What the heck do you do with an email list as a service provider? Do you even need one?

In today’s episode, I am answering these questions and giving a not-so-popular opinion.

From the mistakes I made when I started my own email list to how to determine an opt-in based on the future of your business, this episode will give you some perspective on what to do for your email marketing efforts – if anything!

Value Bombs:


  • Mistakes I made when I started an email list
  • The reason you might not need an email list
  • Why you should consider the future of your business
  • How to determine an opt-in
  • What it means to nurture your subscribers


Remember, the size of your email list does not determine the success of your business!

I believe that you need to focus on what moves the needle in your business. Oftentimes, email marketing is not needed, but it can be beneficial depending on what you want for the future of your business. 

I want to hear your opinion on this! Send me a DM over on Instagram to continue this conversation. We can even hop on Clubhouse!

Also, I would LOVE it if you would leave me a review on Apple Podcasts this week!

Visit www.betatobiggie.com to apply to watch our training if you are interested in creating a second stream of revenue in your service-based business.


Resources Mentioned: 


Episode 25: Passive vs. Active Marketing: How & Where to Market Your Services to Land a New Client in 30 Day‪s‬


Additional Resources:


Sign up for my free training >> How to Scale to Consistent 10K Months Without Hiring a Team 

Beta to Biggie Application

Subscribe to the Podcast

Follow Brandi on Instagram 

Follow Brandi on Facebook


Read Full Transcript

SSS Episode 79 Do Service Providers Need An Email List_mixdown.mp3

Brandi Mowles: Do you need an email list as a service provider? What the heck are you supposed to create for a lead magnet? And what the heck am I supposed to do each week with these people once they're on my email list? These are all the questions we have as service providers and we're getting very little answers to when it comes to having an email list as a service provider. Is it effective? Is it a focus point? Like what the heck should we do with this email list? These are the questions that no one is answering, and I want to help answer them for you today. So let's jump on in.

Welcome to the Serve Scale Soar podcast, the podcast dedicated to helping service-based entrepreneurs scale their online business to five-figure months so they can soar into six-figure years, your host, Brandi, is a wife, mom and in less than one year created a six-figure business. And now she is spilling all her secrets. So you can too.

Brandi Mowles: Hey, all, I'm super excited to be here today and talking all about email list growth, I can not believe after a year and a half of the podcast, this is not been something that gets brought up. But I actually know why, because what I'm about to tell you today may surprise you.

Brandi Mowles: So before I surprise and delight you, let's chat with one of our Spotlight listeners. So, Christina Mom gave us five stars and she says, love this podcast. Every episode is full of value and tactical advice for entrepreneurs who are ready to take their biz to the next level. Thank you, Brandi.

Brandi Mowles: Thank you, Christina Mom, I appreciate your review so much. And these reviews mean everything I read each and every single one of them, and they keep the podcast going and help other people find us an apple. So if you haven't left a review yet, please take two minutes and leave us an honest review. I love these so much and they truly do help us. So if you're getting value, please take the time just to leave us an honest review below.

Brandi Mowles: Ok, so without further ado, let's chat about do you need an email list? So my answer to this is how I answer my ad managers and I'm going to tell you it depends. And you're like,Brandi, what the heck? So let me tell you about a story. I don't think a lot of people know this, but I came into the online space well before I was in the online space. I was in direct sales and I had experience with email marketing, text marketing, social media. And I'd actually grown an Instagram for a program called Tone It Up. It's a workout. But I was like one of the tone it up like people who followed their workouts and everything. And I had grew an Instagram to over eleven thousand people in a very short amount of time. But this was before like swipe ups and having ten thousand people was a big deal. I didn't even know what influencers were, but I had a very targeted, specific niche.

Brandi Mowles: And I love sharing my workouts. What I was eating like it was one of those type of Instagram accounts. And from this, we did retreats so not everyone could go to the retreat. So in Florida, we actually created a Florida group, a Facebook group, and we did retreat so we would meet in St. Augustine. And through this, I learned how to also get sponsors. So calling up companies and get sponsorships. So I was also I had that. Then I was also in direct sales like all these experiences. And I came in after it left direct sales. I'd also had Ryley. So I also left like working out. And that doesn't mean that you can't work out with the baby.

Brandi Mowles: That was just my life and what happened with me. So I get to five months and or it was actually three months and I was like, OK, we're starting to get to the point where we need to make money. But also I was going a little stir crazy being at home all the time with a baby that had to sleep on me 24/7. So I was looking up like ways to make money online. And I saw Suzy from Start a Mom blog, and I started following all her YouTube videos and I was like, I'm going to start a mom blog because, you know, a mom with a three month old knows everything about parenting. So I should teach other people. So I started this mom blog.

Brandi Mowles: And if any of you all have seen my presentations, your my programs, you know that I always start with if they're spelling errors, if there's grammatical errors, I don't care. Please do not email the team and let them know, like, I just don't care. This also why we have Janessa.

