It’s free Friday at Brooke Training – a great day for all the students, a great day for my resource providers and a great day for me. At the end of each Freight Broker Training course week my students celebrate graduation by networking with their fellow graduates, established freight brokers who might offer them an agent position and freight broker service providers. I find great contentment in being with my students on this day and dreaming alongside them as to where they will take their newfound knowledge.
At the end of a week of training I am a bit drained, but a good drained. I’d say this was the best class we’ve ever had (but I tend to think that after every class).
So now I’m gearing down to enjoy the Labor Day weekend. Join us in taking the day off. We won’t be answering our phone until Tuesday. If you’re interested in a course follow the instructions on line. I’ll return any messages on Tuesday.
Labor Day was proclaimed a national holiday in 1894 by President Grover Cleveland to honor all working people. So if you work, take a moment to feel honored. The holiday is celebrated in Canada, Puerto Rico as well as the U.S. Enjoy your day off. Go golfing, tennis, shopping, or whatever makes you happy.
Moving forward,
Jeff Roach
www.justintimefreight.com
www.brooketraining.com
www.transportationtraining.com
Honored for Doing My Job
One of my long time customers, Navarro Pecans is celebrating their 30-year anniversary. They have asked me to come join in the festivities because they want me to be one of the honorees – go figure. Like Brooke Training, Navarro Pecans premiered with humble beginnings. They first sold pecans in 1977 out of a trailer. Brooke began in my garage. As their pecan sales grew, the trailer became a plant. Now that plant has been replaced by one double in size, with a huge retail store on site. Now they ship around 1 and a half million pounds of pecans a month both to individuals and to other food manufacturers who use pecans in their products.
Over the years we have both experienced ups and downs, having to adjust our way of doing business along the way. My contact Helen Jordan thanked me for always coming through and getting the pecans delivered on time. She says she never missed a wink of sleep worrying about a shipment.
George Martin, owner of Navarro Pecan felt that 30 years of staying afloat was reason for a time of reflection and appreciation. They will be honoring those who have remained loyal even through the hard times. Employees like Helen who has been there 25 years will be recognized. They say I performed trucking miracles with on time deliveries, so they want me to join the fun. I was simply doing what I was hired to do. It is a great honor to be recognized by such an outstanding company with an excellent product.
Is it just me or are you hungry for a pecan pie about now?
Moving forward,
Jeff Roach
Brooketraining.com
Over the years we have both experienced ups and downs, having to adjust our way of doing business along the way. My contact Helen Jordan thanked me for always coming through and getting the pecans delivered on time. She says she never missed a wink of sleep worrying about a shipment.
George Martin, owner of Navarro Pecan felt that 30 years of staying afloat was reason for a time of reflection and appreciation. They will be honoring those who have remained loyal even through the hard times. Employees like Helen who has been there 25 years will be recognized. They say I performed trucking miracles with on time deliveries, so they want me to join the fun. I was simply doing what I was hired to do. It is a great honor to be recognized by such an outstanding company with an excellent product.
Is it just me or are you hungry for a pecan pie about now?
Moving forward,
Jeff Roach
Brooketraining.com
A Career Switch
Some people are content to stay in the same career their entire working life. Others jump jobs about as often as they change their skivvies. Then there are those who make a thought out decision to try their hand at a new career, at becoming an entrepreneur. And there are our disabled vets who have no choice but to start a new career.
Since at Brooke Training we are certified and train many disabled vets for a new career this article from USA Today caught my eye. As sited in the article many vets can’t simply go back to their old career. Some didn’t have a career path started before they went to serve our country. We are honored to be able to work with this group of vets, to teach them what we know and try to inspire them to seek the path God has prepared for them.
Entrepreneurial lessons offered to disabled vets
SYRACUSE, N.Y. — Before enlisting, Christina Hill delivered the mail. In the Army, she was a Blackhawk helicopter mechanic.
After a 127mm rocket explosion in Iraq left her with shrapnel wounds, bone loss in her right arm, nerve damage in her leg left and post-traumatic stress disorder, neither of those careers was still open to her. Or much else.
"If an employer sees you have a disability, they believe your capabilities are minimized," said Hill, 24, of Royal Oak, Mich.
