HeroApply
Auto Apply to hundreds of jobs in a few hours
English (US)EspañolItalianoPortuguêsFrançaisDeutsch日本語한국어
Sign up

Freight broker interview questions and how to answer them

A brokerage interview is really a test of how you sound on the phone. They'll ask about freight, but mostly they're listening for whether you can take a no, ask for the business again, and stay calm when a load falls apart. Prepare stories, not definitions.

12 questions7 minute read

Part 1

1.Walk me through how a freight broker makes money.

Why they ask

They want to know you understand the model before they spend time training you.

How to answer

  • The shipper pays the brokerage a rate to move a load
  • The brokerage pays a carrier a lower rate to haul it
  • The difference is gross margin, and your commission comes out of that
  • Mention that keeping service tight matters more than squeezing every load

2.A shipper says your rate is too high and another broker quoted less. What do you say?

Why they ask

Price objections are most of the job. They want to hear you hold value instead of caving.

How to answer

  • Ask what the other quote included, such as pickup window, equipment, and accessorials
  • Point to reliability: a cheap truck that falls off costs them more
  • Offer something specific, like tracking updates or a backup plan on that lane
  • Ask for a trial load rather than walking away

3.It's late afternoon and the truck for a load picking up tomorrow morning just cancelled. What do you do?

Why they ask

Fall-offs happen constantly. They're checking whether you panic, hide it, or fix it.

How to answer

  • Repost the load on DAT or Truckstop right away and call carriers who've run that lane before
  • Raise the carrier rate if needed to cover it, and know where your margin floor is
  • Tell the shipper early if pickup might slip, with a plan
  • Note the cancellation on the carrier's profile so the team knows
4.How would you check that a carrier is safe to use?

Why they ask

Double brokering and fraud are real problems, and one bad carrier can cost the brokerage a lot.

How to answer

  • Confirm active operating authority and insurance, usually through a vetting tool like Highway, Carrier Assure, or RMIS
  • Check how long the authority has been active and look at safety records
  • Verify the contact matches what's on file, and watch for changed phone numbers or emails
  • Follow the brokerage's own onboarding rules without shortcuts
5.A carrier you booked calls the night before pickup and wants more money or they will drop the load. What now?

Why they ask

Rate renegotiation after booking is a common squeeze play. They want to see whether you can protect margin without losing the truck.

How to answer

  • Stay calm and ask what changed, since sometimes a real problem sits behind the request
  • Remind them of the signed rate confirmation and what you agreed to
  • Quietly check what a replacement truck would cost on the load board before you answer
  • Decide on the numbers, then note the behaviour on the carrier profile so the team knows

Part 2

6.How would you find new shippers if we gave you no accounts?

Why they ask

New brokers build their own book. They want to see a plan, not a hope.

How to answer

  • Pick a niche, such as a region, a commodity, or an equipment type like reefer
  • Build a list of shipping and logistics managers through LinkedIn, industry directories, and the CRM
  • Make a set number of calls every day and track follow-ups
  • Aim for one trial load, then earn the next one with service
7.Tell me about a time you kept going after hearing no over and over.

Why they ask

The first months of brokering are mostly rejection. They need proof you'll still be dialing later.

How to answer

  • Pick a real sales, serving, recruiting, or athletic example
  • Describe what the rejection looked like and how often it came
  • Explain what you changed in your approach
  • Finish with the result and what it taught you
8.A load delivers late and the receiver charges the shipper a fee. The shipper is angry. How do you handle the call?

Why they ask

They're checking whether you own problems and protect the relationship.

How to answer

  • Call them before they call you if you can
  • Explain what happened plainly without blaming the driver in a way that sounds like excuses
  • Say what you'll do about the fee and what you'll change on that lane
  • Follow up in writing and check the next load personally
9.What's the difference between full truckload and LTL, and when would a shipper use each?

Why they ask

Basic freight knowledge. They don't expect expertise, just that you did some homework.

How to answer

  • Full truckload means one shipper's freight fills or claims the whole trailer
  • LTL combines smaller shipments from several shippers on one trailer
  • LTL fits small shipments, truckload fits bigger or time-sensitive ones
  • Mention that equipment types like dry van, reefer, and flatbed also shape pricing
10.How do you decide what rate to quote on a lane you've never run?

Why they ask

Pricing is where brokers make or lose money. They want to see a method.

How to answer

  • Check market rate data on DAT or a similar tool for that lane
  • Consider equipment, distance, and whether the destination is a place trucks struggle to leave
  • Look at the brokerage's own history on similar lanes in the TMS
  • Build in room for the carrier rate to move before you commit

Part 3

11.Why brokerage and not a salaried job?

Why they ask

Turnover is high, and they want people who chose the commission model on purpose.

How to answer

  • Say you want pay tied to effort and results
  • Show you understand the lean early stretch and have a plan for it
  • Connect it to something you've done before that paid on performance
12.How do you stay organized with dozens of loads and calls at once?

Why they ask

A dropped follow-up means a missed pickup or a lost shipper.

How to answer

  • Describe a real system: a CRM, the TMS task list, or a shared spreadsheet
  • Explain how you prioritize loads picking up soonest
  • Mention setting check calls or tracking alerts so nothing goes silent

Questions to ask them

Ask at least two. It shows you're picking them too.

  • How are accounts assigned to new brokers, and can I keep a shipper I bring in?
  • What does the commission split look like once I'm past the training base?
  • Who covers my loads after hours, and how often would I be on call?
  • What does training look like during the first few weeks on the floor?
  • What do your best brokers do differently from the ones who leave early?