BLOG.A1FREIGHTTRAINING.COM

Freight Broker/Agents must hav a Pit Bull Mindset to win

blog.a1freighttraining.com — Tue, 23 Feb 2010 20:54:00 GMT

A1 Freight Broker Training Talks on the importance of having a Pit Bull Mindset When Building your Freight Brokerage

Freight Brokers "DON`T REINVENT THE WHEEL"

blog.a1freighttraining.com — Fri, 12 Feb 2010 18:20:00 GMT

Sometimes as freight brokers we just don`t need to reinvent the wheel the following is from Mr Paul Castain's Sales Play-book and I could not have said it better

A Lesson From Mr Edison

There are volumes of sales books that reference the famous story of how Edison failed more than 9,000 times before cracking the code to invent the light bulb! The lesson is obviously to stick with it and no matter how many no’s we get there is surely to be a yes just around the corner.

There are two other little known lessons that we can pull from Mr. Edison!

One is all about the attitude. For most of us in sales; repeated, unrelenting rejection weighs on our soul in 50 lb increments slowing us down and in many cases dragging us down to a slow and painful halt! With each failed attempt, Thomas Edison grew more excited and rumor has it that he might have been moon walking and slapping his co workers on the ass as he started rounding that 9,000th” no go” . Alright, I made up the moon walking and ass slapping, but the dude was excited! He was excited because he knew that with each attempt he was ruling out the wrong way of attacking the light bulb and thus narrowing his search for the right way to do it!

Talk about a dose of perspective! Most of us would have been inconsolable after the 20th “screw you”!

Today’s Reflection (Part 1) Change your perspective from “Why me?” “It sucks out there” and all that other garbage to “There’s a code and I simply haven’t cracked it!”

The second lesson has to do with journaling. Thomas Edison documented each one of those attempts so he could take the most important thing from it . . . THE LESSON!

How are you doing in that department? Are you documenting and taking your lesson?

For 15 years now I have been keeping a journal. I don’t write that hokey “Dear Diary” stuff at least not to the extent I would acknowledge in a blog. I try to mark my path on my journey to figure all this stuff out. When I do something I feel is on point; I jot it down. When I do something I feel was disastrous I write it down. I believe that in life we are thrown off balance many times. I want you to picture the vision of losing your balance. When you lose your balance, you reach for something. In sales we are reaching for our words, the right comeback etc. In that moment, we are either going to say something brilliant or we are going to have a Forrest Gump moment. Either way, the most important part, is that we take the lesson and document it! Worked for Edison, right?

Today’s Reflection Go out and buy a journal! You are NOT, under any circumstances to buy a sh***y spiral book. Go get a leather bound or one that looks worthy of your thoughts. The late Jim Rohn once said (and I am paraphrasing) that you buy a nice journal to encourage you to put something in there worth reading.

I guess at the end of the day, this hokey stuff works otherwise we would be reading this by candlelight!

Who knows better than Mr. Edison!

Why shippers ask freight brokers for rate quotes

blog.a1freighttraining.com — Thu, 04 Feb 2010 16:26:00 GMT

Many times a new freight broker will be asked for a rate quote when he finds a customer that he has prospected there are only 2 reasons for this and a freight broker must be ready to look at both

(1) The shipper is looking for the lowest rate possible and as a broker this can be dangerous because if you don’t rate the freight to move you will not get a second chance

The freight broker or agent must remember no matter how exciting it maybe that this shipper has moved this load before and he Is trying to find someone that can do it for less

it really is a shippers world since deregulation they call the shots and the transportation provider is at their mercy don’t believe that saying that if you leave on their dock they will raise the rate this is a fairy tale someone will move that load

But as a freight broker or freight agent don’t get a reputation of having cheap freight remember you have 2 customers and you must provide service to both of them

(2) This is a new lane and he does not know what the going rate should be this is the time you can provide the best customer service and if you win the bid you may have a new customer for a long time but remember bid the fright to move not to be the lowest

Successful freight broker training can provide you with the knowledge you need to know the difference make sure you pick the trainer that will be there when you need them

The Freight Broker with 2 Ears

blog.a1freighttraining.com — Thu, 28 Jan 2010 16:44:00 GMT

Often, as new agents enter the freight brokering industry they are full of excitement and want to just shout out all they can do for a shipper or motor carrier. Don’t do this. Learn to use your ears. After all, they have heard all the stories that can be told from the last freight broker. The 1 that didn’t use his 2 ears.

You know, God may have had a reason to put only 1 mouth and 2 ears on the human. So it is important that we learn how to use them. Be slow to speak and swift to hear.If we are to truly be the best customer service sales professionals that we can be, we must learn to listen to the needs of both of our customers.

Don’t just show up and tell the customer how great you are going to make their world. Listen to what they are looking for and then set your goals on providing that service.
Remembering that after proper freight broker training or freight agent training, you should now understand that to make it in this industry, you must learn to be the freight broker or freight broker agent with 2 ears and just 1 mouth.

