WEBVTT
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00:00:08.560Hey friends, before we jump into today's episode, if you've been listening to the podcast for a while and has been helping you, I'd love for you to take your next step with us.
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00:00:15.919The ReadySet Grow Mastermind is where we go beyond conversations and actually help you put these principles into practice.
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00:01:00.799And let's jump into today's episode.
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00:01:02.000Hello, my friends.
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00:01:04.079Welcome to the RSG Podcast.
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00:01:05.280I'm your host, Mark Brewer.
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00:01:08.480I've got Laura Abscher and Hunter Wilson with me.
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00:01:14.560Many of you have been sharing with us how much this has meant to you and how many breakthroughs you're getting from this podcast.
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00:01:20.159And so I just want to encourage you, if you're enjoying it like many others are, just like, share, subscribe.
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00:01:24.000We want to make sure we're getting this information out to as many pastors as we can.
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00:01:31.359One of the things that we recognized early on is mostly pastors don't want to dive into the data until they need it.
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00:01:35.359It's like they're not interested that much in all the minutiae until they want it.
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00:01:37.280And when they want it, they want it bad.
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00:01:38.000They want it bad.
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00:01:41.040Yeah, it's like they basically are like, I don't know how to touch a spreadsheet.
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00:01:42.959I never want to touch Excel.
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00:01:46.959But when I want to know the data, you better be ready with the data.
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00:01:54.640Whether that's 10 o'clock at night, whether that is uh something's happening in a meeting, and they're like, okay, hey, somebody go get Laura.
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00:01:56.159Somebody go get Laura.
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00:01:57.920We need to get now.
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00:02:01.359And uh there's a question and we don't have the answer.
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00:02:02.640Somebody go get Laura.
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00:02:10.240Or it's or or it's like classic thing of like pastor preaches and he's in-between services, and somebody's like, Pastor, can I just have five minutes of your time?
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00:02:14.479And they do a complaint about something and they're like, I am definitely gonna look into that.
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00:02:19.759And then Monday meetings full of like, hey, where are we at with being where where are we at with the data?
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00:02:21.280Yeah, you know, whatever.
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00:02:27.840And and and all of this is basically I want to know what I want to know when I want to know it.
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00:02:35.759And so what we want to do as a team, and this is why Laura's here, because Laura is the type of person on our team that would build any kind of uh CRM.
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00:02:40.560And when we say CRM, it is our client relational management system.
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00:02:43.759That is what is popular in the business world today.
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00:02:50.960Some of the biggest businesses you know have to utilize a CRM to keep track of all of their leads, where they're at in their stages.
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00:02:59.840Um, and then what happens in the church world is we want to contextualize the software that businesses are using for the church world.
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00:03:03.759So we don't want to call them leads, we want to call them members of our church.
00:03:03.919 -->
00:03:05.919We don't want to call it uh stages.
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00:03:09.520We want to say this is our you know assimilation process.
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00:03:13.599Um, this is not our clients, these are our church members.
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00:03:14.639You know what I'm saying?
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00:03:30.240So we contextualize the software to be able to fit our needs, but what we're really trying to do is I always get reminded of Luke 15 that our client relational management system is helping us to make sure that we are aware of where our flock is.
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00:03:38.479So if you think of Luke 15, is the I leave the 99 to go after the one, the only way that even happens is to have the awareness that one is missing.
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00:03:39.360Yeah, the data.
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00:03:40.319He had the data.
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00:03:44.719And so before the pursuit happens, awareness comes first.
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00:04:00.719And when we have our data uh inside of a church uh relational management system, we're being able to keep track of things that our heart longs to do, but isn't able to do just from memory, which is keep up with the flock.
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00:04:03.039There's so many people in your church.
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00:04:17.759Even if you had 200 people in your church, there's no way you're gonna be able to keep track of whose daughter just graduated, whose mom is about to pass away, who's uh, you know, changing cities or changing, like there's no way you can keep up with the city.
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00:04:25.199So you're trying to develop a system so that your heart can do what it longs to do, which is to pastor the the people, the sheep.
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00:04:25.680Yeah.
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00:04:34.720And you want a system that has the ability to draw information from multiple tributaries, so it's not just in one person's mind on the team.
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00:04:35.600Yeah, exactly.
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00:04:45.759And and what I think is a common um underutilization in this CRM, this church relational management system, is most people have a management system.
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00:04:48.639They're like, oh, okay, I could skip this episode, I got that.
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00:04:55.439But there's a difference between just gathering the information and tracking movement.
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00:05:00.800So it's not just can we get the information so we have like their name, their phone number, their email address.
00:05:01.120 -->
00:05:03.439We at least have to have that to even begin with.
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00:05:05.120We gotta have a way to address them.
00:05:05.360 -->
00:05:06.319But that's all static.
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00:05:09.360That's static, and it doesn't track where they're at.
00:05:09.439 -->
00:05:14.720It just says if you want to contact Mark Brewer, here's his phone number, email, address, whatever.
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00:05:16.240We want to go beyond that.
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00:05:28.800And when people start um self-proclaiming, like, hey, I want to start this journey, or I want to go on your growth track, I want to start your assimilation process, I want to join your alpha or whatever, right?
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00:05:33.839We want to make sure that we put them inside of what we call a canban board.
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00:05:36.000Um, this is just a really popular tool.
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00:05:42.160I think it's made popular with the Toyota manufacturing, uh, where basically it's like, okay, we're building a car.
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00:05:45.439We first need to put on the tires, then we put on the hub cap.
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00:05:49.600It's the assembly line to get from point A to point B.
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00:05:55.759How do we get from a car that's not built to, you know, it's rolling out of the factory, the starting line to the finish line?
