We were lucky to catch up with Cooper P recently and have shared our conversation below.
Cooper , thanks for joining us, excited to have you contributing your stories and insights. Early in your career, how did you think through the decision of whether to start your own firm or join an established firm?
A pilot’s dream is to own their own plane at some point. Renting is nice because you fly and leave it but knowing a plane is always available when you want to leave on a whim is magical. I have been searching for my dream plane for the past year. I did not know the process and it can be quite overwhelming looking through all of the aircraft for sale, knowing if the price is reasonable and differentiating optional equipment. During my search, PacTex Aviation owner contacted me about becoming an aircraft broker. At first I thought, “how could I be a broker when I was already overwhelmed as a buyer?!”. Then Casey explained he would walk me through the process and I realized this was an opportune time to learn the business that would eventually help me find my own plane. And to be able to make smart decisions on everything from financing, pre-buy to flying away in a plane that would bring happiness rather than disappointment with a money pit. The thought of potentially building the business to eventually having my own franchise was also enticing. Becoming an aircraft broker is interesting work for a pilot because guess what? You get to meet and hang out with pilots from all over the country. Admittedly the best part is that I get to learn about all of the different aircraft! Before, I knew mostly about the airplanes or helicopters that I personally flew. Now I learn about all aircraft. It has been awhile since I have been in sales though now I find it easier because I can anticipate their needs and wants because I have been through the process.
Great, appreciate you sharing that with us. Before we ask you to share more of your insights, can you take a moment to introduce yourself and how you got to where you are today to our readers.
I first wanted to become a pilot at age four. It was the first time I had flown in a plane and I made it my destiny to fly airplanes. Like many, flying gives a sense a freedom, and honestly power of self, that you may not get from daily life. During the year of Covid, I decided to grow my community of female pilots and started social media one to inspire and a second account to provide scholarships. Both grew immensely the first year and grateful to my followers who allow me to share my love of aviation daily. From there I began to work with aviation brands, travel nationally to promote aviation and meet fellow pilots. These pilots are truly inspirational and help keep me motivated to improve myself as a pilot and continue training in areas that I had not ever imagined when I got my certificate.
I really relate and understand buyers and personally love working with them the most. They give me their wishlist and when I send them options…it is like sending hope to making a dream come true! In this business, it is easier to find clients because you are a client too to an extent. As a pilot I can relate and understand the concerns they may have. When I was a salesman in my prior job, of course I could relate on a human level, but pilot to pilot, it is a whole different level that extends the relationship and creates a bond because the client and I have experienced this truly magnificent experience called flying. So even if the client doesn’t want to buy or sell, I can still talk to them about all things aviation. That is truly rare in any business. Our company motto is, “we don’t sell planes, we sell peace of mind”. All of the brokers at the company work hard to make the process easier for our clients who eventually become friends because we all have the same passion. It really is a great business to be in as a pilot because we already hang out at airports and talk to pilots about airplanes. So it is easier to find clients because they express they are buying or selling and you just have to mention that you can help them. Of course brokers still go look for clients but in this industry it is easier because it is part of our daily life already. The saying goes do what you love and you will never work a day in your life. I highly recommend others who find their current career to fall short of being their passion…well, figure out your passion and work in that industry!
When I first build rapport with a client, I truly want to get to know them. In this industry, you don’t want to “over sell” because if they buy a plane that is too much for them to handle can end up being a heartache. That is not what I want to bring to the table. So for me being a broker that is considerate of their flying skills is number one priority. Our company is quite different because the first question is not how much is your budget or he much do want to list your plane, but rather what parts of the process do you want help from us to make your life easier?
What do you think helped you build your reputation within your market?
Clients want business partners that understand what they’re going through. Being able to relate is the most important and effective way to work with your client. When I first speak to someone, I have them share their story with me and their reason for flying. When I share with them that I’m also a pilot the vibe completely changes because now we’re on the same page. It seems silly sometimes to me, but I really believe that social media has given me the reputation and integrity that yes I am a pilot, a real pilot, when people can go to my socials, and see that I have actual experience going across the country flying to multiple locations. They know that I am capable and knowledgeable about flying. And in this industry, that’s what it’s all about.
Can you tell us the story behind how you met your business partner?
As I have mentioned, socials have been an integral part of meeting other pilots and Aviation organizations in the industry. You know that Meta is listening and it just knew I was looking for a plane to buy. One morning I woke up to a DM from the owner of PacTex. I seriously they put my profile in front of him. I did not open it immediately. Probably a month went by and I finally looked to see what it said. My first reaction was, “I have absolutely NO experience!” Casey was so kind and reminded me I was already in the business but now have an opportunity to make some money doing what I already love. I checked out his company and website to make sure it was legit (I always recommend checking companies out and do research on them). The following week I was officially a broker. I got thrown in heavy and learned the business within a month. Month three I signed my first two clients on my own. Now I am managing the company social media and marketing along with brokering. What started out as part time job has become full time desire to bring happiness to pilots everywhere! The most amazing part is that I work my own hours (albeit typically 12-14 hours…again do what you love) and work from anywhere I happen to be that day. I am typing this out on the beaches of Hawaii! Casey is a wonderful boss who checks in with all of the brokers daily, even just to catch up on their daily personal lives. Caring for your employees is important in understanding how they work and helping them to be successful as individuals. It is never about what are you doing for PacTex, it is what can PacTex can do to better to make you a successful broker. I hope everyone makes a note of this because successful companies run on successful employees. Crazy but I have never met my boss in person but feel like life long friends!
Image Credits
Photo credit Cooper The Pilot