Monday: 5 Day / 3 Day
Orientation
Overview of the brokerage as a
business.
Developing and Instilling
○ Honesty
○ Integrity
○ Service
○ Negotiating
○ Information
Monday Continued
The broker/freight agent similarity to the
Real Estate broker/agent and Insurance
broker/agent
○
The need to be Detail Oriented
○ The pressures on a broker
and agent
Overview of the Workbook/Textbook and Legal
Terminology and Scenarios
○ A Brief History of the
Brokerage
○ Why become a
Broker/Agent
○ Working from Home
○ Overview of the
terminology used in Business
The basics
○ The Equipment
○ The Shipper
○
The Consignee
○ The Carrier
○ The Freight
○ Dispatching
○ Payables & Receivables
Getting Started
o
Methods to Prospect for
Shippers
o
Qualifying the Shipper
o
Developing Rates
o
Terms and Conditions
o
The Load Set Up Sheet
o
Building the Shipper packet
o
Building the Carrier Packet
Tuesday: 5 Day / 3 Day
Questions and Answers (Review)
Shippers
o
Marketing (10 sources for
finding Shippers)
o
Contacting the Shipper
o
Prospecting
o
Using the Telephone
o
Handling the Gate Keepers
and Voice Mail
o
Build Phone Dialogue Sheets
o
The Shipper Packet
o
Your
Company Profile
o
Developing
the Shipper Letter
o
Developing
the Shipper Profile
o
Qualifying
the Shipper
o
Develop
the Rate with the Shipper
o
Shipper/Broker Contract
o
Development of a Shipper
Database
Carriers
o
The
Carrier Packet
o
Finding trucks
o
Developing the Carrier
Profile
o
Qualifying the Truck
o
Develop the rate with the
carrier
o
Carrier/Broker Contract
o
What is a Contract between
You and the Carrier?
o
Develop a Carrier Database
Dispatching
The Fine Art of Negotiation
Wednesday: 3 Day
Questions and Answers (Review)
Overview of material from Days 3 and 4 of 5
day class
Final Exam
Wednesday: 5 Day
Questions and Answers (Review)
How to Become a Licensed Freight Broker
○ Obtaining Your Authority
○ The $10,000 Bond or Trust
Fund
○ Getting a BOC-3 (Process
Agent)
Beginning your Business
o
Your Company Name
o
Banking vs. Factoring
o
Your Home Office & The IRS
o
Office Equipment
o
Printing
o
Business Structures
o
Software
Helpful Government Websites
Structuring your Success
o
Working Smart NOT hard
o
Factoring your Invoices
o
Trust Fund vs. Surety Bond
(in detail)
o
Getting Motivated and Staying
Positive
Thursday: 5 Day
Questions and Answers (Review)
Hands On Computer Instruction
o
Role Playing
o
Truck/Freight Density Stats
o
Locating Shippers
o
Qualifying Shippers
o
Developing Rates
o
Posting Loads
o
Finding Trucks
o
Using the Thomas Register
o
Using the Thomas Regional
Directory
o
Qualifying Carriers
o
Mileage Calculations
o
Working the Internet Sources
* Get Loaded
*
Truckloadrate.com
* Thomasnet
* Reference
USA
*
Safer System
* FMCSA
o
Training Exercises
Miscellaneous
○
L.T.L. Freight
○ Rail/Container Freight
○ Air Freight
○ Ocean
Freight
Friday: 5 Day 8:00am - Noon
Review of material
Open forum
Final Exam
