I am proud to announce my alliance with one of our industry leaders, Jeff Ashcraft. He is joining the Brooke Transportation training team as an instructor in some of our new locations. We are currently updating our website to include his Indianapolis class as well as other locations as soon as we get the logistics worked out. Here’s a brief rundown on his credentials:
Jeff Ashcraft cut his teeth in transportation selling cars, quickly becoming a top sales manager. He then moved over to the freight brokerage side of things. Over the years he has earned expert status in the transportation industry. He teaches from his wealth of experience as a salesman, sales manager, freight broker, and all assets of freight broker operations. Students will catch his passion for the brokerage business as well as the opportunity to be their own boss. He shares specific lessons both good and bad that he has learned throughout his career. Jeff helps students apply the lessons he learned to starting their own careers as a freight broker and a business owner. Brooke Transportation Training Solutions is expanding across the nation with the addition of Jeff as an instructor. A more detailed biography on Jeff will be on our website soon.
So if you’re looking to be trained by the best in freight brokerage, sign up for Jeff’s next course or choose a live class in Dallas, Jacksonville or online through Gatlin Education.
Moving forward,
Jeff Roach
www.brooketraining.com
The Clock Vs. The Buck
We are incredibly rich in the world’s economy. Yet we run around like chickens with our heads cut off in a state of frustration when we get caught at a traffic light or have to wait in the Express line (what does the word express mean?).
In your world what is more important: time or money? In your customer’s world what is more important: time or money. Money is important but you can always earn more of that. You cannot get back wasted time. And as the cliché says time is money. The precious commodity of time makes our service as freight brokers even more critical.
Time is Far More Valuable Than Money. A customer’s business is on the line with every delivery. Can you imagine going to Christmas shop and the shelves are empty because the truck didn’t show in time? Help your prospects understand the value of your service. You started out by calling them and telling them you specialize in expedited critical care freight services – white glove treatment. Your rate has to be higher to be able to find a truck when no one else can. You tell your customer this is your niche during the building stage of the relationship. What are you building? Trust – that’s right.
You build trust by doing what you say your going to do when you say your going to do it. Tell your prospect up front that you can control only one thing in this business. That is your ability to establish trust with both the shipper and the carrier by looking out for both of their best interest with excellent communication all along the way. I can’t and you can’t drive the truck. With man and machine things break, but you can for sure communicate with the shipper. Most shippers want more than anything to have someone they can trust and someone who can deliver what they promised. Service and Communication. Your product is your ability to build trust and your ability to communicate the status of that load from pick up to delivery.
Moving forward,
Jeff Roach
www.brooketraining.com
In your world what is more important: time or money? In your customer’s world what is more important: time or money. Money is important but you can always earn more of that. You cannot get back wasted time. And as the cliché says time is money. The precious commodity of time makes our service as freight brokers even more critical.
Time is Far More Valuable Than Money. A customer’s business is on the line with every delivery. Can you imagine going to Christmas shop and the shelves are empty because the truck didn’t show in time? Help your prospects understand the value of your service. You started out by calling them and telling them you specialize in expedited critical care freight services – white glove treatment. Your rate has to be higher to be able to find a truck when no one else can. You tell your customer this is your niche during the building stage of the relationship. What are you building? Trust – that’s right.
You build trust by doing what you say your going to do when you say your going to do it. Tell your prospect up front that you can control only one thing in this business. That is your ability to establish trust with both the shipper and the carrier by looking out for both of their best interest with excellent communication all along the way. I can’t and you can’t drive the truck. With man and machine things break, but you can for sure communicate with the shipper. Most shippers want more than anything to have someone they can trust and someone who can deliver what they promised. Service and Communication. Your product is your ability to build trust and your ability to communicate the status of that load from pick up to delivery.
Moving forward,
Jeff Roach
www.brooketraining.com
Career Advice
People pay me for career advice. I do my best to help people start over in business. I get to experience with them the rise of their companies from the blood, sweat and tears of their hard work. It is incredibly cool for someone to call me a year after they graduate to share with me their success. Their story is not, “I'm a millionaire”. It's “I am supporting myself moving five loads a day and I am happy.”
So what I am going to do today is share with you what Joy is all about and what I think about some stuff that has to do with stuff other than making money. I thought it may be too spiritual in nature then realized it was my blog and is about me so hey - deal with it...LOL
Regardless of what anyone thinks we should be in life, we should be honest and see clearly where we are. If we are in a place we don't want to be - we can make decisions to move in a different direction.
Every day ask God to give you the desires of your heart. It is impossible to earn his blessings. He wants to make you happy like you want to make your children happy except with God he is love with a much bigger concept of love than we can fathom. He is the perfect father. I wish my children could experience me as the perfect father but they can't. There is only one perfect father and he is God.
He wants you to have the desires of your heart. He gives you a roadmap and also gives grace realizing that we are human and we are not going to be perfect. Don't try to be. It will drive you insane and everyone who knows you already knows you’re not perfect. None of us are. It is the pursuit of perfection that causes addictions. Perfect is not an option in life. Give yourself a break. We are our own worse critic.
Give yourself permission to fail. Try new stuff. If you’re not failing at something - you’re not trying enough new stuff.
What GOD does not want is for you to be always unhappy, without joy and love.
You do have the right to be happy.
Get real and get honest and you will have a testimonial that will move people.
God knows what you need - he just wants you to be thankful, to ask, then wait and see what path he takes you down.
It may not be the path you planned or expected but trust me - He will lead, if you release everything to him. (Choose faith - Fear and Faith are exact opposites - where there is fear there is no faith.
Ask God for faith in the fearful areas of your life and then hold on for dear life. Enjoy the ride, week-to-week, day-to-day, and moment-to-moment. Once this day is gone -it's gone forever. Time can't be replaced. Make the most of your time. Why not? We are not here simply to consume - we are here to give. There are no happy takers, only happy givers. Attitude is everything; perseverance is a close second and focus on progress not perfection. I wish I could say I was a great example of doing everything right, I am not but I am very certain that these words are true.
