Podcast appearances and mentions of case acceptance

Allison Lacoursiere joins Maggie Augustyn, Chad Johnson, and Regan Robertson to unpack how money beliefs shape leadership and practice growth. Learn how reframing money as a neutral tool unlocks confidence and freedom in this powerful episode.

Victoria Peterson and Dr. Bruce Baird reveal how reactive scheduling erodes production and practice value. Learn how aligning your schedule with your philosophy of care can increase revenue, reduce stress, and create a practice that sells for what it's worth.

Dr. Bruce Baird reveals how misalignment creates stress for dentists, teams, and patients and how Clinical Calibration eliminates friction so your practice can grow with purpose.

Victoria Peterson interviews Dr. Wade Kifer about how he scaled case acceptance by building a philosophy-first team culture. He raised production from $300 to over $1,200 per hour without pressure or persuasion.

Tiff and Dana are in the mood to talk about moods — specifically when it comes to setting the tone for patients and case acceptance. The two discuss overcoming objections from a foundational level, including your mindset, effective language, and more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: The Dental A Team (00:01) Hello Dental A Team listeners we are so excited to be here with you today. I have back on the podcast with me Miss Dana. I am so excited to see your beautiful smiling face today and gosh Britt did Rim to Rim, Grand Canyon Rim to Rim recently and Dana   I've lived here my whole life. I am an Arizona girl. I love the mountains and I'm like, gosh, people just go out there and it's like, why didn't you bring water? Right? Like you guys are crazy. You've been here for a long time. You hike avidly. Your husband hikes more avidly than anyone I know and knows the Arizona mountains like the back of his hand as if he grew up here. And I'm like, yeah, I could do rim to rim. And then Britt got back and I was like,   Dana (00:47) you   The Dental A Team (00:48) Okay, Dana, like we should do Rim to Rim, but holy cow. If you guys don't know what Grand Canyon Rim to Rim is, please go look it up. It's like an event that people literally, my boyfriend says to have like, you take it for granted. People literally come here from other countries to see the Grand Canyon. I do take it for granted, that's fair. But hearing Britt's story, Dana, I'm like, holy cow. If we are going to ever do that in our lifetime, I think we need to start today.   What do how do you prepare for that?   Dana (01:18) Yeah, my biggest   takeaway is like the planning of it because I like because I avidly had because my husband like you're right hikes more than any human on earth like I'm just like we can just go do room term and honestly, I'll be like I was like, no, I'm doing rim to rim to rim. Like I'm not loving at the first. I'm not starting at just rim. And then hearing her I'm like, Okay, well, I definitely need to plan.   The Dental A Team (01:22) Yes!   Literally.   Yes!   Yes!   literally the same.   Dana (01:45) more   because I'm like I hike in Arizona all the time. I know what the heat is. I know how to hydrate. I know how to do all those pieces. I'm like but maybe I should plan it out a little bit more.   The Dental A Team (01:54) Literally what I said, my takeaway was I did not do planning for it and I didn't, I just, I don't know, I'm take it for granted. I didn't think it was necessary. I'm like, I hike, I work out, I run, I do the stair climber, I do cycle, I do spin classes. Like I am pretty okay to just like sign up for a race and do it and whatever and I thought the same thing minus the rim to rim trip. I was not going an extra rim.   I thought I could just pop over and do rim to rim like no big deal people do it all the time constantly can't be that hard just kidding just kidding so I think we need it on our bucket list here within the next I would say three years based on the fact that I'm over 40 at this point I'm not gonna lie to myself I'm not I need to get myself three years to get this sucker done ⁓ and probably shorter than that so Dina we just need to prep and plan for this sucker   Dana (02:53) Yep. Yeah,   we just need to pick a date, right? Because if I don't pick a date, can think I'm going to plan all I want. ⁓ So I just need to pick a date and then I will force myself to plan. Now that I know how much prep I should probably put into it.   The Dental A Team (02:55) We need to a Yep.   same. Same z's.   I agree.   I agree. I tell people that constantly. I'm like, gosh, the most fit you'll ever be is when you know vacation is coming. You will have bikini body ready when you know that vacation is coming. But when there's not something planned, you're like, I'll do it. I'll eat this for now and I'll make it up later. I do it constantly. So you're right. Okay.   Everybody just congratulate Britt for surviving rim to rim. And that's a real statement for surviving. Um, it's a huge feat. It's massive. So if you are on our Instagram, which I'm sure you are just give her a shout out. If you see her face in there, if you're one of her clients and didn't know she did it, congratulations. Here you go. Text her. Um, but it was super cool. So Dana, we're going to put it on our list. That's our next to do. We'll add it to, uh, our fitness challenge thing over there.   channel. Today guys, I wanted to talk about more than the Grand Canyon, but seriously if you don't know what it is, you should look it up. And if you are planning on coming and you don't live in Arizona, like seriously you think we need to plan like prep and freaking plan you guys? There was another hiker this weekend and it's not even our true ⁓ hot season yet and there was another hiker this weekend in Phoenix that did not make it through her hike and she was an avid avid hiker. So it's no joke you guys.   ⁓ Please be safe. So on that note, overcoming objections is actually what I wanted to talk about today. So rim to rim is my objection today. I'm not ready for it. I get that. But overcoming objections in the practice, you guys, we really want to talk about case acceptance and what that might look like. And doctors, office managers, I know sometimes we get in the space of like, this is for my treatment coordinator. Doctors, this is for you too, especially when you're chair-side treatment planning. Because sometimes I feel like   Dana, feel like doctors get that look of glazed over, like, okay, either this is too much information or I've checked out because I have an objection, but we just talk through it, right? And how many times have we even done that in a personal relationship? That makes me laugh because I'm thinking, even my kid, I'll just keep talking at him and wait for him to catch up. And then he's like, yeah, sure. And then turns around and I'm like, I don't think that's gonna happen. Whatever that was. He checked out. He's obviously no, right? Yeah.   Dana (05:24) I'm thinking that, no.   The Dental A Team (05:27) Like he checked out and I didn't catch it. So the moment when there's a checkout, like that's your objection. There's an objection in there somewhere. Either it was overload of information or they're just not, they're not on board yet because of a reason. I like to go into everything assuming, yes, I live my life that way. My boyfriend's constantly like telling me that I'm like a golden retriever. Right, I'm just like, yep, life is great, what's next, let's go. Because it's just a detour. Whatever it is, it's just a detour.   And it's an opportunity to gain more information, in my opinion. So if there's a no, if there's a roadblock, I'm like, cool. What can I learn from this? What information do I need in order to get around this roadblock? Or should I be taking a different route? So it's a detour. So when I go into a treatment case, when I'm presenting treatment or when I'm training team members to present treatment and doctors, I'm constantly in the yes mindset.   Tony Robbins talks a lot about mindset, about mind frame, on where you're supposed to be, and that yes zone is massive. If I assume the yes, I'm leaving opportunity for that. And Dana, isn't it true, like when you go into a conversation with the like, yeah, everything's gonna be fine, you're more optimistic, right? You're not set on an end result necessarily, and if it's not fine or a yes,   it gives you that opportunity to create something new. And do you feel like Dana, I have a question, an actual real question, because I live my life this way, but like, I don't always check in with other people. People coming to you with that open mindset, right? That like, yep, this is gonna be fantastic. Does that then set the tone for you on that conversation? Like you as a person, whether it's personal, professional, whatever it is, does that set the tone for the conversation for you being like, okay, well, this is an opportunity?   rather than it being like, this is a conversation. Like, how does that feel on the other side,   Dana (07:24) Yeah, and I think it's funny that you asked that question. I agree, it does set the tone and I think though it's harder to see when it's from that mindset.   right? Like I think we very easily see when someone negative sets our tone negative, right? But I don't think we always understand that like the initiative and the consciousness that the person that is setting the positive tone is doing. And so I think it's harder to relate to or harder to think that it works because it's very easy to spot it when it's the other way, not necessarily when it is the positive outlook and the positivity that breeds the positive. So I love that you specifically asked that question because I firmly do believe it. I think it's just a   The Dental A Team (07:33) Yeah.   Dana (08:03) little bit harder to see.   The Dental A Team (08:05) Yeah, that was a   huge massive point because it's like anything we're always going to remember the negative more than the positive, right? So I always tell teams, well, number one, this rolls into case acceptance as well because if you get a no and you carry it, you're always going to remember that no, you could have 10 yeses today and that one person said no to two fillings. And it's like, oh, I suck, right? But I just sold 10 freaking implants, right? But it's like getting your hair done. And I say, you're walking down the street.   walking down the street and you're like, gosh, my hair, it's so good. I got bangs today. And you've got like nine people walk by you. And they're like, dang, I really like your hair today. I really like your hair, right? Nine people tell you, you look amazing. And one person stops you on the street and they say, gosh, I like your hair, but I'm just not sure I would have gone with bangs. When you get home or when you get into your car, what are you doing? You're looking in the mirror and you're second guessing your choice on bangs. You're not saying,   Nine people and myself love my hair right now. You're saying one person's second guest bangs. Why did I do this? Should I have done this? And I think that's exactly what you just said too, Dana. It's really easy to be like, gosh, they just like came in so aggressive and just totally changed my mood. This person put me in a bad mood. One of my least favorite statements of all time. I get to choose the mood I'm gonna be in. That's my power and my control.   ain't nobody taking that away from me. But we say that, right? Like this person just totally changed the mood, but it's not always noticeable when someone comes in with a positive, right, or an open mind and they change that or they keep the mood that you've been in. You're totally right. It's not always noticeable, but it makes a huge impact. So your patients may not notice that you're like, hey, let's go. They may not notice that they're like, yeah, like let's figure this out instead of being in like a gosh,   Dana (09:49) Mm-hmm.   The Dental A Team (09:59) treatment mood. So huge point there, Dana. I love that you pointed that out because going into it with that mindset, you're not going to reap 100 % of the accolades and the rewards. They're not going to be like, thanks so much for being so positive all the time. You might get that every now and again, but we're looking for that feedback and we're not always getting it. So then we get worn down and we're like, why even try? When you're tracking your results, you're going to know why you try.   when you're tracking those yeses, when you're just tracking the conversations even, like you're not always gonna get a yes, that's okay. And that's what we're here about today is those objections. When you go in with that yes mindset of like, I can do anything. It's not always this person's gonna say yes to this treatment. It's this person is gonna say yes to their health and we're gonna get them there. So I go in thinking, this is a huge opportunity to learn more about this patient and to get them healthier.   I don't always go into it, which I think is a mindset shift, Dana, for the healthcare field in general. We think like, I'm selling treatment. You are selling treatment, but you're selling someone their health back, right? So I'm selling you back your health. You are unhealthy. You came to me with a deficit, and I'm selling you back your health, right? And so when we put it in that perspective, we put in the perspective of learning and opportunity, it shifts the mindset quite a bit. So.   That was a fun tangent. Thank you everyone for following along with us. I hope you gleaned some opportunities there and some mindset shifts. I think it's huge. Now, Dana, when they do come in, they're like, okay, we've got this, we've got this. And then they're like, I'm just not ready. Like, what do you, you train a lot of systems, you train a lot of communication and a lot of ⁓ verbiage, that people like to call it scripts, right? What do you tell your teams is the best path to take?   when you do get an objection.   Dana (11:54) Yeah, I think that I think first of all, Mr. Preface that right. I always try to teach teams that anything outside of a yes is a no. Right. So but there are no's that are true no's and then there are solvable no's. And so it's it really helps teams to kind of know the difference. Like a true no would be I'm leaving tomorrow to go out of town for three months and like I truly cannot do the treatment. Right. Or ⁓   I just bought a new house and haven't paid my first mortgage payment. Like I want to wait until I make that that's a true no, right? Or there's then they're solvable knows which are, you know, gosh, I don't know if I'm ready or I need to talk to a spouse or ⁓ that's a lot, you know, that's a lot financially or all of those are solvable knows and usually the easiest way to solve them is to ask better questions to find out what is the actual   barrier, right? Because driven coordinators, we teach them a lot, you've got a lot of tools, you've got a lot of things that you can offer patients. ⁓ But what I want you to do is hone in on what to offer instead of throwing the book at them, right? Like, well, here are all of my solutions and now you choose. Well, they don't actually know what those choices mean, or they don't actually know what to pick in those choices. So I think it's asking questions to get down to the bottom of   The Dental A Team (12:56) Yes.   Dana (13:09) what is holding the patient back so that you can provide the right solution for that patient.   The Dental A Team (13:15) Yes, I totally agree. You made me think of ⁓ the game Guess Who? Do you remember that game? When we were little? I think it's back around again and they have way cooler pictures, by the way. Ours were like, ours were bad when it was like trending back when we were kids. Anyways, Guess Who is the game where you flip your board up and you've got all the pictures of the different characters and you're one of the characters on the other person's board. You've got your little card down here.   and that other person is supposed to try to guess which character you are by asking questions. So you say, do you have dark hair? No, okay, great, we'd mark down all the dark hairs. Then we say, do you wear glasses? Yes, okay, so anyone who doesn't have glasses, we mark down those guys, and it leaves you with a couple of options, and you narrow it down until you're so sure you have the answer, and that's what I feel like treatment coordinating is like. You have this massive board.   of options, of opportunities, and you're like, okay, great, what do we need to overcome today? And we're narrowing it down until we get to the actual root cause or the root issue that the person's suffering because...   I mean, I'm not gonna lie to you. I've seen so many memes recently and I'm like, that is so me, where they're like, if she says she has to check with her husband, I mean, she doesn't wanna go because she ain't gotta check with her husband. Like, that's me. If I'm like, let me check our calendar. I know what our calendar is. And if I'm saying that, I just don't feel comfortable telling you no in the space that we're in. I'm gonna text you because it's less invasive and it's less confrontational. So I'm just gonna text you later.   Right? So when they're like, I need to talk to my husband, right? I have had instances, I do have to, I do have to caveat this. I have had instances where that is a hundred percent true, but I've said to them, totally, I completely agree with you and I would never want you to make a decision without consulting your spouse financially. I never support that. Right? I want you guys to be on the same page. What I would suggest is let's set up a consultation where both of you can be here with us or can he come, is he here? Can he come in?   because what I'd hate to do is for you to get home and have to try to reiterate everything that I just said today and everything that you learned from the dentist. That's a lot of information for you to carry. It's a heavy weight for you to carry, and I'd love to help support you in that. So is he here? Is she here? Can we get you guys scheduled? Now, I've got a soft no, a soft no because we're not scheduling the treatment yet, which you   Dana (15:44) Thank   The Dental A Team (15:49) You still can, you can say, let's schedule this for two weeks out, let's get him in before then, right? Let's hold the space, let's get you and your spouse back before that, so let's try for Thursday, whatever. It's a soft no, but I'm still scheduling them for something, and I'm still providing support for my patient, because I want my patient to be healthy.   That's all I want. I want my patients to be healthy. And if it means that I have to have an additional conversation with a spouse in order to get that patient healthy, I'm going to do that. I'm 100 % going to do that. So whatever that objection is, it's finding that space around the objection that's providing the ultimate benefit to the patient. So I've even had it, Dana, you said even like vacation. I've had patients, we have snowbirds in Arizona. Super cool.   Phoenix gets a ton of snowbirds. We love you all. Sometimes the roads get crazy, you guys. It's fast driving here. You got to keep up. Anyways, we get snowbirds and these snowbirds come. They're like, gosh, well, I'm heading back in two weeks. I'm like, shoot, like I don't have anything in the schedule for two weeks in the next two weeks. Right. So I'm like, hey, let me see what I can do. Let me see what I can move around. Let me see whatever. If I can get them in, I will. Or we've had snowbirds that are like, hey, I'm only gone for three months in the summer. I'll be back.   1st of September, great. Let's schedule you for the second week in September because I want to make sure this is taken care of. And if for some reason something gets worse while you're gone and you've got to see your dentist back home, tell us. We'll take it off the schedule because I just want you to get taken care of. So if you get it done there, let us know. If not, we're going to put you down for the second week in September because I just want to make sure that they're investing in their health.   to the best of their own capabilities. And I have the tools for them to do that. Something I talked with a client about last week, was not everybody knows. Patients don't know to ask the questions they don't know. And I was in office with a practice last week, and we were talking about ⁓ educational overload and confusion. And we often over talk because we're trying to educate past objections we think people might have.   And in response to that, we can create decision paralysis and just educational confusion. And something that I said was, if you're giving them this much information, like there's so much information, sometimes they don't know what questions to ask to gain clarity. And so Dana, to your point, us asking them questions will bring that out.   Dana with that said, what kind of questions do you train teams to be able to ask either chair side or at treatment coordinating upfront?   Dana (18:49) Yeah, so I think that it comes down to just like, ⁓   Asking questions to understand is it is it a like do you understand the actual treatment right? Like do you understand what a crown is? Do you understand? ⁓ Do you remember what the doctor said as far as why you need the treatment? Do you know what will happen if we do nothing right because I think some of the times it is like they may understand the treatment They may know what a crown is they may remember why but they they struggle with   How do I put they struggle with like, where do I prioritize this? Right? And so if I've got an AC repair, right? Well, it's 110 degrees out in Arizona. And if I don't have AC, right, like, so where do they put it in their priority list of things to get done? So sometimes it's okay to say, Hey, what other big things do you have coming up? Right? Because you may be able to help them with that priority.   The Dental A Team (19:29) Yeah.   Dana (19:50) Like, the doctor review with you, if we do nothing, what's going to happen, right? Do you understand the risk of like not doing this treatment, where that puts you? So I think it's just figuring out what part of it they don't understand. Is it the actual treatment? Is it the reason for the treatment? Or is it that they don't know how to prioritize it in all the things because life is busy, right? And things are happening and there's other expenses elsewhere. And so how can you help them prioritize where to put that?   The Dental A Team (20:11) Yeah.   Dana (20:19) in all of the other noise that they have going on in their lives.   The Dental A Team (20:22) Yeah, and to that point of prioritization, Dana, in addition to that, I think a lot of treatment plans are delivered with this is everything you need, okay, goodbye. And there's no prioritization put on the treatment that is next, the next visit. And I had a doctor recently tell me, well, like, it's their mouth. And I said, you are the only person that can make this decision with and for them. You have to tell them what the most important next step is, even if it's like,   All of this is about the same. Where I would start is upper right. I don't know, what's the easiest, what's the hardest? What do you want to start with when you don't know the priority? The issue is that patients don't know a lot about dentistry. Most patients don't know a lot about dentistry. So when you leave it up to them, they're making a decision based on not a lot of knowledge. You have all the tools under your belt.   prioritize the treatment that needs to be done and then help and assist your patient in prioritizing getting that treatment done. I love it. So I would say in an effort to overcome objections, first and foremost, be open-minded. Go into it as a conversation, go into it as an opportunity, and make sure that your mindset is set. If you just got off of a really hard call, if you just had a patient berate you, if you just walked down the street and someone yelled at you,   I want you to be like, okay, how can I shift my mindset right now? And then ask all of the questions. What questions can you ask that help prioritize your patient's treatment? So you place the priority, go in with an open mindset, you tell them what's next, what do they need to do next, and then help ask all of those questions. You guys just get them over the hurdle. Do not assume what their hurdle is.   because you can implant an idea and make yourself some big problems there, ask the questions. I love it. I usually say, Dana, be in the why, or be in the what. Be in the question. You guys, if you go into any conversation open-minded, meaning leaving room to ask for more information, whatever that conversation is just became tenfold easier. go do the things, you guys. Dana, we got to put rim to rim.   You can do the extra rim if you want. I'm doing two. We gotta put it on our calendar, rim to rim. You can all wait for you at the other side and pick you back up if you're doing that extra rim. But we gotta put that on our calendars. And Dana, thank you for podcasting with me today. I love our time together. Listeners, thank you so much for being here. As always, write in at Hello@TheDentalATeam.com and let us know what you think. Thanks so much, everyone.  

