Let's Chat About Negotiation: How Can We Negotiate When Brokers Have The Upper Hand in 2023?

No surprise that the current conditions of the freight market and the trucking industry put us carriers, owner operators, dispatchers and drivers at a disadvantage, and more often than not, brokers hold all the cards. So how in the world do you negotiate when you have a ton of competition and low load volumes?
COURSES:
Dispatch Course: miranda-c-s-school.teachable....
Open a Trucking Company Course: miranda-c-s-school.teachable....
CHAPTERS:
00:00 Introduction
01:11 Current Freight Market & Negotiations
02:48 How To Negotiate Right Now?
03:44 Core Principles
04:39 Setting The Stage For Successful Negotiations
09:11 Foundation of Negotiations
09:31 What Is The Interest Of The Broker?
11:34 What Is The Broker's Alternative?
15:56 Seeking Areas of Mutual Interest
15:39 Broker's Biggest Fear
20:42 Creativity & Thinking Outside The Box
24:17 Carrier Alternatives
30:06 Knowing The Walkaway
31.26 Conclusion
OTHER LINKS:
Free Spotify Podcast: open.spotify.com/show/5NzdtFa...
Industry Social Network: www.TMSConnection.com
My email: [e-mail]
RTS Fuel/Factoring: www.rtsinc.com/agent-company/....

[@jamesoldja9757]

A good attitude is everything, really no substitute!! People do business with people they like...this is the golden rule in business!!

[@user-wo4pq8tl6n]

Big respect for lighting up all this problem negotiation in the current market situation, you have no chance to get your 2.50$ a mile when there are hundreds of trucks and the brokers just looking to pay the lowest price ever. I agree with you in all, you have to stay cold, polite, and professional. Knew your price a mile and sell your services on the phone, be confident when you talking and that's the moment you get more dollar And guys, lean to SAY NO to cheap rates!! Thats what we all should do! Thanks!

[@tennesseetrucker1921]

I've always said, build good relationships with brokers. The moment you try and make it contentious, the broker can simply end it right there and hang up on you. Brokers remember carriers who do a good job and have a positive attitude. And, have fun with it. Once, I was negotiating on a load and we kept going back and forth, each moving a little closer toward the other. We finally got down to a $25 difference, when I jokingly asked the broker if he learned to negotiate in an Arab marketplace. Without missing a beat, he quickly replied, "first rule of Arab marketplace negotiating is in no less than $25 increments." We both had a good laugh and I told him the good laugh was worth $25 to me, and, we agreed on the load. As the old saying goes, "A bird in the hand is worth two in the bush."

[@SamC992]

I was hauling loads paying $1700 then some folks would take them at $1200. I still got $1400 without asking but not $1700 so relationships don’t mean much when everyone is looking to make money

[@tennesseetrucker1921]

@@SamC992 Trucking has always been a dog eat dog business. Zero unity. Just because someone else will haul the same load for less does not mean you should. The moment you agree to haul for less money, you've shot yourself in the foot. Last year I averaged $4/mile loaded & empty. In July last year when the rates started dropping, I refused to haul for less. I've since parked the truck, canceled the authority and living easy at home. IMO all the young pups who don't know how to run a trucking company will go out of business. When the market comes back, all we older guys who have lived thru bust cycles will have to do is reinstate our authorities and we're back in business. In the mean time, we can afford to sit back and watch the newbies destroy themselves in a race to the bottom. How will I know when to jump back in the truck? easy, when capacity tightens, freight volumes increase, and contract rejections increase. I haven't been in the trucking business for more than 30 years without learning the game. Sadly, too many newbies don't even understand how the game is played.

[@mianahmed5012]

@@tennesseetrucker1921Well said. I just need to confirm that whenever you will reinstate your authority, will it be considered as a new MC. I mean the day at which it will reinstate consider as a 1st day of authority?

[@tennesseetrucker1921]

@@mianahmed5012 No, reinstatement of an old authority is just that, a reinstatement, not the start of a new authority.

[@wethepplwhorblackerthanblu6442]

​ Must be really nice having a lot of resources around you

[@ronsmith4968]

You always hit on all of the points. Everyone can't do this,but I NEVER book a load in the a.m.,my strategy is book between 2:30 and 5 p.m.,they need to get them off their books & i rather drive at night. Always works ! Keep in mind,I'm referring to when the market is in a stronger position. I have parked my truck for a while,so I have not attempted to try it lately.