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00:06:02.160So, with like somebody that's joining your alpha, where are they coming in at and saying, hey, I'm interested in this?
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00:06:04.319Two, they have completed the class.
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00:06:07.279And then how do we make sure that we're tracking the journey all the way?
00:06:07.360 -->
00:06:09.360And if they're getting stuck, how do we follow up?
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00:06:10.160All that kind of stuff.
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00:06:11.920That's the Kanban board stages.
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00:06:22.000So we want to make sure that we're not just gathering the information of having their contact information, but if we are helping them take next steps to grow closer to the Lord.
00:06:22.240 -->
00:06:34.079So it's always a combination of who the sheep are, where the sheep are in the process of their spiritual journey or this course or this uh thing that we're trying to get to transformation for them.
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00:06:38.399And the psychology that as a church, we're always trying to help people find their next step.
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00:06:38.879That's it.
00:06:38.959 -->
00:06:41.279So the third piece is always what do they need next?
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00:06:42.720What's the next step for them to take?
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00:06:43.199Okay.
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00:06:44.959So here's what I'd like to do, Laura.
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00:06:51.839Um, me and Mark will kind of play the simulation of the listener that is probably like a lead pastor and executive pastor, okay?
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00:06:56.079You're the person on the team that is can build this out.
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00:07:01.519You're the person that they're thinking of, like, oh, I'm gonna get my Laura to listen to this episode.
00:07:01.680 -->
00:07:05.040Me and Mark will kind of just like, oh yeah, but what about this type of thing?
00:07:05.120 -->
00:07:05.519Is that cool?
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00:07:06.000That's great.
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00:07:09.600Okay, so what I want you to start with is Can I do a quick pause here?
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00:07:10.639Yeah, please.
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00:07:19.120I think sometimes uh people on the team might feel like, well, gosh, my pastor needs to be smarter about this stuff and learn how to operate this stuff.
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00:07:27.439And and I want to say to the teams and to the lead pastor, lead pastor, I'd rather keep you up on the mountain hearing from God, what is God saying to do?
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00:07:37.279Uh, where is he calling the the church to go and the team be able to continually gather data so that you can have the most updated information about the path.
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00:07:38.160And that's what this is.
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00:07:39.360That's what a CRM is.
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00:07:40.079It's a good call.
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00:07:46.720It's to it's to help the pastor stay in the place that he should be instead of diving down into the minutiae of the details.
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00:07:47.759Yeah, it's a great call.
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00:07:51.759So uh let me give one more metaphor on this, and then you go.
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00:08:03.120My older brother Dylan is building a house right now, and he is working with a home builder, and he's basically telling them, Here is exactly what I want in this house.
00:08:03.279 -->
00:08:05.279Like, I want this in like an office studio.
00:08:05.360 -->
00:08:06.959I want all these outlets right here.
00:08:07.279 -->
00:08:15.680He's very detailed in the mood board and like the idea of what he wants in his house because this is like a family house that his daughter's gonna grow up in, right?
00:08:16.160 -->
00:08:18.879Dylan also doesn't know how to build a house.
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00:08:20.879That's where the two parts is.
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00:08:35.120As a lead pastor, I want you to be able to give this starting list of five that we're about to go through of telling your Laura on the team, here's what I want the CRM to be able to do so that I can better Luke 15, take care of the flock.
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00:08:36.000Right.
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00:08:49.600Then the person that's more technical, detail oriented can deal with the Kanban board and the minutiae, they are gonna build what's required to pull those reports for the lead pastor, for the person that's wanting their house built.
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00:08:51.200Okay, Laura.
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00:09:01.519Whenever you think back to my dad, uh Pastor Scott, when he's a lead pastor, what are like the top things that he wanted to know?
00:09:01.600 -->
00:09:08.559Like whenever he would get like at a stuck point or like feel like he wanted to call you at 10 o'clock at night, what are the things that he's concerned about?
00:09:08.720 -->
00:09:10.559Like what are the things he's thinking about?
00:09:10.799 -->
00:09:11.279That's good.
00:09:11.440 -->
00:09:14.799He is always gonna ask how many people are in a certain stage.
00:09:15.039 -->
00:09:19.279So uh if it's a first-time guest or how many people are currently being nurtured there?
00:09:19.360 -->
00:09:20.480If it's let's just do that.
00:09:20.720 -->
00:09:22.480Let's let's go, let's deep dive into that.
00:09:22.559 -->
00:09:29.519Let's just say, like uh over the last 45 days, we've had like 36 guests or whatever, right?
00:09:29.600 -->
00:09:34.960Like, and we're trying to keep track of like where are they at in our like first-time guest sequence uh assimilation process.
00:09:35.120 -->
00:09:38.399Go with that, like say it's first-time guests, what are like the top five things he'd want to know?
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00:09:40.720He's gonna want to know how many people are there, okay.
00:09:40.879 -->
00:09:48.000How many are overdue connections, like that we as a staff haven't reached out to them and connected with them?
00:09:48.320 -->
00:09:51.519Okay, so how many people, how many first-time guests do we have?
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00:09:53.200Uh, are we overdue?
00:09:53.279 -->
00:09:56.879Like we said we were gonna contact them within 48 hours and we haven't done that.
00:09:57.120 -->
00:09:57.279Right.
00:09:57.440 -->
00:09:57.600Okay.
00:09:57.919 -->
00:09:58.879How many are due soon?
00:09:59.039 -->
00:10:00.960Like, okay, they're scheduled, the staff's got it.
00:10:01.039 -->
00:10:01.120Yeah.
00:10:01.200 -->
00:10:02.799So no alarm setting off there.
00:10:02.879 -->
00:10:04.159Those due dates are coming.
