Breaking into the freight industry or scaling your existing operation can feel overwhelming without a clear game plan. With over 40 years in business, Kopf knows what it takes to become a successful Freight Broker.
From sharpening your sales skills and leveraging powerful TMS tools to building strong relationships with shippers and carriers, we’ve rounded up 10 essential tips to become a successful Freight Broker. Whether you’re just starting out or aiming to grow your book of business, keep reading to discover how to blend market insights with exceptional customer service for long-term success.
How to Become a Successful Freight Agent
First of all, let’s define the role of a Freight Agent.
Freight Agents are business owners, have their own customers, and work on commission from their home or office under the authority of a licensed Freight Broker to coordinate freight shipments.
The role of a Freight Agent is three-fold: sales, logistics management, and customer service.
It takes time to gain the know-how and confidence to become successful. But length of time alone doesn’t equal success. It takes a specific type of person to become a high performing Freight Agent.
Traits and skills of successful Freight Agents:
- Confident decision maker
- Self-motivated
- Cool under pressure
- Networker
- Negotiator
- Excellent communicator
- Problem-solver
But time and the skills/traits don’t necessarily equal success unless that person also has a growing book of business and retains satisfied customers.
Why Becoming a Successful Freight Agent Matters
Let’s begin with the obvious. It matters that a Freight Agent is successful because it increases their revenue and career growth potential. The more loads moved, the more money earned. Period. At Kopf, we wholeheartedly want to see our Agents grow their bottom line year over year. This unlimited earning potential is part of what makes this career desirable.
But what might not be quite as obvious is that an Agent’s success matters because it also impacts the broader supply chain. Think about it. When an Agent does their job well, they:
- Ensure smooth transportation flow which minimizes delays so shipments arrive on time
- Improve cost efficiency by optimizing routes to reduce transportation costs like fuel expenses
- Reduce risk and errors that can arise with miscommunication between supply chain partners
- Enhance customer satisfaction to build trust with end consumers, retailers, and distribution partners
…all of which ultimately leads to a more resilient supply chain.
The better a Freight Agent performs, the more resilient, cost-effective, and responsive the supply chain becomes.
Top Tips for Freight Agents
Keeping in mind why success matters for both the Agent and the supply chain as a whole, these are our best tips for any Agent just getting started or someone with experience who wants to level up.
Tip #1: Master Market Research and Industry Trends
As with any industry, things are constantly changing within logistics and transportation. One way to stay informed is by subscribing to printed or digital publications such as Transport Topics, FreightWaves, and Logistics Management.
Agents should also regularly compare rates and analyze patterns to spot emerging trends with online resources such as DAT RateView and Truckstop.com. These tools make it easier to do market research for rate trends, lane-specific pricing, load-to-truck ratios, and capacity forecasts.
Another way to do this is simply by talking directly to carriers and shippers. Ask questions such as: What lanes are tightening? Are fuel costs changing how you quote? What challenges are you seeing? Talk about timely and relevant market research!
Tip #2: Build a Solid Network of Carriers and Shippers
A strong network directly impacts a Freight Agent’s ability to move freight reliably, negotiate better rates, and grow their business (here are 6 ways to build a book of business). Consider focusing on niche freight or lanes to stand out.
Start with load boards to find available carriers and build relationships with shippers. Build a list of leads to reach out to by cold calling. Track all this information in a CRM or spreadsheet to record carrier performance, follow up with shippers, record preferences, load history, contacts, and so forth.
Then prioritize retaining the carriers and shippers that are reliable. Pay carriers promptly, communicate clearly, provide consistent service, and solve problems. Satisfied carriers and shippers give the best referrals.
Tip #3: Hone Cold Calling and Sales Strategies
Cold calling may seem old-school, but that doesn’t mean it’s ineffective. No one likes doing it, but it is a powerful tool. Be concise and clear about your value, while also actively listening for a Shipper’s pain points and problem lanes. Personalize and be persistent. Try our cold call script and prepare for common shipper objections to master the sales pitch.
Tip #4: Leverage Transportation Management Systems (TMS)
Transportation Management Software (TMS) is essential in the Logistics Industry. TMS automates load management which means it tracks loads, manages documentation, sets up recurring shipments to preferred lanes, keeps communication on one dashboard, and much more. Doing these tasks manually is time-consuming but when an Agent leverages TMS, they save valuable time and reduce errors. At Kopf, we know how essential TMS is and provide it free of charge to each of our Agents.
