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.

In recent years, the transportation industry has seen a concerning rise in cargo theft and fraud, and the culprits behind it are becoming increasingly sophisticated with their tactics. According to Land Line, cargo theft increased by 49 percent in the first quarter of 2020, with an average cargo loss value exceeding $105,000 per incident. In a recent report in July 2023 by CargoNet, it was found that supply chain risk events increased 57 percent year-over-year (YoY), accounting for 44 million in stolen shipments in quarter two of the calendar year.  

With such alarming statistics, it’s essential to be proactive against cargo theft and freight fraud. So that you can be fully prepared, here are some of the most common methods used by criminals in cargo theft and fraud, along with proven strategies to prevent these issues from happening in the first place.

Common Cargo Theft and Fraud Scenarios

Dealing with cargo theft or fraud when shipping freight is far from ideal. It’s even more frustrating when you realize there are many ways for individuals to commit those crimes.

1.    Identity Theft

Identity theft is currently one of the top methods scammers use to carry out fraudulent activities in the transportation industry. Scammers will impersonate legitimate trucking companies by using their stolen identities. Once they’ve acquired a stolen identity, scammers have several ways in which they use it. Some will pose as the trucking companies, show up to pick up the freight, and then disappear with the cargo. Others will request fuel advances, take the money, and vanish. Then you have others that will take it a step further and double broker.

2.    Double Brokering

Double brokering is the unethical practice when a shipper or broker books a carrier for a shipment, and the carrier then brokers or tenders the shipment to a third party without the shipper’s or broker’s knowledge or approval. Double brokering not only raises liability concerns, such as a potential lack of insurance or approved contract with the actual carrier handling your freight, but it also results in a loss of control. If double brokering occurs, it can lead to billing and liability issues for you as the shipper or the freight broker.

3.    Hook-Up-And-Go

This method of theft is precisely what it sounds like. Thieves connect tractors to trailers and simply drive away with them. These incidents typically occur at truck stops or drop yards when drivers are distracted. Although this method is less common today thanks to advanced technology and tracking systems in trailers, it’s still crucial to remain vigilant.

Combatting Cargo Theft and Fraud

When it comes to combating cargo theft and fraud, it can be challenging to know where to start. While securing trustworthy carriers is a solid initial step, several proven methods can help prevent fraud.

1.    Communicate with the Drivers

Truck drivers are your first line of defense against cargo theft. Whenever possible, ensure that the drivers you work with have undergone proper screening to minimize the risk of fraud. It’s also important to keep your driver relationships informed about any cargo theft activities so they can stay vigilant against potential threats. Keep them aware of any hijacking hotspots and encourage them to report any suspicious incidents promptly. Additionally, if you employ drivers, ensure that they have received adequate training.

2.    Verify Employment

Before finalizing any arrangements, always verify that the person you’re talking to is authorized from the logistics company they claim to work for. Use the Federal Motor Carrier Safety Administration (FMCSA) website to obtain the company’s contact information and speak to them directly to confirm their identity. If the company has no knowledge of the individual, it’s a red flag, and you’ve successfully avoided a potential scam.

3.    Check Truck Identification

Legally, every motor carrier must display their company name and USDOT or MC number on the side of their truck, found on the door of the cab. If the name on the side of the truck doesn’t match the name of the company you’ve hired or that your freight broker has arranged on your behalf, it should raise immediate concerns with your dock workers. We strongly recommend implementing a procedure that requires your loaders to inspect the door and confirm a match. If there’s any discrepancy, the truck shouldn’t be loaded until the issue is resolved. 

4.    Leverage Technology

Technology can be a powerful ally when it comes to combatting cargo theft and fraud. GPS tracking can help locate a stolen vehicle, while geofencing applications can notify you if your freight deviates from its intended route. Making use of these kinds of technology can significantly reduce the risk of any cargo theft.

“Recently, Trinity Logistics had the opportunity to attend TIA’s Policy Forum in Washington, D.C. where we met with some of our elected state officials and staff,” said Kristin Deno, Director of Operational Risk. “We discussed the spike in fraud and impacts of cargo theft to the economy, which is estimated to have a cost of 800 million per year. Ultimately, these unsightly costs trickle down to the consumer, increasing the cost of goods for all. Because many double brokered or stolen loads begin with fake identity, verifying that you are communicating with the entity you think you are, is crucial. Newly created web domains and email addresses are being used to impersonate established carriers and even shipper businesses.”

Trust Trinity Logistics to Safeguard Your Shipments

Taking a proactive stance in fighting cargo theft and freight fraud is essential to ensure the safety of your shipments.

However, handling this task on your own can be burdensome. By partnering with a reliable 3PL like Trinity Logistics, you can save valuable time that would otherwise be spent on vetting carriers.

At Trinity, we meticulously verify all carrier relationships that we work with, not just during the initial setup, but for every shipment. Additionally, our strong relationships built with trusted carriers can further strengthen your confidence that your freight will arrive safe. Our Carrier Compliance and Carrier Development Teams are testaments to our focus on carrier verification and relationship building. We also offer cutting-edge tracking technology upon request, so you’ll know exactly where your freight is located at every step of the way.