[@SacuvanRazum-lp1fj]

Every time you say heavy focus on spot market I get excited 😍

[@simpletruckerstuff9478]

😅😅😅😂😊

[@JPGodschild]

Very informative, thank you! 😊

[@gv8001]

Great informational video. Miranda! Thanks for sharing!

[@timbacktrucking6035]

Wow, thanks! I was just searching for this info this morning. You are a mind reader. Great content as always!

[@alexshortsplus]

Thank you for sharing this 😊 your so smart and beautiful

[@rrubio3608]

I'm glad I ran into your channel! Great info!! Thank you

[@wadehaught2074]

Excellent video!

[@musicalgapattack3583]

You are 100% on the money. People don't realize how far being nice can go for you. Even with an authority figure. I personally don't like cops and I don't like authority but I was in NYC at the Javits center in Manhattan picking up a load and triple parked. Cop came up to me nice and everything, me on the defensive at first, well, his sense of humor and understanding actually provoked me to go ahead and move when usually I won't ESPECIALLY if you're coming at me with an attitude.

[@teeone10]

Why don't carriers create a blacklist for brokers to warn other carriers

[@WithoutADoubtLogistics]

They do in the form of broker reviews. A lot can be learned by taking the time to look through the comments.

[@deborahibrahim8419]

The brokers certainly do have a blacklist that works viscouly against carriers. And if they, the carriers, do not respond within 72 hours; it's permanent. Lost opportunities... Problem here is carriers can rate brokers on the load boards and it does not go against their safety compliance since they are not regulated like the carriers are. Who is brave enough to hear all complaints from the carriers?; which are endless! Dispatchers know this as well.

[@amels4620]

Tee- You haven't heard have you? Back in Apr/ early May 2023, Freightwaves/SONAR - (oh! you never heard of them or subscribed to them, have you?) released an article that stunned me and has forever changed how I go into any dialogue about freight rates. The article covered U.S. Shipping/Mfgs, Brokers (who are increasingly from old East Europe) and, in my opinion D.A.T is involved as well; have joined forces to discuss and finalize current contract rates. The plan had already been implemented as it has been hurting independent single truck owners like myself and small truck outfits since Nov 2022. The article went on to discuss the necessity in forcing/coercing big Trucking Companies to renegotiate freight prices/or accept lower rates. It goes on to explain why, from their perspective. This was to go in effect by June 2023. From what I've been reading, their plan is working. Big Companies are now laying off, reorganizing, merging or just shutting down. Welcome to the terrordome of trucking in America.

[@amels4620]

​@WithoutADoubtLogistics This (driver comments) is a joke! If D.A.T. cared, and they really don't they would have a policy laid out whereby they would force the posting broker to leave way more details about the load, the shipper type, the receiver who are often a nightmare in themselves and the proper weight. Load boards like D.A.T. are a win win for the broker whom continues to hide pertinent information on the load (at both ends,) and then acts if you the driver are the problem. The broker/DAT could care less about any negative comments and unless you have a actual recording of racial or biological insults or swearing by the broker, normal " the broker didn't pay my detention" is just laughed at by loadboard staff. Brokers are paying big money to DAT/ other unhelpful boards. Hell DAT has banned me from commenting when I was being truthful about a matter. Excuse any bad grammar etc.

[@jonmolina948]

Interesting strategies and insight. Happy Sunday💙

[@larrynofilter846]

Useful information, thanks.

[@r.mitchcullins1299]

Yes. You are absolutely the finest thing on KZbin. I love everything about you. Thank you for sharing your experience and wisdom.

[@BlackStarr100]

Miranda I'm so glade that your on our side. Thank you ❤️🤞

[@MarkBrown-jh1tb]

Good day you always speaking on real issues about trucking business I like that about you and KZbin channel

[@redtoprich]

Great video gave me plenty of food for thought

[@pierredecimus7404]

I like your videos you’re doing a great job, and thanks for having a great conscience… people like you pave the way to produce better human being.

[@shawnfairman911]

Good stuff. ❤

[@youtubemusicmrbeckham4360]

Woman, Do your thang! I appreciate you sharing.

[@josephmua9749]

I learned a lot thank you

[@baderbader1099]

I haven't got my driver's license yet, but I like watching your valuable videos. Greetings from Morocco 🇲🇦

[@salvasanchez-dn6kv]

nothing better than learning about the market thank you

[@amirshahid1937]

Your a instructor who needs to be awarded from KZbin Thank you all good lesson

[@daMillenialTrucker]

I am literally binge watching all your videos you are so incredibly intelligent 😂 you are helping my little millennial butt tremendously, I had no idea that brokers had to keep their customers happy now that I know that I can use that as leverage for future negotiations.

