In this high-impact episode of the Lead Counsel Podcast, host Tom Tona sits down with Marco Brown, founder of Brown Family Law, to reveal the unfiltered truth behind expanding a law firm across state lines. From dominating divorce law in Utah to launching a second office in Arizona, Marco shares battle-tested strategies, painful missteps, and the operational secrets that every law firm owner needs to hear before scaling.

This episode delivers deep business and legal value, including:

• Why Arizona was the smart first move for multi-state growth

• How to reverse-engineer a $75M vision into tactical milestones

• The critical role of geographic proximity and market selection

• Marketing failures and how to adjust quickly for high-quality lead gen

• Regulatory hacks: ABS structures, ethics consults, and advertising pitfalls

• The true cost of underestimating team building and recruiting

• Why your paralegal is more important than your attorney at launch

• Operational structures that support scale (EOS, pods, C-suite hires)

• What Google doesn't tell you about launching in new states

• Lessons in culture-setting, leadership travel cadence, and long-term vision

Whether you're a firm owner preparing for growth, a managing partner contemplating national presence, or a solo looking to learn from others' mistakes, this episode is your blueprint to multi-state expansion done right.

Marco Brown Website: Marco Brown LinkedIn: Marco Brown

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this deeply moving episode of the Lead Counsel Podcast, host Tom Tona, founder and managing attorney of TonaLaw, sits down with Steven Eichenblatt, personal injury attorney and author of Pretend They are Dead. This powerful conversation explores the raw human experiences of abandonment, childhood trauma, adoption, generational cycles, and emotional healing.

Steve shares the inspiration behind his memoir, which chronicles his life growing up in a blended family full of chaos, his abandonment by his biological father, and the shocking, real-life twist that brought him face to face with the man who left him — as the sole witness to a devastating car crash. In recounting these life-altering moments, Steve and Tom uncover how the stories we tell ourselves can define our lives — until we dare to challenge them.

From Steve's honest reflections on therapy, parenting, divorce, and emotional survival, to Tom's personal parallels with adoption and breaking generational trauma, this episode resonates with lawyers and non-lawyers alike. It's about vulnerability, truth, and how personal evolution can lead to both professional growth and deeper empathy in the practice of law.

Whether you're a family law attorney, personal injury lawyer, or someone who's navigating your own path to healing, this is an essential listen.

• Why Steve wrote Pretend They are Dead and how it helped him confront a lifetime of trauma

• How personal pain can make you a more compassionate attorney

• The unique impact of adoption, both from the adopted and adoptive family perspectives

• Why vulnerability is a strength in the legal profession

• What it means to stop the cycle of generational trauma

• Behind the scenes: The letter that changed everything between father and son

• Why Pretend They are Dead is a must-read for family law practitioners

  Featured Guests:

  Steven Eichenblatt Book: Pretend they are Dead Website: Steven Scott Eichenblatt Page & Eichenblatt LinkedIn: Steven Eichenblatt

  Your Host:

  Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

  This podcast is sponsored by TonaLaw.

  TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

  This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this episode of the Lead Counsel Podcast, host Tom Tona sits down with Alabama personal injury attorney Hunter Garnett—also known as the "Cowboy Attorney"—for a powerful conversation on law, marketing, and scaling a law firm with integrity. As the founder of a thriving PI practice in Huntsville, Hunter shares the real story behind his rapid growth, client-first philosophy, and how he blends social media, community outreach, and good old-fashioned trial work into a blueprint for modern legal success.

Hunter discusses:

• Why real trial experience is still the best business strategy for personal injury lawyers

• His transition from associate to law firm owner and the elegance of a succession-based partnership

• Using TikTok and Facebook to land serious cases and create superfans

• The power of community-first marketing and how ponies, OB-GYNs, and school visits fuel client referrals

• The four pillars of sustainable law firm growth: top-of-funnel visibility, client communication, satisfaction, and results

• A deep dive on trust, authenticity, and how to attract your ideal client (and repel the rest)

This conversation is a masterclass in combining legal skill with marketing savvy and operational excellence. If you're building or scaling a law firm—especially in PI—this is a must-listen.

Hunter Garnett Website: Garnett Patterson Injury Lawyers LinkedIn: Hunter Garnett

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this powerful episode of the Lead Counsel Podcast, host Tom Tona of TonaLaw sits down with settlement architect and attorney Michele Fuller to unpack one of the most overlooked risks in personal injury litigation: what happens after the settlement check is cut.

Michele, founder of The Architected Settlement Law Group, returns to the show to deliver a masterclass on how proactive planning transforms a settlement from a short-term payout into long-term justice. Whether it's integrating special needs trusts, Medicare Set-Asides (MSAs), or navigating complex lien resolution, Michele shows how trial lawyers can protect their clients — and themselves — from devastating consequences.

