Freight Broker Training Information Blog

A Class Act

2011-12-12T17:58:00.001-06:00

Our Jacksonville, Florida class taught by Susie Moore just ended last Friday. I read through the following testimonials with pride. I have such great, consistent, solid teachers helping me make Brooke Training an incredible place to learn how to be a successful freight broker. I never tire of reading that an enthusiastic student found the week of classes valuable. This class included a trucker and a newbie to the industry. They were both pleased.

12/5/11 testimonials Jacksonville, Florida

A course every trucker needs…valuable information. George Stewart

Best money spent…Susie Moore was the best…never a dull moment. Felicia Hayes

Learned a great deal. B.A. Swain

Being brand new to the business, I found this class to be extremely helpful. Not only n helping me understand the industry but also how to know what questions to ask. I look forward to a very profitable venture with this foundation. Ian Bratkovich

This was the best thing I did, to come to this broker class. Great to learn to be a freight broker. Thanks very much. Shawn Haynes

Very informative. Anyone can succeed with persistence. Great thanks to Susie Moore. You are the best. Thank you. Robert L. Coathers

Enjoyed the class. Anxious to get home and put to work my new found knowledge. Gina Marable

This week we are conducting class in Dallas, then next month we’ll be in New York, North Carolina, Indiana and in Dallas. We’d love to talk to you about joining us.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

Newly Trained Freight Brokers

2011-12-07T15:47:00.001-06:00

Read what a few of our recent Freight Broker School graduates had to say about their week in our training school:
Vinny (instructor) is awesome! He really inspired me to approach this business with a
positive attitude. Graham and Tish were great too. I learned a lot… now it
is time to put the knowledge to action. - Cameron Guzmain

The instructors were very motivating and helpful. They offered an
array of valuable tools to grow my business. - Brenda Holman

This course provided me with a lot of knowledge on the brokerage industry.
Before coming to the training I had little to no experience on the field,
but the instructors made it easy to understand. They were enthusiastic,
full of knowledge, and very helpful every step of the way.
Vinny is a great teacher, with a smile every morning, full of energy, and very positive. He made
sure we understood everything.
Graham, also great, gave us lots of information on technology. You don’t need to spend much for technology.
Tish was also great she gave great examples and walked us thru actual
quotes. The classroom setting was very comfortable. Thank you Brooke
Training. I am on the road to success! - Carla Bonilla

Very pleased with Jan, Graham, Vinny, and Tish. They were so helpful. Never
expected for them to be so informative with all the info. Woke up excited
for what I was gonna learn everyday. Can’t wait to put my knowledge to
work. Thanks again Brook Training.

This holiday season I’m thankful for being a part of a school that helps professionals get excited about their career. Hats off to Vinny, Jan, Graham and Tish for teaching a super Freight Broker Training class in November. Join us December 12 – 16 in Dallas/Fort Worth . Give yourself an early Christmas present, the tool for a great new future. Our two for one special is still going on, so bring someone along with you to class for free. You can take our online course anytime.
Merry Christmas.

Moving forward,
Jeff Roach
www.brooketraining.com
www.pajamalearning.biz

Shop Small

2011-11-26T20:24:00.003-06:00

Today is small business Saturday. It is the 2nd annual Small Business Saturday®,
a day dedicated to supporting small businesses on one of the busiest shopping weekends of the year.

Shopping the little guy over the big box stores is a way to support the way America is supposed to work. The small guy deserves support because of their dedication to building a business from the ground up. You'll avoid a lot of crowds and enjoy personalized service most likely.

Shop small stores and help fuel the economy.

I have a small business that has helped lots of others start their own small business. It is a scary deal marching out on your own, working hard to make it in a dicey economy.

Any support you give to a small business owner make a big impact. When we all shop small, it will be huge.

Moving forward,

Jeff Roach
www.brooketraining.com
www.tranportationtraining.com
www.pajamalearning.biz

Freight Broker Training Special

2011-11-04T13:52:00.003-06:00

Just in time for the holidays we are offering our very popular 2 for 1 pricing. Pay full price for one student in our Freight Broker Training Course and a second student can come for FREE. Freight Brokering is a great business to do with your spouse, your friend, sibling or your offspring. Now both of you can come for the price of one.

January is great time to start a new business. Train now so you will be ready.

Freight Brokers are always needed in our economy. Goods must be moved from where they are produced to markets all over the country. A freight broker is essential in expediting that movement.

At Brooke Transportation Training we have been helping professionals know how to use all the tools available to be come a success in this industry for decades. We teach a process that truly works. We emphasize integrity at every step.

Our instructors are exceptional in their teaching. They will answer every question along the way. Classes are small so each student gets individualized attention during the one week course as well as afterwards.

Join us at an upcoming class.

Moving forward,

Jeff Roach, President Brooke Transportation Training Solutions
www.brooketraining.com
www.justintimefreight.com

Your Welcome

2011-07-20T07:49:00.001-06:00

I recently got a call from a couple from Simpsonville, South Carolina. I took some time to discuss with them freight brokering. They sent me back a very kind “thank you” email. To them I say “you are very welcome.”

One of the things I enjoy most about having a training school is the incredible people I have met along the way. Since we’ve had our “2 for 1” special we have had the priviledge of meeting and training many husband and wife teams. This is a great business to do as a family. My wife and I have worked together for decades now.

I truly am in the training business to encourage others in this business. I want to be sure my students get exactly what we promised. Business is picking up. Capacity is getting better. Education and in your face honesty is what our students get. If they are willing to put in the work, now really is a great time to get into the business.

Everything has changed so much that Education and Process and hard work will give anyone a competitive edge in this business. Used to be you could learn to be a freight broker by trial and error. I think that time has gone. You need an education to get up to speed quickly, to learn the technology and understand the best way to land accounts. My freight agent business has never been better.

Come to class and we will show you how to own your own business. for the price of a computer, a phone and training.

Read through our real people testimonials. Come to our NC class
August 8th. Check out Ron and Susie's Bio on my web site. Nobody in this Industry has more experience.

Or Call me and come to Dallas. Do your research before you call. But please call....

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

Freight Broker Start Up

2011-07-13T13:27:00.002-06:00

I recently got an email from a great sounding guy interested in finding out about freight brokering. Here’s his email and my reply.

Good Morning Jeff,

I am seriously contemplating the start up of a freight brokerage out of Buckeye, Arizona. I have been in the transportation industry for the past 12 years as a driver, dispatcher, and General Manager. I feel I have a good grasp of the industry, I have a great deal of experience with QuickBooks software and I understand the equipment required to move various types of freight.

I was hoping you might give me some insight into how loads are acquired and the potential for revenue flow. Is it possible to start as a broker and realize decent income within 90 days? I know when I had my own end dump trailer, I worked for someone who dispatched jobs for me and took 7.5% of my gross. Is 7.5% a realistic brokerage fee? How many loads would a 1-man brokerage need to dispatch daily to realize a decent income?

I am out of work presently and going to your school is not financially possible. Lastly, is starting out as an agent better, and do you know anyone looking for an agent? I appreciate any help you can provide.
My response:

Good morning -

I understand your financial situation but your chances of making it without school and back up cash are slim. I advise all my students to have 6 months worth of living expenses saved before starting their business. It takes awhile to build the relationships needed to be a trusted broker. Our school teaches you a process that works. In a tough economy it is even more important to know your stuff. This is not a get rich quick business but over time it is a business that has an incredible potential.

Capacity is tight, but I just got an order for 90 loads last week. We will get them all covered. The average broker makes 12%. The average agent makes 6%.

This is the best business to start up if you learn how to do it and if you are prepared. Freight brokers are always needed because goods always need to be moved across the country.

90 days is not enough time to start making enough money to live on. (Read the testimonials on Brooketrianing.com). I know several companies looking for trained agents but none who are looking for untrained agents. All our graduates are introduced to those companies who are hiring. Driving a dump truck and transportation experience. will not help you open a brokerage or be an agent if you don't know the process. I have been in the brokerage business for 20 years but could not open a trucking company. They are like night and day.

You will end up either broke or in legal trouble or both without proper training. I am just telling you what I have seen in the decades I’ve been in this business.

Sincerely,

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

New Freight Brokers

2011-07-07T09:05:00.000-06:00

Just got a new batch of testimonials from our recent freight broker training courses in North Carolina. Our excellent instructors Susie and Ron Moore are incredible in their presentation and integrity. Our goal is to thoroughly train honest, hard working freight brokers.

The instruction and staff were professional. I appreciated the truthful instruction that I received which left me completely understanding the world of Freight Brokering in depth. Darcell Gordon

I enjoyed the teaching and the teacher I learned a lot and am ready to become a broker or agent. Robert Gordon

This class was very informative and has me very excited about starting a career as a broker. Darrell Pressley

My experience with Brooke Transportation Training has been eye opening. I thought I knew the carrier side of the business. Now I really know the carrier side. I really didn’t know about agent and broker. But now I am very excited about the possibilities. I have a new outlook on the transportation business. Very positive outlook. The training was very thorough. Ron Gilford

Hello! Greetings from Brooklyn, NY! I should say I have never regretted taking the time and effort to drive from NY to NC to take the Broker Training with the most appealing instructor of Susie (Moore)! Also, her father (Ron) was always there to share his knowledge , experience and thought on the whole industry which made the whole time I spent at Brooke’s the most valuable learning. Ravshan Ishnazarou

Susie was an exceptional instructor. She certainly exceeded my standards. I feel I am now prepared to enter the brokerage world. THANKS. Daniel Gonzin

If you or someone you know may be interested in getting into the exciting and necessary freight brokering industry give us a call 214-206-1169. Train live in Texas, North Carolina, California and Indiana or take our online course anytime from anywhere. Enjoy your summer.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

It is Small Business Week

2011-05-20T14:12:00.001-06:00

As a small business owner I am encouraged and inspired by others out there that forge into the grand of adventure of small business ownership. Our country was founded on freedom in many areas including the freedom to start your own business. Starting a business can be scary, risky and daunting. But that is what makes it a grand adventure. As small business owners we must support each other through anyway we can. I met a man from India a few years back, listened to his story and then asked him to a part of my team of guest speakers.

My friend and frequent guest speaker at Brooke Transportation Training is Krish Dhanam. He has helped me understand what a blessing it is to live in our nation. He wrote The American Dream from an Indian Heart. “As the seasons of my youth turned the innocence of childhood dreams into an obsession of adult want, I realized I would never be satisfied until I came to America. I had arrived at a crossroads in my life where I was in love with another country and contempt were the feelings I had towards my own homeland. We all go through that phase when all we want is something other than what we have. However, because of strong parental influence, I started doing something that would come back to assist me later in life when I needed it most. I began to focus my learning towards American History and spent my time studying the cultural nuances that made it such a popular destination.

The principle is very simple. If you are at Point A and want to be at Point B, do not wait until you get to Point B to figure out what you need to survive and thrive there. Do the planning and preparation before you expect the success you want for yourself.” www.krishdhanam.com

That is a great challenge for me. I like to just forge right in. Taking the time to do my homework is not always fun but being prepared always pays off.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

for lots of resources for small business go to:

http://www.sba.gov

Measured Days

2011-05-11T15:19:00.001-06:00

I learned today: our days are measured.

So are our loved ones.

In other words, we only have a certain number of days on earth. And, our time with each of our loved ones is finite.

One of the best things I do for my business and to make the most of each day, is staying positive. In freight brokering as in any sales job, you have to make a lot of calls that don’t lead to a sale. This can be frustrating if you focus on those negatives. Instead, realize each “no” is one step closer to a “yes”. Each “no” may one day lead to a “yes” if I don’t burn bridges. I learned today that our days are measured. So make the most of each day by focusing on the great in the day. Being my own boss is great. Having a 1-year-old granddaughter is great. Enjoying a beautiful wife and three daughters is super great.

