"If you’re excellent at what you do, you’ve got to be paid like you’re excellent." – Casey Brown 

Ever wondered if you're truly getting paid what you're worth? In this unmissable episode of Scaling UP! H2O, we bring back Casey Brown, speaker, founder of Boost Pricing and author of the newly released Fearless Pricing. Known for her electrifying talks and actionable insights, Casey dives deep into how businesses can build confidence, charge their true value, and break free from the fear of pricing discussions. 

From her journey as an engineer to becoming a pricing powerhouse, Casey's passion for helping businesses thrive shines through. Whether you're in sales, management, or leadership, this episode will leave you inspired and ready to tackle your next negotiation.  

Highlights include: 

The Psychology of Pricing: Why fear dominates most pricing conversations—and how to overcome it.

Pricing Integrity: Learn how setting and sticking to fair, defensible prices can boost trust and long-term success.

Handling Objections with Confidence: Proven strategies to turn pricing objections into opportunities.

The "Hot Sauce" Analogy: Discover how to identify overlooked products or services that can deliver high profits with minimal pricing sensitivity.

Unexercised Pricing Power: How to unlock hidden revenue by testing and refining your pricing strategy.

Role-Playing for Success: How procedural memory and consistent practice can transform your sales team’s confidence and results. 

Bottom Line 

This episode is your ultimate guide to fearless pricing, equipping you with the tools and mindset to boost profitability and set yourself apart from the competition. Don't miss the chance to learn from Casey's expertise and take your business to the next level! 

Click play, take notes, and start commanding the value your business deserves. Don’t let fear control your profits—listen now to gain the confidence and strategies you need to succeed.

Stay engaged, keep learning, and continue scaling up your knowledge! 

 

Timestamps   

1:44 - Trace asks intriguing questions about the price of everyday items like gas and hot sauce to set the stage for a deeper discussion on pricing  

02:23 - Events for Water Professionals  

04:20 - Water You Know with James McDonald  

05:35 - Interview with Casey Brown, speaker, founder of Boost Pricing, and the author of the newly released book ‘Fearless Pricing’  

13:05 - How small discounts can devastate your bottom line 

32:23 - Why debriefing every deal is critical for refining your pricing strategy 

33:41 - The “Hot Sauce Analogy” 

45:00 – Final Thoughts and Takeaways 

 

Quotes 

“We can’t know, unless we try. The world is your Petri dish. “- Casey Brown 

“The how is training and coaching and concepts; the why is rotted in the mission to help people who are excellent be paid like they’re excellent.” - Casey Brown 

“We can’t fix pricing or profitability through calculation. We must address the biggest obstacle to success, which is FEAR.” - Casey Brown 

“Pricing is generally the area of greatest fear and greatest discomfort.” - Casey Brown 

“In absence of financial pricing integrity, unearned discounts hurt trust.” - Casey Brown 

“The way to get comfortable doing something uncomfortable is to practice it.” - Casey Brown 

"Every business has hot sauce and gasoline—products where pricing sensitivity varies drastically. Identify yours." – Casey Brown 

 

Connect with Casey Brown 

Phone: 614-679-7999 

Email: [email protected]  

Website: www.Caseybrown.com   

LinkedIn: https://www.linkedin.com/in/caseybrownboost/  

Subscribe to Casey Brown’s Newsletter: https://www.boostpricing.com/signup   

Click HERE to Download Episode's Discussion Guide

 

Guest Resources Mentioned  

Good to Great: Why Some Companies Make the Leap...And Others Don't by Jim Collins 

They Ask You Answer by Marcus Sheridan 

Outlive by Peter Attia 

Essentialism by Greg McKeown 

The Psychology of Money by Morgan Housel 

Fearless Pricing by Casey Brown 

 

Scaling UP! H2O Resources Mentioned 

AWT (Association of Water Technologies) 

Scaling UP! H2O Academy video courses 

Submit a Show Idea 

The Rising Tide Mastermind 

363 Pricing Boost: Get Paid Well For Your Excellence with Casey Brown 

The 7 Habits of Highly Effective People by Stephen R. Covey 

 

Water You Know with James McDonald 

Question: What is the conversion between parts-per-million and milligrams per Liter?

 

2025 Events for Water Professionals 

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.