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Course Title
Freight Broker/Agent Training


Become a part of the exciting trucking, freight logistics and transportation industries as a licensed freight broker or as a freight broker agent. From licensing to operations, to sales and marketing, you'll learn the basics of how to run a domestic freight brokerage or agency in the United States.



Upon successful completion of the Freight Broker/Freight Agent Training Program, the students will:

  • Learn the process for Freight Brokering from start to finish
  • Learn the tools needed to be successful as a Freight Broker or Freight Agent
  • Learn the basics of day-to-day operations inside of a Brokerage/Agency
  • Learn techniques such as prospecting, sales/marketing, rating and negotiations
  • Learn how to manage the shipment from origin to destination
  • Gain valuable industry resources.


  • Freight Broker Basics
    • Overview of the Job
      • What is a Freight Broker?
      • Requirements to Become a Freight Broker
      • What is a Freight Broker Agent?
      • Requirements of Becoming a Freight Agent
      • Why do Shippers use Freight Brokers/Agents?
    • Industry Overview
      • Overview of the Transportation Industry
      • Brief History of Surface Transportation and Freight Brokering
      • Industry Potential and Trends
    • Broker Laws & Requirements by the FMCSA
      • Legalities of Broker/Brokerage Services
      • Non-Brokerage Services
      • Laws regarding Record Keeping for Brokers
      • Laws regarding Misrepresentation
      • Broker Advertising Liability
      • Rebating and Compensation
      • Duties
      • Double Brokering Legalities
      • Laws regarding Accounting Expenses
  • Marketing and Sales
    • More on Marketing
      • Market Niches
      • Market Trends
      • Competition
      • Networking
      • Promotions
      • Your Marketing Dollars
    • Customer Relations/Customer Profile
      • Qualifying the Prospect
      • Determining Needs
      • Features and Benefits
      • Managing Objections
      • Personality Types
      • Building Trust
      • Sales Process and Growth
    • Overcoming Challenges
      • Shipper Situations
      • Carrier Situations
      • Consignee Situations
    • Success and the Broker/Agent
      • Why Become a Broker or Agent?
      • Benefits and Opportunities
      • Traits of a Successful Broker/Agent
      • Goal Setting
      • Developing a Plan
      • Qualities of Success
  • Getting Started
    • Starting Your Business
      • Your business Name
      • Setting up your business
      • Filing for your Broker Operating Authority
      • Filing for your Surety Bond
      • Obtaining your Process Agents
    • The Next Steps
      • Ensure Cash Flow Resources
      • Business Bank Account
      • Setting up your Office
    • IT specs
    • Office basics
      • Transportation Software & other Software Considerations
    • Preparing your Initial Marketing Materials
      • Determining Your Business Identity
      • Decide on any Initial Niche Target Markets
      • Formulate Initial Website
      • Examples/Initial Marketing Materials
  • Shipper/Carrier Marketing and Dynamics
    • Setting up your Shipper Packet
    • Setting up your Carrier Packet
    • Setting your Rates
      • Determining Competitive Rates
      • Resources for Rating
      • Rate Variables
      • Types of Rate Matrices
      • Fuel and Surcharges
      • Accessorial Fees
    • Finding your Shippers
  • Load Dynamics/Operations
    • Building the Load
      • Load Data
      • Special Instructions
      • Rate Verification with Customer
    • Matching the Carrier
      • Load Posting
      • When to Post/What to Post
      • Checking Authority and Safety
      • Insurance Verification
      • Carrier Contracts
    • The Process Continued
      • Rate Confirmation
      • Carrier Pick-up and Delivery
      • Dispatching
      • Tracking and Verification
    • Carrier Relations (Your Carrier Profile)
  • Conclusion
  • Financial Management
    • Staffing
    • Cash Flow
    • Auditing and Billing
    • Setting up Invoices for Payment
    • Other Brokerage Accounting
  • Conclusion and appendices Insurance Claims
    • Claim Forms
    • Claim Procedures
    • Types of Freight Claims
    • Claims Laws

Method of Instruction



Class participation