Brandi Mowles: So if she does something,you're not going to have those. But that's not my strong suit. So you can only imagine me DIY my blog, writing and everything. These were probably not the best blogs however I could get some traffic. So after two months of having this blog, so we're looking at I think it was posting once a week, maybe twice a week.

Brandi Mowles: We're looking at like eight max blog post. And I was driving four to five thousand monthly views per month. Now, at the time, I didn't know if that was good, bad or anything like that. But one thing and I had people sending me free stuff and I was doing reviews and that was cool. But after two months, I was like, holy crap, this takes a long time to actually make money from I need something else. And that's when I stumbled upon Virtual Assistant and I thought that it was sending postcards because that's what I had hired virtual assistants to do when I was in Direct Sales and like Happy Birthday and everything. And so I get into this and I'm like, OK, well, I know how to work Pinterest because that's how it is driving traffic for my mom blog.

Brandi Mowles: I know email marketing because I've done that before. I didn't really know sales funnels, I didn't know ads, but I knew social media, organic social media, I knew email marketing and I knew Pinterest. And I was like, OK, so these are the services I can provide for people. I also knew how to make like Graphics in Canva because I was doing that already. And so I was like, I can figure this out. So I started my virtual assistant and I coming from blogging. And listening to podcasts, I listen to Amy Porter, Fildes Golddigger, all those that we all listen to when we're starting and everyone's like,

Brandi Mowles: You have to have an email list, you have to have any Mullas. And I was like, wow, I know this from blogging. But to me, it didn't make sense how I was going to get clients from an email list quick enough to make the money that I needed to make, like it felt very slow to me. But I did it anyway because that's what everyone was saying. And I did it all wrong, because here's the thing. The advice we hear is for course creators, membership owners, coaches, not for done for you service providers. There's very little information for done for you service providers growing an email list, but we're still told we need one.

Brandi Mowles: So I'm here to tell you, if you want to book clients, you don't need an email list. But I want you to think about the future of your business. What do you want the future of your business to look like? And so when we're thinking about that, when I started my email list, my first opt in was a swipe file of Facebook ads. So it was grab the 28 Facebook ads swipe out and this opt in converted like hotcakes like everyone wanted it. But here's the deal. The people who are getting it were other ad managers and they were DIYers. They were not people who were going to pay me two thousand dollars for my service per month. Because here's the deal. People who are paying Two thousand dollars a month for your service are not downloading those opt ins. They don't want to know. They just want to hire it out. Then I was like, OK, no, email is like this is silly. Like, I'm not growing the audience.

Brandi Mowles: But you know what it did do? It grew my email list to four hundred people and about one hundred and seventy-five of those were service providers. And from that, it gave me a base when I went to launch Serve Scale Soar at 175 people that were looking at the ad manager stuff and everything. And Serve Scale Soar is not for ad managers, but it gave me a little bit of a base to work with. But it wasn't the base that did anything, because I think one person find out from the emails that I sent out, it was the relationships that were building. They saw they were all my email as they connected with me on Instagram. We built relationships, but it came from that opt in. And here's the deal. If you're going to create an opt in, what is the future of your business like? Ultimately, what would you love to do?

Brandi Mowles: Do you have an idea to create a group coaching program, a course of membership any time soon, even in the next year or the next year and a half? If so, what do you think you'd want it to be about? And I would encourage you for your Opt-In to align with that, not for your services. And now some of you may be like Brandi, but these top people have quizzes in their crushing it in their quizzes.

Brandi Mowles: So here's the deal. I reached out to one of my friends which she actually reached out to me. And we share a mutual client that lives in Seattle. Both of us were living in the Tampa Bay area and she asked if we wanted to grab lunch. And I was like, yes. And I had just seen this friend featured in Tri interact for her quiz, which try Interact is just a quiz platform. And it was like copywriter Erica is like crushing it with all these leads going into her quiz funnel.

Brandi Mowles: And I'm also chanties expert on here and everything. And so I was super excited about this because I wanted to like, say like maybe I'm wrong. And so I ask Erika, the first question I ask her was, hey, so your quiz, how many clients a month are you getting from this quiz? And she was like, I very rarely get people from the quiz who hire me for my services. I was like, oh, I was right. Which is always a nice thing to know. But here's the deal. This quiz is incredible and she's using it for other things. But she may get one or two clients every now and then from this quiz. It's not the main way she gets clients.

Brandi Mowles: And so my thoughts on this is, instead of spending your time trying to get a quiz together, trying to get an opt in together, get all the stuff you need for email providers, spend more time on your active marketing. And we have a whole podcast episode about active marketing versus passive marketing. And I would encourage you to spend more time in your marketing minutes instead of spending time worrying about things that's really not going to move the needle that much.

