Start Honest; “Engagement Letter!”

An “engagement letter” is a simple statement of professional responsibilities, duties and expectations. Most often lawyers insist on these agreements as a first step before beginning any professional relationship. And that is because most lawyers have extensive experience with human suffering and “misunderstandings.” Start with the facts and expected outcome but also imagine what might go wrong.

The primary purpose of an engagement letter is to assure a clear understanding on both sides; standards and expectations. We know every person’s perspective is different several months into any relationship – but especially after lots of time, money and effort are invested. I think a document like this could go a long way toward curing the ridiculous 80% dropout rate in aviation training (it can provide protections on both sides if properly constructed). Better to start honest with defined terms and also a commitment toward a mutually agreeable outcome.

The flight training relationship is almost comically one-sided favoring the flight training provider. They have significant overhead and capital investment, bonded with a very thin margin in an unstable business environment. The over-eager flight student, usually ignorant of the true difficulties and hidden expenses can be an “easy mark.” Unfortunately, it is also easy to fool yourself (the provider), into believing you are helping an eager client by getting them flying immediately. But aviation is a long game, for everyone involved, and I recommend serious honest appraisal and planning at the start. Lay out the facts, but also sell the sizzle – we all became pilots and obviously still love it.

The whole aviation industry suffers when you promulgate the “big lie” of “faster/cheaper/easier.” People sold a bill of goods quit as quickly as they start and give our business a bad reputation. And sometimes blood gets shed when incomplete learning and lower standards lead to stupid accidents. Ultimately, educators do better with honesty – working with students who fully “buy in.” An honest relationship from the start builds clients who do their homework and ask for another hour to really master control. The good students accept responsibility and honestly want to be better (not just “get by”)! These are the people you actually like and want to fly with.

So “start honest” and reveal the wonderful opportunities; the challenge and adventure, the satisfaction of real achievement. Share the passion and some amazing experiences. But also reveal the facts; it costs a lot, takes real effort and the at times mother nature holds all the cards. Appeal to their sense of happy longevity and safety; it kinda sucks to suffer in a hospital bed.

In the final analysis, honesty is the essential ingredient for safe flying, for both yourself and others. Physics is not “bendable” or “forgiving.” Pilots who are sold a lie and succeed anyway often display “magical thinking” in their flying activities. These are the pilots who try to “stretch gas” and “cheat weather.” And we all know this only works for so long until the luck runs out -“what were they thinking?” They got sold a lie right from the beginning. Start honest with real numbers. It wasn’t easy, or cheap, but it was worth every penny. Fly safely out there (and often).