If you’ve spent even one week as a Freight Agent, you already know this truth: handling freight sales isn’t glamorous. Most of your job is convincing people who don’t know you, don’t need you, or don’t currently care about you, to just give you five minutes of their attention.  

Kinda like dating, complete with mixed signals, sudden cold shoulders, ghosting, and “it’s not you, it’s X.”   

The good news is that what can feel like a messy, emotional rollercoaster at times is just a process you can learn to understand, navigate, and win. You just need to learn how to read where a prospect is in the “relationship” and act accordingly.   

Let’s break down:  

• Why so many Freight Agents get stuck in the “professional friend zone”  

• How to protect your time, pipeline, and sanity 

• The secret behind moving shippers from cold to warm to active shipping partners  

• How to do it all without losing your authenticity, energy, or confidence 

• How to spot real potential in leads vs. dead ends.

The Emotional Reality of Freight Sales   

You know how grueling it can be.   

You dial the phone. You get the gatekeeper. You get the brush-off (“I‘ll keep you on file”). You send the follow up and all those personalized emails.  

You hear nothing for days, maybe even weeks.    

Even the best Freight Agents have moments where they step away from the phone, close their eyes, and think, “Am I getting closer, or am I just shouting into the void?”  

But here’s the truth. 

You’re not trying to be chosen by everyone. You’re trying to be chosen by the right ones. And the right customers? They’re the ones who value your expertise, respect your partnership, and want to work with you.   

The challenge is learning how to spot these exact customers early on in the process.   

3 Reasons Why So Many Freight Agents Get Stuck in the Professional Friend Zone  

It’s not because you’re not good at what you do. In freight sales:  

1. Not all prospects are worth pursuing.  

Some shippers are just not in the market. They may not be ready, not aligned, or not a cultural fit.   

2. Too many Freight Agents chase every lead the same way.  

A cold lead should not get the same energy as a warm one. Do your research and use what you learn. You need to adjust your tactic for each prospect, not just copy and paste.  

3. Freight Agents often try too hard to prove themselves.  

This is where the professional friend zone begins. When you beg for a conversation or keep chasing after they’ve already shown disinterest; it shifts the power dynamic. They won’t even bother responding and may even throw your name out of the hat altogether. Let your personality shine through. Even if they don’t respond right away, it doesn’t mean they won’t remember you in the future.  

Not All Prospects Are Equal to Another  

One of the biggest mindset shifts you can make is understanding that a warm lead doesn’t mean they’re ready to buy. It just means they’re willing to listen and not hang up.  

They’ll respond to calls, emails, answer your questions, occasionally maybe even chat with you. Great, but don’t burn yourself out too quickly, or scare them off. Sometimes it takes time to build a relationship out of a friendship. A responsive lead is a good sign. When they sound disinterested or just throwing you for a loop with, “maybe I’ll have something next week” for the fifth week in a row, it might be time to move on.  

Your Time is Your Most Valuable Asset – Be More Intentional  

If you blindly add any lead to your pipeline, you will spend most of your time being ignored, hearing the dreaded “not interested.” That’s why it matters to weed out your leads.   

The best Freight Agents don’t chase every single one. They invest their energy only in what will grow.   

One way to qualify your leads is using the MEDDIC Framework (adjusted here for freight sales).   

M – Metrics  

Does the prospect ship enough freight to matter?  

E – Economic Buyer  

Are you talking to someone with “budget authority”? Can they say “yes”?  

D – Decision Criteria  

What matters most to them? Price? Reliability? Mode coverage? Problem-solving?  

D – Decision Process  

Do they have any overflow opportunities? An RFP coming up? A provider not performing so well?  

I – Identify Pain  

What hurts? Late or missed deliveries? Unreliable service? Lack of communication? No visibility?  

C – Champion  

Is there someone inside the company who wants to help you succeed? Someone who knows you care about their business?  

Take the time and research your leads, applying this method. It can help you figure out which lead is worth your time and effort and which ones to dismiss.   

Gatekeepers. Not an Obstacle, But Your First Alliance  

Gatekeepers. They may seem like a roadblock, but they’re an essential part of your freight sales success.   

Top Freight Agents see gatekeepers as a beacon of opportunity. They hold valuable information and influence. Talking to them will help you better understand the company and build credibility. They’re also your early warning system about the lead, helping you decide whether this company is a good one to pursue.   

When you earn a gatekeeper’s trust, you can get more insight into valuable information like the decision maker’s style, any upcoming company changes, or providers they’re not quite happy with. Even better, it will make your intros to the actual decision maker go much farther than an initial cold call. In reality, gatekeepers are actually your allies.  

Authenticity – Your Secret Weapon  

The truth in freight sales is that you’re not just selling freight. You’re selling yourself, too.  

Learning customers is the name of the game. Customers can tell instantly when a Freight Agent is being transactional, desperate, or scripted. But they can just as easily tell when you’re honest, knowledgeable, genuine, and offering real value, not just empty promises. These qualities make you memorable and are key to making shippers trust you with their freight.   

Paint a picture of who you are. That’s what customers buy into. Your personality, expertise, niche knowledge, and your way of doing business.  

While being part of a respected 3PL like Trinity is a huge advantage to getting the door open, it’s you who needs to get invited in. They need to choose you and your business, not just Trinity’s. Because ultimately, that’s who they’ll be working with.   

