If you've been following me here on LinkedIn, you'd know I haven't been holding back on my passion for flying and my efforts to create a specialist aviation community-focused finance niche.
But why did I do that?
The Struggle with "What I Was Meant to Do"
I struggled for a long time with finding "what I was meant to do..." and it turned out I was already doing it, but was allowing myself to be distracted by everything else going on around me.
I didn't see it.
I was trying to be everything to everyone. I lacked focus, I was trying to do too much, and I was starting to become jaded.
Sound familiar? I suspect a lot of people in professional services feel this way at some point.
The Turning Point: A RAAF Fighter Pilot
Then I attended a work conference and listened to a RAAF fighter pilot speak. I was captivated.
Here was a Hornet driver speaking about their flying skills and applying that experience to business. That's when I had the thought: what would happen if a former flying instructor and finance broker started talking to pilots about home loans?
I was also a pilot—we had something in common. Maybe they would listen.
The Realization
I realized I didn't need to find something new to be passionate about. I needed to focus on what I already knew how to do well and combine it with what I genuinely loved—aviation.
When Everything Clicked Into Place
As soon as I leaned in hard and focused on what I already knew how to do well, life became easy and my wins became monumental.
Think about that for a second. I'd spent years in finance. I knew the industry inside and out. I understood how deals work from my sales background. And I'd been flying since before I could legally drive a car.
The pieces were all there. I just needed to put them together intentionally.
Why Aviation Finance?
Once I committed to focusing specifically on aviation professionals, several things happened:
- Finding new customers was easy. I'd been a pilot for years, so I had a decent network of pilot mates who understood exactly what I was building. And they were willing to work with me too.
- I spoke their language. I didn't need pilots to explain their income structure to me—I already understood allowances, international pay, variable hours, all of it.
- I could add genuine value. I knew which lenders understood aviation income. I knew about LMI waivers for pilots. I knew the pain points that other brokers missed.
- Work felt meaningful. Instead of being just another finance broker helping just another client, I was helping people in my own community—people I genuinely cared about.
The Lesson: Stop Looking Elsewhere
What have I learnt? Sometimes the answer isn't out there waiting to be discovered. It's already in your hands—you just need to stop looking elsewhere and commit to what you're already great at, and tweak it to suit what most interests you.
This applies to so many people I talk to in professional services:
- The accountant who's great with numbers but bored with general tax returns—until they specialize in creative industry clients
- The real estate agent who's struggling with residential until they focus exclusively on rural properties
- The financial planner who finds their groove working specifically with medical professionals
The pattern is the same: narrow your focus, deepen your expertise, serve a specific community.
But Doesn't Narrowing Limit Your Market?
This is what people always ask: "Won't you lose business by being so specific?"
In my experience? The opposite happened.
By specializing in aviation finance, I became more attractive to pilots, not less. Why? Because:
- They don't have to explain themselves. I already get it.
- I offer specialized knowledge. I know products other brokers don't even know exist.
- Trust is built-in. I'm not just a broker—I'm a fellow pilot.
- Referrals are easier. "Talk to Regan—he specializes in pilots" is a much stronger referral than "Talk to Regan—he does finance."
Yes, I "gave up" clients who aren't in aviation. But I gained depth, expertise, and reputation within my chosen niche. And honestly? That's a trade I'd make every time.
The Practical Side: How to Find Your Niche
If you're struggling with focus like I was, here are some questions that helped me:
Questions to Ask Yourself
- What do I already do well? (For me: finance, sales, negotiations)
- What community am I already part of? (For me: aviation)
- What problems do I see that nobody else is solving? (For me: pilots struggling with generic brokers who don't understand their income)
- Where is there overlap between my skills and my passion? (For me: helping pilots get finance)
- Who would benefit most from my specific combination of experience? (For me: aviation professionals)
When you can answer all five of those questions in a way that overlaps, you've probably found your niche.
It's Not About Perfection—It's About Focus
I want to be clear about something: I'm not claiming I have everything figured out. I still make mistakes. I still have clients who are challenging. I still have days where things don't go according to plan.
But the difference is I'm no longer scattered.
I know who I serve (pilots and aviation professionals). I know what I offer (specialist finance knowledge with insider understanding). I know why I do it (to help my community).
That clarity makes everything else easier.
What About You?
If you're reading this and feeling like you're trying to be everything to everyone—if you're feeling spread thin, lacking focus, or starting to burn out—I want you to consider this:
You probably already have the skills and expertise you need. You might just need to focus them more intentionally.
Look at:
- What you're already good at
- Who you naturally connect with
- What problems you see going unsolved
- Where your unique combination of skills creates an advantage
The answer might be right in front of you.
The Joy of Mastery
Here's what nobody tells you about niching down: it's actually more fun.
When you're a generalist, you're constantly starting from scratch with each client. When you're a specialist, you get to go deeper. You learn the nuances. You develop expertise that's genuinely valuable.
Every conversation with a pilot about finance makes me better at helping the next one. Every challenge I solve becomes knowledge I can apply again. Every relationship I build strengthens my network within the aviation community.
It compounds. And that compounding effect—of expertise, reputation, and relationships—is what creates long-term success.
Final Thought
I titled this "Finding Your Niche," but honestly, it's more accurate to say "Recognizing Your Niche."
Because for most of us, we're not looking for something new. We're looking for clarity about what we're already doing.
For me, that clarity came from a conference, a fighter pilot's talk, and a moment of realization that I could combine my two passions—aviation and finance—into something meaningful.
For you, it might come from somewhere completely different. But I promise you this: when you find it, you'll know.
Life doesn't just get easier. It gets better.
Questions or need help with your finance options? Get in touch. I specialise in helping pilots and aviation professionals navigate lending requirements.