Unfortunately, this is a recipe for disappointment. Professional aircraft brokers recommend that you stay disconnected from any prospective airplane—yes, that’s easier said than done.

Tell yourself, “It’s somebody else’s airplane.” This also holds true for factory-new airplanes. Be clinical, objective and precise. You can get all dreamy once the papers are signed.

ON DEMO FLIGHTS, VIGILANTLY MONITOR PERFORMANCE. This is especially true when buying a new plane. Remember, it’s a salesperson’s job to make you want the aircraft, so take his or her pitch with some skepticism.

When the demo pilot is demonstrating the great climb performance, note the power settings and fuel flow: Maybe that climb rate will cost you in engine life or fuel.


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