When you use your authenticity to your advantage, something powerful happens. You’ll stand out naturally and consistently.   

Knowing When to Walk Away  

 It’s easy to get caught up in chasing what you don’t have, but sometimes you have to walk away.   

If you feel like a lead isn’t willing to work with you right now, don’t shy away from taking control of the situation instead of continuing to let them lead you on. Simply saying, “If now isn’t the right time, I don’t want to take up any more of your bandwidth. I’ll step back and let you reach out if your needs change.”   

This does three things:  

1. It positions you as a professional, not a pursuer.  

2. It prevents endless follow-ups that go nowhere.  

3. It often makes prospects MORE likely to come back later.   

In this way, you’re not only giving them space (and yourself time back), but you’re leaving the door open for future opportunity.   

The Freight Sales Friend Zone Isn’t a Failure. It’s a Filter.  

You will not win over every shipper. Because you’re not meant to.  

The friend zone doesn’t mean you’ve failed, just that you’re one step closer to the partners who actually deserve your effort. Sometimes, “starting as friends is necessary”. The key is knowing when to step back and when to push forward.  

If you start:  

• Qualifying smarter  

• Building relationships with intention  

• Asking better questions  

• Protecting your time  

• Knowing when to let go  

Then you won’t just begin booking more freight; you’ll start building a stronger, healthier, and more profitable Freight Agent business.   

Find Freight Sales Freedom with Trinity’s Agent Program  

The most powerful advantage of partnering with Trinity Logistics? You get to build your business your way, and without doing it alone.  

We don’t bury you under unrealistic quotas or cookie-cutter expectations. Instead:   

• You set your own goals, and we help build you a roadmap to reach them.  

• You choose your niche, and we support you with tools, coaching, and market insight.  

• You control your relationships, while we help strengthen them behind the scenes.  

That kind of freedom helps build confidence. The right customers will notice it and be more inclined to start shipping with you.  

And You’re Never On Your Own  

As a Trinity Freight Agent, you get access to:  

• Sales coaching and mentoring  

• Industry intel  

• Support Teams to help you quote, track, update, and troubleshoot  

• Vetting tools to reduce risk and protect your business  

• Marketing support to help you elevate your brand and credibility  

We give you the freedom to sell and support to scale. Whether you’re navigating tough calls, tough customers, or tough markets, you’ve got a Team behind you to help you win.  

Let’s Grow Your Freight Sales Without the Burnout  

If you’re ready to build on or strengthen your book of business while grounded in strong relationships instead of exhausting hustle, let’s talk.     Freight agents: Ready to boost your freight sales? Explore actionable steps to qualify leads, win trust, and scale your business with Trinity’s support. 

The secret to successful Freight Agents isn’t just a program’s tools or technology. It’s in the people behind the scenes who make things happen for the benefit of their Agent partners. 

At Trinity Logistics, our Agent Support Team has been the backbone to over 150 Freight Agent businesses for nearly four decades. And this Team, they have tenure – specifically three of them bringing more than 60 years combined of serving our valued Agent relationships and their Team Members. They’ve helped Agents thrive, grow, and feel supported, every step of the way. 

This year, we’re celebrating their major anniversary milestones:

Karen

25 Years

Greg

20 Years

Holly

15 Years

The Early Days 

Every career has its own start and stories. 

Karen 

Karen joined Trinity back in 2000 and found her home in the Agent Division just a few months later. 

“At that time, we had only about 25 Agent offices. It was a small, close-knit group. We talked with most of them daily and really got to know not just their businesses, but their families, too. Even now, I still feel incredibly close to so many of them.” 

Over her 25 years, she’s seen the Agent Division grow to over 170 Agent offices and watched technology completely transform operations. 

Greg 

Greg joined Trinity after a career in banking and quickly realized he’d found his place in logistics. 

He laughs recalling one of his earliest milestones. 

“I remember hitting 100 loads covered in my second month. I thought that was pretty darn cool at the time….until I saw veterans covering several hundred loads each month. One day that still sticks with me is when we had an ice storm, and the roof dropped about six inches. Yet within an hour, we relocated everything – computers, printers, you name it – to people’s homes or hotel space we rented so we could keep business running. This was pre-COVID, so working from home was new to us at the time.” 

Holly 

Holly’s path to logistics came after 15 years in real estate. 

She started in dispatch, “baptized by fire,” as she puts it. Then moved into project management before finding her perfect fit as an Agent Recruiter in 2019. 

“Those early experiences gave me a front-row seat to the inner workings of the industry and a deep appreciation for the people who make it all happen.” 

Why We Love Supporting Freight Agents 

When asked what keeps them passionate after so many years, all three agreed that it’s the Agent relationships they get to work and interact with. 

Karen 

“From Agent Appreciation Day to holiday gifts to planning our Annual Agent Conferences, I love every opportunity to connect with our Agent relationships in meaningful ways and getting to know them on a personal level. The opportunities to meet face-to-face, to hear about their lives, families, and interests – it opens a whole new world to me. I feel like I have friends all over the country, even beyond in Mexico and Canada! Creating lasting connections is what I love most.” 

