May 8, 2025 • 31 mins
Today, Jared Ross of eCarrierCheck is back on the show to give more valuable insights on how freight brokers can stand out and build a successful book of business in the market!
Here’s What to Learn From This Episode:
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Sales Success Rooted in Relationships: Focus on controllable actions; consistently engage in sales calls. Genuine relationships remain critical for small/mid-sized brokerages despite technology. Operational excellence and understanding shipper pain points are vital for strong partnerships.
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Niche Market Targeting: Brokers should dominate niche or secondary markets instead of just major cities. Preparedness before cold calls (company research, qualifying questions) boosts effectiveness, with persistence essential for reaching decision-makers.
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Value-Driven Approach: Transition from commodity-based to value-driven conversations helps brokers stand out. Providing real-time market intelligence (spot vs. contract rates) builds trust with shippers and strengthens expertise.
About Jared Ross
CEO, eCarrierCheck.com
Jared is the visionary leader behind eCarrierCheck.com, bringing years of expertise in logistics and technology to the table. His passion for innovation and streamlining operations has been the driving force behind the platform's development. With a strong background in freight brokering and a commitment to helping brokers and carriers succeed, Jared is focused on building tools that enable the logistics industry to grow and thrive. Under his leadership, eCarrierCheck is empowering businesses to move beyond load boards and discover new opportunities.
Connect with Jared
- Website: https://ecarriercheck.com/
- Company LinkedIn: https://www.linkedin.com/company/ecarriercheck-com/
- Jared’s LinkedIn: https://www.linkedin.com/in/jared-ross-31b0282a/
- Nate’s LinkedIn: https://www.linkedin.com/in/nate-marquez-82b444224/
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Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
Came back with a bank window down yelling now money anything hey oh got the foot on the gas pedal to the metal when I'm get to the back hey Got the foot on the gas pedal to the metal when the lane moving fast hey Let them all cross if they hate then let them hate them Make a bigger ball.
Speaker 2 (00:24):
Hey what is up ladies and gentlemen? We are back. We are live. It is the Freight Coach podcast, the top podcast in transportation coming to you guys every single weekday, 8:30am Pacific, 10:30 Central to break down some industry headlines. But most importantly, you guys provide some actual insight into what you can do with all of this information. If this is your first time tuning in, welcome. This is the real side of freight, ladies and gentlemen. And I say that before every single show. And what I mean by that is I only speak with transportation professionals because at the end of the day, you guys, I want to talk to the right individuals who have done what you're looking to do or who are currently doing what you're trying to achieve.
(00:58):
So you can take that information, apply it, utilize it and see a meaningful difference in your business and your life. Happy Thursday, everybody. I got a very special guest for you guys here today and I'm going to bring him up in a second. But before we do that, I got to give you guys a little reminder, all right? If you want to get in on the newsletter at all, we drop it every single Wednesday. I'm not going to spam you because I frankly don't even know how any of this stuff works. My team behind the scenes does all this cool stuff with the newsletter, but if you want to reg for it, go to the freightcoach.com. It will auto prompt you. You can sign up for it.
(01:30):
It just drops on Wednesdays and it's always about the transportation industry, you guys, because I'm not trying to be a life coach because I'm working on my by him myself. And I am in no place to give people advice on anything other than how to move some freight. But with that being said, you guys, we're going to talk about some freight lanes today, some market intel and what you can do to grow your book of business with that. So I got Mr. Jared Ross on the show today with e carrier check. Jared, thank you so much for taking the time to join me.
Speaker 1 (01:58):
What's up, brother? It's good to see you. I'm, I'm excited to be on this is the real side of freight. Man. I love that you say that, dude.
Speaker 2 (02:06):
I'm Just after you brought up Goggins, man, I'm like ready to run through a wall. Jared was out there watching Goggins videos behind the scenes when we were talking before the show. And, you know, I've been trying my best not to drop as many F bombs, but, you know, here we fucking go, man. Let's get it.
Speaker 1 (02:22):
Yeah, I, you know, sometimes you just gotta. You gotta rewatch a little motivation. And I friggin love Goggins. I mean, he is just intense, but, you know, I, I don't run at the same speed he does, but God, I love the motivation behind him, dude.
Speaker 2 (02:36):
He does it is such a. You know, I've. I've heard this a lot over the years is there's like, there's different levels, there's different gears to a lot of this stuff. And, you know, I, I'm always trying to say, like, you know, trying to see how do I just get a little bit better, right? Like, how do I. And then I always try and focus on the fundamentals on this show because I feel like people pay way too much attention to the pie in the sky bullshit that they see out there. They're like, oh, ch. Robinson's doing this. I might as well do that. And I'm like, yes, there's. There's merit to some of that information that's out there, but the moves that they make compared to what most people need to make is vastly different. Right?
(03:15):
Like, most people's brands are not known by every single shipper in the United States of America. Right there. That's where you should start. You should start by making more sales calls. And that's why I want to focus on that more times than not. Because, like, dude, you just got to get out there. You got to talk to more people. I mean, the majority of people, you guys aren't even freight brokers anymore, but you guys literally do sales calls to shippers to try and help people because most people are afraid to pick up the phone and make dials to.
Speaker 1 (03:44):
To.
Speaker 2 (03:44):
To even generate business, right? And then they're sitting there worried like, oh, well, how's the tariffs going to affect this? Like, bro, you're not even making sales calls. It doesn't matter what's going on with terrorists if you're not even picking up the phone and moving freight.
Speaker 1 (03:56):
Yeah, well, honestly, we. It's funny you mentioned that we make calls, you know, we focus on what you can't control at e Carrier check and. And the tariffs, the economy, C.H. Robinson doing everything I. You Know, the only thing we can control is, is this right? We can pick up the phone, I can walk in a door and I can just start to build relationships. And honestly, I think AI has taken on so many different tasks, but honestly, the only thing that matters are the relationships you've got. And AI is definitely not going to do that.
(04:29):
But I think something that's like this next three months, if you're looking at it from how do I keep up as a little guy or how do I keep up as a small brokerage, I think, you know, those relationships right now, every day counts and you got to start building them fast because carriers are going to start to become a little bit less and brokers are going to become a little bit less. And so just salvaging those shippers, man, that's what it's all about, just building some relationships.
Speaker 2 (04:57):
What I mean, what's some best practices that you've seen over the years? You know, whether you were running the freight as a broker or, you know, in your current role now and building e carrier check and talking to, you know, the hundreds of brokers that you guys talk to on any given week.
Speaker 1 (05:13):
I, for me, I think it's just being, you know, let's talk operational first. I think if you have a shipper right now, you need to make sure that you're being intentional with every conversation. What do you need to make their life easier because they're getting 700 calls a day to take, right? Operationally, you know, freight, you're not going to make money on every load. You know what I mean? It's a real thing. And so you need to understand a how to get away from load boards. I mean, that's why we built e carrier check. We wanted to help you find, we wanted to level up finding carriers that make the most sense for the guy that's small to mid size, you know what I mean?
