Handling a Slow Period in Your Practice

The Situation

One of our listeners reached out with a concern: after six months of steady growth, their practice has hit a bit of a slump. The phones have slowed down, the schedule isn’t filling up as it was before, and they’re feeling the pressure. The listener mentioned they’re still actively pushing out marketing—postcards, Google ads, Facebook—but despite these efforts, the days have been quiet. The question was, “Is this just part of the roller coaster of running a new business?”

Well, first off, I totally get it. The ups and downs of running a practice can be tough, but let’s break this down and find the solution. Because, yes, while roller coasters have their highs and lows, your business success shouldn’t feel like a mystery you can’t control.

Let’s Get to the Root of the Problem

The first thing that went through my mind when reading this was: “Something changed internally.” This is one of the most common issues I see in practices. You have a period of growth, things are going well, and then suddenly, the momentum slows down. When that happens, it’s time to take action—urgency is the word I love to use.

What I want you to do is ask yourself: What changed?

It’s easy to fall into the trap of comparing yourself to other practices, thinking, “Oh, everyone is slow right now,” but that’s not productive. You have to look within your own four walls and realize that you have more control than you think. Just like in any other business, the practices that stay on top are the ones that identify and fix internal issues, rather than attributing them to external factors.

Common Triggers for Slowness

Sometimes, people think that just maintaining a strong online presence and pushing out ads is enough. Don’t get me wrong—those things are great and essential, but what’s happening inside your practice? Are the phones being answered consistently? Is there someone dedicated to tracking the schedule and following up with patients? Is your team trained to prevent broken appointments?

And speaking of broken appointments—are patients in control, or is your team? This is a key part of consistency. If your team is in control, the schedule should flow smoothly, and your production will remain steady. If the patients are in control, you’ll find yourself dealing with no-shows, cancellations, and empty chairs.

Take Control of the Schedule

You need someone on your team who is 100% responsible for the schedule. This person should be tracking your numbers, recognizing gaps, and taking action to fill them. Whether it’s confirming appointments, rescheduling cancellations, or reaching out to patients who are due for a cleaning, someone should always have their eye on the schedule. It’s not about hoping for good luck; it’s about making sure someone is actively managing it.

Momentum: The Key to Consistent Success

It’s common to see momentum slow down when things have been going well. Maybe your team got comfortable or assumed the good times would just keep rolling without much effort. But that’s when actions tend to slip. The trick is to keep doing what worked during the good times, even when the phones seem quieter. Keep promoting same-day dentistry, keep up with patient communication, and don’t let your team take their foot off the gas.

Is This Normal?

So, is this just part of the roller coaster of owning a practice? To some extent, yes. But with six months of steady growth, a sudden two-week slowdown should raise a flag. Take this as an opportunity to look at your team’s actions, your scheduling processes, and your internal systems. Go back about three weeks and ask: What changed?

Final Thoughts

You’re in more control than you think! Consistency in team actions leads to consistent production and growth. Don’t compare your practice to others—focus on what you can do within your walls to keep the momentum going. And always remember: The more you put yourself out there—whether through calls, texts, emails, or marketing—the more your phones will ring.

Stay tuned for our next podcast episode where we’ll dive into the importance of verbal skills at the front desk. Thanks for listening!

Remember, if you had six months of steady growth, you’re doing something right! Stay consistent, stay organized, and keep your team accountable. You’ll be back on track in no time.