Speaker 1: 0:05

Hello and welcome everybody. My name is Tom Lely. I'm your ultimate jet guide and on this podcast we pull back the curtain on private aviation. Help you buy or sell private jets with no experience necessary to get started. I'm joined with my co-host, ella. Ella, how you doing today?

Speaker 2: 0:29

host Ella. Ella, how are you doing today? I'm doing great, tom, super excited to dive into the world of private aviation with you and our listeners. It's quite a fascinating industry and I'm eager to learn more about how we can help aspiring brokers get their start 100%.

Speaker 1: 0:39

Thank you so much for joining me. Now. Ella is our AI co-host. That kind of takes everybody's ideas people who have asked frequently asked questions and she kind of gives us a different perspective for aspiring jet brokers. So, ella, today we're going to be talking about how to get a job as a market researcher or market analyst a job posting on LinkedIn that we're going to look at today and we're going to go through specific action items that people can do to have a better shot at actually getting the attention of the business that's hiring for market researchers. So I'm excited.

Speaker 2: 1:17

That sounds like a fantastic topic, Tom. Market research is so crucial for understanding the private aviation landscape and making informed decisions. I'm ready to explore this LinkedIn job posting and help our listeners figure out how to stand out from the competition. What kind of experience or skills do you?

Speaker 1: 1:33

have. That sounds like a plan. I'm going to need you to be a little bit more brief today and just kind of give me back and forth a little quick things and not so verbose, because you're sounding a lot like an AI. I want you to sound a little bit more casual, a little bit more personable. Does that make sense?

Speaker 2: 1:52

Got it, tom, I can definitely do that. I'll keep my responses concise and focus on being engaging and relatable. So where should we start with this market researcher job? What are the key things we should be looking for?

Speaker 1: 2:03

Yeah. So I'm gonna pull it up here and let me just go through some things and I'll catch back with you in a little bit. So right now we've got a job. It's by this individual named Steve Maine. He's the senior vice president for United States for Aero Ventures, and what I found interesting about the post was it's a lot like most postings will see. They're looking for an aviation analyst to join the team. Here's what the analyst is going to do they're going to support the sales team by providing market research, aircraft valuation, deal structuring, hot insights, financial analysis for new and pre-owned private jet transactions. It's a critical role in the sales strategy to help clients make data-driven purchases.

Speaker 1: 2:44

Okay, now I'm getting a little verbose. This is highly dynamic, award-resistant, both challenges fulfilled, okay, cool, based in Dallas, cool, cool, cool cool, and then we can click on that. So before we kind of get all into it, a market researcher, a market analyst this is a role for an individual that wants to get into private aviation, especially sales. Basically, most brokerages, when they bring you on, they're not going to have you call the owners, build a relationship with the owner, ask for the listing work, the listing work, the buyers work the deal, close the deal all from A to Z. Now there's some brokerages that will. It's kind of a sink or swim and that's what I. That's that's how I learned. It was like, listen, you're either a broker or you're not. The the.

Speaker 1: 3:31

The positive side of being a market analyst is usually you're getting a salary, so you can be paid anywhere from. You know, maybe 40 to 80 grand a year, depending on who they're, who they're hiring your experience You're also getting. You're in the. You're in the environment of jet transactions on a daily basis. You're working with a big company like AeroVentures or Jet Aviva, o'gara Jets, et cetera. So you're in the, you're in the, in the vibe, right. It can be a remote position, it can be in person, but it's the the. So you're getting. You know all the tools that you need. You're getting a salary. You're getting all the tools that you need. You're getting a salary, you're getting the experience. But the downside is you're just kind of watching from the outside a little bit and it'll take you probably a year, two years or more before you start doing deals from A to Z, and even in that with the bigger brokerages doing a deal from A to Z.

