Podcast appearances and mentions of case acceptance

On today's episode, Dr. Mark Costes sits down with Roza Ghamari, CEO and co-founder of Healink, for a conversation about AI, patient engagement, and solving one of dentistry's biggest challenges: treatment acceptance. Roza shares her journey from studying computer science and working as a technical lead at Google and Meta to launching a healthcare technology company with her brother, a dentist who saw firsthand how many patients left the office with treatment plans but never returned.   She explains how Healink gives patients secure, interactive access to their treatment information after the visit, helping them better understand their oral health, review pending care, request appointments, and stay engaged without relying solely on manual follow-up calls. Roza also discusses how AI, automation, and smart patient nudges can reduce front office workload, improve reactivation, lower no-shows, and create a more modern, trust-building patient experience. Be sure to check out the full episode from the Dentalpreneur Podcast! EPISODE RESOURCES https://healink.ai https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast

Learn the catalysts for cosmetic case acceptance. Dentists: Use code BOLDT10OFF for 10% off your next cosmetic case (valid through 8/31/2026). Enjoy the episode!Connect with KJ by emailing kj@nuartdental.comConnect with Frank by emailing frank@nuartdental.comLadies & Gentlemen, you are 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 :)Follow KJ & NuArt on Instagram: @lifeatnuartdentalFollow Frank on Instagram: @frank_nuartdentalLearn more about the lab at https://www.nuartdental.com

Your hygienist spends more time with your patients than you do. That makes them one of the biggest case acceptance drivers you have.This episode shows you how to unlock that potential with the right systems, language, and a true doctor-hygienist partnership. Hygiene consultant Janet Hagerman breaks down how to train your team to talk about treatment, the meeting you should be having every month, and the five steps to the perfect handoff.Topics discussed:(00:00) Introduction(02:08) From hygienist to fractional hygiene officer (05:47) Why hygiene is the bedrock of your practice(08:28) Where to start with your hygiene team(13:08) How to have perio conversations with patients(18:30) Getting them involved in diagnosis and treatment(21:01) The monthly meeting that aligns your team(24:05) Disagree without making anyone look bad(26:22) The perfect handoff sequenceDownload Janet's free step-be-step handoff guide: https://janethagerman.com/tpn/c/C2030/docs/DOC-5ComponentsofHandoff-c2030.pdfConnect with Janet Hagerman:Website | https://janethagerman.com/LinkedIn | https://www.linkedin.com/in/janethagerman/Email | janet@janethagerman.comThis episode was produced by Podcast Boutique https://www.podcastboutique.comCheck out the Growth Program Here Join our Newest and Best Coaching Program, Click Here for More InformationTake Control of Your Practice and Your LifeWe help dentists take more time off while making more money through systematization, team empowerment, and creating leadership teams.Ready to build a practice that works for you? Visit www.DentalPracticeHeroes.com to learn more.

You might think the secret to more case acceptance is all about your fees, your marketing, or amazing treatment presentations, but what if it's actually about the way you make patients feel during your conversations? In this episode, Dr. Sasha Rutnam, with over 30 years at the chair (including 25 as a practice owner in Sydney) breaks down why trust and genuine connection are the real drivers behind patients saying “yes” to your recommendations. Dr. Rutnam shares candid lessons from both private practice and transitioning to a DSO model, emphasizing that patients can instantly sense sincerity, and that pressuring them or relying on polished sales scripts only creates distance.Dr. Rutnam explains that quality patient communication is the foundation of everything: retention, referrals, and deep, multi-generational relationships. Using practical, real-world tactics, she details how gentle reassurance, listening to fears, giving patients control, and allowing treatment to unfold at their pace transforms outcomes for both patients and clinicians. She talks honestly about the mental load of delivering complex care, why rushed consults often lead to misunderstandings and complaints, and why separating the money conversation from clinical advice builds trust. Packed with actionable strategies (especially for anxious patients) this conversation will reframe how you approach both new and long-time patients, and why honing your communication can be your most important clinical skill.What You'll Learn in This Episode:The biggest factors influencing case acceptance and why it's NOT just about the treatment plan or priceSigns patients trust your intent (and how they spot inauthenticity)Practical ways to communicate care and earn trust, even with anxious patientsWhy longer and unrushed consults lead to better outcomes and fewer complaintsHow to separate value discussions from financial talks to maintain perceived valueStrategies for handling “I need to think about it” without feeling pushyThe importance of continuity and personal connection, even after team handoffsWhy acknowledging patient boundaries and choices leads to stronger relationshipsKey phrases and behaviors to avoid that can erode patient trustHow investing in communication skills delivers lifelong benefits for your clinical and business successListen now to discover how transforming your patient conversations can set your practice apart and create lasting relationships!‍Sponsors:‍Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketer‍Click here for a special offer!‍CallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Click our link to start a free trial today! https://sta.mx/vz69Click here for a special offer!Guest: Dr. Sasha RutnamCheck out Sasha's Media:Website: https://drsasharutnam.com/Sasha's Book "Dental Patient Communication Made Simple": https://a.co/d/08yyHc0y‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

What if the brainless TV show you watched during dental school was teaching you how high-performing teams actually work?In Day 22 of The Flow Protocol series, Dr. Dave takes you from Whose Line Is It Anyway? to the hidden chemistry inside a dental team that thinks fast, trusts faster, and stops killing good ideas in the huddle.You'll hear:Why improv comedians can teach practice owners something most leadership books missHow one tiny phrase can change the emotional temperature of your teamWhy patients can feel when your team is riffing together instead of protecting themselvesBecause your practice does not need more awkward meetings. It needs a team that can catch the ball, build the scene, and make the next move better.Listen now — this one is fun, weirdly practical, and more profitable than it sounds.━━━━━━━━━Busy isn't the same as Irreplaceable. One fills your schedule. The other protects your time, your income, and the team that has your back.Ten questions. Four minutes. See where your practice is strong, where it is exposed, and what to build next so you can work less, earn more, and be ready for what is coming.Take the Commoditization Threat Assessment: assessment.irreplaceablepractice.com

Cosmetic cases are great for practices and patients, the challenge is they can be expensive. So how do dentists increase case acceptance? One word: Weddings. We'll dive into the opportunities weddings present the dental industry, and discuss a case study Nu-Art did in tandem with Dr. Paula Gould to give a New York bride the smile she always wanted. Enjoy the episode!Connect with KJ by emailing kj@nuartdental.comConnect with Frank by emailing frank@nuartdental.comLearn how dentists can get a brand new Lumina Scanner for FREE via the Denbright Scanner Program 2.0. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Apply⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for your Lumina scanner before it's too late, these will go fast! https://denbright.com/scanner-applyLadies & Gentlemen, you are 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 :)Follow KJ & NuArt on Instagram: @lifeatnuartdentalFollow Frank on Instagram: @frank_nuartdentalLearn more about the lab at https://www.nuartdental.com

What if your case acceptance problem is really a listening problem? On Day 18 of The Flow Protocol series, Dr. Dave explores deep listening as a performance and profit trigger hiding inside everyday conversations. In this episode, you'll learn:  Why “I'll think about it” often means fear, confusion, money stress, or lack of trust  How deep listening helps your team protect timing, clarity, and case acceptance  Where practices lose money when one person hears a concern the next person never uses Listen now to find the listening gap that may be costing your practice production and calmer days.