Remember not to worry - you are not in control anyway. I have learned that God is in control from start to finish. He even knows how much time we have on this earth. Zig Ziglar says you’re going to be dead a lot longer than your going to be alive...LOL. You really can have everything in life you want if you will just help enough other people get what they want. ZZ Peace! God is with you. He has plans to bless you. I didn't make this stuff up to make you feel better. It's all in the Good book.

It does make me feel better to appreciate what I have and whom I have in my life. I feel comfort knowing that. I hope you do too.

Moving forward

Jeff Roach ˆ President

Brooke Transportation Training Solutions
Phone 214-206-1169
Fax 469-327-2712
jroach@transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

Best Time for the Best

2011-05-02T07:03:00.001-06:00

Anybody can succeed when the economy is popping. When things are not spinning like a top, that is when the best shine. Lots of companies have had to make cutbacks. Who are the first to go? The under-performers of course, then the new hires and those close to retirement. Only a foolish CEO would let go of a top performer. When it is harder to land business that is when you need those who keep on working hard, moving forward with integrity and professionalism.

The same goes for freight brokers and carriers. Those who perform consistently, with integrity, succeed even in a down economy. So I’d say it is the best time for the best. The best time for professional, ethical brokers, carriers and training schools.

This business is complicated. Education is a key to success.

I’ve been talking with some of the brokers who hire agents from among the Brooke Transportation Training school graduates. They are doing great. Why? Because they are well trained. They understand the process of getting business and working that business so first time customers become customers for life. They’ve learned how to weather any economic climate. Don’t be afraid of being knocked down…just get back up.

I’m very proud of our graduates who get out and put to practice what they learned in our quick but effective training program.

As freight brokers, our job is to educate both the shipper and the carrier. Because of the rising cost of transportation we will have to raise rates or more trucking companies will go under. There is a huge shortage of carriers today. For every three loads there is one carrier to move that load. We have to work together in helping carriers stay afloat so we brokers can do the job of moving our customer’s freight. Carriers often come to our school and gain great knowledge of how to be a better carrier for brokers. They are taught to know if or when it is the right time to start their own brokerage.

Freight Brokering is consistently one of the top picks as a work from home opportunity with the most potential for great earning. The cost to get in is minimal compared to the cost of getting in most any other business. For way less than the cost of a franchise you can have your own freight brokerage. Most of our graduates start as an agent for a larger brokerage then may strike out on their own if they desire. It is very similar to being an insurance agent. Some stay under the State Farm name others become independent insurance agents.

It is a tough time for lazy brokers but a great time for ethical, hard-working brokers.

Professionals are developed through training and experience. We all have God given talents. We each chose to develop those talents or to loose those talents.

1. Attitude is everything
2. Perseverance is a close second
3. Focus on progress, not perfection

Enjoy this beautiful Spring Day!

Moving forward,

Jeff Roach
www.brooketraining.com
www.pajamalearning.biz
www.transportationtraining.com

Celebrate New Life

2011-04-20T12:48:00.000-06:00

To the Christian tomorrow 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
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

Take a Walk in Their Shoes

2011-04-04T06:22:00.001-06:00

We’ve all dealt with pushy salesmen who obviously are just interested in making a big commission by selling the most expensive item they have and adding on as many accessories as possible. Sales should not be something you do to a prospect … it is something you do for a prospect. A salesman of integrity learns about his prospects’ needs and finds the optimum solution to those needs. That type of salesman is welcomed by the prospect as a confidant and an aide in getting their business handled.

So how do you know what your customer needs? You ask a lot of questions. You spend time researching their business. You try to walk in their shoes. Sales pros are like doctors - they ask questions, listen, diagnose the problem and offer a solution. Most freight brokering deals take time. In order to get the business you must be trustworthy, offer value and have the ability to follow through on everything your promise, everything.

Personal growth precedes professional growth. Evaluate yourself. What can you do to improve yourself? Become a better person and you will become more professional.
A truly professional salesman or sales lady is 100% convinced in their product,
you have to be convinced yourself before you are convincing.

You also have to set some goals. How can you hit a target you don't have? Write down your goals or they are just dreams.

Prospecting is hard but keep at it because the more prospects you have the less pressure you’ll feel. A proven process also takes pressure off the salesperson.

Zig Ziglar says, “You can have everything in life you want - if you will just help enough other people get what they want”.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

Refer Carrier Needed

2011-03-14T08:14:00.002-06:00

One of the things I really enjoy about the transportation industry is that it never gets boring. I have been riding this merry go round long enough to have worked through just about every kind of condition. Sometimes there are more trucks than cargo, sometimes more cargo than trucks but whatever the condition freight brokers are essential. One of our jobs is to understand where the market is and adjust accordingly.

Right now in the industry, it's all about capacity. Capacity equals available trucks.

For example I have 60 loads from Camilla, GA to Mexia, TX. Finding the trucks I need is the challenge. I need a refer carrier with 200k insurance. These are all S.L.C. and all loads will be sealed. Any carriers that want to talk to me about these loads - call me - we are starting in a few weeks. I will pay fair.

Carriers, this project is starting soon. I would prefer one carrier do it all. We pay on time and we pay all hours of service time and fuel surcharge. I treat my carriers with the respect they deserve. That's the bottom line as a broker or an agent. Treat both the carrier and the shipper the same. They both have needs. Meet those needs and you are in business. Last bit of advice - Always take the high road, don't do business with shippers and carriers and brokers that don't treat you with respect. Do business the right way and expect the same from everyone else.

Moving forward,

Jeff Roach

www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

P.S. Want to move my 60 loads? Call me 214-206-1169

The Definition of Success

2011-03-08T13:59:00.002-06:00

Read these words and next to each word note if the word exemplifies success or failure.

Wealthy
Poor
Nice home
Homeless
Loved by family
Deserted by family
Lots of friends
A few friends
Spent time in prison
Never convicted of a crime

Jesus was poor, homeless, deserted by his hometown, had a few close friends who denied they knew him, spent time in prison and lived a controversial life.

Yet Jesus had the greatest purpose of any man that ever lived on earth. His purpose? He died for our sins so we might live in relationship with God forever.

A good man might give his life for someone he loved, but Jesus gave His life for all including those who hate Him.

Does that make you rethink your definition of success?

Go out and live the life God has called you to, and you will be a success. Your live may not be a success in the eyes of people, but a success in the eyes of God should be our purpose for each day.

Moving forward,

Jeff Roach
www.brooketransportation.com
www.justintimefreight.com
www.pajamalearning.biz

Buy American

2011-03-02T12:56:00.000-06:00

I saw a report on the news last night about how few American made products an average American family actually buys. It took the reporter two hours just to find a totally made-in-America coffee maker. They reported an incredible statistic that if we each bought 18 cents more in American products 200,000 more jobs would be necessary to fill that need. Not sure if I got the numbers exactly right but at any rate it indicated that I can help in job creation by paying a bit more for the American made product. It motivated me to at least think about checking my labels more often and buying the American product more often.

I then thought about how that affects the transportation industry. More manufacturing in America would require more American truckers to move the products and more America freight brokers to organize the effort.

I realize that is a simplistic view of the world economy but it is something I can get my head around. By buying American we keep more American’s working. We are a very wealthy society in world terms; even the poorest among us are incredibly blessed. Yet we are obsessed with the bargain.

I know that I can afford to buy American and still support other countries with struggling economies. So that is what I am going to try to do.

I noticed Chi (they make hair straighteners) recently moved their manufacturing back to America (Houston actually) so even though I have no hair I’m thinking about going out to buy a Chi.

What American companies do you know of that you can support and help get America back to being more productive?

Moving forward,

Jeff Roach
www.brooketransportation.com
www.justintimefreight.com
www.pajamalearning.biz

Freight Brokers with thanks

2011-02-24T17:31:00.001-06:00

I got a letter from a recent graduate of our basic freight broker course. My whole goal in opening a brokerage school was to pay it forward…teach others to find success as a freight broker with honesty just like I did. I feel very blessed. I’m very encouraged by these words:

Your course was very informative and personal , the instructors put together the best approach to the task at hand, conveyed the information in a meaningful way and used positive technique in which I will be establishing as a Broker /Agent in the industry . The opportunities that opened up, were just as they were explained to me from the start, In which I expressed my concerns for opportunity in the industry after the completion of the course. That came in 10 fold and I capitalized on it. "Many Thanks" Jeff and Jan for your help with my success.
Kindest regard,

Michael D Duggan

Another recent graduate wrote:

Matriculating into this class has given me confidence of being successful in the freight moving industry. For anyone learning this field, this class is a must. Montez Gregory, Sr.

I wish you and all our graduates much success. Call if you ever need anything.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Spot Niche

2011-02-17T09:03:00.001-06:00

Do you have a niche?

I’ve written before about the advantages to having a niche. What is a niche? It is an area of freight brokering on which you focus. You could focus on the car transportation niche, food distribution, sporting equipment for example. Earn a reputation for knowing certain lanes, understanding the ins and outs of moving your niche products and working with the type people that industry attracts. Here’s an article on a good niche with some great potential: Spot freight.

Spot Freight Up Year-over-Year in December; Reefer Rates Down

In December 2010, TransCore's market research shows a 55 percent increase in spot market freight availability, compared to December '09. Freight volume for each of the last six months has surpassed the highest level since 2005, a peak year for spot market volume.

On a month-over-month basis, December load availability was stable, with a 0.2 percent increase over November. This indicates an unusually robust load volume for the month of December. While 2009 load volume increased by 11 percent from November to December, a decline is more typical for the season, according to TransCore. From 2001 through 2008, spot freight volume declined between November and December by an average of 19 percent.

The national average line-haul spot market rates for refrigerated ("reefer") trucks softened by $0.05 (3.3%) to $1.47 per mile and flatbed rates dipped by $0.01 in December, month-over-month. A rate decline in those segments is normal for the season.

Van rates remained stable, at a national line haul average of $1.28 per mile. This confirms the relatively high demand for freight transportation in the face of looming capacity shortages, according to TransCore's Truckload Rate Index. Spot market rates are the rates that brokers and 3PLs pay to the carrier.

Looking ahead to February, the best combinations of high freight volumes and favorable inbound-to-outbound load ratios come from Illinois, Georgia, Michigan, Tennessee and Missouri.

Regionally, TransCore Trendlines reports that refrigerated (reefer) carriers serving the Atlanta and Philadelphia markets experienced sharp rate declines on the spot market in the most recent 30-day period, from mid-December through mid-January. Los Angeles rates also declined substantially, due to seasonal trends that were not weather-related. Overall, reefer linehaul rates slipped by 2 percent (approximately $0.03) since mid-December, while fuel surcharges have generally climbed by about $0.02 per mile. The net result was a dip of about a penny in the "all in" rate per mile.

Chicago was the only market to show a slight increase in outbound rates, as carriers demanded more money to go to Dallas and Philadelphia. Rate changes were moderate in other markets, including Atlanta and Dallas.

