Welcome back to another episode of Freight Broker Boot Camp; today, Lita joins us to share her story of how she made over 10k a month as a freight agent. Having already owned a carrier company, Lita was hesitant to invest more time and money into a new venture, but it paid off. Two months into being an agent, Lita was making 10k, and she did that by niching down, leveraging former customers, and using LinkedIn.

Timestamps:

[00:00] How she made over 10k a month as an agent

[00:36] Background on Lita

[01:55] Deciding to become a freight agent

[04:34] Commission numbers in July

[05:49] Finding your niche

[09:00] Getting your first shippers

[12:11] Asking for a refund

[14:00] The importance of diversification

[16:08] Tips for the audience

[19:07] Subscribe, Rate & Review!

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Topics Discussed: The Three Must Read Books for Freight Brokers or Agents 

1. How to Win Friends and Influence People by Dale Carnegie 
2. The Little Red Book of Selling by Jeffrey Gitomer 
3. The Art of the Start 2.0 by Guy Kawasaki 

Timestamps: 

[01:04] #1 - How to Win Friends and Influence People is a classic book for both business and personal development. It talks about the fundamentals techniques on how to handle people, how to make people like you, how to win people over to your side of thinking, and how to change people without offending them. 

[02:16] #2 - The Little Red Book of Selling teaches twelve and a half principles of sales greatness. The book talks about preparing to win or losing to someone else, how personal branding is selling, and value relationships for what they are, not the price. 

[03:24] #3 - The Art of The Start 2.0 is the time-tested, battle-hardened guide for anyone starting anything. The book talks about starting, positioning, pitching, raising capital, and bootstrapping your company, all in a simple process

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Improving your sales skills as a freight broker comes down to four simple tasks, and in this episode, I dive deep into all of them. Each category serves an integral part in refining your skill and learning how to get to the step, including; roleplaying, reviewing past sales calls, being a lifelong learner, and finding a mentor. If you want to learn more beyond this episode, make sure to sign up for the Freight Broker sales accelerator program while it is available!

Timestamps:

[00:00] Four ways to improve your Freight Broker sales skills

[00:24] #1 – Roleplaying

[01:56] #2 – Review past sales calls

[03:40] #3 – Become a lifelong learner

[05:15] #4 – Find a mentor

[06:11] Freight Broker Sales Accelerator - Get On The Waitlist NOW!

[08:11] Get Your Freight Broker Training NOW!

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Welcome back to Freight Broker Boot Camp; for this episode, there is some exciting news to share – we just launched the first and only online freight job board. The job board will allow you to post and search for freight jobs in your area for any skill level. Head to Freightbrokerbootcamp.com/jobs to take a look!

Timestamps:

[00:00] Finding freight broker jobs

[00:33] Launching the first and only freight job board

[01:14] Tour of the job board

[02:47] How it all came to fruition

[03:44] Freightbrokerbootcamp.com/jobs

[04:14] Subscribe, Rate & Review!

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In order to win at sales at there are a number of components that need to be mastered; mindset, sales funnel, following up, and overcoming objections - to name a few. If you want to learn how to excel in your sales and differentiate one-off tactics versus having a winning sales system, make sure to join the waitlist for the freight broker sales accelerator program.

Timestamps:

[00:00] The number one reason why freight brokers fail at sales

[00:31] Tactics over Systems

[02:34] My Winning Sales System - Freight Broker Sales Accelerator

[03:17] Winning Mindset

[03:33] Filling Your Sales Funnel

[04:05] Follow-Up

[04:28] Overcoming Objections

[05:13] Customer Retention and Growth

[05:35] Leveraging Modern Technology

[06:34] There is no PERFECT!

[07:02] One-off tactics vs having a winning sales system

[07:28] Get on the Freight Broker Sales Accelerator Waitlist NOW! www.freightbrokerbootcamp.com/waitlist

[09:28] Get Your Freight Broker Training NOW! www.freightbrokerbootcamp.com

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Topics Discussed: 5 Ways to Develop Strong Carrier Relationships

1. Paying carriers on time
2. Be clear in communicating details of the loads
3. Invest time with your carrier partners
4. Say thank you
5. Reward those who go above and beyond

Timestamps:

[00:14] Five ways to develop strong carrier relationships

[00:22] Why is it important to focus on developing relationships with carriers? In this business, you have two customers, the shippers, and the carriers, and you have no business without the carriers. Also, you will never be able to build a successful business by pulling trucks off a load board, so it is imperative to gain those repeat customers by showing appreciation. This will help you stand out from the crowd and will open the doors to better services and access to resources.

