“What happens to a man is less significant than what happens within him”.
Louis L. Mann
In Stan Toler’s book minute motivators for leaders Stan spends a chapter discussing the importance of self-evaluation as leaders. I consider anyone who has come through our course a leader. They are motivated enough to scrape up the money (or commit to a financing agreement) to pay for the education and they have chosen to step out of their comfort zone to learn something new. To be a success Toler’s word are insightful:
Neither congratulations nor criticism should take a leader by surprise. That’s because no friend or detractor can say anything that the leader doesn’t already know. Leaders who examine themselves will avoid being swayed by flattery or wounded by criticism. They know their strengths and weaknesses and they know when they’re heading in the wrong direction.
They can accept praise without becoming conceited. They know that many of their accomplishments come form the contributions of their associates. When they accept the applause of others, they are inwardly extending a hand toward their team members.
And they can listen to criticism without taking offense. Since they have a great sense of purpose and direction, constructive criticism can only help to propel them toward their objectives.
Good leaders are comfortable in their own skin. They know what’s true about them, and they don’t mind hearing it. They also know their weakness, and so they listen to suggestions that will help them fulfill their leadership role. Leaders are honest with themselves.
These words are so true but not immediate. I think it takes time to recognize your strengths with humility knowing that you have weaknesses as well.
Moving forward,
Jeff Roach
www.brooketraining.com
Chunk it
The secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks, and then starting on the first one.
Mark Twain from Zig Ziglar.com
I get a daily quote from Zig Ziglar (my hero) that inspires me. This quote from Mark Twain is so true. I break my stuff into small manageable tasks and try to do the one I don’t want to do first. It amazes me how free I feel when I get that undesirable job done or the one that I’ve been putting off the longest or the one I’m likely not to do if I don’t jump on it first thing (like exercise).
When my kiddos were learning to read their teacher used the term “chunk it” when they got to a “big” word. It is hard to remember when some words were overwhelming, but to a 5 year old a word longer that 3 letters can be quite daunting. Chunk it meant simply dividing the word up into parts and trying to pronounce each part then put it all together. I remember very vividly my daughter slowly pronouncing each sound of each letter then trying to say them fast to figure out what the word was. For “Cat” she’d say Ka – AH – Ta many times with a frowed brow then finally her light bulb would go on, she’d get this amazing look on her face and correctly say “cat”.
So remember when your 50 calls or finding a truck for a load seems unmanageable. Break it up into one call at a time knowing each call is worth money in the long run because each call is that much closer to a sale.
Moving forward,
Jeff Roach
www.brooketraining.com
Mark Twain from Zig Ziglar.com
I get a daily quote from Zig Ziglar (my hero) that inspires me. This quote from Mark Twain is so true. I break my stuff into small manageable tasks and try to do the one I don’t want to do first. It amazes me how free I feel when I get that undesirable job done or the one that I’ve been putting off the longest or the one I’m likely not to do if I don’t jump on it first thing (like exercise).
When my kiddos were learning to read their teacher used the term “chunk it” when they got to a “big” word. It is hard to remember when some words were overwhelming, but to a 5 year old a word longer that 3 letters can be quite daunting. Chunk it meant simply dividing the word up into parts and trying to pronounce each part then put it all together. I remember very vividly my daughter slowly pronouncing each sound of each letter then trying to say them fast to figure out what the word was. For “Cat” she’d say Ka – AH – Ta many times with a frowed brow then finally her light bulb would go on, she’d get this amazing look on her face and correctly say “cat”.
So remember when your 50 calls or finding a truck for a load seems unmanageable. Break it up into one call at a time knowing each call is worth money in the long run because each call is that much closer to a sale.
Moving forward,
Jeff Roach
www.brooketraining.com
Congrats Lance
Lance White, one of our Dallas instructors, was recently named National Accounts Manager for Exel as their expedited freight specialist. Way to go, buddy.