Speaker 1: 4:17

That's almost a misnomer because, yes, the brokers are working really hard, but they also have market analysts that are market researchers that are making phone calls and giving them leads to work. So, um, it's, it's, it's however you want. Every every job's going to be different, but let's, so that's. That's what a market analyst does. They're cold calling all day. They're seeing are you looking to sell? Are you looking to sell? You're going to sell. They're calling other brokers what's the price? Are they? You know, has anything changed? You know, tell me more about it. And they're learning the lingo. They're pretty much doing everything that we advise you to do through our certificate program, and they get a salary and they're in the midst of a of a of a thriving brokerage. So it's a really great opportunity for people to get started.

Speaker 1: 4:54

The problem is there's so few opportunities that even if you see them I mean the competition is fierce You're potentially going up against people that have a relationship with the uh, with the brokers, like they know them already. They've been working, you know networking with them, and so it can be who you know. It could also be like what experience you're bringing, like if they're already in aviation sales or they're already pilots, or they're already mechanics. You know that that plays a role, so it's very competitive, um, but let's take a look at a few things that you can do to try to help yourself stand out. So, if I'm going to bring this back up, actually, let's get let's get Ella back here. See if she's got any any questions. Where are we going to go? Okay, boom, boom, boom. Hey, ella. So we're taking a look at a LinkedIn post about being a market researcher. Before I get into how to become a market researcher, what questions do you have about being a market researcher?

Speaker 2: 5:51

Okay, market research huh, that sounds interesting. I'm curious what kind of skills do you need to be a successful market researcher and what's a typical day like for them? Also, what are some common misconceptions people have about market research?

Speaker 1: 6:05

Yeah. So all good questions. So skills that you're going to need. I mean, you're going to have to have the grit to pick up the phone over and over and make phone calls even if people are telling you no, and so that's really important. You need to be able to be disciplined and organized with your time so you can just make those phone calls. Now I can make 100 calls in four hours, but some people it takes them all day to do that calls in four hours, but some people it takes them all day to do that, and so the more smile and dials you can do, the better. So that would be the main skills.

Speaker 2: 6:31

What were your other questions. Okay, so it sounds like being persistent and organized are key. You also mentioned smile and dial, so is there a sales aspect to being a market researcher? And what about the data analysis side? Do you need to be good with numbers and spreadsheets?

Speaker 1: 6:46

So there's definitely a. I would say there's more of a marketing aspect to it. Like you don't want to come across like everybody else. So one thing you can do to separate yourself as a market researcher is having your script and making your script your own and being able to present yourself and your company favorably to to your prospects. They're not going to know who you are. How do you separate yourself from the, from the competition of everybody? Every other market researcher that's calling these owners. So there's a little bit of salesmanship and marketing that goes into it. That's for sure important and uh shoot. You asked another question. I forget what it was that's helpful.

Speaker 2: 7:19

So it's about presenting yourself and your company well, making a good impression. I also asked about the data analysis side.

Speaker 1: 7:26

Do you need?

Speaker 2: 7:26

to be good.

Speaker 1: 7:27

So the data analysis side, you know, yeah, it's good to be good with numbers, but you have to be able to put those numbers to use. So the data analysis itself will happen through computers. We've got software like JetNet, amstab, VREF, aircraft, blue Book, aviacost there's all different softwares that will present numbers to us. Now how do you actually use those numbers? So to present to an owner, for example, when they say how much is my plane worth, we tell them, like listen, here's the market averages, here's where your lands on the market, and so your value could be somewhere in this range. So you don't necessarily have to be good at numbers to come up with the numbers, but you would have to be good on how to organize and present those numbers for sure. But let's get into the job application itself, and I will catch back with you in just a second.

Speaker 2: 8:17

Okay, so it's more about interpreting and presenting the data rather than crunching the numbers yourself. That makes sense. So you're saying that the software provides the data and then the market researcher needs to be able to explain what it means to?

Speaker 1: 8:30

clients. Yeah, yeah. Yeah, we'll get back to Ellen in a second. It's not really going to be helpful for you guys, all right. So, looking up at this no-transcript obviously the founder, so maybe I'm coming here and I'm gonna search a bill. I'm gonna find out more about him. Uh, looks like a month ago steve hopped on, okay. Okay, so we can learn more about steve. Who posted the thing? Let's see.

