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.⁠⁠
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• Follow me on social: ⁠⁠@sarahburby ⁠⁠⁠⁠@mindbodybehavioranalysts

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