Today, my guest is Owen McGrann. Owen is a fellow solo practitioner, a small firm owner (in fact he owns two small firms), and a fellow guitarist. We will shed some light on how we view the practice of law, how it relates to our clients, and other issues, for those of you who are still struggling with trying to understand where that fits in in your practice.

In this episode, Neil and Owen discuss:

Building a law firm (and then a second law firm).
Understanding what sales really is.
Moving away from the billable hour.
Knowing your pricing is priced correctly.

Key Takeaways:

As an estate planner, what you are selling is peace of mind, not just your service.
You are not sitting down and billing time. As a lawyer, you are changing people’s lives.
Time is not a unit of value. An hour is a unit of time, not a monetary unit.
The only way you can scale an hourly model is to bring more attorneys into your firm.

"It is important for our customers to understand what it is that we're doing for them, and to help them make the decisions. I'm an advisor, I'm not the decision-maker. And if I'm not providing information to them in such a way that they understand what it is that they're facing, I'm not doing my job." — Owen McGrann

Get in touch with Owen McGrann:

Website: https://mcgrannlaw.com/

LinkedIn: https://www.linkedin.com/in/omcgrann/

Website: https://purelyestates.com/

Twitter: https://twitter.com/owenmcgrann

Facebook: https://www.facebook.com/mcgrannlaw

Thank you to our sponsors!

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Get in touch with Neil:

Website: https://thelawentrepreneur.com/

Twitter: https://twitter.com/lawentrepreneur

Facebook: https://www.facebook.com/thelawentrepreneur/?ref=hl

LinkedIn: https://www.linkedin.com/in/tyralawfirm/

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