Thursday, August 16, 2012

Leave a Legacy

This is what I learned from Tom Ziglar, son of a man who has left a priceless legacy, Zig Ziglar.

 The true legacy of a person is the cumulative positive impact that they have had on the lives of others. A life well lived is measured by what was accomplished compared to what could have been accomplished. Because of this, every life has incredible potential to have impact and to be well lived, regardless of circumstances.

I have noticed that those whose lives have been truly impactful and well lived rarely criticize the thoughts and beliefs of others. They may disagree, but almost universally they will tell you what they believe and why without attacking or belittling the beliefs of others. I have also noticed that those who are quick to criticize the beliefs of others can rarely demonstrate a life well lived or a legacy of positive impact.

Another way of understanding this is that truly great people elevate those around them, and those who are not truly great simply try to bring others down to their own small size. Attacking someone’s beliefs almost always suggests that you are trying to cut a great person down to your own small size.

Stating what you believe, and explaining why, in love, is the best way to elevate others to your position. People will always disagree on some things, but as Zig Ziglar says, “You can disagree without being disagreeable.”

Moving forward,

Jeff Roach – President

Brooke Transportation Training Solutions
Phone 214-206-1169
Fax  469-327-2712 <> <>

Monday, August 13, 2012

Hate Classrooms?

Does the thought of classroom instruction turn your stomach? Some of us love to sit and listen while others just squirm in their seat. Susie Moore, our Jacksonville instructor turned one classroom hater into a believer. Read what this recent group of freight broker students had to say about the course: park.

I absolutely dislike classroom learning, HOWEVER Suzie made it fun, interactive and information filled. I will recommend to others – Andrea Crutchfield

 Interesting and entertaining course… A must for anyone interested in logistics. – Jim Mickler

 I found this class very informative. I was able to follow and understand the materials and program. Susie was very personable and a pleasure to have as an instructor. Sharon Gladden

I feel more confident about working in this field. This course has been a good experience. Eric Washington

Brooke Transportation School will give you a wonderful opportunity to change your life to something better and start a new career, achieve your goals and dreams. It’s been truly a pleasure for me to be ont of their students. Alexander Lurceac

Good luck recent grads.  Let us know if we can help you along the way.

Moving forward,

Jeff Roach

Tuesday, August 7, 2012

Negotiate with few words

Michael Komadina posted this great process on negotiation. I asked him if I could repost to my blog, he said yes. Go to his website for more info on his book or to read other posts on his blog. The best negotiators tend to be the best listeners. The person with the most to say usually has the least to offer, and typically attempts to hide this fact with banter and a hollow pitch. The most important thing to remember is that all negotiations follow these stages in this order. 1. Pre-Negotiation. "Framing and Setting the Stage" 2. Deadlock, Stalemate and Arrested Development Now, it is fine to overlap these stages, to take a step back and fine tune the framing you did earlier. There is much, much, more framing that can be done depending on each particular situation, however, I would just like to give a general outline here. The fun in negotiating is that everyone eventually develops his or her own style and approach that tends to mirror the individual’s personalities. One easy way to remember the stages is "FAT". Framing. Arrested Development. Transaction. "FAT" profits and "FAT" loads. This is a very interesting stage because it is necessary; a negotiation doesn't exist without it. We must pause and realize this is happening. Dead silence, a moan, a sigh... the longer the better! Don't lose your nerve here, patience, patience, and patience...Now, I prefer the term "Arrested Development" to stalemate and deadlock. Stalemate and Deadlock sound unpleasant. It sounds like an argument, a fight, and a disagreement that has no solution. Arrested Development to me, is more of a long, slow, speed bump to be smoothed over. This is an issue that can and should be resolved like gentlemen! Let's pull together, stay friends and find a solution together. We've come this far. Well, seems like we have a problem here, I wonder what, if anything we can do? Let me talk to... I need to discuss this with... A Third Party... This is one of many negotiating strategies to use during this stage, and popular for good reason. Now, if you have been following our LinkedIn group, I talked a little about my old boss, Ben. I started to become fascinated with negotiating while watching Ben in action in my teenage years working part time for a small brokerage and trucking company. He gave me this advice which has stuck with me and is still sound advice. He said, "Boy"(with a foghorn leghornish flavor) "I say, Boy, there are three things you never, ever do alone, if you want to survive in this business. You never drink alone, never talk to a banker alone, and never ever go BARG-nin(negotiating) alone." I never bothered to ask him about the first two, but the last one about "BARG-nin" is gold. Now this uncomfortable silence, this arrested development, seems impolite in most every social situation. Not to a negotiator, this is where it’s your time to shine. For brokers 100% of your profit lays in your negotiating skills, for most carriers it's 30%-50%. During the Arrested Development stage, friendship is forged between you and the broker, if you have framed properly, politely and honestly, you are solving this situation with his load. And this "situation", not having a reputable carrier on his customers load, is deteriorating rapidly hour by hour. Why is negotiating and haggling such an unpopular concept and dreaded process in this great nation of ours? The term "haggling" alone brings to mind nefarious individuals in the back room of a used car lot. Why does it only exist in certain industries? It has almost disappeared altogether in the retail industry, is rapidly losing popularity on new and used car lots, the last bastion and haven of the skilled negotiator. "Boy, I say Boy", it is alive and well in our industry! Our profits are defined by it more and more everyday. Michael thanks for your good tips on negotiation. Moving forward, Jeff Roach

Thursday, August 2, 2012

New Freight Brokers

Another group of students just graduated from our live freight broker course in Dallas. I think they enjoyed the week with us. Here an edited version of what they had to say about it: Very Good Instructors! I came in knowing very little about the transportation business. By the end of the week, I felt like I can go out and start my own brokerage company. Great! Very informative. My thanks goes to Vinny, Jeff, and Tish. Nancy Gatonye. I am very happy and excited. This course was very helpful. William Arguelles. Lot of knowledge to learn in 5 days: shipment of carrier packet; how to process the flow; what you need to set up your own business, work flow, how you get business, where you start, how to find shipments and carriers, credit checks, liabilities, insurances, and how to find and keep new customers. Amrit Pal Singh. I was impressed with the number of individuals that participated in our training that were actual Brooke graduates. To me personally that says a lot about the program. Roy Bohanan Come join us for our next class either live or online. If you’re a graduate we’d love to see you again. Moving forward, Jeff Roach