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Freight Broker Training : How Freight Brokers Find Shippers (Step By Step) - YouTube
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okay so today i have a question for you
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and i usually don't ask questions
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without having some idea of a solution
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more to follow on that right now the
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question that i have for you is
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how do you find shippers shippers that
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you do business with on a day in and day
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out basis the shippers that are going to
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provide the revenue for your business
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the customers that are going to be the
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lifeline of your business
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how do you find those customers where do
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you look for those customers
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and i'm not talking about amazon or
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walmart because for some reason
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everybody thinks that freight brokers
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start off working with
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big companies like amazon or walmart and
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although those are great companies
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you can move freight with those
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companies i've been moving freight for
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over six years
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millions of dollars in freight moved and
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i've never moved a load with walmart
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or amazon they are definitely not the
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only players
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as a matter of fact there's a whole lot
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that you've never heard of which is why
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i'm asking you
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how do you find shippers because without
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shippers
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your business can't make money all of
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this talk about how much freight brokers
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make
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what a lucrative opportunity it is it
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means absolutely nothing it's just a
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bunch of happy talk
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and what i call happy talk is people get
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a lot of excitement around freight
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brokering especially when they first get
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started
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but then they run into a wall and the
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wall that they want run into is that
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they realize
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oh my god it's going to be a real
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problem for me to find shippers i don't
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know where to look
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so in today's video i'm gonna take you
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into my computer and i'm gonna show you
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exactly how to find shippers to work
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with your freight broker business
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because at the end of the day
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customers will determine whether you're
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successful or not in this business
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so now let's get into the business so
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before we get into the video
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just in case you don't know i always put
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freight
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first freight comes before anything and
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the reason why that is because in
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business it's important to put
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first things first and what comes first
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in this business before anything else
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is freight you must get freight because
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freight
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is the gold it's the attractant it's
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what's going to attract
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carriers people ask me sometimes hey
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brandon
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why don't you put carrious first well
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that's a good question
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you should always ask why but why i
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don't put carriers first is because i
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know
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that carriers are attracted to freight
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yes i have to build relationships with
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carriers
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but i know that once i have freight then
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i have something to negotiate with i
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have something to build that
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relationship with
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can you go out and start talking to
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carriers before you get freight
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sure you can but in my experience
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carriers don't usually want to talk to
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me if i don't have freight they don't
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want to talk about freight that i'm
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going to get
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next month they want to talk about
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freight that i have right now
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because it's time to make money now so i
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put freight first because it's the most
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important thing in this business
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especially if you're a non-asset freight
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broker like me
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which simply means you don't own your
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own equipment
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you don't own your own trucks and if you
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don't own your own trucks
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the next best thing that you can have
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some controllership over
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is guess what freight because trucks
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need freight
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so they have to come to you if you have
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controllership of the freight
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so that's why i think freight should be
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priority number one
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so now without further ado let's go
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ahead and check the computer out and
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show you exactly
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how to find shippers okay so now i want
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to give you an idea
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of how we go about looking for shippers
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there are different ways of doing this
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different people do it different ways
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but i want to show you my way
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now as you can see here you don't notice
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me on blue book
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mccrae's blue book or produce universe
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the reason why i don't use that
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is because to me google is just as good
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or
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better than those resources are the
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reason why i say that is because you
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still have to explore the lead
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they are just leads their leads are all
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in one place
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somebody has already gone out and
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supposedly had done the
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legwork to give you the numbers but you
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still have to go in and explore the lead
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you still have to find out who the
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shipper is so
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i would rather do it the way of going
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out and looking for the information
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myself
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that way i'm going to be more aware of
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what's going on with the customer
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because i'm doing the work i'm putting
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work in doing the research on my own
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and then i'm starting to explore the
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context i think it's important also
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to get direction when it comes down to
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what type of freight you're going to
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move
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because you can be all over the place
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when you're looking for dry van freight
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refrigerated freight and flatbed freight
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so for me i'm not the type of guy that
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can be in too many different areas at
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one time
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i have to go ahead and focus in one area
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because then
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i feel more direction and i don't feel
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like i'm all over the place and get
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overwhelmed
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so what i'm going to do is to choose
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which
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area which niche would i like to explore
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and in my case i'm going to say
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refrigerated fray
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within refrigerated fray what type of
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freight do i want to move
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so i'm going to say dairy products or
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cheese products
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within the refrigerated sector that way
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i know exactly what it is that i'm
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looking for
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now i can go into google and start the
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process
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of looking for my shippers all right so
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now let's start the process
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of actually looking for shippers looking
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for the customers that we're going to be
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doing business with
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now if you notice in google i've already
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gone in and put these in
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these phrases cheese distributors in
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appleton
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wisconsin cheese distribution in
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wisconsin cheese in wisconsin cheese
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warehouses in appleton wisconsin we want
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to
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put a place because then of course that
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narrows the search even more so
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if we say cheese warehouses
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in wisconsin we'll start off with
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a broader search now
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we're not saying places that sell cheese
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or cheese shops
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we're looking for warehouses or
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distribution centers
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because we want to move freight from
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those centers okay
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we're not looking for cheese for us to
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eat but cheese for us to move
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wisconsin cheese mark that's like a
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cheese shop here it says
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um let's still look at that
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see what it says over here when we look
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at the picture
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okay so when i see this picture right
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here and i
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although it says cheese mark it makes me
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want to go into this and take a look at
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it
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even further because that may be
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something that i'm looking for
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okay it says wisconsin cheese mark
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specialty market features hundreds of
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cheeses plus
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wine that might not be what i'm looking
