A salesman is a good talker. They use lots of words to convince us that we need to buy what ever they are selling, right? You do need to know what you are selling and be able to put it into understandable words of course. But more than talking, a saleperson must be a good listener to be most successful.
I've been a freight broker for several decades now. I do love to tell a good story to entertain my client but I've learned that I need to work on my listening skills continually. To gain a customer for life I need to understand what my customer needs from me. The only way to learn that is for me to close my mouth and listen to their needs, their goals and their challenges. As much as is possible, I can then go about fulfilling those needs, helping them reach their goals and minimizing the challenges.
Listening is a skill. We can hear without truly listening. Listening is active. Our goal is understanding what the speaker is saying. Too often we half listen while we think of what we will say next or while we wait for them to pause so we can start talking. If we start talking before we have heard them out we will not be equipped to offer them pertinent solutions.
In America the average conversation is interrupted every 17 seconds. Listen next time you are in a casual group discussion and count how many seconds go by before someone else jumps in. Practice not interupting but truly trying to listen and understand. Ask probing questions based on what you heard so that you can understand with more depth.
We only learn when we are listening. When we are talking we are just spitting out what we already know.
Hone your listening skills as a freight broker and develop deeper relationships with your carriers.
Moving forward,
Jeff Roach
www.transportationtraining.com
New Friends and New Skills
Brooke Transportation Training Solutions has an advanced freight broker training course the week after every basic
course. So in two info packed weeks, students
gain invaluable skills towards becoming successful freight brokers or freight broker agents. Some students from our most recent Dallas advanced class
told us about their experience:
"The most positive part of this experience was the new friends I made and the self-improvement I’ve made on a personal level. We attended the devotion at the Ziglar Corp. and found it very refreshing and positive. Again, words cannot express all the good things I’ve taken away from Brooke.
Vinny was such a blessing and goes way beyond the scope of his duty. I feel like I made a lifetime friend with him & his family. Tish was also very helpful and I learned a lot from her about the “day to day” operations of a brokerage. There is not enough space here to tell all of the help and instructions I got here."
Curtis Leslie
"I had several positive experiences over the week. Vinny was accommodating and thorough when it came to teaching me cold calls. Tish was kind and full of knowledge as she gave me hands on training booking freight. Graham was so easy to follow. He brought IT to life for me. I am grateful for the opportunity, and I wish the best to all."
"The most positive part of this experience was the new friends I made and the self-improvement I’ve made on a personal level. We attended the devotion at the Ziglar Corp. and found it very refreshing and positive. Again, words cannot express all the good things I’ve taken away from Brooke.
Vinny was such a blessing and goes way beyond the scope of his duty. I feel like I made a lifetime friend with him & his family. Tish was also very helpful and I learned a lot from her about the “day to day” operations of a brokerage. There is not enough space here to tell all of the help and instructions I got here."
Curtis Leslie
"I had several positive experiences over the week. Vinny was accommodating and thorough when it came to teaching me cold calls. Tish was kind and full of knowledge as she gave me hands on training booking freight. Graham was so easy to follow. He brought IT to life for me. I am grateful for the opportunity, and I wish the best to all."
Erika
Rougeaux
"The advanced course was great! The schedule was flexible to allow for additional training in areas where we needed. We were also allotted the time to attend a morning devotion session at the Ziglar Corp. which was great. Tish spent a very fast paced real world day with us (in the life of a broker/agent)."
“VINNY IS AWESOME”
"The advanced course was great! The schedule was flexible to allow for additional training in areas where we needed. We were also allotted the time to attend a morning devotion session at the Ziglar Corp. which was great. Tish spent a very fast paced real world day with us (in the life of a broker/agent)."
“VINNY IS AWESOME”
Curtis
Morrison
Have a question? Give me a call. 214-206-1169
Moving forward,
Jeff Roach
www.transportationtraining.com
Millennials in the Workplace
Just read this Linked In article on Millennials in the workplace. For any business to succeed in the future they must understand as much as possible this new generation of professionals. In many ways they are not that different than the generation before. Enjoy the read:
Here are 5 myths about Millennials in the workplace and the truths to set the story straight:
Myth: Millennials are lazy and do not want to work hard.