It's not the messenger - it’s the message that is important. This message is to all of our daily readers. Our blog readership is substantial. I am honored and humbled.
I think this is what we are supposed to do and I also think we should laugh, smile and hope for the best. Take personal responsibility and live.
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
So what I am going to do today is share with you what Joy is all about and what I think about some stuff that has to do with stuff other than making money. I thought it may be too spiritual in nature then realized it was my blog and is about me so hey - deal with it...LOL
Regardless of what anyone thinks we should be in life, we should be honest and see clearly where we are. If we are in a place we don't want to be - we can make decisions to move in a different direction.
Every day ask God to give you the desires of your heart. It is impossible to earn his blessings. He wants to make you happy like you want to make your children happy except with God he is love with a much bigger concept of love than we can fathom. He is the perfect father. I wish my children could experience me as the perfect father but they can't. There is only one perfect father and he is God.
He wants you to have the desires of your heart. He gives you a roadmap and also gives grace realizing that we are human and we are not going to be perfect. Don't try to be. It will drive you insane and everyone who knows you already knows you’re not perfect. None of us are. It is the pursuit of perfection that causes addictions. Perfect is not an option in life. Give yourself a break. We are our own worse critic.
Give yourself permission to fail. Try new stuff. If you’re not failing at something - you’re not trying enough new stuff.
What GOD does not want is for you to be always unhappy, without joy and love.
You do have the right to be happy.
Get real and get honest and you will have a testimonial that will move people.
God knows what you need - he just wants you to be thankful, to ask, then wait and see what path he takes you down.
It may not be the path you planned or expected but trust me - He will lead, if you release everything to him. (Choose faith - Fear and Faith are exact opposites - where there is fear there is no faith.
Ask God for faith in the fearful areas of your life and then hold on for dear life. Enjoy the ride, week-to-week, day-to-day, and moment-to-moment. Once this day is gone -it's gone forever. Time can't be replaced. Make the most of your time. Why not? We are not here simply to consume - we are here to give. There are no happy takers, only happy givers. Attitude is everything; perseverance is a close second and focus on progress not perfection. I wish I could say I was a great example of doing everything right, I am not but I am very certain that these words are true.
It's not the messenger - it’s the message that is important. This message is to all of our daily readers. Our blog readership is substantial. I am honored and humbled.
I think this is what we are supposed to do and I also think we should laugh, smile and hope for the best. Take personal responsibility and live.
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Double Brokered or Double Crossed?
Here's an excellent article I copied from this book I own. I recommend all brokers have this book for reference.
Carrier411 Article
by William J. Augello, Esq.
Adjunct Professor, University of Arizona
James E. Rogers College of Law
"What protection does a broker have against being held liable for negligent hiring of a trucker when the carrier selected by the broker double brokered or gave the load to a different trucker, without the broker's knowledge or consent, and the hired trucker caused an accident?"
If the broker diligently checked the motor carrier's FMCSA safety record, safety rating, registration and insurance filings before hiring it, the broker probably would be protected. A plaintiff's attorney, however, would probably allege that the broker failed to be assured that the carrier would not substitute a different carrier with an unknown safety record.
Double brokering of freight has become an all-too-frequent practice, probably due to the truck and driver shortages. It seriously complicates the legal issues when an accident occurs en route. To understand these issues, one must start with the basic contract of carriage.
When a broker calls a carrier and the carrier agrees to haul the load, a contract of carriage is formed between the carrier and the broker, whether it is in writing or not. The original carrier agrees to assume liability for the safe and timely delivery of the load with reasonable dispatch. The fact that the carrier hires a different trucker to deliver the load does not change the contract of carriage. The original carrier is still liable to the shipper and to the broker for its own acts and omissions. It is also liable for the acts and omissions of its agent, the second carrier hired by the original carrier. Nor does it change the broker's common law responsibility to use due diligence in checking into the original carrier's safety record and other factors required by law.
The carrier may lawfully trip-lease equipment, or use longer term leased equipment, owner-operators or company equipment. When a second carrier is hired, it is in privity of contract with the first carrier, not the broker or shipper.
Once the second carrier accepts the load, it is also responsible for that load until delivered. In truck accident cases resulting in personal injuries and death, the courts may look to the name on the tractor cab to identify the carrier that had control over the performance of that truck and hold that carrier liable for any damages incurred as a result of the operation of that truck. It is commonly referred to as the "logo liability" rule. The paperwork may also have a bearing on who controlled the performance of the services at the time of an accident. It is important, therefore, that brokers not allow their name to be shown as the "carrier" on bills of lading, rate quote sheets, dispatch memos and other documents.
The FMCSA's regulations clearly state that: "Motor carriers, or persons who are employees or bona fide agents of carriers, are not brokers within the meaning of this section when they arrange or offer to arrange the transportation of shipments which they are authorized to transport and which they have accepted and legally bound themselves to transport." 49 C.F.R. § 371.2 (a).
Therefore, brokers should obtain documentation from the carrier indicating that it agrees to transport a load under its registered motor carrier authority, and that it agrees to be legally bound to deliver that load safely.
The party that hired the second carrier should be the party held responsible for the careful selection of that carrier. One exception may be when there is evidence that the broker knew and condoned the carrier's habitual substitution of another trucker without the broker having performed an investigation of the second trucker's safety record.
If an accident occurs and the evidence reveals that the second carrier had a poor safety record, a plaintiff's lawyer will argue that the broker was negligent in hiring that carrier, because the broker knew that unsafe truckers could be hired under this arrangement.
Suppose the broker used a contract that prohibited substitution of carriers and double brokering without the broker's written permission. Will that provide a complete defense to the broker? Probably not if the broker did nothing to ensure that the carrier lived up to that stipulation. The problem is that most brokers do not follow up on the terms of their contracts. Worse yet, a greater number have no contract at all!
Another problem is presented when the broker deals with a carrier that also holds a broker's license under the same name. Typically, the carrier does not disclose whether it is accepting a load as a carrier or a broker.
The FMCSA's regulations, however, require that a broker that engages in any other business (motor carrier business, for instance) must segregate its brokerage business from its other activities. 49 C.F.R. § 371.13.
