Blog

Lessons from The Savvy Flight Instructor by Greg Brown

Table of Contents

1. Why This Book Matters in 2025
2. Key Takeaways to Build Your CFI Business
3. Standout Insights, Strategies, and Anecdotes
4. Target Audience and Why It’s Valuable for Today’s CFIs
5. What’s New in the Second Edition
6. Bonus Resources and Supplementary Content in the Second Edition
7. Skyfarer’s Final Words

Updated Apr 14, 2025

1. Why This Book Matters in 2025

Written by Greg Brown, National Flight Instructor of the Year and a long-time CFI himself, The Savvy Flight Instructor delivers real-world advice that’s been field-tested over decades. The second edition is thoroughly updated for today’s CFIs, covering everything from marketing with social media to managing student relationships and even running a flight school.

Whether you’re a newly certified instructor or a seasoned educator, this book gives you strategies that work in today’s market—especially as demand for flight training continues to grow in the U.S.

Note: The second edition is currently available only as an e-book, making it easily accessible for CFIs on the go.

2. Key Takeaways to Build Your CFI Business

The Savvy Flight Instructor: Secrets of the Successful CFI (Second Edition) by Greg Brown is a comprehensive resource that goes far beyond the fundamentals of flying. In the world of flight training, being a great pilot is just the start – the real challenge for a Certified Flight Instructor (CFI) is learning how to attract students, keep them motivated, and build a thriving instruction business. Greg Brown, a pilot since 1971 and a CFI since 1979 (who was named the 2000 National Flight Instructor of the Year), brings decades of experience to this guide. His love of flying and instructing is evident throughout the book, as he addresses not just how to teach flying, but also how to succeed as a flight instructor in today’s aviation industry.

The book’s tone is friendly and conversational – Greg Brown’s writing style makes it feel like a veteran mentor is personally coaching you. The content is enriched with anecdotes, examples, and even humor, drawn from Brown’s decades of instructing. Yet it remains tightly focused on actionable strategies. The structure (with clear parts, chapters, and summary sidebars) makes it easy to digest or to reference specific topics when you need guidance on a particular aspect of instructing.

i. You’re Not Just a Teacher—You’re a Small Business Brown emphasizes the importance of a mindset shift: to succeed long-term, CFIs must think like entrepreneurs. That means developing your personal brand, setting clear customer service standards, treating each student like a valued client, and tracking your own performance metrics such as student completions and referrals. It's not just about flying—it's about building something sustainable.

ii. The Discovery Flight Is Your Biggest Sales Opportunity Intro flights shouldn’t be treated as just a fun ride. Brown explains how to use that first flight to let students take the controls and feel the magic of flying, while also showing your enthusiasm and professionalism. Following up with helpful resources or a personalized note can leave a lasting impression. Students often remember how they felt during that first lesson—so make it count.

iii. Student Retention = Steady Income According to Brown, it’s easier—and more profitable—to retain a student than to constantly search for new ones. He walks through strategies to keep students engaged, such as helping them push through plateaus, fostering a sense of community, and offering clear milestones like first solo flights or ratings. Great teaching matters, but relationship-building drives consistency.

iv. Make Yourself Easy to Find and Easy to Book Modern CFIs need a modern presence. Brown covers how to create a simple website or instructor profile, leverage platforms like Skyfarer Academy to gain visibility, and stay active on social media and forums. Today’s students are researching online before reaching out—make sure they can find you easily and that booking is a breeze.

v. Build Your Reputation, Then Specialize To stand out in a crowded market, Brown recommends becoming known for something specific—whether it’s tailwheel endorsements, instrument instruction, or checkride prep. Gather testimonials, encourage reviews, and position yourself as the go-to expert in your niche, whether locally or online. Specialization not only sets you apart but also gives you the ability to charge premium rates.

