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Guides

Guides for the phone-first broker.

Short, practical write-ups on building a list, working it, and following up.

Building your first call list

Start small and specific. Twenty good accounts beat five hundred random ones.

  1. Pick one lane or one mode you already move well.
  2. List shippers that ship on that lane: company, website, main phone.
  3. Put it in a spreadsheet with one row per company and import it.
  4. Add one contact per company when you have one. Leave it blank when you don't.

Working the queue for an hour

One focused block a day does more than calling whenever there's a gap.

  1. Block the same hour every day and close everything else.
  2. Work from the top of the queue. Overdue follow-ups come first for a reason.
  3. Read the last notes before you dial, not during the call.
  4. Log every outcome before the next dial, even the no-answers.

Writing a service-line script

Lead with questions, not a pitch. Your job on the first call is to learn.

  1. Open with who you are and one reason you're calling them today.
  2. Ask how they move freight now and what gets in the way.
  3. Ask what a good week looks like for them.
  4. Close on one small next step: a lane to quote, or a time to talk again.

Follow-ups that don't fall through

Most freight is won on the third or fourth call. The system has to remember for you.

  1. Set a follow-up date on every call that isn't a clear no.
  2. Write the next step in plain words: "Quote Dallas to Atlanta, Tuesday".
  3. Keep dates short. A week out is better than "next quarter".
  4. When they say no, log it and mark why, so you know when to try again.