[@mrdavis2928]

I know this is off subject but this woman is delightful to look at!!! 😮

[@sayedelsayed3676]

Thank you

[@nskgraff]

Trucking business is the best business 🤑🤑🤑🤑🤑 7k after fuel this week with 2400 miles , most people won’t believe but if you hustle 24-7 that’s what you get

[@bossrydakellz]

💯

[@matthewclark1722]

This is the 5th video of yours im watching. Such a sharp woman. I do want to say that I still believe trucking is a relationship driven industry. Yes, we all have options... but they aren't all good. Trust is built and earned over time. I'm still learning everyday but I hope I never feel that relationship building doesn't matter.

[@princediamond5763]

Very Helpful video you are getting better at the equipment terminology 😅

[@dangranot5703]

Thanks for another video! Not a week goes by where I don't recommend you in my office. I'd like to present the broker side of that negotiation if you're OK with that. First the money - You can google the average markup of a broker and after doing some quick research and basic math you'll come up to an above the line profit margin of somewhere between 12-18% profit. I say above the line because that's before taxes or the split that their company takes. So, of that margin, they'll actually get around 50-75% of it as their company will take their portion and then taxes will take around 20-35% of what's left. This is pretty standard and it's published everywhere. Yes there are higher margins, and there's plenty of lower ones - it's an average for a reason. So, to visualize that profit. $100 profit - Company take of 30% = $70. Taxes take 30% of that, so $49 out of every $100 profit actually ends up in the wallet of the broker, if they're independent 1099 types. The point being that just like being an Owner/Op, the rate only tells a very small portion of the story. 2nd the Customer - You're absolutely right, the broker wants to keep their customer happy. It can take anywhere from 1 month to a year or more in order to get in with a customer, taking research, repeated phone calls, emails, etc. in order to gain their business. The only way we get paid for that time is if we move freight for them and it has to be at a profit. It's no different if you're a trucking company that handles consistent lane freight/contract freight. So every time I hear about carriers complaining that they don't need brokers, that they should just book their freight direct, go spend time on gaining valuable customers that aren't pushing cheap ass lumber loads on you. Customer relationships take time and money and that relationship is only as good as the last load you moved. Add to that the fact that many of us are self-employed and your customers are literally the ones keeping a roof over your head and you're damn right we value that relationship. 3rd the Rate - Roughly 90% of the time the rate is hard set by the customer. 1st off, they may set that rate because of a quote we provided, historical pricing on their end, previous RFQ's, an estimate that somebody did somewhere that maybe has a basis in reality, or something entirely different. Add to that is the possibility that one of their managers saw on Fox news that trucking rates are plummeting in the US and they may get it into their heads that suddenly they should be paying $0.50 less per mile without a shred of actual evidence. This is true whether you're a broker or an owner/op with a direct relationship to the customer. 2nd, they might never give that rate to the broker. As stupid as it sounds, the amount of times customers have asked for a truck but refuse to give me a rate is in the thousands. Ask them for a rate and I might be told, "Give me your best rate." when they're being nice and "I don't play that f**king game," if they aren't. For a load going out to multiple brokers, that can be a big reason why you see a huge variation on the rate for the same load. After we find a truck the customer may still want to approve or revise the rate, which means negotiation on our end, and even coming back to you in order to lower the price in order to gain the business. On a good day, the rate is what the rate is, we find a truck at a rate everyone likes, get the business, and truckers still think brokers are screwing them. It must be Monday. The other 10% of the time, brokers are setting the rate, almost always pending final approval from the customer. We want to earn the business so we can't price ourselves out of it by going too high, but we also have to secure a truck, which means we can't price ourselves too low. And it's usually specialized freight, not your basic van or flatbed load. There's room for negotiation on both ends when this happens, with plenty of opportunity for everybody to be relatively happy with the rate. I like this scenario the most but it usually only happens with customers that you have a great relationship with. 4th the "bad" brokers - Yes, there are plenty of brokers out to screw you over. They're either really bad at their jobs, new and bad at their jobs, or they have names that start with T end with L and promise "quality". And there's some that are just plain a$$holes. They make it very hard for me to do my job, undercut my quotes and rates, most often without having any truck capacity to service their quote, and are horrid in the industry. I also probably get at least one phone call a week from these various bad brokerages asking me to come work for them as they're constantly hiring new people for some reason... . It's a fact of the industry and they belong right next to all the bad actors operating trucks. None of us are served well when we have people in our industry doing bad work. So - back to carrier vs broker negotiation. It is rough right now - rates are falling and margins can be damn thin. But relationships do matter. I prefer carriers I've used before, and I'll call them first if I have repeat lane business. I'll also pay attention to what my other brokers have put in the notes on carrier profiles. Everybody has a bad day, but consistent bad days are an automatic nope. Nobody else is going to pay my mortgage so I can't afford failure. Do set yourself apart, it will open up additional freight. I tell every carrier that asks me for advice - Get yourself TWIC and, if you can, a HAZMAT license. You'll see more opportunity and better rates because of it. Don't take a cheap rate, either. If the broker or shipper screwed up the rate, be honest and level with them, but don't tell me you need $4/mile for deadhead or $400 per state for a basic permit. If it's a little light, ask for a bit more but don't say, "Hey, we're not too far apart on the rate, can you do $1500 more?" on a $2000 load*. Sometimes we can go back to our customer and ask for more, but not a 50+% increase. We won't get a response, definitely won't get approval, and it just wastes everybody's time. Good luck out there, it's a rough market, but relationships do matter. Customer, carrier, broker - they matter. *Every example, everything I talked about here, has actually occurred and is often a regular day in the office.