Combine powerful imaging like CBCT with motivational interviewing—a patient-centered communication approach—and you've got a formula that significantly boosts case acceptance. When patients see their issues clearly and feel heard in the process, trust grows—and so does the likelihood they'll say yes to care. To tell us all about it is our guest Dr. Lori Trost.

Tiff and Britt explain the right way to achieve case acceptance — without over-complicating or over-simplifying. Getting this down will increase trust among team members and help keep your schedules on track. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: The Dental A Team (00:01) Hello, Dental A Team listeners. I am so excited to be here today. I have Miss Brittany Stone. I pull her in every now and again as often as I can to do recordings with me. And I love, love, love nothing more than having Britt here. I love having all of the consultants in a rotation, but Britt is, you know, a special OG podcaster.   She has been with me since the beginning of time on these podcasts, it feels like. So, Britt, thank you so much for being here today. How are you? It is a beautiful Monday morning for us. I'm actually a little warm. It's getting hotter in Phoenix again, but Britt, how are you today?   Britt (00:40) I'm doing good. I mean, it's the time of year where shade is beautiful, right? Like it makes a big difference. And right now in the shade, it is still very nice. It's just the direct sunlight that's a little bit warmer. So it is a gorgeous day outside and I will still definitely go get out on a ride later today. So but happy to be here. It's always fun. I feel like we said it before like these are times like geek out together. So it's like hangout time, but we get everybody else to come along with us and listen to the fun things we chat   The Dental A Team (00:43) Yes.   fair.   That's so true. I do love bringing them on rides. I always make Dana talk about like workout apparel and have something for me to do.   Britt (01:12) Dana's like the   deaf queen. need something like Dana's got whatever it is that you need.   The Dental A Team (01:20) know,   I know I love it. So I just pick and choose like what do I need from who's on who's on with me today and what can I gather from them and you are my outdoors like Dana's outdoors too, but she's my apparel and my protein. You're my like outdoors you're doing Grand Canyon this weekend, I was supposed to be doing it next weekend. I don't think I am but you are doing it Friday. So in just a couple days, are you prepped and ready? I don't know that there's every day that anyone says yes, I'm ready. But are you prepped and ready?   for the Grand Canyon Rim to Rim, guys. She is hiking from one rim of the canyon to the other rim of the canyon. It's a big deal.   Britt (01:54) in one day.   yeah, it's four days away and I'm as ready as I'm gonna be. Like at this point, like let's go.   The Dental A Team (02:01) Yeah.   I agree. agree. I'm near doing it in one day, which we had planned on doing as well. I was calculating the other day based on like how our hike was going what I felt like our timing was going to be. And I calculated with the addition of the extra like two ish miles because the bridge is closed. ⁓ I was thinking like a good 20 minute a mile pace obviously would get you to like 10 hours but then that's no breaks. That's a freaking hauling pace.   Britt (02:20) Correct?   The Dental A Team (02:31) So I thought for us it was gonna probably be like 12 to 13 hours. Is that what you're thinking? Yeah.   Britt (02:37) Yeah, and I have to remind myself, like it's one of those things. I'm a power through girly for most things, but this is a marathon, not a sprint. And so from things I've read, they're like, take a break every hour, eat something every hour, make sure you're hydrating. So I'm gonna try to do that. And they say, get down the canyon in the first like third of whatever time you're planning and it's gonna take you like double that time to get out. So that's fun.   The Dental A Team (03:05) good. Good. That's what I was thinking too. Like, take your time. That's what we were saying when we checked our pace, did like almost we did nine and a half, 10 miles, and kept like a 20 to 25 minute pace and it was fine. But it was like, that's a third of what we are going to be doing. so making sure that was to get down. So that was, you know, get down in that amount of time.   Britt (03:08) Yeah.   The Dental A Team (03:26) But I'm excited for you. can't wait to hear about it. You're to have to post pictures, send them to our marketing team so that we can see a Duna-Lay team out on the rim to rim. It's something that our team has been actually talking about for a couple of years now. So Britt's going to be the first one to overcome that bucket list item for us and test it out. So she's our test queen.   Britt (03:44) We'll see if   I go do it with you again when someone else wants to go do it or if it's like, I did that once, I'm good.   The Dental A Team (03:51) Yeah, yeah, well, hopefully it's I'll do it with you again, because   it sounds like my Grand Canyon partner is you know, he's younger than me, but he's an old man and is falling apart. So he may not be able to do it. So you might have to do it with me later. So you just keep me posted. That's true. That's true. That's true.   Britt (04:04) You and I can do it, and Damon will crush us all. We know this, but we can always go and do it. So yes, I will   keep you posted. I will take pictures. I know no matter what, it'll be gorgeous, and that's what it's all about.   The Dental A Team (04:15) Yeah, good. I'm excited for it. And I just, I'm so impressed. So super cool. I can't wait to see pictures and everyone who's listening, you're welcome for the adventure there and keep your eyes peeled. If you don't know what the Grand Canyon Rim to Rim is, go look it up because you need to understand what she's doing. It's a big deal. ⁓ and Erin, it's a fee. And Erin keeps reminding me because, and I grew up in Arizona. And so I think that we've talked about this before. We think like,   Britt (04:34) It's a scene.   The Dental A Team (04:43) to the Grand Canyon. It's a giant hole in the ground. It's been there forever. I grew up here. It's not a big deal. And Aaron's like from Oregon. He's like, it's a one like it's one of the wonders of the world. And so we definitely take it for granted. So I'm sure a lot of listeners here like you guys are crazy, which actually that I was talking to him about this on Saturday while we were hiking and I'm like, gosh, I know I take this for granted. But I said, you know what, actually, it's kind of like in dentistry, when we're diagnosing and we're just like, you need this and we're using all this terminology that   us is so like second nature. It's so just ingrained in us and it makes sense. But to the other people, it doesn't. And I correlated that thought process of like, for me, the Grand Canyon is something that has and will always be there. And it's just like a part of my life. I take it for granted because I grew up in Arizona. I'm like, I've never even really spent time there because I'm like, Matt's there. I'll do it someday.   Britt (05:38) I've it. I've seen it.   The Dental A Team (05:40) And he's like, people come from out of the country to see the Grand Canyon. To me, that's freaking wild. But that's the difference, right? In communication, even, and understanding. And I think it flows that idea, that mindset of like, what are we taking for granted? What are we skimming past because it's natural for us or it's always there. And I think we skim past a lot of times, relationship building or ⁓   focusing on like the problem when we're treatment planning and jumping to the just the solution and speaking in words and terminology maybe that people don't necessarily like relate to and that relating piece is massive and it's kind of that same we all have spaces of life that we just take for granted and we skim past like the Grand Canyon and 7th wonder of the freaking world right it's that communication space and I think ⁓ on this Grand Canyon topic here   Britt (06:29) you   The Dental A Team (06:36) your case acceptance directly correlates. And I'm sure Erin was like, this is super cool. We're talking dentistry on our hike. I'm talking about the grand canyon. But it's so true. And Brett, have you seen that? I know you consult a lot of practices too. And have you seen that too, where it's like, gosh, we're just, and you've been a hygienist actually, right? So just speaking to the like solution, like, you need a crown, you need a bridge, you need an implant, you need full mouth reconstruction. And patients are like glazed over like, cool, really, really   Britt (06:42) Yeah.   The Dental A Team (07:05) diving into that, Britt, what have you seen within that and how do we get back to like basics on how to simplify case acceptance increasing because we do overcomplicate it in my opinion.   Britt (07:18) I agree, we overcomplicate it, but we also oversimplify at the same time. I think when it comes to talking to patients about things, because these are things that are, we don't even have to think about them. We are around all day long, this is what we're trained to do, so identifying it, knowing it's important, they're just things that come so easy to us, kind of like the Grand Canyon thing that I'm like, yeah, I've seen it a couple times, but you know, it's fine. ⁓   The Dental A Team (07:23) Yeah.   there.   Britt (07:46) But with patients, think often what we'll do is we will like gloss over parts of it to where, and we think that we can say like a couple words and like, you need this. And they're going to be like, yeah, absolutely. I need that. And they're going to make sure it gets done because in our brain it makes complete sense that that's what needs to happen. And I like to try to remind people when it comes to how we present treatment.   ultimately getting patients to the point of doing their treatment. Like that is truly where we are playing the advocate for that patient. And so in it, like, yes, it'll be thrown around that it sells all of these different things, but really it's how can I explain it in a way to where that patient one understands what's needed, what the problem is, what will happen if they don't do anything and how we can get that thing done.   And my job is to help to make that as simple, as clear as possible to where they understand it and they get that treatment done instead of sometimes just short-changing pieces of it to where they don't really understand and they're saying no. And I'm like, well, it's their choice. And I'm like, but did I really explain it to where they understand what choice they're making?   The Dental A Team (08:58) Yeah, that's a really good point. I like how you said that like over complicating, but oversimplifying because there's that middle ground, right of like, walking, we're going too fast. And so we exhaust ourselves halfway through the Grand Canyon hike or we're going too slow. And now it's night when we're getting out and that's scary. So it's like finding that middle ground of pace to make the perfect run to run hike, I think it was actually perfect. had a client call last week that they were like,   And this I think is super common. We've heard this a million times, right? Like he's taking too long in the exams. He's explaining everything, right? It's like, okay, are they a details person? Are they a bullet point person? Really being able to gauge the human that you're talking to, the patient in the chair and getting some of that information. you mentioned like making sure the team is supporting the doctor. And I, when I speak to doctors in relation like this, I really like to call them the support team.   And I know everybody calls them like employees or my employees or they're my staff or they're my team. And if you attach that support team to it, like they're really here to support you. So having them help to prep the patient. So handoffs are essential and making sure like, ⁓ they know they bring led to the fact that there's potentially something going on here. So that's that co-diagnosis space, right? Which I think is a hard word to understand because the word diagnosis is in there and you're not actually diagnosing. You're just like,   leading them down a path that there may be a diagnosis, I think it gets a little confusing.   Britt (10:27) diagnose, preheat, whatever term that you want to use, I'll tell you my view in my hygiene brain and I think, again as an assistant, you should think the same way. If I'm sitting there complaining about how long an exam is taking and it's not because the doctor is talking about personal stuff and chit chatting with this patient on the personal side of things, I didn't do my job well.   The Dental A Team (10:29) 3D.   Yes.   Britt (10:53) Because if I did my job well, I would have already talked about most of those things to that patient, to where the doctor doesn't have to have that full conversation. I can recap it, say, hey, here's what's going on. Here's what I see. Here's what we talked about. We want to make sure you take a look at it, doc, to see what's needed and confirm, you know, if there's anything that's needed there. Cause then I, I've cut down 90 % of that conversation for them. And I like to be on time. I think most hygienists like to be on time.   One of the things that I loved about being a hygienist is like, I'm running my column. Like that's part of the beauty is that I have a lot of control over how that day runs. It's just my exam part. And I have a lot of control over how that exam goes if I prep.   The Dental A Team (11:37) 100 % agree. I had a client two weeks ago, speaking with a doctor because their team was like, Tiff, like, I can't get him into these other appointments. And these are running long and blah, blah, blah. So I go into the call thinking like, all right, I got to get this doctor in shape. Like, what is what is he doing that's holding them back from being on time in these other areas? And what it came down to realistically was the inconsistency in the information.   from the support team going to the doctors and the inconsistency in having a support team in the room with the doctor. And so when I go in like, okay, you gotta cut down exams. And he is like, well, that's cool. But like, it's so inconsistent. That makes me think, right? So you're saying pass off that information, gather the information, pass it off. I hated nothing more as a dental assistant than to be gathering the information and then it not being used.   