Dr. Greg Sanchez, a former pharmaceutical scientist turned Home Instead franchise owner, shares how rapid growth nearly derailed his business, and the policies that saved it. From evacuating bedbound clients during wildfires to securing $400K in training grants, Greg reveals how to scale without sacrificing stability. Learn why overtime below 2% is possible, how to hire schedulers who thrive on chaos, and why the "gray market" of private caregivers threatens the industry.

 

In this episode, you’ll discover:

1. The hidden costs of growing "at all costs" and how to avoid bankruptcy.

2. Why wildfires exposed the fragility of caregiver housing (and how it impacts retention).

3. A simple policy change that reduced overtime from 15% to under 2%.

4. The "puzzle solver" trait that makes schedulers successful and how to spot it.

5. Why private caregivers pose legal risks to families and how agencies can educate clients.

 

Lesson Takeaways:

1. Sustainable growth over rapid growth: Infrastructure matters more than revenue milestones.

2. Policies prevent burnout: Document processes (like overtime allocation) to protect margins and morale.

3. Disasters reveal gaps: Housing and transportation barriers for caregivers are business risks.

4. Educate on the "gray market": Private caregivers may cost less upfront but carry legal and quality risks.

5. Grants fuel workforce development: Partner with nonprofits and unemployment offices to fund training.

 

Timestamps:

00:00 - Welcome to Home Care Hindsight

01:23 - Dr. Greg Sanchez’s Background: From Pharma to Home Care

04:20 - Wildfire Crisis: Evacuating Clients & Caregiver Housing Challenges

11:00 - The Big Mistake: Growth Without Sustainability

16:30 - How Policy Changes Slashed Overtime from 15% to 2%

20:35 - Hiring Schedulers: Look for "Puzzle Solvers" & Over-Communicators

23:55 - The Overlooked Threat: Risks of the Caregiver Gray Market

27:40 - Little Mistake: Assuming Your Team Understands (Without Verification)

32:03 - Sales vs. Operations: How Cross-Training Aligns Teams

35:10 - Interdepartmental Collaboration: Breaking Down Silos

38:20 - Proud Moment: Securing $400K in Workforce Grants

40:00 - How to Find Grant Opportunities (Start with Your Unemployment Office)

42:55 - Plug: Home Care Association of America’s National Conference

 

Quotes:

1. "Cancer is uncontrolled growth. Going from $1M to $5M without infrastructure is a house of cards." — David Knack

2. "Sustainable growth through innovation—without that caveat, we’d repeat our mistakes." — Dr. Greg Sanchez

3. "The gray market gambles with families’ legacies. We need to educate on the risks." — Dr. Greg Sanchez

4. "Hire schedulers who love puzzles. The job is a dynamic puzzle where pieces keep disappearing." — Dr. Greg Sanchez

5. "Trust but verify: Assume nothing when communicating expectations." — Dr. Greg Sanchez

 

Resources:

1. Dr. Greg Sanchez Jr. on LinkedIn: https://www.linkedin.com/in/greg-sanchez-ph-d-4003a6162/

2. Home Instead Pasadena: https://www.homeinstead.com/home-care/usa/ca/pasadena/479/home-instead-about-us/

3. California Department of Aging Grants: https://www.aging.ca.gov/

4. Home Care Association of America: https://www.hcaoa.org/

5. Connect with David Knack on LinkedIn: https://www.linkedin.com/in/david-knack/

6. Connect with Zingage on LinkedIn: https://www.linkedin.com/company/zingage/

7. Powered by Zingage: https://zingage.com/

8. Watch Episode on Zingage’s YouTube: https://www.youtube.com/@Zingage