16 TIPS FOR 20,000 LOADS

 

"Until I did this...all of it, I failed as a freight broker." By John Lipscomb

 

1. A seasoned freight broker bluntly told me that I would never succeed as a freight broker unless I quit moaning about how difficult the job was. So that's the main thing. Get your crap together, then move on.

2. I purchased the needed equipment, including an excellent desktop computer, a high-quality headset, excel files to distinguish my warm and hot leads from the rest of my list, and an auto dialer. I also downsized my workplace and threw away everything that wasn't used daily. The last resource was signing up for DAT and TruckStop.com.

3. To concentrate entirely on my company, I hired a daycare to look after my kid. I also gave the dog food and water outdoors at six in the morning.

4. At 6:30 AM, I used an auto dialer to begin making cold calls. It phoned 300 times a day instead of 50–100, doubling my contacts. I used Ring Central, Five Nine, Call Hub.

5. I adjusted how I communicated with shipping managers and coordinators. I talked authoritatively, slowly, calmly, and with a lower voice.

6. I mentally prepared myself by thinking optimistically and listening to upbeat music at a low level for six hours straight. This allowed me to remain in the spirit of success.

7. I never left work before 6:00 PM. It was a long, hectic day that lasted 12 hours, but hey, at least I'm sitting in my own home in a cozy chair with air conditioning. Yes, a long day, but it was made as simple as possible.

8. Every 35 dials, I mentally anticipated speaking with the person in charge of shipping and anticipating a great day. I talked to a manager roughly 8–10 times daily while the auto-dialer was on slow mode and made 300 calls in 12 hours. Now I put a lot of effort into making every interaction productive. I continually prepared for a possible yes on my next call to him, even though I knew that most people would not say yes to me. In other words, I was as concerned with a chance to get a load as I was with a relationship.

9. I sent over 1,500 emails until I found one that regularly elicited replies and calls from potential clients. Although the email won't close the deal for you, it may set up a phone call or allow you to transmit important information. You'll get that specific email for free when you purchase my list.

10. Before I found a winner, I recorded a hundred different auto dialer recordings. The idea is to make it concise, formal, and focused on their requirements rather than yours.

11. I created a script that nearly always allowed me to get past the gatekeeper. This is crucial. Calls are routed via a gatekeeper by bigger enterprises and even smaller ones. They guard the shipping manager against time-wasting freight brokers with flaming swords. You will get a free copy of my powerful screenplay when you purchase the shipper list.

12. Finally, I created a phone script that helped me get jobs with shipping managers. You can't earn money if you can't convince someone.

13. I acquired the bulldog's toughness. To make up for a bad day, I would work extra hard the following two days.

14. The last secret defies logic. Avoid wanting it and staying desperate. Be dependable. Think long-term while keeping your attention on the present day, every call, and every assignment. This prevented me from losing it and from going crazy.

15. When I landed a customer who offered me 1 load per week or 1 load per day, I would always treat myself to a steak supper or sports memorabilia. With time, this will become your business, and you won't make many more cold calls except if you want to get wealthy. Because 4-6 loads a day is a terrific income, 10 loads a day is a significant business, and anything beyond that requires hiring.

16. Use this list to propel yourself to a higher level of achievement, but keep in mind that it won't be much use if you don't have the necessary tools, email scripts, phone scripts, or a sound mind. This shipper list however, is the most important of all the success secrets on this list. You will lose precious time if you utilize a foolish free list. A lousy list will only provide 0–2 loads daily, with the remainder being rejections and hold-ups. 

​

PHONE SCRIPTS:

 

Call to gatekeeper:

I’m returning ------------(full name), the shipping manager’s (or any of 12 other job titles) phone call, put my call through please- thank you. (say thank you immediately after “please” because that implies you are of authority and expect it to be done) 

 

They transfer your call to (shipping mgr.)

Mr. ----------, this is ------------ with (your company), I’m a freight broker with a proven record of getting freight delivered on time, without issues, and for a lower price. Can I get an opportunity to QUOTE A LANE- INBOUND OR OUTBOUND? 

​

If yes, he will give you from and to zip codes (2) (write and repeat back to him).FROM_____ TO______ (This is a test to compare your rates with known rates. Bid low! You’ll usually have until the end of the day.) 

