So, you want to make money in trucking? Well, you found the video to help you out. One of the most important skills to develop in the transportation industry is learning how to find loads. This is especially true for owner-operators and small fleets that are just starting out.

There is a lot to talk about here, so feel free to check out the timestamps below, and let’s get in the loop with Luke and dive in.

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The biggest problem when finding loads is knowing the good ones from the bad ones. When do you pass, and when do you accept certain loads?

With current technology and the excess number of trucks on the road, carriers must be as fast as possible or have great relationships to win loads with good rates.

To build these relationships, you first need to understand what the three types of freight are and why they matter when negotiating rates.

The three types of freight are:

• Contract Freight
• Spot Market Freight
• Relationship Freight

Let’s get to know each of them.

What Is Contract Freight?

Contract freight, otherwise known as direct shipper freight, is a type of fixed, long-term truckload pricing for consistent freight volumes and makes up to 85% of all loads.

Basically, shippers commit to a certain load volume, and carriers offer fixed transportation rates. As a carrier, if you are moving this type of cargo, you are expected to move the load at the rate you agreed upon previously.

For example, Pepsi knows they have a certain amount of loads they want to send throughout the year. They work with trusted carriers or brokers to handle those loads at predetermined rates on various lanes.

However, the market can quickly shift in either direction, helping or hurting the carrier. When diesel prices or operating costs rise, carriers can get squeezed because they are paying more to move freight at previously contracted rates.

At the same time, the shipper is protected because the contract locked in a transportation rate for the year.

On the positive side, if the market declines and you have strong contract freight relationships, rates typically drop much slower than the rapid swings seen in the spot market.

What Is Spot Market Freight?

Do you ever wonder why a broker might not have all the details about a load?

That goes to the heart of what spot market freight is.

Traditionally, spot market freight is used for last-minute shipments or expedited loads. These loads are usually available on the market for a very short period of time — sometimes gone in 60 seconds — and are often offered through freight brokers.

Spot freight typically makes up 10–15% of all loads on the road.

Many brokers are blind copied on mass emails and are racing against other brokers to secure the load. Because of that, there is often very little time to ask detailed questions or heavily negotiate.

Spot rates are highly volatile and can change rapidly.

That’s why carriers must:

• Know their operating costs
• Understand lane profitability
• Monitor freight trends
• Make quick decisions

If carriers constantly rely on the spot market, they eventually need to expand into contract freight relationships directly with shippers.

What Is Relationship Freight?

Relationship freight is the perfect blend of contract and spot market freight.

If you want to consistently win good-paying loads, you need to build strong relationships with brokers and shippers while proving that you are reliable and consistent.

This means:

• Making fair rate negotiations
• Being on time
• Communicating professionally
• Responding quickly

If you build those relationships well, brokers will often:

• Offer premium loads
• Help you secure regular lanes
• Reduce deadhead miles
• Prioritize you during slower freight markets

Relationship building is one of the most valuable long-term strategies in trucking.

Why Freight Types Matter When Negotiating

Did you know the average owner-operator works with 20–40 brokers each year?

Brokers have spent years building shipper relationships that many small carriers simply do not have yet.

With contract freight, brokers often work on margins between 5–15%. However, when the market drops and operational costs rise, brokers may have very little room left to negotiate.

Carriers need to understand that brokers are also operating within market constraints.

With spot market freight, speed wins.

Sometimes brokers don’t have full details because they are still competing to secure the load themselves. Carriers cannot always negotiate back and forth for hours over a few hundred dollars.

That’s why knowing your profitability and market trends matters so much.

Sometimes, you simply need to walk away if the load does not make sense financially.

Four Ways to Find Loads

There are four main ways to find freight:

1. Work with freight brokers
2. Use load boards
3. Negotiate directly with shippers
4. Become a government contractor

Each method has advantages and disadvantages.

Working With Freight Brokers

Freight brokers connect carriers with shippers for a fee.

Good freight brokers can:

• Reduce deadhead miles
• Optimize routes
• Save you time
• Provide access to established freight relationships

When vetting brokers, carriers should verify that brokers are:

• Licensed
• Bonded
• Insured

You should also:

• Read reviews
• Check reputation
• Evaluate payment reliability
• Build long-term trust

The stronger the relationship becomes, the better freight opportunities you may receive.