(05:54):
Anyone can load be on the boards, but from an operational standpoint, what sounds better on a cold call when I'm talking to a shipper going, hey, we're not going to post your freight up on a board. We actually own Highway 10 and we're going to kill it from here to here and so much different. You know, I've heard you and I talked about this for quite a while now. And the people that are actually in a niche market that understand what they do well and how they do it operationally, just kill it and have a better leg up when they're talking to shippers because they want the Talk you. You kind of kill California and Phoenix and Washington, that whole little area right there. And people know that, you know what I mean? They're like, we got to call Cristelli.
(06:36):
This is the guy that does it.
Speaker 2 (06:38):
I. I think that, you know, for me, it is just the. The over complication. I think it. It like for. If I was to break it down, Jared, I think there is a lot of paralysis analysis that comes along with it, because there is a lot of opportunity that's out there. There's a. There's. People overlook, though, how much opportunity is like, literally in specific areas, you know what I mean? And how much freight moves out of. You know, everybody thinks major city, right? Everybody's like, oh, we're gonna go to Phoenix, we're gonna go to, you know, Vegas, Tucson, stuff like that. But it's like, what about all those little ones that are in between there that nobody's really servicing, like, at the levels that they think?
(07:15):
And then, you know, like, if you think about, you know, Atlanta, Georgia, for example, Atlanta freight Mecca out there, essentially, right? How many people go down to Macon, Georgia, though, you know, that's like 80 miles south of there with it. You know, it's at least within 100 miles of. Of Atlanta. You know, how many people ignore that and they just hammer Atlanta and stuff like that. So it's like, I feel like there's a lot of those secondary cities that are. That are at your disposal to go after. And guess what? I guarantee there's somebody who just moves making to Birmingham 30 times a month out there. You know, that is a thing. And it's like, you know, just get 10% of that, you know, and go after that. But again, know your stuff. Know who you're going after.
(07:54):
And, you know, when we're out there developing business, doing any cold call, any number that I'm dialing at any given moment, I have that company's website up. I know exactly what to ask them in the rare instance that they answer the phone. But, you know, yesterday, for example, I'd called this place probably. I've called them 30 times. And then I finally got the decision maker on the phone yesterday. We had a three minute conversation, but it ended with, hey, man, send me an email. I like what you're saying on here. Here's the way that things go. And I'm like, all right, perfect. Cool. Sent it over, you know, but again, I was prepared. I knew exactly what to ask. I knew qualifying questions to keep that conversation going. And there was in no given moment, let Me bid on your frame?
(08:36):
You know, like there was no resort to that. I'm. Because like again man it, I'm in no position to turn away revenue. But I've been doing this long enough to know what I want to go after. And for me it's just as important on to know who not to go after than it is on who to go after.
Speaker 1 (08:53):
Yeah, yeah, that there's some wild truth to that side of it. You know, you said who to go after versus not. And at ecarriachek we have a ton of leads. Right. And it's always interesting you talked about secondary markets in a geographic aspect, but there's secondary markets industries that people don't think through a little bit. Everyone calls us and goes I want to get on an Amazon or Walmart or they're like hey let's go haul some friggin lumber or steel. And I'm like why don't you go after the company that actually makes furniture instead of going to get logs? Or why don't you go after the company that actually makes staircases out of aluminum than actually the friggin steel company. And I think really right now people need to start thinking about okay, what's second and third dairy markets?
(09:43):
When they're marketing and they're trying to reach out to people. That's who I seem to have the most success with when I'm making cold calls. It's those people. The people that are on the other end are just going to commoditize you. They're looking for the lowest rate, they're going to turn you into just I got to be the cheapest guy to get a load. And I've noticed too, even just, you know, over the years of me cold calling on our YouTube channel is I've transitioned my conversation and questions to more value driven conversations and questions. Yeah, versus how about you let me have a quote opportunity? Because now I'm not a commodity, I'm actually turning into a value and saying hey, you know, here's what I'm hearing on i5 right now. I've seen rates go up 25% on the spot market.
(10:27):
If we can get someone in a contract rate, we could probably save you 5 to 8% over the course this next six months. You know, is that something you'd be interested in? And boy, it makes it. You, you sound intelligent. You, you understand their game, you understand their freight. You got to think about what it's like to be on their side of the table, not just how do I make a buck.
Speaker 2 (10:47):
So how are you navigating through some of those conversations? Right? Because, like, I, I look, I don't know a lot of individuals in this industry who were ever given, like, real sales training on how to call and how to prospect. I'm. I mean, I'm into this. The author's name is Jeb Blount right now, and I just read fnat. I'm just about to finish Fanatical Prospecting. I already bought two more of his books because, like, I just. This guy speaks my language. When it comes to business development, there's no pie in the sky theory. That's like real examples. And. And again, I need to be talked to like a toddler with a lot of stuff, and he breaks it down like that. Like, it's very high level, but it's very simple to follow.
(11:34):
And, you know, because like, for me, when I'm going out there and prospecting anybody, I want to know everything that they could possibly do before I call them, you know, and I look, and that's why I tell everybody to have the company's website up when you're calling them. Because for me, it's like you need to ask a qualifying question. You can't just say, hey, I want to. I'm a broker. I want to move your freight. You know, how much freighter you move. And I like, I don't even ask about any of that stuff. I'm always, here's who I am. This is why I'm calling. This is what we do. And I want to put that out there because I want to kind of vibe them out a little bit to see, like, how are they even listening to anything that I'm saying?
(12:13):
Because more times than not, they're really not. And then I'm going to hit them with a product question about that. Hey, you know, product X, are you guys ever moving that on, you know, flatbed Conestogas, or is everything tarped on that? Or do you guys even stick with the dry van? And it's like, boom, boom. And I want to get them talking about it. So my question to you, Jared, is as you brought that up, and how are you transitioning that call from the first time you get him on the phone? Hey, my name is Jared to what the fuck are you actually doing here? How do you kind of transition that?
Speaker 1 (12:43):
This is a great question, and I've got answer to that. And I want to get into that. By the way, sales gravy dot com. Jeb Blunt is the realest friggin OG in sales. I also love Anthony and Areno. If you haven't read any of his books, eat their lunch is truly. That book changed my life.
Speaker 2 (13:01):
Their lunch.
Speaker 1 (13:02):
Eat their lunch, man. Like I'm telling you, check out Anthony and Areno. Jeb Blunt, both of them. In fact, they just did a co author book on AI and selling in this market.
Speaker 2 (13:11):
Oh nice.
Speaker 1 (13:12):
Both of them are phenomenal sales coaches. Actually Anthony and Arena, when were, when I was in freight brokering, we took all of his sales classes and we also did. This is kind of weird, but we also, when I first started brokering, we took all of the Wolf of Wall street. We took Jordan Belfort sales training class.
