Most independent operators in the professional service space are taught to meet as many people as possible and get on sales calls with them. The problem is, without the right system in place all these efforts will fall flat. Why is it so important for us to have a sequence of steps to take people through before that call, and how does it solve the pitfals of selling to people cold? When we don’t set up a business funnel, how does it put our business at risk of instability? Why is it so powerful to send people a piece of content that speaks to our audience, and primes them for the sales conversation?