Speaker 1: 9:22

Specialized advisory services, acquisitions, assets, finance solutions incorporates comprehensive marketing. So they know they want market analysis, they want foresight and they want integrity. Okay, ooh, diverging from traditional brokering practices, they cultivate an atmosphere of trust and exclusivity, establishing us as pioneers in delivering aviation services that prioritize client needs and efficiency. So there's a story behind here, you know. So if I'm, if I actually get a chance to talk with these guys you know about possibly being a um, you know working with them I would love to hear, like, what's the story behind this? This, this line diverging from traditional brokerage practices, like what you know, what practices is arrow is arrow, ventures not about like, what is it that they really want nothing to do with? And I think that'd be kind of an interesting you know if I'm having a conversation with somebody about it. Uh, from inception, we offer comprehensive guidance, fostering long-term relationships, yeah, built on trust. Everybody talks about trust and expertise, by the way, which is really kind of interesting. I think that shows something. So this is kind of their home. This is about. This is their posts, okay, so let's go to their website, like, look what they've been posting recently, you know. So they acquired a challenger 605, uh, sold the goldstream g280, a challenger three of 350. So, like, they're clearly heavy jets. So you're going to want to know about heavy jets if you're getting into this. And so this is part of the thing that we do, you know, with our training is that we try to bring in, we try to teach you. Before you go ask for a job interview with somebody, like you should be able and have the knowledge of how to do market research. So if I'm, if I'm you guys, I'm looking like, if there's anything that they're looking for, let's see there's speaking engagements. Okay, this is all arrow ventures. Let's see here, okay, website First, private aviation family office advisory firm. So they're targeting family offices. I would make sure you know what a family office is to get more. You know, read about this. Here's the inventory. Okay, so you know what their inventory is.

Speaker 1: 11:36

You know, check out the Gulfstream right and do your market research on it. And maybe you've come to find out like, hey, like you know, if you're in an interview, hey, tell me about the Gulfstream G650 that you guys have for sale. Like, what's the story on it? You know, ask them like you would ask um about the aircraft, on how to sell the aircraft, and, you know, ask them how much they're asking for it. And then that's an opportunity for you to show them like, hey, you know, I've done the research, the market research, on the Gulfstream GC six fifties. I would put the valuation on here. Like, do you think I'm in the ballpark? You know cause you're trying. You're showing them that you have the ability to do the job right, that you know they should know this inside and out, and so you want to show them that you can know this inside and out. So there's a lot of stuff that you can do. Let's see they do buying, selling, financing. You know, right plane, right mission, right price, right broker. These are things that they're looking for.

Speaker 1: 12:39

Real world proformers Say goodbye to thumb and win estimates. Our proprietary proformers are based on real life operational data, so they really value knowing how much something is worth. So if you want to set yourself apart, I would send in an application and I would be like, let me see if I can find it here. I would be like, hey, like, just in close, in close, find my market, my market report on the goldstream g650s. I notice you have one for sale. Um, okay, maybe it's somewhere in here.

Speaker 1: 13:14

Our team, I'm just trying to see what the like the next step I would have is to find out, um, how to careers. Okay, we're going to get into that. All right, let's bring, let's bring ella back, see if she's got anything going on. Hey, ella, real quick. So we went through the job post, we went through learning more about you know who posted it, learning more about the company, and I gave some ideas of how to do market research so they could present with their cover letter like, hey, I did some market research on this specific Gulfstream. What questions would you have about reaching out to make connections with a prospective employer?

Speaker 2: 13:59

Okay. So we've got the research done, we know the company, we're ready to reach out. As someone brand new to this, I'm curious about a few things. First, what's the best way to initially contact them? Is it better to go through LinkedIn email or just call them directly? And what should I say in that first message to really grab their attention and show that I'm not just another random applicant?

Speaker 1: 14:19

Yeah, that's a good question. So, listen, I'm not a job expert. If you want that, that's a. I would go to Jenny Showalter. She's awesome at you know resumes and that kind of thing.