And you know, that's still to this day. If I make something, if I create something, if I get the information and the data and then it's not, it's overlooked, it's not used, or I'm asked to create it again, I will freak out. It's just, it's just who I am as a human and Brit does really well with me. ⁓ but this team specifically, right. was intermittently, like sometimes they had it, sometimes they passed it off. Sometimes they did it. Sometimes they were in the room with him to anesthetize.   So they were giving a handoff like sometimes they weren't. So then what happens is you're training that doctor to not trust that the information's going to be there. So the team is upset and they're like, well, it's like he asks the questions as if we didn't do it correctly. And I said, whoa, whoa, whoa, I think he's asking the questions because he's not always trusting that it was done.   And now his routine is to just do it, whether you've done it or not. So to the support team and to the doctors who need to train their support team, train that consistency. And the inconsistency of it is what will break it apart. Your exams will go long and truth be told, your case acceptance decreases. The trust that you guys have, chair side, the communication and the relationship that you and your support team have, it builds the trust for the patient. They can feel it.   And when you pass off that information correctly, when you preheat the patient, you pass it off, you guys are in communication, you're in communication with the patient, the patient is like, this is fantastic, like this is going to save my tooth, this is going to get rid of this problem because we're speaking to the problem, the solution and the consequence, right? So what's the problem that we're fixing? And when we're all speaking that same language around the same thing, the patients are like, this is fantastic.   I do need this fixed and your case acceptance will increase. But if you doctors are carrying all the load or if hygienists are carrying the load and the doctors are like, cool story bro, whatever, we're not sharing it, right? We're not sharing the support there. Your case acceptance won't be as high as if those other pieces are in place. So, Brett, I think one of the pieces, speaking to the team that is inconsistent and speaking to the doctor, you pulled out one of my favorite words, control.   Britt (14:45) Hahaha   The Dental A Team (14:45) And I   like to speak to teams and doctors of like, yes, that's a problem. What is, what aspect of control do you have to fix that problem? Cause what happens is in human life in general, we get wrapped up in the problem and we're like, hands in the air. Like I didn't do it. That's on you. And we wait for someone else to fix it. But the reality is we do have some control over it. So doctors creating and forming those habits coming in and being like, Hey, what you got for me?   Instead of barreling in and being like, how's that tooth feeling? Let's look at your x-rays. Your consistency and your habit you form is to come into a room and acknowledge the team first, patient after.   Britt (15:29) love that you brought up consistency, right? And when I'm consistent, right? We're humans of pattern, right? Like we like habits, we like to follow the same pattern. So agree, that's when I am a consistent human and doing things the same way. Then kind of like the control piece, I'm like, then I have more control if I'm consistent that I know that that other person is usually going to follow along for the   part and maybe we've got to have a conversation to clear something up but if they know what they can expect of me and I'm gonna show up for them every single time then it makes life a lot easier and so I think of it that way too like when I'm doing exams with doctors right usually if a doctor is gonna repeat everything I already talked about it's because I didn't hop in soon enough and give them enough of a like rundown of what we already had a conversation about so that's me so if they start doing that then that's a me problem okay I need to   hop in soon enough and make sure I give them a good enough recap of what we've already talked about so they don't need to repeat that conversation. I will tell you guys, doctors, you might have a hard time letting go of these things, but team members, ultimately doctors want to let go of these things and they want you to step up so they can and everything's gonna run much more efficiently when we can do that is when team members are able to take care of as much as they possibly can.   make your doctor's life as easy as possible by teeing them up and making I love it because I'm like, if I am on point in my communication, that doctor is just going to follow me. Even if I don't know that doctor very well, like I could, I've temped in offices before I could go temp in an office. And if I follow the same way I do it every single time, because it leads them right into what's next and what's needed. And then I happen to do my part and they finish it off. I guarantee you within a day of working with a brand new doctor.   I can have them in a flow of how I'm running hands down because I'm doing my part consistently.   The Dental A Team (17:30) Agreed. I totally agree. I've done it. I've done the same thing. I've come as a dental assistant for an office and the doctor was like, this is amazing. I was like, I can't have it any other way because then I don't have control over the timing of the appointment and I'm responsible for your schedule being on time. And so if I allow you the control, you have no idea what time it is, you have no idea what's coming after this appointment. I do I have that information. And I'm responsible. People are going to come to me, right? That's what   this doctor was like, the assistants and the assistants like, well, the doctor and I'm like, well, it's the assistants like assistants, your goal, your job is to ensure that we're running on time and that the doctor has everything that they need. Now doctors, that doesn't mean you get to chat all day and blame it on the assistants. means you've got to follow their lead and you've got to train your assistants in what that needs to look like. And then your assistants train you and how they're going to do it. So you've to find a really great assistant or train a really great assistant to understand that and get it.   They're out there and they're freaking amazing. But the biggest piece there I think to speak to right is the control factor. What can you what aspect of control in this problem do you have? And if the problem is, is your case acceptance is not high enough. It's not always more calls you guys, it might be. But my goal as a treatment coordinator is that I don't have calls to make. So if there are a lot of calls to make, I usually tell practices if you've got a ton of money and outstanding treatment,   That's not actually your issue. Your issue is why aren't they accepting treatment planning? Why are they going on to a list to be called? So if you're like hammering calls, hammering calls, hammering calls, and that's the only thing you're focusing on, you're missing a huge aspect of case acceptance because there's a piece there that's not being hit on. And typically it's like that tit for tat space of like, well, he did this or she did this or hygienist did this, dental assistants aren't stepping up. Like, wait, how can I?   control the narrative and build a habit, form a habit out of this. So how can I get the support from my team? That comes down to I think, Britt, you nailed this of like, what do you want? So doctors, a limited exam, this is the one that gets the most wild because it could be anything. We don't know what the patient's coming in for. What are the three to five things, things of information, pieces of information that you want for every limited exam, right? Are they taking any medication?   Is the medication helping on a scale of one to 10? What does the pain feel like? When did it start? What have you done to try to help it so far? And then caveat, if it's a patient of record, did we diagnose something there, right? So like those are, that's the same thing for all exams. How can my team preheat my patient and support me in that? And then speaking to the problem, going back to the Grand Canyon, you know,   Britt (20:08) I'm sorry.   The Dental A Team (20:23) purse piece there, excuse me, the Grand Canyon piece there is how can we make sure that we're finding that perfect piece and we're not giving too much information overwhelming them and confusing them, but we're not oversimplifying where it's like, you need a phrenectomy and a triple crown and whatever, like these crazy words that they're just like glazed over, yeah, okay, and then we're wondering why they didn't accept, you gotta find that perfect piece in the middle.   Britt (20:40) Yes.   The Dental A Team (20:49) your support team, I think can help find that too. Because Britt, I'm sure there have been plenty of times where you're like, hey, this guy is like an in and out, like he just wants the information and then he'll ask questions. But then you probably had the ones too, where it's like, they want all the details. I've given them a ton. And we're going to pass it off because those ones, right, are the ones that get pretty lengthy.   Britt (21:09) Yeah, and I know right in my personality, I am a detailed person. I like to understand all the things, but that is not everyone. And so surely I need to be aware of that. And then yes, I've got whatever you guys want in your process, right of how we talk about things when we follow the same process, we speak the same language, right? It makes everybody's life a lot easier and it makes us come across also more confident and polished to those patients so that they   understand, believe in, are ready to do the treatment that they need to take care of their oral health. But I think along with that is making sure that we are able to, ⁓ I don't know, just have it be really nice and smooth for that patient and be on point and adjust when needed for personality, right? So like I can identify and see pretty quickly someone who loves the details or I'm like, great, I'm gonna   I'm gonna make sure I give them the why. I still don't wanna spend waste time on unnecessary details, right? But I'm gonna make sure I give them the why. And you're right, my deep personalities, I mean, you guys, worked in Arlington, Virginia for how long? It is a big city and they are movers and shakers and you wanna talk about a straight personality, they've got them. So I'm like, I need to not make this person super annoyed by me. Here's the nuts and bolts. What questions do you have? Doctor will come in and let you know. Like keep it nice and simple.   The Dental A Team (22:33) Yeah.   Yeah, yeah, I agree. think ⁓ these are all great points. I love everything you said, Britt, and coming from a hygienist mindset is perfect because that's doctors like that's what you need. You need a hygienist that's thinking that way too. Like, what does this patient need? How can I help the doctor to be successful in this exam and get that doctor going because a hygienist job, is patient care, education, and keeping on a schedule. And the control factor   a lot of hygienists will throw their hands in the air and be like, you know, I'm late again. Yeah, I'm late, but it's because well, how did how could I have adjusted what I did to ensure that we stayed on time so that that didn't happen? So I totally agree.   Britt (23:14) Yeah, that's where   yeah, guide them you guys at if a doctor feels supported, right, and they feel like you've got it handled to where they can follow your lead for hygienist and assistance. They will do it like again, they they're watching how many columns and you're in charge of one or two, right? So like they've got a lot going on in their head if they can trust that their team is there to take care of them and guide them to the right thing in conversation and   assistance, a great assistant tells the doctor where to go and where they need to be right now. It makes everybody's life a lot easier, most importantly, doctor. And doctor, if your team is not doing that, I would say look at do they know what the expectation is? Do they know what they can do? And then are you allowing them to do it?   The Dental A Team (24:03) Yeah, I think that's a great those are your great action items right there. Like what do want this to look like? Are you allowing them to do that? And what can you do to build those habits between yourself and the team to get those pieces going? So problem solution consequence always you guys that's easy. We all know that make sure you're speaking to the problem more than the solution. And getting that solidified. Make sure that those handoffs are there and that you guys are you guys are getting the information that you want. If you're not then ask for it just build them a template of what   Britt (24:06) you   The Dental A Team (24:32) information you want to get and then make sure that you're using it. You're taking it right. You're not just barreling in and the the team should know like hey grab the doctor's attention right away an introduction allowing for an introduction and the team needing to do an introduction will help save that every single time. So I love this Brett. Thank you. Thank you for doing the Grand Canyon first that you can let us know what it's like. I appreciate you.   Britt (24:55) I'll film.   The Dental A Team (24:57) I appreciate your input on this. You guys go increase your case acceptance. Again, if you're making massive amounts of calls, outgoing calls, try to fill a schedule and try to get the case acceptance, that means something internal prior to the patient's leaving is not working. There's a system, there's a step there that's not being dialed in. So look at the internal systems. Definitely always making calls, never forgetting about that, but the ultimate goal is that there's not calls to make.   Go get higher case acceptance. Britt, thank you so much for being here with me today. I hope you guys enjoyed this content. Listen back, take notes, do whatever you need to do. And as always, message us at Hello@TheDentalATeam.com for any questions, any resources. We are here to help you and go have a killer rest of your day.

