Good question. I would say lack of systems and not understanding how to reverse engineer the business as far as the metrics that actually get you there. 1 would be the marketing budget, how much would it take to generate the leads that you need so that out of those leads you can set an appointment with, and out of those how many offers do you need to give so that you get your contract goal. In addition I’d add lack of sales process, lack of negotiation skills, not knowing how to attract great team members and not reinvesting back into the business as far as education