Thursday, December 31, 2009

Awful Way to Lose Your Job

Found this disappointing article on how a group of hardworking, faithful truckers was treated when their company failed because of the economy. Then on the flipside the quick action and generosity shown them with the help of Facebook. The American spirit will not be dampened.

Truckers Laid Off Via Text Message


(MYFOX NATIONAL) - It's tough enough getting laid off in this economy ... but how about getting laid off by text message?

That's exactly what happened to 900 truck drivers who were stranded last Tuesday when their employer, Oklahoma-based Arrow Trucking Company, shut down their operations, canceled the drivers' fuel cards and left them to figure out how to get home just three days before Christmas, reports AOL Find a Job.

The company didn't explain its reasoning on its Web site and didn't answer phone calls. The outgoing message on the company's main number just told the drivers to return their rigs to the nearest dealer and call a special hotline to get a bus ticket home, according to the Christian Science Monitor.

"The timing is the worst thing and not being told in a better way. I'm sure some guys are having to sell whatever they could," said driver Randy Dakin to . Most drivers live out of their trucks and resorted to selling much of their belongings just to be able to get on a bus home. And some of them weren't even paid for their last few trips, according to AOL.

Now with the help of Facebook, the social media community is mobilizing to lend stranded drivers a helping hand. A page has been set up called Support For Stranded Arrow Trucking Drivers and currently has over 6,000 fans. Messages of support and sympathy continue to pour in from users around the country.

"I have never heard of any U.S. company doing this to any employee ever before," wrote Timothy Sullivan. "So close to the holidays and then to strand these truckers any, and everywhere through the nation... I will be here to do what I can to help these men and women get home for the holidays."

Others who owned local businesses said they would help in any way they could. "Any truckers that come through Forest, Mississippi. If you need any help come to the Forest Kwik Stop. Right off of I-20 exit. 1201 Highway 35 South. We will gladly help you if you are in need of anything. God bless! :)"

A petition has been posted online to lobby the company to make sure drivers are paid and get home safely.

All freight brokers should be jumping on the bandwagon to support our truckers. Drivers do most of the work and get the least amount of respect. God Bless all you drivers and owner operators. Most shippers have no clue how hard it is for the driver...I talk to them every day and 99.9% are “salt of the earth” men and women. Treat them like gold...."You can have everything in life that you want if you will just help enough other people get what they want....” Zig Ziglar

I am pretty sure no one is bailing out the transportation industry. Unlike Wall Street, we will have to work our way into a mutual understanding between shippers and carriers so we can stay open.

However, if you are going to shut down - texting 900 drivers to tell them they no longer have a job is disrespectful. Let’s build mutual understanding and respect, we will all benefit by taking the high road.

To all the drivers - stay faithful and thank you.

Moving forward,


Thursday, October 22, 2009


I was sent this article from a great organization dedicated to helping others enrich their lives - As I was reading this I was thinking some politicians could benefit from this as well as alot of marriages not to mention businesses across the world. Take a little time to think about your own listening skills:

Are You Hearing What I'm Saying? --
10 Tips That Will Help You Improve Your Listening Skills - By Sharon L. Mikrut

Ernest Hemingway once said "When people talk, listen completely. Most people never listen." How true that is. How many times has someone asked you how you were, but
doesn't take the time to listen to your response? They may cut you off, start talking about themselves, or walk away. If you're like most people, this behavior probably leaves a sour taste in your mouth. People want to be heard and listened to; they want to feel like someone cares.
Be honest with yourself. Do you exhibit the same behaviors that you dislike, or do you
make every attempt to hear and listen to those around you? If you find that your listening skills are poor or need tweaking, this article provides tips on how to be a better listener.

1. Make a commitment to improve your listening skills. It is important to note that listening is not a skill with which we are born. We have to learn how to develop good listening skills, and continuously practice what we learn. There are classes and books dedicated to helping individuals learn and perfect their listening skills.

2. Talk less and listen more. Most people like to talk, especially about themselves. As such, work on talking less and listening more. When listening to someone, you might want to jump in and offer an opinion or suggestion; however, make every effort not to do so. Give him the opportunity to be fully heard. In your mind, repeat every word he says, immediately after he has said it. This will help you keep your own thoughts at bay, as you will be listening only to the speaker's words.

3. Whether you are listening to a friend, co-worker, or employee, give them your undivided attention. Make sure there are no distractions (e.g., phones, computers, TVs) that would interfere with your giving full attention to the speaker. If the distractions are unavoidable, try to separate yourself from them to the best of your ability.

4. Display objectivity when listening to others. Set aside your own thoughts, judgments, and experiences. Act as if you don't have any attachment to what is being said.

5. When listening to people with different viewpoints, put yourself in their shoes. Although you may not agree with them, it might help you to better understand their perspective. Try to find a common ground; areas in which you both agree.

6. Wait until a person has finished speaking before you respond. If you are formulating a response while the person is speaking, you are not truly listening to him.

7. In order to communicate that the individual has been heard, summarize or paraphrase what he just said to confirm that you heard him correctly.

8. When listening to someone, takes notes, if needed, to remember important points.

9. As you listen to people, pay attention to how they are conveying their message. Are they loud? Are they speaking quickly? Which words do they use to express what they are feeling? What is the tone of their voice? Their tone generally reflects their emotions; how they are feeling about the issue. When people are angry, upset, or passionate about an issue, the volume of their voice increases, and the tone changes. When they are excited, they may talk faster. When they are depressed, they may talk slow, and the tone of their voice may be sad or devoid of any emotion.

10. When listening to others, also observe their nonverbal behaviors, as sometimes the individual's words and non-verbal behaviors will be contradictory. Are their arms and/or legs crossed? Are they looking directly at you or avoiding eye contact? Is their body turned away from you? Typically, these are signs that the person is "closed" from having a conversation; he may be embarrassed, or trying to avoid a confrontation, or simply doesn't want to talk. Conversely, if the individual is smiling, looking directly at you, and has a relaxed stance, he is open to dialogue.

Listening is one of the greatest gifts you can give to another person. By improving your listening skills, you will be a better friend, colleague, or supervisor. People will naturally gravitate towards you, and appreciate you. The above tips will help, but it your responsibility to continuously work on improving your listening skills. It may take time and effort, but the rewards will be worth it.

Copyright 2009 © Sharon L. Mikrut, All rights reserved.

Copyright (C) 2009 by Self Improvement Online, Inc.
Permission is granted to reproduce or distribute this newsletter only in its entirety and provided copyright is acknowledged.

Tuesday, October 13, 2009

Great Class

It was our honor to work with another great group of students last month. Here's what a few said about their experience. We wish you lots of prosperity and love to hear from you along the way.

This school really helped motivate me in the direction I am trying to go. I am leaving with a positive attitude that I will be successful with hard work and determination.
- Jr. Bishop

Tons of information and all very helpful. Had all my questions answered. I feel like I now have the knowledge needed to go out and start this new career path and have a real shot at success. E. Ozuna

This class is the cornerstone and the foundation of any business. The instructor and the classmates were just amazing. We learned a lot of information. I’m a better broker because of Brooke. I recommend anyone who wants to succeed, call and get signed up! T. Brown

I have learned a lot about being a broker agent. I learned how to communicate with other people and how to contact carriers and shippers. B. Dill

Thanks to Drake Sliver for doing such an awesome job with these students. Drake is an incredible new consultant that works with us on several levels. Go out and make some relationships and win customers for life.

Moving forward,

Jeff Roach

Monday, September 28, 2009

My Opinion

Seriously what do I think about the world today?

I’m concerned about the amount of debt our government has accrued but I’m not worried.

I don't worry about it. Worry doesn't accomplish anything but sleepless nights. God is in control. Be faithful, not fearful. Take action, go for a walk, get about 12 hugs a day and treat people right.

The people I hang with are small business people who work hard everyday. They don’t expect, count on or would even accept a handout. They feel accomplished and good about themselves because they truly earn the money they make. I have always hated the jobs I had where I wasn’t busy. I get bored easy. I don’t really understand those who try to get by without doing anything at work except collecting a paycheck.

Get up every day and do something you’re passionate about. Think about your future as if your allowing your imagination to go wild. Set some goals and write them down. Do something everyday to reach those goals.

Then set some more. Get after it. Everyone has the same God given right to success. You get to choose what you do everyday. Read some new books. I have been reading the Rich dad Poor dad books. They are amazingly simple to read and understand.