Brandi Mowles: And so as a service provider, I don't think you need an email list to gain clients. I do want you to be thinking about the future of your business, because if you're thinking in the next you may be right now's not a good time. I'm not ready to launch anything like just like whatever it is. But I know eventually this is what I'm thinking about. Create an opt in around that. If you're thinking your services would also turn into a course or membership, create an opt in for those DIYers because those are the people that will purchase your course or membership. Not the people who are going to pay you for your one on one services and so what I would encourage you to do is either say like I don't need an email list right now, which is totally fine, or you could say, you know, I want to think about the future of my business and maybe I could do this. And this would be a great opt in. But when you're getting people on your email list, you can't just, like, leave them hanging high and dry. You have to nurture them. And so what is that look like? Do you have a podcast? Do you have Youtube? Are you going to write a weekly email every week? So here's the other thing that people don't account.

Brandi Mowles: You can get people signing up for your opt in, but are you going to nurture them? And what does that look like? And do you have the bandwidth to do that? So in my opinion, I always think that it's better to create a program first and then worry about your email list. And I know it may sound crazy because it goes against everything that everyone else is teaching you, but what I know is I see it and Beta to Biggie, I did it myself is focus on what you want to sell people and then start growing an audience around that. Once you've launched a Beta, because then once you've launched the beta, you're going to get people who know exactly what they need. You know what their entry point is. You're going to be able to launch it and grow your list so much quicker.

Brandi Mowles: So here's what I'm going to tell you. Here's what I know. As my students have addressed that whenever I say here's what I know, they park their ears up and listen. I know three things. One, your email list is not going to get you as many clients as doing active marketing minutes. That's the first and foremost thing. Two, usually what happens is your lead magnet is not tailored for the people who are going to hire you for their services. It's tailored for the DIYers. And three, the size of your email list does not determine your success as a course or membership creator, especially in the beginning.

Brandi Mowles: So what I want you to think about is, is an email list something that I want to take on? And if it is, great. If that is your goal, then make sure your lead magnet is with the same goals that you have for the end result. Is that to grow your audience? Is that to really focus on nurturing potential customers? Is it because you have a course or membership idea. Like make sure your lead magnet is in alignment with whatever your goal is. And then if you're like I just want to be a service provider, then don't worry about an email list. I'm letting you off the hook right now. Don't worry about an email list. Three, if you're like, I'm going to grow an email list, so then I can maybe one day launch a course. I would say that's the incorrect way to do it, even though so many people are telling you that. Get into a beta, launch beta, then worry about your email list. It's so counter-intuitive, but it works and you're not spending time on things that don't move the needle forward.

Brandi Mowles: So my ultimate answer to do you need an email list as a service provider is if you want an email list because you want to gain clients, No. You do not need an email list. So I just let you off the hook. You don't have to worry about it. But I would love to know this conversation in the DMs. If you're like Brandi one hundred percent disagree with you or I'm like seventy five percent disagree with you. Let me know at Brandi Mowles on Instagram. I love this conversation because I know it goes against what so many people are telling you.

Brandi Mowles: And then if you're like Brandi, thank you for letting me off the hook. Let me know in the DMs. I'd love to chat with you at Brandi Mowles on Instagram, so I love this conversation. I will tell you once again that the size of your email list does not determine your success. I know a lot of people with twenty, Thirty, fifty thousand people in their email list and they are not making as much money is people with five, six, seven thousand on their emails. And I did a whole lot with one hundred and seventy five on my email list. So the size of your email list does not determine your success.

Brandi Mowles: And as a service provider, it's not the best way to spend your time to get clients, though that's today's episode. I can not wait to hear your thoughts if you agree or disagree with me. I'm excited to have this conversation with you. And if you want to have a conversation about this on Clubhouse also DM me and let me know. So y'all, if you are like Brandi, I've been thinking about, of course, our membership, but I've just thought that I have to have this big email list in order to do it.

Brandi Mowles: And you just let me know, like I don't then head over to BetatoBiggie.com. We'll link it up in the show notes. It's Betty, a tall guy,and apply for a program where we teach you the steps in order of how to launch your course or membership with a small audience, so you start small and grow big. you apply once you apply, will let you know if we think we can work with you or not, and if you're a good fit for the program, and then you'll be sent a training video. This training video gives you all the information, really shows you the steps to take to start a second revenue stream in your service-based business. And then if you're like, yes, this is totally for me, we would love to welcome you inside.

Brandi Mowles: So until next week, friends go out, serve your clients, scale your business and soar into the six-figure year you deserve.

Thanks again for tuning in to the Serve Scale Soar podcast with your host, Brandi, if you love our podcast. Please be sure to leave a comment or review and be sure to tune in next time.

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Meet Brandi

Brandi Mowles is the host of the Serve Scale Soar podcast which is a podcast dedicated to helping service-based entrepreneurs scale their online business to five-figure months so they can soar into six-figure years. Brandi is a wife, mom and in less than one year, created a six-figure business.   Now she is spilling all her secrets so you can too.

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