Another section states that "Each party to a brokered transaction has the right to review the record of the transaction required to be kept by these rules." 49 C.F.R. § 371.3 (c).
Therefore, brokers should insist that carriers accept loads only under their motor carrier authority, and that their records be made available to prove it. Once the carrier agrees to deal with the broker as the carrier, it may not avoid being held liable for its selection of the truckers and drivers used to conduct the over-the-road operations of the broker's loads.
The same reasoning would also apply to the carrier's collection of the freight charges. If the carrier extended credit to the broker rather than to the shipper, it would have no legal right to seek payment from the shipper if the shipper paid the broker.
The carrier's written agreement to designate the broker as its agent for the collection of the freight charges must also be included in the broker-carrier contract. Another essential clause relates to indemnification of the broker. Brokers that operate without a carefully drawn contract today, in light of these concerns, particularly the Maryland District court's decision in Schramm v. Foster, are inviting financial disaster.
Keeping Current with Changes in Transportation Law
In view of the rapidly changing environment, personnel in charge of transportation and logistics must keep current with the changes in law, regulations, court decisions, contracts and more. Mr. Augello's text Transportation, Logistics and the Law is being supplemented annually to meet this objective. Order the text and supplements online at www.transportlawtexts.com or call 1-888-798-1530.
About the Author
William J. Augello is currently an Adjunct Professor at the University of Arizona teaching transportation law and is on the Faculty and Board of Directors of the Institute of Logistical Management. His new text Transportation, Logistics and the Law (Second Edition) draws on his 53-year career as a practicing attorney specializing in transportation and administrative law.
He may be reached at williamaugello@comcast.net or 1-520-744-4309 (MST).
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Carrier411 Article
by William J. Augello, Esq.
Adjunct Professor, University of Arizona
James E. Rogers College of Law
"What protection does a broker have against being held liable for negligent hiring of a trucker when the carrier selected by the broker double brokered or gave the load to a different trucker, without the broker's knowledge or consent, and the hired trucker caused an accident?"
If the broker diligently checked the motor carrier's FMCSA safety record, safety rating, registration and insurance filings before hiring it, the broker probably would be protected. A plaintiff's attorney, however, would probably allege that the broker failed to be assured that the carrier would not substitute a different carrier with an unknown safety record.
Double brokering of freight has become an all-too-frequent practice, probably due to the truck and driver shortages. It seriously complicates the legal issues when an accident occurs en route. To understand these issues, one must start with the basic contract of carriage.
When a broker calls a carrier and the carrier agrees to haul the load, a contract of carriage is formed between the carrier and the broker, whether it is in writing or not. The original carrier agrees to assume liability for the safe and timely delivery of the load with reasonable dispatch. The fact that the carrier hires a different trucker to deliver the load does not change the contract of carriage. The original carrier is still liable to the shipper and to the broker for its own acts and omissions. It is also liable for the acts and omissions of its agent, the second carrier hired by the original carrier. Nor does it change the broker's common law responsibility to use due diligence in checking into the original carrier's safety record and other factors required by law.
The carrier may lawfully trip-lease equipment, or use longer term leased equipment, owner-operators or company equipment. When a second carrier is hired, it is in privity of contract with the first carrier, not the broker or shipper.
Once the second carrier accepts the load, it is also responsible for that load until delivered. In truck accident cases resulting in personal injuries and death, the courts may look to the name on the tractor cab to identify the carrier that had control over the performance of that truck and hold that carrier liable for any damages incurred as a result of the operation of that truck. It is commonly referred to as the "logo liability" rule. The paperwork may also have a bearing on who controlled the performance of the services at the time of an accident. It is important, therefore, that brokers not allow their name to be shown as the "carrier" on bills of lading, rate quote sheets, dispatch memos and other documents.
The FMCSA's regulations clearly state that: "Motor carriers, or persons who are employees or bona fide agents of carriers, are not brokers within the meaning of this section when they arrange or offer to arrange the transportation of shipments which they are authorized to transport and which they have accepted and legally bound themselves to transport." 49 C.F.R. § 371.2 (a).
Therefore, brokers should obtain documentation from the carrier indicating that it agrees to transport a load under its registered motor carrier authority, and that it agrees to be legally bound to deliver that load safely.
The party that hired the second carrier should be the party held responsible for the careful selection of that carrier. One exception may be when there is evidence that the broker knew and condoned the carrier's habitual substitution of another trucker without the broker having performed an investigation of the second trucker's safety record.
If an accident occurs and the evidence reveals that the second carrier had a poor safety record, a plaintiff's lawyer will argue that the broker was negligent in hiring that carrier, because the broker knew that unsafe truckers could be hired under this arrangement.
Suppose the broker used a contract that prohibited substitution of carriers and double brokering without the broker's written permission. Will that provide a complete defense to the broker? Probably not if the broker did nothing to ensure that the carrier lived up to that stipulation. The problem is that most brokers do not follow up on the terms of their contracts. Worse yet, a greater number have no contract at all!
Another problem is presented when the broker deals with a carrier that also holds a broker's license under the same name. Typically, the carrier does not disclose whether it is accepting a load as a carrier or a broker.
The FMCSA's regulations, however, require that a broker that engages in any other business (motor carrier business, for instance) must segregate its brokerage business from its other activities. 49 C.F.R. § 371.13.
Another section states that "Each party to a brokered transaction has the right to review the record of the transaction required to be kept by these rules." 49 C.F.R. § 371.3 (c).
Therefore, brokers should insist that carriers accept loads only under their motor carrier authority, and that their records be made available to prove it. Once the carrier agrees to deal with the broker as the carrier, it may not avoid being held liable for its selection of the truckers and drivers used to conduct the over-the-road operations of the broker's loads.
The same reasoning would also apply to the carrier's collection of the freight charges. If the carrier extended credit to the broker rather than to the shipper, it would have no legal right to seek payment from the shipper if the shipper paid the broker.
