FirstLight Home Care franchise unit economics
FirstLight Home Care franchisees run an in-home care agency billing caregiver hours for companion care, personal care and dementia care.
FirstLight Home Care franchise at a glance
The average territory bills $39.55 an hour, pays caregivers $18.41, and serves 42 clients with 40 caregivers.
FirstLight Home Care franchisees averaged $1,545,697 of sales in 2025, with a median of $1,195,409, according to Item 19 of FirstLight Home Care’s 2026 FDD, issued 24 March 2026. The 194 in that group are 68%* of FirstLight Home Care’s 284 locations. Fees paid to FirstLight Home Care come to about 6%* of sales.
- A FirstLight Home Care franchise costs $151,425 to $256,380 to open, according to the brand's 2026 FDD.
- FirstLight Home Care charges a royalty of 5% of sales and a 1% brand fund contribution.
- FirstLight Home Care reported 284 franchised locations in its 2026 FDD.
- 38% of reporting FirstLight Home Care locations reached the average.
- Work out FirstLight Home Care's fees at your own sales with the minimum fee calculator.
These figures come from FirstLight Home Care's 2026 Franchise Disclosure Document, as the brand reported them, and were read by Averan Advisors.
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Talk to Averan → Move your books and accounting to Averan →- The average territory bills $39.55 an hour and pays $18.41. That leaves $21.14 an hour, a 53.5% gross margin. The median FirstLight territory bills $37.78 and pays $18.06.
- Bill rates run from $21.33 to $70.44 across the network. FirstLight pay rates run from $10.68 to $26.35. The top margin is 62.6%, the lowest 49.9%.
- One caregiver per client is the staffing ratio. That is 42 clients and 40 caregivers at the average territory, 33 and 31 at the median.
- A client is worth about $36,800 a year, or 18 hours a week. That is $1,545,697 across 42 clients at $39.55 an hour.
- The minimum performance standard reaches $965,952 of annual revenue. From month 82, the minimum royalty is $48,298 a year whatever you bill.
How much does a FirstLight Home Care franchise make?
The average FirstLight Home Care unit reported $1,545,697 of revenue in the 2026 FDD, and the median reported $1,195,409. The brand’s disclosure document discloses revenue and not profit, so what an owner keeps depends on the cost structure set out below. Fees come off the top first, at about 6% of sales across royalty, brand fund and the rest of the stack. Revenue is not income. Rent, wages, cost of goods and the franchise fees all come out before an owner is paid. The figures for the highest-selling and lowest-selling businesses are below.
How much locations differ
Bill rates, wages, clients and caregivers
| Hourly rate | Pay rate | Rate less pay | Gross margin | Clients | Caregivers | |
|---|---|---|---|---|---|---|
| Average | $39.55 | $18.41 | $21.14 | 53.5% | 42 | 40 |
| Median | $37.78 | $18.06 | $19.72 | 52.2% | 33 | 31 |
| Highest | $70.44 | $26.35 | $44.09 | 62.6% | 344 | 245 |
| Lowest | $21.33 | $10.68 | $10.65 | 49.9% | 3 | 2 |
The brand reported the hourly rate charged, the wage paid, the client count and the caregiver count. The figures cover 145 of 194 territories, those using the current client management system.
The share left after caregiver pay stays in a narrow range even where the hourly rates differ by a factor of 3.3. Bill rates run from $21.33 to $70.44, a factor of 3.3, and the implied margins still sit between 49.9% and 62.6%. Markets with a high hourly rate also have high wages. What holds constant is that roughly half of what you charge goes to the person doing the work.
The average territory keeps $21.14 an hour between the rate charged and the wage paid. The average territory bills 39,082 hours a year. At $21.14 an hour that is about $826,193, which covers office staff, recruiting, insurance, rent, the brand's 6% and the owner. Every dollar you add to the hourly rate or shave off the pay rate is worth $39,082 a year at that volume.
Your pay rate sits against a national median of $17.21. That is the Bureau of Labor Statistics figure for home health and personal care aides, released in May 2026. FirstLight territories average $18.41, so the system is paying above the national median, which is one reason its bill rates hold where they do.