Truth: Millennials are slowly redefining what a workplace and work culture looks like. Our wants and needs are not derived out of laziness, but rather grow from what has become broken in the corporate world. Multi-faceted in our dreams and goals, we seek a workplace where we can both succeed at our jobs and pursue our passions in life.
In a recent study by Bentley University, 77% of Millennials agree that flexible work hours would make their workplace more productive. Some companies have succeeded at introducing flex-hours, creating happier and more engaged employees as a result – both Millennials and non-Millennials.
Additionally, as the “always-on” generation, we are much more accessible outside of the workplace than employees have ever been. The vast majority of Millennials own a smartphone and over 89% admit to regularly checking their work email after work hours.
Myth: Millennials are job-hoppers who do not believe in company loyalty.
Truth: We want to feel part of something bigger than our jobs. We are much more likely to stay with a company that is transparent and engaging. We want employers who are ethical and fair, not gluttonous and harsh. We are loyal to those who care about us; this is something that has been slowly changing the culture of management and continues to make developments.
We are also not quite as different as one may believe. A survey conducted by IBM showed that Millennials, Gen X’ers and Baby Boomers all change jobs for similar reasons. They cite more money and a more creative workplace as their top reasons for switching employers.
Myth: Millennials are digital addicts who want to do everything online.
Truth: Yes, almost all of us have smartphones, laptops, and iPads. We enjoy texting and social media in our personal lives, but it turns out we are not so absorbed in technology at work. Over half of the respondents in the Bentley study said they would prefer to talk to colleagues in person, rather than by email, phone, text, or chat.
As well, IBM found that Millennials’ preferred methods for learning new skills at work were also not digitally inclined. The top three methods include: attending a third-party conference, attending in-person classroom training, and working alongside knowledgeable colleagues.
Myth: Millennials are entitled and need instant gratification for a job well done.
Truth: We do not want a trophy just for showing up, but we do want feedback. We are used to instant information – not gratification – because we grew up in the digital age where the answers to our questions are just one click away. No, simply waiting for a yearly review will not suit us well. Check in with us from time to time and let us know if we are meeting your expectations and what we can do better. Providing both positive and constructive feedback engages employees and creates a better environment for success.
Myth: Millennials’ career expectations are too high.
Truth: As it turns out, Millennials’ career expectations are not that different from our older coworkers. According to IBM, Millennials put the same weight on many of the same career goals as Gen X’ers and Baby Boomer’s. Goals such as making a positive impact on their organization, helping to solve social and/or environmental challenges, and working with a diverse group of people were similar for all three generations surveyed.
Where we do differ, it seems, is the definition of success. To Millennials, success does not simply mean climbing the corporate ladder. The study conducted by Bentley University reported that 66% of Millennials want to start their own business, 37% would like to work on their own, and only 13% aspire to become CEO or president of the company they work for. Achievement is measured in different ways by Millennials and, though we may not all take the traditional career path, we all aim to succeed.
Here is the real truth: We are not one unit; we are all wildly unique and cannot fit into one mould. We are reshaping the workplace just as generations before us did. We are redefining what a career looks like. We are capable, inspired professionals seeking a workplace where we will flourish and a way to make an impact on the world.
This post was created as part of the #MillennialMe series, a conversation by Millennials about Millennials.
After I read this I realized that freight brokering is a great job for a millennial because it fits in with many of their aspirations. A freight broker is independent, self motivated and has great expectations. Millennials are very comfortable with technology. Maximizing the benefits of technology is a great asset for a freight broker. The road to success as a freight broker is a bit different than the road to success in a traditional job. Millennials tend to take a non-traditional approach to career and success.
So no matter what generation you claim, if you are ready for a career change, consider training to be a freight broker.
Moving forward,
Jeff Roach
www.transportationtraining.com
Millennials in the Workplace: Five Myths and the Truths Behind Them
Millennials are the up-and-coming generation of working professionals. Born between 1980-2000, Millennials now make up over half of the workforce in Canada and the United States. As a Millennial myself, I am well aware of the sweeping statements and large generalizations that are often made about this generation. Ranging from partial truths to downright ridiculous, some of these myths can negatively impact Millennials in the workplace.Here are 5 myths about Millennials in the workplace and the truths to set the story straight:
Myth: Millennials are lazy and do not want to work hard.