Moving forward,

Jeff Roach
Www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

http://www.truckinginfo.com/news/news-detail.asp?news_id=72787&news_category_id=6

Words from Freight Broker Grads

2011-01-10T13:10:00.003-06:00

Our main Dallas teacher of the freight broker training course is Jeff Ashcraft. He is dynamic and we appreciate his faithful and insightful teaching. Here are some words from recent graduates of the one week course:

Thank you Jeff, everything was explained very well. I understand the Broker/agent situations…everything was awesome. R. Einelelmovel

This class was fun. As a visual learner it was easy to learn things that normally took weeks for me to understand with lecture. The teacher taught in every way possible for us to understand the materials and made sure we did by asking us if we had any questions after any topic or subject. Shida Festus

Excellent class. Did not have high expectations but left with a completely new perspective. Learned much more than expected. Peter Grimm

I am very pleased to have an instructor that has the experience in this field and still uses those technologies today. Jeff (Ashcraft) really makes sure you understand the material to become a successful broker. I feel I have enough information to go out and start my brokerage. Mark Castaneda

The class was informative and Jeff did a great job on answering all of our questions, it’s a realistic course. Some people may come into it thinking it’s easy money but he’s good about letting us know about the work. Ani Hakopian

Really enjoyed the class thought Jeff covered a lot of material and was thorough in doing so and helpful. Gary Hakopian

You are great! We have learned everything that we needed to know about a freight broker. You’re very good at what you do. Keep in touch. We can’t wait to be your agent! Baohan Nguyen

Take Jeff’s class, because he understands any personal problem that may occur during the duration of the class. I enjoyed his teaching for he made it interesting. I’m usually a person full of questions, but not in his class. He explains everything so well and cuts out the confusion. Tumiyia Latrice Wise

This Brooke course has taught me a lot of how to be a broker and gave the tools to be successful in the real world. Jeff is a great teacher. It is the best investment every made. Maria V.

I have attended this class for five days with my husband…Jeff, the teacher, was so friendly. I am really thankful for his help. Harpreet Kaur

Class is very informative; I believe that all the basics for the brokerage business is well covered. It was very motivating and gave me confidence. Edith Galindo

Enjoyed the class and all the great info. I can’t wait to implement…Janice Danio

Class was very informative…left this class with a lot of confidence to be a broker. Gary Fishbough

This class was very informative. If you are a truck driver, carrier or just new to the business this class gives you the tools you need to get started as an agent or broker. Jeremiah Karoki

I really enjoyed Brooke training . .. Our instructor answered questions based on real life activity in a brokerage. Rafael Kasabyan

This was something I’ve thought about since I became a trucker. . This has opened my door to do something extra. Jeff has a lot of material and I will be using it…it was cool stuff. Moses Nyaga

This class I recommend to everyone. Excellent. Johana McBurra

I really enjoyed this class. I feel confident that I’ve been given enough information to succeed. Everything was well laid out and we were given ample opportunity to ask questions. Craig Calhoun

Great course. . Calvin Smith

Sign up for our next course, you won't be sorry.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Learn to Earn

2010-12-17T07:44:00.001-06:00

The transportation industry is complex. With all the new laws and the capacity issues, it is wise to get training. Lately I have been training a lot of owner operators. They tell me they save money and make more money on the road after the class because they have a better understanding of the industry. Our freight broker-training course teaches you how to be better in just about any aspect of the freight brokering business.

Being a freight broker is a sales-driven career. I’ve always been a salesman. God built that in me. I’m not quite fulfilled unless I’m selling something. But don’t think I’m on of those door-to-door types trying to get you to buy some overpriced, under-quality product. I sell knowledge and opportunity at an incredible price. $2500.00 is the price of my school. It's truly like getting a franchise for the price of the course, because after the course you are prepared to start your own business as an agent of a larger brokerage. Only the top brokers recruit from my school. They recruit brokers from Brooke because we train our graduates exactly how they need to be trained to be a success.

Sales are finding creative solutions for evolving challenges for both the shipper and the carrier. It's a B-to-B business and you better know what your doing or you will lose your shirt in this market. Plus the shippers and carriers respect people who invest in training.

The military trains everyday for a mission. Think about what it would be like if they didn't.

Do your research if you want to get into this industry, and then get some training. Our on-line course is offered through 2400 colleges plus our pajama learning website. www.justintimefreight.com. We have six locations with a live, instructed class. www.transportationtraining.com. For other training you can go to www.pajamalearning.biz and take over 5000 courses.

Now go book some freight......

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

>

Great Deal

2010-12-10T11:30:00.002-06:00

We are not taking anymore students for our December course but still give us a call to talk about a 2011 course.

Thank you to all our students, associates, trainers and customers for another great year at Brooke Transportation Training. I think back over all the enthusiastic new students I have met this year and feel incredibly blessed.

In an effort to ease the burden of our struggling economy we introduced our 2 for 1 deal. Pay for one freight broker live course and bring a partner along for free. I hope you enjoyed training alongside a friend as much as we enjoyed training 2 for 1. This deal will end December 31 as we usher in a new year. But you can still take advantage by paying for a course before then.

Give yourself the Christmas gift of a new career by learning to become a freight broker. Every student that comes through gets a job opportunity. The top freight brokers in the industry trust in what we teach our students so they come in on Friday of the course to offer spot as agents for their brokerages. The course also trains to be a dispatcher and other hourly jobs inside a brokerage. Lately our successful brokerage affiliates have been offering those kind of jobs to our graduates as well.

Have a question about our training or are you a graduate with a question? Give me a call. Enjoy the season and remember the reason.

Moving forward,

Jeff Roach
www.brooketraining.com
www.pajamalearning.biz
www.transportationtraining.com

Be a Business Starter

2010-12-06T15:29:00.004-06:00

Perhaps one of the toughest things about starting your own business is being alone. So my suggestion? Don't do it alone. Get yourself a business partner and come to class together. You can learn our proven method together. Then work the process together. When one of you has a low motivation day, the other can encourage. You can divide up the tasks so you each use your strengths. I'm a great salesman. I love to call potential clients and strike up a conversation. My wife is an incredible administrator. She does follow up, invoicing and paying our bills. Both parts are imperative for a thriving business. Get the business...then do the work for the business. Big picture and details. Both gotta happen.

In the spirit of the season we are extending our 2 for 1 offer til the end of 2010. When 2010 is over so is our two for one. For each paid student, one can come along to any of our live courses. You don't have to attend a course by the end of the year...just pay for a class before the end of the year and bring a friend along.

There is a lot of freight out there needing to be moved. In other words, this is a great time to get into the freight industry. Get in on this great industry on the upswing. Become a freight broker, a freight broker agent or get hired on into a paid position as a dispatcher for a freight broker. Every Friday Freight Brokers come to our class and present career opportunities.

So hurry, take advantage of our 2 for 1 offer. Make 2011 the best year with new skill and a new career with incredible potential.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Freight Broker Sale

2010-11-29T10:31:00.002-06:00

Get in on a great business. Has this year been tough on you? The transportation industry is a solid business with lots of growth. Sign up for a freight broker training course by the end of the year to take advantage of our two for one special. Learn our proven process for freight broker success along side your spouse, your partner, family member or friend. This is a great business to do as a family. As our economy continues to get stronger the demand on products will increase. A freight broker finds products that need to be moved and matches them with trucks that can deliver.

There are a lot of established freight brokers looking for agents. Those freight brokers know that our school prepares individuals to succeed as agents. Come to Brooke Freight Broker Training and learn to be an agent for another freight broker or an independent freight broker. I have been studying the trends in our industry for a long time. Give me a call. Let's talk about what I see happening in the near future for the transportation industry. Let's talk about what I see happening in the next decade. New laws have caused some turmoil in the industry so we all must adjust. This is an industry I love and have been in for some decades now. Enjoy the holiday season and prepare for a great new year.

Still moving,

Jeff Roach
www.freightbrokertraining.com
www.pajamalearning.biz
www.justintimefreight.com

P.S. Sign up to take our course anytime next year by the end of the year to take advantage of our 2 for 1 special (expires December 31, 2010)

Thankyou Veterans

2010-11-11T12:05:00.003-06:00

Today is the day to remember all the brave men and women who have served our country. It is not always, or may never be a glamorous job.

I know, I haven't served but I have relatives who have served. My brother-in-law can sleep through anything because he spent years sleeping over the engine of his navy ship. He says it was warm even if it was a bit loud.

I have met many vets at our school since we are approved to train disabled vets to become freight brokers. They have a work ethic and discipline to be admired.

Remember much of their job is peace keeping. I tend to think military are Rambo types, waiting for a fight but I see in my brother-in-law a very kind, compassionate individual who is always ready to help.

Find a veteran today and thank him for what he did to serve our country. Pray for our armed forces.

Come to our class next week, you may be blessed to meet a vet learning a new craft.

Moving forward,

Jeff Roach
www.brooketraining.com
www.pajamalearning.biz

Hear Me

2010-11-08T08:10:00.001-06:00

My beautiful bride Janis and I will be teaching together for the next Basic Freight Broker training course of Brooke Transportation Training. We have not taught together in a while because of my travel and her business with keeping the school running. I have been in the transportation business since I graduated from college several decades ago. Janis has been by my side most of that time. She took a year off from her life to write our awesome online course. We both have a passion for teaching. We are geared up to teach a great course.

We have been running a 2 for 1 special for the past 6 months or so. Pay for one to come to class and bring a friend, spouse or partner along for free. That special will end at the beginning of 2011. (Is it just me or does it seem like it was just yesterday we were worried about Y2K?), So give yourself and a mate an early Christmas gift by taking advantage of this limited special.

Freight brokering is a critical arm of the distribution of good in our economy. Learn our process that truly works to build a base of clients and service those clients with the utmost of integrity.

So join us November 15 – 19 in Dallas for our basic freight broker training course.

Moving forward,

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

Who do You Trust?

2010-10-26T05:24:00.002-06:00

Trust in the Lord with all your heart in all your ways acknowledge Him and
He will direct your path. Proverbs 4:6

Who you trust determines your security. Trust in money and oops the economy slips and your trust slips. Trust in another, even the best person on earth and you will be disappointed. Trust in yourself and your ego bloated like the Goodyear blimp. Trust in God and when all else fails you still have a firm foundation.

Moving forward,

Jeff Roach
www.brooketraining.com
www.pajamalearning.biz

Back to My Passion

2010-09-09T10:05:00.003-06:00

I took a break from teaching our freight broker training course while our team of fabulous instructors took over. While away I’ve been doing some freight brokering, attending some excellent training courses to hone my skills and learn a few new. I got a refresher course in freight factoring so I could offer that as one of my services.

All that to say, I missed teaching, so I will be instructing in the upcoming Dallas courses a bit. I will teach you my proven process in freight brokering. This is a great time to be in this business. No matter the state of the economy, consumption never stops so products need to be moved. Freight brokers are essential in getting the job done. So if you are ready to jump into this fast paced exciting industry or if you are a trucker who’d like to get off the road give me a call. We still have our 2 for 1 special going …pay for one to come and bring a partner along.

Or call me for consulting. I can phone consult, brainstorm and come up with solutions for your freight brokerage. Or I can come to you, review your operations and consult with you on how to take your business to the next level. An outside opinion is always helpful. I can train your freight broker agents on site in the whole process or hone in on one particular area of interest.

Give me a call let’s talk through where you are and where you’d like to be.

Moving forward,

Jeff Roach

P.S. Just got an encouraging testimonial from one of our recent graduates:

The class was very helpful and I received a lot of good information. I left with many helpful tools that will surely come in handy as we grow our brokerage business. The biggest help was the tips that were given from the instructors that work in the industry. --R.S.

New Freight Brokers on the Loose

2010-09-07T15:12:00.002-06:00

There are a handful of newly motivated freight brokers trained and ready to go. Over the summer we had some excellent students who took our live classes in Dallas and Charlotte. I am honored to work with dedicated instructors who have a contagious enthusiasm. Thank you Lance in Dallas, Susie and Ron in Charlotte. I wish all our graduates much success. Don’t hesitate to call with questions or brag on your successes. Here's what our recent grads said about the BTTS training course

I really enjoyed taking the training class. I was a bit nervous coming to the class since I am brand new to the business. But after I left the course, I now feel confident enough to tackle my first load. Thank you Lance, for being very informative and a great instructor. - Melissa L.

