Prepare the aircraft and paperwork before listing
Before taking photos or setting a price, ensure the Airworthiness Review Certificate (ARC) is valid for at least six months. Buyers are reluctant to purchase an aircraft facing an imminent ARC renewal because they inherit both the cost and the unknown squawks it might uncover.
Gather all logbooks, STC paperwork, maintenance releases, and the Certificate of Registration. Scan them. Buyers will ask for copies, and being immediately able to provide them signals you're a prepared, trustworthy seller.
Consider a fresh oil change and service before listing. A recently serviced aircraft in good cosmetic condition commands a better price and sells faster than one that hasn't been touched in months.
Set a realistic price
Look at what comparable aircraft actually sold for — not what they're listed at. There's often a significant gap. Type club newsletters, completed auctions, and brokers who deal in that type are your best data sources.
Factor in: total airframe hours (low hours adds value up to a point), engine position relative to TBO (a run-out engine can reduce value by €10,000–30,000 depending on type), avionics quality, known squawks, and recent major work.
Set your asking price at your realistic value plus a small negotiation margin. Sellers who price high and 'can always come down' typically end up reducing multiple times, which signals desperation and invites lower offers than a properly priced aircraft would attract.
Create the listing
A complete listing gets enquiries. An incomplete one gets ignored. Fill in every field — category, year, hours, location, avionics, condition. Upload at least 8 photos including the engine bay and instrument panel.
Specify the VAT status correctly. If you're a private individual, the sale is VAT-exempt (no VAT charged). If you're a business, state whether the price is net (VAT on top) or gross (VAT included) and at what rate. This avoids wasted viewings where the price dispute arises at the end.
Managing the sales process
Respond to all enquiries, even the ones that feel speculative. Buyers often contact multiple sellers and the one who responds quickly and professionally wins the deal.
Before inviting strangers to a private hangar, do a brief phone call to verify the buyer is genuine. Tyre-kickers are real, but they're usually identifiable: they ask very vague questions, won't commit to a viewing date, or start negotiating before they've even seen the aircraft.
For viewings, have the aircraft clean and accessible. If possible, have a recent flight ready to offer — many buyers want a demo flight as part of their assessment.
Handling the pre-purchase inspection
Agree in advance what the PPI will cover and who pays for it (standard is the buyer pays, unless you agree otherwise). Choose a reputable Part-145 organisation — ideally one familiar with the aircraft type.
Attend the inspection if possible, or at minimum get the written report. If defects are found, decide in advance how you'll respond: repair them yourself, reduce the price accordingly, or walk away. Having a position in advance prevents emotionally reactive negotiations.
Closing and deregistration
Use a written purchase agreement specifying aircraft identity, price, VAT treatment, what documentation transfers, and the liability point at which the aircraft becomes the buyer's responsibility.
After the sale, notify your national CAA to update or remove the aircraft from the register under your name. Failure to do this means you remain the registered owner and may retain liability.
Cancel insurance from the agreed transfer date. Note that some policies require written notice — check your policy terms before assuming coverage lapses automatically.