Truth: Millennials are slowly redefining what a workplace and work culture looks like. Our wants and needs are not derived out of laziness, but rather grow from what has become broken in the corporate world. Multi-faceted in our dreams and goals, we seek a workplace where we can both succeed at our jobs and pursue our passions in life.
In a recent study by Bentley University, 77% of Millennials agree that flexible work hours would make their workplace more productive. Some companies have succeeded at introducing flex-hours, creating happier and more engaged employees as a result – both Millennials and non-Millennials.
Additionally, as the “always-on” generation, we are much more accessible outside of the workplace than employees have ever been. The vast majority of Millennials own a smartphone and over 89% admit to regularly checking their work email after work hours.
Myth: Millennials are job-hoppers who do not believe in company loyalty.
Truth: We want to feel part of something bigger than our jobs. We are much more likely to stay with a company that is transparent and engaging. We want employers who are ethical and fair, not gluttonous and harsh. We are loyal to those who care about us; this is something that has been slowly changing the culture of management and continues to make developments.
We are also not quite as different as one may believe. A survey conducted by IBM showed that Millennials, Gen X’ers and Baby Boomers all change jobs for similar reasons. They cite more money and a more creative workplace as their top reasons for switching employers.
Myth: Millennials are digital addicts who want to do everything online.
Truth: Yes, almost all of us have smartphones, laptops, and iPads. We enjoy texting and social media in our personal lives, but it turns out we are not so absorbed in technology at work. Over half of the respondents in the Bentley study said they would prefer to talk to colleagues in person, rather than by email, phone, text, or chat.
As well, IBM found that Millennials’ preferred methods for learning new skills at work were also not digitally inclined. The top three methods include: attending a third-party conference, attending in-person classroom training, and working alongside knowledgeable colleagues.
Myth: Millennials are entitled and need instant gratification for a job well done.
Truth: We do not want a trophy just for showing up, but we do want feedback. We are used to instant information – not gratification – because we grew up in the digital age where the answers to our questions are just one click away. No, simply waiting for a yearly review will not suit us well. Check in with us from time to time and let us know if we are meeting your expectations and what we can do better. Providing both positive and constructive feedback engages employees and creates a better environment for success.
Myth: Millennials’ career expectations are too high.
Truth: As it turns out, Millennials’ career expectations are not that different from our older coworkers. According to IBM, Millennials put the same weight on many of the same career goals as Gen X’ers and Baby Boomer’s. Goals such as making a positive impact on their organization, helping to solve social and/or environmental challenges, and working with a diverse group of people were similar for all three generations surveyed.
Where we do differ, it seems, is the definition of success. To Millennials, success does not simply mean climbing the corporate ladder. The study conducted by Bentley University reported that 66% of Millennials want to start their own business, 37% would like to work on their own, and only 13% aspire to become CEO or president of the company they work for. Achievement is measured in different ways by Millennials and, though we may not all take the traditional career path, we all aim to succeed.
Here is the real truth: We are not one unit; we are all wildly unique and cannot fit into one mould. We are reshaping the workplace just as generations before us did. We are redefining what a career looks like. We are capable, inspired professionals seeking a workplace where we will flourish and a way to make an impact on the world.
This post was created as part of the #MillennialMe series, a conversation by Millennials about Millennials.
After I read this I realized that freight brokering is a great job for a millennial because it fits in with many of their aspirations. A freight broker is independent, self motivated and has great expectations. Millennials are very comfortable with technology. Maximizing the benefits of technology is a great asset for a freight broker. The road to success as a freight broker is a bit different than the road to success in a traditional job. Millennials tend to take a non-traditional approach to career and success.
So no matter what generation you claim, if you are ready for a career change, consider training to be a freight broker.
Moving forward,
Jeff Roach
www.transportationtraining.com
Life Changing and Eye Opening Training
Last week we had our monthly basic freight broker course in Dallas. Once again our graduates valued their experience and the excellent training. Here's what they said about their week of training:
I started this training clueless about the trucking business unsure about which direction I actually wanted to go in. After completing the course and listening to each of the speakers brought about a different light. Vinny was a great instructor along with Tish with the support of showing how to post the loads, get the loads, find the drivers, and etc. I look forward to getting out in the field to push all the knowledge. I gained to make this thing successful.
