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This week on Freight Agent Insider, Levi Van Pay welcomes Serena Kanline back for her sixth appearance, for another candid, hilarious and insightful conversation about freight brokerage, high-volume customers, growth, relationships and what it really takes to build a successful business. Serena shares how she continues to manage a high-volume book of business, moving dozens of spot loads each week for customers who trust her to get the job done. She explains why she focuses on servicing her existing customers instead of constantly chasing new business and how strong carrier relationships help her navigate changing rates and demanding freight. She also opens up about the pressure of managing so much freight, her famous “Rain Man” notebook, learning to delegate and bringing an assistant into both her business and personal life to create more balance. Most importantly, Serena explains why she believes being a good person is one of the biggest advantages in freight and why empathy, trust and genuine relationships matter far more than simply chasing money. 🔥 KEY TAKEAWAYS: • Managing high-volume freight without spreading yourself too thin • Prioritizing customer relationships over constant prospecting• Handling 60–100+ spot loads while maintaining trust • Organization, delegation and knowing what can wait • Why empathy and being a good person matter in freight • Building long-term customer and carrier relationships • Why chasing money alone isn't enough • Advice for agents looking to scale beyond $10K-$15K/month ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo 02:33 – Serena Returns for Episode Six 02:53 – The Wildest LinkedIn Message 04:42 – Freight Agent Expo Speaking Slot 07:11 – Business Growth & High-Volume Customers 09:51 – Quoting Freight & Carrier Relationships 12:15 – Knowing When Not to Prospect 13:18 – The “Rain Man” Notebook 15:30 – Managing Pressure & Deadlines 19:49 – Delegation & Getting Help 21:33 – Systems, Growth & AI 24:12 – Managing the Pressure of Growth 28:06 – Advice for Agents Looking to Scale 28:42 – Being a Good Person in Freight 30:20 – Relationships, Empathy & Trust 32:23 – Empathy as a Sales Superpower 33:01 – Episode Six Celebration34:30 – Closing Thoughts 35:00 – Outro 🎧 Available now on Spotify, Apple Podcasts, YouTube, iHeart Radio & all major podcast platforms. 🔔 Follow Freight Agent Insider for weekly conversations covering freight, logistics, trucking, sales, leadership, entrepreneurship and business growth. This episode was brought to you by FreightDeck. It is the all-in-one heavy haul estimating tool that instantly calculates the full cost of any move. Covering permits, pilot cars, police escorts, route surveys, bridge studies and bucket trucks across every state and Canada. Discover it for yourself at thefreightdeck.com. This episode was brought to you by Freight Scout. The AI platform that runs the whole load for freight brokers, from finding the shipper to getting paid. Check them out at freightscout.ai. #freight #logistics #freightbroker #freightagent #freightagentinsider #serenakanline #trucking #freightbrokerage #freightsales #customerrelationships #entrepreneurship #womeninfreight #sales #leadership #freightdeck #freightscout

This week on Freight Agent Insider, Levi Van Pay welcomes Jordan Galloway, the “Cowgirl of Cargo,” for a candid conversation about trucking, freight brokerage, entrepreneurship and building a business through relationships. Jordan shares her journey from professional drummer to truck driver to freight broker, including driving 53-footers, hauling for Anheuser-Busch and launching Galloway Coast to Coast. She explains how being a driver shaped her approach to freight, why respect and empathy for truck drivers matter and how she builds customers through face-to-face relationships instead of relying solely on cold calling. Jordan also shares her vision for building one of the most trusted transportation companies, with a focus on compassion, relationships and putting a face behind the business. 🔥 KEY TAKEAWAYS: • From drummer to truck driver to freight broker • Why driver experience creates better brokers • Building customers through relationships • Respect and empathy in the freight industry • Growing Galloway Coast to Coast with trust at the center • Advice for women entering trucking ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo 02:57 – Meet the “Cowgirl of Cargo” 04:16 – From Driver to Freight Broker 05:53 – Drummer to Truck Driver 09:12 – Starting Galloway Coast to Coast 11:50 – Respect & the Driver Perspective 17:04 – Brokers & Driver Relationships 24:04 – Building a Trusted Company 25:26 – Arizona, California & Sales 30:20 – Entrepreneurship & Hard Work 31:52 – Advice for Women in Trucking 32:59 – Closing Thoughts34:00 – Outro 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Follow Freight Agent Insider for weekly conversations covering freight, logistics, trucking, sales, leadership, entrepreneurship and business growth. This episode was brought to you by FreightDeck. It is the all-in-one heavy haul estimating tool that instantly calculates the full cost of any move. Covering permits, pilot cars, police escorts, route surveys, bridge studies and bucket trucks across every state and Canada. Discover it for yourself at ⁠thefreightdeck.com⁠. This episode was brought to you by Freight Scout. The AI platform that runs the whole load for freight brokers, from finding the shipper to getting paid. Check them out at ⁠freightscout.ai. #freight #logistics #freightbroker #freightagent #freightagentinsider #jordangalloway #gallowaycoasttocoast #trucking #truckdriver #womenintrucking #freightbrokerage #entrepreneurship #freightdeck #freightscout

