Close More Sales

A key element in being a freight broker star is your sales ability.  Being "in sales" scares many professionals when in actuality sales is a part of just about any job out there. 

I started my sales career selling door to door in my neighborhood as a kid. I just about always got the top sales award for selling whatever the school fund rasing was that year. I still use the same techniques, just honed a bit for my more sophisticated audience.

I love to sell.  I don't love to try to talk people into buying something they don't want or need. Selling, in my definition, is finding out what someone needs and helping them with that need.  So if you enjoy helping people get what they want, then sales is a great job for you. 

As a freight broker I work with professionals who produce things that are sold all over the country.  Company executives need to be involved in the production of their product, the marketing of that product and in managing of the people they employ.  They do not need to get bogged down in the delivery of the products.  That is where a freight broker comes in.  I work out a deal to move their product where they need, in a timely manner at a price on which we agree. 

Prior to working out that deal with the manufacturer, I need to have a good idea of a carrier that can move the product where needed at a negotiated price and when needed.  So when I get the deal to move some freight I can get it done. 

After the deal has been sealed, the freight broker must follow the shipment from pick up to delivery to avoid problems.  Weather, traffic and drivers needs all can sabatoge the delivery.  A great broker will work to avoid or work around any delay that may occur.  I advise brokers to keep the manufacturer abreast of any issues that arise.  When a broker admits when things are not going as planned, he will gain a reputation as an honest broker who works hard to keep his customer informed of important issues.  That is the kind of broker that will have plenty of work.  That is the best way to close more sales. 

We have a day dedicated to the sales aspect of freight brokering in our basic freight broker training course.  Interested?  To sign up, view our schedule or for questions go to our website or call 214-206-1169.

Moving forward,

Jeff Roach
www.transportationtraining.com

Transportation Industry Legislation

A new Maryland bill will make it easier for veterans to get into the trucking industry. 

I edited a post by Bethany Rodgers brodgers@newspost.com | 13 comments

Delegate David E. Vogt III has passed legislation that affirms a Maryland Motor Vehicle Administration program to help veterans secure commercial driver’s licenses.

Vogt’s legislation deals with commercial driver’s licenses for military veterans.

Currently, the MVA waives a skills test for the commercial license for veterans who have left the military within the past year. To qualify for the waiver, the veterans must also pass the CDL knowledge test, have a good driving record, have at least two years of related driving experience in the military and have a certification from their commanding officers.

Although this program already exists, Vogt’s bill would include it in state law, meaning that the MVA officials could not choose on their own to discontinue it, according to an agency spokesman. The proposal also directs the MVA to explore providing CDL training courses on Maryland’s military bases.

Vogt, R-District 4, said the proposal will make the state more welcoming to military veterans and help former service members land employment in the trucking industry.

“Programs like this will help provide well-paying jobs and will turn the climate to be more friendly for our veterans and retirees,” said Vogt, who served in the Marine Corps for eight years.

Many veterans have experience operating heavy machinery, so waiving the skills test makes sense, Vogt said. Offering on-base CDL training would also extend these vocational opportunities to military personnel who aren’t assigned to drive large equipment, he added.

Estimates show that there are more than 428,000 military veterans living in Maryland, according to a fiscal analysis of Vogt’s bill. The unemployment rate for Maryland veterans stood at 5.9 percent in 2013, according to state data.

Maryland Gov. Larry Hogan will decide whether to sign the bill into law. The spokeswoman had favorable comments for Vogt’s bill on helping veterans get commercial licenses.

“The measure is effective in many states, as it lends itself to assisting veterans who already have a skill-set without making them go through additional training, testing, and expense,” Erin Montgomery, Hogan’s spokeswoman, said in a prepared statement.

Follow Bethany Rodgers on Twitter: @BethRodgersFNP.

Let us all think of ways to make it easier for veterans to assimilate back into society after a stint in the military.  Our school trains many veterans to become freight brokers.  We also have many truck drivers who are ready to stop driving but still want to stay in the industry train to become freight brokers.

Think this might be a great career move for you?  Give me a call.

Moving forward,

Jeff Roach

www.transportationtraining.com

Knowledgeable Freight Brokers

We finished up training new freight brokers last week at our Dallas/Fort Worth class.  Our lead instructor Vinny did an amazing job at teaching and interacting with the class.  We asked them to write out their impression of the week of class.  Here's the edited version of some of their responses:

“Good Class.  Gained knowledge and experience in how to become a Broker Agent or Broker.“ --David Johnson



“What I like about the course is that the instructor allows students to dialogue and ask questions during the lesson... constantly reiterating the material so that it’s learned and not memorized.

The depth of knowledge that Vinny has is unbelievable.  What I am learning more than anything is that Vinny, is not only teaching me how to be a broker but is giving me the tools necessary to be a salesperson for any aspect of life.

I’m truly excited that I selected this course... I’m  ready to hit the ground running.”--Makita C. Wells


“(I benefited from) gaining knowledge about being a Broker/Agent in a demanding transportation industry. Vinnie is great.”-- Michael Thompson




Learned good amount of brokerage of sales & marketing in this business.  Great discussion about special situations.

Small group.  Good communication.  Good knowledge.  Felling motivated to continue. Confidence.  Realistic Goals.

I like everything. -- Will Tang

Thank you Vinnie and the gang for teaching.  Good luck graduates with your new exciting career as a freight broker.  