​

ASK- What kind of trailer do you prefer? He will say- (You check one.) Flatbed Trucks (tarp or no tarp)· Step Deck Trucks · Reefer Trucks · Dry Vans, Reefer (Is refrigerated). 

​

SAY- DO YOU WANT AN EMAIL OR PHONE CALL? (Make note of which) 

​

SAY- I WILL GET ON IT, THANK YOU. (Make note of company, zip codes, type of truck required (tarp or no tarp) 

​

Other responses they will often give: 

“We are covered at this time.” “Send me your shipper pack.” “No.” and hang up. “We have our own drivers.” 

​

A wise broker might get the best price and not tack on his/her commission for the first 5 - 10 loads for a new shipper in order to win his confidence in you.

MY BACKUP FAST PACE PHONE PITCH IS…

This is John with Spearfish Transport; do you have any loads I can help you transport this week/today?

He says yes or no, if no I’m immediately on to the next shipper.
 

EMAIL SCRIPTS:

 

Start with a short headline that will interest a shipping manager. These worked well for me...

 

Is Your Freight Broker Charging Too Much?

 

Is Your Freight Broker Communicating?

 

We're Seeking An Opportunity To Haul Your Freight

 

I Can Do It Better

 

Now you need the body of the email, or what many will call the content. This is the meat and potatoes. You can’t get them to email you back, asking about your experience and capacity if you don’t nail this...

 

I sent 1,000 emails every day. But I also called an average of 250 each day. In time you will understand what works and what doesn’t.

 

But here is the truth…you only need a handful of shippers to email you back. From the 3-10, you’ll win an opportunity to bid on 1 or more. And that is all you need- an opportunity.

 

The biggest advantage my shipper list has over all others is the name of the person in charge of shipping. With it you can use his name in a phone call and an email.

 

Here is an email that was very effective for me.

 

Hey, good day to you Bill. I know you get a lot of emails and calls from freight brokers every day. Some are competent, but unfortunately, many are not. I believe I’m the best freight broker contacting you this week and all I’m asking for is an opportunity to bid on a load, so I can prove myself as reliable, low priced, and consistent. I pride myself on these things and keeping you informed about the whereabouts of driver hauling your load.

 

I just wanted to offer you my contact info personally so as to not get lost among all of the comments that waste your time.

 

My phone _________________

My email ______________________

 

Thanks in advance for your time, have a good day out there.

 

Your name and company

​

​

By Dennis Brown

​

QUESTION: What steps does a freight broker need to take to successful broker a load from pickup thru to delivery.

ANSWER: The steps for a freight broker to successfully broker a shipper load to a carrier and see it through to delivery may vary depending on the specific details of the shipment and the broker's business practices. In general, however, the following steps are often involved:

1) Identify a shipper who needs to transport goods and a carrier who has available capacity to handle the shipment.

2) Negotiate a rate and terms for the shipment with both the shipper and the carrier, taking into account factors such as the type and quantity of goods being shipped, the distance and route of the shipment, and any special requirements or challenges involved.

3) Create a detailed contract or agreement that outlines the responsibilities and obligations of both the shipper and the carrier, as well as the terms of payment and any potential penalties or charges for late or incomplete delivery.

4) Coordinate the pickup and delivery of the goods, including arranging for the necessary equipment, paperwork, and other logistics.

5) Monitor the progress of the shipment and keep both the shipper and the carrier informed of any issues or changes that may arise.

6) Handle any challenges or disputes that arise during the shipment, including working with the shipper and the carrier to resolve them in a timely and satisfactory manner.

7) Ensure that the goods are delivered to the agreed-upon location and in the expected condition, and that the shipper and the carrier are both satisfied with the outcome of the shipment.

8) Collect payment from the shipper and remit it to the carrier, following the terms of the contract and any applicable laws or regulations.

Overall, successful freight brokerage involves effective communication, negotiation, and problem-solving skills, as well as a thorough understanding of the logistics industry and the specific needs and challenges of each shipment.
 

​

www.linkedin.com/in/john-lipscomb-11610830​

​

https://www.facebook.com/National-Shipper-List-100498025856356