Most home service business owners aren’t losing money because they lack customers… they’re losing money because they’re charging wrong.

In this episode of The Route to Revenue, Ben and Mike break down the real reason so many entrepreneurs undercharge and how it silently kills profitability. From fear and imposter syndrome to bad benchmarking and poor cost tracking, they unpack the mindset and math behind pricing the right way.

You’ll learn how to calculate your true cost per stop, why “middle pricing” is dangerous, and how to structure your pricing for long-term growth. They also dive into real-world strategies for raising prices, handling customer reactions, and optimizing between monthly vs quarterly recurring revenue.

If you’re serious about building a profitable home service business, this is an episode you can’t afford to skip.

🎯 Connect with Mike Walker founder of Spiffybin

🔗 Website: spiffybin.com

🎯 Connect with Ben Magee founder of Green Can Cleaner

🔗 Website: greencancleaner.com

🔔 Subscribe on our YouTube Channel https://www.youtube.com/@TheRouteToRevenue

0:00 – Intro: Why pricing matters more than you think

1:30 – Why most owners undercharge (fear, guilt, imposter syndrome)

3:45 – Pricing for the business you WANT (not where you are now)

6:00 – Lowest vs highest pricing strategy (avoid the middle)

8:40 – What actually goes into your costs (real breakdown)

11:30 – Fixed vs variable costs explained simply

13:50 – How to calculate your cost per stop

16:10 – “Win days vs lose days” on routes

18:20 – When bad routes are actually smart investments

20:30 – How to raise prices (without overexplaining)

22:15 – Why fuel surcharges hurt your brand

24:00 – Monthly vs quarterly pricing strategy debate

26:10 – The 40% margin rule (actionable framework)

27:50 – Final takeaway: fix your pricing now

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