00:10:04.399 -->
00:10:07.440And then how many are that they haven't reached back out to us?
00:10:07.679 -->
00:10:09.120So overdue in that way.
00:10:09.360 -->
00:10:09.519Yeah.
00:10:09.679 -->
00:10:12.320And then how many have completed the path that we put before them?
00:10:12.639 -->
00:10:13.440Okay, yeah, yeah, yeah.
00:10:13.519 -->
00:10:18.559So that could be the alpha, that could be the growth track is um how many people are in growth track?
00:10:18.720 -->
00:10:20.559Are we overdue on our communication?
00:10:20.799 -->
00:10:25.679Or maybe first 60 days, we've talked about this transformation uh pathway that we're building.
00:10:25.919 -->
00:10:32.879What's this map and have they completed the three steps uh so far in the first 60 days to help them connect it to the community?
00:10:33.200 -->
00:10:33.440Yeah.
00:10:33.919 -->
00:10:36.480And and those things inform like stuck processes.
00:10:36.639 -->
00:10:44.320Like if someone's getting stuck in stage three and that list is really, really long, that probably means they're asked to go to stage four is too big or not something they're very interested in.
00:10:44.799 -->
00:10:46.639So that it informs in multiple ways.
00:10:46.960 -->
00:10:56.879So inside of this, are these like capital T like the metrics that you should have as like the top five, or is it like based off of the lead pastor?
00:10:57.200 -->
00:11:05.440I think it's both and if your lead pastor has something that uh dings in their mind all the time, then that's a metric that needs to be on their executive dashboard.
00:11:05.679 -->
00:11:07.200Like that is important to them.
00:11:07.360 -->
00:11:12.000And it might not be that, hey, maybe the staff is really great and there's never overdue tasks.
00:11:12.240 -->
00:11:14.240That might not be a metric that's on your executive dashboard.
00:11:14.399 -->
00:11:22.080So you're just calling out if there's something that the pastor regularly asks about that might not be on your current list, it's a good, it's a good ad.
00:11:22.159 -->
00:11:22.320Yeah.
00:11:22.480 -->
00:11:24.399Okay, so you just said executive dashboard.
00:11:24.480 -->
00:11:25.440Let's clarify something.
00:11:26.000 -->
00:11:33.360What's an executive dashboard and what's like a you know, a high-level overview of this like certain sequence we're talking about?
00:11:33.679 -->
00:11:34.320Yes, that's great.
00:11:34.480 -->
00:11:41.360An executive dashboard should be a summary of what's going on in the sequence or the overall story of what's happening.
00:11:41.519 -->
00:11:47.120So if you have a new initiative right now, you probably want an executive dashboard showing how that initiative is doing.
00:11:47.279 -->
00:11:48.639Those metrics should read that.
00:11:48.799 -->
00:11:49.679It should be a summary.
00:11:49.759 -->
00:11:55.360You don't want a lead pastor to open up a data thing and you're gonna see 70 data points.
00:11:55.679 -->
00:11:57.200That doesn't make sense to them.
00:11:57.519 -->
00:12:00.159I know like people like my dad who really struggle.
00:12:00.320 -->
00:12:07.279Like basically, like if he has to pull his like readers out and look like this, and like look, it's like, dude, you're toast.
00:12:07.440 -->
00:12:07.519Yeah.
00:12:07.679 -->
00:12:09.360And it's like, Pastor Scott, so easy.
00:12:09.519 -->
00:12:14.559All you gotta do is look on row 72, column Z, and it's right there.
00:12:14.799 -->
00:12:15.279Duh.
00:12:15.679 -->
00:12:18.960And he just can't do that or doesn't want to at least do that.
00:12:19.200 -->
00:12:38.960So you're basically saying for every kind of report, for every journey we're on, whether it's alpha, growth track, first-time guest sequence, whatever it is, our connections foundations class or whatever, they you have the data deep in all the spreadsheets and stuff, but then you're able to pull a report at at the top.
00:12:39.120 -->
00:12:39.360Yes.
00:12:39.679 -->
00:12:40.879Is that something that I should do?
00:12:41.039 -->
00:12:43.039Like, how should I think about these reports?
00:12:43.200 -->
00:12:50.559Is that something that should be like I have to ask my Laura to do, or is it like you want those dashboards to be as live as possible?
00:12:50.799 -->
00:12:57.519Now, obviously, there's gonna be some lag time like on a big Sunday where you're getting all this information and it's like I have to re-put the information in.
00:12:57.840 -->
00:12:58.000Yeah.
00:12:58.080 -->
00:13:02.960So you're gonna have a little bit of a lag, maybe a few hours on Sunday, but for the most part, that should be alive.
00:13:03.120 -->
00:13:10.480Like the second Hunter comes in and says, Hey, I talked to Bob, that this is now on this next step, then that changes in that dashboard.
00:13:10.720 -->
00:13:23.120Well, with all the technology that's available today, it's kind of like you know, when people might have experience with like a Google Sheet or uh an Excel where there's smart formulas that if I insert information here, it automatically populates over there.
00:13:23.279 -->
00:13:23.519Yep.
00:13:23.679 -->
00:13:28.960So when you're saying live dashboard, it's not like, oh yes, Pastor, I can get that for you.
00:13:29.039 -->
00:13:31.759I just have to generate a report and it's gonna take 26 minutes.
00:13:32.080 -->
00:13:33.200It's like, no, no, no.
00:13:33.600 -->
00:13:33.840Yes.
00:13:34.000 -->
00:13:35.120I insert the information.
00:13:35.279 -->
00:13:39.120As soon as the information's there, the live dashboard is updated.
00:13:39.200 -->
00:13:39.440Correct.
