Now, before we get too far down the line, I need to bring a very important concept in the light for you. I want to talk about something we call The Educational Spectrum (or what some people call the Sales Cycle.) Now, I know you've heard that term before. Don't tune me out here because what the Educational Spectrum means in Strategic Marketing vernacular is different than what you're thinking of. I want to challenge your definition of this term so it more appropriately lines up with the concept of marketing systems. Now, I want to go through this quickly, so I want you to go through a mental exercise with me. I want you to draw a line in your mind with a point on each end. The point on the far left has a value of one and the point on the far right has a value of 100. Okay, got it? So, now, you've got a line representing points 1-100 from left to right.