Sep 29, 2026 · 33 min · 14 segments
Ethan Schwartzbach, CEO of Flychain, joins David Knack to unpack the financial and operational challenges that can make or break a growing home care business. From messy financials and generic…
And I think that's super relatable for anybody who's been in the software and the tech world.
That kind of temptation to get pulled away from the customer can be kind of insidious like in any role.
You know, I think about like when I start a new sales role and I started at Zengage like three years ago-ish now.
And one of the first things that I did is I said, and we didn't have a ton of customers at this time, but I said, I want to figure out who our customers are and I want to understand like why.
And so if I were a sales and marketing person starting in a home care agency, who are the referral sources who like us? Let me go talk to them and ask why they like us.
And I saw that those clients, the things that they had in common were this, this, this.
You don't want to come show up and be like... hey, I'm brand new here and I would like your job today to be to educate me.
But being able to say, what about this company is the kind of place you want to send your clients? Similarly, if you're a recruiter and you're trying to figure out how to sell the agency to prospective caregivers, Go talk to your best caregivers, the ones that everybody knows will never leave and say, hey, why do you work here? All I hear every day is that the caregiver turnover problem is a big problem.
We have kept you for 90 days, for six months, for a year, for five years, whatever.
What keeps you around? And, you know, I know what you're going to hear, right? You're going to hear, I get a good schedule.
But like understanding like, hey, the last time you left somewhere, why did you leave? But I think as an orienting principle, like when you're starting out with something, that's huge.
When you move into a different role, you know, talk to people who've been doing the job, but talk to people who are on the receiving end of doing that job.
I think like those are some really good examples of like, When you get out of that and instead are like, well, I've got to optimize our Indeed spend and I've got to make sure that our ATS integrations are seamless.
And I think that's super relatable for anybody who's been in the software and the tech world.
That kind of temptation to get pulled away from the customer can be kind of insidious like in any role.
You know, I think about like when I start a new sales role and I started at Zengage like three years ago-ish now.
And one of the first things that I did is I said, and we didn't have a ton of customers at this time, but I said, I want to figure out who our customers are and I want to understand like why.
And so if I were a sales and marketing person starting in a home care agency, who are the referral sources who like us? Let me go talk to them and ask why they like us.
And I saw that those clients, the things that they had in common were this, this, this.
You don't want to come show up and be like... hey, I'm brand new here and I would like your job today to be to educate me.
But being able to say, what about this company is the kind of place you want to send your clients? Similarly, if you're a recruiter and you're trying to figure out how to sell the agency to prospective caregivers, Go talk to your best caregivers, the ones that everybody knows will never leave and say, hey, why do you work here? All I hear every day is that the caregiver turnover problem is a big problem.
We have kept you for 90 days, for six months, for a year, for five years, whatever.
What keeps you around? And, you know, I know what you're going to hear, right? You're going to hear, I get a good schedule.
But like understanding like, hey, the last time you left somewhere, why did you leave? But I think as an orienting principle, like when you're starting out with something, that's huge.
When you move into a different role, you know, talk to people who've been doing the job, but talk to people who are on the receiving end of doing that job.
I think like those are some really good examples of like, When you get out of that and instead are like, well, I've got to optimize our Indeed spend and I've got to make sure that our ATS integrations are seamless.
The rest of this transcript — segmented and speaker-labeled, so you land on the exact moment something was said
Search every transcript — by keyword, by phrase, or by meaning, across every show Radar indexes
Trends — what is surging across podcasts, measured against its own baseline
Alerts — when a name you follow appears in a newly indexed episode
No account is needed to search Radar.