Speaker 2 (13:28):
Dude, I, I've said that, right? Like you can fucking say what you want about him as you know from a moral standpoint, right? Like I think the shit that he did is a lot more common than you think. He just got caught at the end of the day. But his straight line selling system is very applicable to freight. And if you want, that's another really good book for people to go out and read. And I've said that for years, right? And everybody's like, oh, Jordan Belfort. I'm like, I don't give a fuck what you think about him as a person. The system that he utilizes and teaches is very applicable and very effective in frame.
Speaker 1 (14:04):
Phenomenal. He has a video on YouTube. If you just look up Jordan Belfort and tonality, he has a 20 minute video on changing the pitches of your voice.
Speaker 2 (14:13):
Yeah.
Speaker 1 (14:13):
And it is. It'll change the way you sell every day. To answer your question, this is such a great question and honestly this is sort of why. And I don't think we didn't even talk about this, but this is sort of why. E carrier check exists from a prospecting aspect is one of my first. I got to tell you, this is so funny. When I started brokering or when I started in freight, I actually used to work for Tiffany and company. I was a three piece suit guy. People came into me retail and my average sale was anywhere from 27 to $55,000. And I got a couple million dollar sales which was wild, right? And I come into trucking like a jackass. I got pink ties and friggin three piece suits and I'm like, what am I doing?
(14:59):
And I'm like, you know what, I'll just go walk in anywhere. Let's go have a convo. And I walk into this place and it says irrigation on it. I'm in Nebraska, I would expect them to have freight. And all they were was a ditch rider company and they controlled how much water the farmers got. And you know, this is before like blackberries, I'm flip phone and just to kind of give you can see the gray hair to tell you how long I've been in it. But I wanted to develop a system. This is why we made e carrier check. Because I wanted you to be able to skip the first two questions of not knowing what the hell they do. So when you get a lead off E carrier check.
(15:37):
And this isn't an ad, this is just why we develop it is, we wanted you to at least be able to go, oh, they do flatbed shipments or they do van shipments or here's five of their locations and here's how they run this. And this was in their financials. That's all right on there. And I think having, I think right now as a sales guy or a gal, I think right now it's more important to get to the point quickly and ask those very deep or pointed questions because you already assume or already know some of this information. If you're a Flatbed guy on i10, I can tell you exactly who to call off. You carry your check, right?
(16:16):
Yeah, because that's what we also do that same thing with RGMs or vans or reefers, whatever it is, and transitioning in that sales call right now. I've noticed especially because we've made calls five years ago, we've made calls this year, six months ago or two years ago. People want to talk to intelligent people and you've got to go, hey, you know, this is Chris over at spi and you know, the reason for the call is we, you know, we're doing flatbeds specifically, but we're actually over in Arizona, California, Washington. We have capacity north versus south, you know, and you've got to get real quick into those power questions and power statements because people don't want to listen.
Speaker 2 (16:55):
Yeah, dude, 100%. Michael Gillette, he says is calling one time and speaking to them. Then follow up by email only. Good enough. Or should I follow up by calling? Michael, I personally think you, if they tell, if you call, because this is what happens to me. You're right. You call them, they're like, hey man, send me an email. Send me your information. And then they seemingly never respond to said email. So I do a. It's two to three outreaches, right? So if I call them here in May, I'll send them an email right away after the call If I will follow up with them in June via email, if there's no response in June, I will call them in July, and then I will just again follow up. Because there's. There's. From my perspective, man, there.
(17:39):
There are people out there who will take your call, and then they will give you their information, and then they will never reply to you because they just, like most sales reps, hate confrontation. The people who are answering the phone hate confrontation, too. So they're going to give you what you want to kind of get you off of the phone. And then that's why I'm like, I just want to respectfully follow up with people. I do not believe in bombarding them every week, every, you know, every two weeks. It's like if I had a conversation with them, I actually will ask them, hey, man, I understand how things are going right now. How can I respectfully follow up with you? You know, I.
(18:15):
I even just do that and blatantly ask them, hey, how can I respectfully follow up with you to where you will want not dread if you see my number pop up in your caller id Is once a month okay? Or is every other month okay? And I'll give them that opportunity. And more times than not, they will tell you exactly how you can reach out to them. I had that conversation with somebody this morning. They specifically told me. They're like, hey, we're. We do have full truckload. We're really happy with our two current providers that we're using right now. And I'm like, hey, I completely understand and respect those relationships that. That you have. How can I follow up with you, though? And then they're like, you know what? Follow up with us in a couple of months. I'm like, perfect.
(18:54):
And then I always like to try and throw a little humor in there. I will. And more times than not, I will say, all right, perfect. I appreciate it. I promise I'm not going to call you tomorrow and act like we never spoke, though. Like, 99 of the time, the people break out laughing on the phone. And I do that as a way because I want them to remember me, right? Because I feel like at that time, if you make somebody laugh, positive connotation of Chris Jolly, the individual, hopefully they'll remember me. Realistically, they won't, because they got 99 of the time they're thinking about themselves, and then the 1% of the time that they're not thinking about themselves, it's how somebody's making them feel in that moment. So that's the correlation That I try and take with that, Michael.
Speaker 1 (19:32):
Yeah, that's good advice. I really think, I think asking actually how they like to be communicated with, like are they on LinkedIn? Are they, you know, what's proper? I think being real right now and genuine is probably the two soft skills that you need on every cold call at this point.
Speaker 2 (19:50):
Dude. And I agree with that. Right. Because it's like, you know, if you're gonna develop business right now, especially with a new customer, it's lane by lane. Right. And that's why you need to know those lanes that you want to move more than ever. And you know, I just don't see a lot of value. And again, this isn't a one size fits all. I don't personally see a lot of value in the spray and pray methodology that is out there. I've just, again, this is just coming from somebody who actively is prospecting shippers who actively moves freight every single day. Well, not every, we're hoping to get to every single day here soon, but we're in a little slow patch this week.
(20:28):
But I say that with the feedback that I get on my actual calls is the more direct, the more specific I am, the more information that I get out of them in that time. Right. And again, it's more times than not early on, we need them to remember us. I feel like people put way too much emphasis on trying to sound overly sophisticated when in my interactions with my customers, 99 of the time their only concern is are you gonna actually pick this up or not? That's like as complex as you need to make it for the most part.
Speaker 1 (21:01):
Yeah, yeah. You know, it's funny, I, you know, we get a lot of people that call me and they say that I'm stuck. I've made 50 calls a day, I'm not getting anywhere. And I recommend this for anybody that's just needing an education or a break is this. Last week we called 150 carriers and we specifically were looking for carriers that move from Denver to la because were helping a brokerage try to find somebody. And if you want a master's degree, you want a doctorate degree in what carriers are dealing with on a day to day basis. Go ask some open ended questions to the people that are in the streets grinding.
Speaker 2 (21:39):
Yeah.