Contina Evans
Words can’t explain, I loved everything about the class! The people. I had no clue which direction I wanted to go in. I know I had a lot of buddies in the freight business, but didn’t know my niche, but this class actually helped me with that decision.
Kevin B.
Thank you for allowing me to attend today with my wife. I thoroughly enjoyed listening to Bryan Flanagan and I like the presentation Don McDaniel gave. He would be someone I’d like to work with.
Brian H.
This was a great experience! I was lost about Freight Brokering prior to the class, but I am leaving feeling confident in my ability to move freight. Thank you to my instructors, guests, and vendors for making this all worthwhile. E. Rogeaux
As an instructor/teacher Vinny has made a positive impact on my decision to go forward in being an agent. I was a little nervous and unsure that I was doing the right class for me. Vinny has answered questions, and given me the help to enable me to finish this class. Thanks to all the Brooke team, and a special thanks to Vinny!
Del Francis
I am a new small carrier business. This class was extremely helpful to me as I was interested in learning all perspectives with the transportation business. The quality and quantity of information provided through this program is on – point, thorough and over-all a phenomenal training experience! I highly recommend this program for those who are new to the transportation logistics as well as for those with experience in the industry.
Camey Sears
Class was very informative. I am glad I took the time to attend this class. The instructor, Vinny, was funny and opened my eyes to the sale business of brokering. I would recommend this class to anyone interested in becoming a Broker or Agent.
Mo Draught
The experienced gained from this program is totally worth it, life changing opportunity, and an eye opener for all the possibilities that can be accomplished. The instructor in itself was really a highlight, very professional, prepared, helpful, and always available and willing to LISTEN. Would recommend to anyone interested, new comers, and/or already in part or doing something within this business.
Edgar R.
My experience with the instructors this week is they have been great motivators with great integrity. The instructors were knowledgable and provided many techniques on approaching new clients. The interacting with the guests help get a better understanding of yourself as a person to better your approach with a new perspective client.
Working with the program has certainly reinforced my way in viewing my approach with new potential clients. Highly recommend this course for anyone wanting to get into the freight business. It provides high quality instructors and experience.
Fred de Luna
Met some lifelong friends in the transportation industry. Learned a lot about “Life” principals along with transportation information. Thank you.
Curtis Leslie
“Don at Landstar” I appreciate the school allowing this type of speaker, who has serious intentions of hiring students directly out of school and offering assistance as required. I feel this can allow Anyone a true start.
“Vinny” – the best salesman in the country, second to me. What an honest and great instructor. I feel I have met a great mentor.
Curtis Morrison
Thank you graduates for training with us. Thank you instructors for doing a great job getting these students ready to hit the road with engines roaring.
Moving forward,
Jeff Roach
www.transportationtraining.com
I started this training clueless about the trucking business unsure about which direction I actually wanted to go in. After completing the course and listening to each of the speakers brought about a different light. Vinny was a great instructor along with Tish with the support of showing how to post the loads, get the loads, find the drivers, and etc. I look forward to getting out in the field to push all the knowledge. I gained to make this thing successful.
Contina Evans
Words can’t explain, I loved everything about the class! The people. I had no clue which direction I wanted to go in. I know I had a lot of buddies in the freight business, but didn’t know my niche, but this class actually helped me with that decision.
Kevin B.
Thank you for allowing me to attend today with my wife. I thoroughly enjoyed listening to Bryan Flanagan and I like the presentation Don McDaniel gave. He would be someone I’d like to work with.
Brian H.
This was a great experience! I was lost about Freight Brokering prior to the class, but I am leaving feeling confident in my ability to move freight. Thank you to my instructors, guests, and vendors for making this all worthwhile. E. Rogeaux
As an instructor/teacher Vinny has made a positive impact on my decision to go forward in being an agent. I was a little nervous and unsure that I was doing the right class for me. Vinny has answered questions, and given me the help to enable me to finish this class. Thanks to all the Brooke team, and a special thanks to Vinny!
