How to Find Loads as a Freight Broker

May 13, 2025

How to Find Loads as a Freight Broker

You’ve got your freight broker license, operating authority, and legally registered freight brokerage. Now, the question is, how does a freight broker get loads? This is a common challenge for new brokers starting out.

In this article, we share proven strategies freight brokers use to find loads and grow their business, so let’s dive right in.

Use Load Boards

Load boards are online marketplaces where shippers post loads that need moving. Thousands of new listings are added daily, giving brokers access to a steady stream of business.

On these platforms, you can search and filter listings based on factors like origin, destination, particular types of freight, and load size. Many load boards also include details about the shipper, rate offers, and pick-up times, giving you everything you need to assess whether a load is a good fit.

You can also set up alerts or notifications for specific types of freight, ensuring you don’t miss high-value opportunities.

Leverage Your Existing Network

Your relationship with brokers, carriers, owner operators, and other industry professionals is a goldmine for finding loads. A study on referral marketing found that 65% of new business comes from referrals and recommendations.

A warm introduction can open doors faster than a cold call, so don’t hesitate to ask your network to connect you with companies needing your services.

You can encourage people to send opportunities your way by offering incentives such as:

Discounted brokerage fee on future shipments
Commission percentage
Gift cards (Visa, Amazon, fuel cards, etc.)

Search Through Shipper Lists

Shipper lists are directories of companies that need freight moved on a regular basis. These lists usually encompass manufacturers, wholesalers, distributors, and other businesses.

A good shippers list will include valuable details like the company name, industry, shipping volume, phone number, and email address. This information gives you a strong foundation for outreach.

By targeting companies that align with your expertise, you can tailor your pitch to their specific needs, increasing your chances of securing contracts.

Launch Targeted Marketing Campaigns

A targeted marketing campaign means reaching out to a specific group of businesses that are more likely to need your services. Instead of casting a wide net, you focus on the industries, regions, or lanes that align with your strengths.

Here are effective marketing campaigns you can use to find loads and connect with shippers:

Email campaigns: Send cold emails or drip sequences to shippers from curated lists.
LinkedIn outreach: Send direct messages, connection requests, and regular content posts.
Google Search ads: Target keywords like “freight broker near me” or “logistics company in {location}”.
Cold calling: Reach out to shipping departments of businesses that match your niche.
Warm calls: Follow up with contacts you’ve previously engaged with or have a connection to.

Want to improve your marketing results? Join our 90-Day Freight Broker Course for practical guidance on the freight broker sales funnel, cold-calling scripts, and more. Register to get started.

Re-Engage Inactive Shipper Accounts

Many freight brokers overlook old leads, but shipper accounts you’ve contacted in the past are often worth revisiting. These are companies already familiar with your name. They may not have converted before, but that doesn’t mean the opportunity is gone.

Start by reviewing your CRM or contact list to identify inactive shippers. Reach out to learn why they didn’t move forward initially and use that insight to offer tailored solutions that address their current logistics challenges.

You can also sign up as a backup option if their current brokers can’t move their available loads.

Plan Ahead to Avoid Deadhead Miles

Planning your loads in advance reduces empty miles and helps you find more loads. Instead of waiting until the last minute, review your carrier’s entire route and schedule loads for both the outbound and return trips.

Take these steps to secure loads for return trips:

Use load boards to search for backhaul opportunities in advance.
Ask shippers if they have any freight that aligns with your carriers’ return routes.
Use digital freight matching tools. They alert you about loads that match your truck’s return lanes.

Best Practices for Retaining Customers

Retaining existing customers is as important as acquiring new clients. Studies show that even a 5% increase in customer retention can increase profits between 25% and 95%.

The following strategies are key for forging long-term partnerships with your current clients:

Communicate proactively.
Perform regular check-ins to understand their changing needs.
Consistently deliver quality service.
Provide extra value that goes beyond basic freight brokerage services.

These efforts foster trust and loyalty, ensuring a stable client base.

FAQs

1. How do freight brokers make money?

Freight brokers make money by acting as middlemen between shippers and carriers.

When freight brokers find loads, they negotiate the terms of the shipment with the shipper and find a carrier to move the goods. The broker then charges a fee, usually a percentage of the total freight rate.

2. What’s a good number of loads to move monthly?

The right number of loads to move each month depends on your capacity. For example, 10 to 30 truckloads may be adequate for new brokers, while established ones could easily handle over 200 loads monthly.

3. How do I market myself as a freight broker?

Here are steps you can take to market yourself effectively:

Create a professional website to showcase your services and contact information.
Use online platforms like LinkedIn and load boards to increase visibility.
Combine digital marketing with direct outreach, such as warm calls and emails.
Share valuable resources, like case studies or shipping tips, to build trust.

4. How do new freight brokers find their first loads?

New freight brokers can find shippers using these strategies:

Contacting small to medium-sized businesses with shipping needs.
Using personal and professional connections to identify potential shipping opportunities.
Using online directories, industry-specific databases, and load-matching services.
Attending industry events to connect with potential customers.
Running targeted online ads to find shippers actively searching for freight services.

Final Thoughts

Finding loads as a freight broker takes time, consistency, and a combination of strategies. The key is to stay active, keep learning, and focus on building real relationships in the industry. Over time, this will help you create a reliable flow of opportunities and establish a thriving business in the trucking industry.

If you want to go beyond the basics, our 90-Day Freight Broker Course covers essential topics that will help you grow your business, including how to find loads as a freight broker agent, connect shippers with carriers, coordinate shipments, negotiate transportation rates, avoid double brokering, and much more.

Sign up today to get started.

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