This class is both very informative and a lot of fun. When you attend this class, you will not only learn everything you need to know to become a freight broker agent or successfully operate a freight brokerage, you will learn many sales techniques and inside secrets and tips as well. We will be sending our agents here for training. Highly recommended. - Randall B.

Very instructive class, more than “nice” teacher, useful tools, friendly. - Filip M.

I have never worked before in the trucking field… I now am very motivated and prepared. -Pedro R.

Susie did a great job of presenting all of the information in an informative and entertaining way.
- Tom S.

…a very pleasant and open experience. The class covered all the questions and gave additional information that I feel will be most helpful. –Tonya S.

When I initially began the class on the 26th of July I was very skeptical with the pace of the class and how much I would learn by the end of five days. I was very worried that I might not achieve the goal I intended. As time went by I realized that what I wanted to learn I was learning slowly but steadily. Class is designed for anyone to be able to learn everything that they teach. At the end of the 3rd day I knew I was satisfied, 4th day I thought I could quit, that I had learned everything. It was the 5th day that I realized the extent of my satisfaction… - Mark K.

While attending Brooke Transportation Training Solutions I learned many things. I learned much of what a broker and a broker agent do in the transportation industry. The classes are personalized which makes all the information understandable. I would also add that this is the location (Charlotte) to come to because they have all the necessary resources to educate you for this business. If I had to choose a school once again, I would choose Brooke. - Marco R.

Attending the school helped me bring the idea of an organizational brokering business come together in my mind. It is still virtual but it made it easier to conceive the business. – Antonio D.

I would encourage anyone to take the Brooke transportation training Solutions course. It has helped me, as a truck driver get better ideas about the business I’m in and also to expand beyond being just a truck driver, I believe this course is overall excellent. Perfectly organized. - Jose R.

I was very excited about the class because it sounded like a good way to start off a good job in a very big and thriving industry. It was everything I expected and more. Susie was great and so were all the guys in the office. Everyone answered all of our qu4estionas and we learned so much. – Dragon R.
P.S. The Klondike Bars were awesome

This class was very informative. I feel more knowledgeable and comfortable and better prepared to go out and be successful in this line of business. I am sure there is much more that can and will be learned through trial, and error, but this was a good base start! - Tara L

This training has been very informative and productive. These tools, I believe have been in the coming. I have learned ways to approach and execute ways of the business. It has helped on both sides Carrier/broker and has helped tie up some loose ends. I understand more clearly brokerage. I will keep in touch with all. - Shawn L.

I learned so much from the class like the way instructor breaks it down so I could understand it. She gave us sample of everything we need to get started i.e. load confirmation sheets, carrier sheets and shippers invoices. Everyone she introduce you has been doing (their job) for a long time. - Kevin H.

More Meat on a Big Fish

2010-08-26T10:10:00.004-06:00

Found "a great article in USA today's ask the expert column:

By Steve Strauss for USA TODAY

Q: Do you think there is something a small business can do right now to make more money? We seem to be stuck in a rut that we can't get out of. — Sammy

A: What I would suggest is that when you go fishing, you go to an area where you are more assured of catching bigger fish.
Here is what I mean: I have a friend who sells real estate for a living. Back in the day, before the real estate market crashed, he made a great, and fairly easy, living selling small investment properties. Duplexes, four-plexes and mini malls were his specialty. He loved those sorts of properties because they were easy to sell, easy to fund, appreciated well, and offered a quick, decent commission.
But then the bottom fell out of the market and suddenly he was faced with a list of clients who were 1) stuck with properties they could not sell, and 2) not looking to expand their portfolio. As a result, his business was suddenly in real trouble.
But rather than stay stuck on a sinking ship, my friend decided to take action. He called up all of the best, most experienced real estate agents he knew and picked their brains. This was not the first down-turn in the real estate market – how had they survived similar problems in earlier times? My friend was willing to listen to all new ideas.
He received a lot of good advice, albeit some of it conflicting, but one thing an old hand in the real estate market told him made the most sense. "It takes as much effort to sell a small duplex as it does to sell a 100 unit apartment house, you know," the gentleman explained to my friend, adding, "but the large apartment complex will net you a heck of a lot more money."
Touché.
Sure deals were harder to get and close, but the point was that my friend could continue to do what he had always done and get the results he had grown accustomed to, or he could hustle for bigger deals, do just about the same amount of work, and possibly get much better results.
If he wanted to keep fishing, he needed to catch bigger fish.
And so that is what he began to do, almost immediately. He put out feelers to investors who had larger portfolios. He made presentations. He advertised in more high-end publications. And he entered into a continuing education crash course on how to sell large, multi-unit buildings.
Before long, his new ideas and hard work began to pay off. He got some new clients, and listings for two big buildings, both of which eventually sold.
My friend learned a valuable lesson – although it took a lot of time and effort to sell those buildings, it was no more than he would have spent selling two small duplexes. The essential effort was the same – getting the places ready to be shown, marketing them, showing potential buyers around, and then closing the deal. But the payoff was much, much bigger.
My friend now says he does not need to work the rest of the year, but he is going to anyway because he is so excited about the potential of his new business model.
I suggest that this is a good lesson for any small business that is struggling to make it through these tough times.
Seek out and fish for bigger fish.
Undoubtedly, there are potential customers out there in your industry who have larger budgets and bigger needs than some of your current customers. Find out who they are. Do some research, learn their needs, get some names, and prepare a presentation.
Happy fishing!

Moving forward,

Jeff Roach
www.transportationtraining.com
www.brooketraining.com
www.pajamalearning.biz

P.S. While you fish for the whopper be sure and have your back end ready. I landed a big one then had to scurry to cover all the loads. A good problem but I had to take care of it soon or I'd loose the big fish quicker than I caught it.

Carrier Cash

2010-08-18T13:57:00.002-06:00

Calling all carriers who could use some help with your cash flow. I am now offering freight factoring. 1.5% same day funding. My new division, Brooke Financial Services offers freight bill factoring. Similar to a loan from a bank, I give you the money needed today to pay your drivers, fuel and other expenses. I then wait 30 days to collect from your shipper.

Reduce the stress of money shuffling. Make your drivers happy by paying them quickly. A critical issue in any successful business is maintaining the cash flow you need to run the business efficiently while keeping all your creditors happy.

I can also teach you how to get in the freight factoring business, run a trucking company and lease you some trailers.

Give me a call and I can explain more thoroughly. I've been told I'm a funny guy, so if you need freight factoring or a good laugh give me a ring.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

214-206-1169

Freight Consulting

2010-08-13T12:56:00.001-06:00

I have learned some things along the way in the transportation industry. I continue to learn. As an educator once I learn something new I have a need to pass on to others the tips I’ve learned. So I offer consulting services.

If you own a small trucking company I can get you a great deal on freight factoring and on trailer leases. I can train you to open your own freight factoring company as well.

I also offer consulting on how to open a trucking company and
general consulting regarding the traffic industry. As you know if you follow my blog, I also have an on-line freight broker training school and a live school in five states. I work as a non-exclusive freight agent as well. I keep busy.

Besides Fuel and Drivers, I can supply almost anything to the carrier. They will get a great deal working with the top companies in the business.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Learn from Home

2010-08-12T11:16:00.000-06:00

Interested in learning a new skill or start a new business? Pajama learning may be just the ticket for the information you need. We have thousands of courses from which to choose. To take an online course you often need to go through a university or community college but not with Pajama Learning. Years back I convinced the coordinators of these online courses to let me offer them direct from my website. Many of the courses can earn you credit for a degree. Many of the courses are career training…similar to going to a trade school but you can do all your work online. Compared to the cost of a college education these career-training courses are very affordable.

Most courses are written by the facilitator of that course. My wife Janis Roach wrote the course on freight brokering. We are the instructors. So as you take the course if you need to contact the instructor, you’d be calling us. We not only facilitate the course we are in the business. We know first hand what you do as a freight broker or freight broker agent. We have probably encountered any snag possible in the business.

We recognize freight brokering may not be the right business for everyone so we decided to offer other online courses as well. New classes are added often so check back and see what else is available.

Dream a little, learn something new, stretch yourself and you will feel empowered. Success is yours for the taking.

Learn on,

Jeff Roach
www.pajamalearning.biz
www.brooketraining.com
www.transportationtraining.com

I am a Salesman

2010-07-29T15:03:00.001-06:00

I sell freight brokerage services and I sell education. Both are services in high demand. After years of being in the transportation industry I had the idea to start a freight broker and freight broker agent training program. I had been very successful and wanted to pay it forward by teaching others how to be successful in this industry. Along the way I met Gatlin, the online education Guru. I first asked him if he would work with me to turn our live course into an online course to be marketed through his system. He said yes and we wrote the online course (actually my wife spent a year of her life writing the online version of our course). His courses are all marketed through universities across the country. I asked if I could have a website to market all his courses directly to interested students. He said yes again. Our online freight broker courses is one of his top sellers along with medical billing. Thus the birth of PajamaLearning.biz – the elearning center.

A few years ago Ed2Go bought Gatlin and built on their excellent system and reputation.

ed2go is the industry leader in online learning for adults. They provide the highest-quality online continuing education courses that are affordable and easy to use through a network of over 1,800 top colleges and universities and at Pajamalearning .biz.

The variety of courses is impressive. Some courses get you credit toward a higher degree and some (like mine) are direct career training. Anyone can take a course through pajama learning whether you are working on a degree, want a new career, want to learn something to further your career or you simply want to learn something new. Most courses are taught by the guy that wrote the course. The instructors are available for questions and discussion. I enjoy conversing with our students. Learners have the most creative minds. Learning is never wasted. Peruse our courses and see what you’d enjoy learning.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

Website Musts

2010-07-29T10:24:00.001-06:00

Used to be, I thought producing a website for my business was a once in a while thing. Kind of like a brochure. You spend a lot of time producing a brochure, print a million copies and pass those puppies out to everyone. You make a new brochure when you run out of the old one. I looked at my website in the old days as an online brochure of my services. Now I see my website as a continually changing thing, linked to lots of other helpful information. We make changes to our website many times a month. That is one of the beauties of being online, it is much more dynamic than the printed world. So I continually look for information on how to keep my website and social media at the top of the game. I recently read this blog that talks about must features. Since many of my graduates go on to start their own freight brokerage they are going to need a website. Read through these tips from ten golden rules blog and refer to this blog for more ideas.

After you have your brilliant idea and are bringing it to the web, there are some critical factors that your website must feature to help you, the search engines and the visitors.

1) Analytics Tracking – It doesn’t matter if you have Google Analytics, Omniture or any other tracking tool. You want to understand where your visitors are coming from, and what actions they are taking when they are on your website.

2) HTML Site Map – This is an HTML page that simply lists all the pages on your website. This helps the search engines know about all of the pages on your site including the URLs that may not be discovered when the bots spider your site.

3) Keyword Research – Make sure you are adding the words people are searching for on the correct pages of your website. Keyword research will help you understand what search phrases are likely to bring the visitors who will take action on your website.

4) Test multiple browsers – Not all visitors will be using one browser. Make sure your website is seen how you want it to in all browsers possible.

5) Monitor errors – Run spider simulators on your website. This will tell you what information is wrong, what links are broken, and notify you of any issues the search engines may have.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Slow Down

2010-07-21T09:33:00.002-06:00

We live in a rushed world. Quickly learned is quickly forgotten. Learn to be a freight broker in a classroom in a week…or take your time learning on line. Sounds quick but the key is to taking the time to really internalize the teaching. We stick with our students way after the course to support them in the set up of their new venture. All our courses teach you all you need to know to be a freight broker but as in anything in life, you get out of it what you put into it. And the sooner you start practicing what you learn the better you’ll succeed. It is like swimming. My niece is an incredible swimmer. One summer when she was about 7 I challenged her to a race across the pool. I thought, “I’m twice as long as this skinny little girl, I’ll beat her easily… yeah right, she beat me easily. Well she learned to swim in swimming lessons…but she became a champ on swim team by doing what she learned for hours every day and honing her strokes. Same with freight brokering. Learn how to do it in class then get out there, hone your skills and keep at it… you will succeed.

