Ep. 40. Is Your Offer Too High?

Ep. 40. Is Your Offer Too High?

Is Your Offer Too High? Pricing, Confidence, and Knowing Your Worth | Ep. 40 If you freeze every time someone questions your pricing, this episode is for you. Sarah dives into one of the biggest mindset struggles new coaches and business owners face: charging confidently for the value they provide. From underpricing out of fear to learning how to hold your ground when people push back, this conversation is packed with practical mindset shifts and business strategy. WHAT YOU'LL LEARN * Why underpricing yourself actually leads to burnout and resentment * The real reason new coaches panic when someone questions their rates * How confidence in your pricing changes the energy of every sales conversation * The “$15 million beach house” analogy that will completely shift how you think about your offers * How to reverse engineer your pricing based on your income goals and client capacity * Why charging significantly less than others in your niche can actually hurt trust instead of helping it EPISODE SUMMARYSarah shares exciting updates about the future of the podcast, including the transition into video content and her continued focus on business and mindset conversations for entrepreneurs and coaches. She reflects on how the show has evolved over time and why leaning into this next phase feels aligned with where both she and the audience are headed. The core of this episode centers around pricing confidence and why so many new coaches struggle to confidently state what they charge. Sarah explains that when people question your pricing, it does not automatically mean your offer is overpriced. More often, it simply means that particular person is not your ideal client or is not in the right season to invest. Using the analogy of a $15 million beachfront home, Sarah explains how ridiculous it would feel to walk into an open house and ask to pay a tiny fraction of the asking price. Yet many coaches do the equivalent when they immediately slash their rates after one objection. Your pricing is not supposed to adjust based on someone else's budget. Sarah also breaks down why pricing too low becomes unsustainable. When you undercharge, you eventually become exhausted, resentful, and unable to grow your business long term. Instead, she encourages listeners to look realistically at their financial goals, determine how many clients they can actually serve, and reverse engineer pricing from there. The episode wraps with practical advice on researching your market, understanding the range other professionals charge, and avoiding the trap of pricing yourself dramatically lower just to become the “cheap option.” The goal is not to copy others, but to position yourself appropriately while building a sustainable business that actually supports your life. TIMESTAMPS00:00 — Introduction and podcast updates02:00 — Why Sarah is adding video to the podcast04:00 — The pricing confidence problem new coaches face05:00 — The $15 million beach house analogy06:30 — Why underpricing leads to burnout and resentment07:30 — Sarah’s thoughts on investing in business support10:30 — Why different offers require different pricing models11:30 — The “fancy restaurant” analogy for coaching prices13:00 — Handling pushback and objections confidently15:00 — Reverse engineering your income and pricing goals17:00 — Researching competitors and understanding market pricing18:30 — Final encouragement to charge your worth RESOURCES MENTIONED * Love FREE high quality CEUs? Join our free community by ⁠⁠clicking here.⁠⁠ [https://freecommunity.mindbodybehavior.co/] * Want a step-by-step framework to make attracting your first client feel easy? Download ⁠it here⁠ [Want a step-by-step framework to make attracting your first client feel easy?]! * Thinking of joining our 32 CEU coaching program? Grab your exclusive podcast discount here. * Follow me on social: ⁠⁠@sarahburby ⁠⁠ [https://www.instagram.com/sarahburby/]⁠⁠@mindbodybehavioranalysts [https://www.instagram.com/mindbodybehavioranalysts/] SUBSCRIBE + REVIEWIf you are building a business and a life you actually love, subscribe so you don't miss the next episode. If this one helped, a quick review helps other BCBAs and entrepreneurs find the show.

