Exploring Pathways in Aircraft Brokerage for the NextGen
Nearly 60 years ago, my father Joseph Carfagna Sr. was a pioneer in the new and innovative industry of business aviation when he was recruited by Bill Lear to sell their revolutionary new airplanes in the Northeast. Many years and technological advancements later, business aviation has turned into a $150B industry accounting for more than 1.2 million jobs (NBAA). In 1994 at the age of 25 , I started as the next generation (NextGen) working alongside my father with the goal of continuing his legacy. After spending over three decades in the aircraft brokerage business, I’m here to share some thoughts, insights, and advice that I hope will inspire those who have been in this industry for a long time and our future generations.
Back when I started in 1994, it felt as if I was rarely working with or dealing with contemporaries my age and it seemed like everyone in the industry was older than me. That may have been true at the time, however younger people have been entering this industry in greater number over the last 20 years or so. There are demographic reasons for this that I will not bore you with, but the fact is there are young people now entering an industry that began in the 1960’s and 1970’s, really hitting its stride in the 1980’s. This fact has now set the stage for industry groups that cater to the younger entrants and I implore you to take advantage of them.
While many industries are highly regulated, aircraft brokerage is not. This is why the International Aircraft Dealers Association (IADA) is crucial to our future. The IADA has emerged as a trusted leader, comprised of the most trustworthy and professional aircraft brokers and product and service members in the business. With the growth of the IADA comes a sort of responsibility to pass this along to the next generation. This is why the “IADA NextGen” was born (https://iada.aero/iada-nextgen). The goal of the IADA NextGen is to inspire and uplift the careers of our young professionals. The National Business Aviation Association (NBAA) also has a program for those under 40, labeled as “YoPros.” The group includes all young professionals at any stage in their careers who are interested in learning more about the industry, networking and professional development (https://nbaa.org/professional-development/yopro/).
What you can do as a business owner in our industry – and you’ll be surprised with the results!
We are in a collaborative business where every role is vital to ensuring successful operations. I would not be where I am today without those who came before me. In 2025 and beyond, Leading Edge is committed to empowering the NextGen, and I am hopeful that my long-time industry associates will join me in doing the same. To my industry associates I would offer the following advice:
- Offer Summer Internships
This is not an easy industry to wander into. Aircraft brokerage is highly specialized and that’s why there are so many family businesses within it. We began taking on summer interns several years ago and most of them will remain in the industry. It opens them up to see and touch something they might not have been able to before. - Mentorship Programs
Establish mentorship programs that pair experienced industry veterans with young professionals. These programs provide valuable insights, guidance, and support, helping newcomers navigate the complexities of private aviation. - Feedback and Encouragement
Provide constructive feedback and recognition for accomplishments. Positive reinforcement and clear guidance can boost morale and motivate young professionals to excel in their roles.
To those in the NextGen, embarking on a career in aircraft brokerage and private aviation can open doors to a world of opportunities. And while the industry may seem large and overwhelming, it is actually very close-knit. With dedication, hard work and the right skill set, you can be successful. And remember, business aviation offers numerous career paths.
- Networking Opportunities
Participate in industry events, conferences, and networking sessions. In fact, the NBAA lets students attend their yearly tradeshow for free. These gatherings allow young professionals to connect with leaders and peers, fostering relationships that can lead to collaborations and career growth. - Continuing Education
Take advantage of continuous learning through workshops, seminars, and certifications. The IADA offers NextGen scholarships to aid students and young professionals in attending these workshops. Keeping up-to-date with the latest trends and technologies ensures young professionals remain competitive and knowledgeable in the field.
We are proud to say we have three fresh college grads joining us in 2025 at Leading Edge. Two in fact will have graduated from Embry Riddle University. We will also have two summer interns this summer on top of that. Whether you’re brokering deals or crafting marketing strategies, are just starting out or have worked for 40 years, your contributions will help shape the future generations of private aviation.
Personally, as the 25 year old kid that no one would listen to back in 1994 if it weren’t for his last name, I have lived through this. It is a different time now. Join the NBAA YoPro and IADA NextGen if you qualify and leverage those organizations for all they have to offer. I wish an organization that had this much relevance and impact was available when I was that age. You may feel free to reach out to me about this topic via email joejr@leas.com
