Walk for a Good Cause

Just read this challenge for the trucking industry.  I encourage all my readers to take part in this walk:

NAL Insurance, through its Healthy Trucker program, is issuing a challenge to companies in the trucking industry. It’s calling on fleets and suppliers to assemble teams of 10 to take part in an around-the-world walk during the month of July.
Participants will need an app or a Fitbit device to take part and teams will have to shell out $1,000, which will go towards Make-A-Wish and the Health & Stroke Foundation. Organizer Aaron Lindsay says he wants to see participating teams cover 25,000 miles during the month – effectively circling the Earth.
“We have set a goal to collectively have all industry partners walk around the world in the month of July to promote the importance of better health and wellness in the trucking industry,” said Aaron Lindsay, Healthy Trucker marketing manager. “It’s not a competition and there aren’t any prizes for leading the way but we have set a goal to collectively walk 25,000 miles in the month of July,” said Lindsay. “Together, we can help change the face of trucking one driver at a time.”
To sign up, visit www.healthyfleet.com or call 855-422-8333.

James Menzies

James Menzies is executive editor of Truck News and Truck West magazines and equipment editor of Motortruck Fleet Executive.

Moving forward,

Jeff Roach
www.transportationtraining.com

It's OK to Fail

I have to admit that my children have heard me say these exact words, hundreds of times. I have also asked this question in training and in business meetings: "Am I a negative person?" 

Of course not. I contend that if your not failing at something in your life, then you're not trying enough new stuff.

Recently, I have been working with a company that lives and dies by how the report card looks.  If the expenses are not in line with the revenue, they fix it. The other thing they do is make it known that they are always looking for add on businesses to buy and add on services to increase the profits for the investors. Do all of these deals work exactly as planned? Of course not. Does that stop them from doing more deals? No way! Seldom does a plan look exactly like the finished result. If you have ever built a home, you understand. The key is to build a solid foundation and when it comes to adapt and change, you can be fluid and make the changes less painful

In business and in life, we are the only ones that can use our God given abilities. We all have them, but we must choose faith over fear and work to achieve our goals. Failing is a part of business and life. We adapt and we set a new path to our destination. Now don't get me wrong folks, you must have goals, you must have a road map on how to reach those goals and you have to work hard.

Remember, a win does not make you and a loss does not break you. Giving up breaks you. Fear of not trying to do your best breaks you.

Failure is not only an option, it is a given if your are trying to achieve lofty goals. The only true failures in life are when we allow someone else to determine our self worth. We are all worthy.  We are all capable of amazing things. Be your own best friend and be proud of yourself. Work hard for you. Don't be afraid to deal with adversity. Embrace it.

They told my five foot tall 14 year old daughter in the ninth grade that they could teach a tall girl how to play volleyball, but could not teach a short girl how to be tall. They underestimated her tenacity. With a lot of hard work and the tenaciousness that only a true champion has, she's still five feet tall at 17 years old yet was awarded the national MVP and captain of her volleyball team this last year.

The freedom to fail allowed her to ignor those negative words. She did not worry about what people thought. She just got back at it and made it happen. She never even thought about giving up. She  was told NO more times than she was told YES throughout her sports career. Most likely, if you're a salesman like me, you will be told NO more often than YES as well. Don't worry about.

I was told a hundred times that I could NOT put the very first and only online freight broker course in all the major colleges and universities.  Check it out, you will find my course offered in all major colleges and universities.

We are all built to achieve. Do not be afraid to step out of your comfort zone. You may have to adapt and adjust your path along the way, but the goal remains the same. If you fall down, get back up. All major athletes and most world leaders have had to overcome adversity. When you set those lofty goals, you too will fall. Life is too short not to give it all you have. Everybody says it can't be done until someone does it. We have all seen this played out in our lives.

Being on the mountain top is great, but I contend that the journey is where the true joy comes from. The relationships you make on your journey are so critical. Treat people the way you want to be treated and choose grace over being self-centered. Be other-people-centered. I have never met a happy selfish person.

Always try and be better today than you were yesterday. Enjoy your time with those you love and those who love you. One day you will wish you did. I promise you that!

Keep trying new things. Work hard and remember failure is an event, not a person. As Mr. Ziglar says, "Yesterday really did end last night and today really is a brand new day." You're never too old or too young to start failing. Think about it.

Moving forward,


Jeff  
Brooke Transportation Training Solutions
214-206-1169
jroach@transportationtraining.com

www.brooketraining.com <http://www.brooketraining.com>
www.justintimefreight.com <http://www.justintimefreight.com>

Freight Broker Employment Outlook

Employment Outlook/Industry Trends:

In May 2010, the U.S. Bureau of Labor Statistics reported that opportunities for freight brokers will grow by 29 percent in the decade leading to 2020. This is much faster than the 14 percent growth projected for other jobs in the same period. Factors contributing to growth for this sector include the increasing trend of companies to use freight arrangement services to outsource their shipping.