The carrier's written agreement to designate the broker as its agent for the collection of the freight charges must also be included in the broker-carrier contract. Another essential clause relates to indemnification of the broker. Brokers that operate without a carefully drawn contract today, in light of these concerns, particularly the Maryland District court's decision in Schramm v. Foster, are inviting financial disaster.
Keeping Current with Changes in Transportation Law
In view of the rapidly changing environment, personnel in charge of transportation and logistics must keep current with the changes in law, regulations, court decisions, contracts and more. Mr. Augello's text Transportation, Logistics and the Law is being supplemented annually to meet this objective. Order the text and supplements online at www.transportlawtexts.com or call 1-888-798-1530.
About the Author
William J. Augello is currently an Adjunct Professor at the University of Arizona teaching transportation law and is on the Faculty and Board of Directors of the Institute of Logistical Management. His new text Transportation, Logistics and the Law (Second Edition) draws on his 53-year career as a practicing attorney specializing in transportation and administrative law.
He may be reached at williamaugello@comcast.net or 1-520-744-4309 (MST).
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Know Your Competition
Welcome back from a holiday full of thankfulness. Be thankful for your competition...they can teach you lots about how to be a successful broker
A new broker has to know the competition. Your competition knows more than you. You’ll be competing against that knowledge, their time in business and their “name” in the business. Even though it may not be easy, there are several ways to get to know your competition without getting the CIA involved. We go into more detail in our course but here’s some basic tactics:
1. Look up freight broker and trucking companies with your search engine. Read their web sites and glean any useful information that you can from the site. Useful information may include: company size, number of trucks, number of agents, years in business, niche markets or specialties, what lanes they run, how many offices they have and where, and if they are both a carrier and a broker.
2. Ask your prospects and your established customers when you call on them who they use or have used in the past. Find out what they liked and disliked about that broker or carrier and how their rates compare. Ask about their service and how they handled problems and if they still use that broker, why or why not.
3. Ask your carriers about the other brokers that they use, who are the big broker players in the industry and how they compare to the smaller brokers. Ask who the carriers prefer to haul for and why. Find out who pays a higher rate and who pays on time. Network in the industry.
4. Hire seasoned agents who have been in the business for several years. They are a wealth of knowledge about the competition as well as the carriers out there.
Don't be afraid to ask a prospect who they currently use, especially if they tell you that they are satisfied with their current broker or carrier. Tell them that is great - that you are new to the business, and would like to ask them why they like that broker. Ask what they’d look for in a new broker if they needed to find another one.
Knowing your competition is essential. As you become aware of who your main competitors are with your prospects and clients, and how they run their operations, it will influence your rate quotes. Your rate quotes will sometimes depend on your current competition for that particular project. Extra services that you provide may be determined by your competition. The ability to work with a particular shipper may be determined by your competition. In this business as in any other sales business, the top sales people always take the extra time and effort to research the competition. The good general always takes the time to know his enemy.
Moving Forward,
Jeff Roach
www.brooketraining.com
A new broker has to know the competition. Your competition knows more than you. You’ll be competing against that knowledge, their time in business and their “name” in the business. Even though it may not be easy, there are several ways to get to know your competition without getting the CIA involved. We go into more detail in our course but here’s some basic tactics:
1. Look up freight broker and trucking companies with your search engine. Read their web sites and glean any useful information that you can from the site. Useful information may include: company size, number of trucks, number of agents, years in business, niche markets or specialties, what lanes they run, how many offices they have and where, and if they are both a carrier and a broker.
2. Ask your prospects and your established customers when you call on them who they use or have used in the past. Find out what they liked and disliked about that broker or carrier and how their rates compare. Ask about their service and how they handled problems and if they still use that broker, why or why not.
3. Ask your carriers about the other brokers that they use, who are the big broker players in the industry and how they compare to the smaller brokers. Ask who the carriers prefer to haul for and why. Find out who pays a higher rate and who pays on time. Network in the industry.
4. Hire seasoned agents who have been in the business for several years. They are a wealth of knowledge about the competition as well as the carriers out there.
Don't be afraid to ask a prospect who they currently use, especially if they tell you that they are satisfied with their current broker or carrier. Tell them that is great - that you are new to the business, and would like to ask them why they like that broker. Ask what they’d look for in a new broker if they needed to find another one.
Knowing your competition is essential. As you become aware of who your main competitors are with your prospects and clients, and how they run their operations, it will influence your rate quotes. Your rate quotes will sometimes depend on your current competition for that particular project. Extra services that you provide may be determined by your competition. The ability to work with a particular shipper may be determined by your competition. In this business as in any other sales business, the top sales people always take the extra time and effort to research the competition. The good general always takes the time to know his enemy.
Moving Forward,
Jeff Roach
www.brooketraining.com
Who Needs a Thanks?
Attitude of Gratitude
I thought this excerpt from Bryan Flanagan was quite fitting for this week of Thanksgiving.
It is from his book, Now go Sell Somebody Something. He is one of our ingenius guest speakers.
"Who gave you your first break?
Was it an educator or a coach, a Sunday School teacher, a boss, an associate? Do you remember who had a positive impact early in your business career? What was his or her name?
How did he contribute to your growth and development?
What did she say that you really remember?
How did he know that you needed to hear those exact words just at the right time?
Who came to your rescue when you needed it most?
Who provided the arms to hold you, the ears to listen, and the heart to accept and not judge when you needed it?
Who ventured out to rescue you and then brought you safely back to shore?
Do you remember those people who helped you most in life?
Did you remember to thank them for their help?
If you did not, you made a mistake.
It's not too late to thank them.
Take the time TODAY to thank them.
Thank them and express your gratitude. If you do not, you are making another mistake. Now go sell somebody something."
Moving forward....
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
I thought this excerpt from Bryan Flanagan was quite fitting for this week of Thanksgiving.
It is from his book, Now go Sell Somebody Something. He is one of our ingenius guest speakers.
"Who gave you your first break?
Was it an educator or a coach, a Sunday School teacher, a boss, an associate? Do you remember who had a positive impact early in your business career? What was his or her name?
How did he contribute to your growth and development?
What did she say that you really remember?
How did he know that you needed to hear those exact words just at the right time?