00:13:39.600 -->
00:13:40.159Is that what you're saying?
00:13:40.399 -->
00:13:42.960And it's available in a phone.
00:13:43.200 -->
00:13:45.919Like if Pastor wants it, he's not calling me at 10.
00:13:46.000 -->
00:13:46.159Yeah.
00:13:46.320 -->
00:13:50.720He's just open his phone to whatever link we've given him, probably have that link in his notes app.
00:13:50.799 -->
00:13:52.159So it's super easy for him to remember.
00:13:52.720 -->
00:13:58.399Hold on, let's let's time out on that because that's so funny and niche, and I don't know how this will ever come back up again.
00:13:58.639 -->
00:14:12.000What have you done when there are links, certain links to like this link is four clicks deep into Planning Center, or this link is like four clicks deep into our Microsoft SharePoint or whatever.
00:14:12.240 -->
00:14:14.399How do you give him certain links?
00:14:14.480 -->
00:14:15.840Like, what do you do to help him in that?
00:14:16.080 -->
00:14:17.679We literally have a shared Apple note.
00:14:17.840 -->
00:14:25.360And anytime a new link pops up, I add it and I make sure the heading is super clear and sometimes even change the color so that I can go to okay, that's the new link.
00:14:25.519 -->
00:14:33.360And and sure, it's outside some systems, but it it should be easy for him if he's in a conversation talking to somebody just to click on the link and be like, Okay, yep, this is what you need.
00:14:33.600 -->
00:14:34.240That's so funny.
00:14:34.399 -->
00:14:36.080Because I I think that's exactly what it is.
00:14:36.159 -->
00:14:39.440It's just like, hey, pastor, look, you've asked me 27 times.
00:14:39.519 -->
00:14:44.879You don't have to say this, but in the reality is you've asked me 27 times how to get to this one report.
00:14:45.200 -->
00:14:46.320I'm just gonna put it right here.
00:14:46.480 -->
00:14:46.720Yep.
00:14:46.960 -->
00:14:55.039There's a biblical precedence for that that it says make it easy for those who are leading you, those who are training and pastoring you.
00:14:55.279 -->
00:15:01.039And I think sometimes from a staff member standpoint, we want our pastors to be more skilled at certain things.
00:15:01.200 -->
00:15:02.799And I'm like, but to what end?
00:15:03.039 -->
00:15:04.159Why, why do I need that?
00:15:04.480 -->
00:15:06.720And the funny thing is, is I'm not making fun.
00:15:06.879 -->
00:15:10.480It is the idea of of course they're not an expert.
00:15:10.720 -->
00:15:14.000You live in the details of this tool every day.
00:15:14.240 -->
00:15:22.879The only time they ever go into this tool is to pull this one report, and so they're unfamiliar with the territory when you live in it every day.
00:15:23.039 -->
00:15:23.279Yeah.
00:15:23.440 -->
00:15:25.840So in your mind, it's like, gosh, is he dumb?
00:15:26.000 -->
00:15:26.559Is she dumb?
00:15:26.639 -->
00:15:27.360Like, uh, they can't.
00:15:28.559 -->
00:15:40.159I love having a one-stop shop, a one-stop shop for your lead pastor to be able to go for the questions that are regularly popping up in their mind so they can get to the answer quickly.
00:15:40.399 -->
00:15:41.200That's super helpful.
00:15:41.519 -->
00:15:48.080I think that took me a second when I was on staff to learn, like, oh, it actually is so much helpful, and I'm serving my pastor so much better.
00:15:48.240 -->
00:15:53.200Not by forcing the learning of the system, yeah, but by creating shortcuts that get him to the improvement.
00:15:53.600 -->
00:15:54.639They don't need to learn the college.
00:15:54.879 -->
00:15:56.320They don't need to learn I'm on the team.
00:15:56.480 -->
00:16:00.000Yes, that is your job, and that's why the Lord put you there to serve the church in that way.
00:16:00.159 -->
00:16:00.480Yep.
00:16:00.720 -->
00:16:15.200Okay, so for every pastor with every kind of like data that they want to know, they should have an always up-to-date live dashboard that basically gives an executive summary of like, here's what I want to know about this information.
00:16:15.519 -->
00:16:22.159But you have to plug in details of the information to be able to pull high-level reports.
00:16:22.399 -->
00:16:26.320So there is details, and then we're getting an overview of those details.
00:16:26.559 -->
00:16:28.159Pastor wants to see the overview.
00:16:28.240 -->
00:16:28.480Yep.
00:16:28.720 -->
00:16:30.879He doesn't really want to dive into the details.
00:16:31.039 -->
00:16:33.360So, what kind of properties, what kind of things?
00:16:33.440 -->
00:16:35.519Because there's like a million things you could track.
00:16:35.759 -->
00:16:44.879You could track like what's your favorite candy, and we could pull a report of like how many people in our church like Kit Kat bars, but maybe that's not the most helpful.
00:16:45.039 -->
00:16:50.399So, what kind of properties should we track so we understand what kind of reports we should pull?
00:16:50.639 -->
00:16:54.799Yeah, I I always like properties that tell where the person came from.
00:16:55.120 -->
00:17:03.200So, if a connect card is how you process things in your church, then that if that connect card was turned in from the main service or turned in at kids check-in, I want to know that.
00:17:03.279 -->
00:17:04.880If it was Wednesday night, I want to know that.
00:17:04.960 -->
00:17:05.119Yeah.
00:17:05.279 -->
00:17:08.000And the key actually is is I want to know that in one pipeline.
00:17:08.160 -->
00:17:11.599I don't want kids to have a separate pipeline from adults.
00:17:11.839 -->
00:17:19.200I want to see it all together so you can know where all the sheep are in one glance in one executive dashboard, not for when it comes to first-time guests, for example.