Greg 

Holly 

“Agents are some of the most entrepreneurial, hardworking people you’ll ever meet. They take risks, they build something of their own, and they pour themselves into serving their customers and carriers. That kind of drive is contagious and it’s an honor to get to help them grow their businesses, provide for their families, and create their own legacies.” 

Lessons Learned from Decades of Supporting Freight Agents 

After decades of experience, this trio has learned a few key truths about what it really means to support a Freight Agent business. 

Karen 

Karen is constantly inspired by them: 

“What always stands out to me is the entrepreneurial mindset of our Freight Agent relationships. I admire their ambition, drive, and the innovative ways they grow and succeed. I love being a part of their journey and celebrating their wins right alongside them.” 

Greg 

For Greg, it’s all about perspective: 

“To truly support a Freight Agent’s business, whether it’s a one-man show or full agency, you have to look at things through their eyes. How will decision impact them or their team? What obstacles do they face that a normal W-2 employee wouldn’t? Having someone trust you enough to be the voice on behalf of their business is humbling, and something we take pride in at Trinity.” 

Holly 

Holly has learned that one-size-fits-all doesn’t work with Agents: 

Advice for Freight Agents Considering Trinity Logistics 

If you’re a Freight Agent exploring your next home, these three have some advice for you. 

Karen 

Greg 

“Do your homework. Trinity is a great place to call home, but it’s not for everyone. It’s not simply how many loads you move or the amount of revenue you generate in brokerage. It’s about how you value your carrier partners, shipper customers, and those that support your business. We’re looking for Freight Agents that want a long-term relationship.” 

Holly 

“Find a home where you can truly be independent and fully supported. Don’t just settle for one or the other because you CAN have both. At Trinity, we’ve built an environment where you can run your business your way while still knowing you’ve got a Team, resources, and even leadership behind you. If you value integrity, stability, and freedom, then we’re the perfect fit.” 

Behind The Heart of Freight Agent Support 

The stories and experiences shared by Karen, Greg, and Holly reflect more than just their years of service at Trinity. They show the true passion, dedication, and genuine investment our Team has in the Agents we work with daily. It’s truly what sets Trinity’s Freight Agent Program apart from others. 

At Trinity, you’re not just joining another program. You’re gaining a Support Team that truly loves what they do. Every call, every email, every late-day assist brings a connection with people who care deeply about seeing your success. 

Tenured Team Members like these guys only go to show that Trinity is invested in its people, business relationships, and overall long-term success of everyone involved. Here, people aren’t just supported; they’re championed for the long-haul – Freight Agents included.  

Trinity Logistics, a leading third-party logistics provider (3PL), proudly hosted its first-ever Week of Wonder, an internal initiative designed to spark creativity, collaboration, and problem-solving among its Team Members. Its goal was to empower Team Members across departments to develop forward-thinking solutions aimed at improving Trinity’s operations, customer experience, and service offerings. The event took place from February 24^th to the 27th. 

Rooted in the Working Genius model, Week of Wonder encouraged Team Members to group up and tap into their individual strengths and collective ingenuity to address and solve real-world logistics challenges. After months of planning and collaboration, finalists presented their concepts to an esteemed panel of judges from the fields of logistics, academia, and technology. 

“Innovation isn’t just about big, flashy ideas—it happens at every level, in every role, when people are given the space to think differently,” said Russ Felker, Trinity’s CIO. “Week of Wonder showed that creativity and problem-solving aren’t limited to a single department or title. The energy and collaboration we saw this week is exactly what drives our company and industry forward.” 

Meet the Finalists 

Out of several teams, three emerged as finalists with solutions focused on improving operational efficiency, fraud prevention, and Carrier relationships: 

Trinity CarrierOne Experience 

Submitted Pitch: An enhanced Carrier Portal offering Carriers a streamlined, user-friendly space with improved access to key tools. 
Team Members: Michael Adams, Amanda Ashford, James Beveridge, and Jessica Clapp 
Executive Mentor: Chad Taylor 

Fraud Force 

Submitted Pitch: A fraud detection and prevention program using advanced technology to protect Carriers and Shippers. 
Team Members: Tracy Mitchell, Kristin Deno, and Angela Smith 
Executive Mentor: Derek Wise 

The Predictive Profits 

Submitted Pitch: A Carrier grading tool that uses data-driven insights to rank Carriers and enhance routing decisions. 
Team Members: Chris McAvoy, Laura Willey, Cheryl Swain, and Zach Howard 
Executive Mentor: Greg Massey 

After careful deliberation, the Trinity CarrierOne Experience team was crowned the inaugural Week of Wonder winner. Their upgraded Carrier Portal pitch stood out for its immediate usability, long-term scalability, and potential for cross-functional impact. 

“Collaborating with Team Members across departments to solve this problem for our Carriers was an exciting experience,” said Amanda Ashford, Analyst II at Trinity and member of the winning team. “By bringing together diverse perspectives and expertise, we created a solution that not only serves Carriers better but also improves experiences for Shippers, Team Members, and our Burris Logistics relationships.” 