Join Elevated GP by visiting THEELEVATEDGP.COM   In Part 2 of his conversation with Dr. Melissa Seibert, periodontist Dr. David Wong unpacks why patients actually decline treatment — and it's rarely the money or the dentistry. It's the connection you failed to build. He walks through the soft-skill work that's defined his career: reading where a patient sits on the decision-making scale, designing a separate consultation room so he can sit beside patients instead of across from them, and disarming fight-or-flight by finding common ground fast. He also shares one of the most underrated networking moves in dentistry — joining your local Chamber of Commerce — and how it helped him launch a practice from scratch. The second half pivots to the clinical: ridge preservation as a high-ROI skill for general dentists, how to think about bone graft material selection without getting overwhelmed by terminology, membrane selection for beginners through advanced users, and the specific brands David reaches for day to day. About the Guest Dr. David Wong is a board-certified periodontist and Fellow of the International Congress of Oral Implantologists — the only periodontist in Oklahoma to hold that distinction. He completed his periodontal training at the University of Missouri-Kansas City as chief resident, earned advanced implant and oral plastic surgery credentials from Temple University and the Misch International Implant Institute, and has published in the field of oral plastic surgery. Beyond his clinical work, he has spent his career studying the art of case presentation and patient communication. Chapter Markers Time Section 00:00 Pre-roll: Elevated GP 00:49 Welcome and episode preview 02:14 Why patients decline treatment — the connection problem 04:24 The mistake of trying to build trust in one appointment 05:06 Recommended books and resources on soft skills 06:44 Why David joins mastermind groups outside dentistry 08:35 The Chamber of Commerce — an untapped networking resource 10:41 How the Chamber helped David launch his practice from scratch 11:20 Ridge preservation as a high-ROI skill for GPs 12:30 Honest take on dental photography ROI 13:27 Bone graft material selection — keeping it simple 14:38 Allografts vs. xenografts and the global supply reality 15:18 Membrane selection: beginner, intermediate, advanced 16:19 The handling reality of amnion-chorion membranes 17:19 When primary closure matters 17:53 Non-resorbable / PTFE membranes — when they help, when they hurt 19:04 Subscribe CTA 19:20 The specific brands David uses day to day 20:35 The one thing David has invested most in: case presentation 21:09 Inside David's consultation room setup 23:04 Three resources for learning case presentation Key Takeaways On why treatment plans get declined. When patients say "I'll go home and think about it," dentists default to "they don't value the dentistry" or "they can't afford it." David's argument: the most common reason is that you didn't build trust or form a connection. People will spend $20,000 on a European vacation but not on asymptomatic dental work — that's a comparison about trust and felt need, not budget. Connection is a long game, not a five-minute pitch. New dentists try to close trust in a single appointment. David's reframe: you'll see this patient over years. Foster the relationship as long as it takes, and they will do the treatment — maybe not all at once, but eventually. The "I'm the doctor, you're the patient" model breaks in fee-for-service. Patients in a fee-for-service practice are decision-makers, not compliant subjects. You have to meet them as one. Design the room around the conversation. For any case over roughly $1,500, David moves the patient to a dedicated consultation room and sits side-by-side at a table — not across the operatory chair. He pays attention to where he's seated relative to the patient and the door. He has even recorded his own case presentations on camera and had them coached. The Chamber of Commerce is one of the most underused networking moves in dentistry. Every city has one. Dues are minimal or free. You get a room full of local entrepreneurs — publishers, contractors, surgeons, service providers — solving the same problems you are, just in different industries. When David launched his practice from scratch, the Chamber funded part of his open house, ran his ribbon-cutting, and brought a crowd. Get your CE ROI right. Start with skills that pay dividends immediately — molar endo, ridge preservation/socket grafting. They have low downside (a missed socket graft is no worse than not grafting at all), short learning curves, and you'll actually use them weekly. "Sexy" CE without immediate clinical application sits unused. Keep ridge preservation simple. Don't get lost in the 70/30 vs. 50/50 mineralized/demineralized debate. David teaches just two categories: mineralized cortical bone, or mineralized cortical-cancellous bone. That's it. For membranes, beginners should default to a long-lasting resorbable collagen membrane. The fancier options (cross-linked, titanium-reinforced, amnion-chorion, PTFE) are handling-skill problems before they're outcome problems. Case presentation isn't about "salesy words." It's about reading non-verbal cues, responding appropriately, and conducting the conversation — not delivering the right script. Notable Quotes "It's not necessarily just because they don't want it. It's not necessarily just because of financial constraints. It's because we didn't build the trust. We didn't form that connection." "You're going to see this patient more than one time. Hopefully ten years from now they're still your patient — so you have to foster that relationship as long as it takes." "We'll spend $20,000 on a European vacation. We won't spend $20,000 on dentistry when we're asymptomatic and have no known issues." "You spend all that money [on a photography setup] and you still use your intraoral camera to sell single-tooth dentistry. Good job." "Two, three years later, I am the guy where they're just like, 'Dr. Wong, just take my money and do it.'" "A lot of times dentists think that case presentation is using the right words — salesy words. That's not it at all." Resources Mentioned Books on influence, communication, and mindset Influence — Robert Cialdini Pre-Suasion — Robert Cialdini (the "second one" referenced in the conversation) Vanessa Van Edwards' work (and her courses on the Masterclass app) How to Win Friends and Influence People — Dale Carnegie How We Decide — Jonah Lehrer Books by Jonah Berger The E-Myth Revisited — Michael Gerber As a Man Thinketh — James Allen (~50 pages, mindset) Organizations and programs Your local Chamber of Commerce Local Toastmasters (for speaking) Spear Study Club masters program The Elevated GP (Dr. Seibert's virtual study club) Paul Homoly's case presentation program Clinical products David uses day to day Membrane: Mem-Lok resorbable collagen (BioHorizons) — current default Membrane (when available): OsseoGuard / Ossix Plus (Dentsply Sirona) — currently on hold Bone graft: MinerOss mineralized cortical or cortical-cancellous (BioHorizons) Bone graft (alternate supplier): Symbios mineralized cortical (Dentsply Sirona)

