Freight Agent Insider Podcast

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 Expo02:33 – Serena Returns for Episode Six02:53 – The Wildest LinkedIn Message04:42 – Freight Agent Expo Speaking Slot07:11 – Business Growth & High-Volume Customers09:51 – Quoting Freight & Carrier Relationships12:15 – Knowing When Not to Prospect13:18 – The “Rain Man” Notebook15:30 – Managing Pressure & Deadlines19:49 – Delegation & Getting Help21:33 – Systems, Growth & AI24:12 – Managing the Pressure of Growth28:06 – Advice for Agents Looking to Scale28:42 – Being a Good Person in Freight30:20 – Relationships, Empathy & Trust32:23 – Empathy as a Sales Superpower33:01 – Episode Six Celebration34:30 – Closing Thoughts35:00 – 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 Expo02:57 – Meet the “Cowgirl of Cargo”04:16 – From Driver to Freight Broker05:53 – Drummer to Truck Driver09:12 – Starting Galloway Coast to Coast11:50 – Respect & the Driver Perspective17:04 – Brokers & Driver Relationships24:04 – Building a Trusted Company25:26 – Arizona, California & Sales30:20 – Entrepreneurship & Hard Work31:52 – Advice for Women in Trucking32:59 – 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 Announcement03:21 – Welcome Colby & Raegan Baskin04:20 – Their Journey Into Freight06:40 – The $5K Brokerage Startup07:54 – 60 Trucks, 100 Trailers & Millions in Debt10:10 – LinkedIn & Building the Cowtown Brand12:34 – Recruiting Large Agents15:18 – What Sets Cowtown Apart19:36 – Agent Retention & Support23:34 – Advice for the Next Generation25:03 – Agent vs. Brokerage28:25 – Growth & Culture31:15 – $100M Goal & $250M Vision32:56 – 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