Leave a Legacy

This is what I learned from Tom Ziglar, son of a man who has left a priceless legacy, Zig Ziglar.

 The true legacy of a person is the cumulative positive impact that they have had on the lives of others. A life well lived is measured by what was accomplished compared to what could have been accomplished. Because of this, every life has incredible potential to have impact and to be well lived, regardless of circumstances.

I have noticed that those whose lives have been truly impactful and well lived rarely criticize the thoughts and beliefs of others. They may disagree, but almost universally they will tell you what they believe and why without attacking or belittling the beliefs of others. I have also noticed that those who are quick to criticize the beliefs of others can rarely demonstrate a life well lived or a legacy of positive impact.

Another way of understanding this is that truly great people elevate those around them, and those who are not truly great simply try to bring others down to their own small size. Attacking someone’s beliefs almost always suggests that you are trying to cut a great person down to your own small size.

Stating what you believe, and explaining why, in love, is the best way to elevate others to your position. People will always disagree on some things, but as Zig Ziglar says, “You can disagree without being disagreeable.”




 
Moving forward,

Jeff Roach – President

Brooke Transportation Training Solutions
Phone 214-206-1169
Fax  469-327-2712
jroach@transportationtraining.com
www.brooketraining.com <http://www.brooketraining.com>
www.justintimefreight.com <http://www.justintimefreight.com>

Hate Classrooms?

Does the thought of classroom instruction turn your stomach? Some of us love to sit and listen while others just squirm in their seat. Susie Moore, our Jacksonville instructor turned one classroom hater into a believer. Read what this recent group of freight broker students had to say about the course: park.

I absolutely dislike classroom learning, HOWEVER Suzie made it fun, interactive and information filled. I will recommend to others – Andrea Crutchfield

 Interesting and entertaining course… A must for anyone interested in logistics. – Jim Mickler

 I found this class very informative. I was able to follow and understand the materials and program. Susie was very personable and a pleasure to have as an instructor. Sharon Gladden

I feel more confident about working in this field. This course has been a good experience. Eric Washington

Brooke Transportation School will give you a wonderful opportunity to change your life to something better and start a new career, achieve your goals and dreams. It’s been truly a pleasure for me to be ont of their students. Alexander Lurceac

Good luck recent grads.  Let us know if we can help you along the way.

Moving forward,

Jeff Roach
www.transportationtraining.com

Negotiate with few words

Michael Komadina posted this great process on negotiation. I asked him if I could repost to my blog, he said yes. Go to his website for more info on his book or to read other posts on his blog. The best negotiators tend to be the best listeners. The person with the most to say usually has the least to offer, and typically attempts to hide this fact with banter and a hollow pitch. The most important thing to remember is that all negotiations follow these stages in this order. 1. Pre-Negotiation. "Framing and Setting the Stage" 2. Deadlock, Stalemate and Arrested Development Now, it is fine to overlap these stages, to take a step back and fine tune the framing you did earlier. There is much, much, more framing that can be done depending on each particular situation, however, I would just like to give a general outline here. The fun in negotiating is that everyone eventually develops his or her own style and approach that tends to mirror the individual’s personalities. One easy way to remember the stages is "FAT". Framing. Arrested Development. Transaction. "FAT" profits and "FAT" loads. This is a very interesting stage because it is necessary; a negotiation doesn't exist without it. We must pause and realize this is happening. Dead silence, a moan, a sigh... the longer the better! Don't lose your nerve here, patience, patience, and patience...Now, I prefer the term "Arrested Development" to stalemate and deadlock. Stalemate and Deadlock sound unpleasant. It sounds like an argument, a fight, and a disagreement that has no solution. Arrested Development to me, is more of a long, slow, speed bump to be smoothed over. This is an issue that can and should be resolved like gentlemen! Let's pull together, stay friends and find a solution together. We've come this far. Well, seems like we have a problem here, I wonder what, if anything we can do? Let me talk to... I need to discuss this with... A Third Party... This is one of many negotiating strategies to use during this stage, and popular for good reason. Now, if you have been following our LinkedIn group, I talked a little about my old boss, Ben. I started to become fascinated with negotiating while watching Ben in action in my teenage years working part time for a small brokerage and trucking company. He gave me this advice which has stuck with me and is still sound advice. He said, "Boy"(with a foghorn leghornish flavor) "I say, Boy, there are three things you never, ever do alone, if you want to survive in this business. You never drink alone, never talk to a banker alone, and never ever go BARG-nin(negotiating) alone." I never bothered to ask him about the first two, but the last one about "BARG-nin" is gold. Now this uncomfortable silence, this arrested development, seems impolite in most every social situation. Not to a negotiator, this is where it’s your time to shine. For brokers 100% of your profit lays in your negotiating skills, for most carriers it's 30%-50%. During the Arrested Development stage, friendship is forged between you and the broker, if you have framed properly, politely and honestly, you are solving this situation with his load. And this "situation", not having a reputable carrier on his customers load, is deteriorating rapidly hour by hour. Why is negotiating and haggling such an unpopular concept and dreaded process in this great nation of ours? The term "haggling" alone brings to mind nefarious individuals in the back room of a used car lot. Why does it only exist in certain industries? It has almost disappeared altogether in the retail industry, is rapidly losing popularity on new and used car lots, the last bastion and haven of the skilled negotiator. "Boy, I say Boy", it is alive and well in our industry! Our profits are defined by it more and more everyday. Michael thanks for your good tips on negotiation. Moving forward, Jeff Roach www.brooketraining.com www.transportationtraining.com www.pajamalearning.biz

