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What If It's Not More Patients You Need, But Better Conversations?
- Dr Barry Oulton
- Aug 6
- 3 min read
By Dr Barry Oulton
If you’re anything like most dentists I’ve coached or worked alongside, you probably think the key to growing your practice is simple: more patients, more treatments, more marketing.
But what if I told you that growth, fulfilment, and even a better work–life balance don’t start with more patients at all…They start with better conversations.
The Hidden Cost of Poor Communication
I spent years thinking I had to work harder, longer, and see more people to hit my goals. But I realised that every time a patient didn’t rebook, didn’t take up treatment, or left feeling unsure.
It wasn’t always about money or time. It was about how I communicated.
How many of us assume the patient “just wasn’t interested”?How often do we skip the conversation that truly uncovers why someone came to see us in the first place?
Every missed opportunity to connect is a missed opportunity for growth—for both them and for us.
Reimagining the Dental Practice
What if your practice wasn’t just a clinic, but a space where people felt heard, understood, and inspired to look after their health?
That shift is more than semantics, it’s a business model.
When I built my own practice to over £1 million turnover while working 3.5 days a week, I didn’t do it by adding fancy gadgets or throwing money at marketing. I did it by focusing on clarity of communication, building trust, and making sure every patient interaction felt personal, not transactional.
Thinking Like a Business Owner
Here’s what I wish more dentists would ask themselves:
What experience do my patients actually have when they walk through the door?
How well does my team communicate value—not price—to our patients?
Am I creating a business that gives me freedom, or one that traps me in the chair?
It’s easy to get stuck in a clinical mindset. We’re trained to focus on procedures and outcomes. But your communication, leadership, and mindset are what determine your income, your reputation, and your happiness.
Leadership Isn't a Job Title, It's a Skillset
Your team reflects your energy. Your patients reflect your priorities. If you find yourself in a cycle of firefighting—chasing bills, managing stress, feeling undervalued, it might not be about your clinical work at all.
It might be about how you lead your business, how you communicate your vision, and how you value your own time.
A Better Way Is Possible
When dentists come to me saying they’re burned out or stuck, I don’t give them a “sales script.” I help them rediscover the human side of dentistry—and that starts with how we speak, how we listen, and how we think about what we offer.
You don’t need to be slick. You need to be real.You don’t need to push. You need to understand.You don’t need more patients. You need better conversations with the ones you’ve already got.
Final Thoughts
There’s nothing wrong with wanting a thriving, profitable practice. But if you’re doing that at the expense of your time, energy, or fulfilment, it’s time to pause and re-evaluate.
Great dentistry is not just about teeth, it’s about people.And the businesses that thrive are the ones who understand this first.
Let this be your reminder: You’re not just a dentist. You’re a communicator, a business owner, and a leader.
The question is: Are you acting like one?
Dr Barry Oulton is a practising dentist, speaker and mentor helping clinicians communicate with confidence, lead their teams effectively, and build businesses that support rather than drain them.www.barryoulton.com
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