Freight Brokering - Working Proactively

Many newcomers to the freight broker business have some general ideas of how things work. After all, the business concept is very simple - you find shippers with cargo and then you find trucks to haul the loads.

But not all newcomers have a good grasp of the importance of working proactively. Most beginning brokers take orders from shippers and work on a day-to-day basis. That is, you are working just one day at a time and then you go on to the next.

In the beginning there is probably no other option. Why? It takes time and a lot of effort to build a good working relationship with the customer/shipper in order to earn their confidence.

But here is the real kicker - after you, as a freight broker, have worked the business for some time this is what you can expect:

• Building solid business relationships with both shippers and motor carriers,
  
• Getting them to call you rather you calling them all the time,
  
• Getting repeat business
  
• Working proactively

Here is what I mean by working proactively.

Instead of just working on a day-to-day basis, you will have shippers, for example, calling you and telling you three to seven days "in advance" that they have a need for a certain number of trucks or for a certain number of loads next week or whenever at a certain location.

You will have carriers calling you and telling you that they will have a certain number of empty trucks at a certain location next week or whenever.

This is working proactively and this is when things really start happening. And it's exciting! But you have to build that bridge of confidence first.

The best way to gain a shipper's confidence is to efficiently and effectively apply all the various procedures of freight brokering to their satisfaction. You need to know what to do AND you want to be perceived as a professional who really knows what they are doing.

Freight broker procedures involve, for example, getting set up with the shipper, taking the order, placing orders on loading boards, pre-qualifying motor carriers, calculating rates, monitoring the loads enroute, managing the information flow, etc.

A more complete list of procedures can be found at: Freight Broker Training Program Topics

Basically, it's knowing what to do, when to do it, how to do it, why you are doing it and whom to work with - all of which can be tricky without proper preparation.

Set your goal to first learn how to properly broker freight, then gain your shipper's confidence by giving them dynamite service. Keep calling carriers on your calling list, let them know you have them in mind even if you don't give a load to them at that point.

And then - watch your business grow as your efforts and your shipper's and carrier's needs turn more proactive.

Author's Bio: John Thomas is a CPA by profession with over 25 years' experience working with small business start-ups. He has been training individuals via telephone and the Internet on How to Become a Freight Broker or Broker Agent for nearly ten years.

John may be reached at 888-526-ATEX(2839) or by visiting his website by clicking on the "Home" link below or by visiting his blog at: Insider Secrets to Successful Freight Brokering

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