In this episode of The Dental Boardroom Podcast, Wes Read, CPA, CFP, sits down with Dr. Bob Marcus to unpack one of the most critical and misunderstood challenges in dentistry: case acceptance.Dr. Marcus—seasoned clinician, educator, and practice management consultant—shares what separates practices that thrive from those that just get by. From mindset to method, he reveals how confidence, communication, and bundling treatment can elevate both patient care and profitability.Together, Wes and Bob explore why many dentists unknowingly sabotage their own case presentations—and how to reverse that by shifting from features to feelings, and from hesitation to leadership. You'll also learn how the financial structure of a practice makes case acceptance not just a clinical skill, but an economic necessity.The Five Steps to Better Case Presentation1. The Care Scale Gauge the patient's investment in their dental health. Ask something simple: “Is it important to you to keep your teeth healthy?” That first "yes" sets the tone.2. Permission Ask if it's okay to share what you've found. This builds respect and reduces defensiveness. “Would you mind if I walked you through what I'm seeing?”3. Consequences Communicate what happens if nothing is done—without fear tactics. Focus on clarity.4. Outcomes Frame your recommendation around benefits. What will life feel like afterward?5. Feelings People remember how you made them feel, not just what you said. Build trust and human connection.Key TakeawaysEthical selling is essential: Private practice requires guiding patients toward smart, timely decisions—not just diagnosing.Comprehensive care creates real value: Don't settle for “cosmodontistry.” Reactive care keeps you busy, not profitable.Confidence is contagious: If you believe in the treatment plan, patients are far more likely to say yes.Track performance: Simple measurement of case acceptance and treatment conversions can spark major improvements.Bundle treatment to boost margins: Fewer appointments, less overhead, and greater financial return—for both you and the patient.Connect with Dr. Bob Marcus www.bobmarcusdmd.com#DentalBoardroomPodcast #CaseAcceptance #DentalPracticeSuccess #PatientCommunication #DentalLeadership #BobMarcusDMD #ComprehensiveDentistry #DentalBusiness #DentistTips #PrivatePracticeGrowth #DentalEconomics

In this 5-Minute Friday, I'm giving you a simple, no-BS way to boost your case acceptance immediately.And no, it's not a new script, software, or gadget; it's doing less. That's right. Less talking, less explaining, less time in the room.The longer you're in that room, the lower your numbers go. Why? Because you're making it harder than it needs to be. Your job is to diagnose, not convince. That's what your TC is for, so trust them, get out of their way, and stop micromanaging.I'll walk you through exactly what to do the next time you step into a new patient consult. From how to enter the room, to how fast you should be out, to why this approach changes everything.You'll even get a little reality check about why you're not as important as you think, and why.Ready to make your life easier, increase case acceptance, and lower your stress? Hit play. Then go do it tomorrow and watch the results speak for themselves.Key TakeawaysIntro (00:00)The longer you're in the room, the lower the case acceptance (00:36)Trust your TC. Do not micromanage (01:19)Five minutes. That's all it should take (02:28)You're not as important as you think you are (03:42)Your job is just not to mess it up (04:42)Additional Resources- Register for the OrthoPreneurs Summit 2025: http://opsummit2025.com/- For more information, visit: https://orthopreneurs.com/- Join our FREE Facebook group here: https://www.facebook.com/groups/OrthoPreneurs

In This Episode:What really drives patients to say yes to care? It's not just treatment plans, pricing, or insurance—it's people. In this thought-provoking episode, consultant and industry powerhouse Debra Nash joins us to break down the human side of case acceptance. Drawing on over four decades of experience, Debra shares how small changes in communication and mindset can create massive shifts in patient behavior, loyalty, and practice profitability. Guest:With over 40 years of experience in the dental industry, Debra Nash is a nationally recognized consultant, speaker, and educator who has helped thousands of practices across the country elevate patient communication, strengthen team leadership, and drive meaningful business growth. Together with her husband, renowned cosmetic dentist Dr. Ross Nash, she co-leads the Nash Institute—a continuing education and training center in Charlotte, North Carolina—where they mentor clinicians and teams committed to delivering exceptional care.Key Points & Highlights:Start with Relationship, Not Rules: Learn why the first 15 seconds of the first phone call sets the tone for trust—and how to shift the conversation from policies to people.Your Beliefs Shape Outcomes: Discover how the internal mindset of the doctor and team—especially around affordability and insurance—can unconsciously influence patient decisions.The Magic Question That Changes Everything: Debra shares one powerful phrase that instantly reframes the treatment conversation and invites patient trust and openness.Financing with Dignity: Why third-party financing should never be positioned as a “last resort”—and how to confidently present it as a tool for empowerment, not embarrassment.Learn More About Weave:Curious about how Weave can transform your practice? Visit us at⁠⁠⁠ getweave.com⁠⁠⁠ to discover more about our services and how we can help you streamline your communications, enhance patient experience, and grow your business.Stay Connected:Don't miss out on any updates or insights. Follow us on social where we share groundbreaking ideas, cutting-edge practices, and insights into the future of healthcare. Connect with us to be part of the conversation that shapes tomorrow's healthcare landscape.Instagram:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠@getweave⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Pinterest:⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠@getweave⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠YouTube:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠@weavecommunications⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠TikTok:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠@getweave⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠Weave⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Happy Practice Newsletter:Join our community of professionals and sign up for the Happy Practice Newsletter. Get access to exclusive tips, tricks, and industry insights designed to help you build a happier, more successful practice. Sign up here:⁠⁠⁠https://tinyurl.com/mw45vjsp⁠⁠⁠

Are you a dental professional struggling to balance exceptional patient care with a thriving practice? Discover the secrets to building genuine relationships and transforming your team dynamics with industry veteran Callie Ward!In this powerful interview, Callie, a Business Development Consultant at Dash Dental Consulting, reveals how miscommunication and a lack of authentic leadership can sabotage your practice's potential. Learn how to move beyond procedures and metrics to truly connect with your patients and team on a human level.Callie's 30+ years of experience shine through as she shares practical strategies to:Boost case acceptance through genuine patient relationships.Reduce team turnover by fostering a culture of trust and communication.Enhance patient experience by prioritizing human connection over transactions.Unlock deeper levels of fulfillment in your dental career.If you're ready to create a practice where both your team and your patients feel valued and heard, this episode is for you. Callie's insights will inspire you to transform your practice, enhance your relationships, and rediscover the joy of dentistry.Don't miss this opportunity to revolutionize your approach to dental practice management! Tune in now and start building a practice that truly resonates.Learn more about Callie Ward and her work:https://dashdentalconsulting.comWe a-DOOR-e our listeners! Find out more about The Mint Door:

Startup practice? Avoid years of chaos by scheduling to productivity from day one. Dr. Bruce Baird shares exactly how to design your schedule, case presentation, and clinical time to maximize growth while minimizing stress.

Dr. Desiree Yazdan utilizes psychology and technology to empower her dental practice to new heights. She gives her best tips for smile makeovers and delivers a value packed episode. Don't miss it! Ladies & Gentlemen, you're listening to "Confessions From A Dental Lab" and we're happy you're here. Subscribe today and tell a friend so we can all get 1% better :)Connect with Dr. Yaz on instagram at @dryazdan and email her at drdyazdan@gmail.comFollow KJ & NuArt on Instagram at @lifeatnuartdental, you can also reach us via email: kj@nuartdental.comLearn more about the lab and request information via our website: https://www.nuartdental.com/new-dentist-contact-form/

A broken tooth, a stack of financing forms, and one patient unsure where to turn. In this episode, we explore how to remove invisible barriers to case acceptance—and why simplifying payment options can change everything.