Clients, caregivers and hours at the average territory
| Measure | Average territory |
|---|---|
| Annual revenue | $1,545,697 |
| Billed clients | 42 |
| Revenue per client | $36,802 |
| Hours per client per week | 17.9 |
| Total hours a week | 752 |
| Hours per caregiver a week | 18.8 |
Ours, combining the disclosed average revenue of $1,545,697 for territories open thirteen months or more with the disclosed averages of 42 billed clients, 40 paid caregivers and a $39.55 hourly rate.
A client buys about 18 hours a week and is worth $36,802 a year. That is roughly one long visit a day, or three longer visits a week. Losing one client costs you the equivalent of 2.4% of the year's revenue. So client retention deserves the same attention as caregiver retention in a business this concentrated.
You need about one caregiver per client. That is 40 caregivers serving 42 clients, at 18.8 hours each a week. Caregivers here are part time by design, which widens the recruiting pool and also means your schedule has forty people in it. Every caregiver who leaves takes 18.8 hours a week with them until you replace them.
Top performers
What separates the top FirstLight Home Care performers
FirstLight Home Care publishes a range for its territories instead of grouped averages. The highest-selling of the 194 FirstLight Home Care territories open more than 12 months billed $11,254,775 in 2025. The lowest-selling FirstLight Home Care territory in that group billed $152,398. Both run the same brand, on the same agreement, paying the same fees. The middle location sold $1,195,409. The average was $1,545,697. More than half the system is below the number the brand quotes.
Decided before you open
- Site and trade area.The highest-selling FirstLight Home Care territory sells 73.9× the lowest-selling one. Catchment, daytime population and neighboring businesses affect where a location falls.
- Territory.This model sells from a territory, with no storefront. Population density sets how much driving sits between jobs.
- Opening cost range.Opening costs $151,425 to $256,380, a 1.7× range inside one brand.
- Fees and the minimum.Fees run about 6.0% of sales. A minimum fee also applies, so lower-selling locations pay a higher effective rate. Work out the sales level where the percentage overtakes the minimum.
- Cash needed in the first year.This filing shows how a new location builds up: the month sales cover costs, and how much cash you fund before then.
Live operating levers
- Billed hours.You pay for every hour worked and bill only the hours a client accepts. Track hours worked against hours billed, and the rate charged against the rate paid.
Context you underwrite around
- Locations included.These figures cover 194 of 284 locations. Locations open less than the full year, brand-owned, or not meeting the reporting criteria are excluded.
- What the filing does not include.Item 19 publishes no profit or cost data for franchised locations. Ask the franchisor or current owners for cost and profit figures.
Sales
Revenue by months in operation
| Months open | Territories | Average | Median | Lowest | Highest | Above average |
|---|---|---|---|---|---|---|
| 12 to 24 | 25 | $576,920 | $500,438 | $152,398 | $1,578,522 | 9 (36%) |
| 25 to 36 | 15 | $1,351,912 | $1,401,927 | $250,672 | $2,775,032 | 8 (53%) |
| 37 and over | 154 | $1,721,841 | $1,392,915 | $320,169 | $11,254,775 | 55 (36%) |
| All 194 | 194 | $1,545,697 | $1,195,409 | $152,398 | $11,254,775 | 74 (38%) |
As the brand reported it.
How we calculated this
284 franchised territories were in operation at 31 December 2025. The figures leave out 52 territories that opened during 2025, 33 that did not run the two full-time staff the agreement requires, five that reported inaccurately and six that closed during the year.
The median more than doubles in year three. The FirstLight median goes from $500,438 at 12 to 24 months to $1,401,927 at 25 to 36, 2.8 times as much *. The averages go from $576,920 to $1,351,912. After that the median runs $1,392,915 past 37 months, slightly below the 25-to-36 figure.
After 25 months the median holds flat while the average rises. That is $1,401,927 at 25 to 36 months and $1,392,915 past 37, against averages of $1,351,912 and $1,721,841. So the highest-selling mature territories pull away (one bills $11,254,775) while the middle settles around $1.4 million. That is the number to plan a mature territory against.
In client terms the mature median is about 38 clients. That is $1,392,915 at $36,802 a client. Getting from the 12-to-24-month median of $500,438 to there is roughly 24 more clients. That is two a month for a year, each needing a caregiver alongside them.
What it costs to open
| Low | High | |
|---|---|---|
| New franchise | $151,425 | $256,380 |
| Converting an existing agency | $67,275 | $106,850 |
As the brand reported it.