Del Francis
I am a new small carrier business. This class was extremely helpful to me as I was interested in learning all perspectives with the transportation business. The quality and quantity of information provided through this program is on – point, thorough and over-all a phenomenal training experience! I highly recommend this program for those who are new to the transportation logistics as well as for those with experience in the industry.
Camey Sears
Class was very informative. I am glad I took the time to attend this class. The instructor, Vinny, was funny and opened my eyes to the sale business of brokering. I would recommend this class to anyone interested in becoming a Broker or Agent.
Mo Draught
The experienced gained from this program is totally worth it, life changing opportunity, and an eye opener for all the possibilities that can be accomplished. The instructor in itself was really a highlight, very professional, prepared, helpful, and always available and willing to LISTEN. Would recommend to anyone interested, new comers, and/or already in part or doing something within this business.
Edgar R.
My experience with the instructors this week is they have been great motivators with great integrity. The instructors were knowledgable and provided many techniques on approaching new clients. The interacting with the guests help get a better understanding of yourself as a person to better your approach with a new perspective client.
Working with the program has certainly reinforced my way in viewing my approach with new potential clients. Highly recommend this course for anyone wanting to get into the freight business. It provides high quality instructors and experience.
Fred de Luna
Met some lifelong friends in the transportation industry. Learned a lot about “Life” principals along with transportation information. Thank you.
Curtis Leslie
“Don at Landstar” I appreciate the school allowing this type of speaker, who has serious intentions of hiring students directly out of school and offering assistance as required. I feel this can allow Anyone a true start.
“Vinny” – the best salesman in the country, second to me. What an honest and great instructor. I feel I have met a great mentor.
Curtis Morrison
Thank you graduates for training with us. Thank you instructors for doing a great job getting these students ready to hit the road with engines roaring.
Moving forward,
Jeff Roach
www.transportationtraining.com
More Qualities of a Freight Broker
A freight broker must have good communication and organizational skills as discussed in my previous post. A freight broker must also be a good prospector and self motivated.
A new freight broker or freight broker agent will spend the majority of their time prospecting for shippers. In order to be good at prospecting the agent must have confidence and the stamina to keep going even after getting rejected. Each call made is a learning experience. Learn about a potential customer, who they currently use as a freight broker, what needs they have, etc. Are there ever times when they have extra loads that they need help getting moved? A new freight broker or freight broker agent should determine what kind of freight they would like to move then become an expert on that niche of the business. The more you know the better your ability to ask intelligent questions to your potential customer.
All of this takes self motivation. It is up to the freight broker to make the most of every day. The more calls a broker makes the sooner they will find a shipper who is interested in their services. When you find a shipper who has interest you must be motivated enough to contact them back when the need for you may arise.
Spend some time every morning thinking through what you want to accomplish that day. Stay motivated so at the end of the day you accomplish what you set out to do.
The transportation industry is in need of freight broker's services. Develop the right qualities and you can become a great success.
Moving forward,
Jeff Roach
www.transportationtraining.com
A new freight broker or freight broker agent will spend the majority of their time prospecting for shippers. In order to be good at prospecting the agent must have confidence and the stamina to keep going even after getting rejected. Each call made is a learning experience. Learn about a potential customer, who they currently use as a freight broker, what needs they have, etc. Are there ever times when they have extra loads that they need help getting moved? A new freight broker or freight broker agent should determine what kind of freight they would like to move then become an expert on that niche of the business. The more you know the better your ability to ask intelligent questions to your potential customer.
All of this takes self motivation. It is up to the freight broker to make the most of every day. The more calls a broker makes the sooner they will find a shipper who is interested in their services. When you find a shipper who has interest you must be motivated enough to contact them back when the need for you may arise.
Spend some time every morning thinking through what you want to accomplish that day. Stay motivated so at the end of the day you accomplish what you set out to do.
The transportation industry is in need of freight broker's services. Develop the right qualities and you can become a great success.
Moving forward,
Jeff Roach
www.transportationtraining.com
What Does It Take to Become a Freight Broker?
I was reading through some of the comments left on my blog posts this morning. One reader asked "what does it take to become a freight broker?". There are books and courses with much information in answering this question, but here is my quick attempt to explain some of what it takes.
There are many character qualities and professional skills needed to succeed as a freight broker.