A Judging Panel of Industry Experts 

Finalists presented their innovations to a distinguished panel, who evaluated each concept based on problem relevance, impact, and feasibility: 

• Dr. Raj Agnihotri, PhD – Industry Engagement Dean, Iowa State University 
• Donnie Burris – CEO, Burris Logistics 
• Joe Negron – Owner, NGS Logistics 
• Zach Buckner – CEO, Glyphic Software 
• Donna Palumbo-Miele – Executive Director, Center for Supply Chain Research, Penn State 

“Learning about all the creative and impactful ideas was fun, but what stood out most was the thoughtfulness behind each presentation,” shared Dr. Raj Agnihotri. “It was refreshing to see diverse teams from Data Science, Compliance, Carrier Development, and Operations come together. The experience was wholesome, and I appreciated the opportunity to be part of it.” 

A Culture of Innovation Takes Root 

The success of the first Week of Wonder reinforces Trinity’s commitment to cultivating a workplace where innovation is not only encouraged but expected. 

“Week of Wonder was a perfect example of how collaboration, guided by the Working Genius framework, can turn ideas into real impact,” said Carlie Crouch, Senior Director of People Operations. “Seeing our Team Members challenge themselves and create solutions that will shape our future was truly inspiring. This is just the beginning.” 

Trinity Logistics looks forward to making Week of Wonder an annual tradition by expanding its scope and continuing to drive meaningful innovation throughout the logistics industry. 

About Trinity Logistics

Trinity Logistics is a Burris Logistics Company, offering People-Centric Freight Solutions®.Our mission is to deliver creative logistics solutions through a mix of human ingenuity and innovative technology, enriching the lives of those we serve. 

For the past 45 years, we’ve been arranging freight for businesses of all sizes in truckload, less-than-truckload (LTL), warehousing, intermodal, drayage, expedited, international, and technology solutions.

We are currently recognized as a Top Freight Brokerage by Transport Topics, a Green Supply Chain Partner by Inbound Logistics, and holds a silver sustainability rating by EcoVadis.

So, your Freight Agent business is running along nicely. You’ve laid down a solid foundation with steady freight flow and strong carrier relationships. Congrats! That’s no small feat and we’re proud of you. 

However, you may be asking yourself, how do I get to that next step – going from Freight Agent to Freight Agency owner? 

The answer to that is by hiring sub-Freight Agents and support staff. It’s the most efficient way to grow your business without burning yourself out. With the right support in place, you can go from a one-person show to a high-performing Freight Agency in no time. The old adage, “If you want to go fast, go alone. If you want to go far, go together,” has never been truer than in growing your business. 

What is a Sub-Freight Agent’s Role Within Your Freight Agency?

Freight Agents you hire will act as independent contractors while working under your Freight Agency and freight brokerage partner’s authority. They’ll use the brokerage’s tools and systems to book freight and earn commission, all while helping you grow your customer base and revenue.

Your Sub-Freight Agents Will Be Responsible For:

• Finding and onboarding new shippers
• Booking and tracking loads
• Communicating with carriers and ensuring timely delivery
• Handling customer service issues related to their accounts
• Working under your Freight Agency and using your freight broker’s tools

Since they’re independent contractors, you don’t pay a salary or benefits. Instead, they’ll earn a percentage of the profits on each load they move.

When Is the Right Time to Start Hiring Sub Agents?

Wait, but how do you know when you’re REALLY ready to take that next step?

You’re Ready to Hire Sub-Freight Agents When:

• You’ve built steady revenue streams and operational processes
• Your bandwidth is maxed out moving loads daily
• You want to scale beyond your current reach
• You want to grow into new geographic regions, industries, or niches
• You have the infrastructure to support onboarding and oversight

Scaling too early without the right tools, support, or structure can lead to frustration and high Freight Agent turnover. But be mindful that waiting too long can also lead to burnout!

How to Find and Recruit the Right Sub-Freight Agents

There are a lot of Agents out there looking for the right home, but finding the right match will take more than just posting a job opening.

Where to look:

• LinkedIn – Search for freight brokers or Agents and send direct messages
• Freight industry Facebook groups and forums
• Referrals from your carrier or shipper network
• Agent recruitment companies that specialize in logistics placements
• Industry job boards 

Now that you know where to find potential sub-Freight Agents, what qualities, skills, and experience should you be looking for?

What to look for in a Sub Agent:

• Previous experience in logistics or freight sales
• Existing book of business with shipper or carrier relationships
• Ability to work independently and manage accounts
• Strong communication and negotiation skills
• Motivated, entrepreneurial mindset, with a hunger to grow

Pro Tip – It’s ideal to hire sub-Agents with a book of business, as they can generate revenue from day one!

Have Onboarding That Sets Your Sub-Freight Agents up for Success

Even the most experienced sub-Freight Agents need to learn your systems and how your Agency operates. A strong onboarding process helps them feel confident and productive, setting them up for success.

Key Areas Your Onboarding Should Include

• Your systems and how to book/manage their loads
• Required carrier compliance and documentation
• SOPs and communication expectations
• Billing, invoicing, and payment tracking
• Sales strategy and cold-calling techniques
• Marketing materials/tools available
• CRM use 

When your sub Agents feel supported, they’ll perform better and stick around longer.

Retaining Your Sub-Freight Agents

Hiring is only step one. Once you hire good sub Agents, your next focus will be to keep them engaged and motivated for the long run – because that’s where the magic happens.