Do your best then give yourself some rest and play. I went kayaking again last night across the lake. It was about 6pm when we got there and we left at 9. I am amazed how each sunrise and each sunset is completely different and they all have their own unique beauty and emotional experience.

Sunsets and sunrises are daily gifts from God. Everything good is a gift from God. The more you're grateful for - the more you will have to be grateful for.

Everything will be fine.

Moving Forward,


Wednesday, September 23, 2009

Answer the Phone

I spend a lot of time on the phone. It is critical for success as a freight broker to make a lot of calls and take a lot of calls. I make calls to find loads, to find carriers and to keep up with my freight broker school graduates. Here’s’s home office advice on your business phone needs.

Use a Dedicated Phone for Your Home Business

One of the many benefits of working from home is having reduced overhead. However, the initial savings from sharing a phone line with your home and business can ultimately cost you. A home phone is less professional and may allow clients to question the legitimacy of the business. One of the common pitfalls of using a home phone is having to share voice mail that uses a message from both family and business. It confuses customers. Likewise, when sharing a phone, you risk having a child or other family member answer the phone, giving the impression that you are not running a real business. It is best to use a dedicated phone line for your home office. Of course, this can include using a cell phone, or a VoIP (Internet-based) phone.

Since my kids are now teens they never answer the home phone…their cell phone might as well be glued to their head, or text finger. So my home phone now doubles as my business phone. I believe in the business call always being answered by a person if at all possible. I use a phone service that has voice mail and forwarding so that I can forward the phone to my cell or to an associate who can take the call. In freight brokering and in education it is paramount to be available to field calls. You will miss countless opportunities if the call rolls over to an answering machine or service to often. You will also miss the opportunity to connect with someone in a personal way.

I can’t say enough: Success as a freight broker depends on relationship building with carriers, shippers and support companies. Face to face contact is the best, but a close second is the phone.

Moving forward,

Jeff Roach

Monday, September 21, 2009

Light Blog

Lighting and Atmosphere is an aspect of offices I don’t really think about that much. But where set up your desk can make a big impact on your productivity as well as your work attitude. Think about restarants. If I go in to a bright restaurant with big windows and comfortable chairs, I feel more welcome. I want to stay and enjoy my dining. But when I go into a fast food joint with hard plastic sticky bench seating all I want to do is grab a bite and run, except of course when my kids were little and mesmerized by the maze of neon slides and ball pit.

Studies actually document the effect lack of light has on people. Parts of the country that have more dark months have higher percentages of depressed people. SAD or Seasonal Affective Disorder is depression because of seasonal darkness. Make sure you have some great light on your desk so you don’t get depressed while working long hours.

You will stay at your work longer and enjoy it more when you have a place that is comfortable, warm and bright. Here’s more from’s article on setting up a home office:

Brighten Your Home Office with Proper Lighting

When possible, choose a space for your office that allows plenty of natural light. This provides a good foundation for a bright working space that can then be enhanced with more direct lighting. If your office lets in little or no outside lighting, the access lighting becomes even more important. Start by providing general, overhead lights that fill most of the work area. Next, consider adding task lighting, or desk lamps and floor lamps that can give concentrated lighting to your specific work area. Finally, regardless of the type of lighting available, make sure that your computer screen is positioned so that it prevents a glare from occurring. The object is to create balanced lighting that minimizes eyestrain.

Moving forward,

Jeff Roach

Thursday, September 17, 2009


I’m a clean desk guy. My marketing director on the other hand has a desk full of paper almost all the time. A key to productive work is being organized in a way that works for you. There is a booming business of professional organizers. They come into whatever space you have let get out of control and tame the mess. It can be painful for packrats because they make you make hard decisions on what you should keep and what needs to be tossed.

Here’s more from’s article on setting up a home office with regards to workspace balance.

Get Creative: Balance Workspace and Storage Requirements

Often, a home office has a limited amount of space and can feel cramped even with only a chair and desk in the room. However, maintaining a professional office is dependent upon good organization. That means planning a space that has plenty of room for both storage (files, supplies, etc) and an ample area to spread out and work. You may have to get creative. For example, build your own desk that uses file cabinets as the base with wood or a laminate countertop for the top. You may also have to store files in another room. Keep in mind, the general rule of thumb is that any files or supplies that you use frequently should be easily accessible. Again, the goal is to create an organized office space that meets all of your basic needs.

Moving forward,

Jeff Roach

Friday, September 11, 2009

A Freight Brokers Ideal Office

Last week I sent you point 1 of this great article
on setting up a home office from Here’s some more tips with a few edits and add ins from my experience as a freight broker.

2. Choose a Dedicated Area for Your Home Office Space

Once you have made a critical needs list, you have a better idea of how much room you actually need for an office. With that in mind, you can now choose a dedicated area of your home for office space. Ideally, the office should be in a quiet area with some level of privacy. This is especially important if you share the house with a spouse, children or even a roommate. For example, a spare room with a door may be best because it can help filter noise from the rest of the house. Or, if you will be meeting with clients in your home office, it may be more efficient to choose a room near the front entrance of the house.

I have worked from lots of spaces. My garage, an executive suite, a fancy office building, a not so fancy office building, a house boat (that was really fun, but fishing was distracting), a vacation resort and my home. That is the great thing about this business so long as you have internet, phone and fax you are set.

I live close to the Dallas Fort-Worth airport, a major transportation hub. Being close to such a hub helps me feel more a part of the industry even though I am working from my home. One of my students became a freight broker because she wanted to move out of the hustle and bustle of the city for a richer family life and for health reasons.

Atmosphere makes a big difference in how much you enjoy your work. Set up the atmosphere of your office that will encourage you to want to work, minimize distractions and keep you motivated to success.

Moving forward,

Jeff Roach

Friday, September 4, 2009

The Home Office

Working from home is incredible. Everyone envies you. Freight Brokering is a super work from home career. But I’ve learned as an entrepreneur who started in my garage, overflowed into my house, moved to an office building then downsized back to my house, it can be a challenge. I edited down this great article I found on with set up tips.

Tips for Setting Up Your First Home Office
Making Your Home-based Office Space Functional and Efficient

1. Getting Started

Working from home offers many advantages - from the flexibility of setting your own schedule to saving time and gas money by virtually eliminating your daily commute. However, being successful in a home office requires creating an office space that promotes efficiency in a non-traditional work environment. Consider the following tips to help define a professional working space for your new business.

1. Make a List of Your Critical Home Office Needs
Before claiming a corner in one of your rooms and calling it an office, make a detailed list of your most basic needs for a home office. This is called your "critical needs" list. It should include items you must have for your office, such as a desk, computer, fax machine, telephone, and so on. If you are a graphic artist, for example, you may need both a small desk for your computer and a larger table or work space for your artwork. If you are a consultant, however, you may need additional space for several locking, fire-proof file cabinets and possibly a space for clients to meet with you. When making your list of critical needs, it is important to think about all the ways in which you plan to use the home office.

Okay. Now go and make you list. I’ll send more tips next week. Have a great week.

Moving forward,

Jeff Roach

Wednesday, September 2, 2009

Need Work?

A lot of churches are responding to our economic downturn by helping others find work. I think that is a great ministry. The church should help people with their deepest need. Income to live on is a deep need for sure. When I heard about this trend I brainstormed on how I could join in this effort.

So I am offering a free daylong seminar on Saturday to any church who’ll have me. I’ll talk and have a question and answer time. Brandi, one of my graduates, trainers and accomplished broker is gonna give her testimony. She just landed a 300 load a month account and just keeps on going. Then sales expert and funnyman Bryan Flannigan will regale the crowd with hot tips for selling and liking it. Plus I will bring a few brokers and vendors who always need help. All for free.

Freight brokering is great for those with the drive and a little cash. Where else can you own your own bus for 2500.00?

I truly believe learning about something new is never a waste of time.

So if your Dallas/Fort Worth area church would like to host us, or you’d like to find out about freight brokering, give us a call. We’d love to come talk.


Jeremiah 29:11
Moving forward,

Jeff Roach

Thursday, August 27, 2009

New Friends

Recently I have been doing a little more social media and I feel like a teen again. I like having people ask me to be their friend, well usually. That is why I like what I do for a living so much. In our class I make new friends each month face to face and every day on line with the virtual class. In brokering I make new friends in the relationships I build with carriers and shippers. Now on Facebook I have a whole new way to connect with people. Who needs sleep after all? Here are a few recent testimonials from graduates of our live classes. These are real. At the end of class we had out a paper and ask for the students to tell us about their experience at Brooke Transportation Training Course.