[@TruckingMadeSuccessful]

Thank you so much for this insight! Its invaluable.

[@lphenterprisesllc7286]

Keep that $$$ smile little M💯💯💯 thanks for all you do!!

[@hernansalinas713]

As much effort you put into dispatching and handling brokers, put half the effort into a shipper. Rooting for you

[@level80888]

nice

[@WmJFaust]

You are fantastic as always. It would help if you started a trucking news and politics channel to augment your general business operations information content.

[@allenbennett4848]

Denver salt lake and Phoenix are awesome to go to You charge double to go there because no loads out but you usually get a load out anyway

[@Awholelottaeverything]

Hey best friend!!!! You’re getting Betty the day….

[@TruckingMadeSuccessful]

Hey bestie!

[@user-zt4oj9ip3o]

2:24 Eastern time It’s like the AI where AI has no emotion therefore it can process and so forth things better at least from an AI point. Whereas humanly your feeling get caught up 75-95 percent of the time. So I think your coworker felt strategical and said to her self let me give this a shot. You just never know. But feelings definitely get in the way.❤ I love your videos thank you so much for them.

[@donaldgreene3105]

I like your chances of convincing a broker into something better than mine

[@Kool_guy_]

👏👏👏you are right they definitely don’t give a rat about the trucker I wish all the trucker could strike but I understand they got families to provide for

[@user-oz4ef5dx7e]

Miranda , could you please make a video contacting brokers, i will start to do that job in my company and will be awesome if you can show us how to do a negotiation. thanks you are the best.

[@nicholasthroop5394]

Contract directly with a manufacturer that makes things you can transport. Do your analysis of each potential customer. Certainly not easy, but you are in a position to do it.

[@MrThomas331]

One of the most successful negotiating strategies i learned at a early age is this......started with this foundation statement,....ready... I HAVE GOOD NEWS FOR YOU, ..the client is set at ease and anticipated and hangs on every word you have to say, , i tell everyone i know the perfect ice breaker to then " conduct business "..AFTER THAT your on your own. Everyone in business wants to know what are going to do for me....???? FIRST PUT CHRIST FIRST, BE ON TIME, DO WHAT YOU SAY YOUR GOING TO DO, NO EXCUSES, BE 5 STAR, TOP DRAWER, AAA CLIENT THAT THEY THINK OF FIRST WHEN THEY NEED A TASK ACCOMPLISHED. SECOND NEVER LOSE YOUR SENCE OF HUMOR. SHOW SOME CLASS WHERE EVER YOU ARE AND WHAT EVER YOU DO.............MY GIFT TO YOU ALL.

[@kilpel2]

Morning, I try to be respectful to the brokers no matter what. They definitely pick up on this, and I always end up doing better. We can't have a business without them, unfortunately.

[@LDSOUTLAW]

You're wrong you can have business without them it's just a lot harder lol

[@bossrydakellz]

I do the same....