This week on Freight Agent Insider, Levi Van Pay welcomes back Colby and Raegan Baskin of Cowtown Logistics for a powerful conversation about freight brokerage, the agent model, recruiting, leadership, culture and building a business through adversity. Colby and Raegan share how Cowtown went from a trucking operation with approximately 60 trucks and 100 flatbed trailers to facing $5 million in debt, selling the trucking assets and refocusing entirely on freight brokerage. Today, Cowtown is running at approximately $72 million, with a goal of reaching $100 million and ultimately building toward $250 million. The episode explores why Colby believes the agent model could have accelerated their growth, how Cowtown attracts and retains freight agents and why genuine relationships often matter more than aggressive recruiting. 🔥 WE ALSO DISCUSS: • From Trucking to Brokerage: Colby and Raegan's journey into freight • The $5K Startup: Building Cowtown from the ground up • Millions in Debt: Lessons from their trucking operation • LinkedIn & Authenticity: Growing through relationships and consistency • Recruiting & Retention: Finding and supporting great agents • Agent vs. Brokerage: Lessons from both sides of the industry • Culture & Leadership: Scaling without losing the personal touch • The $250M Vision: Cowtown's plans for the future• Advice for Young Professionals: Getting started in freight 👇 COMMENT BELOW: What matters most when choosing a freight agency—commission, support, culture or growth opportunities? ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo Announcement 03:21 – Welcome Colby & Raegan Baskin 04:20 – Their Journey Into Freight 06:40 – The $5K Brokerage Startup 07:54 – 60 Trucks, 100 Trailers & Millions in Debt 10:10 – LinkedIn & Building the Cowtown Brand 12:34 – Recruiting Large Agents 15:18 – What Sets Cowtown Apart 19:36 – Agent Retention & Support 23:34 – Advice for the Next Generation 25:03 – Agent vs. Brokerage 28:25 – Growth & Culture 31:15 – $100M Goal & $250M Vision 32:56 – Gratitude & Final Advice34:20 – Outro 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Subscribe for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology, AI and business growth. This episode was brought to you by FreightDeck. It is the all-in-one heavy haul estimating tool that instantly calculates the full cost of any move. Covering permits, pilot cars, police escorts, route surveys, bridge studies, and bucket trucks across every state and Canada. Discover it for yourself at thefreightdeck.com.  This episode was brought to you by Freight Scout. The AI platform that runs the whole load for freight brokers, from finding the shipper to getting paid. Check them out at freightscout.ai #freight #logistics #freightbroker #freightagent #freightagentinsider #cowtownlogistics #colbybaskin #raeganbaskin #freightbrokerage #trucking #leadership #sales #recruiting #entrepreneurship

This week on Freight Agent Insider, host Levi Van Pay sat down with Ryan Nolan, freight agent and founder of Flow State, for an insightful and entertaining conversation about the evolution of freight brokerage, the rise of independent agents, AI automation, authenticity and what it really takes to build a lasting career in logistics. Ryan shares his journey from graduating without a clear career path and finding a freight broker job on Craigslist to spending 16 years in the industry, working across carrier sales, operations, customer-facing roles, W-2 brokerages and eventually launching his own agency, Flow State. The conversation dives deep into one of the biggest questions facing freight professionals today: Is the traditional brokerage model becoming less necessary? Ryan explains why he believes technology and automation are giving independent agents more leverage than ever before—and why the idea of a one-person $100M freight agency may not be as crazy as it sounds. Ryan and Levi discuss AI-powered freight tools, rebuilding a book of business, LinkedIn personal branding, sales, recruiting, contracts and the power of authenticity and perseverance. Whether you're a W-2 broker, freight agent, or aspiring logistics professional, this episode offers practical insights on technology, relationships and building your own path. 🔥 KEY TAKEAWAYS: • From Craigslist to Freight: How Ryan Nolan went from valeting cars and bartending to building a 16-year career in freight brokerage. • W-2 to Agent: Why Ryan spent years believing in the traditional W-2 brokerage model before eventually becoming an independent freight agent himself. • The One-Man $100M Agency: Why Ryan believes advancing technology could eventually allow a single person to build an incredibly large freight operation. • AI Is Changing the Economics of Freight: How automation can handle more of the operational work surrounding customer relationships, rate negotiations and load building. • Relationships Still Matter: Why AI may make freight operations more efficient, but cannot replace the value of owning and strengthening customer relationships. • Always Be Building: Why relying too heavily on existing customers can be dangerous—and why freight professionals should continually develop their pipeline. • Push vs. Pull Sales: How LinkedIn, personal branding and authentic content can help freight brokers attract opportunities instead of constantly chasing them. • Stay in Your Lane: Why specialization and understanding your strengths can be more valuable than competing in highly commoditized freight markets. • The Right Way to Recruit Agents: Why aggressive, pushy recruiting can damage your reputation and why authenticity and genuine relationships create stronger long-term results. • Don't Trust a Handshake: Ryan shares an important