Who came to your rescue when you needed it most?
Who provided the arms to hold you, the ears to listen, and the heart to accept and not judge when you needed it?
Who ventured out to rescue you and then brought you safely back to shore?
Do you remember those people who helped you most in life?
Did you remember to thank them for their help?
If you did not, you made a mistake.
It's not too late to thank them.
Take the time TODAY to thank them.
Thank them and express your gratitude. If you do not, you are making another mistake. Now go sell somebody something."
Moving forward....
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Suceed Today
Why do some seem to succeed easily while others give up trying? Today I read “Blessed or happy are the poor in spirit. “ poor in spirit is the opposite of spiritually proud or self sufficient. I’m thinking you are happy when you give up control (which you never actually have) and enjoy the ride.
As a trainer I meet so many people with so much potential. We develop a bit of a bond in the week of intense training of our freight broker school. So when they want to share something of their journey as a freight broker they often ring me.
I have been getting both hero stories and stories of people throwing in the towel. I want to just roll up and die when someone quits. I want to jump for joy when someone shares success stories.
I guess blessed are the pure in spirit - the humble - but hey show up. You certainly can’t get anywhere if you don’t try, fail some but keep trying. The poor in spirit aren’t too proud to pick themselves up, dust themselves off and try again after a failed attempt. I tell all my students make 50 phone calls a day, every day. You have to make a game of it, a goal, and celebrate the victory of making that many calls, even if none seem to be potential business. The calling helps you polish your calling style, find the kinds of clients who fit with who you are and gives you opportunity to talk with people you’d never have an opportunity to talk with otherwise.
It is hard for me to realize that is hard for some. I thrive on calling on people and trying to make a connection. I think too often a student will quit right before he makes the call that will turn his day.
Brett Farve has more touchdowns than any quarterback but also has the record for the most interceptions. He leaves it all on the field. That is the perspective I want to share. Give it all you got. Because we really do get what we give. Not right away but down the line. Give others time to talk, they will eventually listen to you when the time comes.
Get in the game - the glory goes to those in the game - throw some interceptions and I promise in the process you will throw some touchdowns.
In an interview on Monday football featuring Brett Farve - his wife described them not as heros but as survivors. Go out not to conquer the world but survive by recognizing any gift or talent you have is given to be used, not left unopened, and untried. It is awesome to see someone figure out their gift, then succeed because they get vulnerable and try to use their gift, not accepting defeat but pushing on to success.
Moving forward,
Jeff Roach – President
www.brooketraining.com
As a trainer I meet so many people with so much potential. We develop a bit of a bond in the week of intense training of our freight broker school. So when they want to share something of their journey as a freight broker they often ring me.
I have been getting both hero stories and stories of people throwing in the towel. I want to just roll up and die when someone quits. I want to jump for joy when someone shares success stories.
I guess blessed are the pure in spirit - the humble - but hey show up. You certainly can’t get anywhere if you don’t try, fail some but keep trying. The poor in spirit aren’t too proud to pick themselves up, dust themselves off and try again after a failed attempt. I tell all my students make 50 phone calls a day, every day. You have to make a game of it, a goal, and celebrate the victory of making that many calls, even if none seem to be potential business. The calling helps you polish your calling style, find the kinds of clients who fit with who you are and gives you opportunity to talk with people you’d never have an opportunity to talk with otherwise.
It is hard for me to realize that is hard for some. I thrive on calling on people and trying to make a connection. I think too often a student will quit right before he makes the call that will turn his day.
Brett Farve has more touchdowns than any quarterback but also has the record for the most interceptions. He leaves it all on the field. That is the perspective I want to share. Give it all you got. Because we really do get what we give. Not right away but down the line. Give others time to talk, they will eventually listen to you when the time comes.
Get in the game - the glory goes to those in the game - throw some interceptions and I promise in the process you will throw some touchdowns.
In an interview on Monday football featuring Brett Farve - his wife described them not as heros but as survivors. Go out not to conquer the world but survive by recognizing any gift or talent you have is given to be used, not left unopened, and untried. It is awesome to see someone figure out their gift, then succeed because they get vulnerable and try to use their gift, not accepting defeat but pushing on to success.
Moving forward,
Jeff Roach – President
www.brooketraining.com
What expense can you turn into a profit?
Convert an Expense to a Profit
I read any and all business advice I can get my hands on and see how I can apply it to my own business now or in the future. In Freight Brokering the biggest waste I have is probably paper. I recycle my paper at my local schools so they get a little extra cash from the recycle man. I’ve read lots of uses for used truck tires. Think how you can apply this to our industry. Today's entry comes from businessknowhow.com
by Janet Attard
That's not as crazy as it sounds. Numerous businesses have done just that by thinking outside of the box. One expense that often can be converted to profits is the cost of disposing of waste products or scraps. Instead of throwing away scraps or, worse, paying someone to cart them away, consider whether there is some other use for the material.
A Texas manufacturer, for instance, turned a $35,000 expense for removing wood scraps into a $15,000 profit by processing them into a bedding material for use in poultry farms and horse stables.
Home businesses can often turn expenses and waste materials into profits, too. One person who does is Charlotte Cox of Charlotte's Dress Designs in Cleveland, Texas. Charlotte makes dresses and craft items. Instead of throwing away the leftover fabric or craft items, or stuffing them away in a closet, Charlotte packages the leftovers for resale. She puts them in clear plastic bags, labels them and prices them, then takes them to shows when she displays her craft items.
Moving forward,
Jeff Roach
I read any and all business advice I can get my hands on and see how I can apply it to my own business now or in the future. In Freight Brokering the biggest waste I have is probably paper. I recycle my paper at my local schools so they get a little extra cash from the recycle man. I’ve read lots of uses for used truck tires. Think how you can apply this to our industry. Today's entry comes from businessknowhow.com
by Janet Attard
That's not as crazy as it sounds. Numerous businesses have done just that by thinking outside of the box. One expense that often can be converted to profits is the cost of disposing of waste products or scraps. Instead of throwing away scraps or, worse, paying someone to cart them away, consider whether there is some other use for the material.