New Freight Brokers

Another group of students just graduated from our live freight broker course in Dallas. I think they enjoyed the week with us. Here an edited version of what they had to say about it: Very Good Instructors! I came in knowing very little about the transportation business. By the end of the week, I felt like I can go out and start my own brokerage company. Great! Very informative. My thanks goes to Vinny, Jeff, and Tish. Nancy Gatonye. I am very happy and excited. This course was very helpful. William Arguelles. Lot of knowledge to learn in 5 days: shipment of carrier packet; how to process the flow; what you need to set up your own business, work flow, how you get business, where you start, how to find shipments and carriers, credit checks, liabilities, insurances, and how to find and keep new customers. Amrit Pal Singh. I was impressed with the number of individuals that participated in our training that were actual Brooke graduates. To me personally that says a lot about the program. Roy Bohanan Come join us for our next class either live or online. If you’re a graduate we’d love to see you again. Moving forward, Jeff Roach www.transportationtraining.com www.pajamalearning.biz

The Success Emotion

I read this article this morning and was thankful. I try to focus on the positive of every day as I was taught by my mentor Zig Ziglar. This article from Inc. reiterates that point. And all the responses from readers were positive...go figure. The True Secret to Success (It's Not What You Think) If you're not exercising this emotional muscle, you're probably setting yourself up for failure. I'm utterly convinced that the key to lifelong success is the regular exercise of a single emotional muscle: gratitude. People who approach life with a sense of gratitude are constantly aware of what's wonderful in their life. Because they enjoy the fruits of their successes, they seek out more success. And when things don't go as planned, people who are grateful can put failure into perspective. By contrast, people who lack gratitude are never truly happy. If they succeed at a task, they don't enjoy it. For them, a string of successes is like trying to fill a bucket with a huge leak in the bottom. And failure invariably makes them bitter, angry, and discouraged. Therefore, if you want to be successful, you need to feel more gratitude. Fortunately, gratitude, like most emotions, is like a muscle: The more you use it, the stronger and more resilient it becomes. Practice Nightly The best time to exercise gratitude is just before bed. Take out your tablet (electronic or otherwise) and record the events of the day that created positive emotions, either in you or in those around you. Did you help somebody solve a problem? Write it down. Did you connect with a colleague or friend? Write it down. Did you make somebody smile? Write it down. What you're doing is "programming your brain" to view your day more positively. You're throwing mental focus on what worked well, and shrugging off what didn't. As a result, you'll sleep better, and you'll wake up more refreshed. Reprogramming Your Brain More important, you're also programming your brain to notice even more reasons to feel gratitude. You'll quickly discover that even a "bad day" is full of moments that are worthy of gratitude. Success becomes sweeter; failure, less sour. The more regularly you practice this exercise, the stronger its effects. Over time, your "gratitude muscle" will become so strong that you'll attract more success into your life, not to mention greater numbers of successful (i.e., grateful) people. You'll also find yourself thanking people more often. That's good for you and for them, too. This method works. If you don't believe me, try it for at least a week. You'll be amazed at what a huge difference it makes. Geoffrey James writes the "Sales Source" column on Inc.com, the world's most-visited sales-oriented blog. His newly published book is Business to Business Selling: Power Words and Strategies From the World's Top Sales Experts. @Sales_Source Moving forward, Jeff Roach www.transportationtraining.com www.pajamalearning.biz

A Freight Broker Character

Are you a character…or do you have character? Well I’d say I could answer yes to both. I know my family would say I’m a character. I love to joke around. I strive to have character as well. And it is an ongoing process. What character is? Character is to subconsciously do right. When doing things that you ought to do is instinctive and part of you then that is good character. When you show up on time out of habit that is good character. When you're honest by reflex that is good character. When you can force yourself to be patient instinctively that is good character. When something wrong or bad is done habitually we call those bad habits. Doing things good or right out of habit is called good character. We develop habits by doing something over and over again. So to develop good character we must habitually choose the higher road. After we’ve chosen that way for a while then we shouldn’t need to think about it, we just do it. I started Brooke Training because I wanted to clean up some of the bad reputation put on freight brokers. I train new freight brokers to work hard, work honestly and be rewarded. You be truthful, you will get trust. Work dishonestly, you may make a deal or two but you will not gain trust or a long working relationship with a customer. Integrity is an adjective that is easily thrown around but not easily earned. So in your dealings today think about if you are working for the common good, or just in it for selfish gain. Be a person of character. Moving forward, Jeff Roach www.transportationtraining.com

Indianapolis Class

Jeff Ashcraft, our fabulous instructor and successful freight broker will be teaching two basic Freight broker classes in Indianapolis. Join us the week of Aug 20th or the week of Sept 3rd to learn how to succeed in this in demand field of transportation. The basic freight broker classes teaches a process that has been proven successful. Freight brokers find loads of merchandise that need to be moved. They then find truckers that can move the load from one area of the country to another. A key to success is finding a niche that interests you and learning all you can about that niche. One of our graduates decided to learn all she could about moving cars. She now has a thriving freight brokering business moving vehicles across country. Come and learn how you could change your future by becoming a freight broker. Have any questions or want to sign up? Call Jeff Ashcraft at 469-362-7739 or Brooke Trainings home office at 214-206-1169