😀Freight Brokers! Don't Make 100 COLD Calls A Day! Do This Instead😀
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- เผยแพร่เมื่อ 29 ก.ย. 2024
- Greetings of peace and prosperity!
Today Brandon is discussing the topic of how many sales calls freight brokers should make per day!
Freight Broker's have a responsibility to make sales calls in order to get freight.
This is very challenging for many new freight brokers because most of them have never done it before.
A lot of new freight brokers start out by trying to make 100 calls per day!
The idea is you throw a lot of stuff on the wall and see what sticks.
There is a better more efficient way of making sales calls..
In this video you'll learn the 3 reasons Freight Brokers Should Not Make 100 Calls Per Day & What You Should Do Instead!
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Wish you the very best in your endeavors!
See you at the top because the bottom is much too crowded!
Its hard to research a client before calling because they may not use freight brokers service. My initial call is always to find out if they use brokers service. My next question is how can I get in position to quote some of their loads.
How are you doing now? I’m starting as a freight agent & I just want to figure out the fastest ways to get dry van freight
I personally had this thought during training. They're all about call call call. And yeah I don't know much about the industry yet so the idea of making up for that in (phone)numbers seems logical. But unfortunately part of how we are measured is call count but also call duration. I like the idea of doing my research over calling constantly but I also have to call enough. So I think my plan for the next few months is going to be do my research whenever I have time and call them as they come but also run a number of cold calls that I don't even research to appear as though I calling enough but in reality 70% of them are throwaway calls to pump the numbers until I land a couple customers. Cause at that point they don't care about call count/duration
I’m brand new to this so I’m starting to learn and reading your comment just helped
Great, thank you!
If you have a day job and most loads are booked between 7-5, how do you get into the business. Are you calling potential shippers after hours??
you will probably need to make time to reach out to shippers during hours when they're in the office...
Working multiple jobs and being a independent Freight Broker for over 5 years. You have to choose which one will benefit you more. Make it a priority! Freight broking is sometimes challenging and can be stressful. But it is not possible to be a broker and work another job unless you work broking first and then a second shift job… even then you will have to deal with calls from drivers and cx after hours. You’re their contact! I Choose Broking. If You’re Dedicated and Do The Work…. Possibilities are Endless. Good Luck! Go Get Those Lanes!
A lot of great advice. Busy is not the same thing as productive. Spot on!
Do you have a sample starter script?
1:30 .... to skip the intro
Brandon check my comments I sent out wicked quickly before your video started just by topic. We lined up really well and had some of the same given advice to your audience. Though this should title should say recommend to the new brokers who are not on salary at all. Newbies should be playing a game daily called "Power Hour" where the manager has the phone sheet of that hour with the names of participants although the entire office will make the list you can see the newbies on this. Now I say if you are being paid a salary than the practice needs to be perfected and if they reach the best call time per call by average than that person wins but if nobody is asking the right qualified questions yet they need to keep dialing until they reach some good phone time per call that automatically shows and on recorded calls you can't cheat plain and simple but what needs to be tought with this is calling tid bit companies but getting any useful information that any salesman could use if they were pitching the company. Though this will toughen up the soft skinned brokers but also gain confidence in their abilities to ask open ended questions and keep the shippers talking the more they talk about the business the more pain points you will hear and that is what the point of the call is so you can learn how to use that information to close them. Now 9/10 times there is no such thing as closing anyone on the first call like ever! This means if you chasing medium heavy shippers there is much needs to be done and first by starting with website and commodity they ship. If you have to ask anything you can find on Google you are wasting their time and they will hang up and that's another reason going straight for the Transportation managers is dumb on sorry but I am transparent and yes its completely out of their range (new brokers) they need a quick glimpse at the site where they are at least the headquarters where now mainly the shippers operations managers and transportation managers are stationed to handle the decision making working side by side with there C.O.O. for team like decisions on the most valuable player for the costs. It's not the costs as much as these guys will here I need to put this here do not worry new guys about being the cheapest worry about boxing