6 Figure List Building Strategies – How NOT to Build a List

6 Figure List Building Strategies – How NOT to Build a List

List Building Strateiges for CoachesThe #1 reason most coaches and consultants come to me is to get more income.  They want a website that will attract more clients and sales.  The second reason is to grow their list.  Guess what?  Those are actually the same goal.

When you make more sales and get more clients, you’ll grow your list.  And when you grow your list the RIGHT WAY, the result is more clients and more sales more often.

The great news for you is that you don’t need a big list to make 6 figures a year (or more).  I have a client earning $500,000+ a year with a list of only 1200 subscribers and multiple clients earning $10,000/month with lists smaller than 1000.

By the way, if you don’t already know the value of your list, be sure to read my article “6 Figure List Building Strategies – How Much is Your List Worth?”  I give you the exact formulas to calculate how many subscribers you need to earn at least $100,000/year.

You want to focus on “quality prospects” instead of collecting a large number of subscribers.  In fact, if you really want a great list, your free offer give-away should actually discourage some people from signing up for your newsletter.  That may go against logic, but trust me – it works.

To help you build a great list, here are four tips on how NOT to build a list.  Avoiding these mistakes will help you attract ideal prospects and clients who are ready and willing to hire you and buy your programs.

Mistake #1 – Selling Instead of Giving

If you want to build a list, then focus on giving away irresistible content in exchange for an email address.  Don’t focus on closing a sale.  I see too many people making the mistake of trying to get a sale and an opt-in on the same page.  Big mistake.

Mistake #2 – Attracting Everyone and Anyone

Want a great list?  Then qualify prospects first so you know you’re attracting your ideal client – not just anyone who happens to be interested in your topic.

Here’s an example.  If you’re a life coach, don’t build a list by offering a contest on Facebook to win a free iPad.  That may get you a ton of subscribers, but it won’t help you generate great leads.  Yes, I know everyone breathing has “a life,” but that doesn’t mean they’re your ideal client.

Mistake #3 – Disqualifying Too Many Prospects

This is the opposite of mistake #2.  You don’t want to offer free information or training that is so specific it actually eliminates people who really need your services.

For instance, if you’re a small business coach, you probably wouldn’t want your free offer to be a report called “How to Double Your Pet Grooming Business in the Next 12 months – Guaranteed!”  That will eliminate anyone who doesn’t have a pet grooming business.

Mistake #4 – Not Offering a Breakthrough

A decade ago, it was easy to get people to opt-in just by offering a free newsletter.  Then about 6 years ago, you could easily get opt-ins just by offering a free ebook on the topic of interest.  People loved those.  Today, neither of those methods work well at getting subscribers.  You need to offer more.

Your clients are inundated with information.  They don’t need more information.  What they need is a breakthrough or transformation.

So make your free offer something that helps them solve a BIG problem in their life, gives them a transformation, or gives them a breakthrough.  I’m not suggesting that you “give away the farm”.  But look for a way to help them get started on their journey to success.  Then offer them the next step in working with you.

This is the kind of offer your ideal clients love and are looking for.  And most of your competitors haven’t a clue – which means you have a great opportunity to let your brilliance shine, attract more prospects, and get more clients.


Look over your existing list building strategy and see if you’re making any of the above mistakes.  If so, start making changes today, and soon you’ll:

1) get more subscribers
2) get a much better response from your emails to subscribers
3) make more sales
4) increase your income

That’s what you can expect from building a great list of qualified prospects.

If you’d like help building your list of prospects, I have strategies and programs especially for coaches and consultants.  I had a client tell me this past week that she got 40% more subscribers in a 3 month period just by implementing one list building strategy I gave her.

What would it mean for your business if you got 40% more leads in the next 3 months?

Just email me or call 423-463-0003 for a complimentary consultation.  I look forward to speaking with you!


  1. Ica
    Jun 16, 2012

    I was very pleased to discover this page. I need to to thank you for your time just for this wonderful read!! I definitely appreciated every part of it and I have you bookmarked to check out new stuff on your site.

  2. ghans
    Jul 07, 2011

    Excellent post, Karen! Actually I encounter a lot of pages with a lot of mistakes you mentioned above. I bet those people just jumped into the idea of earning money online right away without realizing they are failing themselves big time.

    • Karen Brunet
      Jul 07, 2011

      Yes, there are people who jump in without the training they need. However, there are a lot of out dated list building programs that are still being sold today – programs with strategies that worked great years ago but don’t work today.

      Whenever someone tells me they’re not getting a great response from their list – OR that they can’t get opt-ins for their free offer – these are the first 4 areas I look at.

      Coaches have a HUGE advantage when it comes to list building and online marketing. (More articles coming on that topic!) With that much potential available, it’s critical to follow cutting edge list building strategies so you can get more clients and more sales more often.

      Thanks for reading and commenting! Watch for more articles to help you grow your coaching or consulting practice.

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