In the dynamic and competitive world of brokering freight, there are those who consistently achieve OUTSTANDING results.

These top-performing freight agents and brokers possess a unique set of skills and qualities that enable them to continually excel.

Below, I explore the FIVE skills the best freight agents do to be successful that will help you elevate your loads as well.

1) Build Strong Relationships 

To build strong relationships, successful freight agents:

a. Listen actively: They pay close attention to their customers' needs, concerns, and desires. By actively listening, they tailor their approach and offer personalized solutions.

b. Communicate effectively: They are skilled communicators who convey their messages clearly, confidently, and persuasively. They understand the importance of adapting their communication style to match the preferences of their freight customers.

c. Provide value: They focus on adding value to their customers' lives rather than solely pushing their freight services. They go the extra mile by offering insights, advice, and support that align with their customers' goals.

2)  Continually Learn And Adapt

To continually learn and adapt, successful freight agents:

a. Stay updated: They are aware of the latest industry trends, market developments, and competitor strategies. They leverage this knowledge to position themselves as trusted advisors to their customers.

b. Seek feedback: Successful freight agents actively seek feedback from both customers and colleagues. They use this feedback to identify areas for improvement and refine their sales approach.

c. Embrace technology: They are quick to adopt and leverage new technologies that can streamline their sales processes and enhance customer interactions. They stay abreast of the latest sales tools, CRM systems, and automation software.

3)  Master The Art Of Persuasion

To master the art of persuasion, successful freight agents:

a. Develop empathy: They put themselves in their customers' shoes, understanding their motivations, concerns, and aspirations. By empathizing with their customers, they present solutions that truly resonate.

b. Highlight benefits: Instead of solely focusing on service features, successful freight agents emphasize benefits and outcomes customers can expect. They connect the dots between their offerings and their customers' specific needs or goals.

c. Overcome objections: They are adept at handling objections and concerns raised by customers. Instead of avoiding or dismissing objections, they address them head-on, providing reassurance and tailored solutions.

4) Cultivate A Resilient Mindset   

To cultivate a resilient mindset, successful freight agents:

a. Embrace failure as a learning opportunity: They view failures and rejections as valuable feedback that helps them refine their approach. They analyze their mistakes, learn from them, and adapt their strategies accordingly.

b. Stay positive and motivated: They maintain a positive attitude, even in the face of adversity. They surround themselves with positive influences, engage in self-motivation techniques, and celebrate their successes along the way.

c. Practice self-care: They understand the importance of self-care to maintain their mental and emotional well-being. Regular exercise, proper sleep, and stress management techniques are all part of their routine.

5) Set Clear Goals And Track Progress

To set clear goals and track progress, successful freight agents:

a. Set SMART goals: They create goals that are specific, measurable, attainable, relevant, and time-bound. This framework allows them to define clear objectives and track their progress effectively.

b. Break goals into milestones: They break down their goals into smaller, achievable milestones. By doing so, they celebrate incremental victories and maintain momentum throughout the sales cycle.

c. Analyze and adapt: They regularly analyze their sales performance, identifying areas for improvement and making necessary adjustments. They leverage data and analytics to gain insights into their customers' behaviors and preferences.

Remember, success in freight sales is not an overnight achievement. It requires consistent effort, perseverance, and a genuine desire to help your freight customers succeed.

Happy brokering!