[@LDSOUTLAW]

@@theheavyweightchamp7 how so?

[@wsopmcgee]

Recommended reading: The Art of the Deal. You can't negotiate unless you're ready to walk away. You almost hit on this around the 30:30 mark but you went a different direction with leave the negotiations with a "walkaway price". Same difference 😊 Bottom line is you have to know your bottom line. Cost per mile is one thing. Cost of operations is another thing. Truth be told I sometimes have a search radius of 500+ miles. I won't tell you why though. Thanks for another great video 👍

[@TruckingMadeSuccessful]

Also Never Split The Difference is a fantastic book!

[@dpnels7351]

Shit i just had to do that myself was in Miami fl picked up a load in Blythewood sc to scotia ny (i live in ct) so i took it to get home 866 miles for $2000 dh was 600+ but it was on the way home only 3k pounds made it on a full tank. Everything coming out of fl paid was less that was the only load i could find to get home smh 😅😅

[@dpnels7351]

Srry not a full tank i had fuel left over from last trip and put $200 to get out of fl fueled up on broader line so i spend about 760 in fuel

[@dpnels7351]

Also i sat for a day waiting for a better load thats what i found and i wanted to get home for the weekend . It wouldve been a decent load of i was closer lol 😂😂

[@rorieenterprisesllc835]

❤

[@yannickb7741]

As a broker, I could never charge my clients $1000 and pay the carriers only $400 for a trip. Our profit margins are much lower than that. Our clients are not fools either. There's a misunderstanding about the understanding of transporters. We often receive calls from clients demanding lower rates when the market is calm. That's why trust is crucial. And here's the most important point: 75% of the time, when we have to lower our rates, it's because of the transport company representatives before other brokers.

[@ogdriver5334]

No, you only take 40% (wink-wink). How do you like those train freight numbers?

[@user-bk8lx2bs6h]

Девушка мечта и красота и ум

[@transparenttransportationl2985]

KINDLY DO A VIDEO ON CARRIER 411 .

[@angelbaaldepeor3688]

Yes a so called business based in Florida that's run by a convicted thief who could care less if he badmouth anyone I suppose the Fmcsa give him the info that they collect he in turn sells the info to brokers an shippers in his propaganda he proudly states that we catch them dead on their tracks that alone tells you that he thinks of you as a criminals this guy thinks that everybody is like him who was convicted by the government for embelezment an hiding assets by creating ghost companies this crook is the one selling info to the crooked brokers an shippers also known as cheaters so they can exercise more leverage over drivers owners operators an small carrier's be aware this person is a convicted felon who could care less if he destroys your reputation don't believe me do your own research the info is all there.

[@rickyzazueta9637]

Damn 👀

[@sabias3932]

👍 👍

[@DavidTrucker-lo4bs]

I got put out of service for having one slack adjuster out of adjustment. Now my CSA score is 100% because I'm only one. Some brokers are calling me an unsafe carrier. 😂

[@simpletruckerstuff9478]

I'm caught off guard here on the idea of extra endorsements. As it pertains to flatbeds. Tanker or hazmat has little to do with flatbed work although I have seen loads, once in a blue moon, that request hazmart; for roofing products, probably tar, etc.. What I believe THAT'S important, at least to me, is that your insurance will be higher when you have tanker & hazmat on you CDL, if you have your own authority. I could be wrong. My point is if you don't haul tanker or hazmat just wait to get it if you find you need, if your a flatbed business. If your a CDL looking for work at a company then you make yourself a more flexible candidate! The End.

[@SH0RTSNCLIPS]

Great video . I hope it gets better out here . Hard out here on the streets 😂

[@phobiazzzero4935]

its so bad right now..everything gets absorbed by the big companies..will be harder and harder for small owner operators, so hard to even get 2$/mile now a days

[@emiltopcagic5255]

I'm working with a direct shipper and I'm getting like $50 on the load and carriers still think that I'm earning a lot of money. Problem in this moment is bidding at shipper because of some carriers working almost for free

[@Rosstransportllc]

Wheres today live Q & A did i miss it or what ? Didnt know there was a video today

[@TruckingMadeSuccessful]

I do lives every other Sunday

[@user-ge3mt2gf8l]

"Oh? We're prepared for the Teamsters strike. Are you?"

[@bdo3043]

The red lipstick is back!

