Every self-employed lawyer remembers the moment they signed their first client. It’s exciting, terrifying, and filled with second-guessing. In this chapter, we walk through that turning point and uncover the most important lesson: clients don’t buy your hours, they buy peace of mind.This is where the shift from “billing time” to “valuing outcomes” becomes real. By asking better questions about what’s at stake for your client, you learn how to set fees based on the value of the decision, not the time it takes you to draft or review. That mindset is what separates lawyers struggling for scraps from those building thriving practices.The chapter ends with a simple truth: delivering certainty and confidence is more valuable to clients than the clock you punch. And when you embrace that, your practice starts to scale on your terms.

BONUS RESOURCE: FIXED FEE CREATOR & CALCULATOR