Money talks (and so should your P&L). This week, the guys are getting fiscal. Conrad and Gyi bring in two heavy hitters. First up, Leah Miller, fractional CFO and Founder of Firmly Profits, sits down with Conrad and Gyi at the PILMMA Super Summit and breaks down what your finances actually say about your marketing. The big (and predictable) surprise? Most firms are undercapitalized and under-measured. She and the guys dig into the real benchmarks: what healthy marketing spend looks like (you're probably low), what KPIs a CFO actually cares about, and why doubling your intake means nothing if your average case value is tanking. Consider this Chapter One. Then, Josh Porte from Holland & Knight demystifies the MSO model in plain English in a conversation recorded at Vista Consulting Team's A Seat at the Table event. If you've been nodding along to private equity conversations while secretly Googling "what is Rule 5.4," it's time to get schooled. Josh walks through how money flows between a law firm and an MSO, where the ethical guardrails actually live, what rollover equity means for sellers, and why the management services agreement you sign today might be with you for the next 20 years. Minimum. Advanced material, but we believe in you. Whether you're running a tight PI shop or eyeing an acquisition, this episode is a masterclass in treating your law firm like the business it actually is. No yellow book required.-Want to hear more from our guests? They're on LinkedIn (and they're real people, not AI!): Connect with Leah Miller; Connect with Josh Porte. -We learned so much at A Seat at theTable that we created a page on our website dedicated to it. Listen to all the interviews, and enjoy the enlightening conversations as much as we did: https://lunchhourlegalmarketing.com/private-equity-law-firms-the-mso-guide/ -We are now less than two months away from The Lunch Hour Legal Marketing Summit! Check out our speakers, agenda, and register on our website.-A roaring ‘thank you' to our incomparable sponsors: Juvo Leads, Lawmatics, CallRail, and ALPS Legal Malpractice and Law Firm Insurance! Chapters 00:00 Intro 03:23 Leah Miller: How Much Should You Spend on Marketing? 06:27 KPIs & Metrics CFOs Actually Care About 08:19 Financial Benchmarks for Law Firms 11:13 Brand vs. Non-Brand Spend & Regional Variability 12:08 Borrowing to Grow: Acquisition Financing 14:58 AI, Offshore Staffing & the Impact on Labor Costs 15:55 Modeling Finances Around Big Outlier Cases 17:06 What to Look for in a Fractional CFO 19:00 Josh Porte: Rule 5.4 & the MSO Structure Explained 21:12 Josh's Role at Holland & Knight 21:58 What Makes a Great MSO Transaction 23:24 The Gray Areas: Intake, Case Acceptance & Rule 5.3 25:50 How Money Flows: Fixed Fees vs. Cost Plus (No Revenue Splits) 27:56 Where AI Software Lives in the MSO Structure 29:44  Growth Through Acquisition: The Buy-and-Build Playbook 32:29 Operating Agreements, Non-Competes & Rollover Equity 35:58 Management Services Agreements: Terms & Lock-In 37:05 EBITDA Multiples, Multiple Arbitrage & Equity Value Creation 40:17 PE Fund Timelines & Exit Horizons

What if your patients could see their future smile before committing to treatment? One of the biggest challenges in cosmetic dentistry isn't clinical skill—it's helping patients visualize the outcome. When patients can't clearly picture what's possible, uncertainty often leads to hesitation, delayed decisions, and treatment plans that never move forward. In this episode of the Best Dental Marketing Podcast, I discuss why smile simulations are becoming an important tool for cosmetic consultations and how they can help improve patient communication, confidence, and case acceptance. At Dentainment, we've spent more than 15 years helping dental practices attract more patients, improve conversion rates, and create exceptional patient experiences. One thing I've consistently observed is that patients make decisions with greater confidence when they can clearly visualize the outcome. You'll learn: • Why many cosmetic consultations fail to convert • The psychology behind patient decision-making • How visualization can reduce uncertainty • Best practices for presenting smile simulations • Ways to incorporate simulations into your consultation process • How leading practices are using smile simulations to create a better patient experience Whether you're offering veneers, Invisalign, whitening, smile makeovers, or full-mouth rehabilitation, this episode will provide practical strategies you can implement immediately in your practice. Smile Simulations was created to help dentists better communicate treatment possibilities and improve the consultation experience. To learn more or try your first three smile simulations free, visit https://smilesimulations.com/. For additional dental marketing strategies, podcast episodes, and practice growth resources, visit https://bestdentalmarketing.com/. You can also explore more marketing, website, SEO, and patient acquisition solutions for dentists at https://dentainment.com/. Thanks for listening to the Best Dental Marketing Podcast. #DentalMarketing #BestDentalMarketing #DentalPracticeGrowth #DentalPatientAttraction #DentalMarketingTips #DentalMarketingStrategy #WhyPatientsChooseYou #DentalPracticeSuccess #GrowYourDentalPractice #DentalBusiness #DentalSEO #DentalSocialMedia #DentalMarketingPodcast #DentalMarketingExpert #PatientRetention #DentalBranding #Dentainment #DentalMarketing2025 #AttractMorePatients

Most dental practices are trying to become more efficient. More automation. More systems. More technology. More speed.But in a profession where patients are more skeptical, more distracted, and more willing to shop around, efficiency alone will not make your practice irreplaceable.In Day 8 of The Flow Protocol, Dr. Dave breaks down deep embodiment and why whole-person attention may become one of the most valuable performance advantages in dentistry.In this episode:Why four hours of dentistry can disappear while 40 minutes of paperwork feels endless.How fully present team members catch the hesitation, concern, or unspoken worry that turns a maybe into a yes.Why the future of dentistry will belong to practices that become more efficient without becoming less human.Press play on Day 8 and learn why whole-person attention may be one of the most overlooked profit triggers in your practice.

Your next dollar is not hiding in a new ad campaign. It is hiding inside the business you already built. In this episode, Jimmy Nicholas and Dr. Dustin Burleson pick up where Episode 65 left off. Once you have decided what stays in your business based on principle, the next question is how to make what stays more efficient. The answer: 15 to 30 percent of additional revenue is usually already there, with no new customer required. They walk through five profit levers you can pull this month. LEVER 1 — Database Reactivation Rekindling a relationship costs a fraction of buying a new one. A short, personal "are you still interested" message can restart conversations that ad spend cannot touch. Dustin shares why customers reactivate as far out as 24 months, a pattern visible in public filings from a large direct-to-consumer brand, and why "they are not coming back" is almost always an excuse. The deeper point: reactivated buyers often want to buy differently, so listen to what they are actually asking for. LEVER 2 — Missed Calls and Speed to Lead Almost no one leaves a voicemail anymore, so a missed call is usually a lost sale. The hosts cover AI receptionists, instant text-back, and after-hours coverage, with client examples discussed in the episode including a multi-location group that recovered tens of thousands in a single month from previously ignored missed calls. The principle stays simple: answer the phone, and answer it like a human whenever you can. LEVER 3 — No-Shows and Schedule Gaps You often do not have a lead problem. You have a scheduling problem. Dustin explains how opening hours competitors do not offer, and staggering the team, turned slow days into the busiest ones. Jimmy contrasts that with a real customer experience of a gate coming down at lunch, and how availability alone can win the business. LEVER 4 — Pricing and Case Acceptance Competing on price alone is fragile. Offering good, better, and best tiers reveals price elasticity you did not know you had. The hosts also cover how AI can audit billing and coding to surface revenue that was being left on the table. LEVER 5 — Referral Systems People do not refer good-enough service. Give them an experience worth talking about, and know exactly who your referral sources are. The episode covers why most referrals go untracked, and what changes the moment you start tracking them. The throughline: AI now does in minutes what used to take data scientists and months. The operators who win ask a better question of the customers they already have. Pick one lever. Whichever one makes you lose a little sleep is probably the one to start with. RESOURCES Get the tools referenced in this episode at MomentumInsiders.com: the Hidden Profit Finder and the 5-Word Text Template. Complimentary. Log in and they are waiting for you. COMING NEXT EP 67: Your Team Is the Bottleneck. Why headcount is not the same as capacity, and the one number that tells you which one you actually have. First Friday of next month. ABOUT THE SHOW The Wealthy Momentum Podcast is a monthly first-Friday show where Jimmy Nicholas and Dr. Dustin Burleson go deep on one topic per episode for practice owners and service business operators, with tactical patterns you can implement before the next episode drops. New episodes the first Friday of every month.   To your momentum, Jimmy and Dustin. Get additional resources, scorecards, and working frameworks at WealthyMomentumPodcast.comSubscribe on YouTube: YouTube.com/@WealthyEntrepreneurHQLearn more: WealthyEntrepreneur.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

What if every conversation in your operatory is already telling you where your production is leaking...and you just can't hear it?   In this episode, Jordin McEntire sits down with Danny Bessonov, CEO and co-founder of Avora, to break down why most dental groups are flying blind on case presentation, team performance, and patient experience. Danny shares how ambient AI turns every appointment into real-time coaching data, giving operators visibility into conversations they'd otherwise never hear, and a scorecard for every role that touches the patient. He walks through why case acceptance is a systems problem and not a people problem, and Jordin shares a live result from a DEO member using Avora: case acceptance went from 40% to 78% — with fewer staff than the quarter before.  

