Series 13: Dealing with Brokers & Shippers

13.1 How do you build good relationships with brokers and shippers?

Relationships in trucking are everything. A good broker can keep you rolling with steady freight, while a bad one can cost you money and time. Be professional, communicate clearly, and always follow through on what you say you’ll do. Reliability builds trust faster than anything else. Over the years, I found that if you treat every load as if it’s the most important one of the week, brokers and shippers will remember you — and they’ll call you first the next time.

13.2 What are the red flags to watch out for?

Some brokers and shippers simply aren’t worth your time. If they dodge your questions about detention pay, fuel surcharges, or load details, that’s a problem. If their rate is way below market, you’ll be the one eating the difference in fuel, tolls, and time. Another red flag is poor communication — if they’re hard to reach before you book the load, they’ll be even harder to reach when something goes wrong. My advice: trust your gut. If a deal sounds too good to be true, it usually is.

13.3 How do you negotiate rates and protect yourself?

Negotiation is an art — and it starts with knowing your numbers. You need to know your cost per mile, including fuel, insurance, maintenance, tolls, and hidden fees. Never haul for less than what keeps you profitable. Don’t be afraid to walk away if the rate doesn’t make sense. Protect yourself by getting everything in writing: rate confirmations, detention agreements, and any accessorial pay. A handshake used to mean something in this business, but today, your best protection is a paper trail.

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