How Steve Varsano Conquered the Luxury Aviation Market at 55
Disruptors
Rob Moore
4.8 • 1.4K Ratings
🗓️ 2 September 2024
⏱️ 58 minutes
🧾️ Download transcript
Summary
Rob steps into the high-flying world of private jet sales with Steve Varsano, a titan of the industry. Steve reveals the secrets behind selling multi-million dollar aircraft, negotiating with billionaires, and disrupting the market with his innovative showroom. Steve's journey is a masterclass in entrepreneurship, perseverance, and the art of the deal.
REVEALS:
- How he started his business at age 55
- The deal he closed on the day of his divorce.
- How he revolutionised the jet industry
- Why he works 24/7
- How to take your ego out of negotiations
- How to close dead deals
BEST MOMENTS
"No matter how many times you think a deal is dead, it's not always dead, right? Okay, and you got to keep on going back. You have to figure out take your ego out of it."
"If you want to be successful in business, there's no balance. I mean, you really have to give up some of your home, you know, benefits in order to get ahead."
"Listen, if you want to be a disruptor. You’re not cruising, you're not working 9 to 5, you know, you have to come up with an idea that is a disruption, that, you know, you want to break the mode."
"Don't give up. I mean, that's It's easy to say. It's really easy to say. But just don't take no for an answer. Don't give up. Don't care what people say."
"Are you ever able to switch off? Do you do anything outside of work?"
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ABOUT THE HOST
Rob Moore is an author of 9 business books, 5 UK bestsellers, holds 3 world records for public speaking, entrepreneur, property investor, and property educator. Author of the global bestseller “Life Leverage” Host of UK’s No.1 business podcast “The Disruptive Entrepreneur”
“If you don't risk anything, you risk everything”
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Transcript
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| 0:00.0 | Steve, what's the most expensive jet you've ever sold? |
| 0:05.0 | Ah, that was a Boeing business jet because it was actually green, meaning that the airplane |
| 0:10.9 | came in a metal can. That's how you get it from the factory |
| 0:14.8 | and the completion on top of that between the two the price was about 97 million dollars |
| 0:21.6 | for one jet one jet yeah And what was your share in that? |
| 0:25.0 | It was really good actually and I closed it on the day I finalised my divorce so it was even more happy day. |
| 0:34.0 | Oh yeah that was the highest priced airplane I've ever sold. |
| 0:41.0 | Wow and in your career how many jets would you say you've sold? |
| 0:45.0 | You know, it's, I don't want to say, sound obnoxious, but I really don't even count anymore. |
| 0:50.5 | It's probably close to maybe 500 and there now it's you know we don't really say how many airplanes we sell each year |
| 1:01.3 | But you know it's we sell in the upper end of the |
| 1:04.6 | market so the airplanes are basically broken up into small mid-sized super-mid-sized |
| 1:09.8 | large cabin ultra-long-range and then VIP Airliner, which we're in here. |
| 1:14.8 | So I don't really deal with the small and mid-sized jets. |
| 1:17.6 | We deal with what they call Super-Mid-Up. |
| 1:20.3 | And so we're not really looking at how many airplanes we could sell it's really you know the |
| 1:25.2 | value and and how much we can make out of them obviously. |
| 1:29.4 | Is the margin better on the bigger planes? |
| 1:31.8 | You know it's funny if you ask that, it sounds like an obvious question, but sometimes you |
| 1:36.5 | can make as much or more on a $5 million plane as a $50 million airplane. |
| 1:41.2 | It depends, you know on how you how you have the opportunity. |
| 1:46.6 | Sometimes somebody just wants to get rid of something quick and you can make a markup on |
... |
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