Avoiding Double Brokering Scams

Double brokering occurs when one carrier accepts a load and illegally re-brokers it to another carrier.

This has become a major issue in the trucking industry.

A common warning sign is when a rate looks far above normal market value.

If a load seems too good to be true, it probably is.

Warning signs include:

• Extremely high rates
• Poor communication
• Lack of details
• Unclear paperwork

These situations can lead to non-payment and major financial problems.

How to Negotiate With Brokers

Negotiation starts with your attitude.

Do not insult a broker’s rates or aggressively demand their best offer. That approach quickly damages the conversation.

Instead:

• Know your numbers
• Understand your costs
• Study your lanes
• Be professional
• Negotiate fairly

Provide brokers with clear information such as:

• Your location
• Equipment type
• Preferred lanes
• Availability
• Delivery timelines

The more information you provide upfront, the easier it becomes for brokers to work with you consistently.

Recommended Sales Book

One of my favorite communication books is How to Win Friends and Influence People by Dale Carnegie.

The book teaches you how to:

• Become genuinely interested in people
• Be a better listener
• Build stronger relationships
• Communicate positively
• Make others feel valued

Those skills directly improve negotiations and customer relationships.

How to Use Load Boards

Load boards help carriers search for freight opportunities directly.

Popular platforms include:

• DAT Load Board
• Truckstop.com
• Trucker Path
• 123 Load Board
• Direct Freight

Load boards allow you to search by:

• Route
• Commodity
• Equipment type
• Weight
• Specialty freight

However, relying too heavily on load boards can reduce profitability because of competition and lower rates.

Becoming a Government Contractor

Government freight can create additional revenue opportunities.

To haul government freight, carriers may need to:

• Register with the GSA
• Meet federal contract requirements
• Obtain performance bonds
• Carry higher cargo insurance limits

Some military freight programs require carriers to become approved FAK carriers.

The approval process involves:

• Obtaining a SCAC code
• Setting up electronic payments
• Completing online registration
• Obtaining performance bonds
• Carrying proper cargo insurance

Bonding requirements vary depending on fleet size and operating territory.

Why Direct Shippers Matter

No matter the size of your fleet, if you want to make good money, you eventually need direct customers.

As an owner-operator or small fleet owner, you wear many hats:

• Driver
• Accountant
• Safety manager
• Business manager
• HR department

But one of the hardest skills to learn is sales.

Still, building direct shipper relationships is one of the best ways to improve long-term profitability.

Create a Professional Website

A professional website helps establish credibility.

That means:

• Stop using generic email addresses
• Build a professional website
• Create a strong logo
• Clearly explain your services

Your website should explain how you solve shipper problems and what freight specialties you handle.

Build a Carrier Packet

Carrier packets help shippers evaluate your business quickly.

Your packet should include:

• Company introduction
• DOT number
• MC number
• Insurance information
• SCAC code
• W-9 form
• Freight lanes
• Equipment details
• References
• Certificates of insurance

The goal is to make onboarding easy for the shipper.

Finding Direct Shippers

Now it’s time to start introducing yourself to customers.

Search for:

• Manufacturers
• Warehouses
• Industrial facilities
• Produce distributors
• Construction suppliers

Then:

• Make calls
• Visit businesses
• Attend events
• Follow up consistently

This process takes persistence and professionalism.

You may only land one customer for every 10–15 carrier packets you send out — but that one customer matters.

Join Industry Events and Associations

Networking matters.

Attend:

• Logistics conferences
• Construction expos
• Produce industry events
• Warehousing trade shows
• Transportation associations

These relationships can generate referrals, partnerships, and long-term freight opportunities.

Final Thoughts

Finding profitable freight is one of the most valuable skills a trucking company can develop.

With persistence, professionalism, and relationship-building, owner-operators can:

• Improve profitability
• Reduce dependence on brokers
• Build stable cashflow
• Secure long-term customers

Well, there you have it — every way to find loads without leasing onto another company.

There are links to all this information in the description below. Need help starting your own trucking company? Fill out the form linked below.

With that — go get them, don’t give up, and as always…

Stay safe out there.