How Chasing Growth Nearly Broke My Business (And the Process That Saved It) — Dr. Greg Sanchez Jr.
Release Date: 06/10/2025
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info_outlineDr. 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