lesson about business partnerships and why entrepreneurs should invest in properly reviewed contracts. • Authenticity + Self-Development: Why being yourself doesn't mean staying the same—and how leaning into your strengths while continuously improving can create long-term success. • Perseverance Is Underrated: Ryan's advice for younger professionals on grit, gratitude, empathy and continuing to move forward through difficult times. Next Week on Freight Agent Insider 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Follow Freight Agent Insider for weekly conversations with freight agents, brokerage owners, recruiters, entrepreneurs, and industry leaders covering freight brokerage, logistics, AI, freight technology, sales, leadership, entrepreneurship, recruiting and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #ryannolan #flowstate #resolvelogistics #freighttech #AI #artificialintelligence #leadgeneration #sales #entrepreneurship #leadership #personalbranding #remotework #supplychain

This week on Freight Agent Insider, host Levi Van Pay sat down with Lauren Sharpe, Freight Agent Recruiter at HD Ships, for an insightful and entertaining deep dive into the world of agent recruitment, overcoming industry gatekeeping and scaling multi-million dollar freight accounts! Lauren breaks down her transition from corporate W-2 recruitment into agent sourcing, sharing how she overcame imposter syndrome to close $10M+ agency accounts without a traditional freight brokerage background. Lauren pulls back the curtain on what actually works in agent recruiting—from ditching transactional "pitch slaps" on LinkedIn to building long-game trust, leveraging peer alliances with competitors and navigating remote work autonomy. She and Levi address common industry misconceptions, including the myth that agent programs are network marketing schemes and why in-house recruiters provide far greater long-term alignment than third-party agencies. Whether you're a freight agent, aspiring recruiter, or brokerage leader, this episode offers practical insights on relationships, personal branding and career growth.  🔥 KEY TAKEAWAYS:  • From Corporate to Agent Sourcing: How Lauren transitioned from W-2 corporate recruiting to high-stakes agent recruitment at HD Ships.  • Closing Enterprise Accounts: Strategies behind landing a $10M+ freight agency without a prior background in moving loads.  • Overcoming Gatekeeping & Imposter Syndrome: Why relationship-building, transparency and continuous learning beat textbook operational experience.  • Playing the Long Game: Replacing upfront "pitch slapping" with authentic introductions, patient follow-ups and relationship equity.  • In-House vs. Third-Party Recruiting: Why in-house recruiters offer true alignment and long-term support compared to commission-driven external agencies.  • Ditching Traditional KPIs: How outcome-based autonomy and flexibility drive top-tier performance in remote recruiting.  • The Power of Competitor Alliances: Collaborating with competing recruiters to share insights, candidate referrals and industry best practices.  ⏱️ IMPORTANT MOMENTS:  00:00 – Intro & Freight Agent Expo Announcement (FAX27) 02:27 – Welcome Lauren Sharpe: Nicknames & TIA Phoenix Recap  03:37 – Lauren’s Background: Transitioning from W-2 Sourcing to Agent Recruiting  05:17 – Friendships & Competitor Dynamic: Levi’s Playful Attempt to "Hire" Matt Dahl  06:03 – Why Competitors Help Each Other: Industry Alliances vs. Survivor Strategy  08:19 – Social Proof & Sourcing Styles: Building Exposure on LinkedIn vs. Cold Outreach  10:43 – Landing a $10M+ Agency: Trial, Error and Ditching the Pitch Slap  12:25 – The Female Perspective in Sales: Navigating Outreach & Building Clean Relationships  14:41 – Do You Need Freight Brokering Experience to Succeed in Agent Sourcing?  18:11 – The HD Ships Advantage: Tech Infrastructure, Back-Office & Leadership Alignment  20:20 – The Referral Loop: How Time and Agent Support Generate Inbound Growth  23:14 – Addressing Outside Misconceptions: "Is Freight Agent Recruiting a Pyramid Scheme?"  24:57 – The State of the Freight Market & Why Owner-Led Recruiting Fails  27:03 – In-House Recruiters vs. Third-Party Brokers: Accountability & Long-Term Fit  29:47 – Remote Work Autonomy: Moving Beyond Corporate KPIs & 8-to-5 Clock-Ins  33:33 – Advice for Gen-Z & Young Professionals Breaking Into Logistics  36:14 – Navigating the Early-Career Runway & Advice for Junior Recruiters  37:54 – Outro & Closing Thoughts 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔  Follow for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #laurensharpe #hdships #agentrecruiting #freighttech #leadership #entrepreneurship #sales #supplychain #remotework

This week on Freight Agent Insider, Levi Van Pay sat down with Mia Mazal, co-owner and founder of Talento, bringing her high-energy perspective on near-shoring, scaling back-office operations and breaking down barriers as a young leader! In this engaging and insightful conversation, Mia shares her journey from Delaware to Miami, navigating a male-gatekept industry and building a near-shore team of over 200 people. Mia pulls back the curtain on when freight agents should near-shore versus hire in-office, detailing how specialized overseas talent can handle complex roles like drayage, LTL and engineering. She addresses common agent hesitation—from tech infrastructure readiness to English proficiency and accents—and breaks down how human talent and AI will integrate to handle operational escalations. Additionally, Mia discusses overcoming imposter syndrome, standing up to industry stereotypes and why an abundance mindset and strong alliances are key to long-term success. Whether you're a freight agent looking to delegate operations, a brokerage leader evaluating offshore talent or a young entrepreneur navigating a gatekept industry, this episode is packed with practical strategies on staffing, team culture and business growth. 