[@SHAOLINSLUMSS]

i’m just here for the pretty looks😂

[@TruckingMadeSuccessful]

Knowledge lasts longer 😊

[@SHAOLINSLUMSS]

@@TruckingMadeSuccessful mos def!

[@SamC992]

wait until the last minute to book a load

[@MrMack-lt9mh]

Hey Everyone, A Canadian Driver Once Told me, You will get more Bees with Honey than Vinegar, hope it works, nice content! I´m in Heavy Haul Industry and don't hear as much hate on brokers as do on flatbeds :S I think the honey works pretty good, be safe!

[@NoName-ky2sb]

Market NEEDS to saturate w brokers an compete for carrier business

[@transparenttransportationl2985]

WHAT ABOUT CARRIER 411 ? .

[@kennethsnyder9236]

Kenny here

[@vandango5439]

whats going on, with Brokers "double-booking"....i cant quite put my finger on it, i.e., last week, i had just finished being loaded, got 5 miles down the road, and got a phone call, telling me i had to return to customer, (which i did) due to another driver, having showed up, with the same P.U.number! they literally uploaded me, while the other truck (next to me)was being loaded with the same load! it was not only an awkward situation, but time consuming nonetheless

[@rbk77]

Have you considered that the only reason you have got that load out of Nebraska was that you underquted the load? Being able to pickup on Saturday in the middle of nowhere is one of those things that gives you big negotiating power.

[@TruckingMadeSuccessful]

No, because 4.32 per mile loaded for a dry van load out of Nebraska in February of 2023 is a rate that was unheard of. And there were trucks within a 150 mile radius posted

[@rbk77]

@@TruckingMadeSuccessful posted truck does not mean that the truck is available. Beginning of February 2023, was still okay for dryvans. Anyway if you believe that you got the load because of what you believe’s happened that’s totally fine, and I’m happy everything worked out well for you. Good video. Keep it coming.

[@TruckingMadeSuccessful]

Thank you. It's actually the broker who told me what happened...but now I am wondering if he was telling the truth haha. THANKS A LOT, and I was so confident there for a second. 🤣

[@amels4620]

BOOK NOW! ALL IN BOOKING! There is very little room for negotiations for the past 9 months. The Broker is going to get his/hers just sitting on their a$$s. The Shipper now has more power than they've ever dreamed of now that they have the Broker and D.A.T. on their side. Many will fail, go bankrupt or worse between July- Oct 2023. My savings have been nearly wiped trying to hold on/ out.... The end of a Era. * STOP FOOLING YOURSELVES!

[@Cleverjayyy]

In this market what’s a good, average, and bad RPM?

[@TruckingMadeSuccessful]

It all depends on your cost per mile.

[@mewailmelles7704]

Is it better to have your dispatching business and trucks in a separate LLC?

[@TruckingMadeSuccessful]

I have it set up that way. I have two trucking companies but my dispatching is a separate LLC

[@maryistulsafox]

Butt a bad driver can ruin it for everybody.

[@user-vy9dt3rr8x]

How do I find the IFTA tax in GA?

[@TruckingMadeSuccessful]

The tax rate?

[@gertikh]

So pretty lady❤

[@michaelwoods3850]

2 choices starve or starve

[@dpnels7351]

What kills is the most is that we had to negotiate on our own equipment period. You dont see ppl calling a plumber and telling them how much they going to pay them to work for them. But here are these brokers talking bout this the rate we trying to be at

[@dpnels7351]

And yes i get it, just dont take it but why should they have the power to tell us what we should take it for, oh yea thats rite these carriers that say if i dont take ill be stuck out here or i have to make a living or if i dont take it someone else will so let me take it first this strong need to survive is whats killing us. Yes everyone has bills but those bills have grace periods if you just let the freight sit for a few days the rates will go up. So what if you have to sit for a day or two. We need to start working together to get out of this mess

[@jimromanowski6966]

If the carrier has a low score, can the low score increase once the driver quits or is fired.

[@Rosstransportllc]

No clean inspections raises your scores

[@Rosstransportllc]

@@TruckingMadeSuccessful--ADMIN did your page get hacked ? This comment is all over ? I know from watching you that you are in California the area code for that number is South Carolina so I know that's not you, so I've seen this before people will hack your page noticing that you are getting volume and try to take advantage of your followers.