3. Standout Insights, Strategies, and Anecdotes

One reason The Savvy Flight Instructor has endured as a go-to reference is the sheer number of practical insights it contains. Brown has a knack for distilling lessons learned over decades and presenting them as approachable tips or stories. Here are a few standout strategies and anecdotes from the second edition that make it particularly memorable:

“CFIs as Salespeople” – Embrace the Marketing Mindset:

A core theme in the book is that a CFI isn’t just a teacher of flying skills, but also a salesperson for the dream of flight. Brown drives home the point that every interaction – from a casual inquiry to an intro flight – is part of selling aviation to someone. In the book he shows how instructors and even current students can become your best sales force by spreading enthusiasm and referrals.

One example given is running learn-to-fly seminars or “open house” events to bring in prospects (and having your passionate students share their experiences). This mindset shift, from seeing oneself as “just a flight instructor” to being an ambassador of aviation, is a powerful takeaway. As one Amazon reviewer cleverly noted, the book could be subtitled “The Business Side of the Aviation Business,” because it teaches instructors to think in entrepreneurial terms.

The All-Important Introductory Lesson:

Greg Brown devotes an entire chapter to the intro flight (sometimes called a discovery flight) – and for good reason. He regards this first flight with a potential student as “sharing the adventure”, not just a demo. The book breaks down the anatomy of a successful intro flight, from the moment you greet the customer to the post-flight debrief.

A standout tip is to let the student do as much of the flying as possible (safely, of course) so they truly feel the thrill of controlling an airplane, rather than the CFI just giving a scenic tour. Brown even discusses the psychology of an intro flight – noting that enthusiasm is contagious, and a CFI’s positive energy and reassurance during that first lesson can often make the difference in converting a hesitant prospect into a committed student. The second edition updates this with modern approaches to follow-up (like email newsletters and social media contact to keep the prospect warm after the flight).

Any CFI reading this will come away with new ideas for turning more intro flights into long-term students.

“Different Strokes for Different Folks”: Personalizing Instruction and Service:

Another insight Brown emphasizes is the importance of tailoring your approach to the individual. In flight training, one size does not fit all. The book gives examples of how CFIs can adjust their teaching style to different learning styles, and how flight schools might offer varied programs to suit different segments of the market. In fact, there’s a section titled “Different Strokes for Different Folks” that encourages instructors to be creative and flexible in meeting students’ needs.

For instance, younger career-oriented students might respond well to a highly structured syllabus, while leisure flyers might prefer a more relaxed pace – and the savvy CFI knows how to adapt. Brown also illustrates this concept through case studies. Heather Baldwin’s contribution, for example, showcases real flight schools that innovated their customer service or training methods to appeal to specific audiences. This not only gives readers concrete ideas to try, but also inspires an attitude of continuous improvement and customer focus.

Professionalism and “Student-as-Customer” Service:

Many of the book’s most valuable lessons revolve around treating flight students with the respect and attentiveness of valued customers. Brown recounts how simple professional courtesies – being punctual, dressed neatly, keeping the airplane clean, having an organized lesson plan – all send a message that you take your student’s goals seriously.

One memorable anecdote is how he learned the importance of cockpit etiquette and treating a student as a fellow pilot in training, not just a paying passenger. He even includes a checklist for CFI professionalism, touching on things like avoiding “war stories” that can inadvertently discourage students, and modeling the cockpit manner you’d want them to emulate.

In essence, Brown shows that the little things matter in making students feel comfortable and confident.

The second edition’s added focus on customer relationship management (CRM) for small schools (courtesy of Dorothy Schick’s chapter) takes this to the next level – introducing CFIs to concepts like tracking student progress meticulously, celebrating student achievements (solo flights, passed exams) publicly, and maintaining a long-term relationship even after training (so that students come back for their next rating or refer friends). Adopting a customer-service mindset is a thread that runs through the book, reinforcing that a successful CFI is as much a service provider as an educator.

Tough Love: Knowing When to “Fire” a Student:**

An unconventional but thought-provoking strategy that Brown includes is the idea that sometimes saying no can be a positive move.

In Chapter 18, under best practices for flight schools, there is a discussion about “firing customers for increased profitability”. This doesn’t mean being capricious or unkind – rather, it’s an acknowledgement that a very disruptive or unmotivated student can drain an instructor’s time and morale, and even hurt other customers (for example, if one student is habitually late or careless with scheduling, it can mess up the whole day’s plan).