Speaker 1 (21:39):
And it's been, I tell you what, you hear everything. You hear what the conditions are on i70, you hear what the conditions are dealing with Denver for freight rates at 98 cents a mile. You hear what it's like out of LA right now trying to find freight. And so you really can take that, you can take all that education and really swing it into those client calls when you're talking and going, hey, here's what I'm hearing from carriers in this lane. Are you dealing with this at all? What, what's affecting you specifically with this lane? And boy, I tell you what, it gets people opening up and they can tell that you actually care and you're genuine about what the hell they do.
Speaker 2 (22:16):
Yeah. You know, a lot of the stuff that I see out there, Jared, especially from like a business development standpoint and stuff, is it's geared more towards like the enterprise level shippers that are out there. And the fact of the matter is, you guys, enterprise level shippers are great. Right. Like we want that level of consistency that comes across. But if you're looking at a typical sales cycle that's out there, a lot of those are years, you guys, that's plural years. I'm talking 24, 36, 48 months it might take before you get an opportunity. Right.
(22:51):
So I, I think that, you know, for me it's great to have a little bit of that you're going after, but I feel like for the most part a lot of the business that we should be going after have not gravitated away from the fundamentals of the industry. Right. Like, they're not, yes, they're concerned about everything that everybody else is concerned about, but you don't need a 45 minute pitch deck to really get their freight. It's what Jared's talking about here is like you got to know the, you got to know what's going on in their area specifically. Because if we're talking about national freight rates, for example, to a shipper in Albuquerque that maybe moves five full truckloads a month, I don't think they give a shit about that all that much. They're concerned about what they have to pay for the freight.
(23:39):
Yes. But if you're going in there from like a separate angle, I don't know if that's necessarily applicable. And you know, as much of a fan of technology as I am out there, when you can afforded, I have not had a conversation to this day over these last couple of years where somebody was like, I need to see your tech stack. I need to see the capabilities in that they're out there. Yes. But like it's not as likely and probable as it's kind of being made seen out there.
Speaker 1 (24:11):
Yeah. Absolutely. I think, I think shippers right now are just as, you know, brokers and carriers. We, we think it's noisy right now. We think that double brokering and fraudulent, all this, shippers are dealing with the same thing and it's loud and noisy and they've got 40 frigging voicemails. They probably aren't even answering their voicemail anymore. And their boss is going, why is our freight rates going up? Or why didn't this get picked up? Our clients need it. And so I think, man, I tell you what, right now I haven't had a shipper actually and I've talked to lots of shippers. I haven't had a person actually say anything about my, can you connect to my system? Do you have visibility? Okay, perfect. You know, I like to deal with you.
(24:52):
I really think something, if people can go do this right now when it comes to, you know, getting a step up for the next three months, I tell you what, I would challenge anybody watching go make five in person sales calls this week or I guess it's Thursday next week and just see the difference it makes when you walk in a door versus picking up the phone.
Speaker 2 (25:12):
Yeah, I mean, you need to have a, you need to have the ability to do multiple modes of selling right now. You really do, right. I think that the less personal, the more it's being overplayed, right? So when I say less personal, I mean social media, dms, I mean email is effective, right? It can be very effective. But I think you, in times when the digitization is being overly pushed from a lot of modes, how else are you going to stand out in a crowd right now? Right? Because like again, like as Jared said, hundreds of outreaches are being done on a any given day, if not week out there to everybody who's got a pulse that moves, right? How are you going to stand out in a crowd and you know, showing up in person, phenomenal.
(26:06):
If you can do that, get out there and do that. Otherwise cold calling when you're prepared. Right now I can tell you this, you guys, it's different now. Like, yes, the sales cycles are longer, but I have received way less resistance recently than when I was previously doing it. You know, back in, you know, 2011 through 2018, you know, like in that time frame, man, it was like, dude, you just get hung up on way more often than not now being maybe, you know, I don't know, maybe it's just because I've been done a couple, you know, like 1200 podcasts and I just, I sound really good now. Maybe that's what it is, Jared. But I don't think that's the case. I truly think it's because I am clear and articulate on why I'm calling them, right?
(26:57):
Like, I'm very much straight to the point. And I do that because, like Chris Jolly, the individual, I hate bullshitting, right? Like, I hate the pussy footing around. Like, just cut straight to the chase. Why are you reaching out to me? You know? And then it's like. Or if you're, if we're going to talk, let's get to the point, right? Because everybody's busy, you know? And that's what I want you to think about on your outreach. They have a day job, right? They are not just sitting around with their feet up, kind of fucking hope another broker cold calls me. They're not doing that, right? They got bosses, they have quotas. They have their own personal lives that they're dealing with. So get to the point on why you're calling them. Be direct, be clear, be concise in your outreach.
(27:36):
And I feel like everything is going to start to line up for you.
Speaker 1 (27:39):
Yeah, yeah. You want to differentiate yourself, follow up. You know, I tell everybody that calls, that's a salesperson. I'm like, how often are you getting to your fifth call with the same client? That's. That's where we need to get. We've found over the years right now that shippers are. They used to between three and five calls that it takes to get a shipment. Now it's between 6 and 10. Let's get to the fifth call. You want to differentiate yourself, keep following up. Because most Americans don't. Most double brokers don't. They don't follow up. So stay consistent.
Speaker 2 (28:14):
Double brokers don't follow up. Put that on a T shirt.
Speaker 1 (28:17):
Yeah, I'm just saying, they don't follow up, right?
Speaker 2 (28:19):
Oh, that's funny, man. No, but I mean, dude, you're right. At the end of the day, I mean, you can go out there and do all the research. The follow up is the power. That is where all the power is. That's where all the results are. Because again, they're not thinking about you. I, I hate to break this to you, and this sounds like a big, when I say this, but, like, they don't think about you and they don't remember you at all right? They don't care about you. Just like everybody who I reach, they don't give a. About me at all. They Got their own going on in their life, and it's up to you to get in front of them, to stay in front of them so they do remember you.
(28:55):
So when their current network drops the ball, they think of you first. Right. Because I want you guys to remember this. Everybody is good right now until they're not. Who are they going to reach out to in that moment? And that's what you need to be thinking about in your sales outreach.
Speaker 1 (29:09):
Yeah, absolutely.
Speaker 2 (29:12):
I fucking love it. Jared, you got to come back on again. I want you on every week, man. Let's list next time. Let's listen to Goggins videos live on the show and then make cold calls. And then make cold calls. Let's make live cold calls on this show.
Speaker 1 (29:25):
I'm down, man. I. I love making cold calls. I love just connecting with people and. And just seeing where it goes. And I. I don't mind the hang up, to be honest with you. It kind of drives me a little more.
Speaker 2 (29:35):
So, dude, honestly, I've had over the last four months, and again, you guys, I make 55 cold calls a day every day. For context, I've been hung up one time. Yeah. So take that for what it's worth, ladies and gentlemen. But that will be it for today, you guys. Jared, how does anybody reach out to you to find out more about E Carrier Check?
