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Freight Broker/Agent Training

GES 703 -- 150 hours

Course Outline

I. Freight Broker Basics

a. Overview of the Job

  i. What is a Freight Broker?
  ii. Requirements to Become a Freight Broker
  iii. What is a Freight Broker Agent?
  iv. Requirements of Becoming a Freight Agent
  v. Why do Shippers use Freight Brokers/Agents?

b. Industry Overview

  i. Overview of the Transportation Industry
  ii. Brief History of Surface Transportation and Freight Brokering
  iii. Industry Potential and Trends

c. Broker Laws & Requirements by the FMCSA

  i. Legalities of Broker/Brokerage Services
  ii. Non-Brokerage Services
  iii. Laws regarding Record Keeping for Brokers
  iv. Laws regarding Misrepresentation
  v. Broker Advertising Liability
  vi. Rebating and Compensation
  vii. Duties
  viii. Double Brokering Legalities
  ix. Laws regarding Accounting Expenses

II. Marketing and Sales

a. More on Marketing

  i. Market Niches
  ii. Market Trends
  iii. Competition
  iv. Networking
  v. Promotions
  vi. Your Marketing Dollars

b. Customer Relations/Customer Profile

  i. Qualifying the Prospect
  ii. Determining Needs
  iii. Features and Benefits
  iv. Managing Objections
  v. Personality Types
  vi. Building Trust
  vii. Sales Process and Growth

c. Overcoming Challenges

  i. Shipper Situations
  ii. Carrier Situations
  iii. Consignee Situations

d. Success and the Broker/Agent

  i. Why Become a Broker or Agent?
  ii. Benefits and Opportunities
  iii. Traits of a Successful Broker/Agent
  iv. Goal Setting
  v. Developing a Plan
  vi. Qualities of Success

III. Getting Started

a. Starting Your Business

  i. Your Business Name
  ii. Setting up your Business
  iii. Filing for your Broker Operating Authority
  iv. Filing for your Surety Bond
  v. Obtaining your Process Agents

b. The Next Steps

  i. Ensure Cash Flow Resources
  ii. Business Bank Account
  iii. Setting up your Office

a. IT specs

b. Office basics

  iv. Transportation Software & other Software Considerations

c. Preparing your Initial Marketing Materials

  i. Determining Your Business Identity
  ii. Decide on any Initial Niche Target Markets
  iii. Formulate Initial Website
  iv. Examples/ Initial Marketing Materials

IV. Shipper/Carrier Marketing and Dynamics

a. Setting up your Shipper Packet

b. Setting up your Carrier Packet

c. Setting your Rates

  i. Determining Competitive Rates
  ii. Resources for Rating
  iii. Rate Variables
  iv. Types of Rate Matrices
  v. Fuel and Surcharges
  vi. Accessorial Fees

d. Finding your Shippers

V. Load Dynamics/Operations

a. Building the Load

  i. Load Data
  ii. Special Instructions
  iii. Rate Verification with Customer

b. Matching the Carrier

  i. Load Posting
  ii. When to Post/What to Post
  iii. Checking Authority and Safety
  iv. Insurance Verification
  v. Carrier Contracts

c. The Process Continued

  i. Rate Confirmation
  ii. Carrier Pick-up and Delivery
  iii. Dispatching
  iv. Tracking and Verification

d. Carrier Relations (Your Carrier Profile)

VI. Conclusion and Appendices

a. Conclusion

b. Financial Management

  i. Staffing
  ii. Cash Flow
  iii. Auditing and Billing
  iv. Setting up Invoices for Payment
  v. Other Brokerage Accounting

c. Insurance Claims

  i. Types of Freight Claims
  ii. Claim Forms
  iii. Claim Procedures   iv. Claims Laws