🔥 KEY TAKEAWAYS:  • The Delaware to Miami Journey: How Mia transitioned into logistics and co-founded a 200+ person company.  • Near-Shoring vs. In-Office Hiring: Key frameworks for freight agents deciding when and how to delegate operations.  • Prerequisites for Overseas Staffing: Why tech infrastructure like VPNs, domain emails and telecom systems must come first.  • Specialized Freight Knowledge: Vetting near-shore talent for nuanced roles across LTL, FTL, drayage and TMS engineering.  • Overcoming Industry Gatekeeping: How Mia built confidence, stood up to age/gender bias and earned respect in freight.  • The Power of "Conference Uncles": Leveraging strong industry allies and mentors to build authority and trust.  • AI Integration vs. Human Action: How AI agents will handle entry-level tracking while human operators manage high-level escalations. • Vetting Language & Culture: Assessing written, verbal and listening English proficiency beyond paper certifications. • Identifying Hiring Red Flags: Spotting poor attitudes and job-hoppers early to build a low-turnover remote culture. ⏱️ IMPORTANT MOMENTS:  00:00 – Intro & Freight Agent Expo Announcement (FAX27) 02:21 – Welcome Mia Mazal: Pronunciations & Miami Life  04:33 – From Delaware to Colombia: Mia’s Path to Founding Talento  06:54 – What Is Talento? Niche Staffing & HR for Logistics  08:11 – Learning Freight from Scratch: Hallway Conversations & Curiosity 11:22 – Abundance Mindset: Why Competitors & Shippers Are Potential Mentors  12:01 – Beyond Back-Office: Near-Shoring TMS Engineers & Carrier Roles 14:26 – Male-Dominated vs. Male-Gatekept: Standing Up to Industry Bias 16:08 – Building "Conference Uncles": The Importance of Industry Allies 18:11 – Near-Shoring Panel Preview & When Agents Should Hire  20:02 – Evaluating Overseas Staffing: Tech Infrastructure & Career Paths  23:30 – Addressing Language Barriers, Accents and Vetting Standards  25:21 – Is AI a Threat? Integrating Automation with Human Operations  28:01 – Voice Cloning, Accent Removers and Building Genuine Trust  29:55 – Red Flags in Hiring: Spotting Wrong Motivators & Job Hoppers  31:35 – Closing Advice for Young Entrepreneurs: Finding Passion & Taking Risks  33:33 – Outro & Closing Thoughts 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Subscribe for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #miamazal #talento #nearshoring #freighttech #leadership #entrepreneurship #sales #supplychain #remotework

This week on Freight Agent Insider, Levi Van Pay sat down with "Big Sassy" Zach Davis, high-margin freight agent and multi-six-figure profit producer, making his 3rd appearance on the show! In this raw, transparent and insight-packed conversation, Zach shares his journey of relentless hard work, protecting his time to scale and doing whatever it takes to out-execute the competition in enterprise freight. Zach pulls back the curtain on winning and retaining high-volume outbound shippers, breaking down how custom-built SOPs and deep industry preparation can win over 40-year logistics veterans. He breaks down his strategy for targeting Walmart suppliers by mastering On-Time In-Full (OTIF) fine structures, reveals how to disqualify bad prospects early and shares why authentic personality beats generic sales scripts every time. Additionally, Zach dives into using AI to buy back operational time, modernizing agent recruiting tactics and navigating industry legal shifts like nuclear verdicts. Whether you're a freight broker, agent, recruiter or logistics entrepreneur looking to master high-margin enterprise accounts, leverage operational tech or build long-term client trust, this episode is packed with tactical advice on execution, sales mindset and time management. 🔥 KEY TAKEAWAYS:  • The 3-Time Guest Perspective: Zach returns to share what’s changed, how he's scaling and why protecting his time is critical. • The SOP Strategy: How creating a custom operational SOP in his back pocket landed a major enterprise shipper.  • Protecting Your Time: Learning to manage relationships and protect your schedule to scale a multi-six-figure agency.  • Mastering OTIF & Walmart Metrics: Aligning sales pitches with shipper bonus structures and late-fee fine structures.  • Re-Engaging Lost Accounts: The exact blueprint Zach used to land a high-volume outbound account twice after leadership changes.  • Disqualifying Bad Prospects Early: Asking the right questions up front to save time and focus on high-margin fits.  • Rethinking Agent Recruiting: Why traditional "pitch slapping" fails and how recruiters can actually get an elite agent's attention.  • Leveraging Operational AI: Using automation and back-end systems to buy back time for high-touch relationship building.  • Navigating Legal Risks: How elite agents view broker liability, C.H. Robinson rulings and nuclear verdicts. ⏱️ IMPORTANT MOMENTS:  00:00 – Intro & Freight Agent Expo Announcement (FAX27)  01:38 – Welcome 3-Time Guest Zach Davis: Protecting Time & Staying Locked In  02:49 – Teamwork with Drew Bertner: Sun-Up to Sun-Down Execution 03:54 – The Best Beard in Freight & Adding Wisdom Through Gray Hair  05:51 – The Low Bar in Freight: Why Extra Effort Out-Executes Competitors  06:45 – What Recruiters Get Wrong: How to Stand Out to Top-Producing Agents  11:42 – Modernizing Sales: Why Legacy Cold Calling Is Failing in 2026  15:16 – Winning a Major Shipper Twice: The Back-Pocket SOP Strategy  18:12 – Pitching Enterprise Shippers: Leveraging OTIF Fines & Bonus Metrics 21:10 – Live Mileage Challenge with Ryan Nolan  26:17 – Sales Advice for Junior Agents: Disqualifying Poor Fits Fast  27:04 – Operations Tech & AI: Buying Back Time for High-Touch Relationships  28:29 – Nuclear Verdicts & Legal Frameworks: Navigating Industry Risks  30:20 – Outro & Closing Thoughts 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Subscribe for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #zachdavis #bigsassy #freighttech #leadership #entrepreneurship #sales #supplychain #otif #enterprisefreight

