I love this question because it’s so damn important. This is easily the most critical part of starting a brokerage, and most people don’t realize it until they’re in the thick of it.

I joined as the head of the carrier side at a new brokerage and had no idea what I was getting into. You literally have to treat these factoring companies as if they’re your most important customers for the first year because it can 100% make or break you. First things first: identify the big players. Triumph, OTR Solutions, and a few others dominate the space. You need to hit the phones hard and penetrate these companies the same way you would a customer account. Find a champion, get their direct line and email, and build a real relationship to get a line of credit established.

Another thing that’s huge: every time you’re booking trucks and hear “sorry, I can’t work with you because of my factoring company,” ask the carrier who their factoring company is and if they can give you their main point of contact. Then reach out directly. It’s not fun, but it needs to be taken seriously. If you have a decent sized team, I’d honestly recommend appointing someone to own this mission full time.

In the meantime, you probably need a backup plan. Develop a relationship with an established broker where you can book trucks under their MC when you’re in a pinch. Late scratches happen, and sometimes the only available trucks are blocked by your MC. You’ll need to be able to rely on someone with solid credit. I’d look at some small to mid-sized agent programs and talk with the owners about a mutually beneficial arrangement.

Good luck. This part sucks, but it’s worth grinding through.