The Long Game in Direct Response Marketing – Brian Kurtz

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Brian Kurtz has been in direct response marketing for close to four decades. He’s learned from the best and is the best when it comes to understanding, and implementing, marketing that gets your  prospect to buy, subscribe, share and use the products and services you are are selling.

Direct marketing is not a dirty word and Brian says we all need to embrace our products and services and share them with the right people. We must “Overdeliver” if we want to make a difference for our clients and our prospective clients. Prepare to take lots of notes as you listen as Brian is a wealth of information. I would need several interviews to capture a minute fraction of the knowledge and wisdom he has around getting your marketing to convert to sales. Read his book, Overdeliver, and you will feel like you got your Ph.D in marketing. Just implement one thing you learn from this episode or learn from his book and your business can move forward.

On this episode Brian shares why a list isn’t just a list and how you can turn a compiled list into a response list. He also shares why the long game is more important than the short game and what the Lifetime Value of a client means to your bottom line. Listen to the end and find out how you can win a copy of his latest book, Overdeliver.

Brian Kurtz has been a serial direct marketer for almost 40 years and never met a medium he didn’t like…and while he’s had much success, he also must admit that trying to sell subscriptions and books on the back of ATM receipts and under yogurt lids was only “a good idea at the time…”

Brian left his beloved Boardroom in January of 2015. Over 34 years he was responsible for the mailing of close to 2 billion pieces of direct mail in his career (and he did NOT lick every stamp!); and he was also responsible for the distribution of millions of other impressions and promotions in a wide variety of alternate media, both offline and online, using the most innovative direct marketing techniques while working with the most legendary copywriters and consultants who have ever lived.

Under Brian’s marketing leadership and during his tenure, Boardroom’s revenues went from approximately $5 million (in 1981) to a high of over $150 million (in 2006).

Brian was instrumental in building Boardroom’s print and electronic newsletters, including Bottom Line/Personal, Bottom Line/Health, Bottom Line Secrets and Daily Health News.

And he was also responsible for selling tens of millions of books, mostly in the categories of health and finance, for consumers.

His mission for the next 40 years (as the Founder of “Titans Marketing”), is to be the bridge between the eternal truths of direct response marketing and all that is considered state-of-the-art direct response marketing today. And to make sure everyone he works with understands the complexities and the need to be multi-channel.

Brian writes and speaks regularly; recent content can be found at and His first book, The Advertising Solution, was released in October of 2017. His second book, Overdeliver: Build a Business for a Lifetime Playing the Long Game in Direct Response Marketing will be released in April of 2019.

But truth be told, Brian is really just a Little League Baseball Umpire and does this direct marketing stuff on the side. His ultimate goal is to umpire in the Little League World Series in Williamsport, PA while he is still upright…and he hopes it happens soon.

Check out this episode!