Wondering how AI is reshaping dentistry—for real? If you've heard the buzz but haven't seen how it translates to your day-to-day practice, this episode is for you. I'm joined by Wardah Inam, the brilliant mind behind Overjet, the AI platform that's helping dentists diagnose with more confidence, improve case acceptance, and finally bring consistency to treatment planning. Whether you're part of a DSO or running your own practice, this conversation will change how you think about tech in the operatory. I sit down with Wardah Inam, CEO and co-founder of Overjet, one of the leading AI companies transforming dental care. With a PhD from MIT and a deep background in AI and healthcare innovation, Wardah shares her journey from being a curious dental patient to pioneering real-time AI solutions for dentists, DSOs, and insurers alike. In this insightful conversation, you'll learn how AI isn't just hype—it's becoming a game changer in diagnostics, treatment planning, and administrative efficiency. Wardah explains how Overjet is making diagnosis more quantitative, improving consistency across providers, and boosting case acceptance with powerful visuals that speak to patients in a way they can understand. Whether you're a solo practitioner, DSO leader, or simply curious about how AI fits into your workflow, this episode is packed with practical insights, future-forward thinking, and compelling reasons to consider the power of AI in your dental practice. What You'll Learn: How Overjet's AI technology is improving diagnostic precision and patient trust Why AI is a powerful tool for increasing case acceptance The surprising story that inspired Wardah to enter the dental field The role of AI in streamlining insurance claims and reducing administrative burden What sets Overjet apart from other dental AI companies The future of AI in dentistry—from auto-charting to real-time claim approvals — Key Takeaways 00:40 Introduction to AI in Dentistry 03:17 Overjet's Role in Dental Care 04:00 Wardah's Journey into Dentistry 06:44 The Importance of Consistent Diagnosis 07:53 AI's Impact on Insurance Claims 10:53 Enhancing Case Acceptance with AI 14:53 The Future of AI in Dental Practices 20:00 Overjet's Unique Features 25:23 Real-Time Insurance Approvals 25:20 Adoption Trends: DSOs vs. Solo Practitioners 28:12 Final Thoughts and Lightning Round — Learn proven dental marketing strategies and online reputation management techniques at: https://www.drlentau.com This podcast is sponsored by Dental Intelligence. Learn more at: https://www.dentalintel.com/ This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more at: https://www.docsites.com/ Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

In this powerful episode of The Dental Boardroom Podcast, host Wes Reed, CPA and CFP of Practice CFO, sits down with the dynamic Stacy Farley—former corporate sales leader turned dental practice powerhouse. Stacy shares her remarkable journey from business and sales into the world of dentistry, specifically her transformational work in her father's full arch dental practice.Together, they explore what it really means to “sell” in dentistry, how to guide patients toward life-changing decisions, and why understanding the real value of treatment is critical for both practice growth and patient outcomes. With proven techniques, real-world stories, and actionable advice, this episode is a must-listen for any dentist ready to boost case acceptance and scale up with full arch treatments.Key Points:Stacy's Background: From business and corporate sales (Jenny Craig/Nestlé) to transforming a leading dental practice.Sales in Dentistry: Why "sales" isn't a dirty word—it's about guiding patients toward better health and confidence.The 4 Core Benefits of Full Arch Dentistry:Emotional Decision-Making: How patients often hit emotional tipping points before committing to treatment—and how to be ready.Patient Communication Strategy: Asking the right questions and reframing value over price.Sales Funnel Breakdown:Unique Selling Propositions (USPs): Why standing out in a "full arch frenzy" market is crucial for private practices.Actionable Tips for Dentists Getting Into Full Arch#DentalPodcast #FullArchDentistry #CaseAcceptance #DentalSales #DentalMarketing #DentalPracticeGrowth #PatientCommunication #StacyFarley #PracticeCFO #DentalLeadership #PrivatePracticeSuccess #DentalBusiness #DentalBoardroom

Step into Dental Unscripted replacing Acquisition Unscripted.Hosts Michael Dinsio and Paula Quinn, alongside industry experts like executive coach Michael Clark with Next Level Consultants. Our NEW CHANNEL breaks down the dental practice ownership journey with raw, real, and actionable insights. From startups to acquisitions to running a successful practice, this podcast covers it all, one unfiltered episode at a time. In this installment, aired March 27, 2025, the trio dives deep into patient financing—a game changer for boosting case acceptance and turning unscheduled treatment into revenue.Why does patient financing matter? Michael Clark, a former CareCredit insider, reveals that 15-20% of patients walk in unprepared to pay, leaving practices with massive unscheduled treatment lists (think $1.2-$1.5 million for a $1 million practice). The team unpacks stats showing 50% of revenue comes from insurance, 35% from traditional payments like Visa or cash, and the critical gap financing fills. They tackle why practices shy away—staff discomfort with money talks, misconceptions about fees (it's a merchant fee, not interest!), and “legacy office managers” pushing risky in-house payment plans that rarely get collected past 120 days. Paula shares her own experience as a practice owner and how she picked and chose when to use financing options, while Mike highlights a $1.6 million practice only offered patient financing just once - in an entire year. The conversation gets practical: offer financing on 100% of treatment plans, lead with multiple options (cash discounts, credit cards, third-party lenders like CareCredit, Covered Care, or Clarity Pay), and let patients choose. Why? Because 25-30% of those who leave without scheduling get treatment elsewhere, and same-day acceptance is dropping. From clear aligners to high-end restorations, financing can elevate care levels—like zirconia crowns over PFMs or premium dentures over basics. Plus, hear a story of a patient swayed by low monthly payments, proving presentation is everything.Now unified under the Dental Unscripted banner (bye-bye Startup Unscripted and Acquisition Unscripted), this navy blue and turquoise-branded show—complete with a big tooth logo—is your go-to for practice management gold. https://dental-unscripted.transistor.fm/0:00 Intro4:26 Why Use Patient Financing7:46 Statistics, and Opportunities in Your Practice13:20 Case Acceptance Rate, Verbal Skills, & Options14:47 Why Offices Are Using Patient Financing20:47 Why patients NEED Financing 25:01 Increase Patient Care Option27:38 Which Financing Companies to Use?Sponsored by Candid Pro, a clear aligner system built for general dentists to drive efficiency and profit, this episode offers a special deal https://candidpro.com/nxlevel. Get an amazing deal and exclusive offer via this link. Subscribe on Apple, Spotify, or YouTube, Rate us, and follow for more. Need help with case acceptance or setting up shop? The team's got you covered. Visit https://nxlevelconsultants.com to find out more on how Michael Dinsio & Paula Quinn can help you with your career as a dentists! 

In this episode of the Thriving Dentist Show, we explore one of the most important—and often overlooked—topics in practice growth: how to increase case acceptance for high-value dentistry. Many dentists are holding back on presenting ideal care due to the fear of rejection or assumptions about what patients can afford. Gary Takacs and Naren Arulrajah break down the psychology behind why dentists hesitate to present ideal treatment and how to create a patient experience that naturally increases acceptance—without feeling like you're “selling.” From photos and websites to new patient calls and follow-up systems, this episode offers practical strategies to grow high-value care while building trust and long-term relationships with your patients. Whether you want to grow your Invisalign, implants, or cosmetic services, this episode will help you take confident steps forward. Listen Now!

In this episode of The Social Dentist, Dr. Desiree Yazdan dives into the essential role that social cues play in enhancing your interactions with patients and increasing case acceptance within your dental practice. This episode is full of insights for you, as a dental professional, looking to foster stronger relationships with your patients and improve your practice's success rates. The core of the episode is dedicated to exploring the concept of social cues in detail. Dr. Yazdan explains that when your patients perceive a sense of safety and trust, they are more likely to accept your treatment recommendations. Listen as she provides actionable advice on how you can achieve this. Dr. Yazdan also underscores the importance of training your entire dental team to effectively use social cues, ensuring a consistent and supportive experience for every patient. Throughout the episode, Dr. Yazdan shares anecdotes and examples to illustrate how subtle changes in communication and environment can significantly impact your patients' perceptions and decisions. She discusses the psychological aspects of patient interactions and how understanding these can lead to better outcomes for both your patients and you as a dental professional. After listening to this episode, you'll want to implement the strategies discussed to enhance your practice and patient relationships. Watch Dr. Yazdan's Make More Money Video - www.dryazdancoaching.com/mdm Book Your Consultation with Dr. Yazdan HERE: www.dryazdancoaching.com/consult Email Dr. Yazdan: DrDYazdan@gmail.com Join Dr. Yazdan's Coaching Waitlist - www.dryazdancoaching.com/waitlist Sign up for Dr. Yazdan's Free Masterclass, How To Get Patients From IG into Your Practice - www.dryazdan.com/newpatients Follow Dr. Yazdan on Instagram - https://www.instagram.com/dryazdan/

In today's world, patients don't just want great dentistry—they want to understand it. In this episode of The Truth About Dentistry, I break down how leveraging technology can revolutionize the way you educate patients, leading to higher case acceptance, better patient trust, and a stronger brand presence both in and out of the office.

The secret to higher production? Better leadership, not just more patients. In this episode, Dr. Spencer Greer shares the biggest lessons he's learned from scaling multiple practices, optimizing production, and keeping teams motivated—even when you're leading remotely. He reflects on the mistakes he made, what he'd do differently, and how partnering with a DSO has helped him step back from ownership stress and focus on a new chapter in his career. Learn what you can do to increase production and become a better leader!Topics discussed in this episode:How sales skills translate to dentistryBalancing leadership between multiple practicesWhy your team isn't motivated (and how to fix it)Common mistakes in remote practice managementTransitioning to DSO partnership and work-life balanceThe power of coaching and professional investmentFind out how you can work with Dr. Spencer Greer at Big Time Dental Producers!Text us your feedback! (please note: we cannot respond through this channel)) Take Control of Your Practice and Your Life I help dentists take more time off while making more money through systematization, team empowerment, and creating leadership teams. Join the DPH Hero Collective and get the tools, training, and support you need to transform your practice: Team and Doctor Training for every aspect of Practice Management Comprehensive Training: Boost profit, efficiency, and team engagement. Live Q&A Sessions: Get personalized help when you need it most. Supportive Community: Connect with practice owners on the same journey. Editable Systems & Protocols: Standardize your operations effortlessly. Ready to build a practice that works for you? Visit www.DentalPracticeHeroes.com to learn more.

This episode delves into the vital role of visual aids in enhancing patient understanding and acceptance in dental practices. We explore various methods and strategies that allow dental professionals to effectively communicate treatment options, ensuring clarity and confidence in patient decisions. • Discussing the cognitive advantages of visual aids in patient care • Sharing creative techniques for using visual aids in the office • Exploring the positive impact of visual aids on patient engagement and trust • Offering insights into common pitfalls of verbal communication • Challenging listeners to create customized visual tools for their practices Create visual aids for better patient understanding and watch your acceptance rates soar! Text us your feedback! (please note: we cannot respond through this channel)) Take Control of Your Practice and Your Life I help dentists take more time off while making more money through systematization, team empowerment, and creating leadership teams. Join the DPH Hero Collective and get the tools, training, and support you need to transform your practice: Team and Doctor Training for every aspect of Practice Management Comprehensive Training: Boost profit, efficiency, and team engagement. Live Q&A Sessions: Get personalized help when you need it most. Supportive Community: Connect with practice owners on the same journey. Editable Systems & Protocols: Standardize your operations effortlessly. Ready to build a practice that works for you? Visit www.DentalPracticeHeroes.com to learn more.

Feeling uncertain after a big dental purchase? You're not alone. This episode unpacks the phenomenon of buyer's remorse, especially regarding dental treatments. We delve into why patients harbor doubts about the necessity of their treatments, the high costs commonly associated with dental procedures, and how these factors can lead to feelings of regret.Throughout the episode, you'll find practical tips that can be easily implemented in your practice to enhance patient trust and satisfaction. Ultimately, addressing and mitigating buyer's remorse not only benefits your patients but also cultivates long-term relationships and encourages referrals. Don't miss this opportunity to improve your practice! Be sure to subscribe, leave a review, and share this episode with colleagues who may benefit from these insights.Text us your feedback! (please note: we cannot respond through this channel)) Take Control of Your Practice and Your Life I help dentists create thriving practices that make more money, require less of their time, and empower their teams to run the office seamlessly—so they can focus on what matters most. Join the DPH Hero Collective and get the tools, training, and support you need to transform your practice: Comprehensive Training: Boost profit, efficiency, and team engagement. Live Monthly Webinars: Learn proven strategies for scaling your practice. Live Q&A Sessions: Get personalized help when you need it most. Supportive Community: Connect with practice owners on the same journey. Editable Systems & Protocols: Standardize your operations effortlessly. Ready to build a practice that works for you? Visit www.DPHPod.com to learn more.

For years, I've been teaching orthodontists about case acceptance, and I can tell you one thing with certainty: trust alone won't get patients to say yes anymore. Gone are the days when simply being a doctor was enough to get patients to start treatment.So, what's the missing piece? You need a closer. Whether it's you or your treatment coordinator, someone in your practice must have the skills to turn interest into commitment. Sales isn't a dirty word but an essential skill to grow your practice and help patients. A soft, ethical sales approach is what separates thriving practices from those struggling with low acceptance rates.In this episode, I break down how to create a high-converting patient experience, how to assess your team's sales ability, and why recording and reviewing your case presentations can transform your acceptance rates. If your practice is bringing in leads but not converting them, you can't afford to miss this.

