Pricing in the Dark: The Rate-Setting Mistake Home Care Owners Repeat | Ep 29

Do you actually know what your competitors are charging? Not a rough idea, nor what someone told you last year. The real number, right now, in your market. In this episode, we sit down with Raymond Mascola of Targeting Sales Group, a competitive pricing researcher who has worked with 147 Visiting Angels franchises across 32 states. In this episode, he talks about: What a thorough competitive market analysis actually involves The three reports he always uses, and what each one tells you What competitor phone calls reveal that pricing alone never would The pricing trends owners need to know about right now Watch this episode if you want to stop guessing and start pricing from a position of real knowledge. Episode Chapters 00:06 – Welcome to the Home Care Millionaire Podcast 02:02 – Raymond Mascola of Targeting Sales Growth 05:41 – Providing Competitive Market Analysis for Visiting Angels 07:31 – Key Reports: Pricing, Evaluations, and Caregiver Data 09:54 – The Debrief Process: Diving into the Data 11:51 – Frequency and Timing of Market Analysis 13:40 – Importance of Analysis for New and Existing Agencies 16:50 – Industry Trends 19:52 – Evaluating Competitor Websites and Operational Fees 25:54 – The "Mystery Shop" Experience 30:16 – Final Advice for Business Growth and Success Notable Quotes “If you don't do your homework, you may be pricing yourself out of business.” – Joan “You've got to think of your pay for your people, and that's got to be competitive. Then you've got to think of your profit margin, and then you've got to think of what's the demographic of where you are.” – Ray “If they don't understand what their competitors are doing, they're flying blind in a way.” – Ray “It's not just about the price. It's about your operations... it's about how you handle that phone call that comes in.” – Joan Connect with Paul & Joan Got questions or ready to grow your agency? Let’s stay connected: 🌐 Send us your questions at https://askjoanandpaul.com or connect directly with us. 📘 Grab the Course at https://premierehomecaresuccess.com/b.... The Home Care Success Blueprint is your step-by-step roadmap to build and scale your business with confidence. 🏠 Learn More at https://premierehomecaresuccess.com: explore free tools, mindset resources, and success coaching. 🌐 Become a guest, sponsor an episode, or binge-watch all the episodes at https://thehomecaremillionaire.com. Your next big win starts here. Serve with heart, lead with faith, and remember… compassion is your calling, and wealth is your reward.