Ways To Keep Your Sub Agents

• Consistent communication, check-ins, and performance reviews
• Access to qualified leads or marketing tools
• Recognition for wins, both big and small
• Incentives, like bonuses or increased commission splits
• Access to ongoing support
• Opportunities to grow

Top Agents value flexibility, growth opportunities, and support. If you provide that; they’ll help scale your business fast.

Build an Agency Structure to Support Growth

As your freight agency grows, so should your structure. Think beyond hiring agents and hiring a true team.

Consider Creating Roles:

• Lead Agents or Regional Managers to train and mentor new hires
• Back-office team to manage paperwork, billing, and compliance
• Sales trainers to coach and develop newer Agents
• Recruiters to onboard and grow your team

When making the transition to Freight Agency owner, you need to think of your business as a unit with systems that run smoothly, even when you’re not in the day-to-day.

Scale Your Freight Agency the Smart Way – With Trinity Logistics

Becoming a successful Freight Agent is a huge accomplishment. But growing into a full-fledged Freight Agency is where the real legacy is built. It’s your chance to create opportunity for others, increase your true earning potential, and build a business that doesn’t depend on your personal hustle every single day.

Taking this big step can be overwhelming, even scary, but you don’t have to do it alone. Trinity Logistics can help.

We’ve helped hundreds of Freight Agents just like you go from solo to leading a team as an Agency owner.

Reap the benefits of our 30+ years of experience aiding Agents, nationwide brand awareness, and more. We’ll help you find the right strategy so your Agency can see success and scale.

Trinity Logistics Empowers Freight Agents to Meet Their Goals

• Agent Support Team dedicated to support your business
• Continued education opportunities
• Back-office support covered
• Multiple modes of transportation available
• Quick pay or factoring service available for Carriers
• Carrier vetting tools

With the right recruiting strategy, you can build a powerful team that drives consistent revenue and expands your reach. With Trinity Logistics by your side, you can gain the support and confidence you need to accelerate that growth. 

Ready to build your dream team of Agents? Let’s talk about your Freight Agency goals.

Trinity Logistics, a leading nationwide third-party logistics provider (3PL), is proud to announce the promotion of Dylan Banning to Vice President of the Delaware Regional Service Center. With over six years at Trinity, Banning can inspire Teams, showcases a dedication to driving meaningful growth, and is a dynamic leader known for his forward-thinking approach. 

“Dylan has demonstrated exceptional leadership, strategic vision, and an unwavering commitment to the success of our Team,” said Hayley Dobson, Senior Vice President of Regional Service Centers. “This promotion reflects not only his dedication and impact but also the bright future ahead for DE Ops under his leadership.” 

Banning joined Trinity Logistics in September 2018 as a Logistics Specialist, quickly proving his ability to build strong customer relationships and drive results. His career trajectory includes roles such as Operations Team Lead, Business Development Representative, Business Development Team Lead, and Director of Sales. Most recently, as Vice President of the Minnesota Regional Service Center, he showcased his leadership in both operational strategy and Team development. 

In his new role, Banning will oversee the largest Operations and Sales force at Trinity Logistics, driving strategic initiatives to enhance service offerings, strengthen partnerships, and support the company’s continued growth. 

“I’m truly honored and excited to take on this new role and be part of the growth of the Delaware RSC,” said Banning. “I look forward to what lies ahead and am eager to see the incredible things we’ll achieve together with such a talented Team!” 

Banning holds a Bachelor of Business Administration (BBA) in Business Administration and Management with a minor in Sport Management from High Point University. Beyond his professional achievements, Banning is deeply committed to giving back to his community. He has served on the Trinity Foundation board as the Youth Leadership Coordinator and the Banning Foundation, a family-led initiative dedicated to providing resources and opportunities to underserved communities. His passion for service aligns with Trinity Logistics’ core values, reinforcing his dedication to both leadership and community impact. 

About Trinity Logistics

Trinity Logistics is a Burris Logistics Company, offering People-Centric Freight Solutions®.Our mission is to deliver creative logistics solutions through a mix of human ingenuity and innovative technology, enriching the lives of those we serve. 

For the past 45 years, we’ve been arranging freight for businesses of all sizes in truckload, less-than-truckload (LTL), warehousing, intermodal, drayage, expedited, international, and technology solutions.

We are currently recognized as a Top Freight Brokerage by Transport Topics, a Green Supply Chain Partner by Inbound Logistics, and holds a silver sustainability rating by EcoVadis.

Trinity Logistics, a leading third-party logistics provider (3PL), is excited to announce its ranking on Transport Topics’ prestigious Top Freight Brokerages list. This year, Trinity is ranked number 24, continuing its strong presence within the logistics industry. 

Transport Topics is a leading publication within the transportation sector and conducts annual rankings of freight brokerage firms. The ranking is determined based on gross revenue for the most recent 12-month period, highlighting Trinity’s sustained growth and impact in the freight brokerage sector. As the logistics landscape continues to evolve, Trinity’s ability to secure a top spot on this list speaks to the company’s dedication to delivering high-quality, reliable logistics solutions. 

“We are incredibly proud to be recognized once again as a top freight broker by Transport Topics.  Thanks to the continued dedication and commitment of our entire Team, this marks our 23^rd year on the list!” said Sarah Ruffcorn, President of Trinity Logistics. “This recognition highlights our ability to serve our Shipper and Carrier customers with excellence through the Trinity Experience. Thank you to Transport Topics for honoring us, and for the continued trust of our Shipper and Carrier relationships.”  

