1251. #TFCP - Owning Trucks vs. Owning Relationships: A Trucker’s Shift to Freight Sales!
Release Date: 07/30/2025
1268. #TFCP - Freight Coach Q&A: Strategies to Land More Customers!
The Freight Coach Podcast
Are you really prepared for what it takes to run your own freight agent business? Do you know how to build customers from zero, niche down effectively, and keep your sales pipeline moving every single day? Deep dive into the last episode of this week to know the realities of being an independent freight agent, no fluff, just straight talk! I lay out my proven daily sales system along with the exact tools I use for lead generation without breaking the bank. It all comes down to discipline, consistency, and building repeatable freight with the right partners, so keep thriving and listen...
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1267. #TFCP - The Cash Flow Trap No One Talks About In Freight!
The Freight Coach Podcast
Upwell’s Charley Dehoney is back in today’s episode to discuss cash flow management in freight brokerage and how brokers can streamline billing and leverage automation to avoid costly mistakes! We talk about how AI can help prevent errors before they ever reach a customer, Charley’s early lessons in freight, the dangers of letting customers use you as their bank, and the significance of proper invoice management and faster carrier payments in improving relationships and gaining a competitive advantage in tight markets! About Charley Dehoney Charley Dehoney is a seasoned operator,...
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1266. #TFCP - A Founder's Journey: The Real Price of Calling Your Own Shots!
The Freight Coach Podcast
Bitfreighter’s Brad Perling is back on the show to share something about launching a successful freight tech company, from sleepless nights and zero revenue to building a profitable remote-first company serving shippers and brokers across the globe! Brad discusses EDI integration pain points in transportation, why aligned values within an organization matter, and how partnerships with TMS providers, strategic sponsors, and customers shaped their growth. We also dive into the importance of company culture in a 100% remote setup, why physical and mental transformation is key for long-term...
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1265.#TFCP - Pipeline Power: Structuring a Freight Sales Process That Wins!
The Freight Coach Podcast
What’s holding your freight brokerage back from achieving growth? Lack of focus, poor data, or chasing the wrong customers? In today’s episode, Dr. James Kenny is back on the show as we speak about why building a clear strategy and defining your ideal customer profile is the real foundation before you even think of bringing AI, automation, or tech solutions into your business! Jim and I talk through the three key components of a modern tech stack: predictive analytics, generative AI, and conversational intelligence, and how refining your vertical focus can drive consistent growth. Clean...
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1264. #TFCP - Margin Mastery: Using Rate Predictions to Maximize Profit!
The Freight Coach Podcast
Let’s welcome this week’s first guest, Carly Gunby of Transfix, to share how modern freight technology is transforming outdated business development! Our conversation explores the significant role of niche specialization, consistent pricing, and real-time AI-driven tools. From analyzing broker behaviors to optimizing lane performance and adopting smarter load coverage strategies, Carly and I dig into practical ways brokers and shippers can use data to stay competitive in today’s market. Tune in for more! About Carly Gunby Carly is a highly skilled business professional with over a...
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1263. #TFCP - 5 Brutal Freight Broker Challenges & How To Overcome Them!
The Freight Coach Podcast
What’s the biggest threat to your freight business right now—fraud, market volatility, or outdated regulations? Today, let’s break down the harsh reality of trust issues between brokers and carriers, as fraud reaches all-time highs across social media and industry platforms! Tune in to find out the exact verification steps I use to spot real carriers, why load boards are becoming less relevant as reliable partnerships take over, and why details like pallet counts, addresses, and special requirements matter more than ever for protecting deals! This episode also covers current market...
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1262. #TFCP - No More Lost Freight Data: How APIs Are Saving Millions!
The Freight Coach Podcast
In today’s episode, NMFTA’s Keith Peterson and Farooq Huda of Worldwide Express join us to talk about how the Digital Standards Development Council (DSDC) is changing the game for freight tech! We explore how universal API standards are eliminating repetitive integration work across LTL, full truckload, 3PLs, and shippers, making “build once, use everywhere” a reality. Our guests share real-world adoption from companies like Worldwide Express, the benefits of an ecosystem approach, and why this move toward industry-wide digitalization will improve compliance, reduce back-office...
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1261. #TFCP - Cracking the Code to Faster, Smarter Freight Rates!
The Freight Coach Podcast
What if you could quote thousands of lanes in minutes, respond to shippers in under two, and still have time to grow your customer base? Let’s welcome Tabi Connect’s Dan Hellmann back to the show to explain how quoting automation, RFP modules, and lightning-fast rate delivery are changing the game for freight brokers and carriers! We discuss why speed is your biggest competitive advantage in today’s market, how data-driven sales build trust with shippers, and why honest onboarding beats over-promising every time. Dan covers more topics to help you automate smarter, execute...
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1260. #TFCP - UPS’s Driver Buyout Backlash: Labor Tensions on the Rise?!
The Freight Coach Podcast
Today, let’s cover some industry headlines, from UPS buyout extensions and automation plans, to truck manufacturers suing California over emissions rules, to the decline in rail intermodal market share! Tune in to find out why my 12-month market outlook remains conservative and why consistent daily prospecting, 40, 50, even 60 calls a day, will keep you ahead no matter the conditions! Bottom line? Your best play is staying focused, dialing daily, and matching the right freight to the right customers! References / Resources 📊📉 Don’t miss out on the latest market...
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1259. #TFCP - Beyond the Noise: Freight Trends Backed by Hard Data!
The Freight Coach Podcast
What’s really going on in freight brokerage right now? Why are rates stuck, and how should we position ourselves as brokers for the next market shift? Together with our guest today, Ken Adamo of DAT Freight & Analytics, we dig into the supply-and-demand imbalance that’s keeping rates flat, the impact of tariffs and interest rates on shipper behavior, and why DAT’s acquisition of Convoy’s tech could change how we approach automation! Plus, the reality of cold calling in a stagnant market, how shorter RFP terms make sense right now, and why consistent service still beats chasing...
info_outlineIn today’s episode, I’m joined by Sage (Erik Larson), a logistics veteran with over 20 years in the industry, from owner-operator to SPI agent. He shares how the 2008 recession nearly took him out and how his decision to go all-in on freight brokerage reshaped everything.
We talk about the grind, working to master the over-dimensional niche, building custom trailers, and moving 70+ complex loads a year. Sage also breaks down how he built long-term carrier relationships without using load boards, his transition from independent brokerage to the SPI model, and why freight volume is tied to global trade shifts and oil prices.
If you're serious about operational excellence, niche specialization, and adapting your freight business, you’ll want to hear this one!
Connect with Sage
YouTube: https://www.youtube.com/@SageOutcastX
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