From catastrophic injury recoveries to the intricacies of Medicaid and Medicare eligibility, Michele shares war stories, essential frameworks, and the "ticking time bombs" that lie hidden in poorly planned settlements. This episode is essential listening for trial attorneys, litigation teams, and any firm that has ever handled a life-altering case.

Key Highlights:

• Why every PI attorney needs a "settlement architect" for large recoveries

• When MSAs are required and when best practices demand them anyway

• How special needs trusts preserve government benefits and stretch financial outcomes

• The IRS pitfalls of large interest payments from long-term appeals — and how to avoid them

• How qualified settlement funds (QSFs) provide breathing room for lien resolution

• Why estate planning expertise is non-negotiable in catastrophic injury cases

• The rise of state-level aggression on Medicaid lien recovery

• Lessons from the Flint Water Crisis and a $600M mass tort

• What goes into selecting a professional trustee — and why family is usually a mistake

• Michelle's unique nonprofit designed to fulfill the promises made in complex settlements

• Actionable tips to future-proof your client advocacy — and your legal practice

Michele and Tom dig into real-life case examples, practical strategies, and what every firm should be doing today to optimize outcomes for clients while reducing post-settlement liability.

Michele Fuller Website: Michigan Law Center, PLLC The Architected Settlement Law Group

LinkedIn: Michelle Fuller

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this transformative episode of the Lead Counsel Podcast, host Tom Tona welcomes immigration attorney, entrepreneur, and visionary law firm founder Elizabeth Garvish of Garvish Immigration Law Group. Tune in as they dive deep into what it really means to run a law firm with love, lead with intention, and build a thriving legal practice while living abroad.

Recently relocating her family to Madrid, Elizabeth shares her incredible journey of stepping into the unknown to pursue a lifelong dream—all while continuing to lead her firm remotely. She and Tom explore topics including:

• The shift from fear to love as a leadership principle in law and life

• Building a culture-first law firm focused on happiness and authenticity

• How meditation, mindfulness, and EO (Entrepreneurs' Organization) changed her approach to entrepreneurship

• The importance of surrender, self-awareness, and energy alignment for business success

• How she is disrupting the legal industry with her mission to create "The Happiest Law Firm in America"

Elizabeth opens up about building a team aligned with values, replacing a major corporate client, and embracing the "figure it out" mindset that has guided her through challenges and international transitions. If you're a lawyer, entrepreneur, or leader ready to build a business that reflects your highest self—this episode is your blueprint.

Highlights Include:

• Elizabeth's journey to Madrid and managing an international law firm

• The emotional and practical shifts in leading with intention and energy

• Running an immigration practice with purpose in challenging political climates

• How meditation and Joe Dispenza's teachings shaped her business decisions

• Creating deep client impact through vibration, presence, and positivity

• The future of law as a human-centered, high-vibration profession

  Featured Guests:

  Elizabeth Garvish Website: Garvish Immigration Law Group, LLC LinkedIn:Elizabeth Garvish

  Your Host:

  Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

  This podcast is sponsored by TonaLaw.

  TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

  This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this high-impact roundtable episode of the Lead Counsel Podcast, host Tom Tona, founder of TonaLaw, is joined by industry experts Ed Alexander, John Hawkins, and Daniel Feiman to tackle the complexities of succession planning for law firms. This is a must-listen for any lawyer, managing partner, or legal entrepreneur considering how to exit their practice, acquire another firm, or prepare for unexpected transitions.

This final installment of The New Succession Planning series is a deep dive into the practical, legal, financial, and emotional aspects of transitioning ownership. The panel answers top questions submitted by law firm owners nationwide, including timing, financing, equity structures, tax planning, and how to ensure clients and staff remain onboard during and after a transition.

• Why the best time to start succession planning is now—not five years from retirement

• Strategic use of SBA financing and alternatives like private capital

• Legal structures for partner buy-ins, equity splits, and minimizing tax risk

• Disability vs. life insurance and what happens if a key partner is uninsurable

• How to structure buyout agreements to protect your firm and your family

• Ethical client communication and PR strategies for law firm sales or successions

• Avoiding "brain surgery firm" pitfalls where everything relies on one partner

• Systems vs. relationships: What determines valuation in modern firm acquisitions

• How to keep your practice scalable, sellable, and valuable

• True stories of firm transitions gone right—and wrong

Whether you're an attorney nearing retirement, a rising leader inside a firm, or a lawyer looking to scale through acquisition, this episode delivers tactical insights and real-world experience from some of the legal industry's most trusted succession experts.

Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins

Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman

Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this powerful episode of the Lead Counsel Podcast, host Tom Tona of TonaLaw sits down with three of the top minds in law firm succession planning: Jonathan Hawkins, Daniel Feiman, and Ed Alexander. Together, they unpack the real-world strategies behind buying, scaling, and successfully exiting law firms.

