Freight Broker/Agent Training GES 703 » 150 hours

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  1. Freight Broker Basics
    1. Overview of the Job
      1. What is a Freight Broker?
      2. Requirements to Become a Freight Broker
      3. What is a Freight Broker Agent?
      4. Requirements of Becoming a Freight Agent
      5. Why do Shippers Use Freight Brokers/Agents?
    2. Industry Overview
      1. Overview of the Transportation Industry
      2. Brief History of Surface Transportation and Freight Brokering
      3. Industry Potential and Trends
    3. Broker Laws and Requirements by the FMCSA
      1. Legalities of Broker/Brokerage Services
      2. Non-brokerage Services
      3. Laws Regarding Record Keeping for Brokers
      4. Laws Regarding Misrepresentation
      5. Broker Advertising Liability
      6. Rebating and Compensation
      7. Duties
      8. Double Brokering Legalities
      9. Laws Regarding Accounting Expenses
  2. Marketing and Sales
    1. More on Marketing
      1. Market Niches
      2. Market Trends
      3. Competition
      4. Networking
      5. Promotions
      6. Your Marketing Dollars
    2. Customer Relations and Customer Profile
      1. Qualifying the Prospect
      2. Determining Needs
      3. Features and Benefits
      4. Managing Objections
      5. Personality Types
      6. Building Trust
      7. Sales Process and Growth
    3. Overcoming Challenges
      1. Shipper Situations
      2. Carrier Situations
      3. Consignee Situations
    4. Success and the Broker/Agent
      1. Why Become a Broker or Agent?
      2. Benefits and Opportunities
      3. Traits of a Successful Broker/Agent
      4. Goal Setting
      5. Developing a Plan
      6. Qualities of Success
  3. Getting Started
    1. Starting Your Business
      1. Your Business Name
      2. Setting Up Your Business
      3. Filing for Your Broker Operating Authority
      4. Filing for Your Surety Bond
      5. Obtaining Your Process Agents
    2. The Next Steps
      1. Ensure Cash Flow Resources
      2. Business Bank Account
      3. Setting Up Your Office
        1. IT Specs
        2. Office Basics
        3. Transportation Software and Other Software Considerations
    3. Preparing Your Initial Marketing Materials
      1. Determining Your Business Identity
      2. Decide on Initial Niche Target Markets
      3. Formulate Initial Web Site
      4. Examples of Initial Marketing Materials
  4. Shipper/Carrier Marketing and Dynamics
    1. Setting Up Your Shipper Packet
    2. Setting Up Your Carrier Packet
    3. Setting Your Rates
      1. Determining Competitive Rates
      2. Resources for Rating
      3. Rate Variables
      4. Types of Rate Matrices
      5. Fuel and Surcharges
      6. Accessorial Fees
    4. Finding Your Shippers
  5. Load Dynamics and Operations
    1. Building the Load
      1. Load Data
      2. Special Instructions
      3. Rate Verification With Customer
    2. Matching the Carrier
      1. Load Posting
      2. When to Post and What to Post
      3. Checking Authority and Safety
      4. Insurance Verification
      5. Carrier Contracts
    3. The Process Continued
      1. Rate Confirmation
      2. Carrier Pick-up and Delivery
      3. Dispatching
      4. Tracking and Verification
    4. Carrier Relations (Your Carrier Profile)
  6. Conclusion and Appendices
    1. Conclusion
    2. Financial Management
      1. Staffing
      2. Cash Flow
      3. Auditing and Billing
      4. Setting Up Invoices for Payment
      5. Other Brokerage Accounting
    3. Insurance Claims
      1. Types of Freight Claims
      2. Claim Forms
      3. Claim Procedures
      4. Claims Laws

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