A Texas manufacturer, for instance, turned a $35,000 expense for removing wood scraps into a $15,000 profit by processing them into a bedding material for use in poultry farms and horse stables.
Home businesses can often turn expenses and waste materials into profits, too. One person who does is Charlotte Cox of Charlotte's Dress Designs in Cleveland, Texas. Charlotte makes dresses and craft items. Instead of throwing away the leftover fabric or craft items, or stuffing them away in a closet, Charlotte packages the leftovers for resale. She puts them in clear plastic bags, labels them and prices them, then takes them to shows when she displays her craft items.
Moving forward,
Jeff Roach
Fast Food World
People want their needs met fast. We live in a fast food world. Technology is continually making things faster. Count the number of express signs you see today - express lube, express checkout, express lane, etc. Think about it. How fast is fast enough? Everyone wants his or her needs met fast. The need for speed is driving much of the business world’s innovations. Everything is going mobile. I just read that the “hover craft” as seen in the Back to the Future Movies is available for purchase. So now instead of taking the express lane, you can fly over all the traffic in sky express.
This fast food world is the best time to be a broker/agent. The sooner the better when the shipper calls and tells you he has a load left over and can’t find a truck. If you can find that truck you are going to make a customer for life. Building relationships with shippers can be slow but if you address their distress needs, fast you will quickly solidify a burgeoning relationship.
You and I want our calls answered by a real human being.
We all want our orders processed in lighting speed.
Complaints should be handled first … and fast
Get the bad news out first thing.
Speed holds on to existing customers.
Listen and handle it fast – whatever the situation.
Convey your reverence for their time.
Knock yourself out showing how much you respect their time.
Research shows that customers hate waiting more than
anything else.
Moving forward (fast),
Jeff Roach
www.brooketraining.com
This fast food world is the best time to be a broker/agent. The sooner the better when the shipper calls and tells you he has a load left over and can’t find a truck. If you can find that truck you are going to make a customer for life. Building relationships with shippers can be slow but if you address their distress needs, fast you will quickly solidify a burgeoning relationship.
You and I want our calls answered by a real human being.
We all want our orders processed in lighting speed.
Complaints should be handled first … and fast
Get the bad news out first thing.
Speed holds on to existing customers.
Listen and handle it fast – whatever the situation.
Convey your reverence for their time.
Knock yourself out showing how much you respect their time.
Research shows that customers hate waiting more than
anything else.
Moving forward (fast),
Jeff Roach
www.brooketraining.com
How to Network
Networking is essential as a freight broker or agent. Networking is simply building alliances with companies who have complementary services, attending events with potential customers and vendors, and meeting with other small business owners. Join your local chamber of commerce, trade associations and professional clubs. As a broker or agent, you may work much of the time by yourself. Networking gives you opportunity to talk with others, exchange ideas and talk through issues that may come up with others that have already worked it out.
In our technologically advanced society having a network of others who are working on a similar computer system is priceless. Dynamic networking will also help keep you motivated to success.
One source for networking is trade shows. There are transportation and logistics trade shows that you can attend, where you can meet new vendors, see what’s new in the industry, and while you are there you can check up on what some of your competitors are doing. You can network with carriers at trucking trade shows, and align yourself with companies that are selling complementary products and services to yours.
A great type of trade show to attend is a show that your prospective clients would attend – such as a trade show for manufacturers, or a show for the niche market that you have chosen (such as a trade show for food companies, if this is your niche; or a trade show specifically in an industry sector that you are already doing business in or want to pursue). The best one would be a show that has no other transportation service companies; this would be a good trade show to purchase a booth to advertise for your service; network as much as possible, and hand out your business cards and any advertising fliers or brochures.
Network with people and companies that can educate and coach you in the brokering industry or in sales. Continually adding to your knowledge in the field will add value to your business as a consultant. Anytime you can take a class and network with educators in your industry, you are ahead of the game. You can also take classes and network with sales consultants and coaches. You could take a class in the skill of negotiating, improve that skill and improve your bottom line as a broker/agent.
When you go out to a client’s office, your goal should be to network and get to know everyone that you can in their organization. Meet the receptionist, the accounting clerk – begin to call them by name. Humor and enthusiasm are the fastest ways to break down walls, and get to know people.
Network to find out the internal decision-making process in the company, and the chain of command. Do focus on your primary contact, the the decision-maker who routes the truckload or large shipments. Work also to get to know their boss, their boss’s boss, their assistants, the company owner, etcetera. They may have a traffic manager, but someone else above them (or below them) may really be calling the day-to-day shots.
Get to know their company philosophies, their goals, and where individual employees are headed. You can get creative – maybe take donuts or pizza out to the warehouse, and get to know the warehouse guys. Brainstorm with them about their shipping issues, or just get to know them. If their traffic manager gets transferred to another department or leaves the company, you will be glad that you have built up a relationship with the next person in line that takes their place. And you know the company really likes you when you finally get invited to the company Christmas party, or an appreciation party for vendor partners! Don’t be in a rush, all of this is a process; building up trust and relationships takes time and extra effort.
If appropriate, when you go to a client’s plant, network with other vendors who provide products or services for them. You may have other similar clients, and could both probably benefit from introducing each other to new clients. That is an example of the type of strategic alliance that you’ll want to consider. Remember though, that if you are networking to create a strategic alliance with another company, it is important that you have similar value systems for the relationship to be truly successful.
I thrive on networking. It gives me a chance to tell all my corny jokes and build relationships, thus keeping my work day worth getting up for.
Moving forward,
Jeff Roach
www.brooketraining.com
In our technologically advanced society having a network of others who are working on a similar computer system is priceless. Dynamic networking will also help keep you motivated to success.
One source for networking is trade shows. There are transportation and logistics trade shows that you can attend, where you can meet new vendors, see what’s new in the industry, and while you are there you can check up on what some of your competitors are doing. You can network with carriers at trucking trade shows, and align yourself with companies that are selling complementary products and services to yours.
