Michael Mikolay
August 6, 2025
In today’s jet market, aircraft buyers and sellers have access to more data than ever: AI-powered pricing models, market tracking dashboards, inventory platforms and valuation forecasts built on years of aircraft sales history.
AI models can calculate, compare and predict with stunning speed. They help spot trends, surface comps and forecast depreciation down to the model year and engine type. Plus, these tools save time, increase transparency and help find opportunities.
But here’s the truth: Even the best algorithm can’t make a judgment call. It can’t sense hesitation in a seller’s tone. It can’t interpret a buyer’s discomfort when stepping into a cabin that “looks good on paper.” And it can’t help you navigate the unspoken—and often critical—dynamics that shape whether a deal gets done or falls apart.
In private aviation, that human element still matters. Arguably more than ever.
On paper, Aircraft A and Aircraft B may look identical—same make, model, hours and year. The AI flags Aircraft B as the better value. But Aircraft A? It’s a one-owner aircraft with a full OEM maintenance pedigree and fresh interior.
Aircraft B had a gear-up landing in 2017 and a post-repair depreciation that isn’t obvious unless you’ve read the inspection reports—and know how to interpret them. AI doesn’t know that. It just sees hours and price. A human advisor sees context.
Technology can calculate fair market value. It cannot tell you what the aircraft is really worth to you—based on your mission, goals, risk tolerance and timing.
An unprogrammed engine might be a deal-breaker for one buyer, and a non-issue for another with short-term plans and a favorable operating partner. A midlife inspection might scare off a nervous buyer, but present leverage for someone prepared to close fast and negotiate smart. Valuation isn’t just math. It’s strategy, timing and mindset.
Pre-purchase inspections are rarely clean. But not every discrepancy means disaster. What should trigger a price reduction versus walk away? What’s typical for this model versus a sign of poor ownership? Which issues affect resale and which are just cosmetic?
Advisors don’t just read inspection reports—they interpret them. They’ve seen what’s fixable, what’s negotiable and what’s a red flag. That experience helps buyers make rational decisions in an emotional moment.
A machine can pull comps, but it can’t read a room. Negotiation during an aircraft transaction is more art than science. It takes soft skills—sensing when to push, when to pause, and how to structure a deal beyond just price. That includes tax positioning, timing, delivery logistics, inspection credits and more.
No dashboard or algorithm can do that. A human can.
Market models are great at analyzing the past. But transactions happen in real time. An AI tool might say a specific aircraft should sell within 90 days based on historical absorption rates.
But it can’t know that the seller just turned down a strong offer because the family CFO is now considering exporting the aircraft instead. Or that a model-specific airworthiness directive (AD) is coming that could shift buyer demand in the next quarter.
Advisors bring more than data; they bring awareness. With their ear to the ground, they sense shifts, spot risks and see what the numbers alone can’t.
Private jet buyers aren’t just purchasing an asset; they’re trying not to make a mistake. And most don’t want to do it alone. They want confidence that someone is looking at the full picture: the pedigree, the inspection strategy, the escrow process, the title risk, the insurance coverage, the transition timeline and the resale impact of every decision.
That kind of trust doesn’t come from a platform. It comes from a relationship.
Technology will continue to improve aviation, just as it has in nearly every industry. It’s making advisors faster, smarter and more informed. That’s a good thing.
But the best transactions—the ones that feel right, close smoothly and deliver long-term value—aren’t built on automation alone. They’re built on clarity, strategy and trust.
And those still require a human touch.
This article about AI in private jet deals originally appeared on GlobalAir.com for the AirMail Focus newsletter.