Monday:
Orientation
•
Overview of the brokerage a business.
•
Developing and Instilling
○
Honesty
○
Integrity
○
Service
○
Negotiating
○
Information
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:
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:
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:
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
Review of
material
Open
forum
Final
Exam
