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