I see too many come into this wanting to find the short cut. I tell all my students to save 6 months worth of living expenses before you embark on this career. Give yourself time to build the business before you start making good money.

When you dig down into just about any “get rich story” you’ll find that the rich guy put in a lot of time finding his niche, building his empire and growing a support team before they found wealth.

I recently received an email from a student rushing through our online course. He didn’t think he was rushing but he was, he was anxious to become a broker. Here is my advice to him:

John (not his real name),

My goal is to get you working as a successful freight broker agent.

I will tell you the truth, based on my experiences both good and bad. I will do what is best for you. (You Are My Customer).

That's how you treat your customers. You have to find a way to give more than you take.

Before you can succeed you have to know all you can inside and out about this business. Have you memorized all of the procedures of accounts payable, claims, accounts receivable, collections, sales, advertising, computers and phone systems, carrier relations, dispatching, prospect development, IT, Home office, legal entities, and creative marketing? Do you know how to work in the information age?

My girls tell me Artist are the Smartest and Readers are Leaders. I agree. Slow Down.

To get you working with a company as a Freight Broker Agent, you have to know your stuff.

You, as my student, have to get after it or these big brokers will not recruit from me anymore. LOL. Memorize that course on-line and do your part my friend.

Keep at it for six months. You are going too fast. I have that same problem myself. I get going fast, I want quick turn around from every one and everything.

Go get em! This is going to be a good year. Anyone working with me, please realize I have refused to take part in the recession. We have a choice; I have chosen not to
participate with the economic crybabies. I choose to use my abilities. God says if he gives talents to you and you don't use them then shame on you. We all got em. I promise.

Believe me, If I can do this, so can you. I am a little crazy, have ADHD and didn't graduate from high school. I own an on-line school and a live school and a freight broker agency.... GO FIGURE?

I did graduate from Abilene Christian University a few years later. I am telling you it weren't easy, I kept taking the same old algebra class until I memorized it. It took four times. If I'm lying, I'm dying. That's how I met my bride, Janis. She was my beautiful tutor in college. No wonder it took me seven years to get out. She was a great tutor but her looks were a bit distracting. LOL

Anyway, you are going to be fine. I appreciate your awesome attitude. So will the brokers I introduce to you.

Between your experience and our course – you’re going to be great in this industry. You will also learn about dispatching, how to run the back office of a brokerage,
Claims management, Legal issues. I assure you we only allow the best brokers to recruit agents from Brooke Transportation Training courses. I swear to them that I am going to give them serious agents. So my job is to make sure each one of my customers/students are really ready to succeed, make me proud and be an incredible addition to the freight brokerages that bring them on board.

I’m an agent for a large trucking company myself. I know what it takes because I live it every day.

God Bless you and your family.

Best Regards,

JR

Follow me on Facebook, twitter and MySpace
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Need loads?

2010-07-08T13:30:00.001-06:00

We’ve been working hard adding new features to our website. We’ve added an “available loads link”. Log on everyday to find loads that need to be moved.

Plus I am looking for hard working owner operators that want dedicated freight out of the midwest to Florida. If you are based out of the southeast or have customers there call me NOW: 817-897-0681. I would like to qualify you for a huge special project.

The great thing about transporting goods. No matter the state of the economy people need stuff. Companies need to get that stuff from their manufacturing plant to the distribution centers and to the stores or showrooms. That is where a freight broker comes in to save the day.

Gotta get back to work.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Get Caught Doing Good

2010-07-06T07:44:00.001-06:00

Do you believe what goes around comes around…you get what you give…you reap what you sow… I sure do and see evidence of that all around.

Something else I’ve come to know as truth is: the greatest things in life get handed to you when you are minding your own business doing something worthwhile.

Attitude is everything
Perseverance is a close second
Focus on progress not perfection.
Just show up for work and be grateful for the opportunity of each day.

If you are not working, then volunteer somewhere that you would work if money weren’t a factor.
I know an industrious guy named Ed who is in his 70's. He became “Head of Volunteers of America” after working with gusto in a volunteer position. He volunteers somewhere and the next time I talk with him, he has a great job there....

I found my oldest daughter while shoveling hay. I was volunteering in a barn at Christ Haven Children's Home. Working just as hard as me was a clever blond 8 year old named Brandi. While working she was telling me how she had lost her foster parents and was really sad. Well, that jerked at my heart a bit. This little girl had been in the children’s home most all of her life. We decided to be her “mentor” family but became much more than that. She is my special pride and joy. She is 20 years now and just gave me my first grand baby.

She sells insurance. She is a great sales person. Not because of some training or having me as a father. She is great in sales because she knows people everywhere we go. She has a great attitude. She is beautiful both inside and out and loves people. People just know she is out for their best interest. Brandi would never do a deal with anyone unless it was good for them

In this day and time, in any business, especially a service business we have to realize that not all people in the company have sales titles but all have a part in the sales process. A salesman might secure the account but anyone can lose a customer. Remember they are called customers for a reason. They need a service that we provide. They pay our bills and make our stock go up. Every moment with the customer by anyone is a moment of truth. Do we value this relationship enough to treat them the way we want to be treated? Have you walked out of the store when they had the product you wanted but the service and communication was horrible? I sure have.

In the world of selling, the best listeners make the best sales people. Remember to be
sincere in your interest. There is nothing more valuable to someone else's self-esteem than a sincere compliment and nothing more hurtful than false flattery. Say what you mean and mean what you say. Honesty matters.

Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

become my friend on Facebook, follow my tweets and hear my daughter sing on myspace

What I learned

2010-06-28T13:27:00.000-06:00

This week I spent the week in the Midwest. I got trained instead of training others. I will begin working with a company I worked with 17 years ago when my baby Amanda was born. Brooke Training will continue on as always.

Here are a few things I learned this week:

The government is passing laws intending to make roads safer what those laws actually do is cost all of us more money for the products we buy.

Truck drivers are in high demand, capacity is as tight as ever but I still managed to bring some freight on because of my relationship with a great guy who does business the way we teach at Brooke Transportation Training Systems, with honesty and communication.

I am amazed at the technology being used. Bill Gates said in the book THE ROAD AHEAD,"THOSE THAT HAVE THE INFORMATION PEOPLE WANT AND THOSE THAT CAN GET IT TO THE PEOPLE WILL BE THE ONES THAT CREATE WEALTH IN THE FUTURE. Well the future is here. Getting out information is why I started blogging.

The company I am working with now has gone green primarily by going paperless and has won many awards for it. It is amazing.

Zig Ziglar says, “you can have everything in life you want if you will just help enough other people get what they want. The company I spent the last week with does just that.

Never stop learning. I am humbled by how much I can learn even after 20 plus years in the business. I am impressed with those
corporate warriors who don't just talk about hard work but do it.

I was told by the CEO...

1. Make sure you enjoy going to work every day
2. Make sure you enjoy coming home.

Think about that....He brought me in his office and after 15 plus years that was his advice and he assured me that he was there to help me achieve my goals. How awesome. I feel like I went home.

Don't be scared to go get business and find your carriers. Always remember somebody is moving that freight. Might as well be you....or me...LOL.

Also take some time to get to know your shippers and your carriers. Educate and be an advocate for both. The future is what you make it and I am happy to say that I am excited about
helping people who want to get in this industry or are already in this industry.

Midwest folks are down to earth hard working people. It was an honor to spend a week with them....
It was wonderful to see some old friends from 17 years ago. The people are kind, wise and really are the smartest guys in the business.

Moving forward,
Jeff Roach
www.brooketraining.com
www.pajamalearning.biz
www.transportationtraining.com

Be Indispensable

2010-06-22T07:28:00.001-06:00

Just read this article by Mitchell York of About.com where he reviewed Seth Godin’s take on How Entrepreneurs Can be Indispensable. I love that idea. I don’t want to be a go to guy in emergencies, I want to be an integral part of my customer’s business. I’m gonna work extra hard on every load to make sure I get the job done right. Here are some excerpts. To read the whole article and for more info on Seth and Mitchell go to:

http://entrepreneurs.about.com/od/interviews/a/An-Interview-with-Seth-Godin-on-Being-Indispensable.htm

Seth Godin is the best-selling author of books on marketing. He writes the most-read marketing blog on the Internet at SethGodin.com.

His new book, Linchpin: Are You Indispensable? lays out the problem of work and entrepreneurship in the 21st century, and what we can do about it.

The problem: people are frustrated and angry because of how the Internet has changed the world. We grew up being compliant, cogs in a vast system that rewards people for doing what they're told, Seth says. That "we" includes corporate managers, laborers and business owners. It was easy to satisfy the RFP, to be dependable as a service provider. But because of the Internet and its leveling effect on competition, "we now know what exceptional looks like" in a worldwide marketplace. "The only people we are going to pay extra to are people who don't follow instructions, but who make up instructions; who don't just do what they are told but who do art, and change the game."

Many people, whether employees or business owners, have trouble with change because it's scary. We are all really busy, but shy away from the "emotional labor" that allows us to be truly productive. We troubleshoot, react to hundreds of daily emails, and let events control our calendars. Our high level of activity feels good at some level, but it's really a darker force at work, what Seth calls "the resistance" -- the fear that emanates from deep inside our brain and keeps us from taking the risk of thinking bigger.

The solution: Learn how to be a game-changer, a linchpin. Take 15 minutes to get the concepts down, then read the book. Then give it to all your customers and employees.

Now that gives me something to think about.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

Facebook Fans

2010-06-17T09:09:00.002-06:00

I have been very busy working in this dynamic business of transportation. To keep in better touch with clients, students, friends and associates I have started dabbling with the social media. Check out BTTS facebook page, become a friend and stay in the know.

I'll post about class opportunities as well as what I've been busy with of late. We are in the process of putting available loads up on our site along with an email sign up.

Sign up for our email and we'll send you opportunities and inspiration as well as educational updates to the BTTS training course.

If you've not taken our course take a moment and read some of the testimonials on our website. We have live classes monthly, a online course through pajama learning to start at any time as well as customized training and coaching.

I've truly enjoyed working in the freight broker industry for 3 decades (does that date me?) I've learned alot along the way. The best way I know to show my gratitude is to give back by helping those new to this exciting industry.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

How to Select a Freight Broker

2010-05-19T08:24:00.000-06:00

Hallelujah, you just landed a big client that will double your manufacturing output. But your current freight provider can’t handle the extra loads. What do you do? Several freight brokers have called you in the past but you don’t know anything about them or how they operate.

Why consider a freight broker in the first place? They don’t own their own trucks so what are the benefits?

Because covering loads for their clients and managing shipments from pick-up to delivery are a freight brokers’ number one full time job. That’s all they do. So they are experts: experts on routing, experts on lane rates, experts on areas and regions of the country, experts on the intricacies of shipping different types of commodities and on different types of equipment. Unlike an actual trucking company who only has access to their own trucks, freight brokers have access to thousands of carriers and trucks. It is a freight broker’s job to know where there are available trucks. This is extremely helpful in getting short notice spot freight picked up on time. Freight brokerages typically carry additional cargo insurance that will help protect your loads should there be a claim.

Now, how to do you select the right one that fits your business?

Conduct the same type of due diligence you would with any other vendor. No matter how great a sales job you did, if you don’t deliver the product you have an unhappy customer. You can’t trust the load with just anybody. Unfortunately there are some unsavory and unethical freight brokers out there, and even worse…there are scam artists that will take your load, send you a bill, find a truck and run off with the money never paying the hardworking driver that delivered the freight. Your left holding the bag.