As the company continues to thrive, Senior Vice President Mark Peterson at Trinity Logistics expressed immense pride in the Team’s dedication and the ongoing success that earned them this recognition. 

“I’m incredibly proud of the Trinity Team,” said Peterson, SVP of Sales and Marketing at Trinity Logistics. “Their dedication and hard work are the driving force behind our success. This recognition is a testament to their commitment to delivering exceptional service and consistently going above and beyond for our customers.” 

Trinity’s success is driven by its strong, customer-focused Team, committed to simplifying logistics and providing creative, People-Centric Freight Solutions ®.  

In addition to making Transport Topics top Freight brokerages, Trinity has also made the Top 100 Logistics Companies list! 

Trinity is honored to receive this recognition and continues to provide outstanding solutions and service to the logistics industry. 

About Trinity Logistics

Trinity Logistics is a Burris Logistics Company, offering People-Centric Freight Solutions®.Our mission is to deliver creative logistics solutions through a mix of human ingenuity and innovative technology, enriching the lives of those we serve. 

For the past 45 years, we’ve been arranging freight for businesses of all sizes in truckload, less-than-truckload (LTL), warehousing, intermodal, drayage, expedited, international, and technology solutions.

We are currently recognized as a Top Freight Brokerage by Transport Topics, a Green Supply Chain Partner by Inbound Logistics, and holds a silver sustainability rating by EcoVadis.

Trinity Logistics, a leading, nationwide third-party logistics provider (3PL), is pleased to announce the appointment of Klaus Luhta as In-House Counsel. Luhta, who has served as a Freight Agent with Trinity Logistics for almost five years, transitions into this vital role with a wealth of experience and legal wisdom.  

In his tenure as a Freight Agent, Luhta demonstrated exceptional skills in contract negotiation, risk management, and compliance. His ability to navigate complex legal matters has been a significant asset to Trinity. His legal career is marked by his previous roles as Chief of Staff, Director of Government Regulations, and Attorney specializing in maritime law. He holds a law degree from Cleveland State University and is a licensed attorney.

“I wanted to get back to the practice of law,” said Luhta. “I learned all the parts of the logistics business during my time as a Freight Agent and felt like I could combine that knowledge with my legal expertise to help make a difference at Trinity.” 

“Trinity was looking for a quality individual to serve as our In-House Counsel over the past few years, and then we found the perfect candidate in Klaus,” said Doug Potvin, Chief Financial Officer. “His background in transportation including his ownership of a trucking company and acting as a former Freight Agent brings experience to our Team from a perspective of risk, legalities, and negotiations, which will benefit Trinity tremendously over the years to come.”

As In-House Counsel, Klaus is passionate about contributing to Trinity’s growth and success. He aims to provide robust legal support, offering practical solutions and fostering a culture of compliance and ethical behavior. His focus will be on building and maintaining strong relationships with key stakeholders across all levels of the organization, ensuring that legal risks are identified and mitigated effectively. 

“Years ago, when I visited the Trinity offices for the first time as a Freight Agent, I met Sarah and the Team, and I knew I would be working with this company in some capacity for a long time,” continued Luhta. “There is nothing like this anywhere. I don’t know if people realize how lucky we are, and I am happy and grateful to be here with this Team, at this time, forging history in the most exciting sector of the transportation industry.”

Klaus’s extensive background and commitment to excellence make him a perfect fit for this role. Trinity Logistics looks forward to the continued success and growth that Luhta’s expertise will bring to the company. 

About Trinity Logistics

Trinity Logistics is a Burris Logistics Company, offering People-Centric Freight Solutions®.Our mission is to deliver creative logistics solutions through a mix of human ingenuity and innovative technology, enriching the lives of those we serve. 

For the past 45 years, we’ve been arranging freight for businesses of all sizes in truckload, less-than-truckload (LTL), warehousing, intermodal, drayage, expedited, international, and technology solutions.

We are currently recognized as a Top Freight Brokerage by Transport Topics, a Green Supply Chain Partner by Inbound Logistics, and holds a silver sustainability rating by EcoVadis.

Trinity Logistics, a national third-party logistics provider (3PL), is proud to announce its 2024 Platinum Agents. This distinguished group of Independent Freight Agents is recognized for their outstanding brokerage achievements in 2024. Thirty-five Agent offices earned Platinum status, with 11 of those achieving the newly-recognized, elite Platinum Plus level. These remarkable recipients represent 16 states across the U.S. and Mexico, highlighting the diverse and far-reaching impact of Trinity’s Agent network. 

The Platinum recognition celebrates Agent offices that achieve at least $500,000 in annual brokerage, while Platinum Plus status is awarded to those exceeding $1.5 million. Since the program’s inception in 2018, the Platinum awards have honored top-performing Agents for their dedication to delivering exceptional logistics solutions. 

“To achieve Platinum status in any year is a testament to the successful businesses our Agents have built,” said Greg Massey, Senior Vice President of Agent Development. “Results like these don’t just happen – they require dedication, determination, and a true passion for the work. Trinity is incredibly proud of their achievements, many of which are repeat recognitions, and we look forward to celebrating with them in June.” 

