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BROKERS EVALUATION
*Name Instructor
*Email Instructor
*Broker Name
*Broker Email
*Date
Next
Instructor Test Log
Completion of Beginner’s Training: Confirm that the broker has successfully completed the beginner’s training program.
.
YES
.
NO
Lead Delivery from Central Dispatch: Provide the broker with leads sourced from Central Dispatch for practice.
.
YES
.
NO
Completion of Marinated Salsa: Ensure the broker has completed the preparation of the marinated salsa (metaphorical or training-related task).
.
YES
.
NO
Role Play the Lead from Central Dispatch with the Trainer: Conduct a role-play session using a Central Dispatch lead to evaluate handling client objections.
.
YES
.
NO
Role Play for Pilot Negotiation: Engage in a role-play exercise focusing on negotiating with the pilot.
.
YES
.
NO
Evaluate the Quotation: Assess the broker’s ability to create and present a quote effectively.
.
YES
.
NO
Evaluate the Closing: Review the broker’s performance in closing deals successfully.
.
YES
.
NO
Evaluate Truck Management: Ensure the broker understands and can manage truck assignments and logistics.
.
YES
.
NO
Confirm Knowledge of Route Maps and Time Zones: Verify that the broker can accurately handle route mapping and time zone management.
.
YES
.
NO
Load Dispatch Documentation: Check that the broker knows how to handle the documentation required for dispatching loads.
.
YES
.
NO
Company Payment Methods for Pilots: Review the broker’s understanding of the company’s payment methods available to pilots.
.
YES
.
NO
Client Payment Collection: Ensure the broker is familiar with the process of collecting payments from clients.
.
YES
.
NO
Knowledge of the delivery time of loads based on the mileage traveled.
.
YES
.
NO
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STRENGTHS
*STRENGTHS
.
Sense of Urgency
.
Request Mileage (from where to where)
.
Sound confident
.
Verifies what needs to be moved
.
Provides real estimate pick up date
.
Does not sound like customer service
.
Ingles Fluido y claro
.
Provides quote inmediately
.
Rebuttles after a hesitation
.
Attempts to CLOSE all the time
.
OTHER
Describe OTHER
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WEAKNESSES
*WEAKNESSES
.
Does not show a sense of urgency
.
Does not request mileage (from where to where)
.
Does not sound confident
.
Does not verify what needs to be moved
.
Does not provide a real estimated pick-up date
.
Sounds like customer service
.
Does not speak fluent and clear English
.
Does not provide a quote immediately
.
Does not rebut after a hesitation
.
Does not attempt to close all the time
Describe OTHER
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QUOTES
*The broker manages the basic points for each quote (mileage/dimensions/price per mile list).
.
Very good
.
Intermediate
.
Bad
*The broker has knowledge of the delivery time of loads based on the mileage traveled.
.
Very good
.
Intermediate
.
Bad
*The broker is knowledgeable about the time zones on the U.S. map.
.
Very good
.
Intermediate
.
Bad
*Ability to handle quotations
.
Very good
.
Intermediate
.
Bad
*Identifies which equipment to use
.
Very good
.
Intermediate
.
Bad
*Identifies how much of the equipment is needed
.
Very good
.
Intermediate
.
Bad
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NEGOTIATIONS & OBJECTIONS
*Ability to negotiate with the CLIENT
.
1
.
2
.
3
.
4
.
5
.
6
.
7
.
8
.
9
.
10
*Ability to negotiate with the DRIVER
.
1
.
2
.
3
.
4
.
5
.
6
.
7
.
8
.
9
.
10
*Overcoming Objections with the CLIENT
.
1
.
2
.
3
.
4
.
5
.
6
.
7
.
8
.
9
.
10
*Overcoming Objections with the DRIVER
.
1
.
2
.
3
.
4
.
5
.
6
.
7
.
8
.
9
.
10
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PAYMENT PROCESS
*Has knowledge of all the payment methods PQ receives?
.
YES
.
SOME
.
NOT
*Explains to the client if there is a fee for using any of the payment methods?
.
YES
.
SOME
.
NOT
*Explains the equipment wont be delivered until we get paid in delivery?
.
YES
.
SOME
.
NOT
*Understands the process with Accounting to get the drivers paid?
.
YES
.
SOME
.
NOT
*Understan payments for the driver on weekends can not be inmediately?
.
YES
.
SOME
.
NOT
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*What does he/she doesnt understand about the payment process?
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Knowledge about the use of Low Boards
*Truckstop
.
100%
.
50%
.
25%
.
0%
*123 Load Board
.
100%
.
50%
.
25%
.
0%
*Truck Smarter
.
100%
.
50%
.
25%
.
0%
*Central Dispatch
.
100%
.
50%
.
25%
.
0%
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COMMENTS
*Which ones needs coach immediately?
*Additional comments
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