1. Know your floor before you call
Your break-even rate is your cost per mile × total miles (including deadhead). Your target is break-even plus the profit you want. Get both in seconds with the rate per mile calculator.
2. Let them say a number first
Ask "What are you paying on this one?" The first number tells you where the room is.
3. Counter with a reason
"I've got 120 miles of deadhead to get there, I need $2,600 to make it work" lands better than just a number. Deadhead, a tough delivery area, tight appointments and market conditions are all fair reasons.
4. Ask about the extras
If they won't move the rate, ask for detention terms, a lumper paid up front, quick pay without a fee, or a reload out of the delivery area.
5. Be willing to walk away
A load under your break-even makes you poorer for driving it. "Thanks, that doesn't work for me, call me if it goes up" is a complete answer. Loads that sit often come back higher.
6. Track which brokers pay well and pay fast
Keep notes on rates, detention and days-to-pay by broker. Over a few months you'll know who's worth calling first.