What should I say when I call a freight broker?

Confirm the load is available, ask for appointment times, weight, and all-in rate, then negotiate to your target and request the rate confirmation in writing.

How do I negotiate a better rate as a new carrier?

Anchor to your cost per mile and deadhead. Ask for a specific number rather than 'more', and be ready to walk if it does not clear your break-even.

Free template · 5 min read

Broker Call Script for Owner-Operators

Knowing exactly what to say removes the nerves from calling brokers. Use this script to open the call, gather the details you need, and negotiate the rate.

Opening the call

"Hi, this is [Name] with [Company]. I'm calling about the load from [origin] to [destination] posted at [rate]. Is that load still available?"

Questions to ask before you commit

What are the exact pickup and delivery appointment times?
What is the total weight and commodity?
Is it drop-and-hook or live load/unload?
Are there any detention, lumper, or TONU terms?
What is the total all-in rate, and does it include fuel?

Negotiating the rate

"Based on the miles and the deadhead to get there, I need [target rate] to make it work. Can you get me to that number?"

Closing

"Great — please send the rate confirmation to [email] and I'll get it signed right back to you."

Frequently asked questions

What should I say when I call a freight broker?: Confirm the load is available, ask for appointment times, weight, and all-in rate, then negotiate to your target and request the rate confirmation in writing.
How do I negotiate a better rate as a new carrier?: Anchor to your cost per mile and deadhead. Ask for a specific number rather than 'more', and be ready to walk if it does not clear your break-even.

Carrier Setup Packet Template

Free carrier setup packet template. The exact documents and details brokers ask for so a new authority can get set up and booked fast.

Rate Confirmation Checklist

Free rate confirmation checklist. Verify every detail on a broker's rate con before you sign so you never lose money on a technicality.

Load Negotiation Email Template

Free email template to negotiate a freight rate with a broker in writing. Professional wording that anchors to your costs.

New Authority First Week Checklist

What to do the first week your authority goes active: set up factoring, load boards, broker packets, and book your first load.