Success as a freight broker doesn’t happen by accident. It requires hard work and tenacity. And while the sky’s the limit in this industry (seriously — we’re talking no ceiling here!), the road to success isn’t always smooth. Here at Tallgrass Freight, we believe in empowering our agents with the support and resources needed to tackle hurdles and thrive. That’s why we’re breaking down the most common challenges freight brokers face and, more importantly, how to overcome them.
Challenge 1: Failure to Plan
You know that old saying, “failing to plan is planning to fail”? That couldn’t be more true as a freight broker. Many agents struggle simply because they lack a clear plan. Try answering these questions: What is your GM goal per year? Where do you want to take your agency in one year? Three years? Outline the goals you want to reach (like qualifying for Club 250!) and break those targets down into daily and monthly objectives.
Taking that even further, it’s important to know what works for you. For example, what freight do you consistently move and what kinds of clients do you typically find most success serving? This will allow you to formulate a strategy that plays to your strengths instead of just throwing darts and praying something sticks. And don’t wait to start prospecting. It takes time to build momentum and the work you put in now will pay off down the road.
Challenge 2: Getting Too Comfortable
Here’s the thing about success in freight: it can be your worst enemy. Just because you reach a certain book size, doesn’t mean you should take your foot off the gas. When things are going well, letting some daily tasks slide or stopping prospecting can be tempting.
But it’s time for a reality check. That comfort zone can actually become a danger zone. When complacency creeps in, the cracks start to show. Your once-clockwork communication gets spotty. Load tracking becomes a “when I get to it” task. And before you know it, your beautifully organized book isn’t so organized anymore.
You have to stay hungry, because maintaining success requires just as much hustle as achieving it. So when things feel great, take just a moment to celebrate — and then get back at it.
Challenge 3: Putting All Your Eggs in One Basket
Take a good look at your customer pie chart. Go ahead, we’ll wait. If you’re seeing one customer taking up 30% or more of your book, it’s time for a wake-up call. Look, we get it. When you have a rockstar customer, it’s easy to get comfortable. But here’s the harsh reality: you’re just one unexpected situation away from a serious problem. Maybe it’s a claim that goes sideways. Maybe your point of contact gets promoted or moves on. Or worse, what if that company gets bought out or (yikes!) files for bankruptcy? As our veteran agents can attest, these are all common.
The solution isn’t complicated, but it does take work. Keep prospecting, even when things are going great. Because rebuilding after losing your biggest customer? That’s a lot harder than maintaining a diverse book from the start.
Challenge 4: Mishandling Claims
Claims aren’t fun, but they’re part of delivering exceptional customer service. How you handle them can truly make or break your relationships with customers. The golden rule? Speed wins. The faster you navigate the claim, the quicker everyone gets a resolution. But here’s where agents often stumble: they wait too long to file, set unrealistic expectations, or (worst of all) hope the problem just goes away. Spoiler alert: it won’t.
Handling claims like a pro all starts before a problem even arises. Know your cargo values. Get those photos of the loaded freight from the shipper/consignee. Set clear expectations upfront. And when a claim does pop up, be your customer’s biggest advocate. Insurance companies aren’t exactly rushing to cut those checks, so that’s where your follow-up game needs to shine.
Our Tallgrass agents have access to dedicated claims support from our outstanding back office support team. In other words? Mishandled claims are a thing of the past!
Challenge 5: Poor Communication and Customer Onboarding
Let’s talk about one of the biggest pitfalls in freight: jumping into new business relationships without proper groundwork. Before you dive in with a new customer, do you really know who you’re working with? A quick background check through our credit team could save you major headaches down the road.
Speaking of headaches, signing customer agreements without TGF approval or skipping the credit process are classic rookie mistakes. The same goes for letting those aging reports slide or chasing low-paying freight. These shortcuts might seem harmless at first, but they’ll catch up with you.
Don’t forget to document everything as well (yes, everything). Never dodge the tough conversations. Good news or bad, it’s your job to deliver it. Your customers chose you to be their freight expert, so it’s important to always act like one. Stay ahead of updates, keep everyone in the loop, and remember that strong relationships start with solid foundations.
Challenge 6: Cutting Corners on Carrier Vetting
Too often, agents get pressured into making hasty decisions when capacity is tight. Our agents will all agree that cutting corners here isn’t worth the risk. Your carrier checklist should be your best friend. Tractor numbers, trailer numbers, driver details — get it all. Use every tool in your belt: Trucker Tools, Carrier 411, Safer ratings. And if something feels off? Hit pause. It’s better to go back to the drawing board than deal with a carrier nightmare.
Set Yourself Up for Success at Tallgrass
The most successful freight agents are the ones who never stop asking questions, continuously invest in learning and leverage every resource at their disposal to navigate these common challenges for freight brokers. Remember, there’s no ceiling to what you can achieve in this industry. But it takes strategy, focus and the right support system to get there.
At Tallgrass, we want to see our agents achieve the career they’ve always envisioned. Our team is here to help you navigate challenges and build something extraordinary. Because your success is our success. Learn more about joining our freight agent program today.