A freight broker is the middle man between the manufacturers or distributors of goods and the carriers or the vehicles that actually do the hauling. As the middle man, the freight broker must have good communication skills. They need the ability to be able to clearly negotiate terms to both sides. The broker will need to communicate on the phone, via email and text. The broker will determine their customer's preferred methods of communication. This is a fast paced industry so being adept at communicate, in the most efficient manner, is key.
After the negotiation, the broker will then need the organization skills to coordinate the pick up of the goods, movement of the goods then delivery of the goods. When you are a freight broker agent, your freight brokerage will help with some of the logistics. A freight broker is always on call as a load is being moved so that if any snags happen they can alert their customer. A truck may encounter bad weather, traffic accidents, detours, sickness and other slow downs along the way. When this happens the freight broker will keep all parties informed to the plan of action in getting the load delivered.
So two key qualities needed to be a good freight broker are communication and organizational skills. I will talk about other qualities in my next couple of blog entries.
At Brooke Transportation Training Solutions we train a diverse group of students every month. The skills we teach are key to getting up and running fast, as a freight broker. And the faster you are up and running the faster you will start turning a profit. Our students actually start booking loads while in class.
Good luck in whatever adventure you take. The skies the limit as a freight broker.
Moving on,
Jeff Roach
www.transportationtraining.com
There are many character qualities and professional skills needed to succeed as a freight broker.
A freight broker is the middle man between the manufacturers or distributors of goods and the carriers or the vehicles that actually do the hauling. As the middle man, the freight broker must have good communication skills. They need the ability to be able to clearly negotiate terms to both sides. The broker will need to communicate on the phone, via email and text. The broker will determine their customer's preferred methods of communication. This is a fast paced industry so being adept at communicate, in the most efficient manner, is key.
After the negotiation, the broker will then need the organization skills to coordinate the pick up of the goods, movement of the goods then delivery of the goods. When you are a freight broker agent, your freight brokerage will help with some of the logistics. A freight broker is always on call as a load is being moved so that if any snags happen they can alert their customer. A truck may encounter bad weather, traffic accidents, detours, sickness and other slow downs along the way. When this happens the freight broker will keep all parties informed to the plan of action in getting the load delivered.
So two key qualities needed to be a good freight broker are communication and organizational skills. I will talk about other qualities in my next couple of blog entries.
At Brooke Transportation Training Solutions we train a diverse group of students every month. The skills we teach are key to getting up and running fast, as a freight broker. And the faster you are up and running the faster you will start turning a profit. Our students actually start booking loads while in class.
Good luck in whatever adventure you take. The skies the limit as a freight broker.
Moving on,
Jeff Roach
www.transportationtraining.com
Up Your Sales Game
Join us next week (June 15-19) in Dallas for our live freight broker course if you'd like to up your sales game. We are happy to have Bryan Flanagan back next week as a guest teacher. He is by far the most sought after sales trainer in the country. He guarantees three outcomes: each participant will be educated, encouraged, and entertained.
Here is a little about Bryan:
A dream born in 1972 became a reality in 1984 when Bryan left the corporate world of IBM to pursue his passion for teaching and training. Since that time, he has interacted with 4,096 groups, traveled 3,330,972 miles, and trained 731,451 people. And, yet, he claims his future is still ahead of him!
During that time, Bryan has realized he has a passion for the sales profession, for salespeople, and for those who desire to increase their presentation skills effectively and in a professional manner.
Bryan began his career as a delivery boy for the IBM Corporation in his hometown of Baton Rouge after graduating from Louisiana State University. He then invested the next 14 years as a salesman, a “people” manager, and a sales instructor at IBM’s national training center. In 1984, Bryan joined the Zig Ziglar Corporation in Dallas, TX.
One thing you can count on . . . Bryan has fun during his presentation and so do his audiences.
It really is a blessing that we are able to provide our students with extraordinary speakers and trainers.
This month (June 15-19) we will actually have two top ranked sales experts in the house: Bryan Flanagan and me. I was born with an ability to sell. Bryan is a real pro.
Give me a call with any questions: 214-206-1169 or visit our website: www.transportationtraining.com
Moving forward,
Jeff Roach
www.transportationtraining.com
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