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A Typical Live Training Session
Most clients come to El Paso with a brokerage company already registered. In fact, they have usually paid the $1,800 deposit weeks in advance which is needed in order to get the ball rolling toward setting up a company.
Clients come in from all over the country as well as many locals from El Paso, Las Cruces and the oil fields.
We meet in a small meeting room behind the front counter at the Hyatt Place along Interstate 10 across from Bassett Mall.
Clients grab a cup of coffee and then we chat for awhile. I’ve already spoken to one or both of the clients before meeting them face-to-face but I want them to refresh our previous discussions.
It’s always not only a real pleasure to listen to their stories but it’s a chance for me to connect with not only their prior activities but their future plans.
And I get to see their emotion.
Nearly every client comes in energized and that’s great. The energy increases with each day. The wheels in their heads start churning faster and faster. Not a one has indicated he or she is running from something. They are looking to the future.
Some have children and this is a great family operation.
After chatting abit it’s time to do the application for the DOT and MC#s. I let them share their screen with me via Zoom so I can follow along as they complete the form. It’s kind of a bear.
Immediately, they are given their numbers after submitting the form.
Then we do the application for the BOC-3. It’s simple whereas the application for the DOT and MC#s can run 45 minutes or so.
Then we talk about the trust fund or surety bond.
I even have some clients call the people at Pacific Financial for this requirment. Those folks can explain their program alternatives better than I can.
We can’t process the UCR application for a day or so because their names are not in the system yet. Usually, however, on the second or third day we do the UCR application.
We also talk about contingent cargo insurance and they types of people they’ll be dealing with whether they be large or small companies. We discuss the differences between LTL loads and full truck loads.
So this organizational work is necessary and, once out of the way, we are ready to jump into the details of brokering freight.
We first talk about the “tools of the trade” – calculating rates, rate negotiations, selecting and using a load board, etc.
We then talk about finding shippers and loads and we look at each page of the Shipper set-up package. My training here consists of forms that you’ll modify and use in the business. There’s no need to reinvent the wheel on this paper work.
We discuss several strategies for finding loads; there’s no one or two right ways to get loads. The question you want to ask is, “How many different ways can I find loads”? This is better than asking, “What is the best way to get loads”?
Then we get into the session dealing with finding and prequalifying trucks. We view the pages for the set up package which is similar but a bit different than the one for the shipper. You have to know what you are doing in carrier selection. There’s a lot of confusion here. You have to know what to avoid such as being negligent when selecting a carrier.
The next session deals with financial, credit and legal issues that brokers need to be aware of. Brokers will be extending credit to shippers and carriers will be extending credit to you, the broker.
You’ve got to really nail this down as far as knowing what to do and what not to do.
We also discuss some of the “backroom” requirements as the broker gets invoiced by the carrier and the broker then invoices the shipper.
There is a sequence to all of these requirements and procedures and knowing what to do and when to do them is a bit foreign to most clients. But these requirements and procedures become more clear once the broker gets into action as a broker.
It’s really exciting to see how clients progress as we focus on details at times and then focus on the big picture as well. You can’t do one without doing the other but, at some point, the “lights come on” as we go back and forth between the details and the big picture.
The following two sessions deal with legal issues that brokers need to understand. You need to know your legal standing so you don’t get intimidated by an occasional shipper or carrier who may try to bully their way with you.
The very last session deals with industry resources. You’ll get a college education on logistics and supply chains if you consistently follow some of the resources over time.
So much of this business is experience and knowledge. They go hand in hand.
After two and one-half days we are ready to end the training and I always look forward to hearing from clients after they get back home and get started.
With the live training or telephone and internet training, there is unlimited support. This bottomless support gives a sense of comfort to clients.
You don’t want to have questions come up after three or four months of brokering and not have anywhere to go for answers or for some input.
So there you have it.
You can take part in this live training if you get on board now. I’m planning to leave the area sometime in November and that will be it for live training until next Spring.
Of course, I’ll be available for telephone and online training throughout the winter months. It’s powerful – but live training is more powerful.
Call me if you have questions or if you are ready to get a slot saved for live training. Time is running – it’s almost October and then comes November.