them in with pain points it shows value and value wins over costs 9/10 times. But to do that you need intel you need great stuff information stuff lol. Read the latest on the main site or news section or what's coming anything that is new to them still will be at equal value to a newer broker but it doesn't stop there. Start by calling the front desk ask everything you can that pertains to their logistical needs only to retain in your CRM and mark down you you spoke too. Next LinkedIn premium sales it's expensive but again 9/10 times larger medium shippers your POC (POINT OF CONTACT) can easily be found if you can't get that information out of the goats ( the hierarchy) I would make 2 calls before calling POC due to their operation being much bigger and multiple locations and creating the chances to gain more frieght and backhauls. But first you need to know the business then next you need to learn who you are about to deal with for poc the main guy your target. How long has she or he been there how great is it to work for such a person those questions prep you for tonality of you first contact with them. But once you have all info you got the CRM full of names and the info from those people you know have ground breaking or icebreakers to start with (huge!) Get them talking somehow get them rolling with the words and flat out write everything down and if they say "I really don't have the time right now sorry" which could be the case most of the time its rejection at it's best but learn that rejections are information retainers. Why? Well. You say, " Oh just my luck is this a bad time?, I feel bad, just wondering what did I catch you in the middle of? A great game of solitare?!".... pause and wait to hear why in reality of their remark becauseyou will hear something they need to go do that they shouldn't have to in their position and write it down! You pause for a second "Haha I'm just kidding solitare sounds awesome right about now ! But yeah it's been a really busy week for everyone especially myself!" I wish I knew that before calling you out of the blue?" " To be fair with you I think you are really hard worker from what Susan was just saying 2 days ago when I called." "Can I make a quick suggestion before we hang up?" I have Monday at 13:00 & also time at 14:45 EST. "Which out of those 2 are you open for a laid back 10 to maybe 15 min call"? "Mondays are ridiculous for me to is why I suggested only what I had but Tuesday I have 11:00 est. 13:30 & 15:40, which of those times can you make work?" " ok great time 15:40 it is I was going to suggest that time regardless because it's the easiest part of the day about to walk out after that call ya know lol haha!" "1 last question is there anything that will stop our meeting time?" Ok great I'm sending a calendar invite now spell your email for me?" Write it down!!! Spell it back out to confirm!!! "Great looking forward to our meeting mr. Pipershmittyville!" Names like this exist in Logistics not this in particular but weird names and emails write it down before you even think to type it! Send invite boom he sees it he knows and he just had an icebreaker with you he will want to talk but why? Because you showed great value by name dropping for one and for 2 just by organizing another day and time shows you are organized and you mean business. My analogy could have been better but that's the constant you will have by when we say you will not close your POC in one call sorry it's just the name of the game. If they ask can you quote this for me for one you say well let's see if we are a good fit first on our next call and I will be more than happy to quote that out. Do not let them do that to you what they are doing is seeing how desperate you are hold your composer always this is a business Legacy that you are building for you not them you are there for them as a valuable service but not to quick quote just to see if you'll actually do it! That's my add on to this Brandon wish I had time to actually play one out with you to show the people our standards in time Management
@Michael Shumway Great insight! Thank you.
Thank you so much!!
I’ve been a freight broker for 9 years. This man is on point!! I’m always learning the business. I do well over 2 million a year in sales a year, but I like to learn more about the industry
wish you continued success Adrian!! keep crushing it!!
Anyway I can email you. Have some questions. Have a family member who could use some advice in the broker industry
Teach me please 🙏🏽😩
@@brandonthefreightbroker thank you my brother
@@brandonthefreightbroker how can I call you?
Teach me. I'm transitioning out of my job. Ready to focus fulltime on this! 🙏🙏
This was very informative. I just started my freight agent training today and I will use this strategy when it's time for me to hop on the phone...💵📈
As a follow up, how is everything going in the industry?
How you going?
Good content Mr.Brandon, I have a question how to get direct contracts with major carriers?
Quality over quantity all day... thanks
Can you make a video of you cold calling a shipper trying to get their business as a broker who has more than enough carriers available
I know you mean well, but you contradict your other videos quite often
I will be at the top! Watch, Wait, & See!! Thank you for all of your time and talent! I appreciate all that you are doing for us!!!