This week on Freight Agent Insider, Levi Van Pay sat down with Dushawn Falls, former OTR truck driver turned high-margin freight broker agent at Trinity Logistics and founder of Tenacity Express. In this raw, transparent and insight-packed conversation, Dushawn shares his journey from driving 14-hour days behind the wheel to starting his own trucking company, transitioning into brokerage and scaling an elite heavy haul business. Dushawn pulls back the curtain on the complex world of heavy haul and building materials, breaking down why specialized freight requires trust, precision and deep carrier relationships. He reveals his secret to winning high-value shippers through in-person prospecting and the "People Lottery," explains how a chance conversation in a gym sauna led to his first massive crane project and shares how 3 AM motivational audio fueled his transition from manual labor to mental grit. Additionally, Dushawn breaks down why human reasoning beats over-hyped tech, how to navigate 40-load crane operations and why integrity and reputation are everything in logistics. Whether you're a truck driver looking to change your career, a freight agent wanting to master high-margin niches or an entrepreneur looking to scale through face-to-face sales, this episode is packed with tactical advice on execution, mindset and long-term success. 🔥 KEY TAKEAWAYS: The Driver-to-Agent Blueprint: How Dushawn translated a decade of behind-the-wheel OTR experience into a thriving freight agency. The "People Lottery" Strategy: Why being curious, getting out of the office and striking up casual conversations wins massive shippers. Mastering Crane & Heavy Haul Projects: Coordinating 40-load site projects, multi-state axle sourcing and tight delivery timelines. Ditching Cold Calls for In-Person Prospecting: Shortening sales cycles by shaking hands, visiting job sites and building real rapport. The Sauna Opportunity: The true story of under-quoting his first heavy haul job and turning a single chance encounter into a lifelong client. Human Reasoning Over Tech Hype: Why relationship-driven brokerages out-execute automated software in complex logistics. 3 AM Discipline & Mindset: How daily self-improvement, Eric Thomas audio and sales books helped Dushawn rewire his career trajectory. Building Tenacity Express: Creating a brand centered on precision, execution and an unshakeable reputation in logistics. ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo Announcement (FAX27) 01:39 – Welcome Dushawn Falls: Background & Early Days Driving for CR England & Ryder 03:11 – The Transition: From Truck Ownership to Brokerage & Trinity Logistics 06:13 – Leaving 14-Hour Driving Shifts to Prioritize Family & Health 08:25 – Moving Beyond Reefer: Finding a Niche in Building Materials & Crane Freight 09:55 – The Operational Nightmare: Coordinating 40-Load Crane Movements 13:09 – The Sauna Story: How a Casual Gym Conversation Started a Heavy Haul Career 16:47 – The "People Lottery": Using Curiosity as Your Ultimate Sales Superpower 19:41 – Why In-Person Visits Beat Cold Calls to Close Shippers Faster 22:02 – Maintaining Deep Account Relationships Without Expensive Dinners 27:32 – From Blue-Collar Labor to Mental Grit: Rewiring Your Mindset with Sales & Audiobooks 33:26 – Mentorship & Final Advice: Be Your Own Spokesperson and Talk to People 35:25 – Outro & Closing Thoughts 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Subscribe for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #dushawnfalls #heavyhaul #trucking #tenacityexpress #freighttech #leadership #entrepreneurship #sales

This week on Freight Agent Insider, Levi Van Pay sat down with Patrick Gray, founder and leader in open-deck heavy haul logistics. In this raw, transparent and insight-packed conversation, Patrick shares his journey from managing restaurants to transitioning into B2B freight sales, building a team generating $200K–$250K in monthly margin and ultimately taking the leap on Valentine’s Day eve to build his own thriving brokerage business. Patrick pulls back the curtain on the gatekept world of heavy haul logistics and why specialized freight requires an entirely different operational playbook. He breaks down how applying restaurant-style hospitality anticipating customer needs and "annoying" shippers with proactive updates, built the foundation for his success. Additionally, Patrick reveals why he built Freight Deck, an in-house heavy haul software designed to turn 5-hour quoting and permitting workflows into 5-minute tasks and delivers a masterclass on how recruiters fail when pitching high-producing freight agents. Whether you're a freight broker, agent or logistics entrepreneur looking to master high-margin niches, leverage proprietary tech or scale carrier relationships, this episode is packed with tactical advice on execution, leadership and long-term reputation. 