[01:58] #1 - Pay carriers on time or earlier is a sure way to get the carriers in your good graces.

[02:31] #2 - Communicate clear details of the loads; dates, times, locations.

[02:57] #3- Invest time with your carrier partners. Learn more about what their goals are, the struggles they have, and how you can help them and provide value to them.

[03:26] #4 - This should go without saying but when someone does a good job say thank you and voice your appreciation.

[03:59] #5 - When someone goes out of their way, reward them with a token of gratitude. It can be something simple like delivering a pizza to their office or gifting them a gift card to a coffee shop.

[05:39] Outro

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What differentiates top freight brokers from unsuccessful ones? Education. But, not traditional education that requires a four-year college degree – education that anyone can learn with a little bit of curiosity and discipline. In this episode of Freight Broker Boot Camp, I share with you four key areas to be educated in to become a top-earner freight broker.

Timestamps:

[00:10] The most successful freight brokers are ___?

[01:11] Educate yourself in and around your niche

[02:16] Educate yourself about your prospect’s company

[03:04] Educate yourself about your prospect and customer personally

[04:11] Educate yourself with the skills that are necessary to succeed

[04:59] Recap on four key areas to be educated in

[05:30] Be curious

[06:30] Self-educate

[07:55] Freight broker sales accelerator - Get On The Waitlist NOW!!!

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1. What is a freight broker?
2. What is a freight agent?
3. What are freight agent’s responsibilities?
4. What Is an independent dispatch service? 
5. Pros of starting as an agent 

Episode Highlights: 

[00:15] A freight broker is an intermediary that connects carries and shipper to make a match.  

[01:17] A freight agent is a solopreneur, independent contractor, or small business that works under the authority of a freight broker. An agent is paid straight commission that is around 50-70% of the profit on every load. They don’t have to have a bond or authority; they only have to work under a licensed freight broker.  

[02:34] Freight agents’ primary job is to find shippers, assist with their loads by finding trucks that match their loads and see those loads from pick up to delivery. They source carries, negotiate, dispatch, and follow shipments through delivery. 

[03:14] An independent dispatch service is not a freight agent or a freight broker; they are neither. They are an indie contractor or small business owner that contracts with carriers, owner-operators, or small fleets to help find them loads. They go to load boards and find loads from brokers; they help carriers find brokered loads and help set up papers between broker and carrier. The FMCSA has said that independent dispatch services are illegal; they are unauthorized brokering. They are doing it without authority. 

[08:06] The benefits of starting as an agent are low cost of entry, low risk, opportunity to earn income is high. Also, it’s important to note that if you can’t make money as an agent, then you will struggle as a broker. 

[10:16] Leave a review to win prizes and shoutout 

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In this episode of Freight Broker Boot Camp, I dive into the age-old question of “why am I not getting enough sales?” I break it down into two key elements; the quality of your pipeline and the quantity in your pipeline. Using these two strategies will help freight brokers improve their weak sales pipelines and generate profits by reaching out and following up with prospects.

Timestamps:

[00:12] Why you’re not getting enough sales

[00:38] Sales pipeline

[01:53] Quality of your pipeline

[03:42] Quantity in your pipeline

[04:49] Following up with your prospects

[05:50] Daily freight quotes

[06:42] Prospecting and following up

[07:50] Generating profit

[11:33] 10 customers to make 10k

[12:25] Freight broker sales accelerator

[14:22] Freight Broker Boot Camp

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Topics Discussed: Part 2 - 10 Industries Where Freight Brokers Can Make Money  

1. Chemical 
2. Oil and gas 
3. Building supplies 
4. Consumer goods 
5. Pharmaceutical  

Timestamps: 

[00:02] Part 2 - 10 industries where freight brokers can make money 

[00:21] #6 - The chemical industry is a part of our world whether we like it or not. Moving chemicals may require additional research due to potential hazards. 

[01:08] #7 - Oil and gas are huge, as you might imagine, but beyond precision, drilling companies are ancillary companies that produce oil and gas-related supplies and equipment. 

[01:47] #8 - Building supplies that are different from lumber; shingles.  

[02:43] #9 - Consumer goods include anything you may see in your house, from shampoo to bedding. 

[03:34] Recap on the 10 industries 

[03:45] #10 - Lastly, the pharmaceutical industry like Pfizer, require specialization transportation (i.e.; temperature control) 

[05:32] Think about what industry you want to specialize in 

[05:59] Check out Freightbrokerbootcamp.com 

[06:47] Outro 

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