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for so we'll back out of that one
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and go back into we see katy cheese
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factory and shop here
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that looks like another shop
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way uh star dairy incorporated
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then we see that this says warehouse
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and when you go here take a look we
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don't see anything over there but
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that's definitely something we want to
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click into and then take a look
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look at a little further all right it
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gives me the contact information
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then it comes down and it shows me a
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picture and this is exactly what i'm
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looking for i'm looking for this type of
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facility because i can look at this
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and see that this is a warehousing area
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says it here
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and it gives me the information so this
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is is one contact that i would put on my
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customer spreadsheet
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and i would do some research on it and i
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would start contacting
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wayaway star dairy incorporated as one
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of my
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options to see if we can uh start
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working with those folks
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we're going to put cheese distributors
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in appleton wisconsin
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home neighbors dairy incorporated
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locally owned and family operated that's
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certainly one you want to contact i like
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to work with family-owned companies so
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let's click inside there and see what we
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come up with
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see what it looks like what you're gonna
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notice is a lot of this is just doing
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the research it's like almost like
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you're a beagle hound
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and you're trying to sniff out all of
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the leads you're trying to figure out
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who is available to work with you
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okay locally owned
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take a look at the team there
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see if they got any contact information
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on here
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um
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yes i see a phone number here's a 920
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number here hannah 866 number so i have
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some contact information
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it's a lead that we can start to explore
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now let's go into
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agripure here
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dairy food foods magazine
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let's see what they're saying about
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agrapure
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comes out and it gives us some contact
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information
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of agripool 2701 freedom road
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then it gives us a contact phone number
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920 number so we would definitely take
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down that information
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and consider it as a contact let's go
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and see what else we can find on
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agriculture because
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they have aroused
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my intuition here
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let's see what we got agri-pure i want
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to read this and make sure
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it says agripure is a top supplier of
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frozen
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mozzarella sticks to the worldwide food
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service
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and cpg retail channels produced in our
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in our little chute wisconsin plant
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that's definitely what we want
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to find out more about this is the type
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of company we're looking for
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let's click on that the cheese maker of
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choice
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agri-pure cheese looks like a facility
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there you go and click on that they'll
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play now let's see what we work
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one billion pounds of cheese produced
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each year
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2500 dedicated employees
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seven cheese production plants in five
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states
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oh yes this is exactly what we're
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looking for so this
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is one of the companies that we'll put
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on our
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contact and we'll reach out to them and
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definitely see
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if we can do business with this company
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and we'll go back here
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and we'll get the contact information
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and we'll copy that information right
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there and we'll put this
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customer on our customer contact sheet
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and once i find the type of company i'm
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looking for
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then i want to know who their
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competitors are so i just put in
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agri-appeal competitors
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and it comes up and it shows me some
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different information here the top 10
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competitors and agripure's
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competitive set are arnua
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sabuto permalet foremost farms
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so i'm getting a lot of different
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information just from putting in
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who their competitors are that's going
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to give me access to different types of
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shippers
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that may ship cheese or milk we just
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have to look at to look into it a little
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bit further
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and as you can see it comes down says
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agriculture competitors revenue number
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of employees
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even shows here agripure incorporated
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company profile
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we'll click into that you can see that
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it shows us
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all of let's dig it up a little bit
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so it gives us the address of the
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company
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gives us a phone number here and then it
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tells us
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something about the company it says the
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company description here is
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located in wisconsin united states it's
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a part of dairy products manufacturing
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industry has 319 total employees across
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all of its locations generates over 180
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million in sales so quick recap of what
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we just discussed
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number one we talked about the
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importance of freight freight is the
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most critical piece
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that's the piece that we have to conquer
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in order to be successful as freight
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brokers
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you have to acquire customers for your
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business otherwise
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you don't have a business there's a way
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to do that different people do it in
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different ways
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we showed you our way and we're going to
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give you a quick recap of that
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number one when you're going out getting
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shippers you have to decide on
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what type of platform you're going to
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use are you just going to go to google
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route which i definitely like
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and suggest because it's free and it's a
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very good route to go you can find
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whatever you need on google
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or you can go to mcrae's blue book or
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the produce universe route where
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you can have all of your leads in one
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place and you can go in and just start
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sourcing leads
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either way works just depends on what
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you want to do
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don't make a whole big fuss about that
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just choose a way
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and go to work as quickly as possible
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the next thing that we talked about
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was choosing a niche are you going to
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work in refrigerated freight
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flatbed freight or dry van freight i
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think it's very important to choose an
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area that way you're not all over the
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place you are directed
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you have more guidance because you're in
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one area
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and you're looking for something in
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specific instead of just looking all
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over the place for everything
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because it can kind of make you get
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overwhelmed because you feel like you're
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in this big huge
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ocean and you don't know what to quite
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to look for but when you narrow the
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space
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and you're just dealing with one thing
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it's a much easier
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uh way to go about the business in my
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opinion and then finally we talked about
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once we find a customer we want to find
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out who their competitors are because
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just like we work with the customer we
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also want to work with their competitors
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because we don't discriminate
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so we're going to do a simple google
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search just put whoever that customer is
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and
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their competitors and then we're going
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to start to source that information
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so that's what i wanted to share with
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you today this business is about finding
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customers
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finding those shippers and then offering
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your service
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and continuing to do that so that you
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can win in this business
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i certainly hope this information has
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been helpful i wish you the very best in
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your life in business
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see you at the top because the bottom is
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much too crowded
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