As we traverse further up the road to "Finding Good Paying Freight," what does it require to be successful at finding the loads that pay the best in long range dividends? It takes a bit of grit, a large amount of dedication and a stick-to-it-iveness that will rival anything you've ever attempted.

There are very few businesses that don't ship and/or receive something brought by a truck. Find the ones who are having a difficult time getting their products or supplies shipped. This same approach can be successful when working with brokers and the loadboard. Again, look at the freight that doesn't seem to be moving. It may be the rate is too low, or it might have requirements other carriers aren't willing to fulfill. Remember the small carriers who are willing to go the extra distance do the things others are either unable or unwilling to do; are the ones who will be getting the better loads. Please don't misunderstand me; I'm not suggesting taking freight below your hauling rate range. But be willing to go out of your way to help the broker or customer, and the payback will be in spades.

One word of caution: Always do a credit check for any new customer or broker and about every ninety days thereafter. If they are not getting their loads shipped because they're not paying their bills, they're not worth the risk to your business. That doesn't mean you don't haul the customer's loads; you simply require either C.O.D. (Cash On Delivery) or F.O.B. (Freight On Board) methods of payment.

Now that you have a list of potential customers, the work begins. Keep in mind that in the majority of cases, it will take eight, ten, or maybe more contacts with any prospect before you will land them as a customer. Moreover, each contact with a potential customer moves you further towards signing them on the bottom line.

Remember, each time you call on customers or brokers you need to give them reasons to:
• Trust you.
• See the value to the company in having you haul for him or her.
• Feel you are really interested in their success.
• Understand you're not necessarily providing the lowest hauling rate, but the best value for their money.
• Realize you don't give something without getting something of value in return.
• Believe that you're fair and equitable.
• Accept you'll give them the best deal possible with the greatest value to both of you.

The final word on finding the best loads is, you've got to be willing to ‘beat the bushes,' and not just once but again and again. You've got to do it with forethought and a plan, and you need to know what your costs are, what your Break-Even Point is, and when to walk away. A last thought: it's not the loads which pay the most which will keep you in the black, it's the consistent, recurring loads which fit into your rate range that will bring you the greatest profit.

Timothy D. Brady is
• A 20 + year trucking veteran
• The Trucking Business Expert on Sirius/XM Road Dog Trucking Radio
• Heard in podcasts on http://AmericanRigRadio.com
• Author of best-selling trucking business books and columnist for top trucking industry publications.
Join Brady in the Trucking Business Community at www.truckersu.com for a continuing business learning experience. Be a part of the solution.
Contact him at tbrady@writeuptheroad.com or call (731) 749-8567.