5 Ways to Win (and Keep) New Clients in Logistics | Ep 59

Logistics & Leadership

In this solo episode, Brian Hastings, co-founder of Veritas Logistics, lays out five tactical principles every freight broker needs to master to win new business—and actually keep it. With 24,000 brokerages competing for attention and trust, Brian shares what separates the amateurs from the professionals: belief, niche expertise, honest communication, a service-first mindset, and genuine relationship-building.

Whether you're just getting started in freight sales or looking to sharpen your client retention game, this episode delivers actionable advice straight from someone who's been in the trenches. Plus, Brian reflects on Veritas’s five-year journey from a basement startup to a growing logistics powerhouse, and the values that fueled their rise.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction & today's focus: client acquisition + retention

(00:45) - The #1 mindset shift: belief in your service

(02:00) - Why you must niche down to speak confidently

(03:15) - Honest communication: why "the harder right" builds trust

(04:00) - You've landed the client—now here’s how to keep them

(04:30) - What a service-first mindset actually looks like

(05:45) - Why short-term thinking kills long-term partnerships

(06:30) - The human advantage in an AI-automated world

(07:45) - Caring about the person behind the PO

(08:30) - How to stand out on high-volume sales calls

(09:45) - A personal reflection: 5 years of Veritas Logistics

(10:30) - Startup in a basement: risks, doubt, and survival

(11:30) - Vision check: What "people first" really means at Veritas

(12:15) - Looking ahead: hiring, growth, and ideal partners

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Watch the pod on: YouTube