Discounts available
- FirstLight Home Care takes $7,500 off the first franchise for honorably discharged U.S. veterans owning at least 51% (VetFran).
- FirstLight Home Care gives existing franchisees in good standing 15% off a second franchise and 20% off a third and later franchise ($42,500 and $40,000 as stated).
From Item 5 of the FirstLight Home Care 2026 FDD. The costs on this page use the full initial franchise fee for one unit, before any discount.
How we calculated this
$57,195 of the new-franchise figure goes to the franchisor or an affiliate, and up to $57,000 on a conversion.
Converting an existing agency costs less than half as much. $67,275 against $151,425 at the low end, and the franchisor may reduce the royalty for up to 24 months on a conversion.
Fees and the network
The minimum performance standard
| Months open | Standard per month | Standard per year | minimum royalty | minimum advertising charge |
|---|---|---|---|---|
| 0 to 3 | n/a | n/a | n/a | n/a |
| 4 to 15 | $5,200 | $62,400 | $3,120 | $624 |
| 16 to 34 | $20,540 | $246,480 | $12,324 | $2,465 |
| 35 to 57 | $48,308 | $579,696 | $28,985 | $5,797 |
| 58 to 81 | $72,462 | $869,544 | $43,477 | $8,695 |
| 82 and beyond | $80,496 | $965,952 | $48,298 | $9,660 |
Monthly standards as the brand reported it.
From month 82 franchise fees cost $57,958 a year before any revenue-based calculation. That is the minimum royalty of $48,298 plus the minimum advertising spend of $9,660. That equals 6% only at $965,952 of annual revenue. The mature median territory bills $1,392,915, so most clear it. But the lowest mature territory disclosed bills $320,169. That is where the minimums work out to 18.1% of revenue.
The standard escalates faster than the median territory does. That is $246,480 at months 16 to 34 against a 12-to-24-month median of $500,438; $869,544 at months 58 to 81 against a mature median of $1,392,915. The gaps narrow as you go, and the standard rises with inflation each year whatever your revenue does.
What the fees come to at each stage
| Territory | Revenue | Total fees | Share |
|---|---|---|---|
| 12 to 24 months, average | $576,920 | $36,955 | 6.41% |
| 25 to 36 months, average | $1,351,912 | $83,455 | 6.17% |
| 37+ months, median | $1,392,915 | $85,915 | 6.17% |
| 37+ months, average | $1,721,841 | $105,650 | 6.14% |
| Lowest mature territory | $320,169 | $60,297 | 18.83% |
We worked this out, applying the 5% royalty, the 1% advertising fund and the $2,340 yearly software fee, using each stage's sales standard as the minimum.
Above the standard the load is a steady 6.1% to 6.4%. With 53.5% left after caregiver pay, the brand's fees take about an eighth of that. Above the sales standard an owner pays the percentage. Below it, the minimum costs far more.
The network of locations
| Year | Start | End | Net change |
|---|---|---|---|
| 2023 | 195 | 203 | +8 |
| 2024 | 203 | 238 | +35 |
| 2025 | 238 | 284 | +46 |
As the brand reported it.
The FirstLight network grew 46% in three years, from 195 to 284 territories. 52 territories opened during 2025 alone. Expect the system averages to be pulled down in the next filing as that group reports its first full years at around $576,920.
Questions we get asked
How much does a FirstLight Home Care franchise make?
FirstLight Home Care franchisees averaged $1,545,697 of sales in 2025, with a median of $1,195,409, according to Item 19 of FirstLight Home Care’s 2026 FDD, issued 24 March 2026. The 194 in that group are 68%* of FirstLight Home Care’s 284 locations. Fees paid to FirstLight Home Care come to about 6%* of sales.
What should my hourly rate and pay rate be at FirstLight Home Care?
The average territory charges $39.55 an hour and pays $18.41. The gap is $21.14, which is 53.5% of the rate charged. The median runs $37.78 and $18.06 at 52.2%. Across the network the hourly rate charged runs from $21.33 to $70.44 and pay rates $10.68 to $26.35. The share left after caregiver pay stays between 49.9% and 62.6%. Markets with high rates pay high wages. So the ratio matters more than either number alone.
How many clients and caregivers do I need at FirstLight Home Care?