If you've ever wished your team cared about your practice as much as you do, this episode is a must-listen! Building a successful dental practice isn't just about providing great care—it's about creating a culture where your team takes ownership, works together, and drives growth. To break down how you can make that happen, I'm joined by Craig McVey, Chief Operations Officer and Acquisition Analyst at Mountainside Dental Group. With 18 years in the dental industry and a deep understanding of practice management, Craig shares invaluable insights on leadership, transparency, and team-driven success. In this episode, we cover: Why data transparency is key to a thriving dental practice How team culture and leadership development impact performance The power of profit-sharing to boost motivation and retention How to keep your schedule full and improve case acceptance rates The importance of regular team meetings and how to make them effective The KPIs that matter most for practice growth Craig also shares how Mountainside Dental Group has scaled smartly, empowering team members and creating an ownership mentality without requiring associates to handle management duties. If you're looking for strategies to strengthen your team and grow your practice, this episode delivers real-world solutions.

In this episode, Derek brings back client Dr. Teagan Willes for a follow up episode. Teagan shares how he was able to increase his daily production by 50% by focusing on his personal communication with his patients. There are some great nuggets in here for those of you looking to up your game.  Reach out to Teagan via email: TeaganWilles@gmail.com Connect with us: • Learn more about 1-on-1 coaching • Get access to TLP Academy • Suscribe to The Lifestyle Practice Podcast • Email Derek at derek@thelifestylepractice.com • Email Matt at matt@thelifestylepractice.com • Email Steve at steve@thelifestylepractice.com

Did you know that most dentists are losing out on tax-free wealth without even realizing it?On this episode of the Full-Arch Secrets Podcast, we're pulling back the curtain on a game-changing strategy that's helping dentists:✅ Offer a 5-year patient warranty (without taking on extra risk)✅ Increase case acceptance & patient confidence✅ Build a tax-free financial safety net that grows over timeJoin Chayden Young and Doug Baker as they break down how top dentists are turning warranties into wealth—and how you can too.This is one episode you don't want to miss—and if you know a colleague who could benefit, share it with them!Get Social With DIM: LinkedInFacebookInstagram

Dr. Katie Lee is young but she's achieved many successes, including buying and selling 84 dental practices prior to the midpoint in her life. She discusses how she increases case acceptance, her approach to problem solving, and all the systems she's created en route to building the dental practice of the future. If you are a dentist you do NOT want to miss this episode. Ladies & Gentlemen, you're listening to "Confessions From A Dental Lab" and we're happy you're here. Subscribe today and tell a friend so we can all get 1% better :) Connect with Dr. Lee via email at katie@katieleedds.com Follow KJ & NuArt on Instagram at @lifeatnuartdental, you can also reach us via email: kj@nuartdental.com Learn more about the lab and request information via our website: https://www.nuartdental.com/new-dentist-contact-form/

If you've ever wondered why some patients hesitate to move forward with treatment, you're not alone. Case acceptance isn't just about presenting a treatment plan—it's about understanding the psychology behind a "yes." That's why I've invited the highly respected Debra Engelhardt Nash to the Raving Patients Podcast. With decades of experience in dental consulting and coaching, Debra knows exactly how to help dental teams transform their patient conversations into powerful case acceptance strategies. In This Episode, We Cover: ✅ The key questions that make patients feel understood and ready to commit ✅ Why the front desk team is your best (or worst) case acceptance tool ✅ How to handle the dreaded "Do you take my insurance?" question ✅ Strategies to eliminate financial objections before they even come up ✅ The role of trust, team endorsement, and second opinions in case acceptance With insights from Debra's extensive career—including her experience at the Nash Institute for Dental Learning—you'll walk away with actionable tactics that will immediately boost patient conversions. — Key Takeaways Introduction and Sponsor Acknowledgment (00:47) Meet Deborah Engelhardt Nash (03:32) The Power of Patient Conversations (05:01) The First Phone Call Matters (10:05) Your Front Desk is a Sales Team (11:41) How to Sell Your Practice Over the Phone (12:04) Handling the Insurance Question Smartly (13:26) The Right Way to Discuss Cost (20:53) Why Team Endorsement Boosts Case Acceptance (21:48) The Magic Question to Increase Yeses (23:45) Overcoming Financial Objections (26:34) Introducing Payment Plans Effectively (27:20) Should You Offer Free Consultations? (30:53) Why You Should Record Calls (32:15) Lightning Round Q&A (32:27) Final Takeaways and How to Connect with Deborah (36:46) — Connect with Debra:

The Bulletproof Dental Podcast Episode 383 HOSTS: Dr. Peter Boulden and Dr. Craig Spodak DESCRIPTION Craig and Peter discuss the keys to improving case acceptance in dental practices. They focus on understanding patient emotions, mastering communication techniques, and using visual tools to demonstrate treatment outcomes. The conversation covers effective patient consultations, handling financial discussions, and the importance of adapting communication styles to individual patients. TAKEAWAYS Understanding case acceptance is crucial for dental practices. Effective patient engagement can significantly improve treatment acceptance. Communication strategies should be tailored to individual patient needs. Nonverbal cues play a significant role in patient interactions. Dentists should be proactive in addressing patient objections. Creating a comfortable environment can lead to better case acceptance. Asking for permission to present treatment options can build trust. Tailor your communication style to fit the patient. Patients often view financial discussions through an emotional lens. Confidence in presenting treatment plans comes from believing in the value of the work. Visual aids can significantly impact patient decision-making. Monetizing the patient experience can facilitate acceptance of treatment. Diagnostic wax-ups are a powerful tool for patient engagement. Continuous feedback is essential for improving communication skills. CHAPTERS 00:00 Understanding Case Acceptance in Dentistry 05:54 Setting the Stage for Treatment 08:50 Identifying Patient Motivations 12:00 Effective Communication Strategies 14:59 Visual Tools in Patient Consultations 18:11 Navigating Patient Objections 24:55 Mastering Nonverbal Communication in Dentistry 30:17 The Emotional Aspect of Money in Dentistry 34:29 Building Confidence in Treatment Presentations 36:54 Visualizing Treatment Outcomes for Patients 39:54 Monetizing the Patient Experience 42:05 The Importance of Diagnostic Wax-Ups 43:58 Feedback and Continuous Improvement in Dentistry REFERENCES Bulletproof Summit Bulletproof Mastermind Bulletproof Health Retreat 2025   

In this episode of The Social Dentist, Dr. Desiree Yazdan is here to offer you invaluable insights into enhancing case acceptance in your dental practice. She is revealing her three key strategies to enhance case acceptance. Dr. Yazdan breaks it down into mindset, effective treatment presentation, and follow-up systems. Each of these components plays a pivotal role in the growth and success of your dental practice. Dr. Yazdan stresses that having a positive mindset is foundational. She points out how our attitude can significantly influence how patients perceive the treatment options you present. Dr. Yazdan gives suggestions for getting yourself in the right mindset. Dr. Yazdan also delves into the art of effective treatment presentation. She has valuable advice on effective communication with your patients that you don't want to miss. Dr. Yazdan highlights that follow-up is often where many practices fall short. Dr. Yazdan shows that it's about creating a system that ensures patients feel cared for and valued, and shares suggestions on how to do that. Enhancing case acceptance is not just about business growth; it's about building trust and fostering long-term relationships with your patients, and Dr. Yazdan is helping you do that. Dr. Yazdan's emphasis on mindset, effective communication, and follow-up systems provides a comprehensive approach to achieving success in your practice. Whether you're a seasoned practitioner or just starting out, these strategies are sure to make a positive impact on your journey. Watch Dr. Yazdan's Make More Money Video - www.dryazdancoaching.com/mdm Join Dr. Yazdan's Coaching Waitlist - www.dryazdancoaching.com/waitlist Sign up for Dr. Yazdan's Free Masterclass, How To Get Patients From IG into Your Practice - www.dryazdan.com/newpatients Sign up for Dr. Yazdan's Newsletter - https://dryazdan.com/email Follow Dr. Yazdan on Instagram - https://www.instagram.com/dryazdan/

Are your clinical photos secretly costing you case acceptance and patient trust?You might not realize it, but blurry, mediocre images could be leaving thousands of dollars on the table.In this 5-minute Friday episode, I'm breaking down why exceptional clinical photography is a non-negotiable for your practice. For over 20 years, I've taught orthodontists worldwide how clinical photography boosts patient trust and case acceptance rates.I'll also give a glimpse of the course I created through Orthopreneurs University, designed to train your team (so you don't have to!) and ensure they know exactly how to get the images you need for success.Tune in to increase your case acceptance, elevate patient care, and make photography a powerhouse tool in your practice. Let's stop leaving money on the table and turn consultations into 90% case acceptance.Key TakeawaysIntroduction (00:00)Importance of clinical photography in orthodontics (00:34)Digital co-diagnosis and its impact on your practice (01:22)Financial implications of improving case acceptance (02:23)Training teams in clinical photography through OrthoPreneurs University (03:01)ROI potential from exceptional clinical photography (04:29)Additional Resources- Exceptional Clinical Photography Course Part 1: https://web.orthopreneurs.com/exceptional-clinical-photography-made-easy-details- Exceptional Clinical Photography Course Part 2: https://web.orthopreneurs.com/opu-exceptional-clinical-photography-made-easy-part-2-details- Register for the OrthoPreneurs Summit 2025: http://opsummit2025.com/- For more information, visit: https://orthopreneurs.com/- Join our FREE Facebook group here: https://www.facebook.com/groups/OrthoPreneurs

Are you running on empty while trying to pour into everyone else? Running a dental practice comes with its fair share of challenges—from managing patient care to motivating your team—all while trying to maintain a healthy work-life balance. In this episode of the Raving Patients Podcast, I sit down with Callie Ward, founder of Dash Dental Consulting, to uncover practical strategies that will help you transform your practice and reclaim your energy. With over 30 years of experience in the dental industry, Callie knows firsthand what it takes to create a thriving practice. Whether it's increasing case acceptance, improving team dynamics, or redefining your vision for success, her approach blends expertise with empathy. If you're looking for actionable advice to take your practice to the next level, this episode is packed with insights you won't want to miss. Episode Highlights: Finding Fulfillment in Your Practice: Callie shares how aligning your team's vision with your own can foster a positive and productive practice culture. Balancing Work and Life: Learn Callie's proven methods for creating a practice schedule that works for you—not against you—while building a life you love. Case Acceptance Through Relationships: Trust is everything. Callie explains why connecting with patients on a personal level is the secret to increasing case acceptance. Motivating Your Team: Discover the power of meaningful incentives and how celebrating your team's wins can create a stronger, more cohesive practice. The Role of Purpose: Callie explores why understanding what drives your team members—and giving them opportunities to shine—leads to better outcomes for everyone. — Key Takeaways Introduction and Event Highlights (00:01) Callie Ward's Approach to Dental Consulting (03:02) Aligning Team Vision and Leadership (04:25) Knowing When to Hire a Consultant (05:35) Building Intentional Team Connection (09:40) Effective Incentives and Motivation (12:50) Building Trust for Case Acceptance (18:08) Empowering Teams and Celebrating Wins (21:12) Work-Life Balance for Practice Owners (28:01) Lightning Round Q&A and Wrap-Up (30:27) Connect with Callie and Special Offer (35:00) — Connect with Callie: Website - https://www.dashdentalconsulting.com/ Special Offer: Callie is offering a free month of consulting for those who sign up by the end of February. Visit dashdentalconsulting.com to schedule a consultation and learn more. — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com. This podcast is sponsored by Dental Intelligence. Learn more here. This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here. Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!  

Unlock the secrets to preventing your dental patients from seeking second opinions and ensure their loyalty with essential trust-building strategies. Join me, Dr. Paul Etchison, as we navigate the complexities of patient trust in the dental profession. Discover how addressing patient unease about treatment recommendations can save you from losing valuable clients and referrals. We'll delve into a real-life scenario involving a one-star review, revealing the profound impact of lost trust. Learn five actionable methods to strengthen your rapport with new patients through transparent discussions of their dental history and previous recommendations, setting the stage for increased case acceptance and long-term patient loyalty.Text us your feedback! (please note: we cannot respond through this channel)) Take Control of Your Practice and Your Life I help dentists create thriving practices that make more money, require less of their time, and empower their teams to run the office seamlessly—so they can focus on what matters most. Join the DPH Hero Collective and get the tools, training, and support you need to transform your practice: Comprehensive Training: Boost profit, efficiency, and team engagement. Live Monthly Webinars: Learn proven strategies for scaling your practice. Live Q&A Sessions: Get personalized help when you need it most. Supportive Community: Connect with practice owners on the same journey. Editable Systems & Protocols: Standardize your operations effortlessly. Ready to build a practice that works for you? Visit www.DPHPod.com to learn more.

