Podcast Summary: The Sky Isn’t the Limit—It’s the Market. Dominating the Private Jet Industry with Steve Varsano

Podcast: The Mello Millionaire with Tommy Mello
Host: Tommy Trip (Mello Studios)
Guest: Steve Varsano, Founder & CEO of The Jet Business
Date: December 12, 2025

Episode Overview

This episode dives deep into the world of private aviation, exploring how Steve Varsano built a global empire brokering billion-dollar jet sales and advising the world’s elite. Tommy Mello uncovers Steve’s path from humble beginnings to industry pioneer—offering actionable insight for anyone scaling an ambitious business. Key topics include the realities of selling to the ultra-wealthy, the impact of technology and social media, the future of electric vertical takeoff aircraft (EVTOLs), deal-making, and timeless lessons on hustle, work-life blend, and leadership.

Key Discussion Points & Insights

Early Career & Breaking into Jet Sales (01:41–04:03)

• Steve’s Path: Degree in aeronautics, Capitol Hill lobbyist, side job at a nightclub, leading to his first aviation sales gig.
  • “You don’t have any sales experience.”
    “I got you listening to me for two hours. So obviously I got something in my DNA... Let me get on board and you don’t have to pay me.” (Steve Varsano, 02:18)
• First Sale Story: Nearly extorted at gunpoint in Venezuela on his first deal—escaped with his life and lessons in caution.

The Jet Business Model & Customer Philosophy (04:09–05:29)

• Commissions: No set standard—typically 1% to 4% (lower the percentage, higher the plane’s price).
• Education-Driven Sales: Differentiates by empowering clients—“An educated consumer is our best customer.”
  • “If we really educate the customers so well and answer every possible question, they move forward much easier and more confidently...” (Steve, 04:44)

Work Ethic, Lifestyle, and Work-Life Blend (05:39–09:59)

• 100/100 Approach:
  • “It’s not 50/50. It’s 100/100. The definition of my life is work hard and play harder.” (Steve, 05:44)
• Global Coverage from London: Serving clients across time zones—always available, always “on call,” finding synergy between social life and business.
• Longevity & Balance: Struggle to get enough sleep; upbringing instilled a relentless work drive.

Social Media & Inspiration (06:54–08:30)

• Media Presence: Innovative showroom attracted traditional media; social media exploded their reach.
• Impact: 300 million views, over 5 million followers, direct jet sales, and new satisfaction inspiring the next generation.
  • “Before I started social media... I wanted money, deals. But I’ve discovered I have this other side of me... inspiring the younger generation.” (Steve, 07:47)

Ownership vs. Renting, Cost Structures, and Fractional Shares (13:45–18:33)

• When to Buy: Minimum of ~150–200+ flight hours/year justifies buying a jet. “If you don’t have a real need, I probably tell 30% of people not to buy a jet.” (Steve, 14:06)
• Alternatives: Fractional ownership (1/16 to 1/2 share), chartering, and joint ownership.
• Cost Breakdown: Fixed (pilots, insurance, hangar), variable (fuel, maintenance), and economics of offsetting fixed costs via third-party charters—with caveats on usage and wear/tear.

Depreciation, Time Savings, and Economic Benefits (18:45–21:13)

• Depreciation Advantage: 100% write-off in the year of purchase can make a significant difference for wealthy buyers—but not reason enough unless justified by use.
• The Real Luxury is Time:
  • “The only luxury that the true user of a corporate jet has is that it creates time and convenience. At 200 hours a year of flying you can get 31 more eight-hour days a year.” (Steve, 20:23)

Technology & The Future: Connectivity, EVTOLs, AI (21:13–32:03)

• Connectivity: Starlink transforming inflight internet (install cost $300–600k, $15k/month unlimited).
• EVTOLs / Urban Air Mobility: Investment opportunities, future “Uber of the skies”, Joby, Archer, Eve, Beta as leading players.
  • “The growth places in our industry are: maintenance facilities and EVTOLs—electric vertical takeoff and landing.” (Steve, 23:50)
• AI & Automation: EVTOLs could be fully autonomous, but regulatory lag and customer comfort will slow adoption; likely to be pioneered in the Middle East and Southeast Asia first.

International Markets & Cultural Dynamics (26:59–30:45)

• Negotiation Experience: “The real challenge is dealing with every kind of person from every country in the world. Americans think everyone thinks like we do—they don’t.” (Steve, 27:05)
• Market Breakdown: US dominates (14,000 of 24,000 jets globally). China is a small market (300 jets) due to airspace, regulation, and government scrutiny.

Buying Advice & Jet Selection (33:56–38:30)

• Key Questions: 1) Budget, 2) Max passengers, 3) Longest annual flight, 4) Age of plane. These four answers drastically focus options.
• Categories:
  • Light jets (Phenom 300, $6.5–14M, 8 seats, 1700 NM)
  • Super-mids (stand-up cabin, $5–30M, 4k NM)
  • Large/ultra-long (G650/G700, Global, Falcon 7X; $3.5M/year to run, 14 pax, NYC–Hong Kong nonstop)
  • Airline conversions (Boeing, Airbus; $20–120M, ultimate luxury/business).

Behind-the-Scenes Deal Stories (38:30–41:49)

• Recent High-Stakes Deal: Central American client tried to cut him out of his commission right before $35M closing—Steve used leverage and swift legal action to get paid.
  • “We have people who just for sport, they just want to fuck with you.” (Steve, 41:49)

Books & Guiding Principles (41:52–43:18)

• Influential Book: Atlas Shrugged by Ayn Rand—instilled a deeply capitalist, self-reliant work ethic.
• Core Values: “Loyalty and respect for your partner and your customer. Non-negotiable.” (Steve, 33:18)
• Business and Personal Life: Success is driven by relentless work ethic and genuine loyalty.

Most Notable Quotes

• “Failure is not the opposite of success, right? I mean, failure is a stepping stone to success and you’re going to have plenty of failures to get to your success. So if you’re not failing, you’re not trying hard enough.” – Steve Varsano (00:00 & 22:47)
• “The harder you work, the luckier you get and, you know, more shit happens.” – Steve Varsano (00:22)
• “If you don’t have a real need of at least 150 or 200 hours a year, that’s where you really need to buy an airplane.” – Steve Varsano (14:06)
• “At 200 hours a year of flying you can get 31 more eight-hour days a year. Now what’s that worth to a company? I mean, that is priceless.” – Steve Varsano (20:23)
• “I’m actually discovering I have this other side of me that has a huge satisfaction knowing that I am helping the younger generation...and somehow inspire them.” – Steve Varsano (07:47)

Key Timestamps for Reference

• Steve’s Origin Story: 01:41–03:06
• First Sale Horror Tale: 03:06
• Business Model & Customer Education: 04:09–05:29
• Work Ethic/Global Lifestyle: 05:39–09:59
• Social Media Impact: 06:54–08:30
• Ownership vs. Renting Jets: 13:45–16:21
• Cost Structure & Fractionals: 16:21–18:33
• Depreciation & Economic Incentives: 18:45–19:26
• The True Value of Private Jets (Time): 20:05–21:13
• Starlink & Connectivity: 21:13–22:38
• Game-changing Advice: 22:47
• Industry’s Future & EVTOLs: 23:44–26:06
• Negotiating Across Cultures: 26:59–28:44
• Market Size by Country: 28:44–30:45
• AI, Autonomy, Regulation: 30:45–33:09
• Guiding Principles: 33:18
• Client Qualification Questions: 34:08
• Deal War Stories: 38:30
• Book Recommendation: 41:52

Memorable/Actionable Takeaways

• Be relentlessly persistent—never take no for an answer and repackage failed deals.
• Educate clients deeply to build trust and close faster.
• True luxury in business aviation is time, not fancy interiors.
• Relationships, trust, and cultural fluency are paramount in selling to the global elite.
• Don’t buy unless you truly need and use a jet (~200+ flight hours/year).
• Consider technological shifts (Starlink, EVTOLs) as major investment opportunities.
• Let your work ethic and loyalty define both your business and personal brand.

Contact & Further Info

• Steve Varsano:
  • Website: thejetbusiness.com
  • Email: easy@jetbusiness.com

This summary captures the spirit, tone, and actionable insights from Tommy Mello’s interview with Steve Varsano, providing a guide for entrepreneurs and aviation enthusiasts alike.