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Brian Kurtz: Building 9M Name Lists
EO 360°: A podcast by the Entrepreneurs’ Organization
English - December 27, 2016 09:00 - 1 hour - 49.2 MB - ★★★★★ - 52 ratingsInvesting Business businessinvesting entrepreneurship business entrepreneurs Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
In this episode, Dave interviews Brian Kurtz, founder of Titans Marketing, author of The Advertising Solution, and one of the masterminds behind Boardroom Inc. Brian is a serial direct marketer and over the past 20 years, he estimates he has been responsible for $1.3B pieces of 3rd class mail. Tune in as Brian shares how he built a massive 9M name list, what the 40-40-20 rule is, and why segmentation is extremely important in your lists.
Time Stamped Show Notes:
00:33 – Introducing Brian 00:38 – Brian met Dave in Fort Myer 00:53 – Dave talks about American Dream U 01:04 – Brian has just republished a blog post, Masterminding at the Pentagon 01:10 – His blog is about their experience in Pentagon and how the troops can re-career out the military 01:39 – Brian’s biography 03:49 – Is Brian the good guy or the villain in marketing? 03:58 – Marketing being used for good vs evil 04:03 – Brian discusses speaking to a group of entrepreneurs in Hungary 04:33 – His presentation was entitled, Marketing isn’t Everything, It’s the Only Thing 04:43 – The first thing he talked about was the idea that Marketing is NOT evil 05:32 – The difference between selling and marketing 05:48 – Selling is not a chore, it is an obligation 06:22 – Brian has gone from offline marketing to online marketing 06:58 – Email is cheaper than direct mail 07:42 – Brian does NOT use his list to promote affiliates 09:04 – Email has so much ‘junk’ 10:21 – The least crowded inbox is the one you grew up with 10:40 – “Everybody’s mailbox is empty with online bill paying” 11:20 – Brian looks at how people are getting his attention through the mail 11:38 – Email marketers always ask Brian if he can help them do a marketing campaign 12:02 – “Direct mail is the new secret weapon” 12:21 – Brian is always referred to in Facebook when someone asks about direct mail 13:00 – “This isn’t about direct mail replacing online” 14:02 – How Brian knows when a mailing is directed to him 16:07 – In direct mail, messages are personalized and addressed individually to people BUT online, you send 1 email message to your entire list 16:24 – Dave shares how he used to work with associations 16:40 – “You can’t just build great stuff or host great content or have a great product – you actually have to market it” 17:21 – Segment your list to know which emails you should send them 17:41 – Brian talks about his experience in segmentation 18:40 – 40-40-20 rule = 40% list, 40% offer, and 20% creative 19:52 – There’s no one-size-fits-all creative 20:01 – Your lists are many lists – there are no unique names, just unique lists 20:18 – Segment as narrow as you can and expand out from there 20:40 – Dave shares about the mail he just received 21:51 – Handwritten letters are awesome 22:34 – Direct mail is still “direct mail” 22:49 – Brian talks about his blog, Christmas Cards in July 24:47 – Put something of significance in the mail 26:27 – “Human beings have not changed because of the internet” 27:22 – Dave shares 3 examples of sending snail mail 27:34 – 1st Dave’s friend, David Hauser who sold Grasshopper 29:02 – 2nd Dave’s salesman, Ryan, used to send out hand-written notes to people 31:05 – Dave is calling out a challenge to all listeners to automate a process and send out hand-written notes 31:20 – Check out Bond.co / Thankbot.com / Maillift.com / FeltApp.com / TheHandWrittenCard.com for hand-written note automations 32:50 – 3rd is the online spam factor—the Nigerian Prince scam 33:48 – SPAM is NOT a good direct marketing strategy 34:40 – Brian explains his new post, How You Sell is How They Will Respond 38:49 – If you sell crappy, stupidly, and with no heart, you will get customers who are exactly like that 39:53 – Getting an email with the “Re:” in the subject line is deceitful 40:31 – “Sometimes, the end can justify the means IF a lot of things are in place” 41:44 – Having something that can help a business grow attracts readers 42:07 – There are things worth doing 42:35 – More about Christmas Cards in July 42:59 – Everybody wants to be thought of and be relevant 43:30 – The value of regifting 45:10 – Taking