Further, we take cases of cargo theft or fraud seriously. Situations where carriers are caught engaging in double brokering or identity theft are researched and offenders may be immediately placed on our Do-Not-Load (DNL) list.

Now, we understand that no matter what you do, things still sometimes happen. Even so, we’re proud to share that less than one percent of all shipments coordinated with Trinity Logistics end up in a claim. When that does happen, we’re just as prepared to tackle it. We have a Cargo Claims Department at the ready to assist you in navigating issues that may arise from your shipment with an average rate of 60 days in resolving cargo claims.

If the possibility of cargo theft and freight fraud is keeping you up at night, then consider working with Trinity Logistics so you can gain peace of mind over your freight shipments.

Proper carrier selection may be one of the most important tasks for Freight Agents to keep their business safe.

I remember the first time I dispatched a driver to pick up a shipment thinking, “Wait, I just met this carrier for the first time. I’ve sent their driver to pick up a shipment for one of our top customers.”

Needless to say, I made about 10 calls to the driver, carrier, and shipper to verify everything was legit. It still boggles my mind to think that a shipper, whom I have never met, will entrust thousands of dollars in THEIR freight to a company that will then send a driver, whom they may have never met, to haul it away.

This scenario happens thousands of times daily across the U.S. and the world. Most of the time, everyone involved does what they say they will do correctly. But there are times, albeit very rarely, when one of the parties is involved for the wrong reason.

First, let me say Trinity Logistics and other logistics companies in our space get the chance to work with great carriers each day. Yet, there are still some bad actors out there. They want to involve themselves in our industry and do things the wrong way, often at the expense of hard-working and trustworthy carriers and Freight Agents.

So, Freight Agents, what can you do to protect your small business and the business of your customer, when arranging shipments with carriers? This is where having a carrier selection process is key to best serving your customer and mitigating any risk. Here are some items you should verify every time you arrange a shipment with a carrier to ensure its success.

CARRIER SELECTION PROCESS

Always Ask This Question

“What’s the name on the side of your truck?”

While this seems like a simple question, it’s the number one question that can identify a potential double-brokering situation. Now, there will be times when the name on the side of the truck doesn’t match the carrier with whom you booked the load. Leased-on drivers are a great example of this.

What do you do if the answer to this question is different from what you expected?

Well, it gives you the opportunity to ask follow-up questions to investigate. It’s far better to find out this information before versus after the shipment has been picked up. I‘ve also heard of some requiring the driver to text a picture of the side of the truck door for added assurance.

Does it Match?

Does the email and phone number match what is registered with FMCSA?

Again, there may be legitimate reasons for the phone number or email not matching the Federal Motor Carrier Safety Administration (FMCSA) website. Maybe the carrier’s contact information has recently changed for valid reasons. Perhaps it’s an owner-operator that registered with their home or office phone number but is on the road and calls from their cell phone.

In any event, it gives you a reason to pause and ask more questions to ensure you have confidence that this is the actual carrier with whom you trust to handle your customer’s freight.

Other Carrier Selection Vetting Freight Agents Should Consider

What about the stuff you can’t see by looking at the FMCSA website?

You can quickly see things like liability insurance coverage or a carrier’s operating authority history on the FMCSA website. But what about referrals – good or bad – from other logistics companies?

Luckily there are tools available to see beyond the information reported by the FMCSA. There are platforms like CarrierWatch, Carrier 411, or Highway that provide a glimpse into any skeletons that may be hiding in the closet. It’s important to note that these are pay-to-play platforms. Freight Agents that choose to partner with an experienced logistics company, like Trinity Logistics, have access to a Carrier Compliance Team that continuously monitors these comments to protect you and your customer’s best interests.

FREIGHT AGENTS, DON’T OVERLOOK YOUR CARRIER SELECTION

Carrier selection is important as you are placing your trust in them to meet your customer’s shipment needs. Doing a little bit of homework and, when necessary, trusting your gut with your carrier selection, will save you future headaches and, ultimately, protect your Freight Agent business.

TRUST OUR QUALIFIED CARRIER RELATIONSHIPS

We’re here to help your Freight Agent business succeed all around, and that includes your carrier selection. Safety and exceptional service are our highest priority, and so our Carrier Compliance Team takes care of our rigorous carrier vetting to verify that the carrier you select is qualified and experienced.

With our People-Centric Team and best-in-class technology applications at the ready, Freight Agents working with Trinity Logistics can spend less time on back-end tasks like carrier selection and more time growing their business.

Go ahead and choose to get in touch with a Trinity Freight Agent Representative today so you can start receiving world-class support to get ahead of your competition. Call 800-846-3400 x 1908 or click the button below to begin your conversation with Trinity.

We’ve recently covered ways you can find prospects and warm up your cold calls. You’ve got your eye set on a business you can help, so, how do you go from phone calls to closing a sale as a Freight Broker Agent?

A few weeks ago, we held our first educational and virtual Agent Conference of 2023. We had a great line-up of sessions hosted by members of Trinity’s Leadership Team as well as our featured guest Blythe Brumleve of Digital Dispatch, and Everything is Logistics podcast.