Good Morning Jeff,
Thank you for your generous offer to let me take your course! I really appreciate it!
I plan to switch my logistics company due to your course.
I was hoping I would meet you during my week in Dallas and thank you personally.

I have been in the transportation industry for over 10 years and I have to say I am so glad I took this course in Jacksonville with Susie and Ron. Excellent support, ALL QUESTIONS ANSWERED. A great experience. You have to learn as much as you can about what you do and this definitely gave a great boost to my career. Richardo T.

Not only did this class assure me that I made a good investment in my future, but was able to deliver the material in an easy to understand manner. The course was not over paced and never made me feel I was wasting time with my questions. I would recommend the class and Susie Moore to other people interest in this field. Vita P.

Moving forward,

Jeff Roach

Wednesday, August 12, 2009

What is a Freight Broker?

I was talking with a friend yesterday who is thinking of changing fields. She is a lawyer with a recent health disability and doesn’t know what she can do. So I told her about Brooke Freight Broker Training. She asked, “What is a freight broker?”

A freight broker is a consultant for both the shipper and the carrier. You match loads of merchandise that needs to be moved with truckers who will deliver the load for you. In a nutshell, the class teaches how to find shippers, carriers and arrange the delivery.

She was quite discouraged and fearful for her future. I have learned that attitude is everything and perseverance is a close second. You gotta focus on progress not perfection. Choose faith over fear because faith enables while fear disables.

Set goals for every area of your life and write them down

Include Spiritual, Financial, Relationship, Family, and Career Goals.

Do one thing every day to reach those Goals.

If you want to have Friends – be Friendly

Walk, Run, and Run Faster – you are the only one that can use your God given abilities. You have the same right to success as everyone else. Never let anyone else determine your future.

Choose to be a winner, stay true to your values.

People do business with people with Character-not
Characters!!! Be yourself. That is the way God made you
and you are perfectly made!

Some random thoughts for encouragement. Hope you have a great day.

Moving forward

Jeff Roach

Wednesday, August 5, 2009

A Freight Broker’s Tips for Living

1. Stay out of trouble (always a challenge for me)
2. Aim for greater heights (got a big deal going right now I’ll be blogging about)
3. Stay focused on your job. (yikes I’m A.D.D.)
4. Exercise to maintain health
5. Practice teamwork
6. Rely on your trusted partner to watch your back. (that’d be my lovely wife)
7. Save for rainy days
8. Rest and relax (R&R)
9. Smile
10. Realize nothing is impossible

Here are a few stories to help with #9:
Just before the funeral services the undertaker came up to the elderly widow and asked, “how old was your husband? “98” she said, “two years older than me”. “So you are 96?” The undertaker queried. “Hardly worth going home, is it?” she replied.
Reporter interview a 104 year old woman asked, “What do you think is the best thing about 104?” She quickly replied, “no peer pressure.”

Moving forward,
Jeff Roach

Thursday, July 30, 2009

Moore Brokers

Ron and Susie Moore are Brooke Transportation Training instructors headquartered in North Carolina. Ron runs a highly success freight brokerage out of Charlotte. Our North Carolina courses are taught from inside the brokerage. This “inside” teaching environment is ideal for learning how to open up a freight brokerage with agents working in association with your brokerage.

Here are a few testimonials from students of the Moore’s July “insider” class.

Thank goodness for Susan and Ron Moore for sharing their knowledge and expertise for the entire week. Thanks to the positive experience I have acquired through this course, I am sure my business is off to a jump-start. I am very excited on my journey and I think Brooke Transportation and the Moore’s for their hard work and dedication. We look forward to success. Osmaida Despaige, West Palm Beach, Florida

The class was very detailed and informative. The information was presented in a very user friend and easy format. I would recommend this class to anyone who is interested in the industry at all. Randy Gue, Charlotte, NC

It was a good experience. I really learned a lot about being a broker. Aleides Alfaro, Charlotte, NC

Call us to sign up for the “insider” class in North Carolina, in Dallas or online. 214-206-1139.

Moving forward.

Jeff Roach

Learn to Succeed

So you want to be a freight broker or fb agent? It’s like being a real estate or insurance agent. Same concept.

This is the deal. We can teach you how to start a work from home freight broker agency. It will be your own business, you are the boss. Freight Brokering consistently makes the lists for great career jobs that can be done from home.

Know that it takes 3-6 months to get this business off the ground. If you are willing to work hard and give your new business the time to grow you will succeed. Do you want us to teach you how to open your own agency?

My trainers and I teach the right process, introduce you to the best vendors and introduce you to the best Brokers that are looking for agents.

Read through our web sites. Own your own business for $2500.00 (training only). You’ll need to buy your computer and stuff like that but you do not have to have the same overhead as a Broker. To understand the difference between a broker and an agent read our FAQ section.

Call us 214-206-1139 to sign up for class. Seating really is limited to seven students and only 4 in North Carolina. Live classes are held nearly every month but fill up fast. We keep the classes small so each student gets a personal learning experience. We answer all questions and encourage each student to reach their potential.

When you call Jeff, Jan or Tish will answer the phone. We all are in the business as agents so we can answer just about any question about being a freight broker.

We tell you how to succeed in sales and dispatching etc. Then we actually do some sales, and dispatching in class. We’ve had graduates land their first accounts during their week of training. You will see how it all works in real time.

By the way, do all of us a favor, and go through the web sites before calling. Read as much as you can.

This is a face-paced business. You are either calling shippers looking for freight or calling carriers trying to cover freight – all day long.
That's right I said all day long. It is exciting but can be exhausting. You can’t have a lazy attitude to make it as a freight broker.

See you in class, or on line. I hate all those work from home spam emails. This is not one of those. This is the best deal going if you are a worker.


P.S. Went kayaking tonight and watched sun go down. It was beautiful.
Don't forget the important things in life. All the money in the world can't compare to the gift God gives us in sunrises and sunsets.

Jeff Roach - President
Brooke Transportation Training Solutions

Monday, July 27, 2009

Freight Broker Niche

Last week I discussed how choosing a niche may actually expand your business rather than limit it as the word niche may seemingly apply. I looked up niche. Here are two of the definitions:
1. A position or activity that particularly suits somebody’s talents and personality or that somebody can make his or her own
2. An area of the market specializing in a particular type of product

So to choose a niche you can go about it two ways. To use number one definition you take a hard look at your personality and talents then figure out how to best suit that to your freight broker business. I am more talented talking than writing so I would most likely do best talking on the phone or in person to prospects rather than contacting them in writing. If you on the other hand are good at writing, try emails or perhaps even snail mail. Personal letters are uncommon now a days since so much is done electronically. You might do great with letters. In other words find the niche in communication that works best with your personality.

In definition number two, you find a service niche and learn the whole kit and caboodle about that niche. Examples of niches would be types of trucks used like cargo that requires refers or refrigerated trucks like those used to carry dairy products. You could choose regional niches. One of my Hispanic graduates specializes in routes that bring products across the border from Mexico. She speaks both Spanish and English very well so this route is well suited for her.

You could specialize in cargo that requires specialized handling such as antiques, musical instruments, etc. The more you know about the type of cargo, the preferred type of truck, the regional weather issues, the idiosyncrasies of your shipper, etc the more confidant your shipper will be in your ability to ship his stuff the way he prefers.

You could choose a niche based on the personality of the shipper as it matches yours. We naturally mesh better with some people than others. Your job will become much more enjoyable when you find others to work with whom you share interests or thoughts.

These are just a few examples of niches I thought of. What happens when you do excellent with one market segment you naturally reap business from other segments either related in product or business contacts.

This is a business with lots of income potential for those who are willing to put in the time to find a market suited to them and then excel in service that market.

Moving forward,

Jeff Roach

Friday, July 24, 2009

The Chase

I subscribe to Zig Ziglar’s daily insight. Today’s story is so appropriate for the freight broker industry. Insert "super shipper" where it says “bouncy blue ball” and you will see how this applies to our industry. I’ve edited this story a little for brevity.

by Tamara Yakovich

My youngest child turned seven months old yesterday.

