Prospecting
Continuing on with our discussion on becoming a freight broker, the #1 reason a freight broker fails is due to prospecting. Be it lack of or none at all. They become complacent and become order takers forgetting what it was that they did to achieve the success with which they became complacent.
Many freight brokers come out of the chute on fire. They put to use immediately what they have learned from their freight broker training. They are making the calls and call backs. Prospective clients see their determination and drive and become customers. Once the broker reaches a certain level of income be it $600.00, $1,000.00, $1,500.00 a week or more they quit doing what it was to reach this level. They become complacent.
It takes time to build relationships with customers. Think about that for a second. Are you married? How long did you and your spouse date before getting married? With a few exceptions it wasn't "hi my name is....let's get married." It took time. As such it takes time with customers. But once the relationship is established it can be great for all involved. However with your customer it can end just as quick due to your contact being promoted, quitting, or the company closing it's doors. Should this happen you are back to square one. If you have quit prospecting for new business, you will find that your pay will decrease in direct proportion to the percentage of business that your customer created for you.
Our FBT Workshop will teach you how to prospect and avoid downfalls that freight brokers sometimes find themselves facing. To learn more visit our Freight Broker Training 101 web site by clicking the link on the right or by clicking here.
Many freight brokers come out of the chute on fire. They put to use immediately what they have learned from their freight broker training. They are making the calls and call backs. Prospective clients see their determination and drive and become customers. Once the broker reaches a certain level of income be it $600.00, $1,000.00, $1,500.00 a week or more they quit doing what it was to reach this level. They become complacent.
It takes time to build relationships with customers. Think about that for a second. Are you married? How long did you and your spouse date before getting married? With a few exceptions it wasn't "hi my name is....let's get married." It took time. As such it takes time with customers. But once the relationship is established it can be great for all involved. However with your customer it can end just as quick due to your contact being promoted, quitting, or the company closing it's doors. Should this happen you are back to square one. If you have quit prospecting for new business, you will find that your pay will decrease in direct proportion to the percentage of business that your customer created for you.
Don't ever stop prospecting!
Our FBT Workshop will teach you how to prospect and avoid downfalls that freight brokers sometimes find themselves facing. To learn more visit our Freight Broker Training 101 web site by clicking the link on the right or by clicking here.
posted by TALTOA at 4:43 AM
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