Your morning huddle might be the single most expensive 10 minutes in your practice, and nothing on your P&L will ever tell you. Most huddles in dentistry are flat, and that flatness is tanking case acceptance in a way many owners never notice.In this episode, Dr. Dave reveals the difference between a status meeting and a state meeting, and the shift that turns your huddle into the highest-ROI 10 minutes of your day. Listen now, because the patients walking through your door tomorrow will feel exactly what your team felt at 7:48 AM. Fix this one thing and watch what happens to your production numbers.

Dentists, have you ever heard the phrase "winning cures all"? It often applies to sports, but it can apply to your practice as well. How much could you accomplish in your practice if case acceptance was increased in the second half of 2026? We discuss the benefits and methods to achieve that THIS YEAR. Enjoy the episode!Connect with KJ by emailing kj@nuartdental.comConnect with Frank by emailing frank@nuartdental.comLearn how dentists can get a brand new Lumina Scanner for FREE via the Denbright Scanner Program 2.0. ⁠⁠⁠⁠⁠⁠⁠Apply⁠⁠⁠⁠⁠⁠⁠ for your Lumina scanner before it's too late, these will go fast! https://denbright.com/scanner-applyLadies & Gentlemen, you are 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 :)Follow KJ & NuArt on Instagram: @lifeatnuartdentalFollow Frank on Instagram: @frank_nuartdentalLearn more about the lab at https://www.nuartdental.com

When patients don't accept treatment, most dentists assume it's about money — but the real breakdown often happens earlier in the process. In this episode, Kirk Behrendt brings back Dr. Jim McKee to share the five questions that determine whether a patient will say yes and whether you should take the case. You'll learn how to diagnose the real problem, frame expectations, evaluate timing and affordability, and build the kind of trust that prevents conflict in complex dentistry. Listen to Episode 1046 of The Best Practices Show!Main Takeaways:Case acceptance starts when the dentist clearly understands the problem and has a predictable solution.Patients say no when they understand the complaint but don't understand the real diagnosis or why the proposed solution makes sense.Many declined treatment plans are a timing issue in the patient's life, not a fee issue.Affordability often comes down to phasing treatment while clearly explaining the risks, changes, and potential added cost over time.Unrealistic expectations — clinical, financial, or both — are a leading cause of difficult cases and post-treatment conflict.Trust is built by accurate diagnosis, transparent expectation-setting, and having the clinical skills to manage complex problems.You should trust your “spider senses” and be willing to lose the case early rather than getting stuck in treatment you can't deliver predictably.Snippets:00:00 Where the “five keys to case acceptance” came from.00:05 “Checkers vs. chess” patients and why Julie's case changed the conversation.00:07 Why tooth-based solutions fail when the problem is skeletal or joint-based.00:11 Unrealistic expectations and the hidden mismatch between insurance and “perfect” dentistry.00:17 Why “too expensive” is often a timing issue, not the real reason patients delay.00:19 The money question: phasing complex cases without surprising patients later.00:25 The trust question and why sustaining practices are built on relationships, not volume.00:30 How to think through failure points before you start treatment.00:33 Why it's better to lose up front than disappoint a patient mid-treatment.00:38 Where to learn more: online training, hands-on workshops, and a Chicago study club.Guest Bio/Guest Resources:Dr. Jim McKee is a restorative dentist and educator focused on occlusion, TMD, and restorative diagnosis. He is a member of the Spear Resident Faculty. He has maintained a private practice since 1984 in Downers Grove, Illinois, where he treats a wide variety of cases with a focus on predictable restorative dentistry. He is a member of the American Academy of Restorative Dentistry and former president of the American Equilibration Society. He has lectured both nationally and internationally for over 25 years and directs several study clubs. Dr. McKee graduated from the University of Notre Dame in 1980 and earned his dental degree from the University of Illinois College of Dentistry in 1984.Guest Resources Mentioned:Online program through Phelan Dental Seminars: https://courses.phelandentalseminars.com/tmd-pdsAdvanced Occlusion Workshop at Spear Education : https://app.speareducation.com/events/workshops/advanced-occlusionMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

In this episode, Dr. Joyce Kahng shares how she's built a thriving cosmetic dental practice using social media, modern technology, and patient-focused care. She breaks down 3D-printed veneers, AI smile simulations, and strategies to increase case acceptance—while offering insight into branding, consistency, and balancing motherhood with practice ownership.  Episode Highlights: How social media drives targeted patient growth 3D-printed veneers as a flexible, affordable option Using AI simulations to increase case acceptance How to read patients and tailor treatment plans Balancing motherhood and practice ownership through seasons Ready to thrive as a dentist and a mom? Join a supportive community of like-minded professionals at Mommy Dentists in Business. Whether you're looking to grow your practice, find balance, or connect with others who understand your journey, MDIB is here to help. Visit mommydibs.com to learn more and become a part of this empowering network today!

Kiera Dent of Dental A-Team joins Lester De Alwis with one reframe that changes everything: insurance is just a coupon. Practical, honest, and packed with real systems, this episode covers the mindset shift, the 80% psychology rule for case acceptance, and the exact first steps to take before dropping a single plan. Book your free marketing strategy meeting with Ekwa at your convenience. Plus, at the end of the session, get a free analysis report to find out where your practice stands online. It's our gift to you! https://www.lessinsurancedependence.com/marketing-strategy-meeting/   If you're looking to boost your case acceptance rates and enhance patient communication, you can schedule a Coaching Strategy Meeting with Gary Takacs. With his experience in helping practices thrive, Gary will work with you on personalized coaching, ensuring you and your team are prepared to present treatment plans confidently, offer financing options, and communicate the value of essential dental services. https://thrivingdentist.com/csm

Hey Voices from the Bench community! Jessica Love here, sending a shoutout from Utah! If you're passionate about creating natural, beautiful smiles—but want to simplify your workflow without sacrificing aesthetics—this is for you. I'm honored to be part of Ivoclar's development team introducing a powerful new stain and glaze system featuring Structure Paste, IPS e.max Ceram Art. Create stunning depth and lifelike color in as little as one firing. Let's continue to innovate, simplify, and create meaningful change—one smile at a time. CAM has been a major topic lately, and a lot of that conversation keeps coming back to hyperDENT. But instead of just talking about the software itself, it's worth looking at real-world experience. Imagine USA has been using hyperDENT in their own lab for over 15 years. That kind of longevity says a lot—they're not just selling and supporting it, they're relying on it in their own production every single day. That's what really sets them apart. This week's episode brings it full circle as Elvis reconnects with one of the podcast's very first guests, Renata Bundy, now a longtime professor at New York City College of Technology. Along with her are two technicians who represent both sides of the journey—lab owner Roberto Rossi and workflow master Eugene Vega—creating a conversation that dives deep into education, mentorship, and what it really takes to succeed in today's dental lab world. Roberto shares his unlikely path from working sanitation in New York to building a thriving lab, Synergy Dental Studio, over nearly three decades. With a relentless focus on quality, constant improvement, and embracing digital (while still questioning it), he explains how his lab has grown into a tight-knit, high-level operation. Eugene adds perspective from inside the lab, describing his evolution from student to managing daily workflow, highlighting how important environment, mentorship, and work ethic are when transitioning from school to real-world production. Renata ties it all together from the educational side, reflecting on over 20 years of teaching and how the program has evolved alongside the industry—from analog fundamentals to digital workflows—while still preparing students for the realities they'll face after graduation. The group doesn't shy away from the tough truths either: low starting pay, steep learning curves, and the high dropout rate among new technicians. But the message is clear—stick with it, find the right lab, and the opportunity is there. It's a conversation about growth, grit, and the importance of surrounding yourself with the right people—whether that's in the classroom or the lab. And if nothing else, you'll learn that a little Italian lunch might just be the secret to building a loyal team.Special Guests: Eugene Vega, Renata Budny, CDT, TE, and Roberto Rossi.

