For this assignment, you will utilize resources from the course to locate 20 prospective shipper leads. Do some online research on these prospective leads to decide whether you feel they would be good quality potential customers.

You may use one of the prospecting resources we described back in Lesson 14, or you may use a different source of your choice. Once you start your brokerage or agency, you'll be making calls to these prospects to start building relationships with the companies' traffic or shipping managers.

For this assignment, we would like for you to find at least 20 prospective shippers to call on once you start your brokerage or agency. Record your results in this Call Log. Then, role play some calls with a friend or a family member, and constructively critique the calls together, brainstorming ways to improve. Feel free to include comments regarding things you learned from your role play calls in the Call Log.

Remember: You never want to read from a script when you're making your calls to prospects, but, if you like, you can keep this guidelines document in front of you when you call. It can help you remember the questions to ask and the information to start gathering on your shipper.

Here is the Call Guidelines document.