"I don't want a job like that. I don't see myself having set limits so I figure I should work for myself," said Hill, who served four years in the Army — including a 15-month tour in Iraq — before leaving as a sergeant last November. Read the whole story…
Since at Brooke Training we are certified and train many disabled vets for a new career this article from USA Today caught my eye. As sited in the article many vets can’t simply go back to their old career. Some didn’t have a career path started before they went to serve our country. We are honored to be able to work with this group of vets, to teach them what we know and try to inspire them to seek the path God has prepared for them.
Entrepreneurial lessons offered to disabled vets
SYRACUSE, N.Y. — Before enlisting, Christina Hill delivered the mail. In the Army, she was a Blackhawk helicopter mechanic.
After a 127mm rocket explosion in Iraq left her with shrapnel wounds, bone loss in her right arm, nerve damage in her leg left and post-traumatic stress disorder, neither of those careers was still open to her. Or much else.
"If an employer sees you have a disability, they believe your capabilities are minimized," said Hill, 24, of Royal Oak, Mich.
"I don't want a job like that. I don't see myself having set limits so I figure I should work for myself," said Hill, who served four years in the Army — including a 15-month tour in Iraq — before leaving as a sergeant last November. Read the whole story…
Sales Role Playing
You are a lot more likely to play out a situation calmly and in an orderly fashion if you’ve thought it through, and better yet played it through beforehand. Bryan Flanagan outlines Sales call role- playing in his book NOW GO SELL SOMEBODY SOMETHING.
Here’s a training method that most reps tend to avoid: the dreaded “role-play” exercise. This practice is very effective, yet at the same time it produces the most anxiety. Why? Because we feel pressure when performing in front of our peers and our boss. However, if the manager sets the stage correctly, you can achieve great results from role-plays. Here are some guidelines:
• Emphasize that the purpose is to practice techniques not results. When I work with clients, I point out that “You want to learn in class so you are not penalized in cash!”
• Make the role-play real, giving it as much a real-world flavor as possible. Instruct both “the customer” and “the rep” to stay in role for the duration of the role-play
• Give feedback based on specific, observable behavior. Emphasis should be placed on what was done well and the areas that need to be improved. This requires the manager to take detailed notes and provide specific examples in order to add value to the debriefing session.
Create a learning atmosphere by giving specific objectives for each role-play exercise. Clearly explain those objectives. If the purpose is to practice questioning skills, sell benefits or close the sale, you should clearly communicate that to the participants.
Obviously, you will have to modify these topics to best fit your environment; however, that is well worth the effort. Once you do so, your sales meetings will address selling and selling skills!
Moving forward,
Jeff Roach
www.justintimefreight.com
www.brooketraining.com
Here’s a training method that most reps tend to avoid: the dreaded “role-play” exercise. This practice is very effective, yet at the same time it produces the most anxiety. Why? Because we feel pressure when performing in front of our peers and our boss. However, if the manager sets the stage correctly, you can achieve great results from role-plays. Here are some guidelines:
• Emphasize that the purpose is to practice techniques not results. When I work with clients, I point out that “You want to learn in class so you are not penalized in cash!”
• Make the role-play real, giving it as much a real-world flavor as possible. Instruct both “the customer” and “the rep” to stay in role for the duration of the role-play
• Give feedback based on specific, observable behavior. Emphasis should be placed on what was done well and the areas that need to be improved. This requires the manager to take detailed notes and provide specific examples in order to add value to the debriefing session.
Create a learning atmosphere by giving specific objectives for each role-play exercise. Clearly explain those objectives. If the purpose is to practice questioning skills, sell benefits or close the sale, you should clearly communicate that to the participants.
Obviously, you will have to modify these topics to best fit your environment; however, that is well worth the effort. Once you do so, your sales meetings will address selling and selling skills!
Moving forward,
Jeff Roach
www.justintimefreight.com
www.brooketraining.com
Pump Up Your Sales
This week I’m going to pull excerpts from NOW GO SELL SOMEBODY SOMETHING, Inspiration for Sales People by Bryan Flanagan, flanagantraining.com
2 Great topics for a sales meeting
1. Sales Objections – create a list of common objections you receive from customers or prospects. Categorize into topics: financial, features, functions, competitive concerns, or contractual issues. Assign one category to a team of reps and instruct them to discuss effective answers for their assigned objection. Each group then reports to the entire team on specific ways to answer those objections. Ask each team to submit written answers so that you can distribute these to each sales person at the conclusion of the meeting.