Patients aren't rejecting you—they're asking for trust. Caitlin and Dr. Andrew break down cost, fear, and “not now,” plus the simplest tech moves that turn objections into yes.

On today's episode, Dr. Mark Costas sits down with Dr. Barry Oulton, The Confident Dentist, to explore the real key to case acceptance—effective communication. Barry shares his journey from running a successful practice to becoming a global coach, driven by both professional success and deeply personal challenges.   He breaks down how understanding patient psychology, NLP principles, and emotional drivers can dramatically improve trust, connection, and treatment acceptance without relying on outdated sales tactics. From future pacing to identifying how patients process information, Barry reveals how aligning communication with each patient's mindset leads to better decisions and stronger relationships. This episode highlights how mastering communication doesn't just grow your practice—it transforms your impact both professionally and personally. Be sure to check out the full episode from the Dentalpreneur Podcast! EPISODE RESOURCES http://www.drbarryoulton.com https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast

Dental A-Team is all about case acceptance. In this episode, Kiera shares how a practice can double its case acceptance in one month (or even one day! She has receipts!). She gives five tactical tips practices can apply today to refine that acceptance and start upping that percentage of "yes." Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: Kiera Dent- Dental A Team (00:00) Hello, Dental A Team listeners. This is Kiera and today is a great day. I hope that you're loving it and I hope that you remember just as a quick little motivational thought for you that what's right is just as available as what's wrong. And I think so often we're looking at what's wrong in my life and why isn't this working versus thinking what's going well, what's right in the world, what's what's and I'm not saying to   belittle, miss sunshine and not see all the things that are really going on. But I do think that what we focus on, we attract and we achieve more of. so practices that are high performing practices that really have great cultures, they're looking for what's right in this world. They're looking for the good, the positive, they're building that. But that does not mean that they're not seeing the things that need to be impacted and fixed. And so I just really want you to, to think about that today as we as we tackle a fun topic, and that's about case acceptance. And if you know me, you know that I'm obsessed about case acceptance and   Today we're gonna go through how to double your case acceptance in 30 days or even just one day. And it's really true. I've done this multiple times. We've taken practices from 50 % case acceptance to 100 % in one day. I have some practices, they know who they are, they listen to the podcast, shout out to them, where we coach their treatment coordinators. And we've been doing this for several years and we've added multiple millions to their practices. We're not quite to the billions, no pressure team. I know you guys like a good challenge, ⁓ but genuinely, and it's through helping.   just people have better lives. And I think about case acceptance and people are like, but you know, case acceptance, Kiera, it's about like money or it's this objection. And I just want to say that realistically, most treatment coordinators, what happens is we accidentally plant weeds in our flower gardens, aka objections in our case acceptance, unintentionally. And I can have the exact same patient, exact same scenario, different treatment coordinator, different result. And so what I found, and this is why I love this, this is where I got my start.   You guys know that I'm obsessed with helping patients and teams and dentists just have their best lives possible. And so really just giving you guys some tips on how we can do this, how you can boost your case acceptance. And these are tactical ways. So like take the recipe today, take this in, apply it. But what I want to say is I believe that case acceptance is a journey and it's not an overnight sensation. And these practices I alluded to, again, they are some of my favorite clients to work with. The team is amazing. They show up, they have grit.   and they recognize that it is always a next level to improve. And so that's why we work together because we are like, I've trained them for years and yet they keep coming back and we keep refining and we keep going to the next level and we keep improving because there's always a next level within case acceptance. And I think when you recognize that and you see that you can actually be an even stronger treatment coordinator. you guys know, Dental A Team, we are obsessed with making your life better. We love to work with doctors and teams. We love to   do it virtually or in person with you and to possibly influence and impact the world of dentistry in the greatest way possible. So I'm so glad you're here on the podcast with us. If you love our podcast, please be sure to like, subscribe, share this with people, leave us a review. I do personally read those reviews and I'm so thankful for you guys. I'm thankful for this community. I'm thankful for ⁓ the, I think just the lives that have been changed. I love meeting you in real life. I love hearing from you in emails. I love.   this community of people. I just love people in general. And so I hope that you know that I just truly love and adore you and I hope that you feel that and if I was in person, I'd give you a giant hug today and tell you that I know you're doing better than you think you are. And they're simple tips. ⁓ I can speak very confidently to case acceptance. I was speaking to a candidate that I'm interviewing and there was this there was this humble confidence about them where   They didn't have to prove anything to me on the interview. was like, Kiera, I've done this. I've done this many times. It's like, I know how to get the winning championship and it's not hard. And I don't say this egotistically. I will say that I do know how to get case acceptance boosted and our team knows how to do this. And I think this is one of the greatest services you can give your patients is helping them say yes to dentistry that's necessary. And so I hope that you feel that what I'm teaching you today comes from very strong.   Experience is not just theories and ideas, but genuinely been there done that done it successfully and I'm here to share that with you So a couple of things is number one. I'm really big on when we are working with this So first steps first I work hard on making sure that we have the right mindset I say mindsets everything So if you think a patient is gonna say no to you You're gonna make yourself correct if you say a patient is gonna say yes to you You're going to make yourself correct. So whichever one it is and to me. I'm like both of those are free   Thoughts are free, words are free. Let's pick the ones that serve us. And I'm going to choose the one of everybody says yes to me. I even have doctors that text me and they're like, remember Kiera how you say this? And I'm like, I genuinely believe it. It's because I believe in my doctors. I believe in what we're doing. And I believe that patients deserve to have the best dental treatment and new doctors and new teams are the ones who are going to give it to them. So I'm not going to let this patient leave me just like I'm not going to let somebody who's looking for a great consultant.   Leave me, I know we are the best freaking consulting company you could ever have. So if you wanna have the best consultant, call me, call our team, let's work with you because you're going to see results and that's what I'm about. So with your office, same thing, you should have that same level of confidence in your practice. You should be able to say, I want these patients, I'm going to help these patients. Now that doesn't mean I take on their problems, but I do believe that mindset is 80 % of the game of case acceptance. So that's step one is we gotta start with that. Doctors, when you walk into the room, I wanna when you put your foot on that threshold, walking in to do an exam,   You come into doctor 2.0, whomever it is, like patients say yes to you. Your job is to give them a very clear diagnosis and to be able to guide them into correct decisions. Words create worlds. What world am I creating for our patients? What am I doing for our patients? Am I helping them see like this is easy to say yes or am I making it so confusing and hard with multiple options? Doctors, I'm calling you out on this. I know you wanna explain everything. You're freaking brilliant, but sometimes that's called confusion. And that makes a patient not wanna say yes to you.   Complexity is the enemy of execution. I'll say that again. Complexity is the enemy of execution. So if you don't have clarity and you don't drive people with clean, concise routes, you can give them the options, but let's talk about, do they want fixed or removable? You've got to be very clear and you've got to be very confident when you deliver. Patients are buying your confidence. So number one, I want you to 1,000 % change your mindset. I don't care what you got to do, who you've got to be, but you've got to start with a correct mindset. And if you will do that, your case acceptance will automatically just with that one thing,   go up and that's between treatment coordinators, team members and dentists. All of us patients love us. They want to say yes to us and we have a moral obligation to help them. Number two, I'm really big on you guys know we have this where we're going to have doctors having great presentations. So I talk a lot about ⁓ child Dini's principles of persuasion and whether you like those or not, that's fine. Words are free. Options are free. Thoughts are free. Take them if you want them and I'm obsessed with this because if I can get a patient in the mindset of saying yes to me,   I've already teed them up into that confidence space. So I recommend doctors when you lean the patient back, you say, can I lean you back? They will say yes. Can I do an exam? They will say yes. This is helping them prime and we're priming them to get them into the mindset to say yes to you. Really, really, really important. And I know you don't want to do this, but guess what? It's very easy. So we have the mindset already there. Then we get them to be saying yes to us. Be very careful treatment coordinators. This does not always apply to you because the last thing I want you to do is do you want to get treatment scheduled? We are not leading them to answers with no.   We are only leading to answers of yes. So if you're going to use a yes or a no, you've got to make sure it's gonna lead to a yes. I do not want you planting them with nos. You've gotta be very careful with this. Then step three is going to be, we do comprehensive exams and we wrap it with the NDTR. You guys have heard me preach about this. This was made up in a practice, I don't know, 10 years ago. Shout out to ⁓ my Tucson practice. I know you listened to this. It was your office because your office manager didn't wanna use a route slip.   So I made up this acronym that has stuck with us for years and it's become one of the bread and butter of dentistry that I use. And I will tell you, you put this into place, you're going to add multiples to your practice. We call it the NDTR, next visit, date, time, re-care. You get those items, you put it in a nice pretty bow, doctors, you do a comprehensive exam, you make sure you don't have too many of them being crazy. Like get them into pretty much where they're onto one solution. If you are my mom or my grandma or my dad or my brother or my sister, whatever it is.   This is what I would recommend for you. If cost wasn't an option, what would you select? You can ask them, what's the most important thing to you? Cosmetic function, cost or longevity. There are ways you can tee people up and then you can guide conversations into exactly what they want. This takes finesse, this takes practice, but ultimately we're after results, we're after the W, we're after helping the most amount of freaking patients that we can, all right? So for you, if you want the W, to me, case acceptance, the way we win is by helping more patients say yes.   