Our website brags on our great instructors. We aren't the only ones who know their value. Our most current Dallas Forth Worth student testimonials also praised Lance White, their guide for his excellence:
If you want to be a freight broker/agent Brooke Training is the only way to go! I feel I received the best training for my money, with real world knowledge, taught in a relaxed but extremely professional classroom environment. I feel armed with all the tools to be a success. Bryan S
Great week! Lots of information plus hands on training. Lance (instructor) was very patient and thorough, had a great attitude and humor. Well worth the time and money. Robby B
My partner is an owner-operator. We want to start our own brokerage but I knew next to nothing about the industry. Brooke gave me real world training, resources and practical tips. Lance, a broker himself took us through some real loads he was working. I recommend this course to anyone who wants to hit the ground running.
If it is true that you are known by the company you keep. I must be pretty well known since I keep company with Lance on occasion.
Moving forward,
Jeff Roach
www.brooketraining.com
Our website brags on our great instructors. We aren't the only ones who know their value. Our most current Dallas Forth Worth student testimonials also praised Lance White, their guide for his excellence:
If you want to be a freight broker/agent Brooke Training is the only way to go! I feel I received the best training for my money, with real world knowledge, taught in a relaxed but extremely professional classroom environment. I feel armed with all the tools to be a success. Bryan S
Great week! Lots of information plus hands on training. Lance (instructor) was very patient and thorough, had a great attitude and humor. Well worth the time and money. Robby B
My partner is an owner-operator. We want to start our own brokerage but I knew next to nothing about the industry. Brooke gave me real world training, resources and practical tips. Lance, a broker himself took us through some real loads he was working. I recommend this course to anyone who wants to hit the ground running.
If it is true that you are known by the company you keep. I must be pretty well known since I keep company with Lance on occasion.
Moving forward,
Jeff Roach
www.brooketraining.com
Do you need money to make money?
Friday I sent out an article by Scott Allen from his entrepreneur’s blog.
What did he sight as the most important thing for a biz? Cash flow. Although a cushion of money is critical, it doesn't have to be your own money.
Many of our freight broker students begin class determined to open their own brokerage then decide to be an agent instead. One of the main reasons is cash flow. When you work as an agent your parent brokerage can help with cash flow. In either case you are your own boss, just as an agent you have some back end support. The last day of class we introduce our students to select large and small brokerages looking for agents.
We also require, as much as we can require, our students to build up their savings to at least 6 months of living expenses so that they can start their business with the cushion of money it may take before deals start paying off.
We have had many a student land a big, solid deal with a shipper within weeks of the start of freight brokering. But by in large a newbie has to stay the course for what may seem like an eternity before getting a nod.
There are a lot of get rich quick schemes out there preying on our instant gratification mentality. But they are schemes not real avenues to build a career. Freight Brokering is a great opportunity to build a solid business for those who recognize the value of hard work and stick to itism.
So get out there and make some calls. The golden call is around the corner.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
What did he sight as the most important thing for a biz? Cash flow. Although a cushion of money is critical, it doesn't have to be your own money.
Many of our freight broker students begin class determined to open their own brokerage then decide to be an agent instead. One of the main reasons is cash flow. When you work as an agent your parent brokerage can help with cash flow. In either case you are your own boss, just as an agent you have some back end support. The last day of class we introduce our students to select large and small brokerages looking for agents.
We also require, as much as we can require, our students to build up their savings to at least 6 months of living expenses so that they can start their business with the cushion of money it may take before deals start paying off.
We have had many a student land a big, solid deal with a shipper within weeks of the start of freight brokering. But by in large a newbie has to stay the course for what may seem like an eternity before getting a nod.
There are a lot of get rich quick schemes out there preying on our instant gratification mentality. But they are schemes not real avenues to build a career. Freight Brokering is a great opportunity to build a solid business for those who recognize the value of hard work and stick to itism.
So get out there and make some calls. The golden call is around the corner.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
The Most Important Thing
What would you say is the most important thing in any business? Scott Allen offers this insightful article:
The Single Most Important Thing in Any Business
From Scott Allen’s Entrepreneurs blog
Friday was a tough day for me. A friend of mine - an entrepreneur - hit rock bottom, and did so very publicly. After three years of trying to build his dream business, he still isn't even managing a survival-level livelihood. The thing is, he's had income opportunities, but turned them down, ostensibly because they didn't fit with his vision for his business.
