Can you briefly walk us through your journey in private aviation over the past 3 years?
I started as a junior broker, working closely with experienced professionals and learning the industry hands-on. Within my first month, I closed my first deal, which gave me strong momentum early on. Over the first year, I focused on building fundamentals and consistency. By year two, I had developed a solid network of affiliates and operators, which significantly improved my deal flow. In my third year, I expanded my reach globally, targeting international business connections and scaling my activity beyond local markets.

What’s the biggest misconception people have about becoming a charter broker?
That it’s just a sales job. In reality, as a broker you handle everything from A to Z client acquisition, sourcing aircraft, negotiating, managing operations, and ensuring the flight runs smoothly. It’s a full-cycle role, not just closing deals.

How would you explain the role of a charter broker to someone completely new to the industry?
A charter broker acts as the bridge between passengers and operators. We source the right aircraft, negotiate the best options, and manage the entire process to ensure a seamless experience for the client. Think of someone who wants to buy a home and goes to a mortgage broker for financing. That broker would find them the best supplier/bank (In our case it's the operator), and negotiate the interest rate (in our case it's the flight price). Sure they could go straight to the bank, but the advantage of working with a broker is they get to shop around for you to get the best deal. Same thing in private aviation. Clients can go straight to an operator, but chances they're missing out on better prices out there.

In your experience, what separates successful brokers from those who struggle?
Consistency, resilience, and the ability to build trust. The brokers who succeed are the ones who stay disciplined, follow up relentlessly, and develop strong relationships with both clients and operators. A good broker is as good as his supply.

Realistically, how long does it take for a new broker to start earning consistent income?
It typically takes several months to build a solid pipeline, but reaching consistent income usually comes after 6 to 12 months depending on how quickly you learn, your network, and how active you are in the market. New brokers can expect to make their first deal in the first 90 days if they stay consistent. I had my first deal in 2 months.

What do you think is lacking with existing training programs out there?
100% continuous support. I did go through a training program before, but nobody was on the other end when I need immediate help and support. New brokers are very nervous by nature, and they should be. The smallest mistake can snowball into something too big to handle. If I had more support when I first started, it would've been better.

As a broker yourself, would you recommend people start independently or join a brokerage?
I would strongly recommend joining a brokerage first. Learning under experienced brokers and having access to structure, tools, and live deals accelerates your growth significantly.

Having worked in multiple markets, where would you say new brokers have the highest chances at the beginning?
The Us and Latin American markets are the most dynamic and accessible. There’s strong demand, high activity, and more opportunities for new brokers to enter and grow.

If you were starting from scratch today, what would you do differently?
I would focus from day one on high-volume clients, affiliates, agencies, and frequent bookers rather than individual flyers. That approach accelerates your ramp-up and creates more consistent deal flow early on.