On today's episode, we welcome the insightful Dr. Summer Kassmel, DSI Black Belt Coach, entrepreneur, and practice owner, to dive deep into the art and science of case acceptance. Mark and Summer explore the critical role of team dynamics, communication, and understanding patient objections in boosting treatment plan success. Dr. Kassmel shares her proven strategies for creating a seamless patient experience, from the first phone call to the exam chair, emphasizing the importance of a unified philosophy of care. Listen in as they discuss the power of team collaboration, the significance of aligning on core health pillars, and how mastering every patient touchpoint can revolutionize your practice. Whether you're looking to improve patient satisfaction or increase profitability, this episode is packed with actionable insights for every dental leader. EPISODE RESOURCES https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast

Achieving 100% Case Acceptance in Dentistry Is 100% case acceptance in your dental practice truly possible? In this transformative episode, we challenge conventional thinking and introduce a game-changing mindset shift that makes this goal attainable—without the stress or pressure.Join host Gary Bird as he breaks down the revolutionary concept of lifetime case acceptance inspired by the late, great dental consultant Greg Stanley. Learn how addressing a patient's chief concern and ensuring their next hygiene appointment can unlock long-term loyalty, referrals, and unparalleled growth for your practice.What You'll Learn in This Episode:     *The paradigm shift to redefine case acceptance.     *Why addressing the chief concern is key to patient retention.     *How lifetime value and patient referrals drive exponential growth.     *Simple, stress-free conversations that build trust with your patients.This episode will not only change the way you think about case acceptance but also transform your team's workflow, patient relationships, and overall practice success. Don't miss out! Like, comment, and subscribe to join the conversation. Share your thoughts below—does this approach align with your practice, or do you have a better way?Connect with our Host Here ⤵️Gary BirdFounder of SMC NationalWebsite: https://smcnational.com/Website: https://thegarybird.com_________We'd love to have your support! Our team has worked hard to bring you insights, inspiration, and strategies to grow your practice through our podcasts. Here's where YOU can help!

This podcast focused on Case Acceptance in the Dental Clinic. We interview Andrew Gibson, North American speaker, on the pearls of creating an environment of trust and reducing fear in the dental exam. Techniques such as body language and co-discovery are discussed.

In this episode, Derek shares his top 5 action items that you can implement today in order to increase case acceptance and monthly production. You won't want to skip this one!   Connect with us: • Learn more about 1-on-1 coaching • Get access to TLP Academy • Suscribe to The Lifestyle Practice Podcast • Email Derek at derek@thelifestylepractice.com • Email Matt at matt@thelifestylepractice.com • Email Steve at steve@thelifestylepractice.com

Are you a dental assistant looking to take your case acceptance and communication skills to the next level? Today's episode is packed with game-changing insights you won't want to miss! Discover how dental assistants can confidently contribute to the case acceptance process, build trust with patients, and create seamless alignment within their practice teams. Sophia Dunkley, a seasoned practice management coach and former dental assistant, shares actionable insights to empower assistants and enhance patient care. Key Points: Why relationship-building is the foundation of case acceptance. Verbal skills and tools every dental assistant needs to empower patient decisions. How to navigate money conversations with confidence and empathy. The importance of training and understanding team dynamics for success. Strategies for effective handoffs between assistants and the rest of the team. Practical tips for creating value and urgency during patient interactions. Connect with Sofia

Eric Vickery and Alex Nottingham JD MBA discuss the vital link between phone skills and case acceptance in dental practices. Eric emphasizes that the phone call is often the first touchpoint a patient has with a dental office and significantly influences their perception of the practice. Resources:Dental Practice Growth Webinar Dental CoachingAll-Star Online Training

In this episode of The Dental Brief, returning guest Dr. Addison Killeen shares his journey of building a thriving dental practice and dives into practical strategies for maintaining growth in today's shifting dental market. He discusses key trends impacting patient behavior, like declining treatment acceptance, and offers actionable tips to improve patient education, financing options, and follow-up systems. Dr. Killeen also reveals the powerful role of patient experience in driving referrals and how simple yet effective operational strategies can enhance practice profitability. Whether you're a new or seasoned dentist, this conversation provides invaluable insights to optimize your practice in challenging times.www.addisonkilleen.com ***** SPONSOR: – Omni Premier Marketing: https://omnipremier.com/dental-marketing/ CONNECT: – Facebook: https://www.facebook.com/thedentalbrief/ – Instagram: https://www.instagram.com/thedentalbriefpodcast/ – LinkedIn: https://www.linkedin.com/in/dental-brief-podcast-564267217 – Patrick's LinkedIn: https://www.linkedin.com/in/pchavoustie/– Youtube: https://www.youtube.com/channel/UCd08JzybKfNH0v12Q9jf50w WEBSITE: – https://dentalbrief.com/

Unlock the secrets to elevating patient communication and boosting case acceptance rates in your dental practice! Join us as we host Dr. Chris Bowman, the innovative founder of Dental Insiders, who blends his expertise in psychology and marketing to revolutionize patient interactions. Discover how his systematic approaches, like the new patient connection interview and trusted advisor consultative sales, can transform your practice by fostering ethical, patient-centered influence that leads to more comprehensive care with fewer patients.Find Dr. Chris Bowman's Course at https://www.gettingyesmasterclass.com/Text us your feedback!Don't miss out on the New Online Mastermind. Lock in Pre Launch Pricing today. click here to take advantage! Check out www.relevanceonlinemarketing.com if you want to get the same great marketing results as Dr. Etch. Mention DPH and get your first month FREE!the DPH Hero Collective will teach you how to work less days, make more money, and achieve the life/work balance you've always wanted by giving you a scaleble business, instead of a job.You will get: ✓Comprehensive Training to level up your team and practice✓Live Monthly Webinars to make sure you are moving forward✓Live Question and Answer Sessions to get you help when you need it✓A Community of practice owners to support and cheer you on✓System and Protocol Documents to Edit, to standardize your operations And Remember, we are actual dentists! At DPH, we don't coach you on anything we haven't personally accomplished ourselves. Visit www.dentalpracticeheroes.com to Learn more.

Rereleasing one of DAT's most popular episodes! Did you know there's a direct correlation between a perfect handoff and your case acceptance? Kiera explains in this episode, sharing perspectives from both doctors and hygienists. Remember the ICRP method? She touches on that, and gives pro tips on upping that case acceptance through handoffs. Episode resources: Reach out to Kiera Tune Into DAT's Monthly Webinar Practice Momentum Group Consulting Subscribe to The Dental A-Team podcast Become Dental A-Team Platinum! Review the podcast Transcript: The Dental A Team (00:05.806) Hey everyone, welcome to the Dental A Team podcast. I'm your host, Kiera Dent, and I had this crazy idea that maybe I could combine a doctor and a team member's perspective, because let's face it, dentistry can be a challenging profession with those two perspectives. I've been a dental assistant, treatment coordinator, scheduler, filler, office manager, regional manager, practice owner, and I have a team of traveling consultants where we have traveled to over 165 different offices coaching teams. Yep, we don't just understand you, we are you.   Our mission is to positively impact the world of dental. And I believe that this podcast is the greatest way I can help elevate teams, grow VIP experiences, reduce stress, and create A -Teams. Welcome to the Dental A -Team Podcast.   The Dental A Team (00:51.246) Hello, Dental A Team listeners. This is Kiera and you guys. Happy day to you. I hope it's a great day. I hope you're having a ton of fun. I just hope you're loving life. I really do. And if it's a rough day, just know I'm giving you a virtual hug. It's going to be all right. Things always work out. I had somebody ask me the other day, said, Kiera, why is life so hard? I said, life is hard because we're not willing to accept that maybe our life looks different than what we were planning on it looking like. It's hard because we're resisting what's actually happening.   I've had that. I've had my whole identity shaken. I've had just some rough, rough things in life. And I think all of us have. I think that that's what makes us human. But I think at the end of the day, when you can look at life and say, you know what? I choose to love life. I choose to be happy. I choose to see the best in this. I choose to accept that life is happening for me and not to me. That's when a perspective changes and all of us have that opportunity. So I hope.   I hope that today is just a good day for you. hope that you choose that perspective to see that life is happening for you and not to you. It's growing you where you ultimately want to grow. It's pushing you. might not feel great, but it's pushing you where you ultimately want to go. All right. That's Kiera just a little like, hey, sending you some love in this world. So today's topic is nothing to do with that.   all about hygiene handoffs and why they're important to case acceptance. Yep. Super sexy, exciting. I hope you're ready. I hope you're just like, yep, let's do this. but hygiene handoffs guys, don't think we realize how much the hygiene department impacts case acceptance. Hi, Jenis, you are awesome. You help us so much. I, you guys, we've done quite a few podcasts around the hygiene department. So today we're going to dive into the hygiene department even more so. And with this hygiene department, first of all, we've done, what would doctor do?   And I just had somebody reach out and ask me, how do we really get this? What would doctor do? We just did a podcast on it. you've got to block it in your schedule. I recommend doing it for four weeks and I recommend doing it case study wise. So round Robin. And if you don't know what the heck I'm talking about, go listen to that podcast, but that's just kind of a follow -up. Somebody reached out, asked me how to do this and then make sure that your doctors. Doctors, I've got to give you a huge tip on this. Please don't try to make our life hard like you did in dental school.   The Dental A Team (03:06.19) We understand that every FMX has about 75 ,000 different treatment plans that you all dentists will create. We understand that. What we need to know in this, what would doctor do exercise is what you normally will diagnose. I understand that that tooth might be a filling. It might be a crown. It might be a root canal. It might be an implant and it might be a bridge. I'm well aware of that, but please doctors for everything lovely and awesome in life, just tell us.   one simple thing that you normally will diagnose. understand you might go rogue. I understand it won't always be perfect and I'm not expecting you to be perfect. What I'm asking is that you give the hygienist and the clinical team an opportunity to feel confident teeing treatment up for you because that's most of the time what you're going to diagnose. We're going to give you a five to 10 % change. That's fine. You still have that, but please, like I said, for everything, holy, lovely, and good in this life, just choose one diagnosis for us.   That's your general go -to diagnosis. We're not putting you in dental school. You're not being graded on the boards. We just need your basic one so we can win and we can teach treatment up for you. Otherwise, if you make it too hard, we say, forget it. We don't want to do this. It's too hard. They're always going to change their treatment plan. They're never going to treatment plan what they, what we think they're going to. So forget it. They can do it all on their exam time. Your case acceptance will be lower. Your patient experience will be lower and doctors, you don't have any help. So that's just my.   I got on a little soap box for you, but I'm advocating for our teams and advocating for our doctors on this one. see both perspectives. So doctors just give us your normal go -to on that FMX. That way we can start to win and help you out as well. So then next is this handoff. We've talked about the I crap handoff. So when doctors come in, we introduce the patient, let them know if they've met them or not. Compliment the patient. They're doing great on their flossing. We give a recap of the treatment we've already discussed. Hashtag teed up.   And we do a personal note. We do it in that exact order as well. Reason being, if I say something personal, the doctor can then pick that up and they have an immediate connection with the patient. Exam time drastically reduces. So those are all things that we've already discussed on other podcasts. Again, if you haven't heard them, go listen to them. Alex is amazing. She links all these in the show notes so you guys can just quickly click on those other podcasts. Shout out to Alex. She's amazing. She's the wizard behind.   The Dental A Team (05:25.994) the keyboard for us that makes all of our show notes amazing and she makes your guys' life real easy. So with that said, next up is going to be these handoffs. So Hygienist giving that really awesome iCrap handoff, sorry it's the worst acronym but you won't forget it, to your doctor when they enter the room. Now some doctors are like, so Hygienist you gotta be on it. I hope you hear me snapping in the background. like, as soon as they walk through that door, you roll into your handoff.   A lot of people say, but cure, I want to go tell my doctor outside of the room. Fine. That's totally fine. You can team up outside of the room, but in front of the patient, you've got to have this handoff. Otherwise doctors got to go through the whole spiel. they've also did with something missed. That patient doesn't know what was being discussed. It brings the patient into the conversation versus the patient just watching the movie versus being an active participant in it. Get your patient to actively be engaged, get them involved in.   Like call your perio numbers out or your probing numbers out, help them co -diagnose with you. Have them look at x -rays with you. Have that patient be an active participant in the procedure versus a passive participant in the visit, if you will. So then doctors and hygienists, two pro tips that we've discussed before is getting them to say yes to you before we even present treatment. So, hey, can I put your bib on? Yes.   Can I lean you back? Yes. Getting them to do it versus saying, okay, now I'll lean you back. Having that patient have autonomy and getting them to say yes throughout your procedure is actually teeing them up to want to say yes for treatment. Psychological guys, I had my whole undergrad in psychology and I love it. And I had a hygienist email me and she's like, Kiera, I tried this. My floor at acceptance is a hundred percent. Rock on. Shout out to you. You know who you are. You emailed me and I loved hearing it. It was so cool. So with that,   Now doctors in the room, we do the treatment plan. Doctor gives a perfect handoff back to the hygienist. All right, it's Kiera. We want to get you back. So doctor is talking to the patient while giving the information to the hygienist. Do you see that triangle? I hope you do. Doctor talks to the patient. That way the hygienist hears what needs to happen. Patient is an active participant versus being just a silent listener. This way we have a perfect handoff. So then doctor gives the perfect handoff. Hey, all right, Kiera. So it looks like we've got some treatment that we want to get done.   The Dental A Team (07:49.762) The great news is you're in good hands and we're going to get your mouth healthy. We're going to do this really easy for you. Doctors, tee up some, some confidence there. Okay. I'd like to get you back in about two weeks. We'll start on that upper right. We'll get that crown and that filling done. I know that was your biggest concern. Don't worry. We'll get that taken care of that way. You can eat again. I'd like to see you back in about two weeks and I'll need about two hours for that appointment. What questions do you have for me? I didn't say, you have questions? I said, what questions do you have for me?   nothing. think I'm good. Fantastic. I can't wait to see you back. You're in great hands. Rachel, are your hygienist? She's going to take great care of you, get you scheduled back for that. Beautiful. Doctor, you did so many great things on that. You told us what they're coming back for. You gave us a timeframe of when they're coming back for it. You told us how much time they need. You edified the hygienist and you gave them confidence that you are a rock star dentist and they're in great hands. High five docs. That is something we need from you. Then we loop. Hygienist, you've just been edified. You've been given the information.   Your job now is to take that information and either schedule right then if you're, if that's your practice protocol or take them upfront with that exact information. This handoff is paramount. I can't tell you when I'm in offices, I sit as a little fly on the wall watching everything go on. I hear this awesome handoff from doctor. I see our hygienist write it down on the route slip or wherever you choose to write it, message it, whatever you choose to do in your practice. I'm big on having something that has to be filled in so we don't miss these boxes.   Then we walk up front and we're like, okay, front desk. Here we go. Cure is ready to go. We'll see you later. Cause you're busy and you're behind and you don't even say anything that doctor just said to you. Darn it. We just lost an opportunity right there. So now the front office is like, okay, we'll see you later. And then they're like, did you get them scheduled back? No, I didn't even know they had treatment. So this handoff hygienist is crucial and you guys are the best of the best of the best at it.   or you're the worst of the worst. It's one of the two. So let's get you to be the best of the best at this. So that's why I like a route slip. That's why I like something that's written. I don't care how you do it. You can use a reusable route slip. You can use a blue note message. I don't care, but it has to be a template of those items. Otherwise it gets messy and sloshy. The goal should be that this patient knows exactly what they're coming back for, when they should come back and how much time they need to come back for. I promise you, if you will do this handoff.   The Dental A Team (10:13.42) and make it your own, that's fine. I don't care how you do it. I don't care. I just care that you get these key pieces in it. If you will do this, your case acceptance will be increased. We won't have patients slipping through the crack and we'll be able to give them the best dental care possible. So then going up front, you literally say exactly what, what doctor said, Hey friend office, this is Kiera. So doctor did find some treatment on her and the great news is she's an awesome hands and doctor's going to do amazing work with her.   Doctor would like to get her back for the upper right for that crown and that filling. That's what she was mostly concerned about. Doctor would like to see her in two weeks for about two hours. I've already got her cleaning scheduled. And Kiera, what questions do you have for me? I've got nothing. Thanks so much. Awesome, Kiera. You are in great hands with the front office. Say their name. They're going to take amazing care of you. And I can't wait to see you back at your next cleaning. Hi, Jenice. You take off and right there front office. Just got the handoff to pick it up to schedule perfectly from there.   So hygienists do this, you edified the front office, you told them that they're great. So you left this patient in great hands. You also re -edified our doctor, reminding them that they're at the best place possible and you gave all the information. So now it's easy to schedule. Hygienists, you are a pivotal piece. You are like a cornerstone in this formula. You're the one who gets the information from the patient to hand off to the doctor. You're the one who gets the information from the doctor to hand off to the front office. You are literally this hinge between doctor, front office, doctor and patient.   you hinge into areas that are pivotal to the patient experience and the patient success. So try it out. Listen back to this podcast, deep dive on it, role play. I can't wait to hear it. You guys are going to do incredible. Hi, Janice. You are paramount and so, so, so valuable in these handoffs. So try it out. Let us know how it goes. And if you guys need help, we do this in practices. We role play it with you guys via zoom or in person and help you guys really dial this verbage in because at the end of the day,   I believe great case acceptance comes from great verbiage. It's all about our confidence and it's about the way we say things, making it easy for patients to say yes. All right guys, as always, thanks for listening. I'll catch you next time on the Dental A Team Podcast.   The Dental A Team (12:22.505) wraps it up for another episode of the Dental A Team podcast. Thank you so much for listening and we'll talk to you next time.  