Ep. 39. Failure vs. Defeat

Failure vs. Defeat: The Mindset Shift That Keeps You Moving Forward | Ep. 39 Most people think failure and defeat mean the same thing. They don't. If you've ever launched something that flopped, set a goal you abandoned, or stopped talking about a dream because it didn't pan out fast enough, you may have crossed from failure into defeat without realizing it. This episode breaks down exactly how that switch happens and how to stop it. WHAT YOU'LL LEARN * How to tell the difference between failure as an event and defeat as a decision * The exact 6 signs you've slipped from failing into defeat (and most people miss all of them) * Why your brain is neurologically wired to turn failure into identity and how to interrupt that pattern before it settles in * How to process failure with intention instead of ruminating or bypassing it entirely * Why waiting until you feel "ready" to try again is actually just defeat dressed up as caution EPISODE SUMMARY Failure is something that happened. Defeat is something you decide. That one distinction changes everything about how you respond to setbacks in your business and your life. Sarah unpacks why the two are so easy to confuse and what it actually costs you when you do. What is the difference between failure and defeat? Failure has a date, a context, and a lesson. Defeat is a state of mind. It is what happens when you take one outcome and decide it means you should stop. Sarah uses the GPS analogy: a wrong turn is failure. Pulling over, turning off the car, and deciding you were never meant to reach the destination is defeat. Same journey, same wrong turn, completely different response. Why do people slip into defeat after a setback? Your brain's negativity bias encodes painful experiences more deeply as a survival mechanism. But the bigger culprit is learned helplessness: after enough unprocessed failure, your nervous system concludes that effort does not lead to results and shuts down trying altogether. Sarah explains how those neural pathways can be rewired and why awareness is always the first move. How do you bounce back from failure without giving up on your goals? Sarah walks through three mistakes people make after failure: making it mean something about their identity, skipping processing and jumping straight to moving on, and waiting until they feel ready before trying again. The fix is processing with intention, sitting with the failure long enough to extract the lesson, then moving forward. Confidence does not come before the attempt. It builds in the going. TIMESTAMPS00:00 — Introduction02:15 — Failure is an event, defeat is a decision06:30 — The neuroscience: negativity bias and learned helplessness12:00 — 6 signs you have crossed from failure into defeat22:45 — How defeat gets installed: 3 mistakes to avoid after a setback34:00 — Sarah's personal examples from building her business37:30 — Your action step for this week RESOURCES MENTIONED * Love FREE high quality CEUs? Join our free community by ⁠clicking here.⁠ [https://freecommunity.mindbodybehavior.co/] * Want a step-by-step framework to make attracting your first client feel easy? Download it here [Want a step-by-step framework to make attracting your first client feel easy?]! * Thinking of joining our 32 CEU coaching program? Grab your exclusive podcast discount here. * Follow me on social: ⁠@sarahburby ⁠ [https://www.instagram.com/sarahburby/]⁠@mindbodybehavioranalysts [https://www.instagram.com/mindbodybehavioranalysts/] SUBSCRIBE + REVIEW If you are building a business and a life you actually love, subscribe so you don't miss the next episode. And if this one helped, a quick review helps other BCBAs and entrepreneurs find the show.

Ep. 38. Quantum Leaps Part 2

A quantum leap doesn’t happen by accident—it starts with a decision. In Part 2 of this series, Sarah goes deeper into what it actually looks like to live through a quantum leap in real time. From major business investments and rebranding to identity shifts and nervous system recalibration, she shares the behind-the-scenes reality of becoming the next version of yourself before there’s proof it will work. This episode is all about moving from “maybe someday” into full-body certainty. You’ll learn why the biggest breakthroughs require decisive action, how your environment shapes your growth, and what it means to leap from a new identity instead of waiting to earn it. What You’ll Learn in This Episode * Why a quantum leap begins with a decision—not circumstance * The difference between leaping to an identity vs. leaping from on * How identity shapes your actions and rewires your brain * Why waiting for proof keeps people stuck * What Sarah’s current quantum leap looks like in real life * How to tell the difference between fear and expansion * The role environment plays in your growth and success * How to stop wasting energy in indecision and “the messy middle” * Why your body often knows before your brain does * How small daily actions create massive identity shifts over time RESOURCES MENTIONED * Love FREE high quality CEUs? Join our free community by ⁠⁠clicking here.⁠⁠ [https://freecommunity.mindbodybehavior.co/] * Want a step-by-step framework to make attracting your first client feel easy? Download ⁠it here⁠ [Want a step-by-step framework to make attracting your first client feel easy?]! * Thinking of joining our 32 CEU coaching program? Grab your exclusive podcast discount here. * Follow me on social: ⁠⁠@sarahburby ⁠⁠ [https://www.instagram.com/sarahburby/]⁠⁠@mindbodybehavioranalysts ⁠ [https://www.instagram.com/mindbodybehavioranalysts/] SUBSCRIBE + REVIEW If you are building a business and a life you actually love, subscribe so you don't miss the next episode. And if this one helped, a quick review helps other BCBAs and entrepreneurs find the show.