A great type of trade show to attend is a show that your prospective clients would attend – such as a trade show for manufacturers, or a show for the niche market that you have chosen (such as a trade show for food companies, if this is your niche; or a trade show specifically in an industry sector that you are already doing business in or want to pursue). The best one would be a show that has no other transportation service companies; this would be a good trade show to purchase a booth to advertise for your service; network as much as possible, and hand out your business cards and any advertising fliers or brochures.
Network with people and companies that can educate and coach you in the brokering industry or in sales. Continually adding to your knowledge in the field will add value to your business as a consultant. Anytime you can take a class and network with educators in your industry, you are ahead of the game. You can also take classes and network with sales consultants and coaches. You could take a class in the skill of negotiating, improve that skill and improve your bottom line as a broker/agent.
When you go out to a client’s office, your goal should be to network and get to know everyone that you can in their organization. Meet the receptionist, the accounting clerk – begin to call them by name. Humor and enthusiasm are the fastest ways to break down walls, and get to know people.
Network to find out the internal decision-making process in the company, and the chain of command. Do focus on your primary contact, the the decision-maker who routes the truckload or large shipments. Work also to get to know their boss, their boss’s boss, their assistants, the company owner, etcetera. They may have a traffic manager, but someone else above them (or below them) may really be calling the day-to-day shots.
Get to know their company philosophies, their goals, and where individual employees are headed. You can get creative – maybe take donuts or pizza out to the warehouse, and get to know the warehouse guys. Brainstorm with them about their shipping issues, or just get to know them. If their traffic manager gets transferred to another department or leaves the company, you will be glad that you have built up a relationship with the next person in line that takes their place. And you know the company really likes you when you finally get invited to the company Christmas party, or an appreciation party for vendor partners! Don’t be in a rush, all of this is a process; building up trust and relationships takes time and extra effort.
If appropriate, when you go to a client’s plant, network with other vendors who provide products or services for them. You may have other similar clients, and could both probably benefit from introducing each other to new clients. That is an example of the type of strategic alliance that you’ll want to consider. Remember though, that if you are networking to create a strategic alliance with another company, it is important that you have similar value systems for the relationship to be truly successful.
I thrive on networking. It gives me a chance to tell all my corny jokes and build relationships, thus keeping my work day worth getting up for.
Moving forward,
Jeff Roach
www.brooketraining.com
Tough Jobs
“When we accept the tough jobs as a challenge to our ability and wade into them with joy and enthusiasm, miracles can happen!”
~ From the Salesman’s Book of Wisdom, by Criswell Freeman ~
What tough jobs plaque you? When I face a tough job my tendency is NOT to “wade into them with joy”…nope I want to either put off the tough stuff, delegate it out to some poor soul or run the other direction. So when I read this quote I had to rethink my approach. I’ve had seasons when I get to my dreaded list first. After tackling a rough task I feet accomplished and competent. When I avoid, I feel defeated and incapable. So why do I put off the tough stuff? Human nature I guess. This quote has reminded me to take on some hard stuff, first thing then I will be stronger for the rest of the day.
Or watch an episode of “The World’s Dirtiest Jobs” then you’ll realize you don’t really have any tough jobs.
Moving forward,
Jeff Roach
~ From the Salesman’s Book of Wisdom, by Criswell Freeman ~
What tough jobs plaque you? When I face a tough job my tendency is NOT to “wade into them with joy”…nope I want to either put off the tough stuff, delegate it out to some poor soul or run the other direction. So when I read this quote I had to rethink my approach. I’ve had seasons when I get to my dreaded list first. After tackling a rough task I feet accomplished and competent. When I avoid, I feel defeated and incapable. So why do I put off the tough stuff? Human nature I guess. This quote has reminded me to take on some hard stuff, first thing then I will be stronger for the rest of the day.
Or watch an episode of “The World’s Dirtiest Jobs” then you’ll realize you don’t really have any tough jobs.
Moving forward,
Jeff Roach
10/07 Dallas Testimonials
As an instructor it is quite fulfilling to hear that students found the class very helpful. We had one student with zero industry info and one with years in the industry. Both felt they were ready to hit the ground running in freight brokering. Now that is why I do what I do. Yesterday I blogged testimonials about our fine Florida instructors. Here’s what our recent Dallas class grads had to say about class in Texas.
Coming into this class my knowledge of this industry was zero. After a week I feel I’m now ready and knowledgeable to start my own Brokerage. Aside from what I learned about eh trucking industry Brooke has taught me a lot about selling, running any type of business and important principles to be successful. Brooke is very good at motivating and directing you on the right path. Mike B 10/07
After 8 ½ years as a truck driver, 5 as an owner/operator and a year in shipping and receiving, I decided to start as an agent or broker and take this course…I’m very happy, it helped me very much. I recommend this to all who want to start in this business. Very knowledgeable presentation in al the areas you need to know. Nicolae 10/07
Class was very informative. Looking forward to putting the knowledge to use. Matt H 10/07
Moving forward,
Jeff Roach
www.brooketraining.com
Coming into this class my knowledge of this industry was zero. After a week I feel I’m now ready and knowledgeable to start my own Brokerage. Aside from what I learned about eh trucking industry Brooke has taught me a lot about selling, running any type of business and important principles to be successful. Brooke is very good at motivating and directing you on the right path. Mike B 10/07
After 8 ½ years as a truck driver, 5 as an owner/operator and a year in shipping and receiving, I decided to start as an agent or broker and take this course…I’m very happy, it helped me very much. I recommend this to all who want to start in this business. Very knowledgeable presentation in al the areas you need to know. Nicolae 10/07
Class was very informative. Looking forward to putting the knowledge to use. Matt H 10/07
Moving forward,
Jeff Roach
www.brooketraining.com
Accolades
Ron and Susie Moore teach our Jacksonville Florida freight broker course as well as travel to other locations. Here are the rave reviews from the last couple of classes they expertly taught. We don't write these or edit out any negative comments. This is what their students wrote on the last day of class:
9/07 Ontario California testimonials
I had a great time in the class. Very informative. There is too much information to digest in one week but the Booklet and the online course help a lot, if you go back and review. Loved the presentations from the different companies (on free Friday). I got to know so many people and facts in the business that I had no idea existed. Armand S.