If you're a great doctor, I want patients saying yes to you. If you're not a great doctor, I want you to become a great doctor so more patients can say yes to you. That's where we're at. So we've got to wrap our pretty little treatment plan up with the next visit. It's clear. What is our exact next visit? Kiera, I want to see you back for the crown in the upper right. I want to see you back in two weeks. That's the date. And I need about an hour and a half of that. Please, for the love of everything, this is step whatever. I don't know. I think this is step three for you. But I want you to make sure it's very clear and concise because   Complexity is the enemy of execution. If they're walking up of like, don't even know what treatment I'm coming back for. I don't know what I need to come. A crown is gonna take me all day. I can't do that. Your patient is subconsciously planting objections and why they can't say yes to this. But if you eliminate those, like we're clearing the fog, it's very easy. I just need to see you back in two weeks. I need to see you for an hour and a half and we're gonna take care of that crown for you in the upper right and the fillings. Or we're gonna do implants, whatever it is, I don't care.   or like, hey, we're gonna see you in three visits. We're gonna start with the upper right. We're gonna take care of that. Then we're gonna go and do your SRP. And then we're gonna finalize with all the rest of the fillings. I don't care, but make it so clear and simple for them. They don't need it all. And I know we sometimes go, this is where we go from clinical jargon to patient simplicity. Make it simple. When I go in and I'm trying, I remember I was at the van store and this girl was like, so do you want a bag? And I was like, no. Do you want this? Do you want that? Do you want this? I'm like, just like I'm done.   You guys mean far too many questions. I don't even want to come back and talk to you. Like keep it. I don't even want to buy it. And I think we often forget that our patients, while we're trying to educate and explain, and there is a line of that, this isn't their passion. And I say that with the most amount of like love, like, know, I know you care about this so much, but they don't. What they care about is, are you the right person? And how are you going to get me healthy and confident? Now they might have questions that they need answers to. That's okay. But for the bulk, people want to know.   Where am I at? Why does this need to get done? And what are my steps to get it fixed? I was at the jeweler the other day and like, my gosh, it was like, you have these chips, you've got this, you've got this warranty. And I just, I didn't do anything because it was too much. I don't care about jewelry and chips and this like, is my diamond going to fall out or not? And what do I need to do to prevent that? And then they were like, well, it's this amount. And I was like, okay. But the ring didn't even cost me that much to begin with.   So you've got to make sure that it really makes sense to patients in the simplicity. So confidence, number one, you've got that. Words create worlds, you're gonna walk in there. Number two, we're gonna tee them up with giving the yeses. Number three, we're gonna give a very simple NDTR, give it to the patient, make sure it's clear and concise, what is the very next step. It's very clear, very simple for them to go through. And then we take them up to the front office and every person, if they follow this, we use route slips, we have handoffs, I don't care, you can have a virtual.   hand off, I don't care, you can type it in, but we need next visit date, time, so we're all saying the exact same thing. So this patient knows my goal for every practice is that that patient leaves the operatory, walks to the front office, which they should not do, but the visual is there that they walk up and like, hey, Kiera, Dr. Smith wants to see me back in two weeks for a crown and it needs an hour and a half for that. If it is that clear, and I need to schedule my cleaning with Sarah. Do you think that patient's bought in? The answer is yes.   You've already got them like 90 % of the way. Now all we've got to do is deal with finances. Like that's truly it. And sometimes that's not even the issue, but we need to make sure that we have that. Now, step four is schedule first. Put the emphasis and the priority on the schedule. People are like, so we got to do the crowds. It's going to be this amount. No, why are we talking money first? Dentist diagnosed it. We need to get this treatment done.   Why are we sitting here wondering if money is the issue or not? It's not, let's get the treatment done. Let's assume they want to do treatment. Remember, everybody says yes to Why would they the dentist if they don't want to get treatment done? They are here because they want to get their mouth healthy. They don't come here because they're like, well, I'm not gonna do anything with it. I went to the jeweler because I wanted my ring fixed. They made it so hard, I walked out of there because it was too hard for me. If they would have said, Kiera, perfect, your two choices are, we can either do it on warranty and this is how much it is, or if you don't, this is how much the total is.   If they would have just said it that simply for me, I would have probably fixed my ring. But it was all this nonsense that I walked out. So think about your patients the same way. So schedule first, that is our next step. Hey, perfect, so Dr. Smith wants to see you. He wants to see you back in two weeks. You're like, care of my schedule is so booked. Fine, when your schedule and my schedule align, please stop making objections for things that are simple. I need you to get out of your own way on case acceptance.   You sit there and over explain, give too many options, don't think it's good to give them urgency, cause you're like, well, the two is not gonna break. I hear you. But what you're lacking is they're gonna leave your practice, go to Costco, be thinking about cereal and the kids and dance. This is the time that they're dedicating to themselves to get their dentistry done. Be respectful of their time and make them a raving freaking fan. Make it so easy for them. I think about Disney. Disney makes it so easy for me to spend money with them.   It's a mobile app. I don't have to go stand in lines. I have this, I have that. They make it so easy for me to say yes. And my question to you is, are you making it easy for your patients to say yes to you or are you making it so hard that they don't want to? Are you making them so confused? They're like, I don't even know what just happened. With IVF, do you know how many words they talked to me about that I don't even know? But it was like, Kiera, this is your next step. This is the total of how much you'll pay and here are financing options if you need them. Now, the only reason I use that as an example,   is because IVF is about $50,000 per treatment. Just like you're all on excess cases, that is the appropriate time to talk about financing there because not everybody has 50 grand just sitting there, just like in that. But most people usually are okay with one to two to three to five to 10,000 even. Not all the time, and I'm not saying that, but be careful that then with treatment coordinate, and this is the fifth step, is we need to make sure that when we're presenting treatment, we don't assume that it's money. We don't assume it's all these things. It's not, it's your confidence in how you're saying it.   Schedule first, talk money second. Now when we're talking money, we go into it and they're like, but what's it gonna cost? No problem, I'm go over that. You're gonna be super confident. We're gonna make sure we take care of all that. Dr. Smith's super busy and I wanna make sure I reserve that time for you. I have Monday or Wednesday, which works best for you. Control the conversation, make it very simple for them. Make it very, very easy for them. Then after that, what we're gonna do is we present the totals. Here's the total amount. Here's the estimated insurance amount. This'll be your total when I see you on Wednesday.   What questions do you have for me? I want you to be super confident moving forward. I say super confident moving forward. I am guiding them. I am saying what I want them to do. This is all words again are free. Use them. I believe that this patient deserves it the best dentistry and I wanna make it as easy as possible. There was no pressure on it. There was nothing. It is very, very simple. I've told you what you need. We've got you scheduled. Here's the total. What questions do you have? Some people will be like, let's talk about financing.   Absolutely, we've got financing. Do you have savings or do you want to talk about third party financing? I'm not just throwing out my Rolodex because what happens is, and I did this, we were buying bikes. My husband and I were buying bikes back in COVID. And I remember they were like, ⁓ and or you could do this like thing and you won't have any interest. My husband and had the money. We would have paid right then and there, but because they would not stop talking and assume we weren't going to say yes,   They offered financing. And I know a lot of people fight me in the industry on this and like, no, Kiera, you should offer financing. Like that's the way of the world. I am really pro simple equates results. And if I can have simple things, I'm going to get a lot more yeses. So treatment coordination, we're going to have financial options. Make sure you have it. We want to have them immediately. We want to be really, really solid with this. We are going to present all of our treatment there. And then if they are not on a yes, I go past it two times.   If they're still not a yes, I'm gonna follow up with them in two days, two weeks, two months. Follow-up matters. You have got to follow up on this. We need to check in with them. People get busy, they've got questions. Love them. Do this out of love, not obligation. And that might be like my best line for you. Do everything with case acceptance out of love. I told the team the other day, I just imagine when a patient sits with me, I'm giving them a warm hug. And it's like, not an actual one. Please don't get weird. But like, how can I make you...   feel like you are the most important, incredible human being sitting right in front of me and I'm gonna help you get the best dentistry possible and I'm gonna make your day just a little bit better because you happen to be in my world today. That's the direction to come from. Doctors, that's the direction to come from when you're doing your case presentation. Hygienist, this is how we tee it up to our doctors. These are simple little steps and I promise you, if you will do these items, your case acceptance will flourish. If you choose to pick and choose like this as a buffet, it won't grow. It is all of these steps.   consistently every time when we look at the results, we review the results, we see how are we doing and we refine. Case acceptance is about refinement, it's not about perfection. Where am I having that one or two words where I just need to do that, just change it a little bit, what needs to happen? And I promise you, you're going to get it. So if you want help with this or you wanna be like the team where we're adding multiple millions, please, please, please join us. Reach out, Hello@TheDentalATeam.com. But you, your practice and your team.   deserve to have the best case acceptance. You deserve to have patients that love you, that wanna work with you. This is what it's about. They love you. So let them work with you. Make it easy to work with you. Progress over perfection is where it's at. And I am obsessed with this. Just think about it. People are like, well consulting, can cost so much. And I say, if I helped you get one or two more cases closed every single month, we'd pay for ourselves. And you have a fairy godmother on your team.   And you have somebody you can talk to about finances and you have somebody who grows your team and you have somebody who's going to help you with the business side of it. And you're going to have somebody who's way freaking smart in dentistry. And you're going to be able to have access to our entire group. And you're going to be able to come to a mastermind. Like why not? It is that simple. And this is what we do. And this is how we pay for our consulting. Plus give you your life back, plus help you with your patients and make your life incredible. So reach out. Hello@TheDentalATeam.com. And as always, thanks for listening. I'll catch you next time on the Dental A Team podcast.

