Podcast: The Truth About the Market

Host: Jason Zilberbrand, President & CTO, VREF

Episode Overview

In this eye-opening episode, Jason reveals one of the least discussed — yet most influential — forces in every aircraft transaction: the broker.

Not the airplane. Not the market. Not the valuation model.

The broker.

Using a fictional—but extremely realistic—2012 Citation CJ3, Jason demonstrates how six different broker archetypes can turn the same airplane into six completely different stories.

The asset never changes. But the narrative does. And the person telling the story often determines whether a deal becomes effortless… or collapses in confusion, friction, and regret.

Whether you’re buying your first piston single or your third large-cabin jet, this episode will permanently change the way you evaluate brokers — and the way you listen when one starts talking.

What You’ll Discover in This Episode

• The single biggest misconception new buyers have about aircraft sales — and why the broker, not the airplane, dictates your experience.
• How two buyers can inquire about the same CJ3 on the same day… and walk away believing they saw two completely different airplanes.
• The “Bedroom Broker” — how enthusiasm replaces structure, and how deals drift when the captain isn’t actually captaining anything.
• The broker type Jason calls “the adult in the room”… and why their deals almost always close smoothly.
• The Boiler Room Machine — the high-volume pitch that overwhelms buyers with PDFs, pressure, and follow-ups… but rarely with accuracy.
• The rise of the “Self-Accredited Guru” — brand-first brokers who sell inspirational narratives instead of aircraft.
• Jason’s favorite archetype: the Invisible Assassin — the broker who never posts selfies, never sells hype, and always arrives with flawless logs and zero friction.
• The Industry Celebrity — polished, visible, connected… and often shockingly light on technical depth.
• The surprising reason deals fall apart — and why it’s rarely the price, the airplane, or the market.
• The one rule that separates elite brokers from amateurs — and why it has nothing to do with charisma.

Jason’s Truth

“The aircraft never changes. The logs don’t change. The gear-up history doesn’t change. Only the story changes — and the person telling that story determines whether you get the truth or a fairy tale with an asking price.”

Mentioned in This Episode

• 2012 Citation CJ3 (fictional example)
• TAP Blue
• GTN 750Xi upgrade
• Doc 10 inspections
• Broker archetypes across piston, turboprop, and jet markets

Complete show notes and podcast can be found at https://vref.com/news/the-six-brokers-youll-meet-in-aviation-and-how-they-quietly-shape-every-deal

Brought to You By

VREF — The Trusted Name in Aircraft Valuations and Appraisals. Whether you’re navigating your first purchase or leading a complex fleet acquisition, VREF keeps you grounded in objective, defensible, data-driven valuations.

Know what your aircraft is really worth before you buy, sell, or finance — at vref.com.