A1 Asks? Are You Going To The Top

blog.a1freighttraining.com — Thu, 21 Jan 2010 14:29:00 GMT

A1 Freight Training Ask? Are you one of the many in the freight brokering industry that is just ok with enough? I often get calls from people that say they just can’t seem to get things going in there business.

After talking with them I find that they have lost the true drive that it takes to be successful in this business they are part of the 80/20 rule they are the ones that have lost sight of their vision and gals, and seem to wonder why their business just don’t grow or they are simply ones that say enough cold calling enough looking for the next customer and cut them self’s short. When if they would just have made the 1 extra call it might have been the one that made them that million dollar agent that year.

I believe that at times we must return to basics and remember what we were looking to accomplish when we first decided to enter the business

Ask? Yourself am I part of the 80/20 club or am I a mountain climber that will be on the top. Only you can stop your drive for making it in this business and if you deide to be one of the 20/80 members I know I will see you at the top and your name in the journal of successful freight brokers

A1 Freight Training Ask? Wht Type are you

blog.a1freighttraining.com — Thu, 21 Jan 2010 13:56:00 GMT

A1 Freight Training Ask? After I read the following article Walt Disney & the 3 Types of People I wonder if people understand what type they are as they enter the freight brokering industry, do they truly understand what customer service is and what it will take to become successful as a freight broker or freight agent. Or are they just trying to find a way to escape the economic hardship and looking for quick relief. Before entering the fright brokering business, I always suggest that a person know who they are and have their true motives and goals set before them this is a rough road in the beginning and one that must take time and dedication if one is to find them self’s on the top

A1 asks? Do you have the faith?

blog.a1freighttraining.com — Mon, 18 Jan 2010 19:53:00 GMT

The past 2 years in the transportation industry have been ruff we have seen over 800 companies close the doors yet at A1 Freight Training we believe what it says in Hebrews 11:1 Faith is being sure of what we hope for. It is being certain of what we do not see.

Do you have faith in your self do you have what it takes to be successful in the transportation industry as a Fright Broker, or Freight Broker Agent. it is true that this industry is not for the faint at heart o for the ones that are looking for a get rich quick plan It is only for those that have true goals and are willing to pay the price if you are that type of person then take a head look at A1 Freight Broker Training with over 25 years in the transportation industry we can and will help you get there by putting you on the right path

A1 Freight Broker Training Says let’s hope they are right

blog.a1freighttraining.com — Fri, 15 Jan 2010 22:23:00 GMT

A1 Freight Broker Training Says let’s hope they are right after reading the following article 3PLs Hit Hard in '09; 2010 Looks Better

A1 Freight Broker Training Says it is a good thing

blog.a1freighttraining.com — Fri, 15 Jan 2010 02:37:00 GMT

A1 Freight Broker Training Says it is a good thing after reading the following article
DOT Freight Index Up 1.8 Percent After Two-month Drop

A1 Freight Broker Training Asks ? what about 2010

blog.a1freighttraining.com — Wed, 13 Jan 2010 22:04:00 GMT

A1 Freight Training Ask? Will 2010 be any better than 2009 after reading the following article Diesel to Reach Nearly $3 in 2010; Oil to Stay Around $80

A1 Freight Broker Training Asks ? who`s Next

blog.a1freighttraining.com — Tue, 12 Jan 2010 21:14:00 GMT

A1 Freight Broker Training Asks the Question who’s next after reading
Arrow Trucking files for bankruptcy

Scientists working on vehicles that change themselves

blog.a1freighttraining.com — Mon, 11 Jan 2010 20:43:00 GMT

A1 Freight Broker Training Says hello Buck Rogers and the 21 first century after reading an article where they are testing vehicles that change themselves

Jack Martin OF A1 asks what’s next

blog.a1freighttraining.com — Fri, 08 Jan 2010 20:33:00 GMT

Jack Martin Of A1freight Broker Training Ask the question what next? After reading the following story EPA's Smog Proposal Could Mean More Regs for Trucking

Now that is amazing! November Truck Tonnage Index is up

blog.a1freighttraining.com — Sun, 03 Jan 2010 01:02:00 GMT

Jack Martin owner of A1 Fright Broker Training says maybe 2010 will be a good year after reading the following news article that states that the November Truck Tonnage Index Has Best Year-Over-Year Showing in 12 Months

Did you know ? Freight volume up in October accordiing to the TransCore Freight Index,

blog.a1freighttraining.com — Fri, 27 Nov 2009 16:46:00 GMT

Jack Martin Logistics consultant and owner of A1 Freight Broker Training ask did you know according to the TransCore Freight Index, a measure of truckload freight volume found on load boards supported by the company’s DAT Network, including 3sixty Freight Match and TruckersEdge.net. Read the article by the eTrucker Staff

Wow! Do you really think The War On Trucking Continues?

blog.a1freighttraining.com — Wed, 25 Nov 2009 21:29:00 GMT

Jack Martin Logistics Consultant and owner of A1 Freight Broker Training asks the question, Do you really think there is a war on trucking after reading this great article by Michel Rogers?

