Why Freight Brokers Are Overpaying This Week (with video)


Co-hosts Luke Falasca and Kyle Taylor discuss why freight brokers are overpaying their carriers to haul loads during the first week of 2021 on this episode of #WithSONAR.  Falasca and Taylor explain the value of real-time data as market conditions have changed since the holidays. Because SONAR provides real-time data, its data is more up-to-date than many […]

How to Be a Successful Freight Broker: Driving Value Through Bundling

For those who are seeking how to be a successful freight broker, they should first look at how they can make themselves stand out. Differentiation for freight brokers is often difficult to achieve. And then there are the different freight broker business models. In addition, the logistics and transportation industry is very competitive with few […]

The Best Freight Brokers Use these 5 Questions when Prospecting

Prospects are not all created equal. The best freight brokers ask the right questions in freight broker sales when prospecting for new business. Knowing the right questions to ask makes it much easier to determine whether you should pursue a new shipper, or whether it makes more sense to move on to a better opportunity. […]

Five characteristics of the best freight brokers


Have you ever heard of the Pareto rule? It is the principle that states for almost all systems the top 20% of performers in any portfolio generate 80% of the results. The Pareto rule holds for your portfolio of customers, basket of stocks, brands managed, and SKUs. It is especially true for all sales teams. […]

Five tips to build value in freight broker sales

Build value with freight sales

As Warren Buffett’s famous quote goes, “Price is what you pay, value is what you get.” This is as true in sales as it is in investing.  Often sales people in freight get caught in a “price trap.” This scenario is best described as when the sale is based on being the one with the […]

How do freight brokers get paid?

Brokerage Floor in Chattanooga

Unlike many sales jobs, freight brokers are normally paid based on the gross margin of loads, rather than the gross revenue number. The reason for this is that gross revenue is not the key metric for a brokerage in any industry. The most important metric is the profitability of each individual buy and sell transaction.  […]

Freight brokerage business: how brokers can increase booking per rep throughput

Freight Brokerage Business

The writing is on the wall for freight brokerage representatives with problems securing bookings and increasing throughput. Throughout 2020, the need for more capacity, faster freight management, and more competitive rates has grown significantly. Moreover, a major freight brokerage must consider the underperforming staff and make business decisions that may lead to financial ruin for […]

How much do freight brokers get paid? Infographic

How much do freight brokers get paid? Infographic

Freight Brokerage Location According to a survey of 219 freight brokers, the most popular locations to start or open a new freight brokerage are: Chicago, Illinois; Dallas, Texas; Atlanta, Georgia; Nashville, Tennessee; and Austin, Texas.   The three most expensive cities to locate a freight brokerage are: New York, Seattle and Dallas.  The three least expensive […]

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