How it’s going ? I’m a newbie his video just gave me hope 🙏🏽
First person who’s video doesn’t have even 1 dislike.
@@Kobe8DaGreat24 I believe ur the one disliked 😂
If you are a new broker no experience working for a firm as I started with TQL and those 150 calls a day help tone you for real sales calls. Now I don't think it should play out month on end no! But the first month of selling and you have a salary already to budget Bill's this is a good way to play a game of how many gatekeepers can you sweet talk or how much information you can get from each individual in the hierarchy therefore when you are ready to start pitching the POC he/she will be amazed at how much you know about their operations and will definitely see your value. Newbies this is for you, make a call list of all very small companies in random ones who may not move freight just parcel or still gives you the practice to pick up the skills to generate accurate information which in turn will provide a better tonality for the prequalified prospecting calls! This show also may not be quite what you need yet. You might need that practice now 150 or 100 calls is stupid right? I think so too waste of time, but if you were intending to make 100 calls 9only made 30 but had great real business talk for 15 mins a piece your day is over already. What I am saying is that it's not how many calls it's how long you are on the phone collecting and listening I mean so much listening and info gathering just let them talk let them give you what you would ask for but without even asking. Once you can do that vs. 100 calls you have stepped up your phone game big time and 10 fold. This will get your listening skills tuned and learn you a great lesson to only speak when you need to. Remember questions you do ask need to be qualifying questions such as how many loads would you say you do per week? Or I noticed on your website you also ship this or that, how much of that item actually sells? Always opened ended questions never direct unless you are actually quoting and running loads. Please remember before I start this segment with my dude here to hear his opinion I think you will learn twice as much by this read and this video! Enjoy!
Good information!
Thank you for this
Great content Brandon, very much appreciated.
😀😀 thank you Brittney!!!
Broooo 100 is the magik number I’ve gotten 8-12 clients off 100!
I’m definitely switching to quality now !
@@unhallowed925 wish you the best!!
keep doing it!!! topside!!!😀
100 is 8-12 meetings....ok
The point of this video is to get others to understand that sales metrics aren’t scalable in a linear fashion.
Meaning, if 100 calls is 8-12 meetings. It’s a logical fallacy to assume that 200 calls means 16-20+
I am so grateful for your videos , they're on point and on time. I've been learning more than just how to become a freight broker, been learning how to improve self. Love the Marylin Ferguson quote about change from another video. Please keep blessing others the way you do😊🙏🏾
I kind of have always thought of this , Quality over quantity.
Great video...in the process of becoming a Freight Broker!!
Success is in the followup.
Man I love this channel thank you Brandon so much useful information
Thank you for the tips! These videos are top notch!!!
😀😀😀 thank you for the kind words Matthew!! glad you find value in the videos! Onward!!
Thanks for sharing Brandon. Very much appreciated. Great insights to share with my team. Keep up the good work. God bless.
Can you get freight by e-mailing
Also quality is always better because those shippers pay higher rates. As a broker for over 15 years you are right. I had a successful broker tell me about 10 calls a day to make million dollars is sales each year, and It was true. Your times are correct but I didn't do Fridays because people take early weekends especially in the summer months.
thank you for sharing Richard!! really appreciate it!! peace and prosperity!!
Cool! These tips apply to Ocean/Air freight sales too? Where the shipper uses ship or airplane to move his freight
Do you get cargo van loads
How do we get in touch with carriers to know more about potential customers?
The phone is huge in sales but unless you can professionally prequalify a prospect you need to find a new job
I’m owner operator that is changing in to a broke using the same dot and mc# but I have to change my authority.. I kept all my bills of landing from shippers I ran dry van and flatbed loads for 8yrs. I always said the rate for flatbed suck hopefully I will be changing that.. At soon as I get my paperwork in order I know the first place to go.. the middle man are winning so I’m joining the team…
How's that going?
If you're brand new to the business, how do you get cozy with carriers to have those conversations?
Excellent video!
Research is so important to understand what products the shipper moves, their locations, and specifics about their business. Great video to challenge perspective and sales strategy, Brandon!
focus on getting quality conversations, building trust and learning more about said company
Solid insights, simple and str8 forward.