What if your entire dental team could be your secret weapon to boost case acceptance and patient care? We share why every team member's belief in the value of dental treatments is crucial and how understanding the risks of untreated cavities can turn every patient interaction into an opportunity for improved health outcomes. Gain practical insights on structuring your meetings to maximize productivity and impact, ensuring every staff member grasps their vital role in patient care.EPISODE BONUS: Download the PPT and Verbiage Document HereText us your feedback!Please leave a review on whatever app you are listening on! It only take a moment and would make such a difference to our growth!Join the DPH Hero Collective and take your practice and your life to the next level! Access to over 37 hours of training videos for you and your team. Access to every document, checklist, protocol, and system that Dr. Etchison uses in his practice. Weekly live content, live webinars, office hours, hotseats, group coaching sessions Access to a community of like minded Dental Practice Owners helping each other succeed! At DPH, we don't coach you on anything we haven't personally accomplished ourselves. We provide: One on One Coaching for Doctors, or Doctors and Teams Group Coaching Programs for Teams Minicourses on every practice management topic you need to know Team Coaching for your Front Desk Exactly what you need to level up, whatever level of practice you are at. Visit www.dentalpracticeheroes.com to Learn more, and check out our new 7 Phase OmniPractice Total Team Success Program to learn how to systematize your office, all while creating a leadership team to help you manage it all.

Unlock the secrets to boosting your dental practice's case acceptance with expert insights from Dr. Henry Ernst and Dr. Steven Markowitz. Discover how even the smallest improvements in this area can have profound effects on both your financial success and the quality of patient care. This episode of Dental Practice Heroes is packed with practical tips, including creating a warm office atmosphere and mastering patient conversations to ensure prompt, effective treatment. We delve into the importance of refining treatment planning data and patient interactions to elevate acceptance rates and overall practice health.day!Text us your feedback!Check out www.relevanceonlinemarketing.com if you want to get the same great marketing results as Dr. Etch. Mention DPH and get your first month FREE!Join the DPH Hero Collective and take your practice and your life to the next level! Access to over 37 hours of training videos for you and your team. Access to every document, checklist, protocol, and system that Dr. Etchison uses in his practice. Weekly live content, live webinars, office hours, hotseats, group coaching sessions Access to a community of like minded Dental Practice Owners helping each other succeed! At DPH, we don't coach you on anything we haven't personally accomplished ourselves. We provide: One on One Coaching for Doctors, or Doctors and Teams Group Coaching Programs for Teams Minicourses on every practice management topic you need to know Team Coaching for your Front Desk Exactly what you need to level up, whatever level of practice you are at. Visit www.dentalpracticeheroes.com to Learn more, and check out our new 7 Phase OmniPractice Total Team Success Program to learn how to systematize your office, all while creating a leadership team to help you manage it all.

In this episode of the Millennial Dentist Podcast, I, Dr. Sully Sullivan, continue my conversation with Brett from Digital Doc, diving into patient communication, case acceptance, and the importance of understanding patients' perspectives in our dental practices. We discuss the necessity of acknowledging sales in dentistry and improving our sales skills while maintaining professional ethics. We challenge the misconception of striving for 100% case acceptance, advocating for the presentation of comprehensive treatment plans to enhance patient care. This episode highlights the significance of proper diagnostics, effective verbal skills, and the role of team dynamics in presenting treatment plans. We also stress the importance of letting patients make informed decisions based on risks, benefits, and alternatives. @00:56 Sales @05:10 Low Case Acceptance @08:27 Treatment Process: Communication @12:13 Patient Handoff @15:43 Practice and Leadership   Who is Dr. Sully Sullivan?   Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.   As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.   As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com    Links and Resources Email: MillennialDentist@gmail.com  The Millennial Dentist Website: http://millennialdentist.com/  Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist  Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/   

Struggling to get patients to say yes to treatment? This episode flips the script on traditional dentistry. Ditch the one-size-fits-all approach and discover how to present options based on what truly matters to your patients. We'll break down why the typical problem-solution method falls flat and introduce a new framework with three key categories of treatment. Learn how to build trust and connection before diving into details, and discover a three-part strategy for guiding patients towards informed decisions. Stop feeling like a salesperson - listen in and unlock the secrets to case acceptance that puts your patients at the center of their dental journey.

The right handoff can go such a long way. In this episode, Tiff and Dana break down why handoffs are so important for patients, how handoffs can extend from chairside to checkout, and the best way to know if your practice's communication with patients and each other is working effectively. Episode resources: Reach out to Tiff and Dana Virtual Consulting Subscribe to The Dental A-Team podcast Become Dental A-Team Platinum! Review the podcast

Ever wonder why some dental treatments are immediately accepted by patients while others face hesitation?    Dive into the secrets of preempting and eliminating patient objections in your dental practice with Dr. Dave!   Unearth the Six Pillars of Trust: Discover how strategic communication, emotional resonance, tailored experiences, transparency, competency, and engagement transform your patient interactions and boost treatment acceptance.   From Soil to Bloom: Learn why Dr. Dave compares the treatment acceptance process to preparing a fertile garden, and how you can apply these principles to cultivate a thriving practice.   Eliminate Doubts Before They Arise: Explore techniques to address and remove patient objections even before they surface, ensuring a smoother treatment proposal process.   Tap play now to transform your approach and see your case acceptance rates soar! Don't miss out on these practice-changing insights.   Are you ready to upgrade your practice? Need help implementing the Dentists Ascend Method? Don't miss Dr. Dave's presentation: ‘How to Build a Referral-Centric, High-Profit Dental Practice Without the Team Drama — Even if You're Currently Overwhelmed.‘ This resource is tailored to help you enhance your operations, boost patient referrals, and increase profits while creating a self-managing team. Perfect for any dental practice owner looking to win in today's challenging environment. Check it out now!

Unlock the secrets to transforming patient communication and boosting treatment acceptance with Dr. Chris Bowman's unique insights. On our show, the mastermind behind the Getting to Yes Masterclass joins us, alongside my co-host Dr. Steve Markowitz, to reveal how a nuanced approach to case presentation can revolutionize your dental practice. From the first interaction with a new patient to the final agreement on a treatment plan, we'll guide you through strategies that promise to align your practice's goals with the patients' needs for a harmonious and successful dental journey.Ever wondered why some patients hesitate to follow through with their dental treatments? We tackle this head-on by dissecting the 'new patient connection interview,' a tool that's reshaping how we interact with patients and understand their oral health aspirations. Expect to walk away with a new perspective on pre-empting objections, a chapter straight out of Dr. Robert Cialdini's playbook, and how to mirror the marketing genius of Dan Kennedy to preemptively address patient concerns. It's all about elevating your role from a healthcare provider to a trusted advisor who walks in step with their patients' needs.We wrap up with the pearls of wisdom that can only come from experience; I share business insights, from the savvy hiring techniques that will help you build the dream team to educational resources that have molded my practice philosophy. Listen as we dissect the influence of "Extreme Ownership," dive into the latest on PRF training, and discuss how we can utilize advanced techniques like the LightWalker laser for superior patient outcomes. Dr. Bowman's dedication to continuous growth in dentistry culminates in a generous offer for our listeners, so join us for an episode that's sure to enrich your practice and your approach to patient care. For more information about taking your surgical training to the next level, check out Colorado Surgical Institute or text 970-420-6148 and ask for Chris Richards. Looking for a Dental Specific CPA, Check out www.bullmoosefinancial.com Mention the DPH Podcast and they will waive your $2,000 onboarding fee.DPH Coaching Operational Excellence: Strategies to streamline practice operations for efficiency and growth. Team Building and Leadership: Techniques to build a cohesive team and lead effectively. Financial Management: Guidance on managing the financial aspects of a dental practice for long-term success. Personal Development: Coaching on personal growth to enhance professional performance. Visit www.dentalpracticeheroes.com to Learn more Visit www.ColoradoSurgicalInstitute.com for more information about CE courses and get 10% off as a DPH listener!