Here’s how to conduct that due diligence to ensure you select the best freight broker.

1. Check any freight broker’s authority documents and bond and make sure that the names and address on all documents match. If they don’t match it may be a scam.

2. Ask them about, and check their experience and reputation. How long have they been in business? Are they truly that expert you need or are they new to the game? Do they have any specializations? Are they members of industry associations, or have they won any awards for service?

3. Ask them about their size, as it does make a difference. The bigger they are the more they’ve already proven themselves to be trustworthy AND they have access to many more available trucks.

4. Ask them about their financial stability. Ask them what their credit worthiness ratings are and make sure to ask them how they pay the carriers they work with. Do they pay carriers fast or do they wait for you to pay your bill first? If they aren’t paying the trucks fast it’s a red flag.

5. Ask and investigate their attitude towards ethics and integrity. Will they always do the right thing? How do they treat the hard working drivers?

6. Ask them about their operations. Do they offer a single point of contact or are you left with dealing with “whoever” answers the phone? Do they have operations open 24 hours a day including weekends and holidays? Lastly do they have robust technology to aid in the tracking and managing of the freight as it’s on the road?

7. Most importantly ask your freight broker how they communicate. Are you left wondering what’s going on with your freight or are they keeping you updated every step of the way? Lack of communication and information indicates a freight broker really isn’t managing your shipment.

Moving forward,

Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz

What Age is Old?

2010-05-12T08:21:00.001-06:00

This story was sent to me by a former student of Brooke Training who has become a great friend as well. My desire is to not only teach the skills needed to succeed in the transportation industry but also inspire others to live everyday as a gift, just like Rose:

My Name is Rose

The first day of school our professor introduced himself and challenged us to get to know someone we didn't already know. I stood up to look around when a gentle hand touched my shoulder.

I turned around to find a wrinkled, little old lady beaming up at me with a smile that lit up her entire being .

She said, 'Hi handsome My name is Rose. I'm eighty-seven years old. Can I give you a hug?'

I laughed and enthusiastically responded, 'Of course you may!' and she gave me a giant squeeze.

'Why are you in college at such a young, innocent age?' I asked.

She jokingly replied, 'I'm here to meet a rich husband, get married, and have a couple of kids...'

'No seriously,' I asked. I was curious what may have motivated her to be taking on this challenge at her age..

'I always dreamed of having a college education and now I'm getting one!' she told me.

After class we walked to the student union building and shared a chocolate milkshake.

We became instant friends. Every day for the next three months we would leave class together and talk nonstop. I was always mesmerized listening to this 'time machine' as she shared her wisdom and experience with me.

Over the course of the year, Rose became a campus icon and she easily made friends wherever she went. She loved to dress up and she reveled in the attention bestowed upon her from the other students. She was living it up

At the end of the semester we invited Rose to speak at our football banquet. I'll never forget what she taught us. She was introduced and stepped up to the podium.. As she began to deliver her prepared speech, she dropped her three by five cards on the floor..
Frustrated and a little embarrassed she leaned into the microphone and simply said, 'I'm sorry I'm so jittery. I gave up beer for Lent and this whiskey is killing me! I'll never get my speech back in order so let me just tell you what I know.'

As we laughed she cleared her throat and began, ' We do not stop playing because we are old; we grow old because we stop playing.

There are only four secrets to staying young, being happy, and achieving success. You have to laugh and find humor every day. You've got to have a dream. When you lose your dreams, you die.

We have so many people walking around who are dead and don't even know it!

There is a huge difference between growing older and growing up.

If you are nineteen years old and lie in bed for one full year and don't do one productive thing, you will turn twenty years old.. If I am eighty-seven years old and stay in bed for a year and never do anything I will turn eighty-eight.

Anybody! Can grow older. That doesn't take any talent or ability. The idea is to grow up by always finding opportunity in change. Have no regrets.

The elderly usually don't have regrets for what we did, but rather for things we did not do. The only people who fear death are those with regrets.'

She concluded her speech by courageously singing 'The Rose..'

She challenged each of us to study the lyrics and live them out in our daily lives. At the year's end Rose finished the college degree she had begun all those years ago.

One week after graduation Rose died peacefully in her sleep.

Over two thousand college students attended her funeral in tribute to the wonderful woman who taught by example that it's never too late to be all you can possibly be.

REMEMBER, GROWING OLDER IS MANDATORY. GROWING UP IS OPTIONAL. We make a Living by what we get. We make a Life by what we give.

God promises a safe landing, not a calm passage. If God brings you to it, He will bring you through it.

Moving forward,
Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

The Grads Tell all

2010-04-27T12:59:00.002-06:00

I just received a bunch of comments from the latest group of soon to be freight brokers who took our basic course. I appreciate all our instructors who month after month do an excellent job imparting lots of invaluable knowledge to our students. I have the privledge of talking with many who call in to enroll in our course. I am confidant when I talk with them that they will get much out of the course because of all the graduates comments like these.

Testimonials 4/2010

Great learning environment. Very in depth on load boards and their functions. I feel very comfortable with all the sales techniques. This class will help me and everyone else who takes the class succeed in the future. E. Villarreal

Learned a lot about the freight broker business in a short few days. N. Tran

Great training source for would be broker agents with no previous experience. – V. Marquez

Enjoyed the class that teaches you so much. Really got down to the nuts and bolts of how this business operates. Jeff was really able to answer all our questions. He went out of his way to teach us as much as possible. S. Magallones

Plenty of useful information for anyone to succeed in this industry.
Class was very informative and easily comprehensible
Great job Jeff.
Thank you for all the info. – Tyler P.

I learned a lot of detail about freight being moved and what a freight broker does. I didn’t think I would learn that much. I believe this training will help me succeed in this field. Natalie P.-V

Join us for a live course or online.

Moving forward

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Hard Working Freight Broker

2010-04-12T09:29:00.001-06:00

In an up market, making money is easy. In a down time you have to work harder. You have to manage - not get managed. A broker is like a quarterback - He or She is in charge while doing business. You better know the play-book and how it works. That's what we teach at Brooke Transportation Training.

Transportation management is critical to the shipper. As a broker, you must manage risk and manage cost while providing quality service and communication. Those are the elements that make you invaluable to your customer.

The freight broker is also critical to the carrier/ owner operator because you can find them residual freight that pays well enough for them to make a profit.

The Guy at the top of the billion dollar companies cares about his people, planning and the numbers on his profit and loss as well as balance sheet. Help him any way you can by keeping his people happy and working the numbers for profitability.

The goal is to get everyone educated, build solid relationships based on trust and communication. Bring character back into this industry, not characters.

Come and Get Some Education then educate your carriers and shippers. This is a very serious situation. This industry is thirsty for respect. We must stop the bleeding and get to work making things equitable to the shipper, the carrier/owner operator and to the freight brokers/agents. Let's lead the way by how we do business.

Plus, to all the new people in this industry - integrity is an advantage. Just learn and do business the right way. You will find great carriers and great shippers.

Just keep on working. Faith enables and Fear disables.

I have faith that everything will be fine.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Tough Times for Brokers

2010-04-09T08:50:00.000-06:00

I read an article by Rip Watson about the high bankruptcy rate among freight brokers in Transport Topics. I try to focus on positives not negatives but the reality is that the economy has been tough on most entrepreneurs. I truly believe greatness can arise out of tough times. A while back I blogged about how many incredibly successful businesses were birthed during the Great Depression. What we’ve been going through is nothing compared to then.

I imagine most freight brokers would have had a fighting chance had they gone through my course. I’m not being boastful I’m just looking at successful brokers. When my instructors aren’t instructors they are brokers and they are doing well. Very well. This is why training is so important. This is why the military trains every day for a mission.

The more you learn the more you earn. I have consulted with brokers who are putting out unreal numbers and I can honestly say they have happy customers and happy carriers. I was amazed at the gross margin numbers every day.

I believe in any market place - The guy who knows the most, who is the most informed and the most connected to the industry will be the last business standing. Standing pretty tall I may add.

Learn to negotiate. The good news is we can learn anything. If you don't like where you are in life, change it. Change starts in your brain. What you put in your brain everyday affects your actions. After you fill your brain with great stuff …Take action.

My online course is in 2300 schools and universities and my freight broker / agent course is in 4 states and is more important to you now than ever. Our training teaches a proven process towards success for a broker. Our course is filled with motivation. And in our course you’ll meet others that will help spur you on.

More on Monday.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Feeling Maudy?

2010-04-01T15:58:00.000-06:00

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
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Tapping into Grant Money

2010-03-26T12:41:00.000-06:00

In an effort to get people back to work a lot of new government programs have been developed. There is grant money available for career training. Many of our students are able to take advantage of such programs to pay for their freight broker training. We do not get the grants for our students but we have been paid with grant money. So if you are thinking about training to become a freight broker or another career option available through pajamalearning.biz do a little research on the availability of grant money for education. Do an online search. Many churches now have jobs ministries like H.O.P. E. (helping others procure employment) that help individuals find the money for training as well as give help with interviewing skills, resume writing and more.

As you work to prepare for work consider a combination of online as well as live learning. In our school students often take our live courses for two weeks then take the online course for 6 months. The combo gives you a very solid education in the transportation industry and freight brokering.
.
Being a freight broker is similar to being in real estate or insurance. You are your own boss. You can choose to go it alone or you can work as an agent for an established freight broker. Just like an insurance agent might be independent or work under State Farm. Owning a brokerage and bringing on agents makes a lot of sense and is how brokers are seeing explosive growth. These agents create AR. Your fixed cost as a broker are minimal. And the pay is 100% commission.

Entrepreneurs do great as freight brokers agent. The costs to start up are a lot less than a franchise but as an agent you have the support of a freight broker.

Give us a call if you have any questions.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Be a DaVinci

2010-03-23T07:31:00.001-06:00

Leonardo DaVinci was an incredibly imaginative artist, creator, and inventor. He had a personality blend that exists in only 10% of the population. When you look through lists of wildly successful entrepreneurs you find this same personality merging. I found this personality test on the Internet that determines if a person has this innate style. Take a minute to take the 10-question test. Order the book if you’d like. I have no tie to Garret LoPorto, the author of the Davinci Method, I just relate to much of the personality he outlines.

I have seen all types of personalities come through our freight broker training. We teach a method that anyone can use to develop a successful career as a freight broker entrepreneur. The most successful have many of these DaVinci personality traits.

Anyone can play it safe through life but I find excitement is found when you reach beyond yourself and try things that cause you some fear.

We’d love to see you in class soon or online. Freight Brokering is an exciting fast passed career full of challenges and rewards. Our instructors not only teach you the hows but also are great at inspiring students to push themselves to success.

Moving forward,

Jeff Roach

Live course: www.brooketraining.com
Online course: www.justintimefreight.com

P.S. Take advantage of the TWO for ONE tax time special now through the end of April. With every paid student, one gets in free. Bring your partner, spouse or friend.

Learn Freight Brokering Special

2010-03-17T04:57:00.001-06:00

Tax time special: Two for One!!

Get trained to succeed as a freight broker and bring someone along for free. As a tax time incentive we are offering our excellent live freight broker course at two for the price of one. Come and bring your partner, wife or another to any of our locations in this month and April to learn our proven method for becoming a successful freight broker both for the cost of one. Here our the dates and locations of our upcoming courses

March 22-26 (Dallas/Ft. Worth)

April 12-16 (Jacksonville, FL)
April 19-23 (Dallas/Ft. Worth)
April 19-23 (Ontario, CA)

Call today to sign up (214) 206-1169 or go online to www.transportationtraining.com

No matter the state of the economy there is a need for freight brokers to get products transported from manufacturers to the end user market. Learn how to succeed in this fast paced and interesting world of freight.