🔥 KEY TAKEAWAYS: The Hospitality Playbook: How Patrick translated restaurant service principles into high-touch freight management. Leaving the Agency Trap: Taking the ultimate entrepreneurial leap to build an independent book of business. Unlocking Heavy Haul: Navigating the steep learning curve, specialized equipment and line-haul pricing in open-deck freight. The "Annoy Them with Updates" Method: Differentiating your brokerage by over-communicating loaded statuses, PODs and transit updates. In-House Tech Superweapons: Why Patrick created Freight Deck to automate complex heavy haul calculations, permits and escort costs in minutes. The Truth About Recruiting Top Agents: Why 70% splits and basic back-office pitches fail to move the needle for elite producers. Surviving Heavy Haul Horror Stories: Managing dimensional accuracy, mountain transit load shifts and eating claims out-of-pocket to protect key accounts. Unshakable Reputation: Patrick's core philosophy on why honesty and integrity are the only long-term currency in logistics. ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo Announcement (FAX27) 01:35 – Welcome Patrick Gray: From Restaurant Service Manager to Sales 03:41 – Building a $250K/Month Margin Book & Quitting on Valentine’s Day Eve 06:45 – Finding the Niche: Transitioning into Open-Deck & Heavy Haul Freight 08:20 – Demystifying Heavy Haul: Overcoming a Gatekept Segment of Logistics 09:50 – Proactive Communication: The "Annoy Your Customer with Updates" Rule 13:55 – Introducing Freight Deck: Turning 5-Hour Workflows into 5-Minute Tasks 16:11 – Human Reasoning vs. Automation: Tech That Multiplies Broker Efficiency 20:30 – Carrier Vetting & High-Touch Safety Operations in Heavy Haul 23:00 – Permits, Escorts & Route Planning Demystified 25:35 – Pitching Elite Agents: What Recruiters Get Wrong About High Producers 29:30 – Heavy Haul Claims & Fraud Prevention: Protecting Shippers at All Costs 33:04 – Final Blueprint: Building an Unshakeable Reputation in Freight 33:42 – Outro & Closing Thoughts 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Subscribe for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #patrickgray #heavyhaul #flatbedlogistics #freightdeck #freighttech #leadership #entrepreneurship

This week on Freight Agent Insider, Levi Van Pay sat down with Josh Rulnick, leader at RJS Logistics. In this incredibly raw, transparent and inspiring conversation, Josh shares the wild journey of transitioning from a special education classroom straight into B2B freight sales, working his way up to Vice President of a major brokerage and then navigating a chaotic corporate collapse and lawsuit to rebuild his business from scratch. Josh pulls back the curtain on the writing on the wall at R&R Express, how he led a loyal team of over 20 people through a high-stakes transition, and what it truly takes to reconstruct a massive book of business under immense personal and professional pressure. He also breaks down why he refuses to use corporate buzzwords like "family," how to build an unshakeable culture of grit and why the human element will always beat out-of-the-box AI hype when it comes to keeping drivers and shippers happy. Whether you're a freight broker, agent, or entrepreneur fighting through your own "dark cloud" moment, this episode is a masterclass in resilience, leadership and controlling the controllables. 🔥 KEY TAKEAWAYS: The Ultimate Career Pivot: How Josh transitioned from a special education teacher to a high-performing freight VP. Surviving Corporate Chaos: Seeing the writing on the wall at R&R Express and executing a high-stakes exit. Rebuilding From Scratch: Reconstructing a book of business and starting over after a costly corporate lawsuit. The Power of True Loyalty: How Josh’s hands-on "trenches" leadership style led 20+ agents to follow him to RJS. Ditching "Family" Buzzwords: Why Josh bans corporate "family first" slogans and how they build a high-performing culture instead. Human Grit vs. AI Hype: Why drivers hate robot automation and how personal relationships keep freight moving. Unshakable Broker Psychology: How to build the mental resilience required to absorb daily industry volatility. The "Next Call" Framework: Josh’s go-to strategy for young brokers to shake off rejection and build momentum. ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo Announcement (Las Vegas!) 02:21 – From Special Ed Classroom to the Freight Closet: Josh’s Unlikely Origin Story 03:52 – The Writing on the Wall: What Really Happened to R&R Express 05:25 – Introduction to RJS: Strong Backing, Produce Roots and Flatbed Specialties 06:57 – Rich Dad, Poor Dad: Learning Exactly How NOT to Run a Brokerage 08:36 – Trenches Leadership: Ditching Corporate Egos to Actually Listen to Your Team 10:52 – The Pittsburgh Crew: How a Tight-Knit Team of 20+ Agents Followed Josh 13:32 – Honest Recruiting: Why Helping Agents Review Contracts Beats Shady Sales Pitches 17:12 – Why "Family First" is a Corporate Lie: Redefining True Work Culture 19:38 – The Darkest Clouds: Being Sued, Losing a Mother and Starting Back at Zero 21:55 – Unshakable Confidence: Proving a Point and Fighting Back to the Top 25:16 – Reading the 2026/2027 Freight Market: Explaining Unknown Territory to Shippers 27:55 – The Truth About AI Hype: Why Drivers Hate Talking to Robots 29:27 – Driver Respect: How Treating Carriers Right Protects You From Scams 31:12 – The Next Call: Josh's Definitive Advice on Survival and Grit in Freight 32:20 – Outro & Closing Thoughts 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Subscribe for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #joshrulnick #rjslogistics #flatbedlogistics #freighttech #leadership #careerpivot #entrepreneurship

In this special episode, get the inside scoop on the first EVER Freight Agent Expo in Las Vegas Nevada January 15-16 in 2027. Recently, the event that Levi Van Pay founded has moved under the Catalyst umbrella run by Dan Lindsey, who operates the Broker Carrier Summit.Please see fax27.com to book your ticket, we will see you in Las Vegas!

