In this episode, Tom talks to Brian Kurtz, a serial direct marketer who now runs Titans Marketing. Brian shares how to ‘play the long game’ in direct marketing, his experience with Boardroom and how it led him to where he is today, and a few techniques to appreciate your audience. You have to show people you value them in order for them to value you. Tune in and learn how to connect with your customers.    “You go into every relationship giving 100%, and you don't expect anything in return.” -Brian Kurtz   In This Episode: - How to use the 100/0 rule - Understanding the Christmas cards in July technique - Utilizing the intentional dinners technique - How differentiating yourself can help you - Understanding the four ways of getting paid   Resources: The Advertising Solution - Brian Kurtz - https://www.amazon.com/Advertising-Solution-Influence-Prospects-Multiply/dp/1599185962 Overdeliver - Brian Kurtz - https://www.amazon.com/Overdeliver-Business-Lifetime-Response-Marketing-ebook/dp/B07FLZH6S1 Essentialism - Greg McKeown -  https://www.amazon.com/Essentialism-Disciplined-Pursuit-Greg-McKeown/dp/0804137382  Connect with Brian Kurtz: Website - https://www.briankurtz.net/ Titans Xcelerator - https://www.briankurtz.net/xl/ Overdeliver book - https://overdeliverbook.com/   Connect with Tom Gaddis: Website - http://tomgaddis.com/ LinkedIn - https://www.linkedin.com/in/tomgaddis Facebook - https://www.facebook.com/tomgbiz