According to the U.S. Bureau of Labor Statistics, in 2011, freight broker/agents reported an average annual salary of $58,000 per year.

According to indeed.com, their statistics show that job trends in transportation are up 54% from December 2012 to December 2013 – so transportation and logistics jobs are greatly on the increase. They post the average freight broker / agent salary as $76,000 (see below) (This is up from $49,000 in their 2011 figures).

Freight Agent Broker Salary

Average Freight Agent Broker salaries for job postings nationwide are 30% higher than average salaries for all job postings nationwide.

Average Salary of Jobs with Related Titles

In USD as of Apr 28, 2014		90k	180k	270k
Freight Broker Agent	$253,000
Broker Agent	$76,000
Freight Agent	$76,000
Senior Service Agent	$27,000

 http://www.indeed.com/salary?q1=Freight+Agent+Broker&l1=&friend=1

Join us for our basic freight broker agent course to get in on this growing industry.  

Moving forward,

Jeff Roach

www.transportationtraining.com

76K Salary sound good?

I was encouraged to read that freight brokers and their agents are making good money.  According to Indeed.com, Freight broker agent average salary is $76,000, 30% higher than the average salary for all job postings.  That is up from the $48,000  reported in 2011.

That's just the average.  For someone dedicated to their career the pay can go significantly higher.  When a broker develops a trusting relationship with their clients they will get repeat business.  As their client grows, their need for freight movement grows and the freight broker also grows.  

At our school anyone with the drive can learn the needed skills to start freight brokering in just a week of training.  

What does a freight broker do?

Freight Broker and Freight Agent Duties:

Freight brokers (and freight broker agents) analyze the shipping needs of their clients, consult regarding transportation efficiency, and advise the clients about transporting cargo from the pick-up to the destination. Typically brokers/agents deal primarily with large shipments. The broker will provide the client with the costs, make arrangements for the shipment, negotiate rates, assist in increasing efficiency, attend to the paperwork on the shipment, keep the client aware of the shipment’s status, handle daily operations, keep records of the shipment and, if necessary, trace a missing shipment or assist with cargo claims.

The amount that a freight broker/agent makes is highly a function of how long a person has been doing the job. It takes some time to build up clients (typically averages about 3-6 months); Since it is most often residual business, there is not cap on what it can build up to over time as the broker/agent adds clients – (so many make much more than this over time). 

If that sounds like a career of interest to you then give me a call and we can talk further.  Or sign up for our course.  Invest in learning the ins and outs of the business that is both fulfilling and rewarding.

Moving forward,

Jeff Roach

www.transportationtraining.com 

Freight broker Certification

I’ve been in the transportation industry for 3 decades, working in almost all areas.  I’ve spent most of my career as a freight broker, a freight broker trainer and a coach.  I have found great success and been able to use my natural and learned skills.  Transportation is a dynamic industry, a critical element in our nation’s economy.  All products need some transportation.  So there is always a need for reliable, trustworthy freight brokers.  A freight broker matches companies who have products with carriers who can move those products.  A freight broker often helps carriers find a return load so they make money on both legs of their trip. 

I’ve been asked if there are different levels of broker certification (i.e., Master Broker, Diamond, Platinum, Gold, Silver, or Journeyman Broker)?

There is truly 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.

I love my work as a freight broker and I love mentoring upstart freight brokers as well.  We teach a basic freight broker training course as well as an advanced course.  The advanced course adds more hands on opportunity for the student but not a higher certification.  I continue to consult with my students long after they finish either course.  I find much satisfaction in seeing my student find success as a freight broker. 

If you have an interest in learning more, we have live and online classes monthly listed on our website.  If you have any questions at all don’t hesitate to contact me.

Moving forward,

Jeff Roach

214-206-1169

jroach@transportationtraining.com

www.transportationtraining.com

Graduate Testimonials

These comments from our most recent graduates make me very proud and humbled.  I started Brooke Transportation Training Solutions with the goal of "under promising and over delivering" (as Zig Ziglar would say).  Based on the words of these class members that is what we have done.

 When I first decided to attend the Brooke Training School, I was a little bit unsure if I had made the right decision to invest $2,500.00 for one week of training?  But after the First Day!! I knew that I made the right choice.  Our instructor Vinny, gave us so much insight into the Freight Broker Industry that I was amazed.  I have already recommended the class to 2 of my friends.  I am so excited to get started as an agent.  I would recommend this class to anyone who is looking for a career and is willing to work hard!