To recognize their accomplishments, Trinity is thrilled to reward its Platinum Agents with an all-expenses-paid getaway to Barbados. This exclusive trip offers the honorees and their guests a well-deserved opportunity to recharge in a relaxing environment, network with peers, and celebrate their shared success. 

Trinity’s Agent Program has been a cornerstone of the company’s business model for 35 years, supporting Independent Freight Agents with tools, resources, and a collaborative network. The Platinum awards, now in their sixth year, symbolize the program’s commitment to fostering success and celebrating excellence. 

About Trinity Logistics

Trinity Logistics is a Burris Logistics Company, offering People-Centric Freight Solutions®. Our mission is to deliver creative logistics solutions through a mix of human ingenuity and innovative technology, enriching the lives of those we serve. 

For the past 45 years, we’ve been arranging freight for businesses of all sizes in truckload, less-than-truckload (LTL), warehousing, intermodal, drayage, expedited, international, and technology solutions.

We are currently recognized as a Top Freight Brokerage by Transport Topics, a Green Supply Chain Partner by Inbound Logistics, and holds a silver sustainability rating by EcoVadis.

Could This Secret Increase Your Freight Agency’s Success?  

Has your Freight Agency been with your current freight brokerage for a while? Or did you start as a Freight Agent without a book of business and join the first brokerage that would accept you? Regardless of the situation, you’re likely reading this article because you’re considering a new brokerage partner.  

You can consider Trinity’s Agent Program a hidden gem. We’ve joked for years that Trinity is the best-kept secret for Freight Agents, but it’s true! 

Despite being around for over 30 years with many long-term Authorized Agents, you’d think we have a lot of Freight Agencies on our hands, but that’s not true. It’s been intentional to keep our numbers small so that we can offer flexible and customizable support. We didn’t even have recruiters until a few years ago! Until then, we grew our Freight Agent Program through word of mouth and referrals. Even with the addition of recruiters, that’s still the primary way that we have found new Freight Agents to partner with us. 

Well, we don’t want to be a secret anymore! Regardless of market conditions, we’re proud of how our Freight Agents grow their businesses. Yet, we know that the resources we put so much time and thought into are a considerable part of their success. We know there are more Freight Agents out there looking to grow and succeed, so we’re ready to offer those resources to businesses like yours! 

Why Trinity Keeps It Exclusive  

Now, we don’t partner with just any Freight Agent office! We’re looking for Freight Agents who share the same principles and values as Trinity. When you join Trinity’s Agent Program, you’re becoming an extension of the brand, so we’re looking to work with similar businesses. Trinity is a company full of driven, competitive, friendly, and helpful people. We’re go-getters, problem-solvers, and achievers. If this sounds like a Team you want to be a partner of, then keep reading!  

How Many Freight Agencies Partner with Trinity?  

Currently, Trinity partners with 150 Agent offices.   

What Makes Trinity’s Agent Program Special?  

One word – support. Trinity takes care of all back-end administrative tasks for our Authorized Agents. This includes billing, credit reviews, carrier setups, and carrier payables, but that’s not all!  We also have a dedicated Agent Support Team available to help with anything that comes their way! We’re only a call or email away and have an average response time of 30 minutes or less.  

Do You Work with New Freight Agents with No Prior Experience? 

Unfortunately, Trinity’s Agent Program isn’t designed to train someone to be a Freight Agent. Instead, we’re ready to work with established Freight Agents who have experience building and supporting a book of business. Our Freight Agent Program aims to provide the resources and education to help build upon your foundational knowledge and grow your Freight Agency into your vision of success.   

Can a W-2 Team Member Transition to Run a Freight Agency?  

Absolutely! Transitioning to a Freight Agency can have some initial challenges, but overall, it can be a fulfilling and lucrative change. To make the transition, we require that you have experience in these areas: 

• building a business through sales  

• pricing out shipments 

• carrier procurement  

• operations knowledge  

• an understanding of the freight market.  

It’s also highly encouraged that you have adjusted your daily life able to sustain a commission only income as you build your Freight Agency. 

“I’ve Been a Freight Agent with My Current Company for Years. I Don’t Want the Hassle of Switching.”  

“I wish I had done it sooner.”  

This is the one thing we repeatedly hear from Freight Agents who transitioned to Trinity. We understand that moving your Freight Agency to a new broker is a big decision and effort. You’ll need to consult with your customers and the carriers you work with while and learning a new system, people, and processes. It can be a lot!  

Don’t stress over it, though! Our Agent Support Team is here to help you make that transition smooth and successful. We’ll work with you before the official changeover to ensure the decision to switch is right for you. Our ultimate goal is your success, so if it turns out that we’re not the right fit or the time isn’t right, we want you to know that up front! 

Ready to Get Started?   

While we can boast all day about our fantastic Freight Agent Program, what really makes the difference are the people behind it. Why not take the first step and meet our recruiters? They will be who you interact with first to learn more and see if we’re a perfect match made in business.  

Call 800-846-3400 ext. 1908 or click the button below to start your conversation with Trinity Logistics.  

How to be a Successful Freight Agent

As a Freight Agent, you might think proof of your business growth is solely measured based on your revenue size. While that’s not totally inaccurate, there’s more to be seen behind the numbers.