This conference focused on winning sales and growing strong customer relationships as a Freight Broker Agent. Sessions took us through the complete sales cycle – from winning your first shipment from freight leads to moving your customer towards dedicated freight, and then providing them with full freight management services.

Let’s start at the beginning; and share some smart, simple, and practical advice on closing a sale and winning that first shipment.

FROM PROSPECT TO CLOSING A SALE

First, develop your strategy for handling freight leads. Here are some suggestions from our top sales experts on how to effectively get your prospect’s attention, work your pipeline, and turn your freight lead into a new shipping customer.

Getting Your Prospect’s Attention as a Freight Broker Agent

When initially contacting your prospects, you often don’t have a lot of time with them. For that reason, you don’t want to be too generic. Just saying you’re with a third-party logistics (3PL) company with solutions and you want to talk about their shipping process won’t get you time on the phone with them.

You need to find ways to differentiate yourself and your services, so you stand out and get their attention. So, make sure you always have a reason for making that first call! Here are a couple of ideas to get you started.

Sell Your Capacity

Let’s say you have consistent capacity within a certain area. Try to find more prospects within that region and work with the same equipment. You can sell that capacity right away on your first phone call. Let them know who else you work with within that area, that you have capacity available that you’re looking to cover, and how you can help them.

It can be as simple as saying, “Hi new customer. I work with ABC Company in your area five days a week and have more trucks and equipment available that I think will help you.”

Sell Into Your Industry Expertise

Pick an industry to focus on that you are having success with or have specific knowledge of and target those prospects. Then, by having repeat conversations with similar prospects, you’ll develop a flow using industry-specific “lingo” and your knowledge of any unique scheduling requirements, equipment types, or loading/unloading procedures for those commodities.

You can say, “Hi, new customer. I work with this industry often, and I noticed you’re in a similar industry. I know the scheduling process or loading process needed within this industry well and I think I can help you.”

Both examples give your customer a specific reason why they should have a conversation and start building a connection with you right off the bat.

Remember, the goal of your initial call is to gather information and start a conversation. Most likely, you won’t get the decision-maker on the phone during your first call. That’s okay. If you can’t get on the phone with the decision-maker, try talking to someone in sales.

We know salespeople love to talk. They know their product and their customers and often have a relationship with the shipping manager. So, you’ll be able to learn more information about the company and its current process, and any objections they may have, that you can later leverage when you finally land a call with the decision-maker at the company.

Finding the Ideal Prospects Based on Strategy

So now we have some ideas on how to approach prospects but where do we find the folks we want to call? Here are a few proven tips.

1. Use Google Maps to find prospects geographically close to current customers when selling into capacity. Look at satellite and street images to get a good idea of what’s going on at their facility and on their docks.

2. Use Google Images when selling into industries. Search images by keywords (Ex: Industrial Generators) to find out who’s manufacturing or selling the commodity you are targeting.

3. Use LinkedIn & ZoomInfo to research the companies you identify and find contact information for the people you want to call.

Working the Freight Leads Pipeline

The most important thing is to keep it simple and establish a consistent rhythm. Quality over quantity is always the best approach and makes it easier to manage. Try focusing on a smaller group of qualified prospects with high intensity and a sense of urgency in your communication to gain quick momentum in turning over new shipping customers.

This means not holding onto stale leads. You’ll find not every prospect is the right fit and that’s okay. Let them go.

A good rule of thumb with mid-size companies is that if you aren’t talking to the decision-maker within two weeks, then move on. This helps you keep up the momentum in closing a sale by removing old leads for new potential prospects.

When you finally get connected with the decision-maker at the company, use your initial conversations as a point of reference to buy yourself a few minutes of their time. For example, “I recently spoke with Holly Cooper from your sales team and came up with some great ideas to help with your freight”.

Just like in your initial call, define your reason based on facts you uncovered and sell into your capacity or industry expertise. Too many Freight Broker Agents will get to the decision maker and go back to the general 3PL solutions selling. Remember your unique connection on why you can help them.

More Quick Tips for Closing a Sale

1. Choose discipline over motivation. The reality is you aren’t going to wake up every morning feeling ready to set the world on fire! Set daily goals for yourself (X number of cold calls, X number of follow-ups, X number of new prospects added to pipeline, etc.) and stick to them.

2. Be consistent and systematic in your prospecting efforts. Use a good CRM to organize your pipeline, log notes from conversations, and schedule follow-ups.

3. BE YOURSELF! People buy from people. Be confident in yourself and your services and let your personality shine through.

MAKE CLOSING A SALE AS A FREIGHT BROKER AGENT EVEN EASIER

As a Freight Broker Agent, running your own business can be hard work on top of winning over new customers. That’s why we have an entire Team here to help you.

Let us help you gain more time to focus on what you do best, building relationships with shipping customers and motor carriers, while we handle the rest. In fact, many of our new Freight Broker Agents see over a 50 percent increase in business growth within their first two years at Trinity Logistics.