This week on Freight Agent Insider, Levi Van Pay sat down for a highly anticipated Part 2 with Will Hopkins, co-founder of Black Box Logistics. In this raw, practical and heavily requested follow-up, Will pulls back the curtain on what it actually takes to scale a flatbed-heavy brokerage from a living room startup into an $80M powerhouse. Will updates us on Black Box's growth, breaks down why they intentionally avoid traditional freight agent programs and shares how they leverage hyper-experienced offshore talent to create plug-and-play scaling systems. He also digs deep into the operational reality of managing high-revenue specialized open-deck freight and how his team builds cutting-edge, proprietary AI workflows completely in-house to keep their operations moving without breaking. Whether you're a freight broker, freight agent, carrier, logistics professional or transportation leader, this episode is packed with actionable strategies to scale your volume, leverage tech responsibly and build an unshakeable business. 🔥 KEY TAKEAWAYS: Will’s journey from an agent-model background to launching Black Box Logistics Scaling a brokerage past $70M–$80M without recruiting traditional agents The truth about offshore talent: Sourcing decade-long experts vs. green reps Deep dive into open deck, flatbed and heavy-haul margin strategies The math behind driving a $2,800+ average revenue per load across your network Building proprietary AI order entry and automated load response tools completely in-house Operating on the brink: The operational philosophy of "breaking the dam" safely The power of organic LinkedIn branding by just being unapologetically yourself Navigating carrier compliance, guardrails and full W2 lever control Behind the scenes: Sports memorabilia, the Michael Vick wall and office invasions ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo Announcement (Las Vegas!) 02:08 – Running It Back: Will Hopkins Is Back for Part 2 04:52 – The Rise of Black Box Logistics: 7 Years in the Making 05:25 – The Story Behind the Infamous Michael Vick Wall 07:18 – Office Invasions, Toy Ducks and the Serena LinkedIn Bit 11:04 – How Authentic Social Branding Accidentally Attracts Shippers 14:37 – Why Weaponizing Your Internal Network Beats Hiring Recruiters 16:41 – The W2 vs. Agent Model: Why Black Box Doesn’t Run an Agent Program 18:25 – Redefining Offshore Operations: Finding Plug-and-Play Killers 19:17 – High-Value Open Deck: Driving $2,800+ Average Revenue Per Load 21:20 – Guardrails & Lever Pulling: Maintaining Total Corporate Compliance 24:38 – In-House Tech Stacks: Building Proprietary AI Workflows 25:56 – Operational Discipline: The Strategy of "Breaking the Dam" 28:18 – The Secret to Scaling to $80 Million at 27 Years Old 31:15 – The Kaisen Approach: Stacking Micro-Improvements Every Single Day 32:26 – Industry Resilience: How Much "B******t" Can You Take? 33:53 – Advice for Young Brokers: Putting in the Work in the Dark 36:00 – Outro & The Nickname Guarantee 🎧 Available now on Spotify, Apple Podcasts, YouTube & all major podcast platforms. 🔔 Subscribe for weekly conversations on freight brokerage, logistics, leadership, sales, entrepreneurship, freight technology and business growth. #freight #logistics #freightbroker #freightagent #freightagentinsider #willhopkins #blackboxlogistics #flatbedlogistics #freighttech #carriervetting #opendeck #entrepreneurship

This week on Freight Agent Insider, Levi Van Pay sat down with Garrett Bowers, a 3rd-generation logistics executive, flatbed specialist and SPI agent, for a raw and insightful conversation about surviving market crashes, mitigating massive liabilities and rebuilding a logistics legacy. Garrett shares his journey through the highs and lows of the freight industry, from scaling a family brokerage to $24 million in revenue to navigating brutal margin compression and the looming threat of nuclear verdicts. He explains why he walked away from the asset-light brokerage model, how he leverages a multi-million dollar tech stack as an independent agent and why brutal honesty on LinkedIn became his greatest competitive advantage. Whether you're a freight broker, freight agent, carrier, logistics professional or transportation leader, this episode is packed with actionable advice for protecting your balance sheet, vetting carriers and building an unshakeable business. 🔥 KEY TAKEAWAYS: Garrett's journey into 3rd-generation trucking and logistics Scaling to $24 million in revenue—and the reality of walking away Why freight margins compress and how to pivot your business model What every freight broker needs to know about nuclear verdicts and the Montgomery ruling The asset vs. broker model: Finding the perfect hybrid for flatbed logistics How independent agents leverage enterprise-level tech stacks The importance of carrier compliance and vetting high-risk carriers Keeping deadhead miles below 15% through lean operations Building authority and customer trust through radical transparency on LinkedIn Lessons on leadership and resilience after industry black swan events ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & The Reality of Today's Freight Market 02:35 – Meet Garrett Bowers: A 3rd-Generation Logistics Legacy 06:15 – Scaling Bowers Logistics to $24 Million in Revenue 10:00 – The Turning Point: Margin Compression & Black Swan Events 13:50 – The Looming Threat of Nuclear Verdicts in Freight Brokerage 17:55 – Moving to the Agent Model: Why Garrett Pivoted to SPI 21:50 – Carrier Vetting, Compliance, & High-Risk Mitigation 25:45 – Optimizing Flatbed Operations & Reducing Deadhead Miles 29:30 – The Power of Vulnerability and Radical Honesty on LinkedIn 33:20 – Technology vs. Human Relationships in Modern 3PL Sales 36:40 – Advice for Brokers Navigating Corporate Restructuring 40:50 – Final Takeaways & The Future of Independent Agents 44:00 – Outro 🎧 Listen on Spotify, Apple Podcasts & all major podcast platforms.🔔Subscribe for weekly conversations on freight, logistics, recruiting, entrepreneurship, leadership, sales, technology, and business growth.Learn valuable lessons to kickstart your freight agent career! Subscribe for weekly insider insights ⁠here ⁠Questions? ⁠Record it live to be answered on the show! ⁠DM us on TikTok, X, & LinkedIn @FreightAgentInsder or email [email protected] #freight #logistics #freightbroker #freightagent #freightagentinsider #garrettbowers #bowerslogistics #flatbedlogistics #nuclearverdicts #carriervetting #freighttech #entrepreneurship

