3 Freight Broker Secrets Small Fleet Owners Can Use to Get Direct Shipments

Hey I'm Joel a former freight broker and current independent dispatcher.

I help Over-the-Road, Long Haul and Regional, Flatbed, Refrigerated and Dry Van owner operators and small fleet owners get high paying freight loads, minimize deadhead miles, and maximize rate per mile.

In my endeavors I hear Sooooo many Authority owners wish they could get direct freight from shipper and tell the brokers to well you know where this is going lol.

So,...

In order to offer you some value for your time lets dive right into my 3 super secret tips on how to land that client.

1. IDENTIFY YOUR IDEAL CLIENT

OK, you're gonna need to focus here.

No, your ideal client is not anyone with freight that will give it to you. The problem with a lot of brokers is they only think about themselves. Don't fall into that trap. Your ideal client has little to do with what you want. You want a back rub and $12 per mile round trip. Not gonna happen.

You must put yourself in their shoes

What type of client could really use your services. What problem are they facing that you could solve for them in a heart beat? Answer that and when you talk to your ideal shipper they will gladly give you a shot. Answer this question and then use a tool like thomasnet.com, manta.com, or even google maps to find shippers near you and build a list of 10 shippers per truck in your fleet. Then you can go to the next step,...

2. PICK UP THE PHONE M'FER!

The phone ain't gonna dial itself.

Look at it...

I mean just look at it just sitting there looking all smug. When it should be making you money. Fun fact, a computer, before all this technology, was a man who couldn't do anything without being told what to do. That's your phone, it's a computer and it doesn't do anything when you're not talking into it.

The shipper is never going to call you. How long have you been in business? When was the last time a shipper came banging on your door to give you all their freight?

It's OK, I have a second. I can wait....

Ok cool, so you agree with me now. If you want freight you have to go get it, there's no two ways about it. They say never say never but you will NEVER get a direct shipper without initiating the conversation. So put on your big girl or big boy pants, muster up some courage and call.

Hopefully this can give you an idea of how things could go:

Ring, Ring...Answer

Say your name and your company name and that you are a local asset based trucking company looking to help with shipments. Then ask can you speak to the Shipping Manager.

Ask them if they need anyone nearby that can guarantee pickup on those important loads. Rinse wash and repeat. You will see it's nowhere as easy as I just made it seem but if you are dedicated you will get lucky. If you are diligent you will get good.

FOLLOW THE F*** UP

Excuse my language. Please.

Picking up the phone and following up are going to be the only things that will get you freight. All the battle tattered salespeople reading this right now are shaking their heads in unison right now.

You have a better chance of getting your high school body back than getting a load on the first call. I mean with the way healthcare is advancing it's not too far fetched right. Anyway, back to the subject. Following up is the key to success in getting your first load with a shipper. There are "load-list" shippers that will add you to their list of 5 million carriers and brokers and you guys can duke it out for the stuff no one else wants to touch.

You have to build a rapport with the manager and build trust. I was exaggerating about the teen body thing, I believe in you, but never expect to get a yes on the first call. After a few weeks of you following up on loads one may just fall into your lap....

P.S. If that sounds like a litttllleee too much work and you'd rather have a professional help you out, I'd love for you to take a second to learn more about what we do. Orrr you could just tell me to give you a 10 minute call to talk about how you can move your business forward, today.

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