Speaker 1: 14:29

I would say be true to yourself and I think you have a couple options, like, if you're a super rule follower, do exactly what people tell you to do, and that's the kind of person you want to work with. Well then, we got to go check out and I'll bring it up in a second the. We got to check out the website and see how do they want to be contacted. So that's, that's one way, and of course, I think you should, everybody should do that. But but for me, I'm also the kind of person is like, I want to hear from you, and so I want to get back to you. I want you to make sure that you receive my message.

Speaker 1: 14:57

So I'm sending LinkedIn, I'm going email, I'm making phone calls, I'm going through the portal that they asked me to go through and that's who I am, and so that is part of my interview process, and so there's a balance between, hey, this is who I am like, am I a good fit? And if they don't want that, well, maybe I don't want to work there, and I don't mean that in like a prideful way. I just mean like you have to understand that balance. Like you might want to really talk to them right and be all over and send them a million messages, but they might not want that and so if you really want the job, you have to play by their rules and it's. It's a dance, it's a relationship, so it's kind of a both end. Um, I would lean more towards whatever your personality is, because that's going to show through. How you try to contact them is part of your interview when you first get started.

Speaker 2: 15:45

Okay, that makes a lot of sense. So it's really about finding that balance between following their guidelines and letting my personality shine through. I guess the next thing I'm wondering is what kind of questions should I be prepared to ask them? When I do get an interview, I want to make sure I'm asking smart, insightful questions that show I'm genuinely interested and have thought about this beyond just wanting a job.

Speaker 1: 16:08

Yeah, I think that's. I think that's important. I think you know I'm sure Jenny I got to bring her on she probably you know good, good questions for that, but I think it's really important. I shared a little bit earlier in the podcast, like talk about their listings. Let them know that you've seen what the activities that they're in right now. Hey, I saw you're at CJI Investor. That's really cool. Hey, I saw that you have a Gulfstream listed. I guess I would ask them what are they looking for specifically? I did bring up for this particular one. In their mission statement they said we're unlike any other brokerage or breaking away from the traditional brokerage model. So I would ask them tell me more about that. What's the story behind that? What have you seen out there that you guys are absolutely not looking for? And then find a way to let that show how you resonate with that. If you do, obviously you want to be genuine, so I'm going to go check out their website now.

Speaker 2: 17:03

Okay, so doing my homework and asking about their current listings and unique approach is key. I like the idea of asking what they don't want in a broker. That's a smart way to show I understand their values. So I've got a good handle on researching the company and crafting initial messages. What about the actual interview? What are some common mistakes new brokers make that I should try to avoid?

Speaker 1: 17:25

So it looks like their careers tab is not working. We'll have to get that figured out. Yeah, I think common mistakes, you know, and so in this, in this case, I would, you know, reach out to whoever made the post and try to find an email address on the team, like there's probably a contact somewhere in here. So you're going to have to do a little bit of digging. Oh, on the team. Oh, hold on, let's see. Right here, I think there's whoops Inventory. Okay, that's their timeline, Learn more? Okay, connect with us. So there's a North American wing. You could also go to their team and you can. You know, cfo, you know you can find people on LinkedIn here.

Speaker 1: 18:15

So this is going to be a little bit. I mean, maybe somewhere on here they'll post it as well. Oh, here we go. Jobs, nope, no jobs.

Speaker 1: 18:22

Okay, so we're gonna have to do a little bit of work to find what we're looking for, but I think the biggest thing, you know, is that let's get rid of.

Speaker 1: 18:31

I think the biggest thing is that we just got, we got to reach out, we got to reach out and we got to try to find a way to connect with people If that's the job that you want and, and so let me, let me do this, let me pull up, okay.

Speaker 1: 18:52

So I'm pulling up the private jet broker community because I think it's important that people see, like you know, what we're trying to do here is something that, um, it will prepare you right. If you check out the private jet certificate program and Ella, I know you've gone through this, you've read through this at least right, but everything that's here how aviation works, the documents, overview, market research like a pro, I mean these are all things that if you come to the table interviewing for a job and you say I understand this, say I understand this stuff, I mean you're not going to wave the private jet broker certificate in front of them because they're going to be like, okay, what's that? Because it's a new certificate, but you're going to be able to show them like, listen, I understand how the flow works. And the reason I'm coming to you guys is because I want to work with a company that understands that and that values bringing up the next generation of private jet brokers. But I've already started to learn and I think I have a good foundation.

