Brokers decode this for me please

I've given more than a few a chance. Some never even get started, some could make more working at 7/11, some do okay. Only a few do really well and make very good money. But they were/are good salespersons. Too many think you just make a couple of calls and you have all kinds of freight. They think that "negotiating" with a broker is the same as with a customer. Broker has loads and needs trucks, wants to deal with you. Shipper has loads and trucks and someone handling it. Has no need to really talk to you. You want to go into a commission based business with no "book" and think it will just fall into your lap? Your "book" is yours, take good care of it and the customer will stay with you. Screw off and others have to take care of the problems that come up, the customer will have zero problem dropping you and staying with the one who takes care of them.