What if the biggest growth opportunity in your dental practice isn't outside… but already sitting inside your system? In this episode, Dr. Len Tau sits down with Lorie Streeter to unpack the real growth formula most practices overlook. While many dentists chase new patients, Lorie reveals why the true driver of sustainable growth lies in reactivating existing patients, strengthening systems, and elevating the patient experience. From overlooked treatment plans to broken follow-up systems, this conversation dives deep into how practices can unlock hidden revenue, improve retention, and turn everyday patients into raving fans. If you want predictable growth without constantly spending on marketing, this episode is a must-listen.   What You'll Learn Why growth in dentistry is an "inside job" The hidden revenue sitting in your existing patient base How poor follow-up systems are costing practices thousands The real role of patient experience in driving referrals and retention Why marketing alone won't fix growth problems How office managers can become the engine behind practice success Simple ways to improve patient experience starting immediately The importance of listening and clear communication in case acceptance  — Key Takeaways 00:45 Welcome + Episode Introduction 03:20 What Max Assist Does and How It Helps Practices 04:56 Key Features That Set Max Assist Apart 06:50 Growth Is an Inside Job Explained  08:45 The Problem with Follow-Up Systems 11:20 Why Patient Experience Drives Growth 16:29 The Power of the Office Manager Role 19:45 Practical Ways to Improve Patient Experience 25:09 Leveraging Employer Groups for Growth 27:47Patient Retention vs New Patients 28:18 Fixing Follow-Up and Case Acceptance 29:40 One Thing to Change in Your Practice Tomorrow 31:40 Lightning Round   — Connect with Lorie Website: https://maxassist.com/  Email: lorie.streeter@maxassist.com   — 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 CallRail, call tracking & lead conversion software 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!