regifting a step further 45:47 – The key is that they know you are thinking about them 48:27 – Brian’s book, The Advertising Solution is a profile of 6 advertising legends 49:27 – Brian wants to deliver more than a book 49:29 – Direct Marketing’s Rule of Thumb: You always over deliver to the customer 49:59 – Buy the book, send an email with your receipt, and you will get to download the greatest ads written by 6 legends and so much more 51:51 – Buying the book also puts you in Brian’s list which means you’ll have access to all of his free content in BrianKurtz.me 52:36 – Brian encourages you to go to TheLegendsBook.com and take advantage of the resources 53:56 – Dave shares a little secret about the podcast 55:50 – How Brian built his 9M name list 56:03 – Segment, test offers, and write incredible copy 56:40 – Start with expertly segmented list 57:08 – Online and offline efforts are almost the same 57:19 – Believe in your product 100% 58:40 – Find out where your market is 59:19 – Make deals with people who have the lists you need 59:48 – Research on every level 1:00:40 – Brian started with 0 after he left Boardroom 1:01:12 – His list right now is 7,000 which has been built organically 1:01:48 – Brian chooses to build a high-quality list rather than a high-quantity list 1:02:25 – Principles are the same for building a high-quality or high-quantity list 1:05:02 – Dave asks Brian how to become a baseball umpire 1:05:35 – Brian was a good catcher when he was younger 1:06:02 – He was a fat slow kid 1:06:39 – At 13, he couldn’t play but he knew the game well 1:06:50 – He stayed in the game by being the umpire 1:07:57 – When Brian is in a game, he sets everything aside to focus 1:08:15 – He loves the idea of bringing order from chaos 1:08:38 – “It’s a total ego play without ego” 1:09:50 – Check out Brian’s blog post, When Baseball Imitates Direct Marketing 1:10:16 – Dave closes the podcast 1:11:01 – For feedback and recommendations, email Dave at [email protected]3 Key Points:
Direct marketing is not dead – it’s the new “secret weapon.” People want to be thought of and relevant – show this when mailing them! Remember to segment your lists – you don’t have unique names but unique lists.Resources Mentioned:
Entrepreneur's Organization – The EO Network BrianKurtz.me – Brian’s website The Advertising Solution – Brian’s bookCredits:
Show Notes provided by Mallard CreativesIn this episode, Dave interviews Brian Kurtz, founder of Titans Marketing, author of The Advertising Solution, and one of the masterminds behind Boardroom Inc. Brian is a serial direct marketer and over the past 20 years, he estimates he has been responsible for $1.3B pieces of 3rd class mail. Tune in as Brian shares how he built a massive 9M name list, what the 40-40-20 rule is, and why segmentation is extremely important in your lists.
Time Stamped Show Notes:
00:33 – Introducing Brian 00:38 – Brian met Dave in Fort Myer 00:53 – Dave talks about American Dream U 01:04 – Brian has just republished a blog post, Masterminding at the Pentagon 01:10 – His blog is about their experience in Pentagon and how the troops can re-career out the military 01:39 – Brian’s biography 03:49 – Is Brian the good guy or the villain in marketing? 03:58 – Marketing being used for good vs evil 04:03 – Brian discusses speaking to a group of entrepreneurs in Hungary 04:33 – His presentation was entitled, Marketing isn’t Everything, It’s the Only Thing 04:43 – The first thing he talked about was the idea that Marketing is NOT evil 05:32 – The difference between selling and marketing 05:48 – Selling is not a chore, it is an obligation 06:22 – Brian has gone from offline marketing to online marketing 06:58 – Email is cheaper than direct mail 07:42 – Brian does NOT use his list to promote affiliates 09:04 – Email has so much ‘junk’ 10:21 – The least crowded inbox is the one you grew up with 10:40 – “Everybody’s mailbox is empty with online bill paying” 11:20 – Brian looks at how people are getting his attention through the mail 11:38 – Email marketers always ask Brian if he can help them do a marketing campaign 12:02 – “Direct mail is the new secret weapon” 12:21 – Brian is always referred to in Facebook when someone asks about direct mail 13:00 – “This isn’t about direct mail replacing online” 14:02 – How Brian knows when a mailing is directed to him 16:07 – In direct mail, messages are personalized and addressed individually to people BUT online, you