Speaker 1 (29:56):
Yeah, check us out on LinkedIn. Check us out ecarrycheck.com. We do. Honestly, our software is a sourcing platform specifically to find either carriers or shippers. But we also do sales training with you. We want to drive the business for you and with you. We had a client just reach out the other day and say, hey, I just won all these lanes with an rfp. How do I find trucks? And we brought the house and we're. We're all in. We're a small family business and we want to help. We want to see people grow. We want to see these people be successful.
Speaker 2 (30:25):
So, hell yeah, man. Hit them up, you guys, if you guys can't find Jared or E Carrier check or Nate for whatever reason, hit me up, you guys. I'll gladly put you guys in contact with them. But that will be it for today. Ladies and gentlemen, as always, if you got value in what you heard, subscribe to the show. If you're feeling ambitious after this one, which you should be. And you haven't ranked the show yet on itunes and Spotify, rank the show as well, you guys, because if you saw value, chances are your network's going to see value. As well. I appreciate you guys. I love you guys, and we'll be talking to you soon. We don't have an outro, man. We just.
Came back with a bank window down yelling now money anything hey oh got the foot on the gas pedal to the metal when I'm get to the back hey Got the foot on the gas pedal to the metal when the lane moving fast hey Let them all cross if they hate then let them hate them Make a bigger ball.
Speaker 2 (00:24):
Hey what is up ladies and gentlemen? We are back. We are live. It is the Freight Coach podcast, the top podcast in transportation coming to you guys every single weekday, 8:30am Pacific, 10:30 Central to break down some industry headlines. But most importantly, you guys provide some actual insight into what you can do with all of this information. If this is your first time tuning in, welcome. This is the real side of freight, ladies and gentlemen. And I say that before every single show. And what I mean by that is I only speak with transportation professionals because at the end of the day, you guys, I want to talk to the right individuals who have done what you're looking to do or who are currently doing what you're trying to achieve.
(00:58):
So you can take that information, apply it, utilize it and see a meaningful difference in your business and your life. Happy Thursday, everybody. I got a very special guest for you guys here today and I'm going to bring him up in a second. But before we do that, I got to give you guys a little reminder, all right? If you want to get in on the newsletter at all, we drop it every single Wednesday. I'm not going to spam you because I frankly don't even know how any of this stuff works. My team behind the scenes does all this cool stuff with the newsletter, but if you want to reg for it, go to the freightcoach.com. It will auto prompt you. You can sign up for it.
(01:30):
It just drops on Wednesdays and it's always about the transportation industry, you guys, because I'm not trying to be a life coach because I'm working on my by him myself. And I am in no place to give people advice on anything other than how to move some freight. But with that being said, you guys, we're going to talk about some freight lanes today, some market intel and what you can do to grow your book of business with that. So I got Mr. Jared Ross on the show today with e carrier check. Jared, thank you so much for taking the time to join me.
Speaker 1 (01:58):
What's up, brother? It's good to see you. I'm, I'm excited to be on this is the real side of freight. Man. I love that you say that, dude.
Speaker 2 (02:06):
I'm Just after you brought up Goggins, man, I'm like ready to run through a wall. Jared was out there watching Goggins videos behind the scenes when we were talking before the show. And, you know, I've been trying my best not to drop as many F bombs, but, you know, here we fucking go, man. Let's get it.
Speaker 1 (02:22):
Yeah, I, you know, sometimes you just gotta. You gotta rewatch a little motivation. And I friggin love Goggins. I mean, he is just intense, but, you know, I, I don't run at the same speed he does, but God, I love the motivation behind him, dude.
Speaker 2 (02:36):
He does it is such a. You know, I've. I've heard this a lot over the years is there's like, there's different levels, there's different gears to a lot of this stuff. And, you know, I, I'm always trying to say, like, you know, trying to see how do I just get a little bit better, right? Like, how do I. And then I always try and focus on the fundamentals on this show because I feel like people pay way too much attention to the pie in the sky bullshit that they see out there. They're like, oh, ch. Robinson's doing this. I might as well do that. And I'm like, yes, there's. There's merit to some of that information that's out there, but the moves that they make compared to what most people need to make is vastly different. Right?
(03:15):
Like, most people's brands are not known by every single shipper in the United States of America. Right there. That's where you should start. You should start by making more sales calls. And that's why I want to focus on that more times than not. Because, like, dude, you just got to get out there. You got to talk to more people. I mean, the majority of people, you guys aren't even freight brokers anymore, but you guys literally do sales calls to shippers to try and help people because most people are afraid to pick up the phone and make dials to.
Speaker 1 (03:44):
To.
Speaker 2 (03:44):
To even generate business, right? And then they're sitting there worried like, oh, well, how's the tariffs going to affect this? Like, bro, you're not even making sales calls. It doesn't matter what's going on with terrorists if you're not even picking up the phone and moving freight.
Speaker 1 (03:56):
Yeah, well, honestly, we. It's funny you mentioned that we make calls, you know, we focus on what you can't control at e Carrier check and. And the tariffs, the economy, C.H. Robinson doing everything I. You Know, the only thing we can control is, is this right? We can pick up the phone, I can walk in a door and I can just start to build relationships. And honestly, I think AI has taken on so many different tasks, but honestly, the only thing that matters are the relationships you've got. And AI is definitely not going to do that.
(04:29):
But I think something that's like this next three months, if you're looking at it from how do I keep up as a little guy or how do I keep up as a small brokerage, I think, you know, those relationships right now, every day counts and you got to start building them fast because carriers are going to start to become a little bit less and brokers are going to become a little bit less. And so just salvaging those shippers, man, that's what it's all about, just building some relationships.
Speaker 2 (04:57):
What I mean, what's some best practices that you've seen over the years? You know, whether you were running the freight as a broker or, you know, in your current role now and building e carrier check and talking to, you know, the hundreds of brokers that you guys talk to on any given week.
Speaker 1 (05:13):
I, for me, I think it's just being, you know, let's talk operational first. I think if you have a shipper right now, you need to make sure that you're being intentional with every conversation. What do you need to make their life easier because they're getting 700 calls a day to take, right? Operationally, you know, freight, you're not going to make money on every load. You know what I mean? It's a real thing. And so you need to understand a how to get away from load boards. I mean, that's why we built e carrier check. We wanted to help you find, we wanted to level up finding carriers that make the most sense for the guy that's small to mid size, you know what I mean?
(05:54):
Anyone can load be on the boards, but from an operational standpoint, what sounds better on a cold call when I'm talking to a shipper going, hey, we're not going to post your freight up on a board. We actually own Highway 10 and we're going to kill it from here to here and so much different. You know, I've heard you and I talked about this for quite a while now. And the people that are actually in a niche market that understand what they do well and how they do it operationally, just kill it and have a better leg up when they're talking to shippers because they want the Talk you. You kind of kill California and Phoenix and Washington, that whole little area right there. And people know that, you know what I mean? They're like, we got to call Cristelli.
(06:36):
This is the guy that does it.