Whether you're a solo practitioner wondering if your firm has value, or a multi-state operator eyeing your next acquisition, this episode dives deep into the hard numbers, proven frameworks, and candid advice that can make or break a succession plan.

Key Highlights:

• The difference between a tactical acquisition (buying a book of business) and a strategic acquisition (buying a footprint, brand, or growth machine)

• How to value goodwill in a law firm acquisition, and why cash flow is king

• The truth about SBA financing for firms under $5 million, and how structure affects deal viability

• Common deal killers: unrealistic expectations, ego, and lack of planning

• Why every firm owner should plan for succession—even if they're not ready to exit

• Lessons from real deals, and how successful founders transition out without regret

  Featured Guests:

  Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins

  Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman

  Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander

  Your Host:

  Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

  This podcast is sponsored by TonaLaw.

  TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

  This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

How do you build, value, and sell a law firm for 8 figures?

In this episode of Lead Counsel, host Tom Tona, founder of TonaLaw, is joined by succession planning experts John Hawkins, Ed Alexander, and Dan Feiman to dismantle the myths and uncover the reality behind law firm succession, valuation, and exit strategies.

This powerful roundtable dives deep into the psychological resistance lawyers face around succession, the common failures of even experienced estate attorneys, and the real stories of law firms that exited for 7 and 8 figures. From internal succession structures to private equity rollups, this episode is a masterclass for attorneys who want to grow or sell their firm without leaving money on the table.

Key Highlights:

• The biggest internal roadblocks preventing attorneys from planning for succession

• A real-life 8-figure law firm transaction and what made it possible

• The future of private equity in law and what firm owners need to know

• How to use alternative business structures (ABS) and multistate entities to facilitate growth or exits

• Valuation metrics explained: what buyers are looking for and how to prepare

• The truth about "second bites of the apple" in PE deals

• How to position your firm for acquisition—internally or externally

Whether you're years from retirement or considering a sale now, this episode delivers concrete strategies and success stories that prove your practice is a business with scalable, sellable value—if you do it right.

Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins

Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman

Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

Are you building a law firm that can outlive you? Or are you unknowingly putting everything at risk?

In this essential episode of Lead Counsel, host Tom Tona, founder and managing attorney at TonaLaw, returns with succession planning experts Daniel Feiman, Jonathan Hawkins, and Ed Alexander to deliver the blueprint every law firm owner needs.

This is not theory. This is strategy you can act on today. From real-world valuations to tactical life insurance structuring, this episode breaks down the concrete steps attorneys at any stage should take to protect their legacy, empower their firm, and ultimately walk away on their own terms.

• Why most succession plans fail before they even start

• How to determine your "Out Number" and why it's the most freeing number you'll ever know

• The critical role of proper life insurance and partnership agreements

• How young attorneys can build with the exit in mind—starting now

• The Intel Model of succession and why your firm needs to plan like a tech company

• Red flags in valuations that buyers and sellers both miss

• Why estate planning, tax counsel, and a competent CPA must be at the table

• How to avoid the "missing middle" and secure your internal leadership pipeline

• Why relying on "someday" is a costly myth in law firm succession planning

This isn't just a podcast. It's a roadmap to freedom, optionality, and generational impact.

Jonathan Hawkins Website: Law Firm GC LinkedIn: Jonathan Hawkins

Daniel Feiman Website: Build It Backwards LinkedIn: Daniel Feiman Books on Amazon: Daniel Feiman

Ed Alexander Website: Alexander Business Law LinkedIn: Ed Alexander Books on Amazon: Ed Alexander

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.

In this powerhouse episode of the Lead Counsel Podcast, host Tom Tona sits down with Michelle Dellino, founder and CEO of Dellino Family Law Group, to unpack the strategies, mindsets, and mistakes behind scaling her Seattle-based firm to eight figures in just 10 years.

If you're a law firm owner looking to grow, lead, or restructure for scalability, this conversation delivers master-level insight. Michelle shares how she transitioned from criminal defense to family law, scaled her team to 16 attorneys, built sustainable systems, and navigated the mindset shifts necessary to move from managing attorney to CEO.

Key SEO-optimized highlights include:

• How Michelle Dellino built an eight-figure law firm in 10 years

• The EOS operating model adapted for law firm growth

• Why firing herself from management was the turning point

• Core values that guide hiring, firing, and operations

• Managing people, profit, and systems through data and KPIs

• Using AI to scale legal operations and client service

• How to build a firm clients love through communication

• The truth about risk tolerance, burnout, and leadership in law

• The importance of intake systems and hiring HR at the right time

• Marketing strategies: referrals, SEO, content, and social media

• How lawyers can lead with candor, clarity, and culture

Whether you're at $500K or $5M, this episode will challenge your assumptions and give you actionable tools to scale without sacrificing sanity or service.

Michelle Dellino Website: Dellino Family Law Group TikTok: @seattledivorcelawyer Email: [email protected]

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.