Q4 might seem like a distant reality. But ask any successful freight agent and they’ll tell you: summer is the perfect time to start laying the groundwork for a strong year-end finish. By the time Q4 rolls around, companies aren’t looking to establish new partnerships. They’re relying on the relationships they’ve already built. That’s why the agents who thrive during the busy holiday season are the ones who start prospecting and relationship-building now.
Jordan Brady, our Director of Agent Development, gives you the inside scoop on all the tips, tricks and strategies you need to finish the year stronger than ever.
Why Summer Planning Sets You Apart
The freight industry operates on trust, and trust takes time to develop. “If agents can open up the dialog now and establish that trust and that relationship,” Jordan explains, “by the time these companies have higher volume because of the holidays or end-of-year promotions, you’ll already have established connections.”
Think of it this way: while your competitors are scrambling to find new opportunities in Q4, you’ll be the agent who customers turn to when their volume spikes. The key is starting those conversations now, even if you’re not earning freight immediately.
Strategies for a Strong Finish
The number one strategy Jordan recommends? Consistency. “Consistency is key: Consistent prospecting, consistent outreach, consistent conversations.”
This means maintaining your prospecting rhythm regardless of summer vacations or slower periods. The agents who see success are those who stick to their daily activities, making calls and building relationships even when the immediate results aren’t visible. You should also never underestimate the potential of your existing customer base. Ask for referrals, explore additional lanes and dig deeper into your customers’ shipping needs. Often, there’s more business available than what’s currently on your radar.
Summer Habits of Our Top Performers
The reality of being an independent freight agent is that you’re running your own business. As Jordan puts it, “You’re everything from the CEO to the janitor.”
Time off is necessary for a healthy work-life balance! But remember to hit the ground running when you return. “Everybody needs that time to spend with family or reset,” Jordan explains, “But when they’re back in the office, the grind has to be there.”
What separates the good agents from the great ones? They use the summer months for self-improvement. They’re diving into sales books, listening to podcasts, and constantly looking for ways to learn and strengthen their approach. They also understand that freight keeps moving regardless of who is out of the office.
Top performers use this as their opening to connect with backup contacts, operations teams and other decision-makers within the organization. When the primary contact returns, you’re no longer just another cold caller. You’re someone their team already knows and trusts.
The highest performers also embrace what Jordan calls being a “professional pester.” They don’t accept the first no and hang up. Instead, they dig deeper. They gather information. They use every conversation as ammunition for future calls. While quick wins are great, real success comes to those who play the long game.
Common Missteps Agents Make
The biggest mistake agents make? Taking their foot off the gas. Whether it’s a personal challenges or a professional setback, consistency breaks down and momentum dies. Another mistake is giving up too easily when faced with rejection.
“This isn’t an industry where you’re going to get instant gratification,” Jordan shares. “You have to work to earn somebody’s business. Setting realistic expectations and adopting the right mindset can carry you far. People who wait or put things off are leaving money on the table,” she adds. “It’s a numbers game. Are you making enough calls? Are you having enough conversations, even when they’re tough? Are you making every dial count?”
The same logic applies to things like market volatility, tariffs and economic uncertainty. Jordan’s advice? Focus on what you can control.
“You have no control over tariffs, you have no control over what happens domestically, you have no control over what your customer ends up doing. But what you do have control of is keeping your pipeline full.” The key is having open and honest conversations with customers about their challenges and planning accordingly.
The logistics world is always fluctuating, whether it’s due to a pandemic, the market or something else. And the freight agents who win are the ones who plan ahead and navigate whatever is thrown their way.
The Tallgrass Advantage
At Tallgrass Freight, we don’t let our agents navigate these challenges alone. From market updates and our business development team to monthly forums and ongoing mentorship, we provide the support agents need to grow and thrive. “The culture that Tallgrass has created is truly one that allows people to bounce ideas off each other and have that team feeling even though they are running their own business,” Jordan says.
The agents who finish strong don’t wait for Q4 opportunities to appear; they start building those opportunities now. The question isn’t whether you’ll be busy in Q4; it’s whether you’ll be profitable. Start planning today, stay consistent and set yourself up for the successful year-end finish you deserve.
Want to learn more about how partnering with Tallgrass can take your freight career to new heights? Get in touch with us.