00:17:19.440 -->
00:17:22.880Yeah, so the one pipeline with different relational owners.
00:17:23.039 -->
00:17:28.480So maybe Laura on our team is over the first-time guest process or journey, right?
00:17:28.640 -->
00:17:30.720And maybe it's somebody in youth service.
00:17:30.880 -->
00:17:31.119Yep.
00:17:31.359 -->
00:17:42.559It doesn't mean that Laura, just because she's the owner of this pipeline, it doesn't mean that she has to connect with them if Timmy is the one that connected with Susan on the, you know, Wednesday night.
00:17:42.799 -->
00:17:49.119Laura's making sure that Susan is making it through the pipeline, but Timmy is the one that connected with her.
00:17:49.440 -->
00:17:52.960So he's a, or maybe it's, you know, Samantha and Susie, whatever, whatever.
00:17:54.240 -->
00:17:55.039Some good names there, buddy.
00:17:55.200 -->
00:17:55.920Yeah, those are good.
00:17:56.079 -->
00:17:59.920The other thing to know on that pipeline is how long that person sat in that stage.
00:18:00.000 -->
00:18:04.240It's another property that you really, really want is okay, they've been in stage one for 30 days.
00:18:04.319 -->
00:18:06.640Yeah, that's a little bit longer than I want.
00:18:06.799 -->
00:18:08.640What's another connection point we want to do?
00:18:08.720 -->
00:18:12.160And as always, we want those connection points to be as relational as possible.
00:18:12.240 -->
00:18:15.839We wouldn't want it to necessarily just be a text or just be an email.
00:18:16.000 -->
00:18:19.119We want it to be, hey, um, I think you're coming on Wednesday night.
00:18:19.200 -->
00:18:27.359I'd love to meet you at the door and grab a coffee real quick before we go to service or something along those lines so that they become known in the congregation just a little bit more.
00:18:27.759 -->
00:18:29.599How long would you say is a typical?
00:18:29.759 -->
00:18:35.039I guess it maybe depends on the pipeline, but how long is a typical, like, hey, I would flag this as stuck?
00:18:35.759 -->
00:18:43.839I think if someone has gone more than two weeks and is getting closer to that three week and we've reached out a couple of times, that's probably stuck.
00:18:44.079 -->
00:18:53.759And that could even be leaning towards what we call going, going, gone, our GGG report, where it's like, okay, this person might not be interested in what we're offering right now, and we're gonna move them to the end of this pipeline.
00:18:54.000 -->
00:19:07.200So we talked about this before, but going, going, gone is kind of like our data-wise way of figuring out who's fading from a relationship, from uh, you know, connection, right?
00:19:07.359 -->
00:19:13.920So we had a couple of ways of tracking this, and you could pull your own going, going, gone report based off of the data that you want to track.
00:19:14.160 -->
00:19:15.440So we had a couple of ways.
00:19:15.519 -->
00:19:19.200I don't know if I can remember all of them, but basically we had six weeks.
00:19:19.359 -->
00:19:26.960Six weeks was our basically saying, like, if somebody has not done one of these things in six weeks, they're gonna show up on a list.
00:19:27.200 -->
00:19:29.920And our whole point of the list is not be like, where are you at?
00:19:30.079 -->
00:19:30.400Right.
00:19:30.559 -->
00:19:38.559It is to try to reconnect, create awareness, create awareness first to say, hey, the someone is missing from the 99.
00:19:38.720 -->
00:19:38.880Yep.
00:19:39.039 -->
00:19:39.359Right.
00:19:39.519 -->
00:19:47.039So some of the ways that we did that was they haven't checked in their kids uh on a Sunday in more than six weeks.
00:19:47.200 -->
00:19:50.720That was a great way of saying we don't take attendance at our church, right?
00:19:50.799 -->
00:19:52.160But we kind of do if you have a kid.
00:19:52.240 -->
00:19:52.480Yeah.
00:19:52.640 -->
00:19:53.039You know?
00:19:53.279 -->
00:19:56.799Another way was um, have they not volunteered in six weeks?
00:19:56.960 -->
00:19:59.359Because we also do a check-in for all of our volunteers.
00:19:59.599 -->
00:20:02.400Another way was have they given in the last six weeks?
00:20:02.559 -->
00:20:07.039So especially if they haven't done reoccurring giving and they give when they're there, that was a way of noticing that.
00:20:07.279 -->
00:20:12.559Another way was like sometimes I I think we did a season of like tracking who was in small groups.
00:20:12.640 -->
00:20:12.880Yeah.
00:20:13.039 -->
00:20:14.880Um, so that was another way of tracking it.
00:20:14.960 -->
00:20:23.599There's probably other ways, but it's it's some kind of report that you say if they haven't done one of these four things or one of these five things, that's a going, go and gone list, and we want to track that.
00:20:23.759 -->
00:20:23.920Right.
00:20:24.000 -->
00:20:24.160Yeah.
00:20:24.319 -->
00:20:24.640Yeah.
00:20:24.799 -->
00:20:28.160So those are all things that can feed high-level reports like that.
00:20:28.400 -->
00:20:30.400You want stages, you want to know where they came from.
00:20:30.480 -->
00:20:36.400You want to have a little note stage of like what was the last contact, like just a little couple sentences to know where they're at.
00:20:36.559 -->
00:20:39.519Um, and you just want to keep tracking it stage by stage.
00:20:39.599 -->
00:20:50.480And my favorite part about a can ban board is that there are ends, there's a very clear end of to when they're done on that path, and a very clear stage for when maybe they didn't decide to interact with us.
00:20:50.640 -->
00:20:50.720Yeah.