Moving forward,

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

I want to be a goat farmer

2010-03-08T13:39:00.002-06:00

What do you know about how other people spend their day? Mitchell York gives us great insight into the agricultural experience. I want to be a goat farmer how about you? Mitchell's article give great insight into this "free spirited" life.

By Mitchell York, About.com Guide to Entrepreneurs

These Entrepreneurs Move their Own Cheese
Saturday February 27, 2010

Emily and Michael

I first met Emily Sunderman when we both worked at CMP Media, a publishing company on Long Island, in the 1990s. She was a business analyst and a great person. We both moved on and I hadn't heard of her again until I stumbled upon her online. Wouldn't you know it, she and her husband, Michael Lee, are entrepreneurs. Their cheese-making business, Twig Farm, is based in Cornwall, Vermont. We reconnected and she and Michael were gracious enough to take time away from the goats to answer some questions about their entrepreneurial journey. I told Emily before she answered these questions that, looking at her website, I wanted to be a cheese farmer in Vermont just like her! After our interview, that fantasy hasn't changed. Thanks Emily and Michael, and continued success!

What has been your greatest success as entrepreneurs? And your biggest failure?

Biggest failure first. We tried raising buck kids for the Easter market this Spring--hundreds of hours of labor, lots of purchased feed, and we lost our shirts at the livestock auction. Live and learn. Greatest success is we make a good product that we're proud of and that people need, or at least want, very much.

What advice do you have for would be executive-to-farmer entrepreneurs?

Animals don't take weekends, holidays, or two weeks paid vacation. There aren't very many people who want to work Christmas so you can drive to Auntie's.

When I went to your website, my reaction was, "I wish I was a goat cheese farmer!" It looks so idyllic. What's it really like to be in the cheese-making business in Vermont?

It's a lot of fun doing one shitty job after another-sort of a definition of farming. If you know that to begin with, it makes it all a lot easier. Specifically to the cheese-making side of things, we're part of a friendly community that rarely sees one another. We make a ridiculously small quantity of cheese, and have gotten very good at saying, "We don't have any more cheese to sell you" in lots of very gentle ways.

Why did you get into this business, and what were your goals when you started in 2005?

I don't remember.

How have your outlook and goals evolved since then?

We have a goal to take a family vacation next year.

What's a typical day like?
Michael gets up at 4:45 to set up to milk the goats. By around 5:15 he gone out-this time of year wearing a headlamp as it is dark-to find the goats in the pasture and lead them to the milking parlor. Milking and cleaning up are complete by around 7:30 and then Michael gets the milk into the cheese vat to start warming up. We have breakfast together around 8:00 then chase down shoes for our toddler. Michael drives our three year old son Carter to day care and Emily starts email and telecommuting at her job as a web traffic analyst. The cheese is usually ready to stir when Michael gets back from daycare drop-off and the cheese made is usually in the molds by lunch time. We generally have cheese sandwiches together at noon. After lunch Emily goes back to web traffic and Michael moves fences for the next pasture rotation or some other regular farm chore. Michael sets up milk around 3:30 and is done with afternoon milking and clean up around 5:45. Emily goes to pick up Carter from daycare at 5 and is back around 5:45 and we cook dinner and play at being pirates or firefighters. After dinner the cheese is usually ready to move to the brining process in our walk-in cooler, so Michael moves the process along. We take turns putting Carter to bed, and then read the New Yorker and do email before turning in for the night.

Has the larger economy (oil prices, feed prices etc) affected your business and if so how have you adjusted your strategy?

Yes-feed has doubled in price since we started four years ago. We've raised our prices a little and are now buying milk from other farms as well so we can make bigger batches of cheese.

What do you love most about your business?

No boss!

What do you like least about your business, or hate most, if you feel that way?

It is no fun when an animal gets sick and neither we nor the vet can make them better.

Michael does cheese-making, Emily does marketing and web support. Who does everything else? Do you two do it all?

Emily looks after the bookkeeping and marketing. We have a high school student that helps us on Sunday mornings with packaging cheese for shipment. We also have help with milking on Saturday mornings when Michael sells cheese at farmer's market and on Sunday afternoons so we can have family time. Michael takes care of the animals and makes and ages the cheese, and everything else.

Moving forward,

Jeff Roach
www.brooketraining.com
www.freightbrokertraining.com (see our new look!)
www.pajamalearning.biz

Freight Broker Class in Session

2010-02-22T13:28:00.000-06:00

Drake Silver is the main instructor for our live freight broker training class this week in Dallas. We are privileged to have him. Here’s a bit of his resume:

Drake Sliver, instructor of the Freight Broker Training course in Dallas, has had trucking and transportation in his sights since the age of 3 years old when his family first moved to Dayton, Ohio. The moving truck, with all of the gear shifts, gauges and sounds, held a great deal of intrigue. Eighteen years later, it would be Drake, with chauffeur’s license in hand who would pilot tractor-trailers locally and coast to coast. Some 35 years later, his transportation experience would encompass driving, dispatching, freight brokerage, VP of Fleet Maintenance, Logistics Manager, fleet owner, President/CEO and head of several brokerage start-ups and agent programs.

He has always used means and methods to reduce cost, increase efficiency while increasing revenues. Motivation, mentoring and teaching others sales and business development are a natural fit for him, As a manager and recruiter of agent prospects, he has taken fledgling companies to prosperity using his skills to develop agents networks producing over $20 million in revenues annually.

He openly shares information and processes with those individuals and companies who need guidance in developing their business, and also believes that coaching people in their personal lives that tie so closely with their business lives. Individuals who work in the transportation field know that work and personal life are a delicate balance because of the 24/7 nature of the business.
Drake believes in encouraging people to be the best that they can be bother personally and professionally.

An avid photographer and film preservationist, Drake also spends free time golfing, mountain biking and hiking.

Students enjoy learning from a pro. Be sure to ask him lots of questions and make the most of this opportunity to gleen from the best.

Moving forward,

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

Thanks Graduates

2010-01-27T16:31:00.002-06:00

Here's what a few of our recent graduates from our Charlotte, North Carolina class had to say about their experience at Brooke Transportation Training Solutions:

Instruction here is straightforward and easy to comprehend. I like the personalized atmosphere, which made it possible to take the time to think of any questions or problems, that you want to have explained. Also this course includes motivational factors which leave you felling like you are ready to take on the competition and become successful in this field. Doug Reel

Prior to taking this class I had very little to no knowledge of trucking. I didn’t even know what a freight broker was or what they did. My eyes have been opened to a whole new world of logistics. I left the class very enthusiastic and armed with a wealth of information to get started. Ephriam Martin

The class was taught with a style that was easy to understand and follow. The content given was enlightening and very informal. I recommend this class to anyone who is interested in becoming a freight broker or freight agent, you will not be disappointed. Wayne Dawson

Very enlightening. Both the material and discussion helped to broaden my knowledge of the freight and transportation industry in the United States. Becoming a freight broker entrepreneur is no easy task and all the information one can collect will never be of any waste. Our co-coordinator was very knowledgeable and well prepared to give and answer all our questions. We all gained an extended family not just business education. Idonuagbe O Akugun

Thank you. I now understand the link between Shipper-Broker-Carrier. This will enable me to enhances my trucking business and get my brokerage business of and running with a great deal of confidence. The course is worth every penny and I would recommend this course to my associates. Ephriam Martin, Jr.

The class was great. Very informative and helpful. Thank you very much. Stephen Bird.

What a great group. thanks to the excellent teaching of Ron and Susie Moore!

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Is Freight Brokering for You?

2010-01-27T16:27:00.002-06:00

Here’s a great article addressing the challenges of being your own boss I found on one of my favorite sites for great articles: About.com

When you start out as an agent of another freight brokerage you minimize some of the pitfalls to starting your own business.

Do You Have What It Takes to Be an Entrepreneur?

By Mitchell York, About.com Guide

Despite the difficult economy -- and in many ways because of it -- entrepreneurship in America is alive and well. Take a look around you, on Main Street and on the Web. Even when unemployment is high and consumer confidence is low, there are new businesses opening as fast as others are closing. Many of them are being launched by people who lost their jobs and either didn't want to, or could not, find another.

If you're thinking of taking the entrepreneurial plunge, it's important to know to what it takes to be successful before you make what could be the biggest financial and emotional commitment of your life. Here are five ways to know if entrepreneurship may be right for you.

Are You Running Away from a Problem or Running Toward a Vision?

Some people feel they have no choice but to start a business when all they really want is to find a good job. A few of these so-called "forced entrepreneurs" may come up with the next big thing, but many don't have the heart to be in a business for the long run. So do some soul-searching and figure out if you're running toward a defining vision of your future as a business owner, or away from a problem. And if all you really want is a great job, you can learn how to find one much more easily than you can find success as an entrepreneur.

Do You Have Support?

Hillary Clinton was right. It takes a village -- not just to raise a child, but to start a business. Before you start a business, you need to have a strong support network in place. It starts with your family. If your spouse/partner and children aren't fully behind your idea, you have more work to do. If you can't "make the sale" to them, how are you going to convince customers to buy from you, partners to do business with you, a supply chain to give you credit, and a bank to give you financing? Entrepreneurship starts at home.

Do You Have Deep Reserves?

Convention wisdom says you should have 6-12 months of living expenses in the bank to live on until your business becomes cash flow positive. That is not nearly enough. I advocate having five years of capital saved. That sounds like a lot…and it is. But most business failures happen because the owner runs out of cash, just at the time when in another few months they may have seen daylight. So have as much of a bankroll as you can to allow for unforeseen contingencies.

Do You Have Good Entrepreneur Role Models?

When you were a kid playing in Little League, what major leaguer's batting stance did you imitate? Children always look for cues for modeling their behavior. Smart adults do, too. Look around your circle of family and friends for successful entrepreneurs and figure out what makes them tick. Do you have the same stuff? If not, can you get it? If you don't know anyone personally who you can study, hit the library bookshelf and study up on people like Ray Kroc (founder of McDonald's), Donald Trump, Walt Disney, Oprah Winfrey, Bill Gates, Mary Kay, Howard Schultz (founder of Starbuck's) and Michael Dell. Read their memoirs and biographies about them and understand the commonalities of all the greats.

Do You Have the Key Skills of Entrepreneurship?

There are hundreds of things you need to know how to do to be a successful entrepreneur, but the most important ones are these:
High Risk Tolerance: You have to be able to stare into the abyss of entrepreneurial uncertainty and not falter.

Excellent Salesmanship: You absolutely have to have at least a little Steve Ballmer in you to be successful as an entrepreneur. You may have the greatest invention in the world, but if you can't communicate its importance to a variety of constituencies (customers, employees, suppliers, lenders), you're not going to succeed.

An Independent Temperament: Entrepreneurs consistently go against the tide. They start companies when others are retrenching; they don't care about being rejected time and time again; and they trust their gut.

Great Negotiating Ability: If you negotiate well for everything from a store lease to contracting services to website design, you'll realize that every dollar saved keeps your business in business through the peaks and valleys of cash flow.

Emotional Intelligence: This is a term coined by behaviorist and author Daniel Goleman. "EI," as it's often referred to, is a set of skills that allows you to understand and influence the behavior of yourself and others. Being able to listen, reason with and persuade is different from being a good negotiator but just as important.

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

My First Load

2010-01-23T07:06:00.003-06:00

Here's a blog I posted a few years back. It's my story of my first load.

We had just had our first baby girl. Amanda Brooke Roach. She was a gift from god. I had just quit my 50k a year sales job and opened my own freight broker agency. I had a mentor that told me that if I would work for him for six months he would teach me everything I needed to know about opening my own brokerage. We were living in my parents’ garage while saving money for our first house so to say money was tight is an understatement. If it took .50 cents to get around the world I could not get out of sight - I mean I was broke.