Hi Brandon, any tips for getting customers for warehousing.
Are you a veteran? We used “behooved” so much in the army lol
This is a great video. I just finished a lesson today about cold calling.
Also..how are you finding trucking companies that worked with a shipper to gather info?
I'm a Truck Driver in a Lease too purchase deal for just one truck , is it possible too take a Freight Broker course and run a freight broker business from my truck and Laptop!
thank you!
thank you rochelle!!
Good information Mr Brandon thank you.👍
thank you phyllis!!!
@@brandonthefreightbroker Brandon what’s your email?!
Brandon, I find so much quality in your videos. Thank you.
How to get in touch with those carriers and why they will share details with broker?
Brandon if I could possibly speak with you James Clark
Love your videos do you have a training class to become a broker
Thank you Brandon! Great video.
Make 502 calls a day just to piss branden off
Do you have job placement
Or know who would hire a new Frieght agent
Great advice, I've only been in the business a few years and I've learned alot watching you videos . Appreciate you fam.
How about texting?
I'm using a Textbot
How can I contact you to get me a class I have my freight broker license for one year
This was right on time
super duper fantastic Kevin!!
I like them posters behind u.
my man!!!😀 thanks bernie!!
I do 150-200 daily
How do you find shippers to call
Great information you give out
control is power
Agreed. Create and stick to process.
😀💯💯
Ooooweee...Thanks for all the information!
Thanks your videos are amazing thanks
Needed to hear that this morning
Thanks for this info
Hey Brandon! I'm a new freight broker working at a brokerage firm, apparently it's a requirement there to make 100+ calls a day so we can meet a goal of 500+ calls per week... Seems like A LOT
Same it’s a grind but it’s a pretty common understanding in the office (that I work at) that once you build a book of customers you no longer have those expectations
@@Sir.SatAlot yep!
Facts
Love this info
Thanks 🙏🏻
How about some live call videos?
check out my free 5 video series...shows me talking with a shipper about freight movement!!!
@@brandonthefreightbroker will do thanks!
@@blablabla7001 cool...you find it in video #1
awesome video! thank you.
thank you Aishah!
Stay strong rejections are normal
for sure!!!
Good like always.
thank you for the kind words Krasi T!! wish you the best!!
Good stuff
thanks Julius!!! onward!!
I'm always here@@brandonthefreightbroker
@@stanj8200 super big thanks!!
Do u have lanes in the Southern Region or could we possibly setup some out and back lanes coming from the Nashville,TN. area going to the South and some Midwest with back hauls back towards Nashville I'll be starting my own Authority this time next year and would like to have a few good freight brokers like u on standby unless u can keep me busy yourself then I would be more than happy to work with u exclusively. Thanks I'd really appreciate any feedback! Longtime viewer here I really appreciate what u do.
I'll be doing power only reefer or dryvan starting out until I can obtain my own reefer trailer and then I'll still run dry loads sometimes if they're paying a good rate.
Bernie shoot us an email @info@alliancelogistics.net when you get closer to go time! Have some lanes in SE..most will be REEFER...
Thank you!
👍🏻👍
Factz
thank you Money!! appreciate you my friend!!
Can’t wait for more videos
😀😀😀
thanks man
thank you Jourdin!! onward!!
Yoooo your back round intro music is disturbing
ok. thx for commenting!!
@@brandonthefreightbroker your welcome bro good info
I think it's perfect freight background music just a bit overwhelming taking away from what we can here from the advice
@@michaelshumway5521 noted...thanks Michael!!
Your video topics are always right on time! Great tips! Thank you handsome!
😀 thank you Keisha! Onward!
Good morning I would like to connect with you in regards to being a new freight broker @brandon
I'll be honest. I was distracted by the amount of times your blinking but when I started TRULY listening to you...😳🤯 you were FIRE 🔥 I'm not in the freight business but this content still applies. Thank you!!
My employer demands 150 calls from me, lol
Good video. Glad I checked it out.
I'm glad. you checked out too! thank you for commenting! onward!
I told you!!!!