00:20:50.880 -->
00:20:55.119So they can be a not yet, or it's just a graceful exit, like, hey, actually, I decided not to do alpha.
00:20:55.200 -->
00:20:56.720I'm gonna go do this instead.
00:20:56.960 -->
00:20:57.200Great.
00:20:57.279 -->
00:20:59.759That's a graceful exit for that pipeline, and they're headed to the next one.
00:21:00.000 -->
00:21:05.039Yeah, and to me, I would rather create many journeys that have an endpoint that they can graduate from.
00:21:05.119 -->
00:21:13.359So there's a sense of momentum and completion, rather than we have one Kanban board that rules them all, and it's 87 stages.
00:21:13.599 -->
00:21:22.160And that's problematic because I would say for us as pastors, many times that is actually how we get after what we would call assimilation.
00:21:22.480 -->
00:21:25.920Assimilation now is kind of a dirty word, it sounds more like cyborg-ish.
00:21:26.480 -->
00:21:28.960So people call it growth pathways and things.
00:21:29.119 -->
00:21:33.599But the idea is we know where we want them to eventually end up.
00:21:33.759 -->
00:21:33.839Yeah.
00:21:34.000 -->
00:21:38.160Which they are on mission, man, giving their time, talent, and treasure to the kingdom.
00:21:38.400 -->
00:21:41.920But those steps getting there look very different from person to person.
00:21:42.079 -->
00:21:43.599And so I love what you're saying.
00:21:43.759 -->
00:21:47.519Hey, let's see if we can phase these, let's see if we can have many of these steps.
00:21:47.839 -->
00:21:50.480I mean, that's how we work is in cycles and cooldowns.
00:21:50.640 -->
00:21:53.200So it's the way that we like to map things out, anyways.
00:21:53.440 -->
00:22:01.119Because if you're basically saying, like, hey, you have a job, the work's not done, so you I need you to do these 500 things, it's like, well, that's Overwhelming, right?
00:22:01.200 -->
00:22:02.079So what do we do?
00:22:02.240 -->
00:22:08.160We say for a lot of people, they have these planning sessions where they're like, where do we want to be like in the next 10 years?
00:22:08.400 -->
00:22:08.720Great.
00:22:08.799 -->
00:22:09.039Okay.
00:22:09.200 -->
00:22:11.920What would we what would have to be true in the next three-year picture?
00:22:12.559 -->
00:22:13.200Okay, cool.
00:22:13.279 -->
00:22:13.920That's great.
00:22:14.079 -->
00:22:16.799Now, therefore, what would must we do in this next year?
00:22:16.880 -->
00:22:17.920What's our annual goals?
00:22:18.240 -->
00:22:18.799Okay, cool.
00:22:18.880 -->
00:22:20.480And then what's our quarterly plan?
00:22:20.559 -->
00:22:22.160Then what must we do this week?
00:22:22.319 -->
00:22:25.759And and it you break down, you're not basically saying, I never want to get to that.
00:22:26.160 -->
00:22:27.119You still want to have the scope.
00:22:27.200 -->
00:22:28.400You want to have the scope of where you want to do it.
00:22:28.559 -->
00:22:29.440It gives you direction.
00:22:29.519 -->
00:22:29.839Yeah.
00:22:30.079 -->
00:22:31.920And you might have those 87 things.
00:22:32.000 -->
00:22:33.759That's great because people want to.
00:22:33.839 -->
00:22:41.759I what I found with people is in this spiritual growth process, they want to be told what to do in the order that they should go in.
00:22:41.839 -->
00:22:44.000Like, how give me clarity about what I should be doing?
00:22:44.079 -->
00:22:46.799Because I don't know, but I'll tell you when I want to do it.
00:22:47.279 -->
00:22:47.599Yeah.
00:22:47.759 -->
00:22:52.480Like I'll determine my own pacing, but I want clarity on where I should be going.
00:22:52.880 -->
00:22:56.799So the final destination doesn't go away by shrinking the map.
00:22:57.039 -->
00:23:02.000It gives you a sense of completion that I'm making progress and hitting checkpoints along the way.
00:23:02.160 -->
00:23:07.359And then I become ready and eligible for the next map as I grab after I graduate the first one.
00:23:08.240 -->
00:23:08.480Exactly.
00:23:08.559 -->
00:23:17.440And I think a key point to what you just said is we might create a 60-day path for first-time guests, for example, but it could take them six months to complete the stages.
00:23:17.599 -->
00:23:23.839It's just ideally, you always want to have an ideal app would look like, and then allow that person to walk through it when they're ready.
00:23:24.319 -->
00:23:24.559Okay.
00:23:24.720 -->
00:23:28.559Hit me with a couple of like possible like you might be thinkings.
00:23:28.640 -->
00:23:28.960Yeah.
00:23:29.119 -->
00:23:33.680Um, or like objections, like there's no way we can pull this off, or I'm the only one on the team.
00:23:33.839 -->
00:23:35.440Or, you know, hit me with some of those.
00:23:35.759 -->
00:23:37.440You might think this is overwhelming.
00:23:37.599 -->
00:23:40.720And I would say it can be, but it doesn't have to be.
00:23:40.880 -->
00:23:44.079You just want to take the right next step for where your team is at.
00:23:44.240 -->
00:23:47.119So maybe you have sticky notes and that's where you're at.
00:23:47.200 -->
00:23:48.640And so maybe on a whiteboard.
00:23:48.799 -->
00:23:49.680Maybe we're on a whiteboard.
00:23:49.759 -->
00:23:54.559And maybe now we're just adding color stickers to hey, they've answered, or a red sticker to hey, we haven't heard back from.
00:23:54.799 -->
00:23:57.039And by the way, we're not joking.
