I often get asked if training is necessary to be a broker and about how to choose a training program. You don’t have to get training but you will probably not make it if you don’t. We’ve had students that have been in the industry for years as well as newbies. The experienced one often testify (see testimonials at brooketraining.com) that they had no idea how much they didn’t know.
A perk about class besides learning a new field is the entertainment value. My teachers know their stuff plus they aren’t stuffy lecturers. They keep things lively so the students learn. In college I noticed the info presented by professors who drone on and on are not real memorable. And if you come to class in Dallas I am one of the teachers. Since I’m ADD I understand how to help those who are easily distracted stay tuned – with humor and quirkiness.
Q: How qualified are Brooke’s teacher?
A: BTTS instructors are experts in their fields and experienced teachers. They developed the curriculum; lesson plans and takes home materials from the knowledge they learned as successful freight brokers.
Q: Are there different levels of broker certification (i.e., Master Broker – Diamond, Platinum, Gold, or Journeyman Broker, - Silver).
A: There is only one level of broker certification, Property Broker, commonly called a Freight Broker. The Federal Motor Carrier Safety Administration (FMCSA) does not recognize any other title than Property Broker. Choose additional schooling not for a better certification but to hone your skills.
That’s all for today.
Moving forward,
Jeff Roach
www.brooketraining.com
Personalize with Personality
As you build your prospect list you will interact with all kinds of people. God has created us all unique yet there are four main personality styles. Most people are a combination of two. Understanding the personality characteristics will help you understand your prospect and thus better meet their need. Books have been written on this stuff but here it is in a nutshell. The four main personality styles are The Driver, motivated by control, The Perfectionist, motivated by doing things precise, The Popular motivated by Fun and the Peacemaker motivated by calm lack of conflict.
The Driver will need to control the conversation and want you to get right to the point. If you approach a perfectionist with a scattered approach they will not trust you to get things done right and in an orderly manner. If you are all business with a popular type they won’t see the fun they need in working with you. Tell a joke or at least take a lighthearted approach. The peacemaker will run from a hard sell approach because that causes inner conflict. They need to know you are on their side and need a peaceful approach to doing business. I’m not suggesting you try to be someone your not. But recognize your message will best be understood when communicated with your prospects personality in mind. I suggest that my students prospect by asking questions. Listen more than you talk. As you listen intently you can usually get a feel for a person’s main personality style. To read more about this, grab a copy of Personality Plus by Florence Littauer available through Amazon.com and others. The book includes a personality test that will help you determine your personality.
Moving forward,
Jeff Roach
www.brooketraining.com
The Driver will need to control the conversation and want you to get right to the point. If you approach a perfectionist with a scattered approach they will not trust you to get things done right and in an orderly manner. If you are all business with a popular type they won’t see the fun they need in working with you. Tell a joke or at least take a lighthearted approach. The peacemaker will run from a hard sell approach because that causes inner conflict. They need to know you are on their side and need a peaceful approach to doing business. I’m not suggesting you try to be someone your not. But recognize your message will best be understood when communicated with your prospects personality in mind. I suggest that my students prospect by asking questions. Listen more than you talk. As you listen intently you can usually get a feel for a person’s main personality style. To read more about this, grab a copy of Personality Plus by Florence Littauer available through Amazon.com and others. The book includes a personality test that will help you determine your personality.
Moving forward,
Jeff Roach
www.brooketraining.com
Motivation for Monday
“Perseverance must finish its work so that you may be mature and complete, not lacking anything. James 1:4
"Fall seven times, get up eight." - Japanese Proverb
"Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish." - John Quincy Adams
"Never give in. Never. Never. Never. Never." - Winston Churchill
"Great works are performed not by strength but by perseverance." - Samuel Johnson
It is Monday, how are you gonna persevere, keep on going and finish your good work this week? Sometimes I wake up Monday morning ready to conquer the world… some Mondays, I’d rather just have another day of rest. The way I find to stay motivated is to get up and get going. If I just hang around doing nothing, pretty soon I feel like a blob of nothing. Get up and get something of value accomplished and feel valuable. One thing I do is get my blood pumping most every morning with a brisk walk. I’m amazed at the creative ideas I contrive during my walk.
I then get a cup of coffee and a pad of paper and write down all my new ideas…before I check email. If I check email first I’m distracted to handle all the mail has thrown my way instead of purposefully planning my own day.
Have a prosperous Monday. Make your 50 calls today with enthusiasm, expecting success. Try to figure out someway to help a prospect have a successful Monday. When you approach selling as a great service you provide then, as one recent graduate said, “Selling is not a dirty word anymore.”
Moving forward,
Jeff Roach
www.justintimefreight.com
"Fall seven times, get up eight." - Japanese Proverb
"Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish." - John Quincy Adams
"Never give in. Never. Never. Never. Never." - Winston Churchill
"Great works are performed not by strength but by perseverance." - Samuel Johnson
It is Monday, how are you gonna persevere, keep on going and finish your good work this week? Sometimes I wake up Monday morning ready to conquer the world… some Mondays, I’d rather just have another day of rest. The way I find to stay motivated is to get up and get going. If I just hang around doing nothing, pretty soon I feel like a blob of nothing. Get up and get something of value accomplished and feel valuable. One thing I do is get my blood pumping most every morning with a brisk walk. I’m amazed at the creative ideas I contrive during my walk.