So off I went to the west cost/ El Paso. That is where my mentor had his brokerage. He showed me his operation and then sent me home on a 30% commission deal. That means I would make 30% of any money I made while working as an agent for Orion. His brokerage.

I always could sell - can't explain it but selling was natural for me. I was the kid in school that won every contest for selling stuff for fundraisers. I am not a good athlete so that was my way of telling everyone in school - lookout here comes the best selling kid in elementary school. Well you can imagine how far that got me with the ladies back then.

Anyway - he gave me a manufacturers guide and a carrier guide. The internet was really not a viable business tool in 1992. So we called shippers from my small little dining room table and sure enough old Jeff had an account within 2 weeks. The deal was this - I had 5-6 trucks a day of fiber going to Amarillo and the shipper said he would not pay more than 575.00 per load. According to every carrier I called in the carrier guide that was not a good rate. I knew because of the way they laughed. We started carriers on Monday and starting with the A's and by wed we were still calling A’s and I believe it was the next Wed we got to the F's.

FFE. Frozen Food Express out of Fort Worth Texas. This time he didn't laugh at me. He said,”young man what exactly do you have? Again I told him,”I have 6 loads a day of fiber coming out of
Waco going to Amarillo and I could only pay 425.00. (150) profit per load.” He replied,”I am sending empty trucks from Dallas to pick up loads of meat in Amarillo.”
So I found my carrier. For six months we moved six loads a day every day from Waco to Amarillo and we made around 150.00 per load. That calculated to 300.00 a day for me and my new broke family.

Just think if we had quit after the E's and not made that next call. In our case we had no other option. They say the best employees are poor, smart and motivated. Believe you me, that was me.
90% of success in life is showing up. Doing the work. I catch myself sneaking into the next room to watch ESPN which is okay but schedule those times as breaks then get to work.

Way to grow!

JR
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.pajamalearning.biz

No Sales Script

2010-01-21T09:03:00.002-06:00

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
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Online Of Course

2010-01-11T11:07:00.002-06:00

Brooke Transportation Training offers our Freight Broker Training Course both live and online. Which do you choose? We started out over a decade ago only offering live courses in the Dallas area. I built a successful freight brokerage starting in my garage then moving to an office. As I worked for decades in the transportation industry I saw a need for training in freight brokering, especially training that encouraged integrity. As our reputation for quality training grew, we were asked to have classes in other areas of the country and in various freight brokerages. Then the need for an online course became evident. The growth of online education is incredible. I am a strong proponent for learning your whole life. Ain’t it great you can get a great education in your pajamas with a laptop. To make sure our online course was of the highest standard we teamed up with the largest provider of online courses to produce our online course, Gatlin education.

Gatlin provides and we offer both courses for professional growth (like ours) and courses that are accredited towards a degree.

I found this great article on military.com about the validity of online courses. Here are some excerpts. Click to read the whole article.

Is Online For Real?

…Fear not, online programs are real and they are offered by many big name, fully accredited, and well known schools like DeVry University, University of Phoenix, Kaplan University, Penn State and Grantham - just to name a few.

The key to remember is that the schools must be fully accredited. If they are, then the degree will be as valuable as any traditional college or university degree. The truth is that the diploma you earn from an online school will be just like any other, and will not say "online."

The more important questions you need to ask are:

* Does military Tuition Assistance or the GI Bill cover the costs of the courses?
* Does the school grant academic credit for military schools and experience (as recommended by the American Council on Education (ACE)?
* Does the course delivery (CD-Rom, e-mail, internet, etc) fit your needs and abilities?
* Does the school have the degree program that fits your education goals?
* And does the school offer scholarships or discounts for military service members?

So if you think "online" may be the best fit for you, we encourage you to begin looking for the school that meets your needs. Schools usually have free information packets they will mail you with answers to the questions above, more on tuition costs, and an application.

To register for freight broker course live or online, to ask questions or browse our other course offerings go to . You can find live course dates and locations, online course sign up info and interesting articles.

What will you learn in 2010?

Moving forward,

Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz

Awful Way to Lose Your Job

2009-12-31T11:19:00.001-06:00

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

By LILY FU

(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 xltx.com . 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,

Jeff

http://www.myfoxdfw.com/dpps/news/dpgo-truckers-laid-off-via-text-message-lwf-20091229_5320910

Listen

2009-10-22T07:42:00.002-06:00

I was sent this article from a great organization dedicated to helping others enrich their lives - selfgrowth.com. 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.

http://www.selfgrowth.com

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.

Great Class

2009-10-13T05:42:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com

My Opinion

2009-09-28T07:28:00.002-06:00

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,

Jeff
www.brooketraining.com
www.freightbrokertraining.com
www.justintimefreight.com

Answer the Phone

2009-09-23T11:59:00.002-06:00

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 about.com’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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

Light Blog

2009-09-21T14:06:00.001-06:00

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 about.com’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
www.brooketraining.com
www.transportationtraining.com
www.justintimefreight.com

De-Clutter

2009-09-17T12:07:00.001-06:00

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 about.com’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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

A Freight Brokers Ideal Office

2009-09-11T09:53:00.000-06:00

Last week I sent you point 1 of this great article
on setting up a home office from about.com. 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
www.brooketraining.com
www.transportationtraining.com
www.justintimefreight.com

The Home Office

2009-09-04T10:57:00.001-06:00

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 about.com 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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

Need Work?

2009-09-02T09:18:00.001-06:00

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.

214-206-1169

Jeremiah 29:11
Moving forward,

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

New Friends

2009-08-27T08:28:00.001-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

What is a Freight Broker?

2009-08-12T11:03:00.001-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.freightbrokertraining.com

A Freight Broker’s Tips for Living

2009-08-05T09:52:00.000-06:00

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
www.brooketraining.com
www.justintimefreight.com

Moore Brokers

2009-07-30T10:05:00.000-06:00

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
www.brooketraining.com
www.justintimefreight.com

Learn to Succeed

2009-07-30T08:43:00.001-06:00

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. http://www.brooketraining.com/faq.htm

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.

Jeff

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
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com

Freight Broker Niche

2009-07-27T15:31:00.000-06:00

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
www.brooketraining.com
www.justintimefreight.com

The Chase

2009-07-24T07:56:00.002-06:00

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.

THE CHASE
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!

http://www.ZigZiglar.com

Moving forward,

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

The Funny Thing About Niche Marketing

2009-07-23T06:31:00.001-06:00

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 about.com:

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.

http://entrepreneurs.about.com/b/2007/11/04/the-funny-thing-about-niche-marketing.htm

Moving forward,

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

Free Career Training

2009-07-16T09:46:00.003-06:00

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: www.doleta.gov/USWORKFORCE/wia/. 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 justintimefreight.com. Click on the e learning center to browse courses and see what kind of financial aid you can obtain. (justintimefreight.theelearningcenter.com)

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
www.brooketraining.com
www.justintimefreight.com

A Word

2009-07-13T08:14:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

Freight Broker Rancher

2009-07-10T09:32:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com

Freight Broker Students Speak

2009-07-06T11:54:00.001-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.freightbrokertraining.com

Franchise-like Business

2009-06-29T10:37:00.002-06:00

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

Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com

Lemonade Recipe

2009-06-26T07:55:00.003-06:00

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.
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Moving forward,

Jeff Roach

www.transportationtraining.com
www.justintimefreight.com

Thanks

2009-06-23T15:46:00.002-06:00

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
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com

We Survived

2009-06-11T07:17:00.001-06:00

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
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com

Freight Brokering Excellence

2009-06-09T16:54:00.001-06:00

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
www.brooketraining.com
www.justintimefreight.com

New Freight Brokers on the Loose

2009-06-03T14:37:00.000-06:00

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
www.brooketraining.com
www.freightbrokertraining.com
www.justintimefreight.com

Working with the Smaller Shippers

2009-05-27T09:09:00.002-06:00

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
214-206-1169
817-897-0681 cell
Jroach@transportationtraining.com

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.

Memorial Day

2009-05-25T07:43:00.001-06:00

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
www.brooketraining.com
www.justintimefreight.com

Richest Guy in Town

2009-05-22T09:04:00.002-06:00

Found this great article Tom Barlow on walletpop.com 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
www.brooketraining.com
www.justintimefreight.com

Freight Brokering to Large National Accounts

2009-05-21T13:38:00.001-06:00

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
www.brooketraining.com
www.transportationtraining.com
www.justintimefreight.com

My industry Perspective

2009-05-14T12:36:00.001-06:00

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 wohttp://www.blogger.com/img/blank.gifrk. 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
www.brooketraining.com
www.transportationtraining.com
www.justintimefreight.com

What's Going On?

2009-05-11T10:07:00.002-06:00

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.http://www.blogger.com/img/blank.gif

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 YES.it 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 www.brooketraining.com or take our online course.

Moving forward,

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

Sales Monologue

2009-05-05T07:16:00.002-06:00

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

http://www.blogger.com/img/blank.gif

www.justintimefreight.com
www.transportationtraining.com

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

Characteristics of a Freight Broker

2009-04-30T10:13:00.002-06:00

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
www.brooketraining.com
www.transportationtraining.com
www.justintimefreight.com

Keep it Positive

2009-04-28T14:02:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

Voice Altering

2009-04-22T14:16:00.003-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

90-10

2009-04-21T15:41:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

You're Never Too Old

2009-04-16T13:31:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com

An Educated Home

2009-04-15T13:24:00.002-06:00

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.

New Place to Work

2009-04-13T07:54:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

Today

2009-04-09T14:04:00.001-06:00

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
www.brooketraining.com

A New Start

2009-04-06T09:47:00.002-06:00

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
www.brooketraining.com
www.justintimefreight.com
www.transportationtraining.com

A Great Lane

2009-04-03T09:14:00.003-06:00

A great lane of freight, that is.

My wife is an interior decorator (when she's not helping me with the school... and everything else in my life). She was decorating a home recently and asked the home owner what she did for a living. Turns out for 18 years this brilliant lady has done an incredible job delivering phone books all over the country. My wife told her about our freight brokerage and would love to give her a quote if she ever needs help getting a load delivered. Just give us a call. Here is her version of the story:

"Janis Roach is so sweet. She was decorating my house and we got to talking about business. I explained to her that I'm in charge of getting phone books delivered from the printing house to the tabbing shop then to the various markets then to the end user. A bulk of my time is spent traveling around arranging home delivery in the various markets.

Janis told me her husband Jeff was a freight broker and taught freight brokering. He could help me with shipping the books across country if I ever needed. Because of economic concerns I was shopping prices on deliveries so I gave Jeff a call for a quote. He was so very thankful for the opportunity. He found me a great rate for delivery of the books from the printer to the tabber so I tried him out on that lane. He did such an outstanding job that I have given him more lanes. Jeff is so easy to work with and very accommodating. He has given me the best customer service. Shipping phone books is not easy. We move 6 million books a year... when you consider we move them from the printer to the tabber then to the market that is like moving 12 million books. 11 months of the year we have 4 to 5 weeks to get up to 700,000 books from printer to end user. It is very busy. Lots of details to cover. Jeff is now a part of my team. I couldn't do it without a very reliable team."

I am so thankful for the trust she has put in me. You never know from where your next piece of business will come. No matter the state of the economy there are loads that need to be moved across the country. When the economy is a little uncertain, like now, excellence in customer service is even more important. I try to treat a customer's loads like it were my own. I feel like I have to earn their continued business by handling the current business with the utmost care. I do my best to get every load delivered on time. If along the way a problem arises, I quickly let my customer know of the situation and my plan of action.

Keep up you calls, service your customer well and you will succeed.

Moving forward,

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