After 20 years in the cleaning industry, including IICRC journeyman training and running my own operations, I've learned that pricing is where most of us struggle. Not because we're bad at cleaning, but because nobody really teaches us the business side.
I get it. You probably started this business because you're good at cleaning and wanted independence. Maybe you're great with clients, detail-oriented, reliable. But then someone asks "How much?" and suddenly you're guessing, hoping, maybe checking what competitors charge and taking 10% off just to be safe.
There's a better way. And it starts with understanding what you're actually pricing.
What New Operators Usually Ask
When people reach out asking about pricing, the conversation usually goes like this:
Them:
"What should I charge for a 2,000 square foot house with 3 bedrooms and 2 bathrooms?"
Me:
"I'd need to know more about your situation. What's your monthly rent? Car payment? Insurance costs? How long do you think it'll take? How far is the drive?"
Them:
(pause) "Oh. I hadn't thought about all that."
I get why. When you're starting out, you're thinking about the cleaning itself. But you're not just pricing cleaning time, you're pricing a sustainable business that supports your life.
The Hidden Costs Nobody Warns You About
Your time actually cleaning is probably 60% of your real costs. The other 40%? It's all the business tasks that happen around the cleaning.
Here's what I spend time on that I didn't expect when I started:
- • Laundering towels and microfiber cloths
- • Maintaining and replacing equipment
- • Managing safety documentation
- • Insurance paperwork and renewals
- • Paying bills and processing payroll
- • Meeting with my accountant
- • Driving to and from sites
- • Quoting new jobs
- • Following up with leads
- • Training if you have staff
I don't want you to be that surprised with yourself. Know your real costs upfront.
My Core Philosophy
Account for everything, get it in writing, get a signature, do the work well, get paid.
Simple in theory. But I've skipped steps and paid the price, so now I follow this every time.
How I Landed on Square Footage Pricing
I've tried pretty much every pricing method over the years. Hourly rates made me feel like I was punishing myself for getting faster. Per-room pricing got complicated with open floor plans.
At one point, I created this incredibly detailed spreadsheet, I'm talking every 4 feet of countertop, every floor type in every room, baseboard measurements, the works. I timed everything down to the second. It was brilliant and completely exhausting to maintain.
Square footage combined with bedroom/bathroom count ended up being the sweet spot because:
- 1. Clients know the price upfront, no surprises
- 2. You're not watching the clock
- 3. It's fair to both sides
- 4. Easy to explain and quote
- 5. Captures the real scope when combined with room counts
The house cleaning calculator I built uses this approach because it's what actually worked for me in the field.
Calculating Your True Costs
Before you can price anything confidently, you need to know your break-even point. This isn't scary, it's empowering.
Your Monthly Overhead:
Fixed Costs:
+ Rent/mortgage allocation for business use
+ Insurance (liability, vehicle, equipment)
+ Phone and internet
+ Accounting and bookkeeping
+ Software and subscriptions
+ Marketing
+ Vehicle payment
+ Fuel (average monthly)
+ Equipment replacement fund
+ Your own salary (yes, you count as an expense)
= Total Monthly Overhead
Divide by your working days per month (usually 20-22) = Daily overhead
Divide by average jobs per day = Overhead per job
This is your baseline. Every quote needs to cover this plus your labor plus some profit margin.
Service Types and What They Actually Require
Different types of cleaning require different levels of effort. Here's how I think about it:
Standard Cleaning
Your base rate, regular maintenance cleaning
Deep Cleaning
1.5-2x base rate (more detail work, takes longer)
Move-Out Cleaning
1.5-2x base rate (includes often-neglected areas)
Post-Construction Cleaning
2-3x base rate (multiple passes, dust everywhere, specialized equipment needed)
These aren't arbitrary multipliers, they reflect actual time and intensity differences. The calculator can show you how this affects your bottom line.
Calculate Your Pricing Now
Use 20 years of operational data to price your jobs confidently. See exactly what your costs are and price for profit.
Try the House Cleaning Calculator (Free)What This Really Comes Down To
You didn't start this business to work exhausting hours and barely make ends meet.
You started it to build something, maybe more control over your schedule, maybe better income, maybe both. That only happens when you price based on reality, not fear or guesswork.
There will always be someone charging less. There will always be clients who want to negotiate. That's fine, they're not your clients.
Your clients are the ones who value what you bring: reliability, quality, professionalism, and the peace of mind that comes with working with someone who runs a real business.
Account for everything. Get it in writing. Get a signature. Do the work well. Get paid.
That's the path to building something sustainable.
Caleb Skinner completed IICRC journeyman training and has operated in the cleaning industry for 20+ years. PriceThisJob was built to help operators price confidently and build businesses they can feel good about.