If you’re planning for 2026 without knowing your numbers, you’re not planning, you’re guessing.

In this solo episode, Brian breaks down the 4 numbers every law firm owner must know before heading into annual planning:

• Average case value (including your zeros and how to handle those big outliers)
• Cost to acquire a new client (and why messy QuickBooks are silently killing your clarity)
• Total owner compensation (the real “am I winning?” number, not just revenue)
• Wanted lead to client conversion rate (the lowest-hanging fruit in your firm)

If you’ve ever thought:
“I sign everyone I want to sign,”
“I’m spending ‘about right’ on marketing,” or
“I’m making okay money, but it doesn’t feel worth the stress…”

…then this episode is your wake-up call.

Brian walks you through how to use these four metrics to:

• Build a firm you actually like showing up to on Mondays
• Stay in the game long enough to build real wealth
• Stop burning cash on marketing that doesn’t convert
• Decide if you’re truly better off as an owner, or just self-employed and exhausted

No fluff. No guru talk. Just a practical, numbers-driven framework so you can walk into your 2026 planning retreat with confidence instead of vibes.

Hit play, grab a notebook, and start measuring what actually matters.

Bonus:
Want to steal notes from the latest Great Legal Marketing (GLM) Summit? Get them for free at: glmsummitnotes.com

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

Dreading your next tax bill… but too busy running your firm to do anything about it?

In this special Breakout session live from the Great Legal Marketing (GLM) Summit, Adam and Jackie Williams of Pennywise Tax Strategies walk us through 7 smart tax moves every law firm owner should make before December 31st if you want to keep more and pay less.

You’ll hear how firm owners are legally:

• Using the tax code to put more cash back in their pocket
• Structuring their firm (and life) so they’re not tipping the IRS
• Leveraging strategies like renting their home, paying their kids, and big-ticket deductions the right way
• Moving from “reactive CPA” to proactive tax planning that actually supports their goals

This isn’t theory. It’s what Adam and Jackie are doing every day with lawyers who are tired of grinding more hours just to watch the IRS eat the upside.

Listen in, then grab the notes:
Want the session notes and key takeaways from GLM (plus other Summit sessions)? Download them here: https://www.glmsummitnotes.com/

When you see how much value you get just from the notes, you’ll understand why lawyers fly in every year for the GLM Summit to learn how to build a profitable firm and a life they actually enjoy.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

When your intake gets sharper, everything else gets easier. In this episode, Brian sits down with Alabama injury lawyer Hunter Garnett to unpack how he builds teams that own outcomes, trains intake to convert without sounding scripted, and uses pods and clear scoreboards to drive profit. We get into hiring your next lawyer at the right time, ramping super-green assistants fast, onboarding experienced staff without chaos, and writing SOPs that people actually follow. Then we talk spend that makes sense. PPC, LSAs, and SEO. What to track. What to pause. How to match your marketing “spigot” to your capacity. Along the way, Hunter shares how community involvement brings better cases and how simple nurture turns past clients into superfans. Practical, candid, and built for operators who want results that last.

What you’ll learn

• The intake roles and training that move conversions
• How to structure pods, set scoreboards, and measure profit by team
• A simple way to time your next hire and onboard to speed
• The real-world economics of PPC, LSAs, and SEO for PI firms
• Community and client-nurture plays that compound

Connect with Hunter

• Email: hunter@gpinjurylaw.com
• LinkedIn: linkedin.com/in/hunter-garnett-56895876
• Firm: GP Injury Law (Garnett Patterson Injury Lawyers): huntsvilleinjurylawyers.com

____________________________________
Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn