The Three Ways to Find Freight
Every load comes through one of three channels. Most new carriers start at the top and work their way down — but the money gets better as you go.
1
Spot Market (Load Boards)
One-time loads posted by brokers. Easiest to access, most volatile rates, highest competition.
Rate StabilityLow
Barrier to EntryLow
Profit MarginVariable
2
Broker Relationships
Recurring lanes from brokers who know your equipment and reliability. Better rates, more consistent freight.
Rate StabilityMedium
Barrier to EntryMedium
Profit MarginBetter
3
Direct Shipper Contracts
Hauling directly for the company that owns the freight. Best rates, most stable, hardest to land.
Rate StabilityHigh
Barrier to EntryHigh
Profit MarginBest
The Ideal Mix (Year 1 vs Year 3)
Year 1
Spot 70%
Broker 25%
5%
Year 3
20%
Broker 40%
Direct 40%
The goal is to reduce spot market dependence over time. Spot is survival. Contracts are a business.
Load Boards: Your Starting Point
Load boards are online marketplaces where brokers post available freight. They’re your lifeline as a new carrier — imperfect, but essential.
DAT One
$45 - $150/mo
- Largest load board — most freight volume
- Rate analytics (what loads have historically paid on a lane)
- Broker credit scores and days-to-pay
- Mobile app with push notifications
- Industry standard — if you use one board, this is it
Best for: Everyone. The most freight, the best data.
Truckstop.com
$39 - $149/mo
- Second-largest board — strong freight volume
- Rate Mate tool for rate benchmarking
- Integration with many TMS platforms
- Book It Now feature for instant booking
- Good for carriers who want quick, simple load matching
Best for: Carriers who want fast booking and TMS integration.
Uber Freight / NEXT / Others
Free - $50/mo
- Uber Freight: book loads like rides, instant pricing
- NEXT by Echo: similar instant-book model
- Amazon Relay: dedicated Amazon freight (strict requirements)
- Lower barrier to entry, but less rate negotiation
- Good supplemental sources, not primary
Best for: Fill-in loads when primary board is slow.
Load Board Tips That Actually Matter
Check broker credit first
Before calling on any load, check the broker’s credit score and days-to-pay on DAT or Carrier411. A great rate doesn’t matter if the broker doesn’t pay for 90 days — or at all.
Don’t take the first rate
The posted rate is rarely the final rate. Call and negotiate. “I can do that lane but I need $X to make it work.” Even $0.10/mile more on an 800-mile load = $80 more in your pocket.
Search for backhauls first
Before accepting an outbound load, check if there’s return freight. A $3,000 load that deadheads you 200 miles home is worth less than a $2,600 load with a $1,800 backhaul waiting.
Set rate alerts
Most boards let you set notifications for your preferred lanes. Instead of refreshing all day, let the loads come to you. Set alerts for your top 5-10 lanes and check at key times.
Know your minimum rate
Calculate your cost per mile and set a floor. If your all-in cost is $1.85/mile, don’t take loads below $2.00/mile. Running at a loss doesn’t build a business. Use our Load Profitability Calculator for specific loads.
Call, don’t email
Speed matters on the spot market. By the time you email, the load is booked. Call the broker directly. Be professional, state your truck type, location, and that you’re available now.
Working With Brokers
Brokers are middlemen between shippers and carriers. They take a cut (typically 15-25% of the shipper’s rate), but they also handle the sales, billing, and credit risk. For new carriers, they’re essential.
How to Build Broker Relationships
1
Deliver perfectly on spot loads
Every spot load is an audition. Pick up on time, deliver on time, communicate proactively. After 3-5 clean deliveries, the broker knows you’re reliable.
2
Ask about recurring lanes
“Do you have regular freight on this lane?” is the magic question. If they do, say: “I’d love to be your go-to carrier for this lane. What would that look like?”
3
Be easy to work with
Answer your phone. Send check calls without being asked. Provide clean paperwork within 24 hours. Brokers have 50 carriers calling them — they use the ones who don’t create headaches.
