Brokers take hundreds of calls a day. They decide in the first ten seconds whether you sound like a professional carrier or a headache. This script keeps you organized, gets the details you need, and sets you up to negotiate from strength.
The opening (first 15 seconds)
"Hi, this is [Name] with [Company], MC [number]. I'm calling on the [origin] to [destination] load, [pickup date]. Is it still available?" That one sentence tells the broker you are legitimate, specific, and worth their time. No small talk until the load is confirmed available.
The detail check
Before any rate talk, lock down the facts. Missing one of these is how cheap surprises happen:
- Exact pickup and delivery windows (appointment or FCFS?)
- Commodity and actual weight
- Loaded or drop-and-hook? Any driver assist?
- Detention terms and layover policy
- Any special requirements: tarps, straps, TWIC, temp settings
The rate conversation
Ask: "What does it pay?" Let the broker name the first number — on a posted load, their first number is almost never their last. Counter with a specific figure, not a range: "I can do it for $2,150 all-in." Specific numbers signal you know your costs. If they cannot meet it, ask: "Where can you get to?" and decide against your cost per mile, not your emotions.
The close
"Great — send the rate con to [email]. I'll have it signed back within the hour." Then actually do it within the hour. Speed and reliability are how a one-load broker becomes a weekly customer.
This is one of five scripts in the Owner-Operator Startup Kit, which also covers the "rate is too low" pushback script, the detention call, and the repeat-freight ask.