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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/ (https://mcgrannlaw.com/)  LinkedIn: https://www.linkedin.com/in/omcgrann/ (https://www.linkedin.com/in/omcgrann/)  Website: http://purelyestates.com/ (https://purelyestates.com/ )  Twitter: https://twitter.com/owenmcgrann (https://twitter.com/owenmcgrann)  Facebook: https://www.facebook.com/mcgrannlaw (https://www.facebook.com/mcgrannlaw)  Thank you to our sponsors! http://callruby.com/lawentrepreneur (Ruby Receptionist) - Virtual receptionist & live call services that will help you grow your office (and save money), one call at a time - to learn more, go to http://ruby.com/ (http://ruby.com/) or call 844.311.7829 The Net Profit CFO - Ryan Kimler works with attorneys who want to enjoy higher net profits without working longer or harder. With just 9 Simple Numbers, Ryan will help you drive more profit to your bottom line-and he won't confuse you with all the details! Connect with Ryan at http://www.netprofitcfo.com (www.netprofitcfo.com). Get in touch with Neil: Website: https://thelawentrepreneur.com/ (https://thelawentrepreneur.com/) Twitter: https://twitter.com/lawentrepreneur (https://twitter.com/lawentrepreneur) Facebook: https://www.facebook.com/thelawentrepreneur/?ref=hl (https://www.facebook.com/thelawentrepreneur/?ref=hl) LinkedIn: https://www.linkedin.com/in/tyralawfirm/ (https://www.linkedin.com/in/tyralawfirm/) If you’ve enjoyed the podcast, http://getpodcast.reviews/id/1086406592 (please head to Apple Podcasts and leave a rating & review for the show)! It only takes a moment, and really helps me to reach new listeners. You can also http://www.thelawentrepreneur.com/ (head to the website at TheLawEntrepreneur.com) for more information on the podcast and my legal services.    Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production byhttps://www.turnkeypodcast.com/ ( Turnkey Podcast Productions.) You're the expert. Your podcast will prove it.