Michael Mikolay
In the fast-paced world of business aviation, multimillion-dollar decisions can be made in mere moments. As a result, the relationships forged between clients and their advisors are more than transactional—they are transformative.
For those of us guiding these decisions, the shift from “aircraft broker” to “aviation advisor” reflects more than a title change. It embodies a commitment to trust, expertise and lasting support. Together, these qualities create enduring partnerships that define success in business aviation.
At the core of any enduring relationship lies trust. Clients who entrust their aviation needs to an advisor don’t just want a deal-closer. Rather, they seek a partner who prioritizes their interests, keeps promises, and is there each and every time they call.
They want an aviation advisor to explain decisions clearly, to share market insights and address challenges head-on —especially when it comes to potential hurdles in a transaction.
An advisor's integrity is the cornerstone of trust. For instance, steering a client away from a bad deal, even when profitable, is good business. It shows commitment to the client’s success. In turn, this ethical action helps cement the working relationship.
We must remember that building trust is not a one-time achievement. It's nurtured over time through consistent, ethical actions.
Expertise is a given in business aviation, but the depth and breadth of that expertise can set an advisor apart.. They understand technical details, navigate market trends and align solutions with client goals. And they guide transactions by assembling the right support team.
An advisor’s role extends well beyond matching a buyer with an aircraft. It involves evaluating client needs, understanding operational goals, and crafting tailored solutions. This might involve recommending the right airplane for a growing fleet, improving a charter arrangement, or making a sale go smoothly. A skilled advisor handles the challenges of this unregulated industry with confidence and expertise.
Keeping up with industry changes is essential. The market is shifting as we move past the pandemic and face new political dynamics. An advisor who incorporates these insights into their guidance becomes a trusted resource. This builds client confidence and supports better decision-making.
Aviation advisors don’t stop when a deal closes. Unlike a deal-centric broker, a client-centric advisor sees the end of a transaction as the start of a long-term partnership.
Ongoing client support takes many forms. Perhaps its helping to navigate future upgrades or regulatory mandates. Maybe it’s helping a client address their changing travel needs. At a minimum, support is offering ongoing market intelligence to the key decision-makers.
It’s important to schedule these regular check-ins to discuss operational performance, market changes and long-term goals. All this helps reinforce the value of the relationship.
By staying proactive, an aviation advisor becomes a trusted, go-to resource. When clients feel supported, satisfaction leads to referrals and repeat business. Satisfied clients often become advocates, sharing stories of the advisor’s dedication and value.
The shift from "aircraft broker" to "aviation advisor" signifies a mindset change. Where a broker might focus on the transaction, an advisor focuses on the relationship. This evolution is as much about perception as it is about practice. It means being more than an intermediary; it's becoming a strategic partner, one who's truly invested in the client’s success.
To truly excel, advisors must take a balanced approach, combining technical and strong people skills. In high-stakes situations, personalized service is essential. Ultimately, success comes from being more than an expert; it’s about becoming a trusted confidant.
Relationships are not built overnight. The practice takes patience, dedication and a true desire to help clients succeed. For advisors, the real reward is not just the business, but the satisfaction of contributing to client success stories.
As aviation continues to evolve, so too must the professionals within it. By focusing on trust, expertise and ongoing support, advisors can foster relationships. Ones that stand the test of time. And ones that transform transactions into partnerships and clients into lifelong collaborators.
Ultimately, the most successful advisors understand that their role extends far beyond the runway. They are equal parts consultants, strategists, confidants, and advocates who build relationships that soar well into the future.
With 25 years in business aviation, Michael Mikolay, founder and CEO of Mikolay Jet Group, has facilitated 950 aircraft transactions worth over $14 billion. An ATP-rated pilot with multiple certifications, he has also held senior roles in top aviation organizations.