Brown carefully explains how, in rare cases, politely parting ways with a problematic student can be better for your business and sanity. This is a standout insight because it’s something few training manuals talk about openly. It underscores that CFIs and schools have to manage their student roster actively, and sometimes that means making hard choices in the interest of safety or overall student satisfaction.

For new instructors, hearing this from an experienced mentor can be eye-opening – essentially giving “permission” to prioritize quality training and positive environment over just sheer student count.

Inspiring Finale – The Privilege and the Glory:

While much of the book is nuts-and-bolts practical, it ends on an inspirational note. Brown’s epilogue, “Legacy of a Flight Instructor: The Privilege and the Glory,” is a love letter to the profession. He reminds readers that every pilot they train, every career they help launch, every life they change through aviation, is part of a CFI’s legacy. One of the most heartwarming anecdotes in this section recalls how instructors from decades ago still hear from former students who achieved their dreams thanks to that initial instruction.

It’s a powerful reminder that being a flight instructor is not just a job, but a calling that leaves a lasting impact on aviation. Readers often find this concluding message both motivating and affirming – it certainly solidifies why being a “savvy” flight instructor matters, not just for business success but for the love of flying itself. Many CFIs have cited this as the push they needed to persist through the challenging days of instructing, knowing the end rewards are worth it.

These are just a few highlights – the book is filled with such insights on every page. From clever marketing tactics (like starting a “Pilot Buddy” program to pair up students for mutual support) to training tips (such as the “art of diagnosis” – figuring out why a student is struggling and fixing the root cause), Greg Brown provides a rich playbook. What makes it stand out is that it’s field-tested advice – Brown and his contributors have lived these scenarios, so the guidance feels authentic and credible.

As one flight school manager put it in his review, The Savvy Flight Instructor helps you understand “the real world of flight instruction – in particular handling customer relationships and creating a professional demeanor.” It’s a book you’ll likely read with a highlighter in hand, marking ideas to implement in your own instructing practice.

4. Target Audience and Why It’s Valuable for Today’s CFIs

Who will get the most out of The Savvy Flight Instructor (2nd Ed.)? In a word: every CFI or would-be CFI can find value here. Greg Brown has intentionally crafted the book to speak to a broad audience within flight training:

Aspiring and Newly Certified Instructors:

If you’re just thinking about becoming a CFI, or you’ve earned your ticket recently, this book is especially for you. It addresses the very first steps – from why becoming a CFI can be a fulfilling career move, to how to navigate the job market and get hired by a flight school.

Many pilot training programs don’t teach much about the business side of instructing, so new instructors often feel lost once they start working. Brown’s book fills that gap by essentially mentoring you on how to build a student base, how to structure your lessons for maximum student success, and how to avoid common pitfalls that new CFIs face. In today’s world, freshly minted CFIs often have opportunities (thanks to the instructor shortage) but lack guidance – this book provides that guidance in spades. It’s frequently recommended as “required reading” for new instructors, and even some flight schools make it part of onboarding (for example, the manager at Galvin Flying in Seattle requires new instructor applicants to read it and submit a book report!).

Experienced CFIs and Freelance Instructors:

For the seasoned instructor, the book serves as a tune-up and a source of new ideas. The second edition’s updates on marketing, technology, and evolving student demographics are crucial for any CFI who learned to teach in a pre-social-media era. Even if you’ve been instructing for 10+ years, you’ll likely discover modern techniques (like leveraging Facebook or YouTube to find students) that can enhance your success. Additionally, experienced CFIs will appreciate the chapters on professional development – such as diversifying into new instructor specializations (instrument, multi-engine, tailwheel, etc. and how each can open new income streams), or stepping up to manage a training program.

In short, it’s a chance to “sharpen the saw” of your instructing skillset and ensure you’re keeping up with industry best practices. Today’s CFIs operate in a fast-changing environment with new aircraft tech, new regulations, and a new generation of students; The Savvy Flight Instructor provides a framework to stay ahead of the curve and remain effective.

