Brian Kurtz: The Art of Influence - From One Subscriber to a Billion

In a recent episode, Walt Bayliss introduces Brian Kurtz, a true pioneer in direct response marketing with over four decades of experience. Best known for his bestselling book Overdeliver, Brian has made a massive impact in the world of list building, influence marketing, and strategic communication. Today, he leads Titans of Marketing, a prestigious invitation-only mastermind of 250+ elite entrepreneurs.

Embracing Change and Lifelong Learning

Brian’s journey began in the world of direct mail — a medium he mastered long before the internet disrupted marketing. Unlike many of his peers, Brian evolved with the times, seamlessly transitioning into digital marketing. He credits his adaptability to being a lifelong learner and surrounding himself with what he calls an “expert circle” — trusted professionals who challenge and sharpen his thinking.

The 41-39-20 Rule of Marketing

One of Brian’s most impactful frameworks is the 41-39-20 Rule, which breaks down the key drivers of successful marketing:

• 41% Audience

• 39% Offer

• 20% Creative

This formula highlights that knowing your audience is more important than even your message or design. It’s a reminder that relevance trumps cleverness — and marketing starts with listening, not talking.

The Power of Relationship Capital

For Brian, influence isn’t about transactional networking — it’s about cultivating what he calls “relationship capital.” He champions authentic, long-term connections over short-term gains. This philosophy has guided his approach to business and helped him forge partnerships that have lasted for decades.

Mastering the Art of the Long Game

At the heart of Brian’s strategy is a commitment to the long game. He stresses the importance of renewals, continuity, and maximizing lifetime customer value — rather than always chasing new leads. This methodical, sustainable mindset has helped him build businesses with real staying power.

The Titans of Marketing

Today, Brian runs Titans Accelerator, a high-level virtual mastermind that brings together entrepreneurs and experts in marketing, copywriting, business growth, and more. He’s also preparing for a special live event to mark the 11th anniversary of the Titans of Direct Response, featuring a blend of legendary marketers and up-and-coming industry leaders.

Conclusion

Brian Kurtz’s evolution from direct mail master to digital mentor is a testament to the power of adaptability, lifelong learning, and genuine relationships. His teachings offer a blueprint for entrepreneurs and marketers who want to create real, lasting impact — by focusing not just on sales, but on service, strategy, and substance.

➡️ To learn more and follow Brian’s journey, visit BrianKurtz.net.