His favorite adventure the past few days has been 'chasing the bouncy blue ball'. His whole face lights up as soon as he sees the ball, and 'the chase' is on! He scoots after the ball - almost gets it in his grasp - and it slips away. No matter, he squeals with delight and chases it again. He catches it the next time, rolls over on his back, and holds on tight. He uses both hands and feet to keep the ball. He is so happy to have caught it, finally!

Then he lets the ball go, he watches it roll away, perhaps wondering where it will end up, or where it will take him next. He flips himself over and takes off after it again with a big smile on his face. He could do this all day long.

Chase the ball, catch the ball, hold it and play with it joyfully for a while, then watch it roll away once more. Does he get a little frustrated when the ball rolls away for the tenth time? Maybe a little, but he knows that half the fun, maybe even MOST of the fun, is in the chase!

How many times have you 'almost' had your DREAM or your GOAL in your grasp, just to watch it slip away? Do you stop the chase? Do you sit down and give up? Or - like the small child - do you realize that the fun is in 'the chase'? Worse yet - do you 'catch' your dream or your goal and then hold on to it so tightly that you stop moving?

Lessons learned:

1. The FUN is in the chase!

2. If your dream/goal slips away - keep after it - you never know where 'the chase' might take you!

3. Once you have your dream/goal in your grasp - set a new one and start chasing again!

4. Remember - the FUN is in the chase!

Now - go out there and 'squeal with delight' as you chase after your dreams with a smile on your face! If you do it this way, no one will ever know that you don't already have your dreams in your grasp!

Moving forward,

Jeff Roach

Thursday, July 23, 2009

The Funny Thing About Niche Marketing

Entrepreneurs sometimes have a problem narrowing their niche because they are so anxious to talk to the world. But finding a niche can actually broaden your market. Here’s a little something that I read on

I learned a really interesting thing about niche marketing recently. Well, I suppose I had always sort of known it, but it struck me very powerfully when I experienced it first-hand.

No, I'm not talking about the fact that narrowing your marketing to a particular niche often brings you more business. Even though that's counter-intuitive, it's also the basic premise of niche marketing. What I'm talking about is that narrowing your marketing to a niche often brings you more business in other areas -- in the broader areas or diverse products and services that you're wanting to offer.

I experienced this first-hand over the past year or so. I felt like I wasn't getting as much business as I should have been, given how hot the topic of my primary business is (I advice companies on how to make effective business use of social networking and social media). So I narrowed my niche -- I decided to focus in on one particular area of specialization (in my case, the use of LinkedIn). I started a blog specifically on the topic, did some free teleclasses, signed with a publisher to be executive editor on a book series about it, etc.

And business started booming. But here's the funny thing... NOT just on the topic of LinkedIn consulting, but for a much broader range of services. See, the highly focused marketing on what is a very hot topic attracted media, prospective clients, publishers, etc. I became "the go-to guy" on the topic, but that opened up opportunities for a broader scope of work.

See, it's easier to upsell related products and services to an existing happy customer than it is to acquire a new customer. If you look around in almost any industry, you'll see this pattern. For example, International House of Pancakes, The Original Pancake House and Waffle House all serve breakfast. The first two don't just serve pancakes and the latter one doesn't just serve waffles. But that's their niche that gets customers in the door. Six years ago, Google was still just a search engine. Today, they're still the #1 search engine, but have a multitude of other offerings. Levi's makes a lot more than jeans, but that's still their core brand. One-hour dry cleaners still launder shirts.

Focusing on a niche doesn't mean you have to stop offering other products or services -- it just means that you have to find a way to clearly distinguish yourself from all of your competitors in one particular offering or to one particular market segment. You can then offer related products and services, either as an upsell to existing customers or even as an alternative to your primary product or service for those for whom it's not a good fit.

For more on finding your niche and some examples of those who have done it successfully, check out this excerpt from the former head of the U.S. Small Business Administration, Hector Barreto's new book, The American Engine: Seek an Edge by Finding Your Niche.

Moving forward,

Jeff Roach

Thursday, July 16, 2009

Free Career Training

How’d you like to take our online freight broker training course for free? The government has allotted money to each state for retraining through the Workforce Initiative Act of 1998 (the WIA). The WIA was a five year program started in 1998 and continued after the 2003 end date. To research qualification for this government program funding of your career education go to: Each state administers this program so each state has a unique system. So if you’d like to change career paths to become a freight broker or other career you may qualify.

I talked with a “student to be” this week and he is the one that told me about this program that is paying for him to take Brooke freight broker training class on line. I wrote his story in last week’s blog. He is in Virginia. When he was laid off his truck driving job recently, he went to the area Community college to see what courses they had to offer that might prepare him for a new adventure and make him some money. The Piedmont Community College counselor told him about the government grant money. He pursued, was accepted and will soon be taking our online course at no cost to him.

Since the program is a national program, anyone can do it. The time it takes to research the program could be well worth it. We are in partnership with Gatlin Education, the largest provider of online courses through colleges across the United States and through us. Our specialty is transportation training but we understand that might not be the career choice for everyone so we also offer all of Gaitlin’s courses through Click on the e learning center to browse courses and see what kind of financial aid you can obtain. (

My wife and business partner, Janis spent 2 years writing our online course and getting it distributed through Gatlin and all their education associations. We’d love for you to take our course. The online course gives you 6 months to complete. Our live course takes a week of intense learning. Both are excellent for both preparing a student to perform most any job in a freight brokerage. Both are inspirational. Our passion is to raise up professionals of integrity so we not only teach how to do the job but also how to work within the bounds of the highest level of character. I believe we should never stop learning. The brain is a muscle that needs to get a regular work out to stay in top shape.

Go out and learn something new today.

Moving forward,

Jeff Roach

Monday, July 13, 2009

A Word

This article from Stan Toler's newsletter reminded me to measure my words carefully in business and with family. That is definitely a challenge at times for me, for sure:

"Could I have a word with you?" Often that phrase invokes panic? What will be said, and how will it affect my life? Words are powerful whether texted through a cell phone or delivered from a platform. In one sense, they have a mind of their own. Once released from our mouth, they go where they want to go and accomplish what they want to accomplish - either good or bad.

I'm reminded of the wife who stood before a judge to explain why she pulled the trigger of a shotgun that made her a benefactor to her husband's estate. When the judge asked her to explain her actions, she told him that the couple had been in an ugly argument that had culminated in a stand-off, with her holding a shotgun.

She said her husband shouted, "Go ahead and pull the trigger; you couldn't hit Niagara Falls if you were standing in front of it!" The judge replied, "I would think that would be the last thing he would say!" The newly-widowed plaintiff said, "It was, your honor, it was!"

What's your last word? Hopefully it will be an encouraging word. These days, words that build are far more important than words that demolish. Certainly you can ignite passions and causes with words, but you can also use them to heal and to affirm.

The biblical character, Barnabas, was known as an encourager. That speaks to me of one who chose his words and actions carefully, and always for the good of others.

You are going to give a speech (or making a sales call) Let your audience know:

- You care.
- You understand their struggle.
- You are working with them on solution.

The novelist Elizabeth Forsythe Hailey wrote, "Though my own life is filled with activity, letters encourage momentary escape into others' lives and I come back to my own with greater contentment."

- Stan Toler

Moving forward,

Jeff Roach

Friday, July 10, 2009

Freight Broker Rancher

A couple of weeks ago I wrote a blog asking anyone thinking about thinking about being a freight broker to give me a call. Recently Robert, a laid off truck driver, gave me a call. His wife had found the blog on an Internet search as she was helping her man in his search for a new career. She gave Robert the number. Robert called me to ask me a lot of questions about our freight brokers classes. We had a great talk. Here is his story:

“I’ve been a truck driver for 19 years. For the past 6 years I have been a contract driver for the post office driving a route between distribution centers in Virginia. The post office stopped my route in March. This is the first time in my life I have been laid off. The first time I have applied for unemployment. I could get another truck driving job but I would most likely have had to move. With my post office route my wife and I were able to move out to some acreage and buy some ponies. As a freight broker I will be able to work out of my ranch, take care of my ponies and be with my family.

I found the freight broker online training course through my local community college’s partnership with the online education company that administers the course written by Brooke Training. I researched it online. It was perfect. I could do all my work from home. I have 6 months to complete the course but my plan is to finish in 2 months, get started and still have 4 months I can go back and review some of the things in the course.

