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Law Business Manifesto

Are you ready to be a 4%’er?

Are you a 4%’er?

Last week I talked about the 80/20 rule…

  • 20% of lawyers are making 80% of the money.

  • 20% of the top 20% of lawyers (4%) are making fully 64% of the total revenue in the industry, in your practice area, and in your local community of lawyers.

But there’s another 4% I want to talk about. It’s the 4% you need for Flow.

Flow is a state of total presence, and it’s achieved regularly by extreme athletes, musicians and CEOs who are out there pushing their edges beyond their comfort zone into the Flow Zone.

In Steven Kotler’s book The Rise Of Superman he researches and backward-engineers the elusive Flow state to make it more accessible to all of us.

What he has discovered is that Flow is best achieved when the task at hand is just 4% more challenging than we are currently capable of.


That means you don’t have to be a heli-ski ninja, or world-class jazz musician to hit Flow. You just have to be willing to bring yourself to your edge and then push a smidge beyond what you know is possible into a new territory. And in that space, you realize a heightened sense of decision making that is near perfect.

I quipped on a friend’s Facebook post – where she was asking for advice on cold calling for her new business – that cold calling is one of my favorite extreme sports.

It’s kind of like public speaking. It’s not THAT much different than speaking. Especially if it’s only to a small room of local moms interested in learning more about how you can help them protect their children if anything happens to them.

But it’s enough to put you into that Flow Zone.

I would be willing to bet money that there is a correlation between the 4% of top earners and their willingness to push 4% beyond what they were previously capable of.

If you’d like to find out what you’re capable of, and then go a bit beyond it, I want you to take this Law Practice Success Assessment. There are no wrong answers. This is just a baseline read on where your edge is. And then we can explore what pushing 4% further would look like for you.

I think you’ll be surprised. And I think you’ll also be surprised by the insights Alexis shares in her post this week. It’s a perfect example of what I just laid out.

Are you ready to be a 4%’er?

About the Contributor
Craig Allan
Craig Allan is co-founder and President of New Law Business Model. He has over 11 years experience building marketing-based businesses with integrated online systems. Craig believes that family is the most important unit of society and feels lawyers have a unique responsibility to positively impact families, communities and future generations.

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