2. Referral Practice – prior to meeting, assign each salesperson the task of creating five ways to ask for referrals. Each person will then share thopse ideas with the rest of the team. You may want to give an award for the sales rep with the most creative method of securing referrals.
I recognize some of you don’t have a sales team. You can do these exercises on your own or better yet find a group of contemporaries either in your industry or another to brainstorm sales objections rebuttal and snagging referrals. Network within and without your industry at chamber of commerce meetings, breakfast clubs, etc. so when you hit a dry spot in your sales you can recharge by talking with others who have fresh ideas for you. Tomorrow: sales call role play…
Moving forward,
Jeff Roach
www.justintimefreight.com
2 Great topics for a sales meeting
1. Sales Objections – create a list of common objections you receive from customers or prospects. Categorize into topics: financial, features, functions, competitive concerns, or contractual issues. Assign one category to a team of reps and instruct them to discuss effective answers for their assigned objection. Each group then reports to the entire team on specific ways to answer those objections. Ask each team to submit written answers so that you can distribute these to each sales person at the conclusion of the meeting.
2. Referral Practice – prior to meeting, assign each salesperson the task of creating five ways to ask for referrals. Each person will then share thopse ideas with the rest of the team. You may want to give an award for the sales rep with the most creative method of securing referrals.
I recognize some of you don’t have a sales team. You can do these exercises on your own or better yet find a group of contemporaries either in your industry or another to brainstorm sales objections rebuttal and snagging referrals. Network within and without your industry at chamber of commerce meetings, breakfast clubs, etc. so when you hit a dry spot in your sales you can recharge by talking with others who have fresh ideas for you. Tomorrow: sales call role play…
Moving forward,
Jeff Roach
www.justintimefreight.com
Some Stuff I've been thinking about
People pay me for career advice. I do my best to help people start over in business. I get to experience with them the rise of their companies from the blood, sweat and tears of their hard work. It is incredibly cool for someone to call me a year after they graduate to share with me their success. Their story is not, “I'm a millionaire”. It's “I am supporting myself moving five loads a day and I am happy.”
So what I am going to do today is share with you what Joy is all about and what I think about some stuff that has to do with stuff other than making money. I thought it may be too spiritual in nature then realized it was my blog and is about me so hey - deal with it...LOL
Regardless of what anyone thinks we should be in life, we should be honest and see clearly where we are. If we are in a place we don't want to be - we can make decisions to move in a different direction.
Every day ask God to give you the desires of your heart. It is impossible to earn his blessings. He wants to make you happy like you want to make your children happy except with God he is love with a much bigger concept of love than we can fathom. He is the perfect father. I wish my children could experience me as the perfect father but they can't. There is only one perfect father and he is God.
He wants you to have the desires of your heart. He gives you a roadmap and also gives grace realizing that we are human and we are not going to be perfect. Don't try to be. It will drive you insane and everyone who knows you already knows you’re not perfect. None of us are. It is the pursuit of perfection that causes addictions. Perfect is not an option in life. Give yourself a break. We are our own worse critic.
Give yourself permission to fail. Try new stuff. If you’re not failing at something - you’re not trying enough new stuff.
What GOD does not want is for you to be always unhappy, without joy and love.
You do have the right to be happy.
Get real and get honest and you will have a testimonial that will move people.
God knows what you need - he just wants you to be thankful, to ask, then wait and see what path he takes you down.
It may not be the path you planned or expected but trust me - He will lead, if you release everything to him. (Choose faith - Fear and Faith are exact opposites - where there is fear there is no faith.
Ask God for faith in the fearful areas of your life and then hold on for dear life. Enjoy the ride, week-to-week, day-to-day, and moment-to-moment. Once this day is gone -it's gone forever. Time can't be replaced. Make the most of your time. Why not? We are not here simply to consume - we are here to give. There are no happy takers, only happy givers. Attitude is everything; perseverance is a close second and focus on progress not perfection. I wish I could say I was a great example of doing everything right, I am not but I am very certain that these words are true.
It's not the messenger - it’s the message that is important. This message is to all of our daily readers. Our blog readership is substantial. I am honored and humbled.
I think this is what we are supposed to do and I also think we should laugh, smile and hope for the best. Take personal responsibility and live.
This is not meant to be a sermon.
Big thunderstorm in Texas right now - love thunderstorms. Faith and trust in the Almighty grows in the storms.