4
Get on their carrier list
Most brokerages have a preferred carrier list. Once you’re on it, they’ll call you first for loads on your lanes. Ask what you need to get on it — usually it’s completed paperwork, insurance certificates, and a track record.
5
Negotiate contract rates
Once you have a track record, push for contract rates. “I’ve done this lane 15 times at spot rates. Can we set a fixed rate for guaranteed volume?” Contract rates are usually 5-15% higher than average spot.
Broker Red Flags
- No MC number visible — legitimate brokers have their own MC and FMCSA registration
- Asking you to pay for anything — carriers don’t pay brokers. Ever. (Except factoring, which is your choice)
- Credit score below 80 — high risk of slow payment or non-payment
- Days-to-pay over 45 — your money shouldn’t sit in their account for 2 months
- Refusing to provide rate confirmation — no rate con = no load. Period.
- Double brokering — a broker re-posting loads from another broker, adding another layer of cost and risk
Landing Direct Shipper Contracts
Direct shipper contracts are the gold standard. No broker cut, predictable volume, better rates. But they take work to land — especially as a new carrier.
How to Find Direct Shippers
Drive around industrial areas
Visit local manufacturing plants, warehouses, distribution centers, and farms. Ask who handles their shipping. Leave a one-page capability sheet with your MC number, equipment, and contact info.
Check who you’re already hauling for
When you deliver a brokered load, look at the BOL. Who’s the actual shipper? That’s who you want a direct relationship with. Research them and reach out.
Use LinkedIn and industry directories
Search for “shipping manager” or “logistics coordinator” at companies in your area. A professional, direct message explaining your services can open doors.
Attend industry trade shows
Not trucking shows — shipper shows. Manufacturing conferences, agricultural expos, food distribution events. These are where the people who need trucks are.
Join local business groups
Chamber of Commerce, Rotary, industry associations. The shipping manager at the local plant might be in the same Rotary club. Relationships first, business second.
Start small and local
Small manufacturers and regional distributors are more willing to try a new carrier than Fortune 500 companies. Prove yourself locally, then use those references to move up.
What Shippers Want to Hear
When you approach a shipper, focus on what matters to them — not you:
- “I specialize in [your freight type]” — they want someone who understands their product
- “I’m local and available” — reliability matters more than the cheapest rate
- “Here’s my safety record” — show your CSA scores, clean inspection history, insurance coverage
- “I can provide consistent capacity” — they’re tired of calling 10 carriers to find one truck
- “Here are my references” — 2-3 references from brokers or other shippers you’ve delivered for
Don’t lead with price. Shippers who choose solely on price will drop you the moment someone’s cheaper. Sell reliability, consistency, and communication.
What You’ll Need
Most direct shippers require:
- Active MC and DOT numbers with clean FMCSA record
- Certificate of insurance showing required coverage limits (often $2M+ with umbrella)
- 6-12 months of operating history (some accept less)
- Carrier packet completed (standard onboarding paperwork)
- References from previous customers
8 Mistakes New Carriers Make Finding Freight
1
Chasing rate per mile instead of profit per week
A $3.50/mile load sounds great until you realize it takes 2 days with 6 hours of detention. Focus on profit per week, not rate per mile.
2
Running empty rather than accepting lower-paying freight
A backhaul at $1.50/mile is better than deadheading at $0/mile. Your truck costs money whether it’s loaded or not. Something beats nothing.
3
Not checking broker credit scores
Hauling loads for brokers who won’t pay is the fastest way to go out of business. Spend 30 seconds on DAT or Carrier411 before calling on any load.
4
Sticking to one load board
Different boards have different freight. What’s posted on DAT might not be on Truckstop. Use 2 boards for the first year, then consolidate based on what works for your lanes.
5
Never saying no
Not every load is worth hauling. If it doesn’t cover your costs, if the facility has terrible reviews, if the broker won’t provide a rate confirmation — walk away. Your time has value.