Flight School Owners and Chief Instructors:

One of the strengths of this edition is that it acknowledges many CFIs eventually wear management hats – perhaps running their own flying club or school, or acting as a chief instructor overseeing others. Those in such roles will find the “Savvy Flight School” section directly applicable.

Brown speaks to issues like standardizing operations, improving customer retention (a huge factor in a school’s profitability), and making sure that your instructors deliver a consistent, quality experience.

For today’s flight school operators facing challenges like high CFI turnover or competition from bigger academies, the book’s insights on topics like addressing the CFI shortage and keeping your schedule full are highly valuable.

It’s essentially a mini-MBA for running a flight training business, tailored specifically to aviation. Moreover, the case studies from other successful schools (Heather Baldwin’s marketing innovators, Dorothy Schick’s customer-first policies, etc.) can spark ideas that an owner or manager can apply to their own organization. In an era where flight training is in high demand but also high competition, having this playbook can give a school a real edge.

Mentors and Aviation Educators:

Beyond just CFIs, anyone involved in mentoring pilots or promoting aviation education can benefit. For instance, a Civil Air Patrol aviation officer or a high school aviation teacher could glean tips on how to inspire and retain student interest from this book.

The strategies for making flying fun and social (like forming a “Pilot club” for camaraderie) are great for any group setting. Also, Brown’s emphasis on promoting general aviation – showing how a CFI can advance not just their students but the industry – resonates with those who have a broader mission to grow the pilot population. Today’s aviation educators must be marketers and motivators just as much as teachers, and The Savvy Flight Instructor embodies that philosophy.

In summary, the book is especially valuable for today’s CFIs because it addresses contemporary challenges and opportunities head-on.

Whether it’s learning to utilize social media for outreach, understanding the expectations of millennials and Gen Z students, or navigating the post-COVID training boom, Greg Brown’s insights are timely. He essentially mentors instructors on how to thrive in the current era – where the demand for pilots is soaring, but so are student expectations and the need for professionalism. The second edition recognizes that flight instruction in the 2020s is a dynamic, multifaceted career. Readers consistently comment that the book gave them a new perspective on instructing as a professional vocation rather than a stepping-stone job. As CFI Arlynn McMahon said, “For any CFI who is serious about earning a living instructing, this is the book you need.” In other words, if you aim to be more than just a CFI in name – if you aim to be successful at it – this book is tailored for you.

5. What’s New in the Second Edition

In case you’re familiar with the original Savvy Flight Instructor (first published in the late 1990s), you might be wondering what has changed. The Second Edition, currently available only as an e-book, is significantly expanded and updated – it adds nearly 20 years of industry developments and Greg Brown’s additional wisdom to the classic material. Brown himself notes that the 2nd edition “contains everything a CFI or flight school needs to know” to succeed in today’s environment, incorporating crucial new topics that weren’t even on the radar when the first edition came out.

Here are some of the key updates and changes in the 2nd Edition:

Online Marketing and Social Media:

The new edition places special emphasis on how to sell flight training in the digital age. Brown provides extensive guidance on using websites, email, Facebook/Instagram, blogs, and other social media to attract and engage students. He recognizes that today’s student prospects are often won (or lost) online – and CFIs must be savvy with these tools to compete with other hobbies and activities “beckoning from just a click away”. If the first edition taught CFIs to pick up the phone and network locally, the second edition teaches them to also cultivate an online presence and leverage modern media effectively.

Dedicated Content for Aspiring CFIs:

The 2nd edition begins with new material specifically for pilots considering becoming instructors. Brown added a whole section on “why and how to become a CFI, and how to get hired” once you do. This is a nod to the fact that many potential instructors have questions even before they earn the certificate – What are the benefits of instructing? How do I transition from being a commercial pilot to an instructor role? The first edition assumed readers were already instructors, but this edition recognizes and addresses those at the threshold of the profession.