00:23:57.119 -->
00:23:57.359Yes.
00:23:57.599 -->
00:24:06.079We have seen this happen and we've seen churches and teams and departments utilize this even when we were in the thousands because they wanted to see it clear.
00:24:06.400 -->
00:24:15.440I'd rather have analog that you get started and then you scale with technology as you add more team members than rather just be like, this isn't for me yet.
00:24:15.519 -->
00:24:16.640I'm just not going to do anything.
00:24:16.799 -->
00:24:17.039Yep.
00:24:17.279 -->
00:24:21.359And it's really cool because it might actually surface what team member has a gifting for that.
00:24:21.599 -->
00:24:23.759And then they can go take it to the next step.
00:24:24.079 -->
00:24:27.039So start somewhere, start with a system you already have.
00:24:27.119 -->
00:24:30.799Don't try to go, okay, we need a CRM, go shop for another system.
00:24:30.960 -->
00:24:34.880No, if you have a church management system, figure out a way to do that inside of it.
00:24:35.359 -->
00:24:36.799Well, like most people have planning center.
00:24:36.880 -->
00:24:36.960Yeah.
00:24:37.440 -->
00:24:38.559So they can get started with it.
00:24:38.640 -->
00:24:45.119It might not do every bell and whistle because it's not a singular CRM tool, but it's definitely enough to get started with.
00:24:45.680 -->
00:24:45.920Yeah.
00:24:46.079 -->
00:24:47.920So start there, start with planning center.
00:24:48.000 -->
00:24:53.279There's workflows in planning center, there's sequences that you can set up to help remind the staff to take next steps.
00:24:53.599 -->
00:24:58.720There's also connections that you can make your executive dashboards with the data that you have in planning center.
00:24:59.039 -->
00:24:59.279Correct.
00:24:59.599 -->
00:25:06.640And that's the next thing is if you already have these systems working and you're wondering what's next, you want to pick a dashboard that talks directly with Planning Center.
00:25:06.799 -->
00:25:09.599So it's like, hey, Planning Center's dashboard doesn't do this and then this.
00:25:09.680 -->
00:25:10.319Okay, great.
00:25:10.480 -->
00:25:11.200Go find one.
00:25:11.279 -->
00:25:15.440You can go to settings and your API, find a list of people who do dashboards and start from there.
00:25:15.680 -->
00:25:18.559Um, Mark, can you give like a final piece of advice here?
00:25:18.640 -->
00:25:20.480I think this is really good perspective.
00:25:20.720 -->
00:25:32.319Of you would basically lead a culture piece of saying, like for years, like you would repeat yourself of if it didn't happen in our CRM, it didn't happen.
00:25:32.799 -->
00:25:32.960Yeah.
00:25:33.119 -->
00:25:36.240Like talk about that and like how do you get everyone to participate in this?
00:25:36.480 -->
00:25:36.640Yeah.
00:25:36.720 -->
00:25:41.519First of all, I love what you said, Laura, that it isn't something that you can just dive into head first.
00:25:41.839 -->
00:25:43.039You can start taking steps.
00:25:43.200 -->
00:25:48.240And that's what we did is we began to unveil the caring apparatus.
00:25:48.319 -->
00:25:56.880So whatever that is, whether it's a whiteboard or it's some type of digital CRM or something you're trying to use right now, we began to actually document our caring.
00:25:56.960 -->
00:26:05.279And what we would just say, we'd we'd actually pick it up every Monday morning and look and assess, did we or did we not care for the sheep?
00:26:05.359 -->
00:26:14.079And the only way we knew, the only way we could prove to ourselves that we were passering well was what had been documented in our CRM.
00:26:14.240 -->
00:26:27.200And I think for a lot of us, especially if you've got, hey, the youth does this, the kids do this, the worship team does this, it it's people trying to manage around their own reality, and we've got to get it into what we call the black box.
00:26:27.519 -->
00:26:38.799So that if a family goes down, there's so many tributaries of information in putting in that central black box that we would know exactly what was up, or we would know who needs to take the next step.
00:26:38.960 -->
00:26:42.720So it really just is a mechanism to extend your heart.
00:26:42.880 -->
00:26:50.640You talked about that, uh, Hunter, helping your heart do the thing that it wants to do, but might not always remember to do.
00:26:50.720 -->
00:26:50.960Yeah.
00:26:51.119 -->
00:26:52.319And it's really powerful.
00:26:52.480 -->
00:26:56.640It just goes back to if you care, you're gonna find a way.
00:26:56.799 -->
00:27:08.240But the key thing is to focus on data entry because if you don't have the right data, it's really difficult to make decisions about what the next step is for our, you know, for our flocks.
00:27:08.400 -->
00:27:08.720Really good.
00:27:08.960 -->
00:27:16.960Yeah, before we close, I want to give uh just a little sheet that's just 10 elements of how to either audit a CRM or to build your CRM.
00:27:17.200 -->
00:27:17.759Oh, this is great.
00:27:17.839 -->
00:27:18.640So this is a filter.
00:27:18.720 -->
00:27:23.039If I'm if I'm starting to do this, or we've just gotten a CRM or something.
00:27:23.599 -->
00:27:27.519Basically, you're saying like I'm gonna build with this checklist in mind.
00:27:27.680 -->
00:27:29.119Like it should be able to do these things.
00:27:29.279 -->
00:27:34.240Or if you already have a CRM and you're like, I'm not sure ours is able to do everything you're talking about.
00:27:34.400 -->
00:27:39.200Yep, you basically assess it kind of like uh you're assessing a car and it passes inspection.
00:27:39.359 -->
00:27:39.759Yeah, right?