Ep. 37. Quantum Leaps in Personal Transformation

What if the biggest changes in your life don’t happen gradually but all at once? In this episode, Sarah breaks down the concept of “quantum leaps” in personal growth those moments where everything suddenly shifts, and you step into a completely new version of yourself. While it may look instant from the outside, these transformations are actually built through unseen momentum, internal rewiring, and consistent inner work. You’ll learn how to recognize when you’re on the edge of a breakthrough, why discomfort is a sign of growth (not failure), and how to avoid the common traps that keep people stuck right before everything changes. RESOURCES MENTIONED * Love FREE high quality CEUs? Join our free community by ⁠⁠clicking here.⁠⁠ [https://freecommunity.mindbodybehavior.co/] * Want a step-by-step framework to make attracting your first client feel easy? Download ⁠it here⁠ [Want a step-by-step framework to make attracting your first client feel easy?]! * Thinking of joining our 32 CEU coaching program? Grab your exclusive podcast discount here. * Follow me on social: ⁠⁠@sarahburby ⁠⁠ [https://www.instagram.com/sarahburby/]⁠⁠@mindbodybehavioranalysts ⁠ [https://www.instagram.com/mindbodybehavioranalysts/] SUBSCRIBE + REVIEW If you are building a business and a life you actually love, subscribe so you don't miss the next episode. And if this one helped, a quick review helps other BCBAs and entrepreneurs find the show.

Ep. 36. Imposter Syndrome Safety Stories & Actionable Steps

Imposter syndrome isn’t just a mindset issue—it’s a pattern of “safety stories” your brain tells to keep you comfortable, even if it means staying stuck. In this episode, Sarah breaks down how imposter syndrome actually shows up in your day-to-day life, why it feels so real, and most importantly—how to move forward even when it doesn’t go away. This isn’t just awareness. You’ll walk away with clear, practical steps to identify your own safety stories, understand the fear underneath them, and start taking action anyway. What You’ll Learn in This Episode * What “safety stories” are and why your brain creates them * How imposter syndrome subtly dictates your behavior (often without you realizing it) * The 5 types of imposter syndrome and how to identify yours * Why your fears didn’t start where you think they did * How to build willingness instead of waiting for confidence * A step-by-step framework to take action—even when you feel unready * How to use fear as data instead of something to avoid RESOURCES MENTIONED * Love FREE high quality CEUs? Join our free community by ⁠⁠clicking here.⁠⁠ [https://freecommunity.mindbodybehavior.co/] * Want a step-by-step framework to make attracting your first client feel easy? Download ⁠it here⁠ [Want a step-by-step framework to make attracting your first client feel easy?]! * Thinking of joining our 32 CEU coaching program? Grab your exclusive podcast discount here. * Follow me on social: ⁠⁠@sarahburby ⁠⁠ [https://www.instagram.com/sarahburby/]⁠⁠@mindbodybehavioranalysts ⁠ [https://www.instagram.com/mindbodybehavioranalysts/] SUBSCRIBE + REVIEW If you are building a business and a life you actually love, subscribe so you don't miss the next episode. And if this one helped, a quick review helps other BCBAs and entrepreneurs find the show.