What does a Freight Broker Do?

A freight broker is the negotiator between a distributor of goods and the carrier. A key component of the job of a freight broker is to develop relationships with shippers and truckers.  A broker will find a company that needs a load of goods moved from one part of the country to another.  The broker then finds a trucker or carrier that can pick up the load and deliver it to the desired destination for the shipper.  Ideally, the freight broker will also find a load that needs to be moved from the drop off location of the first load back to the original destination.   They might find multiple loads and work out a plan for a trucker to pick up and drop off along the way.  The freight broker needs good communication, computer and telephone skills. 

The freight broker is a master problem solver.  They figure out the best way to get goods moved, negotiate fair pricing, watch the movement of loads to assure on time delivery as well as resolve any issue with the delivery.  They must build trust with shippers and with carriers.  They are a key element in the distribution of goods across our country and sometimes beyond the borders.  The manufacturers have facilities to run.  The carriers have to be on the road.  The broker is a help to both parties.  Weather, traffic and truck maintenance must be factored in. 

Similar to insurance agents and realtors, the freight broker can work independently or as an agent of a larger freight brokerage. 

I started my freight brokerage school after many years as a freight broker because I have found great success and fulfillment as a freight broker.  If you'd like to see if this is a good career possibility for you give me a call. 

Moving forward,

Jeff Roach

www.transportationtraining.com

Do You Need to Be Trained to be a Freight Broker?

I often get asked,"Is training worth the cost?"

I answer by telling my story of why I started a training school.  I have been in the transportation industry since I graduated from college (with lots of help of my girlfriend, now wife).  It is the perfect business for me because I can be salty with the drivers then clean up to meet with the “suits”.  I enjoy the fast paced nature of the business.  I fell into the white glove priority delivery niche of the business.  When a shipment has got to be there on time I dog it til it makes it.  I have always been a great salesman.  I won all the top sales award for all the fundraisers I ever helped with from elementary school on up.  So being a freight broker comes naturally for me.  As a freight broker I sell to shippers and negotiate with carriers.  I like being in the middle.  What I have not liked about the business is there are a few in this business, as in any business, who lack integrity.  That is a main reason I started my school.  I have been highly successful without compromising my principles.  In the short run it sometimes feels like the cheaters are winning but in the long run you get what you give.  Work an honest day and get an honest return.  Trust and be trusted.  Lie and be lied to.  It is a simple concept but few truly grasp the impact of it. 

I read comments on forums that rag on freight broker trainers as shysters, out to get money and give you nothing.  Not all the students who attend Brooke Training have been successful brokers.  But it is not because we don’t teach the right stuff.  Some fail because they don’t work the process.  Others fail because they stop too soon.  And others fail because it simply is not the right fit for their personality.   I teach a successful process.  I know it is successful because I have been successful with it, as have others.

That is why I started a training school to teach how to do this business with integrity and to share the process I honed over decades in the industry.  Each month our students have the opportunity to give us feedback on the class.  I send a blog with those testimonials each month and we post the testimonials on the website.  These are not my words, not made up words but the words of actual students just as they finished the week long course.  

Have any questions?  Give me a call 214-206-1169.  We'd enjoy seeing you in a class real soon.

Moving forward,

Jeff Roach

www.transportationtraining.com

The Value of Training

Is on the job training enough to keep a freight broker honed in his career?  I believe on the job training goes hand in hand with formal training courses.  We developed our freight broker training course to include both instruction from a professional as well as hands on opportunity of working in a brokerage.  We set up a brokerage for each training course.

Training is an excellent way to boost confidence.  When we are in a community of learners we have a greater zest for learning.  Newly learned approaches boost our confidence in our job and our enthusiasm about our job. 

A freight broker may be great at finding shippers but not finding carriers.  Perhaps they have a good network of carriers but are not good at finding shipments both ways.  A training course can give valuable tips on how to fill in the blanks.  A training course may great be a reenforcement of the best processes for freight brokering. 

At Brooke Training we teach a proven process for finding carriers, finding loads and all else involved in freight brokering.

If you own a freight brokerage we would be honored to train your agents.  They can come to one of our scheduled courses or we can come to you.  If you'd like me to come and consult with you on how you can take your brokerage to the next level, give me a call:  214-206-1169.

Moving forward,

Jeff Roach
www.transportationtraining.com

Astonishing Training

At the end of each freight broker training class we ask the students to tell us about their experience.  We use the input to improve the class.  We also post the testimonials on the website and blog. 

The following testimonial was an unsolicited email.  This student was very happy with his experience. 

We purpose to be the best freight broker course out there.  Words like these encourage me that we are getting there because of our excellent teachers who go above and beyond. 

 Hello,

I attended the last Feb class with Susie (Moore). I have to say I was astonished about everything she has to offer, apart from her unlimited data base of knowledge ranging from her resources to business partners, she offers the most up to date and realistic information of the freight industry.

I have created a very strong foundation to work from by the information and help obtained from the course. Susie is constantly keeping the class interested and engaged. Their help will be much needed and appreciated while I build my

career in the freight brokering field.

Sincerely,

Victor Soris

Thank you Victor.  Susie and her father Ron Moore teach in our Jacksonville, Florida location.  They truly put their all into training up brokers with great skill and integrity.

Our schedule of live courses are on the website.  Join us soon in and learn from the pros.

Moving forward,

Jeff Roach

www.transportationtraining.com

214-206-1169