This week on Freight Agent Insider, Levi Van Pay sat down with Danielle Spinelli, freight fraud prevention expert and carrier vetting specialist, for an insightful conversation about cargo theft, freight fraud, carrier verification, and protecting your brokerage in today's transportation market. Danielle shares her journey into logistics, discusses how freight fraud has evolved, and explains why strong carrier vetting, operational discipline, and industry education are more important than ever. From preventing cargo theft to building trusted carrier relationships, she offers practical strategies every freight professional can use to reduce risk and stay ahead of fraud. Whether you're a freight broker, freight agent, carrier, logistics professional, or transportation leader, this episode is packed with actionable advice for protecting your business and your customers. 🔥 KEY TAKEAWAYS: Danielle's journey into freight and fraud prevention Why freight fraud is rapidly increasing Common carrier vetting mistakes brokers make Best practices for preventing cargo theft Building stronger processes to reduce risk The importance of trust and verification Technology's role in fraud prevention Lessons from real-world fraud cases How brokers can better protect customers The future of freight security ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo 02:00 – Meet Danielle Spinelli 04:00 – Danielle's Background in Freight 06:00 – The Rise of Freight Fraud 08:00 – Cargo Theft & Industry Trends 10:00 – Carrier Vetting Best Practices 12:00 – Preventing Fraud Before It Happens 15:00 – Building Better Brokerage Processes 18:00 – Real-World Fraud Stories 21:00 – Technology & Fraud Prevention 24:00 – Protecting Customers & High-Value Freight 27:00 – Advice for Freight Brokers 30:00 – Final Takeaways 33:00 – Outro 🔔Subscribe for weekly conversations on freight, logistics, recruiting, entrepreneurship, leadership, sales, technology, and business growth.Learn valuable lessons to kickstart your freight agent career! Subscribe for weekly insider insights ⁠here ⁠https://freightagentinsider.comQuestions? ⁠Record it live to be answered on the show! ⁠https://www.speakpipe.com/msg/s/431289/2/nnlsvcsd2a3hptkiDM us on TikTok, X, & LinkedIn @FreightAgentInsder or email [email protected]

This week on Freight Agent Insider, Levi Van Pay sat down with Matt Silver, freight technology entrepreneur, supply chain visibility expert, and one of the leading voices in freight market intelligence, for a deep and insightful conversation about transportation data, supply chain visibility, freight technology, market intelligence, and the future of logistics decision-making. Throughout his career, Matt has focused on helping shippers, brokers, carriers, and logistics professionals make better decisions through better information. His work has centered around improving freight visibility, strengthening market intelligence, and leveraging data to create more efficient, transparent, and competitive supply chains, especially for cross boarder moves. In this episode, Matt shares his journey through the logistics industry and breaks down why data has become one of the most valuable assets in modern freight brokerage. He explains how technology is reshaping the way transportation professionals identify opportunities, evaluate risk, and build long-term competitive advantages in an increasingly complex freight environment. 🔥 KEY TAKEAWAYS: • Matt Silver’s journey through freight brokerage, technology, and entrepreneurship • Why data is becoming the most valuable asset in logistics • How supply chain visibility creates real competitive advantages • The biggest information gaps facing freight brokers today • How brokers use market intelligence to uncover hidden opportunities • Why transportation analytics are reshaping freight decision-making • The role of technology in improving freight visibility and transparency • How better data leads to faster and more accurate freight decisions • The future of freight technology, AI, and logistics innovation • Why visibility is becoming essential across all transportation networks • How market intelligence helps brokers win more freight • Lessons learned from building and scaling logistics technology platforms ⏱️ IMPORTANT MOMENTS: 00:00 – Intro & Freight Agent Expo Announcement 02:00 – Meet Matt Silver & Background in Freight 04:00 – Early Career in Logistics & Brokerage Foundations 06:00 – Evolution of Freight Technology 08:00 – Why Data Matters More Than Ever in Logistics 10:00 – Biggest Information Gaps in Freight Brokerage 12:00 – Supply Chain Visibility & Market Intelligence Explained 14:00 – How Data Creates Competitive Advantage 16:00 – Freight Analytics & Decision-Making in Real Time 18:00 – Finding Hidden Opportunities in the Market 20:00 – Technology’s Role in Modern Freight Brokerage 22:00 – Building Stronger Shipper Relationships Through Data 24:00 – Carrier Networks, Capacity & Market Trends 26:00 – How Brokers Use Intelligence to Win Freight 28:00 – Transportation Analytics & Industry Shifts 30:00 – AI, Automation & the Future of Logistics 32:00 – Entrepreneurship & Building Freight Technology 34:00 – The Future of Supply Chain Visibility 36:00 – What Freight Leaders Need to Know About Data 38:00 – Matt’s Advice for Brokers & Operators 40:00 – Key Takeaways & Industry Predictions 42:00 – Outro & Episode Wrap-Up 🎧 Available now on Spotify, Apple Podcasts & YouTube. 🔔Subscribe for weekly conversations on freight, logistics, recruiting, entrepreneurship, leadership, sales, technology, and business growth.Learn valuable lessons to kickstart your freight agent career! Subscribe for weekly insider insights ⁠here Questions? ⁠Record it live to be answered on the show! ⁠https://www.speakpipe.com/msg/s/431289/2/nnlsvcsd2a3hptkiDM us on TikTok, X, & LinkedIn @FreightAgentInsder or email [email protected] #freight #logistics #freightbroker #freightagent #freightagentinsider #mattsilver #freighttechnology #supplychain #supplychainvisibility #marketintelligence #transportation #freightdata #analytics #ai #innovation #entrepreneurship #leadership #technology #businessgrowth #logisticstechnology #freighttech