The average territory serves 42 clients with 40 caregivers; the median serves 33 with 31. A client buys about 18 hours a week and is worth roughly $36,802 a year. Caregivers average 18.8 hours a week each, so this is a part-time workforce by design. Reaching the mature median of $1,392,915 means about 38 clients.
What should my FirstLight Home Care territory be billing at my age?
The median runs $500,438 at 12 to 24 months, $1,401,927 at 25 to 36 months and $1,392,915 past 37 months. Year three is the step, when the median rises 2.8 times. After that the middle of the distribution settles while the highest-selling territories keep climbing toward the $11,254,775 top end.
What happens if I fall below the performance standard at FirstLight Home Care?
Royalty and the advertising fund are charged on the standard instead of your actual revenue. From month 82 that means $48,298 of royalty and $9,660 of advertising, equal to 6% only at $965,952 of revenue. At the lowest mature territory disclosed, $320,169, those minimums reach 18.8% of revenue. The standard also rises annually with inflation, so clearing it once leaves next year open.
Who does bookkeeping for a FirstLight Home Care franchise?
The hourly rate against the pay rate is the number the whole business turns on. So the close needs revenue and caregiver wages both expressed per hour. Overtime needs its own line, because an hour paid at time and a half against a $39.55 hourly rate takes the margin on that hour from 53.5% to about 30%. Gross Revenues for royalty are defined on payments received, so collections timing moves your fee month to month. Track the minimum performance standard against your rolling twelve-month revenue, since crossing under it changes your effective royalty overnight. Averan provides bookkeeping, controller, and fractional CFO support for franchise owners and has Certified QuickBooks ProAdvisors on the team.
- The filing gives no profit figure. The filing reports sales and not earnings, so what an owner keeps is not disclosed.
Questions worth putting to FirstLight Home Care
The filing answers what it answers. These are the gaps an owner or a buyer should close directly.
- What do locations at the median spend on wages and rent as a share of sales? The filing reports sales only.
- Which factors does FirstLight Home Care see in its highest-selling locations, such as trade area, years open and size?
- How long does a new location take to reach the average you publish, and what does the build-up look like month by month?
- At what level of sales do the minimum charges stop applying and the percentage take over?
- How many FirstLight Home Care locations closed, were sold, or changed hands last year, and why?
Run your own numbers.
The Franchise Numbers Check runs the same checks on your own numbers. It scores where you stand and compares you with Item 19 of your brand’s FDD. It works out what one location earns and spends, and builds a 13-week cash forecast. It checks whether you are ready to open another one. It is free and it runs in your browser.
Launch the diagnostic →Run these numbers against your own agency.
We review your unit economics, cash forecast and reporting, so you know where you stand against the disclosed rates.
Talk to AveranWhere these figures come from.
Every figure here comes from FirstLight HomeCare Franchising, LLC's 2026 FDD, issued 24 March 2026 and covering the 2025 calendar year. The document is unaudited by us. We are unaffiliated with the brand. The figures describe past performance at other franchised territories. Calculations of our own are labeled where they appear. This page is an educational summary and is not legal or tax advice. FIRSTLIGHT HOME CARE® is a registered trademark of its owner. How Averan reads a Franchise Disclosure Document.
These figures come from the brand's disclosure. They are not a forecast, an offer to sell a franchise or advice. Source: FirstLight HomeCare Franchising, LLC, 2026 Franchise Disclosure Document, issued 24 March 2026.
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FirstLight Home Care reads against the rest of the non-medical home care group: Assisting Hands Home Care · CareBuilders At Home · Caring Senior Service · ComForCare · Comfort Keepers · Executive Home Care. The non-medical home care guide compares all of them on the same figures.
Questions owners ask next
The figures above raise these, and each one is answered on its own page.
- At what level of sales does a minimum fee stop costing me more than the percentage?It works out the sales level where a minimum fee stops applying.
- How much cash do I fund before a new location covers its own costs?It builds a 13-week forecast for the months before break-even.
- My payroll percentage keeps climbing. Is that a payroll problem?It shows how to tell whether payroll is rising or revenue is falling.
- At what point do spreadsheets stop coping?It explains what changes at around ten units and why lenders care.
- I run several locations. Which ones actually make money?It shows each location's contribution to profit and the reporting it takes to see it.