send 1 email message to your entire list 16:24 – Dave shares how he used to work with associations 16:40 – “You can’t just build great stuff or host great content or have a great product – you actually have to market it” 17:21 – Segment your list to know which emails you should send them 17:41 – Brian talks about his experience in segmentation 18:40 – 40-40-20 rule = 40% list, 40% offer, and 20% creative 19:52 – There’s no one-size-fits-all creative 20:01 – Your lists are many lists – there are no unique names, just unique lists 20:18 – Segment as narrow as you can and expand out from there 20:40 – Dave shares about the mail he just received 21:51 – Handwritten letters are awesome 22:34 – Direct mail is still “direct mail” 22:49 – Brian talks about his blog, Christmas Cards in July 24:47 – Put something of significance in the mail 26:27 – “Human beings have not changed because of the internet” 27:22 – Dave shares 3 examples of sending snail mail 27:34 – 1st Dave’s friend, David Hauser who sold Grasshopper 29:02 – 2nd Dave’s salesman, Ryan, used to send out hand-written notes to people 31:05 – Dave is calling out a challenge to all listeners to automate a process and send out hand-written notes 31:20 – Check out Bond.co / Thankbot.com / Maillift.com / FeltApp.com / TheHandWrittenCard.com for hand-written note automations 32:50 – 3rd is the online spam factor—the Nigerian Prince scam 33:48 – SPAM is NOT a good direct marketing strategy 34:40 – Brian explains his new post, How You Sell is How They Will Respond 38:49 – If you sell crappy, stupidly, and with no heart, you will get customers who are exactly like that 39:53 – Getting an email with the “Re:” in the subject line is deceitful 40:31 – “Sometimes, the end can justify the means IF a lot of things are in place” 41:44 – Having something that can help a business grow attracts readers 42:07 – There are things worth doing 42:35 – More about Christmas Cards in July 42:59 – Everybody wants to be thought of and be relevant 43:30 – The value of regifting 45:10 – Taking regifting a step further 45:47 – The key is that they know you are thinking about them 48:27 – Brian’s book, The Advertising Solution is a profile of 6 advertising legends 49:27 – Brian wants to deliver more than a book 49:29 – Direct Marketing’s Rule of Thumb: You always over deliver to the customer 49:59 – Buy the book, send an email with your receipt, and you will get to download the greatest ads written by 6 legends and so much more 51:51 – Buying the book also puts you in Brian’s list which means you’ll have access to all of his free content in BrianKurtz.me 52:36 – Brian encourages you to go to TheLegendsBook.com and take advantage of the resources 53:56 – Dave shares a little secret about the podcast 55:50 – How Brian built his 9M name list 56:03 – Segment, test offers, and write incredible copy 56:40 – Start with expertly segmented list 57:08 – Online and offline efforts are almost the same 57:19 – Believe in your product 100% 58:40 – Find out where your market is 59:19 – Make deals with people who have the lists you need 59:48 – Research on every level 1:00:40 – Brian started with 0 after he left Boardroom 1:01:12 – His list right now is 7,000 which has been built organically 1:01:48 – Brian chooses to build a high-quality list rather than a high-quantity list 1:02:25 – Principles are the same for building a high-quality or high-quantity list 1:05:02 – Dave asks Brian how to become a baseball umpire 1:05:35 – Brian was a good catcher when he was younger 1:06:02 – He was a fat slow kid 1:06:39 – At 13, he couldn’t play but he knew the game well 1:06:50 – He stayed in the game by being the umpire 1:07:57 – When Brian is in a game, he sets everything aside to focus 1:08:15 – He loves the idea of bringing order from chaos 1:08:38 – “It’s a total ego play without ego” 1:09:50 – Check out Brian’s blog post, When Baseball Imitates Direct Marketing 1:10:16 – Dave closes the podcast 1:11:01 – For feedback and recommendations, email Dave at [email protected]3 Key Points:
Direct marketing is not dead – it’s the new “secret weapon.” People want to be thought of and relevant – show this when mailing them! Remember to segment your lists – you don’t have unique names but unique lists.Resources Mentioned:
Entrepreneur's Organization – The EO Network BrianKurtz.me – Brian’s website The Advertising Solution – Brian’s bookCredits:
Show Notes provided by Mallard Creatives