Tip #5: Deliver Exceptional Customer Service
Successful Freight Agents prioritize their customer service by setting clear expectations and proactive communication. They are transparent when problems arise and communicate how they are solving problems. Additionally, they keep track of communication to provide personalized service.
Proactive and transparent communication + problem solving + personalization is a winning combination.
Tip #6: Monitor Cash Flow and Operating Expenses
Monitoring cash flow and operating expenses is absolutely critical for a Freight Agent’s survival and growth especially in a business where payments from shippers can lag, but carrier payments are due fast. One of the advantages to working with a freight brokerage is that the broker is responsible to pay carriers, not the Agent.
Operating expenses typically start low for an Independent Freight Agent, essentially just a computer, phone, and internet. These expenses grow over time if an Agent chooses to expand to hire a team.
Agents can monitor cash flow and expenses with a load profit tracker or a cash flow tracking spreadsheet.
Tip #7: Attend Industry Events
We’re going to let you in on a secret, successful Agents go where their partners are: conferences and expos such as the TIA Conference and Mid-America Trucking Show, as well as trade shows in niche industries like agriculture and manufacturing.
To prepare for these events, bring business cards and practice a short pitch. Keep track of contact information and follow up within 24 hours.
Tip #8: Focus on Repeat Business and Referrals
Freight Agents must get the job done and first and foremost move loads. Successful Agents stay in close communication, meeting deadlines, and proactively solving problems.
Positive experiences encourage clients to return and these satisfied customers are more willing to provide referrals.
Tip #9: Embrace Continuous Learning
With the daily to-dos, it’s hard to carve out time to learn and adapt. To stay competitive in the fast-evolving freight industry, successful Freight Agents are continually learning and adapting.
If reading or listening to audiobooks is your thing, here’s our ultimate list of books for Freight Agents. If you prefer taking courses, these are the best training classes.
Another way Agents succeed is by evaluating data and making changes based on the numbers. For instance, tracking key performance metrics like load-win rate, revenue per load, and carrier performance helps identify strengths and uncover inefficiencies. Asking clients to complete post-load surveys offers valuable insights into service quality and areas for improvement.
By adopting a mindset of growth, Freight Agents can improve service, boost profitability, and position themselves as long-term partners to their clients.
Tip #10: Work with a Trusted Freight Brokerage
Freight Agents aren’t required to hold certifications or licenses, but Freight Brokers are. In the U.S., a Freight Broker secures a surety bond and ensures compliance with the FMCSA. The Agent is then able to work under the Broker’s operating authority.
A reputable brokerage offers access to established carrier networks, proven processes, compliance systems, and business-office functions like invoicing, collections, and legal support. This allows the Agent to focus on selling and servicing freight. It also lends credibility when approaching new shippers, as clients are more likely to trust Agents backed by a recognized and reliable brand.
Beyond tools and reputation, trusted brokerages often provide training, mentorship, and access to advanced technology like TMS platforms and load boards, which can accelerate growth and reduce costly mistakes.
Take the Next Step with a Successful Freight Broker
Bottom line: successful Freight Agents secure consistent loads to grow their revenue and build a thriving business when they excel at both providing excellent customer service and are masters of growing their book of business.
Growing a successful freight agency takes time, but when you find a supportive brokerage to work with, you set yourself up for accelerated success.
At Kopf Logistics Group, we’ve been in the transportation and logistics industry for over 40 years. We are a trusted name in the industry with strong financial backing, 24/7 business office support, award-winning TMS, and industry leading 70/30 commission splits. Our brokerage prides itself on being a supportive partner providing all our Independent Freight Agents with the tools they need to succeed.
Questions People Also Ask
What makes a Freight Agent successful?
A successful Freight Agent combines deep industry knowledge with strong customer relationships, leveraging data-driven tools to match loads and carriers efficiently. Consistent follow-up, personalized service, and a positive attitude set top brokers apart.
What is freight brokerage training?
Freight Agents are not required to obtain a specific degree or certification, however we recommend experience in the industry and training programs to kickstart your career. Training covers DOT regulations, load board strategies,TMS use, and sales techniques to equip new Agents with the essentials to launch and grow their business.
How do Freight Agents get more clients?
Freight Agents build their book of business through a mix of cold calling, referral networks, and nurturing existing clients for repeat business.
Can you make good money as a Freight Agent?
Yes, by securing competitive rates, minimizing operating expenses, and focusing on high-margin lanes, many Agents build six or seven-figure revenues within 12 to 18 months.