I believe that entrepreneurs should pursue their passion and be true to their vision of their business. But the idea of "do what you love and the money will follow" can be extremely dangerous. There's more to it than that. You also have to offer a product or service that people are willing to buy at a price that can provide you an acceptable profit margin. And you have to sufficiently promote it to attract enough paying customers to make you a living.
But most importantly, you have to survive. You have to be able to cover not only basic living expenses, but basic business expenses, e.g., office supplies, maintaining your computer and other office equipment, phone and internet access, etc.
The single most important thing in any business is cash flow.
As Philip Cambell says in his article, "The 10 Rules of Cash Flow 101":
Never Run Out of Cash. Running out of cash is the definition of failure in business. Make the commitment to do what it takes so it doesn't happen to you. [...] It's important to recognize that the basics of cash flow 101 are what keeps your business alive. Manage it with the care and attention it deserves. It's very unforgiving if you don't. Remember, cash is king, because no cash means no business.
Without cash flow, nothing else matters. Without cash flow, it all ends, and you go back to a j-o-b. Without cash flow, your stress level goes through the roof. And lack of cash flow will destroy your relationships -- with employees and suppliers when you can't pay them, and with family as it takes its toll on your personal finances as well.
When your business has cash flow, you can talk about things like being more selective about the customers and projects you take, or even dropping non-performing clients. But when you're in survival mode, you do whatever it takes, even if that means taking work you don't really want or even taking a part-time job. Don't let pride, stubbornness or misplaced faith blind you to this reality.
Have a great weekend.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
The Single Most Important Thing in Any Business
From Scott Allen’s Entrepreneurs blog
Friday was a tough day for me. A friend of mine - an entrepreneur - hit rock bottom, and did so very publicly. After three years of trying to build his dream business, he still isn't even managing a survival-level livelihood. The thing is, he's had income opportunities, but turned them down, ostensibly because they didn't fit with his vision for his business.
I believe that entrepreneurs should pursue their passion and be true to their vision of their business. But the idea of "do what you love and the money will follow" can be extremely dangerous. There's more to it than that. You also have to offer a product or service that people are willing to buy at a price that can provide you an acceptable profit margin. And you have to sufficiently promote it to attract enough paying customers to make you a living.
But most importantly, you have to survive. You have to be able to cover not only basic living expenses, but basic business expenses, e.g., office supplies, maintaining your computer and other office equipment, phone and internet access, etc.
The single most important thing in any business is cash flow.
As Philip Cambell says in his article, "The 10 Rules of Cash Flow 101":
Never Run Out of Cash. Running out of cash is the definition of failure in business. Make the commitment to do what it takes so it doesn't happen to you. [...] It's important to recognize that the basics of cash flow 101 are what keeps your business alive. Manage it with the care and attention it deserves. It's very unforgiving if you don't. Remember, cash is king, because no cash means no business.
Without cash flow, nothing else matters. Without cash flow, it all ends, and you go back to a j-o-b. Without cash flow, your stress level goes through the roof. And lack of cash flow will destroy your relationships -- with employees and suppliers when you can't pay them, and with family as it takes its toll on your personal finances as well.
When your business has cash flow, you can talk about things like being more selective about the customers and projects you take, or even dropping non-performing clients. But when you're in survival mode, you do whatever it takes, even if that means taking work you don't really want or even taking a part-time job. Don't let pride, stubbornness or misplaced faith blind you to this reality.
Have a great weekend.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
Procrastinators are OK
Have you ever procrastinated... then waited a bit more because you've lost your inspiration, motivation or are just plain scared? One of the greatest rewards of training is when students become friends. I heard recently from a graduate from last summer’s June class. His words should encourage any student out there who has not yet lived up to his expectation as a freight broker. I suggest making a game plan of your prospecting as he has with ExpediteLoads.com
“As is true with a lot of people that go through your training, I had the best intentions of getting started right away in this business. Unfortunately, because of a number of factors, including, but not at all limited to: starting another business, driving graveyard full time for Ryder, and several serious, and I might add, completely unexpected medical issues, I wasn't able to follow through at that time.
