Friday, November 21, 2008

A Little Thanks would be Nice

I just finished reading my Friday story of the day on Zig Ziglar’s www.zigziglar.com daily quote. The author reminded me to appreciate my blessings. Lately because of our economic turmoil, job loss reports, new presidency transition and bad news press it is hard to stay in a thankful spot. Read a little of David Leonhardt’s insight.

Consider how much we have. More than any of our ancestors, we live in the Land of Plenty. We have more than anybody who has lived at any time before. And for those of us who live in the developed world, we have more than most people on our little planet have even today.

I'm not just talking about our abundance of "stuff”. We throw out more "junk" than we ever could find a use for in the first place.
But we have so much more than just 'stuff'. Consider the following:

FREEDOM AND CHOICE: More of the world lives in a democracy than ever before, and democracy is becoming more open or "democratic" with every year (perhaps in part due to the Internet).

OPPORTUNITIES: With freedom and affluence comes opportunity. We have more opportunity to make money, to earn it the way we wish, to choose our careers, our location, even our lifestyle.

KNOWLEDGE AND EDUCATION: Even the dumbest among us has more knowledge than most people who lived a couple centuries ago. (I said more "knowledge", not more "wisdom", but that's another topic.)

HEALTH: Just surviving past childhood used to be a major success. Now we expect to live comfortably into our 80s or 90s. And we expect - no, we demand - to have exceptional health care all along the way (even those who are afraid to go to the doctor!).

This list could keep growing.

Whatever you have, you can either appreciate or not.

Sadly, we who are drowning in luxuries can't seem to find the time to appreciate what we have ... but we still make time to whine and complain.

The secret to feeling the appreciation is in expressing our gratitude vocally or in writing.

ABOUT THE AUTHOR

David Leonhardt is author of a self-help happiness book. He also runs a Liquid Vitamins Store and serves as a SEO/SEM website marketing consultant

To read all of David’s story go to www.Ziglar.com.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com

Friday, November 14, 2008

Brain Power

“You are well equipped with an incredible potential for absorbing knowledge. Let your imagination, the key to learning and memory, unleash that brain power and propel you along at ever-increasing speeds. It’s not an exclusive path with access granted only to those with a special gift for learning. It is, instead, available to everyone who has a brain. Anything’s possible!”
~ Dominic O’Brien: World Memory Champion.

I read this quote on Zig Ziglar's quote of the day and was encouraged so I thought I’d blog my thoughts on this today. I was definitely convinced that I had some major learning issues and so thought my path was limited. I had a “lazy eye” when I was a child so my school plunked me in special ed. My eye didn’t really affect my brain (well maybe) but the “professionals” must have thought it did thus the alternative learning group for me. I overcame, graduated college with help and continue to learn and teach others. Even still I need to be reminded of the incredible potential God put in my little brain. The brain is powerful.
Our brains are unique, so my learning interests may vary from yours but we all have a world of new lessons to learn.

I am challenged by all there is to learn in the virtual world as well as the real world. I love that so many books are available on tape so I can challenge my brain even while driving. I talked with a bank auditor friend who is learning a new language…for fun. I asked what language. She said Mandarin. I thought that was a fruit. Anyway, she chose a language that doesn’t even have the same characters as English – you go girl.

What new can you learn today? Who else can you take along with you on a new learning adventure?

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com

Wednesday, November 12, 2008

Death to the Sales Script

What’s so wrong with a phone sales script? By Jeff Roach

If you are a carrier or a broker/agent you are always looking for shippers. To get shippers you make calls. You need a sales script, right??? Anyone who knows me knows I go crazy when a student asks for a script when calling shippers for the first time.

Now imagine yourself after working hard all day and the phone rings …you’re hoping it is your fishing buddy. The black bass are hitting all over lake Travis, I'm thinking with a smile and then to my surprise it's a telemarketer.

We all hate to be bothered by these people who invade our space. How dare they? You see when you read a script you come across as a telemarketer. Then you start believing and acting like a telemarketer. Telemarketers are pests who are trying to sell us something we probably don’t want or need. A Freight Broker is offering a service the shipper vitally needs.