Modernized Training and Customer Support Techniques:

All the foundational concepts from the original (like marketing, customer service, and training best practices) have been refined and expanded with contemporary techniques. For example, the chapter on conducting Introductory Flights (“intro flights”) has been extensively updated with the latest approaches to turning a demo flight into a sale – reflecting new guidance and successful practices from CFIs around the country. Additionally, as flight sims and computer-based training have become affordable and common, Brown includes tips on integrating simulation technology into your teaching programs – something barely mentioned in the 90s edition.

Flight School Management & Professionalism:

The new edition speaks not just to individual instructors, but also to those managing or operating flight schools. It offers strategies for systematizing student success and running the business side of instructing more effectively. This includes guidance on structuring pricing packages, offering enhanced services, and maintaining high standards of professionalism across your instructor staff. While the original book had some business advice, the updated version goes much deeper into flight school frameworks for success, drawing on two decades of industry evolution (for instance, the rise of bigger training academies, new customer expectations, etc.).

Addressing the CFI Shortage and New Market Demographics:

In recent years, the aviation industry has faced a well-documented flight instructor shortage, driven by airline hiring and a surge in flight training demand. Brown tackles this issue head-on in the second edition, suggesting ways to cope with and even leverage the instructor shortage (e.g. by creating incentives to keep CFIs teaching longer, or attracting retired pilots to instruct).

He also dedicates content to tapping into new markets for students that were not a primary focus before – such as outreach programs for youth, encouraging mid-career professionals to pursue flying, and making flight training accessible to more diverse groups. This reflects a broadened perspective on growing the pilot population, which is very much a 21st-century update to the book’s mission of “promoting general aviation.”

Contributions from Industry Experts:

A major enhancement in this edition is the inclusion of five contributing writers (“Finer Points” sections) providing expert opinions and case studies.

These were not present in the original edition. Their contributions infuse the book with fresh voices and specialized knowledge – from marketing tactics (Heather Baldwin) to practical checkride advice (Jason Blair) and forward-looking predictions (Ian Twombly). Greg Brown essentially brings in a panel of experts to add breadth and depth on certain topics, which significantly enriches the content and credibility of the advice. Readers get the benefit of multiple successful instructors’ perspectives, all in one volume.

All told, the second edition is “vastly expanded from the original 1998 edition”, while retaining the core philosophies that made the book a staple for CFIs. As Brown puts it, the new edition “retains all the qualities that made the first edition so valuable to CFIs and flight schools, plus a whole lot of important new material you won’t want to miss.” In other words, even if you’ve read the original, it’s well worth upgrading to the 2nd edition for its up-to-date insights.

6. Bonus Resources and Supplementary Content in the Second Edition

One of the perks of The Savvy Flight Instructor, 2nd Ed. is that it doesn’t just leave you with the book itself – it also points you to supplementary resources that can deepen your learning or help you implement the ideas. Greg Brown and ASA have compiled a set of online materials to accompany the book:

ASA Reader Resources Page:

Scattered throughout the book, you’ll find a special “Reader Resource” symbol indicating that extra content is available online for that topic. ASA hosts a dedicated page for The Savvy Flight Instructor where these resources can be accessed. For example, when the book discusses creating a flight school newsletter, the resource page provides a downloadable example newsletter from a real flight school (referenced on page 65 of the book).

Templates and Downloads:

Several practical documents are available for download, courtesy of the contributors and other experienced CFIs. For instance, the book mentions an introductory flight “fact sheet” that CFIs can give to prospective students – on the resource page you can download Ed Bryce’s sample “Learn to Fly” fact sheet template (referenced at page 92) and customize it for your use.

Furthermore, renowned CFI Arlynn McMahon contributed her combined Commercial/CFI course syllabus (page 276) as a downloadable PDF – an invaluable tool if you’re structuring training for students on a professional track. These are just a few examples; the resource page includes items like sample customer service policies, checklists, and even a curated set of Greg’s “Pilot Training Tips” articles (page 157) for extra reading.

External References:

The supplementary content isn’t limited to downloads – it also links to relevant external articles and references that Brown cites in the text. For example, when discussing the legalities of being an independent instructor, Brown points readers to an article by the National Air Transportation Association on whether CFIs are contractors or employees; the resource page conveniently provides a link to that article (for page 212).