I then get a cup of coffee and a pad of paper and write down all my new ideas…before I check email. If I check email first I’m distracted to handle all the mail has thrown my way instead of purposefully planning my own day.
Have a prosperous Monday. Make your 50 calls today with enthusiasm, expecting success. Try to figure out someway to help a prospect have a successful Monday. When you approach selling as a great service you provide then, as one recent graduate said, “Selling is not a dirty word anymore.”
Moving forward,
Jeff Roach
www.justintimefreight.com
Every Call Counts
Patience is not something taught real well in our get rich quick society. Freight Brokering is a viable career with potential to truly impact your future. But you gotta dive in with patience.
Don’t count on making money right away but know that if you make 50 calls you have a chance to at least make 250.00 that day. Mentally be prepared to make those calls for 3 months, that is 3000 prospect calls. Have 6 months living expenses put away.
If you’ve taken our course you may remember the flying 5 buck activity. I ask a student to come to the front of the class, pick up the phone, then hang it up.
I then explained that if 50 calls = $250.00 each call is worth $5.00. A “yes” or a “no” call pay the same. I then ask the student to start making calls. Everytime they make one -I throw a five dollar bill on the table. When cash starts flying the student’s phone calling fear turns to making as many calls as they can.
It is so funny because their fear just went straight to making as many calls as they can.
You’ll need 5-8 anchor accounts that give you a few regular loads a week to make 100k as an agent. If you are willing to do the work - if your willing to do more than you’re paid for doing - a day will come when you get paid for more than what you’re doing. This isn’t a get rich quick deal, this is a get to work quick career. You’ll own your own business either as an agent or broker.
If you can punch a clock for someone else - you can do it for yourself. People have to make the decision that they will do the work or they are wasting their money and my time.
I want to educate and motivate the go getters and the go givers. Now go make a phone call.
Moving forward,
Jeff Roach
www.brooketraining.com
Learning and Confidence
Here are testimonials from our March classes in Dallas and Jacksonville. Thank you to Lance White, instructor in Dallas and Susie and Ron Moore, instructors in Jacksonville. Education not only teaches new skills it also imparts confidence. Good luck graduates and let us know how we can help you in your new venture.
Brooke Transportation Training has been the most amazing experience for me. I was cautious about spending money on something so new to me…especially after being laid off for five months. I am stepping out on faith and will be a success! Lance was a great instructor, breaking everything down to make it simple. The guest speakers and human resources are phenomenal. These genuine, good-hearted, real people have a true passion for the business. I am now jam packed with information, resources and contacts. I have been more than equipped for the task at hand. I am ready to go out and WOW the world. Selling is not a dirty word anymore. Vicki D Dallas, TX
As an owner-operator this class is the best investment I have ever made. The info is excellent not only for those desiring to be brokers or agents but also for owner-operators who would like to become carriers. This class opened my eyes to a whole new aspect of the industry. Julio E. Dallas, TX
This class gives you the necessary tools and information to start your own brokerage. Very knowledgeable instructors. I learned a lot more than I expected. Jamie R. Dallas, TX
Awesome class. Everything on the website is true. I feel confident about entering the industry. Tiwan O. (hope I got your name write, it was a little smudged) Dallas, TX
I came with a lot of questions. This course helped me organize my goals and see further than I imagined. Joel B. Dallas, TX
Very good class, very informative. Susie is a great instructor. I had trucking field knowledge but learned so much more. Timothy M. Jacksonville, FL
Had no previous experience in the brokerage business. I now have insight to move forward in this new career. William T. Jacksonville
Moving forward,
Jeff Roach
Brooke Transportation Training has been the most amazing experience for me. I was cautious about spending money on something so new to me…especially after being laid off for five months. I am stepping out on faith and will be a success! Lance was a great instructor, breaking everything down to make it simple. The guest speakers and human resources are phenomenal. These genuine, good-hearted, real people have a true passion for the business. I am now jam packed with information, resources and contacts. I have been more than equipped for the task at hand. I am ready to go out and WOW the world. Selling is not a dirty word anymore. Vicki D Dallas, TX
As an owner-operator this class is the best investment I have ever made. The info is excellent not only for those desiring to be brokers or agents but also for owner-operators who would like to become carriers. This class opened my eyes to a whole new aspect of the industry. Julio E. Dallas, TX
This class gives you the necessary tools and information to start your own brokerage. Very knowledgeable instructors. I learned a lot more than I expected. Jamie R. Dallas, TX
Awesome class. Everything on the website is true. I feel confident about entering the industry. Tiwan O. (hope I got your name write, it was a little smudged) Dallas, TX
I came with a lot of questions. This course helped me organize my goals and see further than I imagined. Joel B. Dallas, TX
Very good class, very informative. Susie is a great instructor. I had trucking field knowledge but learned so much more. Timothy M. Jacksonville, FL
Had no previous experience in the brokerage business. I now have insight to move forward in this new career. William T. Jacksonville
Moving forward,
Jeff Roach
Can Truckers Haul Us out of Recession?