Speaker 2 (06:38):
I. I think that, you know, for me, it is just the. The over complication. I think it. It like for. If I was to break it down, Jared, I think there is a lot of paralysis analysis that comes along with it, because there is a lot of opportunity that's out there. There's a. There's. People overlook, though, how much opportunity is like, literally in specific areas, you know what I mean? And how much freight moves out of. You know, everybody thinks major city, right? Everybody's like, oh, we're gonna go to Phoenix, we're gonna go to, you know, Vegas, Tucson, stuff like that. But it's like, what about all those little ones that are in between there that nobody's really servicing, like, at the levels that they think?
(07:15):
And then, you know, like, if you think about, you know, Atlanta, Georgia, for example, Atlanta freight Mecca out there, essentially, right? How many people go down to Macon, Georgia, though, you know, that's like 80 miles south of there with it. You know, it's at least within 100 miles of. Of Atlanta. You know, how many people ignore that and they just hammer Atlanta and stuff like that. So it's like, I feel like there's a lot of those secondary cities that are. That are at your disposal to go after. And guess what? I guarantee there's somebody who just moves making to Birmingham 30 times a month out there. You know, that is a thing. And it's like, you know, just get 10% of that, you know, and go after that. But again, know your stuff. Know who you're going after.
(07:54):
And, you know, when we're out there developing business, doing any cold call, any number that I'm dialing at any given moment, I have that company's website up. I know exactly what to ask them in the rare instance that they answer the phone. But, you know, yesterday, for example, I'd called this place probably. I've called them 30 times. And then I finally got the decision maker on the phone yesterday. We had a three minute conversation, but it ended with, hey, man, send me an email. I like what you're saying on here. Here's the way that things go. And I'm like, all right, perfect. Cool. Sent it over, you know, but again, I was prepared. I knew exactly what to ask. I knew qualifying questions to keep that conversation going. And there was in no given moment, let Me bid on your frame?
(08:36):
You know, like there was no resort to that. I'm. Because like again man it, I'm in no position to turn away revenue. But I've been doing this long enough to know what I want to go after. And for me it's just as important on to know who not to go after than it is on who to go after.
Speaker 1 (08:53):
Yeah, yeah, that there's some wild truth to that side of it. You know, you said who to go after versus not. And at ecarriachek we have a ton of leads. Right. And it's always interesting you talked about secondary markets in a geographic aspect, but there's secondary markets industries that people don't think through a little bit. Everyone calls us and goes I want to get on an Amazon or Walmart or they're like hey let's go haul some friggin lumber or steel. And I'm like why don't you go after the company that actually makes furniture instead of going to get logs? Or why don't you go after the company that actually makes staircases out of aluminum than actually the friggin steel company. And I think really right now people need to start thinking about okay, what's second and third dairy markets?
(09:43):
When they're marketing and they're trying to reach out to people. That's who I seem to have the most success with when I'm making cold calls. It's those people. The people that are on the other end are just going to commoditize you. They're looking for the lowest rate, they're going to turn you into just I got to be the cheapest guy to get a load. And I've noticed too, even just, you know, over the years of me cold calling on our YouTube channel is I've transitioned my conversation and questions to more value driven conversations and questions. Yeah, versus how about you let me have a quote opportunity? Because now I'm not a commodity, I'm actually turning into a value and saying hey, you know, here's what I'm hearing on i5 right now. I've seen rates go up 25% on the spot market.
(10:27):
If we can get someone in a contract rate, we could probably save you 5 to 8% over the course this next six months. You know, is that something you'd be interested in? And boy, it makes it. You, you sound intelligent. You, you understand their game, you understand their freight. You got to think about what it's like to be on their side of the table, not just how do I make a buck.
Speaker 2 (10:47):
So how are you navigating through some of those conversations? Right? Because, like, I, I look, I don't know a lot of individuals in this industry who were ever given, like, real sales training on how to call and how to prospect. I'm. I mean, I'm into this. The author's name is Jeb Blount right now, and I just read fnat. I'm just about to finish Fanatical Prospecting. I already bought two more of his books because, like, I just. This guy speaks my language. When it comes to business development, there's no pie in the sky theory. That's like real examples. And. And again, I need to be talked to like a toddler with a lot of stuff, and he breaks it down like that. Like, it's very high level, but it's very simple to follow.
(11:34):
And, you know, because like, for me, when I'm going out there and prospecting anybody, I want to know everything that they could possibly do before I call them, you know, and I look, and that's why I tell everybody to have the company's website up when you're calling them. Because for me, it's like you need to ask a qualifying question. You can't just say, hey, I want to. I'm a broker. I want to move your freight. You know, how much freighter you move. And I like, I don't even ask about any of that stuff. I'm always, here's who I am. This is why I'm calling. This is what we do. And I want to put that out there because I want to kind of vibe them out a little bit to see, like, how are they even listening to anything that I'm saying?
(12:13):
Because more times than not, they're really not. And then I'm going to hit them with a product question about that. Hey, you know, product X, are you guys ever moving that on, you know, flatbed Conestogas, or is everything tarped on that? Or do you guys even stick with the dry van? And it's like, boom, boom. And I want to get them talking about it. So my question to you, Jared, is as you brought that up, and how are you transitioning that call from the first time you get him on the phone? Hey, my name is Jared to what the fuck are you actually doing here? How do you kind of transition that?
Speaker 1 (12:43):
This is a great question, and I've got answer to that. And I want to get into that. By the way, sales gravy dot com. Jeb Blunt is the realest friggin OG in sales. I also love Anthony and Areno. If you haven't read any of his books, eat their lunch is truly. That book changed my life.
Speaker 2 (13:01):
Their lunch.
Speaker 1 (13:02):
Eat their lunch, man. Like I'm telling you, check out Anthony and Areno. Jeb Blunt, both of them. In fact, they just did a co author book on AI and selling in this market.
Speaker 2 (13:11):
Oh nice.
Speaker 1 (13:12):
Both of them are phenomenal sales coaches. Actually Anthony and Arena, when were, when I was in freight brokering, we took all of his sales classes and we also did. This is kind of weird, but we also, when I first started brokering, we took all of the Wolf of Wall street. We took Jordan Belfort sales training class.
Speaker 2 (13:28):
Dude, I, I've said that, right? Like you can fucking say what you want about him as you know from a moral standpoint, right? Like I think the shit that he did is a lot more common than you think. He just got caught at the end of the day. But his straight line selling system is very applicable to freight. And if you want, that's another really good book for people to go out and read. And I've said that for years, right? And everybody's like, oh, Jordan Belfort. I'm like, I don't give a fuck what you think about him as a person. The system that he utilizes and teaches is very applicable and very effective in frame.
Speaker 1 (14:04):
Phenomenal. He has a video on YouTube. If you just look up Jordan Belfort and tonality, he has a 20 minute video on changing the pitches of your voice.
Speaker 2 (14:13):
Yeah.