Jeff
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
So what I am going to do today is share with you what Joy is all about and what I think about some stuff that has to do with stuff other than making money. I thought it may be too spiritual in nature then realized it was my blog and is about me so hey - deal with it...LOL
Regardless of what anyone thinks we should be in life, we should be honest and see clearly where we are. If we are in a place we don't want to be - we can make decisions to move in a different direction.
Every day ask God to give you the desires of your heart. It is impossible to earn his blessings. He wants to make you happy like you want to make your children happy except with God he is love with a much bigger concept of love than we can fathom. He is the perfect father. I wish my children could experience me as the perfect father but they can't. There is only one perfect father and he is God.
He wants you to have the desires of your heart. He gives you a roadmap and also gives grace realizing that we are human and we are not going to be perfect. Don't try to be. It will drive you insane and everyone who knows you already knows you’re not perfect. None of us are. It is the pursuit of perfection that causes addictions. Perfect is not an option in life. Give yourself a break. We are our own worse critic.
Give yourself permission to fail. Try new stuff. If you’re not failing at something - you’re not trying enough new stuff.
What GOD does not want is for you to be always unhappy, without joy and love.
You do have the right to be happy.
Get real and get honest and you will have a testimonial that will move people.
God knows what you need - he just wants you to be thankful, to ask, then wait and see what path he takes you down.
It may not be the path you planned or expected but trust me - He will lead, if you release everything to him. (Choose faith - Fear and Faith are exact opposites - where there is fear there is no faith.
Ask God for faith in the fearful areas of your life and then hold on for dear life. Enjoy the ride, week-to-week, day-to-day, and moment-to-moment. Once this day is gone -it's gone forever. Time can't be replaced. Make the most of your time. Why not? We are not here simply to consume - we are here to give. There are no happy takers, only happy givers. Attitude is everything; perseverance is a close second and focus on progress not perfection. I wish I could say I was a great example of doing everything right, I am not but I am very certain that these words are true.
It's not the messenger - it’s the message that is important. This message is to all of our daily readers. Our blog readership is substantial. I am honored and humbled.
I think this is what we are supposed to do and I also think we should laugh, smile and hope for the best. Take personal responsibility and live.
This is not meant to be a sermon.
Big thunderstorm in Texas right now - love thunderstorms. Faith and trust in the Almighty grows in the storms.
Jeff
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Pajama Education
One of the great things about online learning is the wardrobe. You can learn a whole new career in your pajamas. And you can pick a career that you can do in your pajamas, too!
As schools and colleges gear up for another semester reflect on what you’d like to learn about to expand your mind, learn new skills or change your career altogether. Today’s generation of students aren’t traditional in their approach to much of anything, including learning. If they can take a course using their computer at a beach, heck why not? Gatlin Education offers thousands of online courses through over 400 universities across the country and through my company Justintimefreight.com. At justinintimefreight.com you can sign up for any course including the freight broker course.
Gatlin Online Education, the largest provider of online courses in America and Brooke Transportation Training developed the Freight Broker Course. The course is interactive, includes animation and you can call the teacher (that would be me) with questions. With Gatlin you can train with your computer and the Internet anywhere. As a freight broker you can earn an excellent living with your computer and the Internet.
To sign up for an online course, or online career training log onto Justintimefreight.com or contact me. I find great joy in assisting other in finding the course or career that fits them. Traditional classroom learning was a challenge to me through my educational years. I understand and appreciate alternative approaches in education.
Moving forward,
Jeff Roach
Justintimefreight.com
As schools and colleges gear up for another semester reflect on what you’d like to learn about to expand your mind, learn new skills or change your career altogether. Today’s generation of students aren’t traditional in their approach to much of anything, including learning. If they can take a course using their computer at a beach, heck why not? Gatlin Education offers thousands of online courses through over 400 universities across the country and through my company Justintimefreight.com. At justinintimefreight.com you can sign up for any course including the freight broker course.
Gatlin Online Education, the largest provider of online courses in America and Brooke Transportation Training developed the Freight Broker Course. The course is interactive, includes animation and you can call the teacher (that would be me) with questions. With Gatlin you can train with your computer and the Internet anywhere. As a freight broker you can earn an excellent living with your computer and the Internet.
To sign up for an online course, or online career training log onto Justintimefreight.com or contact me. I find great joy in assisting other in finding the course or career that fits them. Traditional classroom learning was a challenge to me through my educational years. I understand and appreciate alternative approaches in education.
Moving forward,
Jeff Roach
Justintimefreight.com
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