Hello community I’m coming to you all asking how do I build a book of business when most if not all brokerages want a active book of business

Anybody else see our very own @Robert Carpenter on 60 minutes last night? Exposing Chameleon Carriers and talking about the safety of all of us on our roads with these guys skirting the laws? Thank you Rob for representing all of us in Freight Logistics who care about the people, especially drivers who these rogue carriers hurt. Check out the episode here: https://www.cbsnews.com/60-minutes/

Wrote this last year on LinkedIn feel free to take a read. https://www.linkedin.com/pulse/experienced-logistics-professional-drew-pearson-xkadc?utm_source=share&utm_medium=member_ios&utm_campaign=share_via

Here’s an old article I wrote on LinkedIn in regards to my experience cold calling and how I related it to fishing. Feel free to have a read. https://www.linkedin.com/pulse/why-fishing-lot-like-cold-calling-sales-drew-pearson?utm_source=share&utm_medium=member_ios&utm_campaign=share_via

When you hear “what’s your price, and can you beat this rate” These are valid concerns, but they’re surface-level. The real conversation should be about value, reliability, and customer experience. A $50 savings means little if it jeopardizes a shipment, damages a relationship, or costs a client their reputation. Our job is to help decision makers see beyond the spreadsheet, and to understand that great service drives growth. Sales is a long game. It’s about planting seeds, nurturing trust, and delivering results. I’ve made thousands of calls, and I’ve learned that the first conversation rarely seals the deal. It’s the follow-up, the consistency, and the authenticity that win hearts and ultimately business. So here’s my advice to every sales rep: - Believe in what you sell. - Speak with authenticity. - Don’t chase price but build value. - Be honest about what’s in your wheelhouse. - Focus on long-term relationships, not short-term wins.