Similarly, for TSA security rules affecting flight training (page 213), there’s a link to AOPA’s guide on alien flight student requirements. By having these at your fingertips, you can easily get authoritative information without having to hunt them down yourself.

Greg Brown’s Blog and Podcast:

While not packaged with the book per se, it’s worth noting that Greg Brown runs the “Flying Carpet” blog and a Student Pilot Pep Talk group. On his blog, he has a category for “Flight Instructor Tips” where he occasionally shares insights related to the book’s themes. He even did a podcast discussion with NAFI’s Chairman Bob Meder on “Mentoring and Marketing for CFIs,” which ASA links to from the book description. These can serve as ongoing sources of inspiration.

Following Greg’s online content can complement the book, as he sometimes elaborates on topics or addresses new questions that have come up since publication.

Companion Titles:

If you find The Savvy Flight Instructor useful, you might also be interested in companion books that Brown or others have written, which ASA often groups in their Instructor library. For example, Arlynn McMahon’s Flight Instructor Survival Guide and David Diamond’s Flight Instructor’s Manual are cited on ASA’s site as related reading. These aren’t exactly supplementary content to Savvy CFI, but they tackle complementary aspects (like day-to-day survival tactics, or more technical teaching techniques) and can further round out an instructor’s knowledge. ASA sometimes offers discounts if you purchase them together. While Brown’s book stands alone just fine, knowing there’s a whole library of instructor resources means an motivated reader can continue learning beyond its covers.

In short, the second edition doesn’t exist in a vacuum – it’s supported by a rich array of bonus materials that add value. This is a big plus, especially for instructors who are actively working on improving their materials or business; you’re not only reading theory, you’re given actual tools to use. Make sure to take advantage of the ASA reader resource webpage after you finish each chapter. It’s like having a companion website for the book that’s constantly updated.

By downloading a few examples (like a sample syllabus or a marketing template), you can jumpstart the implementation of Brown’s advice in your own instructing practice. Few aviation books offer this level of support, which again highlights how The Savvy Flight Instructor is oriented toward practical success.

7. Skyfarer’s Final Words

At Skyfarer Academy, we work with CFIs across the country who are passionate, talented, and eager to make a difference in aviation education. Greg Brown’s The Savvy Flight Instructor (Second Edition) is more than just a book of tips – it’s essentially a mentor in print form for anyone involved in flight training. It captures the “secrets of the successful CFI” in a way that’s thoroughly modern and immensely readable. Whether you are a brand-new CFI eager to fill up your schedule, or a veteran instructor looking to take your instructing business to the next level, this book meets you where you are and provides clear guidance to help you succeed. Its blend of real-world advice, motivational insight, and forward-thinking strategies makes it a standout in aviation literature.

In today’s aviation environment, flight instructors play a pivotal role in shaping the future of flying – after all, every pilot’s journey begins with a CFI. The Savvy Flight Instructor ensures that instructors are not only good teachers, but also effective communicators, savvy businesspeople, and passionate ambassadors for aviation. That combination is exactly what is needed to train the next generation of pilots and keep general aviation thriving.

For those reasons, Skyfarer enthusiastically recommends the second edition of The Savvy Flight Instructor. It’s a book that you’ll likely reference again and again, and each time you do, you may discover another nugget of wisdom to apply. As you implement Greg Brown’s techniques, don’t be surprised if you see more students knocking on your door, happier trainees, and a more rewarding instructing career for yourself. In the words of one reviewer, “This book is an absolute gem.” Give it a read – your future self (and your future students) will thank you for it.

Looking for your next CFI tool? This is it. Get your copy:

• ASA
• RedShelf
• Amazon Kindle
• Apple iBook

Have you read the book? Let us know what lessons stood out to you—and if you’re ready to grow, create your instructor profile on Skyfarer Academy today!

Related Articles

• How to Choose the Independent Flight Instructor Website and Find an Independent CFI
• Comparison of Flight Instruction Types