Here's an article with a positive forcast for our industry
Can Truckers Haul Us Out of Recession?
By William Trent
At least one part of our economy has good news to offer. According to the American Trucking Associations, February's seasonally adjusted truck tonnage index was its highest level in more than two years. Its 3.5% increase from February 2007 marked the index's fourth consecutive year-over-year increase.
ATA Chief Economist Bob Costello found February's reading encouraging, saying, "The fact that truck tonnage did not lose any of January's robust 2.4-percent gain is quite positive."
Does truckers' good news signal an end to the U.S. recession, even before most economy watchers have admitted it's begun? Costello noted that truck tonnage typically leads general economic activity. "Truck tonnage rebounded in 2001, for example, just as the aggregate economy was slipping into a recession."
Truckers: Harbingers of recovery?
There's good evidence to suggest that transportation is a leading indicator for the entire economy. For one thing, anything you buy at a store had to get there from the factory. Even online sales require a truck to get the product from the warehouse to your door.
The link was historically so strong that it became the centerpiece of Dow Theory, which suggests that positive or negative moves in industrial stocks are more relevant when they are "confirmed" by similar moves in transportation stocks. I'll say one thing: Trucking tonnage certainly provided an early warning to the downside, with the index peaking in early 2007.
Whether you believe in Dow Theory or not, the latest tonnage index is at least a modestly positive indicator for trucking companies.
Moving forward,
Jeff Roach
Can Truckers Haul Us Out of Recession?
By William Trent
At least one part of our economy has good news to offer. According to the American Trucking Associations, February's seasonally adjusted truck tonnage index was its highest level in more than two years. Its 3.5% increase from February 2007 marked the index's fourth consecutive year-over-year increase.
ATA Chief Economist Bob Costello found February's reading encouraging, saying, "The fact that truck tonnage did not lose any of January's robust 2.4-percent gain is quite positive."
Does truckers' good news signal an end to the U.S. recession, even before most economy watchers have admitted it's begun? Costello noted that truck tonnage typically leads general economic activity. "Truck tonnage rebounded in 2001, for example, just as the aggregate economy was slipping into a recession."
Truckers: Harbingers of recovery?
There's good evidence to suggest that transportation is a leading indicator for the entire economy. For one thing, anything you buy at a store had to get there from the factory. Even online sales require a truck to get the product from the warehouse to your door.
The link was historically so strong that it became the centerpiece of Dow Theory, which suggests that positive or negative moves in industrial stocks are more relevant when they are "confirmed" by similar moves in transportation stocks. I'll say one thing: Trucking tonnage certainly provided an early warning to the downside, with the index peaking in early 2007.
Whether you believe in Dow Theory or not, the latest tonnage index is at least a modestly positive indicator for trucking companies.
Moving forward,
Jeff Roach
Truckers Pull Off the Road
Just watched a CNN report on independent truckers pulling off the road in protest of the high fuel prices. Oil companies say demand is high and supply is tight so the prices are what they should be. What is the answer?
One protesting trucker was disappointed the presidential candidates seem to focus more on healthcare prices. He says if I can afford to drive my truck, provide for my family and a little more I can afford to pay for my own healthcare. His rig was full of juicy strawberries he paid $1800 in fuel to haul up from Laredo. Those strawberries are gonna lose their flavor real quick in an idle trailer.
Congress is talking of discontinuing billion of dollars of tax cuts the oil companies receive. They would take those dollars to research more alternate fuel options. I don’t know about you but I’d rather keep the alternate fuel development in the hands of the free market rather than the government.
The great thing about America is our ability to dream dreams and profit from hard work. Spurring the economy has always helped our tax base more than cutting incentives. I’m not an expert but I know what makes sense to me. Work hard, don’t try for the quick buck, charge a fair price and above all live a life of integrity. Be patient and you will reap what you sow, get what you give, be treated as you treat others.
Just a little food (strawberries) for thought.
Moving forward,
Jeff Roach
www.brooketraining.com
One protesting trucker was disappointed the presidential candidates seem to focus more on healthcare prices. He says if I can afford to drive my truck, provide for my family and a little more I can afford to pay for my own healthcare. His rig was full of juicy strawberries he paid $1800 in fuel to haul up from Laredo. Those strawberries are gonna lose their flavor real quick in an idle trailer.
Congress is talking of discontinuing billion of dollars of tax cuts the oil companies receive. They would take those dollars to research more alternate fuel options. I don’t know about you but I’d rather keep the alternate fuel development in the hands of the free market rather than the government.
The great thing about America is our ability to dream dreams and profit from hard work. Spurring the economy has always helped our tax base more than cutting incentives. I’m not an expert but I know what makes sense to me. Work hard, don’t try for the quick buck, charge a fair price and above all live a life of integrity. Be patient and you will reap what you sow, get what you give, be treated as you treat others.
Just a little food (strawberries) for thought.
Moving forward,
Jeff Roach
www.brooketraining.com
Subscribe to:
Posts (Atom)
