Taking notes and knowing your numbers are vital to your success. Taking notes is obvious. This will allow you to capture and not lose information that is important to the shipper. This will be very helpful when making your presentation. Even jotting down the shipper's name to use during the call can prove to be of value helping to develop rapport much faster.

The tick sheet allows you to track your results so that over time you will be able to calculate the number of calls it takes to contact a decision-maker (DM), the number of DMs it takes to sent out a carrier packet, the number of carrier packets generate a follow up call, how many follow up calls it takes to earn the business. This will help develop confidence knowing your IPAs (Income Producing Activities). You will be able to plan your day and set realistic IPA targets to achieve your goals. It will help take the guess work out of how to be successful.

Lesson Summary

Taking notes and tracking numbers is essential for success in the shipping industry. Here's why:

• Notes help you retain important information.
• Notes can be useful in presentations and building rapport with shippers.
• The tick sheet allows you to track results and calculate the effectiveness of your calls, carrier packets, and follow up calls.
• The tick sheet also helps you determine your earning potential.
• This data gives you confidence in your income-producing activities.
• It enables you to set realistic goals and plan your day effectively.
• Having this information eliminates guesswork and increases your chances of success in your role.