00:27:40.000 -->
00:27:40.240Exactly.
00:27:40.480 -->
00:27:40.799Okay, cool.
00:27:41.039 -->
00:27:45.200These are a lot of things that we've already discussed, but I'm just gonna read through the 10 and we're gonna link this for you guys to download.
00:27:45.440 -->
00:27:45.839Fantastic.
00:27:46.000 -->
00:27:49.039So we want one place, not four, like we mentioned earlier.
00:27:49.279 -->
00:27:52.799Kids, youth, they should all be in one pipeline all together with the adults.
00:27:52.960 -->
00:27:54.640Um, how they told you they were here.
00:27:54.720 -->
00:27:55.839How did that card come to you?
00:27:55.920 -->
00:27:57.599How did the information come to you?
00:27:57.920 -->
00:28:03.920That each card has an owner, not a department, not the connections department has them, the kids department has them.
00:28:04.160 -->
00:28:08.799No, who on the connections department or kids department, or what volunteer has them?
00:28:09.119 -->
00:28:09.359A name.
00:28:09.680 -->
00:28:10.559A name is assigned to them.
00:28:11.200 -->
00:28:14.400A person is responsible for another person, not a team or a group.
00:28:14.640 -->
00:28:15.039Correct.
00:28:15.440 -->
00:28:16.640A data next step.
00:28:16.720 -->
00:28:19.759So hey, we talk to them in person on Sunday.
00:28:19.920 -->
00:28:24.000Three days later, we want to send something to follow up and just keep that connection real.
00:28:24.480 -->
00:28:25.440And data next step.
00:28:25.519 -->
00:28:28.799Time and stage, how long have they been in stage one or three or five?
00:28:29.599 -->
00:28:30.799That shows your view if they're stuck.
00:28:31.039 -->
00:28:31.839If they're stuck, yeah.
00:28:32.240 -->
00:28:33.200Automatic flagging.
00:28:33.279 -->
00:28:41.440So if they are stuck, maybe that card can turn yellow, red, or green just as a visual signal for that, or maybe a red dot or green dot can pop up on there.
00:28:41.839 -->
00:28:46.319A finish line so that your path has clear stages and a clear finish.
00:28:46.559 -->
00:28:50.240And then that lead past our executive dashboard with that top view.
00:28:50.480 -->
00:28:51.039Always live.
00:28:51.279 -->
00:28:52.480Always live, always live.
00:28:52.640 -->
00:28:53.119Big deal.
00:28:53.440 -->
00:28:55.759Stages that mat match your fastest path.
00:28:55.920 -->
00:29:05.200So, like we said, we don't want 87, and then we don't want you to when you go then put it into a digital or physical platform to go, oh well, then maybe they would need to do this and do this.
00:29:05.359 -->
00:29:08.400You want it to match the paper as it does in the system.
00:29:08.559 -->
00:29:09.599It's tempting to energy.
00:29:18.960 -->
00:29:20.400You might be like, wait, why isn't this happening?
00:29:20.799 -->
00:29:21.200What happened?
00:29:22.240 -->
00:29:27.920And you also got to just make sure that it's just when you're doing detail work, you got to make sure you include all the details.
00:29:28.079 -->
00:29:30.400And a lot of times you don't get that right on the first one.
00:29:30.640 -->
00:29:31.599You're like, okay, cool.
00:29:31.680 -->
00:29:33.519The Kanban board says this is the next step.
00:29:33.599 -->
00:29:35.119And you're like, that's not really what happens.
00:29:35.200 -->
00:29:36.720We actually do these two things first.
00:29:36.960 -->
00:29:37.039Right.
00:29:37.279 -->
00:29:39.759Well, okay, then we need to add those two things to the can board.
00:29:40.160 -->
00:29:40.720That's a great call.
00:29:40.880 -->
00:29:40.960Yeah.
00:29:41.119 -->
00:29:43.839And then, like we said earlier, we want those, we want those exit options.
00:29:43.920 -->
00:29:46.000So an exit that they finished the path, that's great.
00:29:46.079 -->
00:29:48.960An exit that's not yet, or an exit that's like, hey, I'm not doing this right now.
00:29:49.119 -->
00:29:52.880Yeah, not yet is this season's not working for me, but I do want to do this later.
00:29:52.960 -->
00:29:53.279Yep.
00:29:53.440 -->
00:29:55.359And I would just call it like a nice no.
00:29:55.440 -->
00:29:55.680Yes.
00:29:55.839 -->
00:29:58.640Basically, like they're gonna ghost you and they don't want you to follow up.
00:29:58.799 -->
00:29:59.279Yeah, yeah.
00:29:59.680 -->
00:30:03.519So those are the 10 things that I think if you look at your CRM, you can either audit or build from.
00:30:03.759 -->
00:30:03.920Great.
00:30:04.079 -->
00:30:04.240Yeah.
00:30:04.400 -->
00:30:05.039Thank you so much.
00:30:05.200 -->
00:30:05.920Super powerful.
00:30:06.160 -->
00:30:07.200Any last thought on this?
00:30:07.440 -->
00:30:07.680Nope.
00:30:07.759 -->
00:30:08.640I think that was great.
00:30:08.799 -->
00:30:09.599All right, fantastic.
00:30:09.759 -->
00:30:18.079So again, lead pastors, we don't need you down in the details, but we do want to make sure that you are getting the information you need.
00:30:18.160 -->
00:30:22.000And this is a great way to be able to navigate that and get after that.
00:30:22.160 -->
00:30:23.519Thank you for joining us here today.
00:30:23.599 -->
00:30:28.880And remember to like, share, and subscribe if this is adding value to your life.
00:30:29.039 -->
00:30:30.559And we'll see you on the next round.