[@TruckingMadeSuccessful]

Yeah...I keep getting these crazy spammers that I block and new ones pop up. Yikes

[@younglife6877]

2018 - 2023 march I considered myself a great negotiator. Now as a dry van dispatcher i'm just like " yeah i'll take the load new truck new trailer, empty 7 miles away" Broker: " sorry someone took it for $250 less" Nicee

[@tallguytrucker7864]

I'm as sweet as apple pie. I have no idea what this rude attitude you speak of🤣🤣😍😍 🍏 🥧

[@TruckingMadeSuccessful]

Same, I’m an angel. The horns that hold my halo up are just an illusion 😂

[@Jose-gq8wc]

I'm polite, but I don't negotiate. I don't see why because you are just going to another low rate anyway. Give them a number, and if it's a no, say goodbye and move on....

[@jonathanhonea629]

Regulate brokers out of picture totally!

[@stuartloggins3691]

Don't use brokers. You can get your own customers all over the country.

[@Dptl]

The word/noun “broker” is deceptive. Broker is broker yet he/she is the one paying 😂

[@sasodee8992]

Are u dispatch

[@TruckingMadeSuccessful]

Carrier but I dispatch my own trucks

[@Alex-bl2sp]

I don't call Scotlynn anymore. This guy's are extremely rude on the phone.

[@eddebevic2097]

Why are brokers hellbound on bankrupting carriers?

[@TruckingMadeSuccessful]

Because they dont care- they only know two things: customers are hard to get, carriers are easy to get. Loosing customers is a problem, loosing carriers isn’t. They dont see past their nose and dont realize that in the future, there will be an issue with a lack of capacity. At that point, they will care about carrier relationships and meeting carrier needs.

[@eddebevic2097]

​@russellpeacock I run a 7 axle lowboy rig and I promise the trucking industry is being destroyed from within to crash the economy, Where im at atm there are 90 loads on truckstop tonight but way to cheap to haul them,

[@bluesmoke8826]

Short answer: You can't.

[@TruckingMadeSuccessful]

You cant from a position of weakness,not with brokers not with anyone else. But if you learn to put yourself in a position of strength you can.

[@bluesmoke8826]

@@TruckingMadeSuccessful There is no position of strength in this market as this is no typical freight cycle. I've been at this 19 yrs and carriers/owner ops have no power today. None. This is not an attack on you as I absolutely think you have a awesome channel. But the market has been manipulation by inside and outside forces to bring us to this point. There is no going back to the days past. The only weapon we have is a clean license/psp report to be able to join forces in some capacity with a larger carrier who has contacted freight. The spot open market is finished.

[@flatbedjay7672]

You are to cute

[@jonathanhonea629]

Broker's will be nicer when AI starts

[@hoytballard5504]

The answer is you don’t get to negotiate. If you are providing a cookie cutter service you get cookie cutter rates. Renting a standard flatbed doesn’t get you anything special in this world. If you don’t like dealing with brokers go get yourself your own customers. After viewing many of your videos I think I’ve figured out where your problem lies. Like many of the small carriers that have come into the market the past few years you chase the high paying loads off the load boards going anywhere. You spend the vast majority of your time looking for broker freight in bad markets. You don’t seem to have developed any great and consistent relationships with any brokers/shippers. You are probably doing a lot of one off loads for brokers chasing freight all over the country. Try to establish some specific lanes or service area and develop some relationships with brokers/shippers. Stop making complaining videos and stop focusing on the garbage that freightwaves is putting out. If you are basing your business on their data you are just chasing your tail.

[@TruckingMadeSuccessful]

Appreciate your thoughts

[@Robert-bt8cp]