And I won’t even have to pay for the course. My unemployment contact gave me the information needed to apply for a Federal program in the WIA or Worker Investment Act. I called my governor’s office to find out who heads up this program in Virginia.
I found I was eligible to apply for a grant, if approved I won’t have to pay anything back(because it is a retraining grant, not a loan).

Ideally I want to be an independent freight broker but realistically I know I’ll need to be an agent for an established freight broker. They’ll help me with cash flow, legalities and other expenses. It is a low cost business to start.

The new year for grant money distribution started July 1st so most of the money is available now.

It is a little scary, but I’m looking forward to my new career“

I’ll keep in touch with Robert and let you know of his progress in future blogs. To view our online freight broker training course go to our Just in Time Freight site our join us for the live course in Dallas, California or Florida.

Moving forward,

Jeff Roach 817-897-0681 cell

Monday, July 6, 2009

Freight Broker Students Speak

We finished up our live freight broker class in Dallas. Just when I think I might want to do something else we have another class to teach. The students always invigorate me and encourage me with their enthusiasm to learn. Here’s what some of the graduates had to say about this month’s Dallas class:

This class was the greatest decision I could have ever made in my quest to know the freight broker’s side of trucking. The Instructors were very nice and super knowledgeable in their fields. Having a second job while taking the class the Brooke team accommodated me with everything I needed. I would advise anyone thinking about being a freight broker to take this class. Clifton Abraham

This course was awesome. Lots of information…enjoyable as well. The instructors are very knowledgeable and skilled in the field. I learned a great deal on what it takes to do this kind of work. You not only learn and absorb the information but also use all the information that you’re taught. This program is exceptional. Norman Wells

The sales curriculum and hand on experience during the week clearly are bonuses. Each individual instructor extended himself or herself to the entirety of each student. No questions were left unanswered. On a scale of 1 – 10, I grad this course a 10 ½.
- Billy Cooper

Doesn’t that make you want to join us next class. We’ll be in Charlotte North Carolina July 13 – 17 then in Dallas again July 20 – 24 and August 17 – 21 and in Jacksonville, Florida August 10 - 14. Click on our site to see all our dates and read what other grads said about the class. You can’t make up testimonials as rich as these real ones!

Hope you enjoyed celebrated our freedom this weekend. Ain’t it great to be free to pursue whatever dream you desire.

Moving forward,

Jeff Roach

Monday, June 29, 2009

Franchise-like Business

This is a real chance to own a franchise-like business without paying the franchise fee. If you come to my school - you are recruited by the industry leading Freight Brokers to become agents. No tricks - you are. I promise.

If you have the cash and want to build a brokerage and bring on 1000 agents, I can help you with that too. Meaning that I know how to do this and what systems need to be in place for an investor who wants to build a "non asset business" with extreme LOW fixed cost. Bottom line the freight broker business is booming.

I specialize in helping companies grow their company and I want to be a part of the team. My passion is to create passive residual revenue streams doing honest work. And teaching others how to do it.

I love strategic alliances that are done on a handshake. Feel free to contact me with all small business questions and concerns and especially if you want me to help you on your project or if you want to help mine.
I love to talk to entrepreners, investors, venture capitalist.

Our mission is to educate and motive the go getters and go givers.

You can do this work from anywhere you have a computer. I will tell you how our process works if you do. We are associated and do business with the top industry vendors, carriers, brokers,educators. I will tell you what to do to reach your goals in this business. I have made a lot of good decisions and I have learned from my poor decisions. Let me earn your business. I will if given the chance.

Call Jeff and get the straight skinny on whatever you need to or want to talk about. I will get to your call as soon as possible.

I will be offering more to my shippers and so will you if you come to my class.


Jeff Roach - President
Brooke Transportation Training Solutions

Friday, June 26, 2009

Lemonade Recipe

We're finishing up another great week of freight broker training in Dallas. I am invigorated by working with students eager to learn and grow as a person. On Friday students are presented with career opportunities. A freight broker, like an insurance agent or a real estate broker can work as an independent or be an agent for an established firm. In our classes we present both options. As an independent broker you are your own boss which means, you are it. You find the business and do the business. As an agent for another broker you can focus on finding the business and depend on your broker to help you with some of the back end work. We teach our students to concentrate their efforts on what they do best. We have trained professionals from a variety of different fields. Truckers often become freight brokers when they'd like to drive a little less. They understand a lot about the business but seem to always be amazed by how much they learn in freight broker school. I know that truckers in general don't like freight brokers. I'm happy when a trucker comes to our school and learns to appreciate the job of brokers. I have made it my passion to elevate the reputation of freight brokers. There are some shady ones out there but I know in the long run they won't win out. You get what you give. If you try to run shady deals, others will try to pull the wool over your eyes too. In my career I try to do the best by my customer. I purpose to serve them better than they expect. When you give more than expected you win customers for life. Even if you don't get a customer for life you can sleep better knowing that you did right by others. I read an article yesterday in Inc magazine that talked of a pizza joint that doesn't believe the customer is always right. Blog entries about their food weren't all positive. In a creative genius move they decided to make shirts for their servers with the bloggers' remarks. So imagine going into a pizza place and the waiter walks up with a shirt that says "Our pizza if really greasy." That would make me laugh. I call that turning lemons into lemonade. Life is too short to get upset about critics.
Moving forward,

Jeff Roach

Tuesday, June 23, 2009


Lately I’ve heard a lot of people complaining. After awhile the bad news gets to you. We want everything to get fixed fast. Looks like we’ll have to wait a while longer for the economy to turn around. But remember, we live in a great nation, the land of plenty. Be thankful for whatever in your life is good. And pass along thanks. Here’s a great excerpt from Bryan Flanagan, one of our guest speakers.

It is from his book, Now go Sell Somebody Something.

"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

Thursday, June 11, 2009

We Survived

TO ALL THE KIDS WHO SURVIVED THE 1930's, 40's, 50's, 60's and 70's!!

First, we survived being born to mothers who smoked and/or drank while they were pregnant. They took aspirin, ate blue cheese dressing, tuna from a can and didn't get tested for diabetes.

Then after that trauma, we were put to sleep on our tummies in baby cribs covered with bright colored lead-base paints. We had no childproof lids on medicine bottles, locks on doors or cabinets and when we rode our bikes, we had baseball caps not helmets on our heads.

As infants & children, we would ride in cars with no car seats, no booster seats, no seat belts, no air bags, bald tires and sometimes no brakes.
Riding in the back of a pick- up truck on a warm day was always a special treat.
We drank water from the garden hose and not from a bottle. We shared one soft drink with four friends, from one bottle and no one actually died from this.
We ate cupcakes, white bread, real butter and bacon. We drank Kool-Aid made with real white sugar. And, we weren't overweight. WHY?
Because we were always outside playing...that's why!
We would leave home in the morning and play all day, as long as we were back when the streetlights came on.
No one was able to reach us all day. And, we were O.K.

We would spend hours building our go-carts out of scraps and then ride them down the hill, only to find out we forgot the brakes. After running into the bushes a few times, we learned to solve the problem.
We did not have Play stations, Nintendo's and X-boxes. There were novideo games, no 150 channels on cable, no video movies or DVD's, no surround-sound or CD's, no cell phones, no personal computers, no Internet and no chat rooms.
WE HAD FRIENDS and we went outside and found them!

We fell out of trees, got cut, broke bones and teeth and there were no lawsuits from these accidents. We ate worms and mud pies made from dirt, and the worms did not live in us forever.

We were given BB guns for our 10th birthdays, made up games with sticks and tennis balls and, although we were told it would happen, we did not put out very many eyes.
We rode bikes or walked to a friend's house and knocked on the door or rang the bell, or just walked in and talked to them.

Little League had tryouts and not everyone made the team. Those who didn't had to learn to deal with disappointment.
Imagine that!!

The idea of a parent bailing us out if we broke the law was unheard of. They actually sided with the law!

These generations have produced some of the best risk-takers, problem solvers and inventors ever..
The past 50 years have been an explosion of innovation and new ideas.
We had freedom, failure, success and responsibility, and we learned how to deal with it all.

If YOU are one of them? CONGRATULATIONS!

We grew up okay, before the lawyers and the government regulated so much of our lives for our own good.

