Measured Days

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

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

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

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

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

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

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