Well, I am happy to say I was finally able to resign my position as a driver for Ryder and am currently working on a couple of other business projects, in addition to working with ExpediteLoads.com. I am going through their database of manufacturers that have used their services in the past, or still are today. Although the list isn't as long as I hoped, around 300, it still gives me some "warm" call opportunities to find some prospects, that will hopefully also be potential customers at some point. I have a button on their website as their exclusive point of contact for anyone who needs help with expedited freight. Jan (Roach) said it was good I was on there, something about being optimized, having that internet "real estate."
The internet has opened up a lot of avenues for prospecting but remember it is still about making relationships. Find an avenue and stay with it.
I’d love to hear from any other graduates out there who are tasting success.
Moving forward,
Jeff Roach
www.brooketraining.com
“As is true with a lot of people that go through your training, I had the best intentions of getting started right away in this business. Unfortunately, because of a number of factors, including, but not at all limited to: starting another business, driving graveyard full time for Ryder, and several serious, and I might add, completely unexpected medical issues, I wasn't able to follow through at that time.
Well, I am happy to say I was finally able to resign my position as a driver for Ryder and am currently working on a couple of other business projects, in addition to working with ExpediteLoads.com. I am going through their database of manufacturers that have used their services in the past, or still are today. Although the list isn't as long as I hoped, around 300, it still gives me some "warm" call opportunities to find some prospects, that will hopefully also be potential customers at some point. I have a button on their website as their exclusive point of contact for anyone who needs help with expedited freight. Jan (Roach) said it was good I was on there, something about being optimized, having that internet "real estate."
The internet has opened up a lot of avenues for prospecting but remember it is still about making relationships. Find an avenue and stay with it.
I’d love to hear from any other graduates out there who are tasting success.
Moving forward,
Jeff Roach
www.brooketraining.com
It’s another manic Monday. I hit the ground running today. Just remember that every call you make may be the big one…and even if it isn’t the big one it is a call that leads you that much closer to the big one. Everyone I talk with has a story to tell. Listen to a few stories and soon you will have a relationship and that relationship may turn into business, if not be glad you have a relationship. One of the factors in having a happy life is having friends who listen. Be that kind of friend.
I talked to a student recently that has been at it for 3 months - he secured a 30 million dollar account…yes you read right a 30 million dollar account. That’ll buy you a lot off the dollar menu.
I checked it out (since I know some salesmen tend to exaggerate) and it's for real. I asked him how in the world he snagged that account. He said he “cold called” them. The shipper had just hired a new traffic manager and since they both were new the traffic manager said if you can move all of this freight I will give it to you.
I helped him secure some major carriers to get the loads moved. Now he will make over a million dollars this year as an agent.
This does not happen but maybe once or twice in your career.
I asked him why he made that call. He said I was at work doing my job. I hope this inspires you not to ever give up. I said man you won the lottery - he said back to me Jeff I did not win anything. I earned it and it started with your class.
Make the calls - it works.
God Bless.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
I talked to a student recently that has been at it for 3 months - he secured a 30 million dollar account…yes you read right a 30 million dollar account. That’ll buy you a lot off the dollar menu.
I checked it out (since I know some salesmen tend to exaggerate) and it's for real. I asked him how in the world he snagged that account. He said he “cold called” them. The shipper had just hired a new traffic manager and since they both were new the traffic manager said if you can move all of this freight I will give it to you.
I helped him secure some major carriers to get the loads moved. Now he will make over a million dollars this year as an agent.
This does not happen but maybe once or twice in your career.
I asked him why he made that call. He said I was at work doing my job. I hope this inspires you not to ever give up. I said man you won the lottery - he said back to me Jeff I did not win anything. I earned it and it started with your class.
Make the calls - it works.
God Bless.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
Subscribe to:
Posts (Atom)
