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.

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