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In this episode, we sit down with Steve Varsano — founder of The Jet Business — to hear how he went from working for free at age 21 to selling $6B+ in private jets to billionaires, CEOs, royalty, and celebrities. From a gunpoint negotiation on his first sale, to building the world's first aviation showroom on a street corner in London, Steve reveals the grit, mindset, and long-game thinking that helped him dominate one of the most elite industries in the world.

This episode is a masterclass in selling luxury, trusting your gut, and betting on yourself.

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Timestamps
00:01:47 – Meet Steve Varsano, founder of The Jet Business
00:03:40 – What it's like selling private jets
00:06:15 – Early years: born in NYC, working at JFK Airport
00:08:30 – His first real job in aviation
00:10:45 – Learning to hustle & build relationships
00:13:15 – How he made his first big jet sale
00:16:25 – Breaking into the industry without experience
00:19:00 – Why The Jet Business showroom was a game-changer
00:22:45 – Convincing billionaires to trust him
00:25:00 – Handling ultra high-net-worth clients & royalty
00:28:40 – What most people misunderstand about private aviation
00:31:50 – Why success in this business is all about reputation
00:34:20 – Traveling to 115+ countries for deals
00:37:00 – Lessons from global clients & cultures
00:40:10 – What a $50M jet buyer looks for
00:43:05 – His mindset around money, trust & time
00:46:10 – Steve's philosophy on building long-term partnerships
00:49:15 – What you learn after 40 years in aviation
00:52:05 – Why his team operates at the highest level
00:54:20 – Steve's daily routine & leadership habits
00:57:30 – Thoughts on competition & legacy
01:00:10 – How he trains his team to close massive deals
01:03:00 – The importance of integrity in sales
01:06:00 – Steve's advice for young entrepreneurs
01:08:45 – The risk of complacency & staying sharp
01:11:20 – Steve on vision, discipline & patience
01:13:00 – Why you must think long-term
01:16:30 – Steve's thoughts on mentorship & wisdom
01:20:15 – First Things First: Word association round
01:27:50 – His proudest moments & what drives him
01:39:15 – Final message: "Make Your Future Full of Memories"

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