5 Freight Broker Tips to 10X Your Success!

When I first started my freight brokerage back in 2003, I searched everywhere for freight broker tips to help me succeed. In most cases I was left high and dry with no answers and that’s a major reason I started this blog.

If you’ve heard my story, you already know that I had no experience when I started my freight brokerage.

I joke about it now but it’s 100% true! Many of you know more right now about trucking, logistics and the freight industry, than I did when I first got started.

I started with 1) my burning desire to build a successful business, 2) a strong work ethic and 3) the understanding that I didn’t have all the answers.

Fact is, I didn’t need to have all the answers to get started. All I had to do was take the next steps to get to the next level. I figured it out and so can you.

If you and I were sitting across the table from one another right now and you asked me for advice on starting a successful freight brokerage …this is the advice I would give you!

5 Freight Broker Tips Every Startup Needs to Know!

1. Develop a positive mental attitude

We all have that little voice inside our head that cast seeds of self doubt. The difference between successful and unsuccessful freight brokers is the ability to control that little voice.

The first step is to drown out the negative thoughts with positive ones, in order to FOCUS!

FOCUS = Follow One Course Until Successful

Action Steps:

  • Positive Environment: Surround yourself with positivity. This means limiting your time on news sites, social media sites, any especially negative people that will zap your energy and enthusiasm.
  • Practice Gratitude: Studies show people who take time to reflect on what they are grateful for have a more positive attitude and improved relationships.(1)
  • Positive Affirmations: It may seem a bit hokie but start each day by reminding yourself of your strengths, your past accomplishments, and your goals. If you are feeling self-doubt, double up your efforts to develop a positive attitude and mindset. Your mind should be your strongest asset, not your greatest liability. 

Here are a few more tips on how to create a positive attitude.

2. Find your freight broker niche

“Jack of all trades and master of none” is a guaranteed way to fail as a freight broker or freight agent!

That makes finding a freight niche one of the important steps to becoming a successful freight broker or agent. Brokers and agents who find their niche are more focused, deliver better service and earn higher profit on their loads than the competition.

Freight Broker Bootcamp

Action Steps:

  • Market Research: Begin your market research to find freight niches you want to work with or are underserved. Any niches you can offer specialized freight services or unique value have the best chance at success. 
  • Find Your Strengths: Take a good hard look at your skills, what you do well, and where your interests could take you as a freight broker.
  • Niche-Focused Sales & Marketing: Your sales and marketing strategies should be developed around your freight broker niche. The messaging you use, your website, your LinkedIn profile, and your marketing efforts as a whole should speak to your niche customers. 

Click here to learn 4 freight broker tips on how to find your freight broker niche!

3. Remember the 80/20 rule of brokering

The 80/20 rule is important because as a freight broker or agent you need to stay focused on income producing activities (IPA.)  Talking to existing clients, invoicing clients and prospecting for new clients are all IPA’ that should be a primary focus of any successful freight broker or freight agent. 

Action Steps:

  • Prioritize IPA: The first step in prioritizing IPA is to know which of your activities produce the most income. Any tasks that directly contribute to generating revenue including cold calling, sales follow-up, providing freight quotes and even negotiation. This is where the majority of your time, energy, and focus should be. 
  • Delegate: To help you focus on your IPA, you will have to delegate or automate the rest of the tasks you normally do. My wife calls me the king of delegation for good reason – I don’t do anything I don’t have to. I delegate as much as I possibly can. This frees up my time and energy for more important tasks.

Click here for more details on the 80/20 rule of brokering!

4. Be persistent

Honestly, I am rarely if ever the smartest or most talented guy in the room but it is a rare occasion when I find another person who is as consistently persistent as I am.  

The ability to keep going even when it seems that all odds are stacked against you, is one of the most important traits for a successful freight broker.

Action Steps:

  • Set Your Goals: One of the best ways to achieve your long term goals is to break them up into smaller mini goals. This helps build momentum and prevents overwhelm from setting in. 
  • Get Gritty: You will encounter setbacks, failures, and challenges. There is nothing you can do to prevent obstacles. You can, however, prepare for them and expect them. This helps you remember setbacks aren’t forever and you can always learn and grow from there. 
  • Stay Focused: The ability to continue with dogged persistence in trying times is a skill that will benefit you in new ways and in different forms in your life. It is a skill worth developing.
Freight Broker Bootcamp

5. Invest in yourself

There are 4 primary ways I invest in myself,  1) Learning important skills  2) My health 3) My attitude and 4) Find a mentor.

Action Steps:

  • Keep Growing: Join a freight broker training program, online course, or industry association to expand your knowledge and skills in less time than learning on your own. 
  • Network: Attend industry events, conferences, and networking events to connect with others in the industry. 
  • Hire a freight broker coach or mentor: You will always learn more from someone who has been there and done that before than you ever will on your own. You’ll not only learn “what to do” but also “what not to do”. Find a professional that has already done what you are looking to do.

Three of the most important skills you should consider learning include:

Freight Broker Sales Training

How to Find Shippers as A Freight Broker

How to Leverage Freight Broker Technology


Starting and growing a successful freight broker business is not without it challenges. Fact is, it’s not all unicorns and rainbows. It requires time, energy, resources and yes risk.

But if you take action on the five freight broker tips I shared with you today I believe you can 10X your odds of success.

If you want to explore the opportunity of becoming a freight broker or agent, check out my online freight broker training where I teach students how to become a freight broker or agent in 30 days or less.  

Did this post help you out?  If so, I would greatly appreciate it if you would comment below, SHARE on Facebook, X/Twitter or LinkedIn to let others know.

Sources:1: https://organizations.headspace.com/blog/how-gratitude-can-increase-positivity

Owner, CEO

Dennis Brown the freight broker, is the owner of FreightBrokerBootCamp.com and former CEO of Logistic Dynamics, Inc. (LDi) one of North Americas fastest growing logistics providers. Dennis has over 25 years of hands on experience as an entrepreneur and is widely regarded as an expert in logistics, freight brokerage, business growth strategies and B2B sales and marketing. Dennis became a freight broker in 2003, as a one man operations with NO industry experience . He went on to do over $200 million as a freight broker, eventually selling the freight brokerage to spend more time with his family. Dennis Brown has trained over 10,000 students, in 16 different countries, how to become a freight broker or freight agent. Many of his students have went on to build highly successful and highly profitable freight broker businesses.

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