Speaker 2: 19:55

Okay, so you're saying that having a solid understanding of the private aviation world, like how it works and the market research involved, can really set you apart when you're interviewing for a job as a jet broker, right, and that being able to demonstrate that knowledge shows potential employers that you're serious about the industry and eager to learn. So, ella, from your perspective as someone new to this, what kind of questions do you think aspiring brokers should be asking potential employers to figure out if they're truly committed to mentoring new talent?

Speaker 1: 20:25

Well, you just referred to yourself in the third person. That's kind of interesting. But no, the questions they need to ask is is just what is the pathway? Like what? What are their plans for a market researcher? How do market researchers advance and make sure that that's a plan that you agree with? Like, if you don't want to be doing this for two years before you get a chance to do a deal, well then you can make that decision. But come at it.

Speaker 1: 20:48

I think at the end of the day, it comes down to you know what we call the jet broker code, and you want to find a group or find a. Here it is. You want to find a brokerage that follows the jet broker code. You want to find a brokerage that follows the jet broker code. You want to find a brokerage that's positive. They're not weighing you down and not like sink or swim, it's up to you. They're resilient, they encourage you when hard things, when tough things, tough stuff happens, because it's going to happen there. They want to invest in your learning, so they want to encourage you to learn from other resources, not just hey, we're the ones that know everything, so you got to just follow us. You want a brokerage that's transparent.

Speaker 1: 21:34

I just had a deal come across my desk where you know somebody wants to buy it cheap and sell it for more and we're just very transparent with that. We're like, hey, just so you know they're buying at this price, they're going to make money by reselling it and everybody's okay with that. So I think transparency is key. Don't try to like swindle somebody. Um, they're honest. Uh, they rep you rep, they represent they, they, they represent their authority and aircraft accurately and truthfully. They're humble I think that's huge. Humble. I think that's huge.

Speaker 1: 22:04

And finally, take responsibility. So, if and when things go wrong, you know we take responsibility. If and when things go right, we take, we take responsibility. So, um, I think, with all all those things in in mind, that's, that's kind of what's what's most important. So I'd like to, I'd like to, I'd like to go ahead now and wrap up the podcast. Um, I'm hoping that this was helpful for aspiring brokers. But, ella, one more shot. What question do you have about going into the job market, being a market researcher? I mean, you've asked some great questions already, but what is something that deep down inside people who are concerned about coming into private aviation? Maybe they have no aviation background. What's a question or two that they might be feeling deep down inside that they're afraid to ask or think that it's a silly question to ask?

Speaker 2: 22:56

Okay. So, if I'm understanding correctly, you want me to put myself in the shoes of someone who's brand new to private aviation and think about what questions they might be hesitant to ask, right, well, I think a big one would be am I smart enough to do this? It's intimidating coming into a new industry, especially one that seems so exclusive. People might worry that they don't have the knowledge or connections to succeed. Another question might be can I really make a living doing this? It's a career change and there's always that fear of the unknown and whether you'll be able to support yourself. Does that make sense?

Speaker 1: 23:30

Yeah, actually those are. Those are good questions. You know, are you smart enough? You may not have the knowledge and you may not have the skills or the interpersonal skills to work with individuals, but yet Right. So so you may not have the knowledge you need. Go find it. And the only way you're going to go find it is by applying for these jobs and try to find out in the interviews and stuff like where you're falling short. Um, I mean, you might want to ask people like where do you you know? I think I think it's.

Speaker 1: 24:00

It'd be interesting if, as you're seeking out a job, you're talking to the people who are hiring, or people who know the people that are hiring, and you just ask them, like what do you think they're looking for? What do you think most people, what do most market researchers lack when they first get started? And the good news is, now that we have the private jet broker community, people can start to look, you know, peel back the curtain on aviation and see where their knowledge gaps are. Do they know how aviation works? Do they know how to do market research and pick a plane and and and how to do evaluation on it? Do they know how to speak to high net worth individuals. Do they know the flow of the deal process?