Good Evening, Here's my two cents.... I've been a licensed cdl holder since 96' and have done many different things in our industry besides driving a truck; I'll offer my thoughts and maybe it'll help someone. I have had 5 brokers and just the other day a shipper say to me the following "your guys are doing it to yourselves." On Friday I had a shipper tell me when I went back in to get the BOL's "Sorry about the rate, tell your brothers they are killing each other." This was not a shock to me rather validation on what I believe. So what do I believe, exactly what has been said to me in the last six months, we set the rates period end of story; some may not believe or understand this but it is absolutely factual. I've been a sales professional for many years, I spent some time with a large food distributor in the sales dept and therefore will concur with what I have been told the past six weeks. So this video has to do with negotiation and how to "close a deal with a broker, well I will offer you my thoughts and what I have used for many many years; let me offer you this before I get into this. If you are an owner operator who is making "cold calls" to brokers you are a sales professional like or not this is without question your number job. You must become proficient in making phone calls; now I didn't say you have to like it however, understanding phone etiquette and obtaining better phone skills in critical for your business. Negotiation - Ask questions first - Never answer a question directly, you must learn how to answer the question by asking a follow-up question - Never give a rate - Those who speak first are the first loser I hear the following - Brokers are trained sales professionals - Not true - Many brokers/agents phone etiquette and phone skills are horrendous and very unprofessional and is an insult to the sales professionals who are doing it the right way Do not believe this is how a business, the corporate environment really operate, the brokers are in a unique position because the carriers are going into the negotiation mostly blind. I'm all for the cat and mouse game that sales is, what I do not agree with is their demeanor and at times deceit so that a carrier will book the load if you don't ask the right questions. I'll end with this, we all go shopping whether it be at a department store or grocery store, these types of transactions are called "transactional sales", the brokers are doing just that with the carriers who call them looking for a load. So what is the difference between a transactional sale and relationship selling? The transactional sale is what it sounds like, you walk to the register and purchase the item. The cashier doesn't care about you one way or the other, not any different than the brokers/agents we deal with daily. The relationship sale is again what it sounds like, many sales professionals will use the term "client" when describing their book of business. This could be a financial client or the client of a realtor. The difference between a customer and a client is this, a customer just comes and goes, a client is someone who has conducted business directly with the sales professional multiple times, in our world that would be where or what we call "contract freight." I cannot stress enough that you must understand your business and become a master prospector, making calls and learning how to make phone calls is the life line of your business. We must start taking control of our businesses and stop hurting ourselves, sure like I mentioned above we are going in blind; however we can control what loads we decide to run. You want the rates to change you must be willing to be comfortable being uncomfortable, if this means making 50 phone calls today than so be it. "This is an attitude business, what's yours"? Stay safe.

[@amels4620]

Ms. T.M.S- I have already laid this out in great detail to others watching your great platform. I/we all appreciate your efforts at sharing content. However, at this stage of a well planned Truckers Red Wedding (G.O.T.) we (drivers) have become so receptive of pass (negative-) changes in the bigger trucking world, that we never thought that the shipper, the broker and D.A.T Load Board would all join forces to bring us to our knees and then "Ned, Kat and Rob Stark" us; but they did and there is no going back! There are way too many old trucks, people and large companies now in existence. Something has to give and since every content creator or trucking owner/ CEO is to afraid to do one thing (viva French Truckers y'all are real men!); s.t.r.i.k.e. with no remorse! There are just way too many entities working against us to continue to cry online. a. City Ordnance- old hags, you know what they do b. FMCSA/ DOT/ State Hwy Patrol- all claim to just be doing their jobs while making life a living misery hell c. U.S. Attorney Group- national ad campaigns to sue the boots off our feet d. DEF poison-$ rip off e. E.I.A. gov - diesel$ f. Brokers - in the U.S.A but are typically based, staffed and operating overseas .i.e. Bosnia-Russia- Poland :these are increasing in number along with foreign O/O & Company drivers: These must come into our daily conversation to figure out how to get these various drivers to come together under one accord with us. ' Ms. T.M.S How do we establish dialogue with them? At some point all this talking has to stop. Peace, then again No to peace!

[@stevenmiller6725]

Yes you need to separate from the pack. The reason you, Miss Successful, needs to go shipper direct is because you can easily seperate yourself here. Very little gets lost in a smaller operation with sharp operators running things. You will need a brokers license and a very pretty dress to take shipper managers to lunch in. The women like it, the old men managers really really like this. Lost a lot of work to a lady broker this way. She has moved onto another line of work, but she was a good broker to shipper anyways, paid her trucks shit wages. Just had a kid and was working from home and the manager, who was honest, told me she was taking him to lunch a couple times a year, she was pretty and had assets I couldn't compete with. He would still give us loads but mostly what she couldn't cover. You can vet your potential prospects on the phone. Show them a nice time so they look forward to your calls. You will get work. Use what assets you have. They get lots of phone calls, very few pretty, articulate, entertaining ladies in dresses. Just a thought. The nice thing about this method is it wont work when the company is a clusterf###. So you miss out on the really bad jobs. Let TQL have those.

[@igorigorek5773]

You can negotiate just in moment if your logbook flexible, and after 12 ocklock most companies cannot guarantee delivery on time 🕰️. After 12 ocklock brokers start stressing when they feeling a little bit that they can loose customer because of late delivery or no booked truck at all.