Be confidant knowing people buy from you because you have invested in education, you’re a giver, and you have a great attitude. Being new at the job can be a bonus. Tell the shipper you’re new and you want to help them solve their problems.

Get to the right person at the shipper firm and ask if it is an okay time to visit. If the say yes, ask them when's the last time you needed a truck and couldn't find one? Wait as long as possible. Silence is golden.

Listen to what the customer is telling you. Take notes and ask to go over the notes. Ask: What are the goals are of the shipper? Then purpose to help them reach those goals. Become part of the team.

It takes 7-9 touches before a customer makes a buying decision so do not quit after four. They say about 80% of sales people stop calling on a prospect after 4 times. Every sales book in America will tell you it takes 7-9 touches before a prospect will buy from you. What is a touch? A note in the mail, an email, a phone call...

I promise, once the traffic manager trusts you because you did what you said when you said you were going to do it, you will get business.

You will get customer for life.

The customer chooses everything including when to buy, how much, and how often. The vendor they trust the most will be the one who gets the lion share of business. Rates are often talked about but in reality most shippers will pay more for out of this world service. Read Customers for Life by Carl Lewis.

The investment in time will pay off. Your goal is to make a customer, not a sale. I don't claim to be an expert on sales but I know for sure that if you treat the shipper the way you want to be treated - you will be a superstar sales pro.

I used to work for a great guy who owned a large trucking company. He’d say,” You will get a Gold Star on your forehead when you close a big account.” Funny thing I closed some whoppers and he never gave me those stars...He did give me an education and for that I will be always be grateful. You can’t replace education.

The more you earn, the more you learn.

My girls say artists are the smartest.

Moving forward,

Jeff Roach

Tuesday, November 11, 2008

Thank a Veteran

Today, November 11 is the day set aside to honor our veterans. On church Sunday pastors across the nation recognized veterans and they received standing ovations. That is how it should be. I’m humbled to think of the scores of men and women who have put their lives on hold to defend freedom in far parts of the world. I googled Veterans day and found a site full of information on this day and other American traditions. Below find a few of the things the site explains. Learn about what has been done throughout our nation’s history to uphold our freedoms and help other countries enjoy those freedoms as well.

The Origins of Veterans Day -- World War I ended on November 11, 1918. On the same date three years later an unknown soldier from that war was buried at Arlington National Cemetery. November 11 eventually became the date when America honors all who have served the United States in war.

* The History of the Purple Heart Award -- It is one of the most recognized and respected medals awarded to members of the U.S. armed forces. Introduced as the “Badge of Military Merit” by General George Washington in 1782, the Purple Heart is also the nation's oldest military award.

* The Flower of Remembrance -- Learn how a simple red flower came to symbolize a perpetual tribute to those who have given their lives for the nation's freedom.

* The Story of Taps -- Based on a French signal to end the soldier's day, the melancholy bugle call now is also heard at military burials and memorial services.

* Arlington National Cemetery -- America's best known national cemetery still buries service members and some veterans.

* The United States Flag -- How "The Stars and Stripes" design has changed since 1776.

* The Pledge of Allegiance -- The words, and how they are delivered, have changed several times since 1892.

* "The Star-Spangled Banner" -- Francis Scott Key's poem and a British tune became the national anthem.

* "Old Glory" -- The story behind the affectionate name for the U.S. flag.

* The Origins of Flag Day -- The Continental Congress established the basic design of the U.S. flag on June 14, 1777, but many years passed before America officially observed National Flag Day.

• Guidelines for Display of the Flag -- Do's and Don'ts to correctly show respect for the national banner.

Don’t let this day end without thanking a vet for their sacrifice.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com

Monday, November 10, 2008

No Sick Days

I remember training a disabled veteran to be a freight broker. I told him that this is a serious business and requires major discipline to get your business off the ground. "Working from home on the computer all day is not easy", I said. I tell it like it is.

He looked me square in the eyes and said, "you don't get sick days in the military Jeff". I said, “ Yes sir. I am sure you don't.”

