In the aviation world, we live and breathe SOPs, manuals, handbooks, black and white. Everything is measured in knots, feet, and degrees. But when COVID-19 grounded the world, I had to take that “pilot brain” and apply it to a world that is notoriously messy: Real Estate.
People often ask me how I transitioned between two such different industries. The truth is, I didn’t change my mindset; I just changed my workplace. Here are the three biggest lessons I brought back from the ground to the sky.
Stressful Wakeup Call – They Offered Me Discounts
One morning, I was dead asleep when my phone rang. It was a client. He told me another agent was offering him a massive under-the-table discount to “steal” the deal I had already sealed.
In that moment, it felt like an engine failure on takeoff. No cap. My heart was racing, and I knew a five-figure commission was about to “fly away.” But instead of panicking or begging, I stayed calm and stuck to the rules. I told him straight: the developer has strict rules against undercutting. If I reported that agent, they’d lose everything, and the client would be left with no one to serve him.
I told him I wouldn’t budge. I have a life to support, and I abide by the book. A few minutes later, he called back and said, “I’ll proceed with you.” He chose me because he saw integrity. That didn’t come from a sales manual; it came from aviation training. It was a very instinctive move I pulled, and till today this is still one of my best deals I’ve ever sealed.
The Power of “Anti-Logic” Decision Making
In flight school, we are taught to be precise. But in Real Estate, I learned that being “dynamic” is just as important.
I had my own SOPs for house viewings, but I adapted them to the “weather” of the client’s personality. Sometimes I’d be direct; other times, I’d take the scenic route. I even developed an “anti-logic” closing technique: I would actually tell clients not to book yet. I’d tell them to go home and think about it.
In sales, that sounds like suicide. But in reality, it built trust. It’s a lot like CRM (Crew Resource Management). You don’t just bark orders or rush into a decision. You gather the facts, assess the “terrain,” and ensure everyone is comfortable before you “rotate.” That “anti-logic” move actually got me some of my most solid deals.
“Doing the Right Thing” vs. “Doing Things Right”
Aviation is black and white. You have speed limitations, ATC instructions, and minimas. If you bust a minima, your license is on the line. There is no “grey area.”
Real Estate, however, is almost all grey. You deal with developers, difficult buyers, and ego-driven agents. To survive, I had to learn to adapt—to say what people needed to hear to get the job done.
But there’s a distinction I tell my junior colleagues: In aviation, the goal is always to do the right thing. In business, it’s often about doing things right. Coming back to the A320, I realize that my time on the ground made me a better communicator. I can read a Captain’s vibe better because I spent years reading difficult clients, and communicate accordingly.
Aviate, Navigate, Communicate (In That Order, STRICTLYYYY)
Every pilot knows this golden rule. When things go wrong, you fly the plane first. You don’t worry about the paperwork while the aircraft is drifting.
I apply this to my life now. When things get stressful at work or in my personal finances, I categorize my tasks.
- Aviate: Is the “plane” (my health, my job, my family) safe?
- Navigate: Where am I heading next?
- Communicate: Everything else—the paperwork, the minor delays, the “noise”—comes last.
I might have left the real estate world, but I kept the grit. I’m a better First Officer today because I spent those years in the “grey area,” learning that integrity and discipline are the only things that keep you level, whether you’re at 35,000 feet or standing in a luxury showroom.