Treat&nbsp;your customers who hire you to do things as your number-one priority.&nbsp;Whether that’s being a plumber, a house painter, or an aircraft broker, the wants and needs of the client are paramount.&nbsp;When we conclude a transaction for a client, they will almost always recommend us to their friends.&nbsp;Therefore, if your clients really felt the experience of working with you was so positive, they&nbsp;do the evangelizing&nbsp;on your behalf and often&nbsp; generate&nbsp;referrals. I still get chills when those calls come in. Make your clients your best sales team.</li>
<li>Sweat the small stuff: Get all of the details right.&nbsp;Mistakes are bad;&nbsp;avoid them at all costs by sweating the details.&nbsp;Make sure your market intelligence is excellent, your communications are clear, and keep surprises to a minimum. We are managing the sale or acquisition of arguably one of the most complex and regulated pieces of machinery for our clients.&nbsp;The interesting part is that selling or buying an aircraft is not regulated at all.&nbsp;You must be regulated to be a barber, a plumber, or a truck driver;&nbsp;however, you do not have to be regulated to be a jet aircraft broker.&nbsp;Therefore, stick to your core principles and join IADA (if you qualify), which&nbsp;is helping us all self-regulate and building barriers to entry so only the most qualified people&nbsp;may join.&nbsp;</li>
<li>Bigger is not always better;&nbsp;better is better: Our firm has averaged&nbsp;28 aircraft transactions per year from 1989 to 2024.&nbsp; Some slow years in the beginning may have been 10 or 12 transactions, while other years near 50.&nbsp;We have focused on being better and better at what we do, rather than tripling our size.&nbsp;Aircraft brokerage and consulting is a very difficult thing to scale up and still keep the quality and boutique feel in place.</li>
</ul>
I am sure many of you who are reading this and are in the aircraft brokerage business get this all the time from people they know: ”What you do must be so fascinating! You get to meet famous people and fly around the world in those airplanes.” One long awkward pause later, the answer is, “Not really.”
Surround yourself with smart, ethical, hard-working people who are dedicated to what they do for their industry, what they do for their clients, and execute for your clients properly every time, with no exceptions. I have to admit, learning from a good teacher (my father, Joseph Carfagna Sr.) for many years certainly helped me learn this quickly.
The way to getting 1,000 houses painted, 1,000 plumbing jobs done, or performing 1,000 turbine aircraft transactions (and still going) is achieved by employing these common-sense principles ...1,000 times.
The opinions expressed in this column are those of the author and not necessarily endorsed by AIN Media Group.&nbsp;
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