Kind of makes you want to run through the house with scissors, doesn't it ?
'With hurricanes, tornados, fires out of control, mud slides, flooding, severe thunderstorms tearing up the country from one end to another, and with the threat of swine flu and terrorist attacks, are we sure this is a good time to take God out of the Pledge of Allegiance?' -- Jay Leno

Moving forward,

Jeff Roach - President
Brooke Transportation Training Solutions

Tuesday, June 9, 2009

Freight Brokering Excellence

Brandi Patterson, one of Brooke’s instructors doesn’t just teach freight brokering she spends her day diligently doing what she teaches. She recently celebrated landing a great new account. I asked her to send me an account of how she went about getting the job. Read and learn from a pro.

“I wanted to share with you my recent exciting news about my business as an agent. First let me say that in this business in order to get anywhere you have to assume the driver position. Passengers in this field very rarely go anywhere if they are relying on a driver! You have to be willing to take the risk of going unfamiliar directions and once you have made that destination, it's all about persistence.

Which brings me to my most recent exciting news! I have been working on an account with the government for the past 5 months. Just getting an appointment took about a month. After that initial meeting I was hoping for a shot at providing rates. After many phone calls and e-mails, I was finally offered the opportunity to provide rates. This process of getting the rates took me about a month because of the volume they needed me to rate. This is when having a reputable, experienced brokerage firm behind you becomes critical. Their help gives their agents the opportunity to even pursue these types of accounts! Brooke Transportation gets kudos from me since they were the ones that led me to my current brokerage firm! Anyway, after calling and calling and calling and staying on top of the potential customer, I got news back that I was approved for this account and soon I should be moving loads for a company that most agents and brokerage firms would die to have. AAFES (they are like the Walmart for the military) is the account. If I can encourage any of you of anything, it would be to learn the business. A perfect start would be to take this class, I did and now I am an instructor for it.

Don't give up! Winners never lose and Quitters never win. Be a winner and this business will take you far!”

We’d love to have you in our next live class or online class. Learn from the best so that you two can be a winner in a great industry.
Moving forward,

Jeff Roach

Wednesday, June 3, 2009

New Freight Brokers on the Loose

Last week we hosted a live freight brokerage class in our Dallas/Fort Worth office. What a great group of students. It was a diverse group, students from the transportation industry looking to learn more, real estate brokers and then those with no sales experience at all. Here is what they wrote about their week long training. I enjoyed spending time with this fine group. Good luck graduates. Call anytime.

The entire week was full of information! Instructors were very professional and had unlimited knowledge on all aspects of the business. I am totally confident I can do sales and service now. I would highly recommend this training to anyone who is looking to make a positive change in life! Way to go guys! Vickie Clemens

Great information! Very comprehensive course. Passionate instructor. Jerome Madison

I came into this training with no experience in the freight or trucking industry and no sales experience. I left with the tools and knowledge to be a successful as an agent or broker. The rest is up to me. Jonathan Moss

Great information. Thanks for everything!! Roman North, Racehorse Express

I came into the class with no experience and when I got there it was everything I expected and much more. It was fun, exciting and very helpful and well worth my money. Quintonia Bolten

I had a great time interacting with others and staff. It really opens your eyes when you see all the opportunities that exists on the different web sites Take the opportunity and run with it. Tim Clemens

I came into this class as an owner operator wanting to open my own brokerage. The information that I learned helped me to understand the way to quote rates and inquire of shippers. It was well worth the investment. Thomas Latchie

My first call was to Jeff Roach. He took an hour and a half of his time to talk with me about the class. That was before I signed up for the class. When I came to class I learned more than I expected and all questions were answered. I now feel I can start my business with what I learned and have the resources to help me be successful in it. Thank you. Robin.

Moving forward,

Jeff Roach

Wednesday, May 27, 2009

Working with the Smaller Shippers

Last week I told you about being blessed with a big account. That keeps me busy because it is very labor intensive. But I don’t recommend ever putting all your eggs in one basket. Don’t depend solely on a big account or two. Someone may woo them away and then you are up a creek without a paddle. Find some smaller accounts to serve.

Smaller shippers need freight brokers. They may pay you a little more because the person who is your contact is usually doing five other jobs. A small carrier will come to depend on you to help out in many ways. Value their business by being there for that need. A freight broker agent is an extension of both the carriers’ office and the shippers’ office. You become a part of a team. I really enjoy doing business with the same people over the years. They get to know you and you get to know them on a level past that “first date” ackwardness.

The small shipper and the smaller carrier need you the most. Take care of them and they will take care of you. Remember " you can have everything in life you want if you will just help enough other people get what they want". Zig Ziglar. (my hero).

Do you want to learn my process for getting and keeping accounts? Then come to one of my courses. We have three constant live course locations We have our on-line course in over 2200 schools and universities. It is a great course. Brooke Transportation Training Solutions is a trade school, not a seminar. We are leaders in the on-line learning world and I believe my life course is the best in the business. Just look at my instructors. I believe you are only as good as the people around you so surround yourself with smart people, that is what I have done. In my case - all the people I work with are smarter than me. I am very fortunate.

We have our elearning center where you can take 5k other courses on-line in 13 different languages to our elearning center.

Remember the more you learn - the more you earn. No learning is wasted because it strengthens your brain muscle. This business is a great business if you enjoy building and maintaining life long relationships with people from all walks of life, from all nationalities and all parts of the country. Try to give more than you take and be humble in all things - you really can do anything you want with your life. Yesterday ended last night. Today is a brand new day.

Moving forward,

Jeff Roach
817-897-0681 cell

Call me if you are serious and want to get in this business. I can help you but you will have to agree to work hard all day every day. This is not a get rich quick business but I know people that have gotten very wealthy. Give more and you will be more than okay.

Monday, May 25, 2009

Memorial Day

The United States federal holiday of Memorial Day was first celebrated May 30th 1868. It was called Decoration Day because that day was set aside to go to the graveyards and decorate graves of brave ones with flowers. U.S. men and women who died while in the military service deserve such remembrance. First enacted to honor Union soldiers of the American Civil War (it is celebrated near the day of reunification after the civil war), it was expanded after World War I to memorialize all American lives lost in war. (edited from Wikopedia)

Take time this memorial day to remember someone who died while serving our great nation. Thank a veteran of any war. And reflect on your own heart. Life is precious. What cause is great enough to sacrifice a life? Is there any cause or any person for which you sacrifice your life? Have I taught my children: greater love has no man than this that he lay down his life for his brother?

As I was thinking towards the Memorial Day holiday I thought about different people in my life who have died and what their life displayed to the world. My mother in law recently died. Her life displayed love especially to children and unselfishness and generosity. My uncle in law recently died as well. He enjoyed life, enjoyed laughing and making others laugh and he was humble. He walked my wife down the aisle because her father had already left this earth for heaven.

I want my life to count for something. I don’t want to waste a day in selfishness although I know I do. When a soldier signs up he knows that his life may end. All our lives will end. We know that but we don’t know when. So this Memorial Day remember to live a purposeful life everyday.

Moving forward,

Jeff Roach

Friday, May 22, 2009

Richest Guy in Town

Found this great article Tom Barlow on wrote after his latest book read. Thought I'd share his insights.

Some people dream of getting rich. Instead of dreaming, W. Randall Jones, author of The Richest Man In Town, set out to talk to the richest person in each of the 100 U.S. towns he visited for his study to see what commonalities he could find. From these interviews he found 12 attributes that ran rich within these mostly self-made magnates. Apparently, while God could get by with 10 commandments, the rich need a dozen; thus the subtitle, The Twelve Commandments of Wealth.

Let's get those 12 on the table first (I paraphrase)-

Don't seek money for money's sake
Find your perfect niche
Be your own boss
Get addicted to ambition
Be early
Execute or get executed
Fail so you can succeed
Location doesn't matter
Don't compromise your morals
Embrace selling
Learn from the best and the worst
Never retire

I have the last one nailed.

Book after book about wealth and entrepenuership seem to boil down to these same points, usually derived from the same inductive reasoning that seems to underlie this book; watch what rich people do, then figure out the principles behind their success. What is missing, imho is the study of failed businesspeople. I often wonder if, for every multimillionaire that followed these commandments, there might not be a hundred who followed them yet failed. Everyone talks to the winners, but until you study the losers, it's hard to know which commandments are the important ones.

Although the "secrets of the millionaires" genre is well mined, Jones does a particularly deft job of weaving the stories of a hundred people within the commandments structure. His many years of experience as a writer and founder of Wealth magazine are evident in the book's engaging storytelling and brisk pacing. Many writers of similar books have taken the easier person-by-person approach,
which gives the reader more of the personality of the people interviewed but obscures the insights that the readers seek. Kudos to Jones for taking the hard road.

He also manages to land some very colorful subjects to interview, such as Hartley Peavey of Meridian, Miss. who told him "I believe that life is a test to see how much BS you can take." Ron Rice of Daytona Beach was fired from six teaching jobs in eight years. Phil Ruffin of Wichita wants his tombstone to read, "This is his last real estate deal."

For readers who are curious about how the richest man (Jones is apologetic about the use of the word man, but sadly, the richest person in most towns is one) in town came by his fortune, this book may well be best in class. And these commandments leave you free to covet all you want.

Moving forward,

Jeff Roach

Thursday, May 21, 2009

Freight Brokering to Large National Accounts

If you want the big guy accounts you gotta be ready to be able to service them with the white glove treatment. Large companies require the securing of multiple lanes and volume. You must understand, the shipper knows that their volume of freight should get them the best pricing and service. So when you get a chance to work with these companies - the national accounts, every lane must be covered, no exceptions. It is absolutely essential to know the precise cost of services with your carrier prior to submitting the quote to shipper.

Large shippers have layers of people with which to deal. It is critical for you to meet the guy or girl in charge of increasing sales and service while decreasing cost, i.e. value added services.

These professionals love value added services like free freight bill auditing, on-site warehouse management, all the way to total outsourcing if it meets their needs. The President is the hardest to get to and the easiest to sell if you have what they want.

If the top guy trusts you then you are golden. Never do anything to break that trust. Be trustworthy and you will receive trust. (that’s a great concept for life).

To land and service large accounts, you will have to do a lot of homework. Study back haul lanes and find carriers that need what you have to offer. You must treat the carrier right -pay them on time and fairly. The carrier must agree
on service requirements and communication, if not find a new carrier. These big national accounts have to constantly find ways to decrease fixed costs and variable costs. Transportation is one of those areas. You in turn will need to find ways to decrease fixed and variable costs without compromising service…if you want to keep the big account, that is.

The President of the company studies the report card, the p&l and the balance sheet. I can tell you for sure what is his or her goal: to put a plan together to increase profits and grow.

Fit in with that plan and you have a customer for life.

Moving forward,

Jeff Roach

Thursday, May 14, 2009

My industry Perspective

Let me tell you what I think is going on in our industry.

I talk to a lot of owner operators, drivers leased on to companies, trucking executives, and people looking for an opportunity to wo I talk to a lot of people we train either or live. I travel to consult with large major trucking companies as well as large and small brokerages. I spend a ton of time on the phone coaching both our recent graduates and more established brokerages. I also talk to a lot of shippers both large and small.

Just as in every industry the transportation industry is tightening their belt but there is still plenty of work going on out there for those who work hard and earn trust. Shippers and everybody else don't care what you know until they know how much you care. You need to know what you’re doing, build a relationship
with the decision maker, solve their problems - help them reach their goals. You have to have a good shipper first then you go find a good carrier. Most drivers and carriers I know are hard working salt of the earth type folks. If you do things right and treat them with respect they will work with you.

Last week I recieved an order for around 65 truckloads of freight. (which is nice). I appreciate the big national accounts who trust me. I love the trust and
relationship we develop when they finally understand I am on their team.

I can't imagine doing anything else. I am very fortunate to know the top executives at the top firms. We introduce them to students at our school.

Now is a good time to step up. If you do not like where you are, no worries because you can change where you are and what you are by changing what goes into your brain.

Moving forward,

Jeff Roach

Monday, May 11, 2009

What's Going On?

I am not a trucking executive. I am not an economist. I am a freight broker agent and a freight broker trainer. I thought I better get busy making some coin so I could keep my school number one in my brain. To keep my school number one I need to know how it really is working in this strange economic climate.
In other words I need to see how hard it really is out there. This is what I found out, well, you have to show up but it's not hard even in our current economy to be successful as a broker if you have a process. That is what I teach -- a process. Does my process work? Yes it does, I am happy to say. I have scores of graduates who are now doing well as freight brokers.

I needed to be convinced that this is a viable career before I could honestly be convincing to others. I had to convince myself that now was a good time to get into this business. I can honestly say is.

In this tight economy, shippers want to do business with people who know what they are doing and understand how to help them reach their goals. Shippers want companies that can help any size company save money, increase transit times, handle claims and cost savings projects. Most importantly, shippers want to be heard when they tell you what they want. NEVER assume you know. Always ASK and LISTEN.

Freight Brokering is a viable career with high earning potential for those who put in the time. You must have a process. We can teach you the process we have successfully used for over 2 decades. As technologies have changed we have adjusted our process. If you are already working the game I’d be glad to help you tighten your process with a little phone coaching or in person counseling. Just give me a call or contact me via my or take our online course.

Moving forward,

Jeff Roach

Tuesday, May 5, 2009

Sales Monologue

What’s so wrong with a phone sales script?

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

P.S. We have a live class in several locations in the next few weeks. Log on to to find our more... or give me a call 214-206-1169

Thursday, April 30, 2009

Characteristics of a Freight Broker

Whenever a prospective student calls in to ask about our freight broker course I don’t hard sell them. I spend time getting to know them to see if they have the characteristics of a successful freight broker. I want students who will likely find success. Our goal is to screen people, not sell them. I make sure they know what they are getting into.

To be a successful freight broker you have to be able to match loads with truckers. You spend a lot of time on the phone finding loads and finding carriers. You must be diligent in follow up. If a problem arises with a shipment you must have the courage to call your customer and let them know that their load is delayed or has been stolen or whatever the problem may be. You have to be able to prepare quotes. You must be self motivated and goal oriented. And a good sense of humor helps too.

Have you heard the saying, “he could sell a popsickle to an Eskimo?” In other words, he can talk you into buying something you don’t need. In my book, that is not what makes a good salesman. A good salesman finds out what you need and helps you with that need if he can.

A prospect may not know if they would make a good freight broker. So I first
tell them why I love doing what I do. I tell them why I love the freight business. Why I love teaching and about the exel freight broker agent program we have in place.

I then explain our different courses. We have our basic course live and online and our advanced course. We limit our live courses so each student gets individualized attention and all their questions answered. I also do coaching by phone and in person.

This is not a get rich quick business but some people do get very rich if they stay at it. Tomorrow I'll write about what a broker can expect to make.

Moving forward,

Jeff Roach

Tuesday, April 28, 2009

Keep it Positive

Here are some positive comments from our last April course.

Great experience. I believe I have the info and tools to be a successful agent. Brandi is an outstanding teacher. She loves her students and loves to teach. Her attitude and eagerness has given me an excitement to grow my client list. –Mark V.

Coming into this industry with little experience this class helped me tremendously with nuts and bolts knowledge… I now feel like I have a very solid base to begin my new career. -- Andrew W. P.

I have learned a great deal this week. As an asset based trucking company, I have a lot clearer picture on the other side of this business… -- Lloyd L.

Course material is great in quality and quantity. Worth my money. Brandi is superb individual with great integrity and character… – Shaun S.

Thank you recent graduates for choosing Brooke Transportation Training. We wish you much prosperity. Feel free to call anytime for assistance in building your business. I always enjoy encouraging graduates and celebrating your success.

Moving forward,

Jeff Roach

Wednesday, April 22, 2009

Voice Altering

As a freight broker, trainer and salesman I spend a lot of time talking with people on the phone. Just saw an interesting segment on voice coaching. I do some business coaching of freight brokers and other executives by phone. This piece caught my attention and made me think about the image I project with my voice. Here are excerpts:

Most people admit they can't stand hearing their own voice, but what happens when how you speak defines the way people perceive you? "It's OK for everybody to sound different," says celebrity voice coach Roger Love, "but we're supposed to be the best we can be within that difference."

Roger shares his three tips that everyone should know if they're looking to improve their voice:

• Melody. "Most of us speak like we're one note on a piano. A piano has 88 keys -- you gotta touch some of the other keys! You gotta go up, you gotta go down and you have to practice that. Melody is key."

• Volume. "We've become a world of whisperers. We're talking to everyone like we're not public speakers. I say we are all public speakers. You might be talking to one person or your dog -- they're your public. You don't have to have a thousand people. We are all public speakers the second it comes out."