Proper Freight Broker Training

blog.a1freighttraining.com — Mon, 05 Oct 2009 14:25:00 GMT

Shippers are slowly but surely going out of business today. How do I know this? I havebeen doing some cold calling. Shippers are giving up. Why? Higher prices. Mostshippers have a high overhead. Employees to pay, carriers to pay, suppliers topay, etc. etc. Then the minimum wage raised this year, fuel prices increased,and the customer demand went down, therefore the supply need decreased.Shippers decided to try cutting back but when that didn't work, they got out.Everybody loses. This holds true in any business and it is true in the freightbroker business world also. If shippers don't have customers, they won't need acarrier. If carriers can't find shippers, they won't need their truck,therefore neither one will need a freight broker. And again, everybody loses.How can freight brokers possibly avoid this? By having had the proper freightbroker training. Realizing that BOTH the shipper and the carrier are yourcustomers. Why customer service is of the utmost importance to the carrier aswell as the shipper. What prospecting is and how it's done. Why honesty shouldalways be the best policy. Knowing what your shipper and carrier need and/orexpect from you. Where to find your shippers and carriers. Building andmaintaining your shipper and carrier base. How and why to have a relationshipwith your carriers and shippers. If your freight broker training did notinclude all of this and more, then you missed out on some very importantinformation that all brokers and agents need to know. While knowing is onlyhalf the battle, doing is the other half. Without doing, knowing is of novalue. Shippers, carriers and brokers all know one thing, they can't do withouteach other. For Freight Broker Training Contact http://www.afreighttraining.com

THE PERFECT COLD CALL

blog.a1freighttraining.com — Sat, 11 Jul 2009 00:17:00 GMT

What is the perfect Cold call?

Leaving A voice Mail?

Being in complete rapport with your Potiental Customer the whole time?

Finding out the appropriate "next step",

You could say that the Perfect Cold Call would include all
of the above.

My standard for the Perfect Cold Call is much Simpler

The only thing that matters when you make a cold call is
did you find a new customer. That's it.

Getting the order, or getting to the appropriate next step,
is all that matters, regardless of how sloppy you were or
how pretty you looked along the way.

Giving good sales presentations only matter to the extent
that it helps you advance or close the sale.

Asking powerful pain questions and stirring up their
emotions only matters if it helps you advance or close the
sale.

Being in complete rapport only matters if that aids you in
advancing or closing the sale.

Because the Perfect Sales Call is simply one where you
advance or close the sale.

cold calling is not moving freight.

blog.a1freighttraining.com — Fri, 10 Jul 2009 01:46:00 GMT

A misunderstanding of what manufactuers are is leads to
tremendous stress for a lot of freight brokers.

If you go about searching for all shippers and beliving they are all customers with the belive they all have freight, you are putting a lot of unnecessary
pressure on yourself.

Pressure that just makes prospecting painful and stressful
to think about or do.

cold calling is NOT moving freight.

cold calling is a sorting process.

It's where you find who is a potential new customer and who
is not.

If someone has no need and no want for what you have to offer, then
they are not a prospect and you can't sell them on an what you do.

You should go about your cold calling efforts with an
attitude of inquiry.

Look for wants that you can fill and customer service that you can
provide, and you have a basis for a business relationship.

Clients often ask me how many calls they need to make,to get a
shipper?

it is impossible to answer this question what I can tell you is that you need as many qulity shippers that you can find and provide proper customer service to

In other words, you have to track these numbers for
yourself,and set your own benchmark,then you must cotinue and to your reah a goal that only you can set.

If prospecting is stressful, stop worrying finding shippers that will move freight with you woth each call Focus on "inquiring" if there is a problem
you can solve, a want you can fill.

And if you think you can't do that cause you worried about
being unseccesful, then I would like to suggest to you.

Stop thinking about what "has not happened" and focus on what will happen and keep your goals in mind and I will see you at the top one day

THE ONLY WAY TO BUILD YOUR FREIGHT BROKER/AGENT BUSINESS

blog.a1freighttraining.com — Fri, 10 Jul 2009 00:18:00 GMT

There really is only one right way to build your freight broker/agent business.

First of all you got to realize that you are an interruption
when prospecting, and you have to be comfortable with this
fact if you are going to be successful.

You can't let this fact bother you. And you can't be too
polite about it either.

Here's the formula you gotta follow to build,client base,

1 - know Your Strengths,
2 - Create a Profile of Prospects Who Want You and need you,
3 - Call Prospects that can use you,
4 - Never stop Prospecting.

It's very simple, but too many people don't follow this.

Start with identifying your strengths. Know what you do well,be specific,

Create a profile, of the people who will want what you got. This is hugely important,
and one of the easiest and most overlooked methods for getting more customers.

Far too many freight broker fallen by the wayside by believing
that "everyone is my prospect." Focus on people who are likely to want what you can do for them and will use you

Cold Call to attract your desired prospects. that this is something
that you must do.

cold calling is marketing.until you have a relationship established with a customer, your initial
contact attempts are "marketing".

"deliver" a message about your strengths to a prospect that is likely to want what you can offer, and you'll get some interested people contacting you.

Then all you gotta do is call a prospect that is interested in you.

Build your territory on a strong foundation. Do it the right way, and you'll have long term success in freight broker/agent business.