Discipline and integrity are not just words to some people. I find the most respectful, humble, hard workers to be disabled. They have already endured more than most. Those things we endure squeeze out the real in us. When life is easy we can hide our true character. But when the going gets tough you start to see what people are truly made of.

I’m honored that my school is approved as a training school for these brave young men and women. Come to school with the best.

Our School number: S2133

Disabled Vets, contact your counselor to see if you qualify and give them our school number then please ask your counselor to contact Janis Roach at (817) 999-5398 to confirm if you qualify. This is the same process for all applicants wanting financial aid with either the Department of Rehabilitation Services,DARS, or through the Veterans Affairs Administration.

If you call me I’m not going to be a slick salesman just trying to get you to send me money. I’ll challenge you to search yourself to see if you have the stamina to push through to the profit stage in this business. You truly can make a lot of money as a broker. You determine your own financial future. In an unsure economy I like having the most control over my bottom line. Once you start finding loads and truckers to move those loads you are invigorated to go for more.

This is a great work from home based business; however, it takes 3-6 Months to get your business rolling so save at least 6 Months in living expenses prior to taking the course. Everyone will get placed with a broker as an agent if you want or you will have the knowledge to open your own brokerage and recruit agents.


Jeff Roach
www.brooketraining.com
www.justintimefreight.com
Jroach@transportationtraining.com

Wednesday, November 5, 2008

The Votes are Counted

I cast my vote and thus was a part of a nationwide effort. Even when the vote doesn't go our way we need to recognize the priviledge to be able to make our choice known. Now that voting is over we must let go of our animosity and work together to be the great united nation the world admires. Obama truly does represent the freedom we have in America to pursue our dreams and to overcome great odds.

I found this on Family Research Council. It was written yesterday.

After 22 months of non-stop election coverage and oftentimes bitter debate, the American people are tired. The lines to vote are long, the polls seem lopsided, and the Left is already counting values voters out. So, why bother? In the words of one Iraqi woman, who had waited her entire life for the opportunity, "We are voting for our country." This newcomer to democracy summed up more about our freedom in that one sentence than many of us could after exercising it our whole lives. Today, the American people are not voting for any one man; we're voting to preserve the moral fiber of our nation, for U.S. soldiers on the battlefield, for the persecuted church in faraway lands, for millions of unborn children, and for the memory of the men and women who died so that our ballots might count. "Always vote for principle," John Quincy Adams said, "though you may vote alone...cherish the sweetest reflection that your vote is never lost."

No matter what the outcome or who prevails, God is still on His throne. He gave us this liberty, not that we might sit idly by, but so that His church would speak the truth. The Lord granted us our freedom to make a difference-it's our responsibility to exercise it.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

Tuesday, November 4, 2008

Election Day

This has been an amazing election season. I find it a bit frustrating that the candidates start campaigning earlier and earlier each year. I suppose early campaigning does help us know the candidates through out the seasons. It is not unlike dating (from what I remember from my youth). You can date someone for quite awhile before you see their true colors, especially those practiced con artists.

The candidates can put on an act for a season, but their true beliefs come out as the campaigning stretches on. I am encouraged that the stark contrast between the two candidates has fired up voters. I think back to convention time and the number of candidates vying for the nomination; McCain and O’Bama were not the ones I thought we’d be deciding between. The wisdom of a grandpa type war veteran with a pit bull of a female running mate versus a young radically inventive senator teamed up with an older senator. We vote for the one we think represents our views and us most closely. The blogosphere has been overflowing with both sides passionately expressing their views. The top topic seems to be the economy. As a small businessman I really want to vote for Joe the Plumber because he expressed my views very well. I love the freedom our country has afforded me to reach for my dreams. I’ve had great years and challenging years but I have appreciated a country that puts few limits on small business and encourages innovative thinking.

I am a praying man and I am fervently praying for our country right now as we face mountain size issues at home and over seas. Jesus said that if we have the faith of a mustard seed we can move mountains. I am only one man but I will push on my part of the mountain as long as I am given that opportunity.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.justintimefreight.com