Thursday, February 12, 2026

Logic vs Emotion in Marketing: Brian Kurtz Breaks it Down

Direct Mail Discipline in the Age of Email Marketing Over Deliver: Building a Business for a Lifetime Episode 292 (Repeat of espisode 24, Brian is based in Connecticut) In this conversation with Brian Kurtz we explored: • why intention must guide every marketing action • how list selection often matters more than copywriting brilliance • why segmentation allows deeper audience connection • how direct mail discipline sharpens email marketing • the danger of damaging trust with incongruent offers • how to mix content and selling without losing loyalty • the balance between logic and emotion in B2B marketing • why relationship capital compounds over time • what it means to be a “serial direct marketer” • how to build an online family instead of just an email database ----- About our guest, Brian Kurtz: Brian, a serial direct marketer offers marketing insights from the lessons of direct mail that can help you become a better email or online marketer. He is responsible for the distribution of over 2 billion pieces of promotion copy in his career. He is author of the book, Overdeliver. Learn more about the book, Overdeliver (https://www.briankurtz.net/products/)  Visit his website BrianKurtz.net (https://www.briankurtz.net/) ----- Key lessons from this conversation with Brian Kurtz: • intention drives effective marketing and communication • the list (audience) matters more than the creative • segmentation allows you to speak to people, not just names • discipline from direct mail improves digital marketing • every message must accomplish something—revenue or relationship • congruence protects trust with your audience • selling works best when it aligns with identity and values • logic measures results, but emotion builds loyalty • relationships compound value beyond direct ROI • playing the long game builds a business that lasts ----- ----more---- Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self. In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.   Your host is George Torok George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.   Connect with George www.SpeechCoachforExecutives.com (http://www.speechcoachforexecutives.com/) https://superiorpresentations.net/ https://www.linkedin.com/in/georgetorokpresentations/ https://www.youtube.com/user/presentationskill (https://www.youtube.com/user/presentationskills1)