Speaker 1 (14:13):
And it is. It'll change the way you sell every day. To answer your question, this is such a great question and honestly this is sort of why. And I don't think we didn't even talk about this, but this is sort of why. E carrier check exists from a prospecting aspect is one of my first. I got to tell you, this is so funny. When I started brokering or when I started in freight, I actually used to work for Tiffany and company. I was a three piece suit guy. People came into me retail and my average sale was anywhere from 27 to $55,000. And I got a couple million dollar sales which was wild, right? And I come into trucking like a jackass. I got pink ties and friggin three piece suits and I'm like, what am I doing?
(14:59):
And I'm like, you know what, I'll just go walk in anywhere. Let's go have a convo. And I walk into this place and it says irrigation on it. I'm in Nebraska, I would expect them to have freight. And all they were was a ditch rider company and they controlled how much water the farmers got. And you know, this is before like blackberries, I'm flip phone and just to kind of give you can see the gray hair to tell you how long I've been in it. But I wanted to develop a system. This is why we made e carrier check. Because I wanted you to be able to skip the first two questions of not knowing what the hell they do. So when you get a lead off E carrier check.
(15:37):
And this isn't an ad, this is just why we develop it is, we wanted you to at least be able to go, oh, they do flatbed shipments or they do van shipments or here's five of their locations and here's how they run this. And this was in their financials. That's all right on there. And I think having, I think right now as a sales guy or a gal, I think right now it's more important to get to the point quickly and ask those very deep or pointed questions because you already assume or already know some of this information. If you're a Flatbed guy on i10, I can tell you exactly who to call off. You carry your check, right?
(16:16):
Yeah, because that's what we also do that same thing with RGMs or vans or reefers, whatever it is, and transitioning in that sales call right now. I've noticed especially because we've made calls five years ago, we've made calls this year, six months ago or two years ago. People want to talk to intelligent people and you've got to go, hey, you know, this is Chris over at spi and you know, the reason for the call is we, you know, we're doing flatbeds specifically, but we're actually over in Arizona, California, Washington. We have capacity north versus south, you know, and you've got to get real quick into those power questions and power statements because people don't want to listen.
Speaker 2 (16:55):
Yeah, dude, 100%. Michael Gillette, he says is calling one time and speaking to them. Then follow up by email only. Good enough. Or should I follow up by calling? Michael, I personally think you, if they tell, if you call, because this is what happens to me. You're right. You call them, they're like, hey man, send me an email. Send me your information. And then they seemingly never respond to said email. So I do a. It's two to three outreaches, right? So if I call them here in May, I'll send them an email right away after the call If I will follow up with them in June via email, if there's no response in June, I will call them in July, and then I will just again follow up. Because there's. There's. From my perspective, man, there.
(17:39):
There are people out there who will take your call, and then they will give you their information, and then they will never reply to you because they just, like most sales reps, hate confrontation. The people who are answering the phone hate confrontation, too. So they're going to give you what you want to kind of get you off of the phone. And then that's why I'm like, I just want to respectfully follow up with people. I do not believe in bombarding them every week, every, you know, every two weeks. It's like if I had a conversation with them, I actually will ask them, hey, man, I understand how things are going right now. How can I respectfully follow up with you? You know, I.
(18:15):
I even just do that and blatantly ask them, hey, how can I respectfully follow up with you to where you will want not dread if you see my number pop up in your caller id Is once a month okay? Or is every other month okay? And I'll give them that opportunity. And more times than not, they will tell you exactly how you can reach out to them. I had that conversation with somebody this morning. They specifically told me. They're like, hey, we're. We do have full truckload. We're really happy with our two current providers that we're using right now. And I'm like, hey, I completely understand and respect those relationships that. That you have. How can I follow up with you, though? And then they're like, you know what? Follow up with us in a couple of months. I'm like, perfect.
(18:54):
And then I always like to try and throw a little humor in there. I will. And more times than not, I will say, all right, perfect. I appreciate it. I promise I'm not going to call you tomorrow and act like we never spoke, though. Like, 99 of the time, the people break out laughing on the phone. And I do that as a way because I want them to remember me, right? Because I feel like at that time, if you make somebody laugh, positive connotation of Chris Jolly, the individual, hopefully they'll remember me. Realistically, they won't, because they got 99 of the time they're thinking about themselves, and then the 1% of the time that they're not thinking about themselves, it's how somebody's making them feel in that moment. So that's the correlation That I try and take with that, Michael.
Speaker 1 (19:32):
Yeah, that's good advice. I really think, I think asking actually how they like to be communicated with, like are they on LinkedIn? Are they, you know, what's proper? I think being real right now and genuine is probably the two soft skills that you need on every cold call at this point.
Speaker 2 (19:50):
Dude. And I agree with that. Right. Because it's like, you know, if you're gonna develop business right now, especially with a new customer, it's lane by lane. Right. And that's why you need to know those lanes that you want to move more than ever. And you know, I just don't see a lot of value. And again, this isn't a one size fits all. I don't personally see a lot of value in the spray and pray methodology that is out there. I've just, again, this is just coming from somebody who actively is prospecting shippers who actively moves freight every single day. Well, not every, we're hoping to get to every single day here soon, but we're in a little slow patch this week.
(20:28):
But I say that with the feedback that I get on my actual calls is the more direct, the more specific I am, the more information that I get out of them in that time. Right. And again, it's more times than not early on, we need them to remember us. I feel like people put way too much emphasis on trying to sound overly sophisticated when in my interactions with my customers, 99 of the time their only concern is are you gonna actually pick this up or not? That's like as complex as you need to make it for the most part.
Speaker 1 (21:01):
Yeah, yeah. You know, it's funny, I, you know, we get a lot of people that call me and they say that I'm stuck. I've made 50 calls a day, I'm not getting anywhere. And I recommend this for anybody that's just needing an education or a break is this. Last week we called 150 carriers and we specifically were looking for carriers that move from Denver to la because were helping a brokerage try to find somebody. And if you want a master's degree, you want a doctorate degree in what carriers are dealing with on a day to day basis. Go ask some open ended questions to the people that are in the streets grinding.
Speaker 2 (21:39):
Yeah.
Speaker 1 (21:39):
And it's been, I tell you what, you hear everything. You hear what the conditions are on i70, you hear what the conditions are dealing with Denver for freight rates at 98 cents a mile. You hear what it's like out of LA right now trying to find freight. And so you really can take that, you can take all that education and really swing it into those client calls when you're talking and going, hey, here's what I'm hearing from carriers in this lane. Are you dealing with this at all? What, what's affecting you specifically with this lane? And boy, I tell you what, it gets people opening up and they can tell that you actually care and you're genuine about what the hell they do.
Speaker 2 (22:16):
Yeah. You know, a lot of the stuff that I see out there, Jared, especially from like a business development standpoint and stuff, is it's geared more towards like the enterprise level shippers that are out there. And the fact of the matter is, you guys, enterprise level shippers are great. Right. Like we want that level of consistency that comes across. But if you're looking at a typical sales cycle that's out there, a lot of those are years, you guys, that's plural years. I'm talking 24, 36, 48 months it might take before you get an opportunity. Right.
