Episode 02: Tom Parker on building trust in Outreach
June 8, 2025
Summary:
In Episode 2 of Center Stage, we sat down with Tom Parker, a 15-year clinical outreach veteran and ordained chaplain, to talk about what really works when it comes to building census at treatment centers. From learning to “love people into treatment” to navigating families through confusing levels of care, Tom shares deep insights from decades in the field. Whether you are new to outreach or a seasoned pro, this conversation offers a rare blend of warmth, wisdom, and actionable guidance for growing your census the right way - with compassion, strategy, and authenticity.
Key takeaways:
Start with Listening, Not Selling - Tom’s #1 outreach advice? Ask how someone is really doing and listen. Families, clinicians, and referral partners want to feel heard before they hear your pitch.
Help Families Navigate the Chaos - The treatment landscape can be overwhelming. When you help families understand levels of care and make informed decisions, you earn trust and long-term referrals.
Balance Data with Heart - Track your emails and calls, yes - but also ask yourself: Did I live our mission this week? Did I show up as my best self?
Stay Local, Stay Strategic - Most centers get the bulk of their census from within a day’s drive. Focus on your geographic core before expanding too far.
Go from C-List to A-List Marketing - C-list marketers talk. A-list marketers listen. Lead with curiosity, not credentials.
Bring Humor and Humanity to Your Work - Outreach can be joyful. Laugh, connect, and find creative ways to leave a positive impression - even if it’s as simple as a kind “PS” at the end of a conversation.
Support the Next Generation - Pay it forward. Whether it’s welcoming someone new at a conference or mentoring a younger colleague, community fuels growth. The best outreach starts by building community.