The class has been very informative and interesting. Ron and Susie were very helpful and enthusiastic. They have a lot of experience and knowledge. Gabriela Z.
I enjoyed it! Daryl B.
Ron is not just an instructor but also a person with experience in the industry. Well worth the money. Mark B.
Learned so much. Thank you. Juana M
The Brooke team is extremely helpful. Any question I had was answered before I even thought about it. Albert A.
10/17 Jacksonville class
As a student of Brooke training and pretty new to the industry I learned a lot over the 5-day course. I will surely use all the tools Ron and Susie gave me. Thanks for all the hard work. Dwayne T.
Over the past 30 years I have taken various college courses. This course ranks higher in material presented in one week than anything I’ve ever participated in. Very knowledgeable instructors. Susie Moore is by far one of the best in the country in presentation ability. Class money was well spent. I know my future endeavor as a freight broker agent is on the fast track. David N.
I have enjoyed this week very much. I feel like I can move forward towards my goals. Thank you Ron and Susie—you were great! Marjorie C.
Thanks Moores for doing a job above and beyond.
Moving forward,
Jeff Roach
www.brooketraining.com
9/07 Ontario California testimonials
I had a great time in the class. Very informative. There is too much information to digest in one week but the Booklet and the online course help a lot, if you go back and review. Loved the presentations from the different companies (on free Friday). I got to know so many people and facts in the business that I had no idea existed. Armand S.
The class has been very informative and interesting. Ron and Susie were very helpful and enthusiastic. They have a lot of experience and knowledge. Gabriela Z.
I enjoyed it! Daryl B.
Ron is not just an instructor but also a person with experience in the industry. Well worth the money. Mark B.
Learned so much. Thank you. Juana M
The Brooke team is extremely helpful. Any question I had was answered before I even thought about it. Albert A.
10/17 Jacksonville class
As a student of Brooke training and pretty new to the industry I learned a lot over the 5-day course. I will surely use all the tools Ron and Susie gave me. Thanks for all the hard work. Dwayne T.
Over the past 30 years I have taken various college courses. This course ranks higher in material presented in one week than anything I’ve ever participated in. Very knowledgeable instructors. Susie Moore is by far one of the best in the country in presentation ability. Class money was well spent. I know my future endeavor as a freight broker agent is on the fast track. David N.
I have enjoyed this week very much. I feel like I can move forward towards my goals. Thank you Ron and Susie—you were great! Marjorie C.
Thanks Moores for doing a job above and beyond.
Moving forward,
Jeff Roach
www.brooketraining.com
A Good Question
I received this frequently asked question via my blog comments section.
Hi Jeff,
I have been impressed with your training program and other information about you that I have been researching online.
I am considering a career as a Freight Broker and want to know if your courses address Ship Brokers. It appears your focus is on Trucking. Can you tell me if your course covers ship and airfreight as well as managing trucks?
Thanks,
Robin Sewell
_____________________________________________________________________________________________________
Robin,
Thank you so much for the compliment. I will answer your question.
A freight broker, also known as a property broker, handles domestic transportation. A freight forwarder handles international air and ocean. Freight Brokers do not have the authority to broker international ocean and air shipments. This is a very common question we get. Both our live courses and our on-line course teach students in detail about how to be a freight broker. Our Live and on-line course is compact and specific in training students to become freight brokers, not freight forwarders. So we do not address international shipping.
Here’s some info from the “frequently asked questions” section of our website that may be of help.
1. What is a Property Broker?
A Property Broker is the term established by the Federal Motor Carrier Safety Administration (FMCSA), a division of the United States Department of Transportation, to describe licensed individuals, or companies, who help make a shipper and an authorized carrier successful in the transporting of freight.
2. What are the requirements of an FMCSA Property Broker?
Each company or entity is required to obtain a "surety bond" with an approved bank or insurance company, and maintain "process service" agents in all 48 contiguous states.
3. What is a surety bond?
Each company or entity must prove they are capable of paying the various truck lines, airlines, railroads, or any other entity being used by the broker.
An individual's credit, and/or financial strength, is investigated with extreme thoroughness. Only then is a "bond" issued.
Accordingly, if for some reason the broker fails to pay the transportation company, the bonding company must pay. As you can imagine, the bonding company is very careful about who they insure.
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Hi Jeff,
I have been impressed with your training program and other information about you that I have been researching online.
I am considering a career as a Freight Broker and want to know if your courses address Ship Brokers. It appears your focus is on Trucking. Can you tell me if your course covers ship and airfreight as well as managing trucks?
Thanks,
Robin Sewell
_____________________________________________________________________________________________________
Robin,
Thank you so much for the compliment. I will answer your question.
A freight broker, also known as a property broker, handles domestic transportation. A freight forwarder handles international air and ocean. Freight Brokers do not have the authority to broker international ocean and air shipments. This is a very common question we get. Both our live courses and our on-line course teach students in detail about how to be a freight broker. Our Live and on-line course is compact and specific in training students to become freight brokers, not freight forwarders. So we do not address international shipping.
Here’s some info from the “frequently asked questions” section of our website that may be of help.
1. What is a Property Broker?
A Property Broker is the term established by the Federal Motor Carrier Safety Administration (FMCSA), a division of the United States Department of Transportation, to describe licensed individuals, or companies, who help make a shipper and an authorized carrier successful in the transporting of freight.
2. What are the requirements of an FMCSA Property Broker?
Each company or entity is required to obtain a "surety bond" with an approved bank or insurance company, and maintain "process service" agents in all 48 contiguous states.
3. What is a surety bond?
Each company or entity must prove they are capable of paying the various truck lines, airlines, railroads, or any other entity being used by the broker.
An individual's credit, and/or financial strength, is investigated with extreme thoroughness. Only then is a "bond" issued.
Accordingly, if for some reason the broker fails to pay the transportation company, the bonding company must pay. As you can imagine, the bonding company is very careful about who they insure.
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Subscribe to:
Posts (Atom)
