How to Price Your Cleaning Services (And Set the Right Cleaner Percentage)
- Diem Martin
- Mar 5, 2018
- 3 min read
Updated: 2 days ago
One of the biggest questions when starting a cleaning referral agency is:
How much should I charge clients?
What percentage should I pay cleaners?
Will there be enough left over to actually make money?
There’s no one-size-fits-all answer… but there is a clear way to figure it out.
Prefer to watch? I break this down step-by-step here:
Who This Is For
This is for you if:
You’re unsure what to charge in your market
You’re worried about underpaying cleaners or undercharging clients
You want a pricing model that actually works long-term
The Truth About Pricing (Most People Get This Wrong)
Pricing isn’t something you guess.
It’s something you build based on your market.
And the good news is, your local market gives you everything you need to figure this out.
Step 1: Research Your Market (This Sets Your Range)
You’re looking for two numbers:
1. What cleaning companies charge (top tier)
These are:
Franchises
Larger cleaning companies
This tells you the ceiling of what clients are already willing to pay.
2. What independent cleaners charge (bottom tier)
These are:
Solo cleaners
Independent professionals
This tells you:
What cleaners expect to earn
What your “floor” looks like
Step 2: Position Yourself in the Middle
As a referral agency, your pricing typically lands:
Between companies and independent cleaners
Why?
Because you’re offering:
More structure than a solo cleaner
More flexibility than a traditional company
That’s your sweet spot.
Step 3: Understand What You’re Actually Selling
You’re not just selling cleaning.
You’re selling:
Marketing (bringing in clients)
Scheduling
Payment processing
Customer service
Vetting and screening
This is why your business gets paid.
If you haven’t fully wrapped your head around this yet, read:👉 Cleaning Company vs Referral Agency
Step 4: How to Think About Cleaner Pay (Without Creating Friction)
This is where a lot of people mess up.
If a cleaner is used to making:
$20–$25/hour privately
Then your structure should feel like:
They’re still earning what they expect
But without the extra work of finding and managing clients
A common range:
Cleaners: 50%–75%
Agency: 25%–50%
A very common and balanced structure:
60% to cleaners / 40% to agency
That’s what I personally use based on my market.
The Mindset That Changes Everything
You don’t want cleaners thinking:
“The agency is taking 40% from me.”
You want them thinking:
“I’m getting paid what I normally would… and everything else is handled for me.”
That difference is what drives retention.
Cleaner Retention = Client Retention
When cleaners:
Feel fairly compensated
Understand the model
See the value you provide
They’re far less likely to:
Leave
Take clients
Which protects your business long-term.
If this is something you’re concerned about, read:👉 When Cleaners Solicit Your Clients
How Pricing, Recruiting, and Quality All Connect
Your pricing affects:
Who you attract as cleaners
The quality of work
Client satisfaction
If you want to go deeper into building a strong cleaner network:👉 How to Recruit Qualified Independent Cleaning Professionals
And how to maintain quality:👉 How to Control Quality with Independent Contractors
Want the Full Pricing Breakdown?
If you want the exact framework I use to:
Price jobs
Structure payouts
Build a profitable model
Watch my free training here:
Ready to Build This Step-by-Step?
If you’re ready to implement this with real numbers, templates, and systems:
FAQ
Should I charge hourly or flat rate?
Flat rate is more scalable and predictable, especially as you grow.
What if my market is more expensive?
Your pricing should reflect your local market. Always base decisions on real data.
Can I change my pricing later?
Yes, but it’s easier to start with a solid structure than to fix it later.
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