(22:51):
So I, I think that, you know, for me it's great to have a little bit of that you're going after, but I feel like for the most part a lot of the business that we should be going after have not gravitated away from the fundamentals of the industry. Right. Like, they're not, yes, they're concerned about everything that everybody else is concerned about, but you don't need a 45 minute pitch deck to really get their freight. It's what Jared's talking about here is like you got to know the, you got to know what's going on in their area specifically. Because if we're talking about national freight rates, for example, to a shipper in Albuquerque that maybe moves five full truckloads a month, I don't think they give a shit about that all that much. They're concerned about what they have to pay for the freight.
(23:39):
Yes. But if you're going in there from like a separate angle, I don't know if that's necessarily applicable. And you know, as much of a fan of technology as I am out there, when you can afforded, I have not had a conversation to this day over these last couple of years where somebody was like, I need to see your tech stack. I need to see the capabilities in that they're out there. Yes. But like it's not as likely and probable as it's kind of being made seen out there.
Speaker 1 (24:11):
Yeah. Absolutely. I think, I think shippers right now are just as, you know, brokers and carriers. We, we think it's noisy right now. We think that double brokering and fraudulent, all this, shippers are dealing with the same thing and it's loud and noisy and they've got 40 frigging voicemails. They probably aren't even answering their voicemail anymore. And their boss is going, why is our freight rates going up? Or why didn't this get picked up? Our clients need it. And so I think, man, I tell you what, right now I haven't had a shipper actually and I've talked to lots of shippers. I haven't had a person actually say anything about my, can you connect to my system? Do you have visibility? Okay, perfect. You know, I like to deal with you.
(24:52):
I really think something, if people can go do this right now when it comes to, you know, getting a step up for the next three months, I tell you what, I would challenge anybody watching go make five in person sales calls this week or I guess it's Thursday next week and just see the difference it makes when you walk in a door versus picking up the phone.
Speaker 2 (25:12):
Yeah, I mean, you need to have a, you need to have the ability to do multiple modes of selling right now. You really do, right. I think that the less personal, the more it's being overplayed, right? So when I say less personal, I mean social media, dms, I mean email is effective, right? It can be very effective. But I think you, in times when the digitization is being overly pushed from a lot of modes, how else are you going to stand out in a crowd right now? Right? Because like again, like as Jared said, hundreds of outreaches are being done on a any given day, if not week out there to everybody who's got a pulse that moves, right? How are you going to stand out in a crowd and you know, showing up in person, phenomenal.
(26:06):
If you can do that, get out there and do that. Otherwise cold calling when you're prepared. Right now I can tell you this, you guys, it's different now. Like, yes, the sales cycles are longer, but I have received way less resistance recently than when I was previously doing it. You know, back in, you know, 2011 through 2018, you know, like in that time frame, man, it was like, dude, you just get hung up on way more often than not now being maybe, you know, I don't know, maybe it's just because I've been done a couple, you know, like 1200 podcasts and I just, I sound really good now. Maybe that's what it is, Jared. But I don't think that's the case. I truly think it's because I am clear and articulate on why I'm calling them, right?
(26:57):
Like, I'm very much straight to the point. And I do that because, like Chris Jolly, the individual, I hate bullshitting, right? Like, I hate the pussy footing around. Like, just cut straight to the chase. Why are you reaching out to me? You know? And then it's like. Or if you're, if we're going to talk, let's get to the point, right? Because everybody's busy, you know? And that's what I want you to think about on your outreach. They have a day job, right? They are not just sitting around with their feet up, kind of fucking hope another broker cold calls me. They're not doing that, right? They got bosses, they have quotas. They have their own personal lives that they're dealing with. So get to the point on why you're calling them. Be direct, be clear, be concise in your outreach.
(27:36):
And I feel like everything is going to start to line up for you.
Speaker 1 (27:39):
Yeah, yeah. You want to differentiate yourself, follow up. You know, I tell everybody that calls, that's a salesperson. I'm like, how often are you getting to your fifth call with the same client? That's. That's where we need to get. We've found over the years right now that shippers are. They used to between three and five calls that it takes to get a shipment. Now it's between 6 and 10. Let's get to the fifth call. You want to differentiate yourself, keep following up. Because most Americans don't. Most double brokers don't. They don't follow up. So stay consistent.
Speaker 2 (28:14):
Double brokers don't follow up. Put that on a T shirt.
Speaker 1 (28:17):
Yeah, I'm just saying, they don't follow up, right?
Speaker 2 (28:19):
Oh, that's funny, man. No, but I mean, dude, you're right. At the end of the day, I mean, you can go out there and do all the research. The follow up is the power. That is where all the power is. That's where all the results are. Because again, they're not thinking about you. I, I hate to break this to you, and this sounds like a big, when I say this, but, like, they don't think about you and they don't remember you at all right? They don't care about you. Just like everybody who I reach, they don't give a. About me at all. They Got their own going on in their life, and it's up to you to get in front of them, to stay in front of them so they do remember you.
(28:55):
So when their current network drops the ball, they think of you first. Right. Because I want you guys to remember this. Everybody is good right now until they're not. Who are they going to reach out to in that moment? And that's what you need to be thinking about in your sales outreach.
Speaker 1 (29:09):
Yeah, absolutely.
Speaker 2 (29:12):
I fucking love it. Jared, you got to come back on again. I want you on every week, man. Let's list next time. Let's listen to Goggins videos live on the show and then make cold calls. And then make cold calls. Let's make live cold calls on this show.
Speaker 1 (29:25):
I'm down, man. I. I love making cold calls. I love just connecting with people and. And just seeing where it goes. And I. I don't mind the hang up, to be honest with you. It kind of drives me a little more.
Speaker 2 (29:35):
So, dude, honestly, I've had over the last four months, and again, you guys, I make 55 cold calls a day every day. For context, I've been hung up one time. Yeah. So take that for what it's worth, ladies and gentlemen. But that will be it for today, you guys. Jared, how does anybody reach out to you to find out more about E Carrier Check?
Speaker 1 (29:56):
Yeah, check us out on LinkedIn. Check us out ecarrycheck.com. We do. Honestly, our software is a sourcing platform specifically to find either carriers or shippers. But we also do sales training with you. We want to drive the business for you and with you. We had a client just reach out the other day and say, hey, I just won all these lanes with an rfp. How do I find trucks? And we brought the house and we're. We're all in. We're a small family business and we want to help. We want to see people grow. We want to see these people be successful.
Speaker 2 (30:25):
So, hell yeah, man. Hit them up, you guys, if you guys can't find Jared or E Carrier check or Nate for whatever reason, hit me up, you guys. I'll gladly put you guys in contact with them. But that will be it for today. Ladies and gentlemen, as always, if you got value in what you heard, subscribe to the show. If you're feeling ambitious after this one, which you should be. And you haven't ranked the show yet on itunes and Spotify, rank the show as well, you guys, because if you saw value, chances are your network's going to see value. As well. I appreciate you guys. I love you guys, and we'll be talking to you soon. We don't have an outro, man. We just.
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