Hitting more tangible goals like a certain revenue or office size can be very rewarding. They’re great scorecards to keep track of your business efforts. Yet growth also involves learning to be adaptable, fostering new and creative ideas, and being resilient in the face of adversity.

Choosing to look beyond the numbers for growth and instead embracing a growth mindset can revolutionize your approach as a Freight Agent. One of the best ways to get into that growth mindset is to get curious.

The Best Freight Agents Know The Power of Curiosity

At the heart of a growth mindset lies curiosity. It’s the insatiable “why” behind every question. Curiousness causes us to explore beyond the status quo. It pushes us to find the boundary and see if we can perhaps step over it.

A curious Freight Agent isn’t afraid to ask why certain routes may be preferred. They dive deeper into understanding a customer’s pain points and challenges while keeping an eye out for industry trends. Having that curiosity will help you grow to develop a deeper understanding of logistics and help you tailor your services so you can truly shine against those Average Joe’s.

Yet, to be truly curious, you must also embrace potential failure. You must learn to accept that you might just fail and that failure itself isn’t a bad thing. Failure only becomes a bad thing when lessons are not learned from it. By instead viewing setbacks as stepping stones, you’ll be able to truly be curious and grow. It opens the door to new and valuable learning experiences. You’ll be able to learn what went wrong and how you can improve and adapt for your next opportunity.

The most successful Freight Agents aren’t afraid to fail; they learn from their failures and come back stronger.

Fostering a Growth Mindset in Freight Organizations

Curiosity can only flourish if leadership fosters a supportive environment. This doesn’t mean simply offering words of encouragement. It’s not just about pats on the back. You must be able to provide your Team with the resources and tools they need to feel empowered to be curious and grow. Examples of this can include access to industry research, subscriptions to relevant publications, or budgeting for educational conferences. This way, growth will be fostered organically.

When Team Members feel empowered, they take ownership of their own growth. They may start taking calculated risks or experimenting with new approaches. With their curiosity supported by Leadership, you’ll see them begin to find and drive growth and success for both themselves and the business.  

Freight Agents Have an Individual Responsibility for a Growth Mindset

While Leadership should support their Team Members in their curiosity, it doesn’t mean a growth mindset is automatically bestowed upon them. Your Team Members must embrace it on their own. Part of this comes down to who you select to join your Team.

You want Team Members who actively seek out new knowledge and challenges. You want colleagues who are okay with stepping outside their comfort zones and looking to achieve more. They must be committed to continuous learning and improvement.

Growth is a continuous process. Ensure those you take along on your business journey don’t wait for you to tell them to try or learn something new. Even better, be the driver of your own personal development. Be the example and show them how you take on that initiative, and they will likely follow suit.

Growth is a Continuous Journey for Freight Agents

The thing about growth is that it’s not a destination; it’s a continuous journey. It’s not limited to a single, particular result or achievement. It’s not just about getting bigger but constantly striving to be better. That’s why you need to develop that growth mindset to reach your fullest potential.

A crucial part of developing a growth mindset is surrounding yourself with the right people. Here’s where partnering with a company like Trinity Logistics becomes invaluable.

Embrace a Growth Mindset with Trinity Logistics

At Trinity Logistics, continuous improvement is ingrained in our culture and we extend this commitment to growth to the Freight Agent businesses we partner with. That’s why many of our Freight Agents see a 50 percent increase in business within the first two years of joining our network.

Here are some of the key ways we support your growth every step of the way:

Easy Diversification

Let’s say you currently specialize in full truckload freight. However, the freight market is constantly evolving so you could use more logistics solutions to offer your customers. Trinity Logistics has you covered. We have full Operations Teams available that can assist our Freight Agents so you can offer more than just truckload to your customers. We offer multiple modes of transportation including less-than-truckload (LTL), drayage, international, and expedited, along with warehousing and transportation management solutions available. 

Continued Education

What if you don’t know much about the other transportation modes Trinity offers shippers? Don’t worry! Trinity has an in-house Education Team that provides you with many opportunities to continue your education and training. We hold monthly mode training classes so you can learn and be confident in what you sell, but there’s also education on sales skills, business strategy, leadership, and any other skill sets you may need.  

One-on-One Support

When you join Trinity’s Freight Agent network, you’ll immediately learn and meet your dedicated Agent Support Team. These Team Members work with you to learn about your goals, offer suggestions, encourage you, and help you stay on track. You’re sure to adapt and stick to a growth mindset with the support of your own Team!

Connect With Like-Minded Freight Agents at Our Freight Agent Conference

Trinity regularly holds their Freight Agent conference, giving you the chance to connect in person or virtually with other like-minded individuals. You’ll often hear from speakers including members of our own Trinity Leadership, Sales Directors, our Platinum Agents, and other industry professionals. There are also workshops on sales and operations processes, providing you the chance to hone your skills and understanding. Of course, there’s plenty of time to network included!

Take the First Step in Your Freight Agent Career Growth Today

While we can boast all day about our Freight Agent program, what really makes the difference are the people behind it. It’s our shared commitment and dedication to helping you grow and be as successful as you want to be.

Let us help you embrace growth in your Freight Agent business, in both culture and revenue.

Call 800-846-3400 X 1908 or click the button below to get started.