Speaker 1: 24:33

If you don't know, that's what the course is for, like it's all there, you know, and we have a lot of free resources too. So it's not just about, like hey, pay for the course, but you know we try to do just like I tell people. It's like healthy eating right, if you want to be healthy, eat healthy and go exercise. Like that's what the free resources are. It's like hey know how the aviation works and know how to do market research and know how to talk to high net worth individuals. Oh, you want more guidance on how to do that?

Speaker 1: 24:58

Great, we have the certificate program. Oh, you want one-on-one coaching on how to do this so that you can be set up to get your first deal in six months and set yourself up for a six figure year? Great, we have a mentorship program. That that that that does that for you. But all the basic information how aviation works, how to do market research and how to talk to high net worth individuals it's all there at the private jet broker communitycom. So are you smart enough? I don't know? Maybe, hopefully, but hopefully the, the resources that we give you will help get you to at least a higher level than most who have no aviation background whatsoever, and so does that make sense and I'll answer your question on can you actually do this in just a moment?

Speaker 2: 25:39

That makes total sense. I think you've hit on some really important points there. It's not just about having the raw intelligence, but also about being resourceful and knowing where to find the information and support you need, and I like how you broke down the different levels of resources available, from the free community to the more intensive mentorship program. It sounds like there's something for everyone, no matter where they are on their journey.

Speaker 1: 26:01

Sure, sure, and you can sound a little bit less polished and everything and proper. I mean, let's just be like more casual, more comfortable with one another. As far as, can you do this? I think so. Yes, I mean, if it's, if it's, if it's something that you really want and desire, like that, then you're you're gonna have to go and do it. Uh, it's, it's really a simple business, simple job. It's just not easy.

Speaker 1: 26:24

And so my why, my reason for it was because I wanted something better for my family. I wanted to stop living paycheck to paycheck. I wanted to. I felt like I had more capability in me, like I could play at a higher level. Talking to higher net worth individuals, successful people, be in an industry that was, that was unique, not just selling widgets, but I mean aviation is pretty cool there and and and I wasn't going to fail. I mean it was hard and I've I did fail like from here to here and there, but I still get up every day and I'm not saying I made it by any stretch of the imagination. I'm still hustling right now.

Speaker 1: 26:58

And so can you do it? Yeah, it's, it's, it's just up to you to put the next foot forward. And if things aren't working. If you're, if you're doing it and you're trying to do it, it's just not working. You got to look at why is it not working. It's usually because lack of consistency, lack of volume, like you're just not doing enough, um, or you don't have the right coach or mentor, or any coach or mentor at all.

Speaker 1: 27:17

And even if that's me, like you know, you've been hanging out with me for a little bit and you feel like maybe you need to go find you know another coach or mentor, that's totally cool. Let me know. I'll be happy to put you in touch with people. We've already done that with some of our brokers who joined the community. We started working together and after a while we're just like. You know what? I think I've taught you everything that I can, based on our relationship. Let's go find somebody else that's looking for what you have to offer and can take you to that next level. So can you do it? Absolutely. It's just a matter of having the discipline and the dedication to say yes to this and do what it takes. So, ella, thank you so much for let me just get back. I was a little too long winded. Ella, thank you so much for joining us today. I really do appreciate it. I would love to give the podcast audience just a casual sign off. Where can people follow your journey, maybe ask you questions on social media?

Speaker 2: 28:21

If anyone wants to follow my journey into private aviation or just ask questions, you can find me on all the socials, like Instagram hashtag Ella in the air. I'm always up for a good chat about aviation or anything else.

Speaker 1: 28:34

Really, that's awesome. Well, thank you so much for joining us, ella. Thank you, guys for joining us Pulling back the curtain. Don't forget to check out the private jet broker community dot com. We'll catch you later, and it's been so long since I've done a podcast that I forgot to set the intro outro. We'll catch.