Is your diary working as hard as you are?

At Spot On Business Planning, we're always focused on growth — the sustainable kind. This month, we’re looking at how to turn patient trust into treatment uptake, enquiries into booked appointments, and team development into long-term business success.

Here’s a quick look at what we cover:

• Mind the Gaps: Turning White Space into Growth — Why empty diary slots are rarely just a scheduling issue, and how to uncover the hidden opportunities behind them.
• Patients Don’t Respond to Ads — They Respond to Trust — Discover how trust-based communication can boost treatment uptake and strengthen your reputation.
• Boost Your Marketing ROI with Virtual TC — Maximise the value of every enquiry with a dedicated team focused on conversion and quality appointments.
• Ethical Communication & Treatment Plan Acceptance Mastery — Equip your associates with the confidence and tools to help patients say “yes” with ease.
• Invest in Your Team: BDA Business Essentials Course — Build business acumen and leadership strength for lasting profitability and growth.

Let’s explore how small, focused improvements across your practice can make your diary — and your business — work smarter, not harder.

Mind the Gaps: Turning White Space into Growth

At Spot On Business Planning, we’ve noticed that ‘white space’ in diaries is a regular topic in our client WhatsApp group — and for good reason. Empty diary time means lost revenue, reduced team morale, and mounting pressure on your marketing spend. But when we dig deeper — through KPI reviews, mystery shops, and database analyses — we find that the problem isn’t just about diary management. It’s about missed opportunities throughout the entire patient journey.

We see new enquiries that are followed up slowly — or not at all. When contact is made, the engagement is often reactive, rushed, or handled by someone without the training or mindset to convert interest into appointments. Even when patients do reach the chair, they can be booked with clinicians whose communication skills don’t inspire confidence or commitment — and conversion rates suffer, even for general dentistry.

Treatment plans, too, can become barriers. Some are presented as large, daunting totals with little explanation, no staged options, and no mention of affordable payment plans or finance. Patients become overwhelmed and walk away — not because they don’t want treatment, but because no one helped them see a clear, comfortable way forward.

Meanwhile, databases — one of the most valuable assets in any practice — are often underused or poorly managed. Patients drift away unnoticed. Lapsed contacts aren’t reactivated. And so, the marketing tap stays permanently on, just to replace what’s leaking out the bottom.

The reality is that today’s market is tightening. Patients are more cautious, discretionary spending is under pressure, and we can no longer rely on constant new leads to hit business plan targets.

Sustainable growth now depends on efficiency, effectiveness, and consistent excellence across the entire patient journey — from the first enquiry to long-term retention.

Every patient opportunity should be cherished, nourished, and nurtured. That means sharpening the skills, systems, and attitudes that convert curiosity into commitment — and ensuring your diary reflects not just activity, but productivity.

At Spot On, we help our clients identify those leaks, close the gaps, and transform white space into opportunity — building a healthier bottom line and stronger business resilience for the months ahead.

Patients don’t respond to ads — they respond to trust. Discover how in this free webinar with Surf Pacific.

Join Surf Pacific’s Gregory Gray for this free live webinar and discover how to turn your expertise into authentic influence that attracts high-value patients and strengthens your reputation.

 Many dentists share the same frustration: patients “don’t understand the value” of what they do. This session will show you how to change that. Using the CareCast process, you’ll learn how to transform one intelligent conversation into months of engaging, patient-facing content that builds credibility and drives treatment uptake.

What you’ll learn:

• The neuroscience of trust — why patients buy people, not procedures
• Authority over advertising — turn one conversation into films, podcasts, and 50+ social posts
• Humanise yourpractice: build trust before patients walk in
• From content to conversion — using behavioural economics to increase treatment uptake

Learn how to harness dopamine, oxytocin, and endorphins (the “angels’ cocktail”) to attract the right patients and grow your practice sustainably — without discounting.

And remember, if you sign up, you will receive a recording of the webinar if you’re not able to attend live.

📅 Date: 18th November
⏰ Time: 7:30-8:30pm

Sign up for the webinar.

Turn Your Team into a High-Performing Patient Conversion Machine

Is every member of your team making the most of every patient touchpoint? From the first phone call to treatment acceptance, success depends on your whole team working in sync. When receptionists, associates, and treatment coordinators each play their part flawlessly, the result is powerful: higher conversion rates, greater treatment uptake, and happier, more satisfied patients who proactively recommend your services.

Our in-person Sales Masterclass is designed to bring your team together and transform how you manage the patient journey. You’ll discover how to build a systemised, ethical sales process that feels natural, confident, and collaborative.

By the end of the day, you and your team will walk away with practical tools and script ideas you can use immediately, proven communication techniques that increase case acceptance, a step-by-step framework to align your entire team, and strategies that boost treatment uptake—without ever feeling ‘salesy.'

If you want your practice running like a well-oiled machine, with every team member contributing to growth and patient satisfaction, this masterclass is for you.

We see so many opportunities for improvement when we review many of your KPIs and this course is designed to hone in on where those opportunities lurk.

Don’t miss out! Invest in your team now and enjoy years of increased income, efficiency, and patient trust.

Event details

• Location: Radisson Blu Hotel & Conference Centre, London Heathrow
• Date: Friday, 30 January 2026
• Duration: 6 hours of verifiable CPD
• Investment: £1,200

Reserve your team's place today.