Profit with Law: Profitable Law Firm Growth The #1 Secret Holding Back Your Firm’s Hourly Rates
Mar 26, 2026
Linda Hunt, founder of SumSolutions and author of The Money Conversation, helps entrepreneurs rebuild pricing and client communication. She discusses why hourly billing undermines firm value. They explore emotional and body-based barriers to stating higher rates. Practical topics include pricing for transformation, handling objections, packaging services, and aligning nervous-system work with confident pricing.
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Linda's Early Pricing Struggles
- Linda recounts charging by the hour, underpricing, and wobbling when stating rates early in her career.
- That lived experience shaped her focus on pricing systems and helping clients stop overdelivering for low pay.
Solo Attorneys Bill Far Less Than You Think
- Solo attorneys often bill far fewer hours than assumed, drastically reducing potential revenue.
- Moshe cites Clio data showing solos invoice ~1.9 hours/day and collect ~1.6, meaning annual billable hours can be under 500, capping earnings.
Don't Let Quiet Competitors Anchor Your Price
- Stop letting a low-priced competitor set your price; most firms don't answer calls so many clients speak only to you.
- Moshe points to a Clio report where 67% of firms fail to follow up, leaving price-setting power to responsive firms.