• Breathe. "Most of us are holding our breaths when we speak. You should breathe in through your nose, not your mouth. When you breath in through your nose it sends moist air to the chords. Pretend you have a balloon in your stomach. Fill up the balloon, and then when you're speaking, the whole time you're speaking your stomach is supposed to be coming in. If it's not, then you're holding your breath."

This article also shows how this voice coach helped 3 woman. One had a baby voice, one had a manly voice and one had a heavily accented voice. Their retooled voices gave them a new confidence. To read more click here.

I found that quite intriquing. I speak loud for sure and with lots of melody. I’m pretty sure I don’t hold my breath while I speak but I do have an accent. I often have students with interesting accents. Our voice differences are interesting and make us unique but when your listener has much trouble understanding what you are saying perhaps you should consider a voice makeover.

Moving forward,

Jeff Roach

Tuesday, April 21, 2009


Thought this was a good article on the effectiveness of online learning. I think a person needs to choose what method makes sense for them. Some people enjoy the class room interaction. Some can't sit in a classroom for a week for a variety of reasons. For that reason I offer both online and live classes. Have a read and see what you think.

Adapted from “e-learning the 90-10 Solution”

by Bob Livingston

How much of the training in an organization can be done on-line? In a recent conversation, an executive concluded that all training could be done online. Others have offered opinions that run the gamut of percentages. Most run between 40% and 60%. And yes, there is still the occasional person who believes that e-learning can't do anything well. My own conclusions put it more at the 90-10 level.

Great online training can provide a learning experience that will provide the same results as great classroom training. However, the program must remain sound from a learning standpoint to reach this level of accomplishment. Online courses must have that right blend of involvement and reflection that makes the classroom so important. That is missing in many courses. Involvement is limited, and any reflection on the material is almost non-existent. There no longer exists any technical reason why these can't be included. That's why I think the number is at, least, 90%. What is the 10% that can’t be learned online? Skills that demand actual person-to-person practice. Sales skills and team skills are the first that come to mind. Concepts can be taught on-line, but you have to train the skills in the field.

Team skills require a classroom to promote the bonding required when the learning takes place. That's it! Field training and bonding! I believe we are at a point where 90% of training can be accomplished online. What do you think?

Moving forward,

Jeff Roach

Thursday, April 16, 2009

You're Never Too Old

One of my heros and great inspiration in my life is Zig Ziglar. He was 40 and bankrupt when he wrote his first Best Seller, Meet You at the Top. Now he is probably the best known inspirational speaker in America. His corporation includes a sterling group of inspiring speakers to carry on his message. He starts his book with a list of goals he decided he would go for. He was overweight and unhealthy so he made a goal to loose a certain amount of pounds. He had a spiritual goal because he'd just made a new commitment to serve God. He had a business goal.

I need to hear about success stories like that because it is easy to think my best days are behind me. Instead I need to remember that as long as I have breath there is purpose for my life. I need to always have a set of goals that give me a purpose in life.

This next week we will be having a live freight broker class in Dallas/Fort Worth. Meeting a new set of students is a great inspiration to me. They always have intriguing stories and a zest for a new career. Want to learn something new? Give me a call and join our class. It teaches you how to be a freight broker and a whole lot more. Our teachers (and I'll be in the mix) are amazing. I look forward to sending you their testimonials about the class.

Moving forward,

Jeff Roach

Wednesday, April 15, 2009

An Educated Home

After I posted this new course on home schooling I clicked through my links and couldn't locate the course. I will let you know when it is up. Thank you.

Monday, April 13, 2009

New Place to Work

Want a new job? A new career? A new reason to get up in the morning? I have the priviledge of talking with those seeking a new thing every day. I get a new zest for life because I get to talk with these movers and shakers. The forward thinking individuals that call me to sign up for class are a little scared to leave their comfort zone but mostly excited to learn something totally new or learn a different aspect of their industry or polish a skill that will help them succeed and perform better. I mostly talk with potential students for my live freight broker class or online class but I do also get to talk with those who go to our elearning center to take some other kind of class. Talking with them about their dreams is like watching a caged animal being released. My little Chihuahuas enjoy their kennels. It is a safe, warm, cozy place for them to sleep or to escape. But when I unlatch the gate in the morning they bound out with a renewed energy. Sometimes we all need to escape the safe and go for a new adventure.

In my grandpa’s era most guys worked at the same place, or at least in the same field their whole life. They earned the 25 year silver watch award. I’m not sure anybody gives out 25 year watches anymore for 25 years of service at one company. Maybe that is a bad thing, maybe not. I don’t like that it seems neither the employee nor employer recognizes value in loyalty. But then maybe it shows that we have more desire for variety and challenge in our daily work.

Learn a little something new today, then again tomorrow and so on. Pretty soon your brain will be overflowing with new information. You will perform better at work, and be a better conversationalist. We live in a dynamic, ever changing world. I can’t keep up but I’m not going to lay back and let the opportunities pass me by either.

Moving forward,

Jeff Roach

Thursday, April 9, 2009


Today is the Jewish celebration of Passover. The Feast of Passover is a remembrance of the death angel passing over the homes of the Jews in captivity in Egypt. The Pharaoh and Moses had this debate going on who had the greater powers – God or the Pharaoh’s sorcerers. Moses was negotiating for the release of the Jews from Egyptian slavery. The last challenge was to let God’s people go or all the first-born would die. Pharaoh foolishly didn’t give in so the death angel came. God instructed the angel to pass over the doors of the homes where the doorposts had been painted with the blood of a sacrificial lamb. The first born in every home except those with the blood died on that day.

To the Christian, today is Maudy Thursday, a remembrance of Jesus last Passover supper with his disciples. He gave new meaning to Passover supper. Jesus was called the lamb of God whose blood was sacrificed so all could live. Christians celebrate the Lord’s supper with bread that represents Christ’s body and wine or grape juice representing His blood. The next day Jesus would be crucified on Good Friday. The greatest good ever done in all of history was done that Friday. He was the final sacrificial lamb

"Maundy" comes from the Latin word for "command." In the context of Maundy Thursday, it refers to the commandment Jesus gave us to love one another. Greater love has no man than this, that he lay down his life for his brother.

Our society is very fast pace, there’s always something to do. Slow down and reflect on your beliefs and the significance of today.

One of the great things about being my own boss is I can kick it into slow gear for a day of celebration and reflection if I choose.

Moving forward,

Jeff Roach

Monday, April 6, 2009

A New Start

I enjoy articles that recognize trucking as an industry that weathers economic storm. In a modern society we will always produce goods in one part of the country that need to be shipped to another part. It is not feasible economically to have a plant everywhere there are consumers, you can’t grow certain fruits and veggies just anywhere and unless we all go out a buy a chicken we need to get our eggs shipped from farm to market so we can make an ommelot every now and then. Here’s the story of a guy in Amarillo, Texas who changed industries in light of the current economy.

A New Start

Shaky Job Market Drives People to Trucking

After five years at an oilrig, Ben Touchstone was laid off. Leaving him, like many others, looking for a new start.

"I read the newspaper everyday, everyday I'd find four or five places that needed a truck driver," he said about his job search. "And all of them required a CDL."

Which led him to Amarillo College's Truck Driving Academy. The school prepares students to get their commercial driver's license (CDL).

"Once you have the CDL you can drive a school bus, a greyhound. You will have license to do that," said Robert Mathews, Truck Driving Academy Director of Operations.

Elen Harding joined the class to become a bus driver when her career in nursing took a wrong turn.

"I decided since that's not working out, I'd go here and do something different and make a better life for myself," Harding said.

"People want to go to work. You tell me where you can go for six weeks and come out with a profession," said Mathews.

Mathews says his classes remain full because of the high demand for truck drivers, especially in our area.

"This is I-40 corridor, everything goes past here from coast to coast," he added.

For Touchstone, who has been out of work since November, the opportunity of work is something he doesn't want to pass up.

"I just want a job," he said, “a job in an industry that won't run dry.”

In my decades in this industry I’ve seen shortages of trucks and shortages of loads. As a freight broker you work with both sides. Many truck drivers drive for a while then when they want off the road some they train to be freight brokers. No training is ever wasted because it gives you more options and keeps your brain muscle in shape. Now is a great time to learn something new, switch careers and start a new adventure. It may be scarey but worth working through the fear.

If you are even considering any job in the transportation industry, give me a call. I’ve worked in most of those jobs and love to tak about my experiences. Have a great week as we reflect on approaching Easter.

Moving forward,

Jeff Roach