--CW

If I had to change one thing about this weekly training – It would be NOTHING.  My instructor was able to present all of this new transportation knowledge and insight in a manner which was clear and concise (to the point).  I really feel like this was the best $2,200/$2,400 I ever spent on my personal investment…I would recommend this school to persons who really want to get insight into the Brokering Business.
--Veronica Walker
  

Brooke Training Freight Broker School was very interesting.  I learned everything about the Freight Broker Industry.  This school has all the tools that you need to get started.  You just have to put the tools to work. It was very well taught.  When I came to the class I didn’t know too much about the industry.  Guess what?  Now I do.  My instructor Vinny was very inspiring and open.  So if you choose to get into the industry I would advise you to go to Brooke Training School.  All you would have to do is be patient and do your due diligence in getting started.

--Dedrick Dock
 
Vinny’s teaching was so good.  I would recommend this training to everyone that I come in contact with. I was so lost about what the difference between a broker, broker agent, and broker sub agent.  Since I’ve attended Brooke Training Solutions I learned so much about the Brokerage Business.  I’m glad I’ve made this choice.  Thank you Brooke.I really loved the way Vinny explained and discussed the ins and outs of Brokering.

--Damian Lee
 

This was a wonderful class.  I came in to Brooke Transportation Training Solutions Class knowing absolutely nothing about Brokering for Transportation Company.  But now I feel like I can go out into the world and compete with the best.  Our instructor Vinny is the best teacher I have ever had.  He took his time and answered all questions.  His sense of humor also made the time go extremely fast, thank you Vinny.  And thank you Brook Transportation.

--NiEtta Renolds
 

I recently attended the Brooke Transportation Basic Broker Course.  The training and instructors were the best that I have ever seen.  I am a retired Military Officer and Have attended many training classes both civilian and governmental sponsor.  Vinny is great at passing knowledge about sales and how to develop a customer.  His attitude and energy are contagious.  Vinny is a wealth of knowledge.  Tish Cozine is a very good instructor and her knowledge of the load boards and obtaining carrier information was wonderful.  Janis helped with the V.A. in getting my class paid for which was AWESOME.  It took a few months to get thru all the government red tape but with Janis’s help we got it accomplished.

The Brooke Training made you feel like family in the way that they made sure that you have all their contact information.  Thank you very much.
--Joseph Morris

The instructors were very nice and helpful, very open to answer any questions. They made sure that you understood the material and gave great feed back.

--Kenna Green

I liked learning about the operations side of the course.  I enjoyed being able to see and actually book real loads.  Learning the aspects of how to make cold calls was also very helpful. –Amelia

Thank you, thank you, thank you graduates for trusting us to teach you.  Thank you instructors very never compromising on quality and always teaching with excellence.

Still learning,  

Jeff Roach

www.transportationtraining.com

 

Freight Broker Sales Script

If you are a carrier or a broker/agent you are always looking for shippers. To get shippers you make calls.  You need a sales script, right???  Anyone who knows me knows I go crazy when a student asks for a script when calling shippers for the first time.

Now imagine yourself after working hard all day and the phone rings …you’re hoping it is your fishing buddy. The black bass are hitting all over lake Travis, I'm thinking with a smile and then to my surprise it's a telemarketer.
 
We all hate to be bothered by these people who invade our space. How dare they?  You see when you read a script you come across as a telemarketer. Then you start believing and acting like a telemarketer.  Telemarketers are pests who are trying to sell us something we probably don’t want or need.  A Freight Broker is offering a service the shipper vitally needs.

Be confidant knowing people buy from you because you have invested in education, you’re a giver, and you have a great attitude. Being new at the job can be a bonus. Tell the shipper you’re new and you want to help them solve their problems.
 
Get to the right person at the shipper firm and ask if it is an okay time to visit. If the say yes, ask them when's the last time you needed a truck and couldn't find one? Wait as long as possible. Silence is golden.

Listen to what the customer is telling you. Take notes and ask to go over the notes.  Ask:  What are the goals are of the shipper? Then purpose to help them reach those goals. Become part of the team.

It takes 7-9 touches before a customer makes a buying decision so do not quit after four. They say about 80% of sales people stop calling on a prospect after 4 times. Every sales book in America will tell you it takes 7-9 touches before a prospect will buy from you. What is a touch? A note in the mail, an email, a phone call...
 
I promise, once the traffic manager trusts you because you did what you said when you said you were going to do it, you will get business.
 
You will get customer for life.
 
The customer chooses everything including when to buy, how much, and how often. The vendor they trust the most will be the one who gets the lion share of business. Rates are often talked about but in reality most shippers will pay more for out of this world service.  Read Customers for Life by Carl Lewis. 
 
The investment in time will pay off. Your goal is to make a customer, not a sale. I don't claim to be an expert on sales but I know for sure that if you treat the shipper the way you want to be treated - you will be a superstar sales pro.

I used to work for a great guy who owned a large trucking company. He’d say,” You will get a Gold Star on your forehead when you close a big account.” Funny thing I closed some whoppers and he never gave me those stars...He did give me an education and for that I will be always be grateful. You can’t replace education.
 
The more you earn, the more you learn.
 
My girls say artists are the smartest.
 
Moving forward,

Jeff Roach