Help! New to freight brokerage

"A goal without a plan is nothing but a fantasy."

 

There are a few of us here that would be happy to give you our customer list, contacts and rates, will that help you?

 

My dad always said, “it’s not what you know, it’s who you know”.
You have to find ways to get to know the right people. And that’s the tricky part.

 

Get off the phone and in their face

 

There was a guy that called into Kevin’s show on XMRadio. Said he kept count, it was just over 500 sales calls before he got his first contract. He was super excited about it.

 

I'm just joking, but everyone say broker only make phone calls and make easy money. Being a new broker and finding a customer probably not as easy as it sounds.

 

See my profile picture.

 

The only way to succeed with the shippers you are cold calling, is you need to show them you speak their language.

Now I'm guessing most of the time when you call a prospect, you get part way through your pitch before they say "I'm not interested" and then they hang up.

Here's the trick, if you want to win their respect, you have to turn the tables on them. When they pickup the phone and say "XYZ Shipping this is Jimmy speaking", instead of going into your pitch just say, "I'm not interested" and then quickly hang up before they get in another word. They will be so impressed with your ability to speak their language, they will call you back and practically throw their business at you.

This reverse psychology is proven to work 100% of the time in at least 1 out of every 10 calls.