6
Ignoring the return trip
Before accepting any outbound load, check what’s available coming back. A round trip with two decent loads beats a great outbound load followed by 400 empty miles.
7
Not tracking lane data
Keep a spreadsheet: lane, broker, rate, detention, total profit. After 3 months, you’ll know which lanes are gold and which are time sinks. Data beats gut feelings.
8
Waiting to build relationships
Every load is a networking opportunity. Every broker is a potential long-term partner. Every delivery is a chance to meet a shipper. Start building relationships from day one — not after you’ve “figured things out.”
Building a Book of Business: The 12-Month Plan
The goal isn’t to find loads — it’s to stop looking for loads. Here’s how to get there.
Months 1-3 Survival Mode
- Sign up for DAT One and one backup board
- Take loads that cover your costs — don’t be picky about rate per mile yet
- Focus on on-time delivery and clean paperwork (building reputation)
- Track every load: lane, broker, rate, profit, detention
- Start identifying your best 3-5 lanes based on consistent freight and profitability
Months 4-6 Relationship Building
- Circle back to brokers you’ve delivered well for — ask about recurring lanes
- Get on 3-5 broker preferred carrier lists
- Start saying no to bad loads (you have data now to know the difference)
- Begin cold outreach to local shippers (1-2 per week)
- Build a one-page capability sheet to leave with prospects
Months 7-9 Specialization
- Focus on your most profitable lanes and freight types
- Negotiate contract rates with your best brokers
- Land your first direct shipper (even a small one)
- Reduce spot market dependence below 50%
- Consider whether you need dedicated lanes or more flexibility
Months 10-12 Stability
- Target: 30-40% of revenue from contracts (broker or direct)
- Use spot market strategically — for premium rates during peak seasons
- Have a pipeline of 2-3 shipper prospects you’re nurturing
- Know your cost per mile cold — reject anything below your floor rate
- Plan for year 2: more direct shippers, possible second truck
Frequently Asked Questions
Can I find loads without a load board?
In theory, yes — through direct shipper relationships and broker calls. In practice, load boards are essential for the first year. They give you access to thousands of loads immediately while you build relationships. After year 1, some carriers drop load boards entirely and rely on contracts, but most keep at least one subscription for fill-in freight.
How do I handle slow freight seasons?
Freight follows seasonal patterns. January-February and July are typically slowest. During slow seasons: expand your lane radius, be willing to take lower rates (above cost), pick up freight types you’d normally pass on, and use the downtime to do shipper outreach. Carriers with diverse freight types weather slow seasons better.
Should I use a dispatcher?
Maybe — but not until you understand the market yourself. Many dispatchers charge 5-10% of gross and don’t find loads any better than you can on DAT. Exception: if you hate phones and negotiations, a good dispatcher pays for themselves. Vet them carefully — check references, and never sign a long-term contract with a dispatcher you haven’t tested.
What about Amazon Relay?
Amazon Relay offers consistent volume but lower rates and strict requirements (on-time performance above 97%, specific equipment, their app). It works well as a steady base of freight you can count on, supplemented by higher-paying spot and contract loads. Don’t make it your only source — the rates are tight.
How does my insurance affect finding loads?
Directly. Brokers and shippers check your insurance before booking. Common requirements: $1M auto liability, $100K cargo, and many require $2M+ umbrella. Better coverage = access to better-paying loads. Skimping on insurance limits your options and your revenue.
Related Tools
Free Tool Load Profitability Calculator Calculate your true profit on any load before you book it. Know your breakeven rate. Free Tool Broker Credit Checker Check a broker’s credit rating and payment history before hauling their freight. Free Tool Deadhead Cost Calculator Decide if a load is worth the deadhead miles before you commit.
Need Insurance That Opens Doors?
The right coverage doesn’t just protect you — it qualifies you for better freight. We’ll set you up with the coverage brokers and shippers actually require.