Wednesday, May 25, 2016

Make the Sale

Some employ soft sale tactics, some push with a hard sale approach. Which make more sales?

All people are unique.  The most successful sales people customize their sales approach to the customer to some degree.  In sales, as in life, we can learn a lot from our experiences.  A salesperson has to develop their own style.  Learn all you can about how others approach sales opportunities then develop the approach that fits with who you are.  Learn about how your potential customer functions and you will find the key to developing a great business relationship.

An easy going, laid back personality will go into sales with an easy going, laid back style.  They will be most successful with clients who are more relaxed.  A relaxed client will welcome the calm sales person into their office or on the phone.  The two will take an easy approach to negotiating a deal with which they both are at peace.

A hard driving personality will approach sales with a stronger appeal.  Others with that type A personality will appreciate their drive.  They walk into an office or make a phone call and take charge.  They grab their client's attention from the get go and keep that attention until they go in for the sale.  The two will charge into a lively negotiation to seal the deal.

The analytical sales person approaches his clients with an abundance of data.  They will prove their case with stacks of charts, figures and testimonials.  The client will be armed with all the data they could imagine in which to make a decision.  A client with the orderly persona will really enjoy all those charts to analyze for hours.  These will take longer to make a decision but that decision will be well thought through.

The fun loving personality will charm their clients with their stories and humor.   The freight broker with this approach will be very entertaining and enjoyable to be around.  People love doing business with them because people love being entertained.  The fun loving client will appreciate the cleverness of this professional.  This professional will be challenged with attending to all the details of the contract and staying focused.

In business as in life, we all deal with all these personalities, not just the personality similar to our own.  So to find the best success, a business professional will benefit from understanding what motivates their clients and appeal to that motivator.  We can appreciate different personalities because we often wish we had a little more drive, a little less drive, more bent towards research or more humor in our world.

I'm fascinated by the uniqueness God put in each person.  Enjoy spending time with those like you as well as those not like you and you will find success.

Moving forward,

Jeff Roach

Monday, May 23, 2016


We received a couple of new testimonials from one of our live Freight Broker Training basic courses.  Based on their kind words they enjoyed the course, gained a lot and thought it was fabulous.  Here is what they wrote:  

 The training exceeded my expectations.  My instructor was fabulous.  I am completely satisfied with the knowledge I gained. –Umed T.

Extremely informative and organized.  I’ve learned so much about the broker training program.  Our instructor was very outstanding and knowledgeable instructor. 

Can’t thank you enough for all you have done for me.  – T. Lopez

Are you ready for a new challenge?  Would you like to have a fabulous week gaining skills that can become a great career for you?  Every month we have live courses at various locations across the United States.  Or you can choose to learn freight brokering through our online course available through hundreds of universities across the land.

We are committed to offering our students a top notch learning experience from professionals who truly understand freight brokering.  Come for a week to learn basic freight brokering then stay for another week to learn more with hands-on experience in our advanced course.  Within a month you could be set up for a great career where the sky is the limit.

Any questions, give me a call:  214-206-1169

Moving forward,

Jeff Roach

Thursday, May 12, 2016

Be a Specialist

If you were diagnosed with a peculiar disease would you rather see a generalist or a specialist? 

It seems most every industry need specialists because of the complexities of technology, the value of really understanding a specific area of business and the necessity of honing skills continually.  We have recently invested more in our Google advertising to let people know about our school.  I called the consultant I have been working with for years on my Internet set up needs to ask if he could help with our online advertising.  He said he’d recommend we call a google specialist.  He explained that although he’d read much about online advertising and understands how it works, he does not actually do online advertising for clients every day.  The Google specialists do.  They keep up with changes in the way Google ranks websites, understands how to get ads seen and producing as well as all the other nuances in that niche of the advertising world.   As the internet has grown so has the number of specialists in that arena.  There are specialists in search engine optimization, specific social media, online copywriting, e-commerce, webinars, website designers, and the list goes on and on.

Freight brokers can greatly benefit through specialization or finding their niche.  Specializing gives you a focus.  I have one freight broker school graduate who decided to focus on vehicle transportation.  She learned all she could about transporters.  She studied the automobile industry.  She learned about the lanes autos travel in the new car industry as well as the pre-owned segment of the market.  It took her awhile to learn what she needed.  Then she had to convince clients she knew how to transport their vehicles in time and on budget.  Once she got a client on board and had a little bit of a track record her freight broker business took off.  She is a shining example of the benefit of specialization. 

You can watch her video on our website homepage.  “A Successful Freight Broker’s Story”.  

If you are interested in learning to be a freight broker, well that is our specialization.  Our instructors have years in the business of freight brokering and in teaching.  We specialize in helping our graduates find a great career because the "sky is the limit with freight broker training".

Moving forward,

Jeff Roach