Links & Mentions: Consult booking link: www.dryazdancoaching.com/consult Email me: DrDYazdan@gmail.com Make more money video: www.dryazdancoaching.com/MDM Follow me for more tips: (@DrYazdan) www.instagram.com/dryazdan and (@DrYazdanCoaching) www.Instagram.com/dryazdancoaching Episode Summary If you've ever thought, “I'm working so hard… why isn't my practice growing faster?” — this episode is for you. In today's podcast, Dr. Yazdan answers one of the most common questions she hears from dental practice owners: What can I do right now to increase case acceptance, improve team efficiency, and grow revenue—without burning out? Inspired by a real coaching conversation inside Systems for a Million Dollar Dental Practice, this episode delivers actionable strategies you can implement immediately. Not next quarter. Not someday. Today. You'll learn how small shifts in communication, systems, and focus can compound into massive results—while making your practice feel lighter, smoother, and more profitable. What You'll Learn in This Episode

Case acceptance slows down when patients don't fully trust the diagnosis or understand the outcomes they're buying—not just the treatment they're paying for. In this episode, Kirk Behrendt talks with Miranda Beason, ACT's Director of Education, about why low case acceptance is often a trust problem and how to fix it with better value communication, co-discovery, and consistent team language. You'll learn what it looks like when practices get case acceptance wrong, what “right” looks like in real conversations, and the specific behaviors and tools that move patients from “let me think about it” to scheduling before they leave. Listen to Episode 1027 of The Best Practices Show!Main Takeaways:Low case acceptance is rarely about price alone and is often rooted in missing trust and value creation.Patient acceptance percentage can look strong even when dollar amount acceptance shows weak commitment to comprehensive care.When practices miss trust-building, patients leave without scheduling, say “let me think about it,” and large plans sit in unscheduled treatment reports.Inconsistent case acceptance between providers often reflects differences in how clearly outcomes, value, and trust are communicated.When teams build trust well, patients ask curious questions, prioritize recommended care, and accept comprehensive plans at higher rates.Co-discovery and co-diagnosis help patients participate in understanding their condition and choosing solutions, which increases trust and commitment.Visuals like intraoral photos and properly oriented radiographs help patients see what you see and reduce confusion during treatment discussions.Snippets:00:00 Metric Monday Kickoff01:55 Why Trust Drives Acceptance04:19 Signs Youre Getting It Wrong05:48 Patient vs Dollar Acceptance07:39 Accountability and Assistants10:05 What It Looks Like Right13:13 How to Improve Today15:01 Tools Visuals and Language16:37 Resources and Wrap UpGuest Bio/Guest Resources:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

In this 5 Minute Friday, I'm breaking down the uncomfortable truth: we obsess over the science of brackets and wires, but most orthodontists have no scientific approach to the part of the practice that actually creates growth—how patients move from interest to “yes.” I'll walk you through the funnel leaks I see everywhere: weak phone conversions, untrained trial closes, TCs who aren't coached on objections, and doctors who accidentally tank conversions by staying in the room too long or saying the wrong thing.And because I'm tired of watching practices bleed opportunity, I'm building something different: a focused event designed specifically to help doctors and key team members master every step of the funnel. If you want to grow ethically, confidently, and with a repeatable system (not “hope”), this episode will light a fire under you—in the best way.Quotes“Sales has science behind it. There are people who've studied this top to bottom and know exactly what gets people to say yes.” — Dr. Glenn Krieger“Do you have a scientific approach from A to Z—from the way you market, to how the phone is answered, to how the exam is handled, to how your TC closes? Or are you just hoping it works?” — Dr. Glenn KriegerKey TakeawaysIntro (00:00)The “A–Z” scientific sales funnel (marketing → phone → lead handling → exam → close) (00:00)Sales has science—proven triggers like scarcity and positioning (01:35)Where orthodontic practices leak: phone scripts, trial closes, consult flow, objection handling (03:24)Doctor behavior that can hurt conversions—and what to rethink (04:08)Why most TCs aren't trained to overcome objections scientifically (04:42)The “Make More Money Meeting” concept + who should attend (05:08)Instant implementation tip: TC sits next to patient when presenting fees (08:00)If “sales” offends you, this isn't your meeting—and that's okay (09:03)Additional ResourcesI've seen firsthand how a scientific sales system can change a practice faster than any new bracket or marketing trend.If you're ready to stop guessing and start building a funnel that converts—from the first call to the signed contract—go check out the meeting I created for this exact purpose at ortho4m.com. Bring the people who touch your funnel (office manager, TC, key front desk). If spots are still open, grab them—because not everyone is going to fit in that room.Register for the Make More Money Meeting: https://ortho4m.com/home - For more information, visit: https://orthopreneurs.com/- Join our FREE Facebook group here: https://www.facebook.com/groups/

Case acceptance is one of the biggest challenges facing orthodontic practices in 2026. In this episode of Ortho Marketing, host Dean Steinman is joined by Shelley Bostrom, founder and owner of Align My Practice to break down what's really causing patients to walk away and how to fix it. Shelley shares practical, real-world strategies to help treatment coordinators and practice owners improve conversions, from structuring consultations more effectively to creating clear next steps and stronger follow-up systems. If your practice is generating leads but struggling to turn them into starts, this episode is packed with actionable insights to help you close more cases and stop leaving revenue on the table.What You'll Learn:The 3 required outcomes every patient should leave a consultation with (yes today, scheduled, or follow-up commitment)Why patients leave without starting treatment — and how to prevent itHow to guide conversations using assumptive language and stronger communicationThe importance of asking the right questions to personalize the consultationProven follow-up strategies, including a multi-touch approach over timeWhy authentic conversations outperform scripted sales approachesAbout Shelley BostromIntroducing Shelley Bostrom, founder and owner of Align My Practice, your ultimate partner in all things orthodontics. With an unparalleled understanding of the industry, Shelley has a knack for developing customized solutions that cater to your unique needs. Her warmth and sincerity make her an exceptional collaborator, as she works hand in hand with each client to help them realize their vision. At Align My Practice, Shelley and her team offer a comprehensive range of services that are designed to supercharge your practice growth, optimize team performance, and maximize your overall success. With Shelley at the helm, you can rest assured that your practice will be in the hands of a seasoned professional who is deeply committed to helping you achieve your goals.Learn more about Align My Practice: https://alignmypractice.comBe our next guest or elevate your practice: https://orthomarketing.com/contact-us/

Case acceptance is one of the biggest challenges facing orthodontic practices in 2026. In this episode of Ortho Marketing, host Dean Steinman is joined by Shelley Bostrom, founder and owner of Align My Practice to break down what's really causing patients to walk away and how to fix it. Shelley shares practical, real-world strategies to help treatment coordinators and practice owners improve conversions, from structuring consultations more effectively to creating clear next steps and stronger follow-up systems. If your practice is generating leads but struggling to turn them into starts, this episode is packed with actionable insights to help you close more cases and stop leaving revenue on the table.What You'll Learn:The 3 required outcomes every patient should leave a consultation with (yes today, scheduled, or follow-up commitment)Why patients leave without starting treatment — and how to prevent itHow to guide conversations using assumptive language and stronger communicationThe importance of asking the right questions to personalize the consultationProven follow-up strategies, including a multi-touch approach over timeWhy authentic conversations outperform scripted sales approachesAbout Shelley BostromIntroducing Shelley Bostrom, founder and owner of Align My Practice, your ultimate partner in all things orthodontics. With an unparalleled understanding of the industry, Shelley has a knack for developing customized solutions that cater to your unique needs. Her warmth and sincerity make her an exceptional collaborator, as she works hand in hand with each client to help them realize their vision. At Align My Practice, Shelley and her team offer a comprehensive range of services that are designed to supercharge your practice growth, optimize team performance, and maximize your overall success. With Shelley at the helm, you can rest assured that your practice will be in the hands of a seasoned professional who is deeply committed to helping you achieve your goals.Learn more about Align My Practice: https://alignmypractice.comBe our next guest or elevate your practice: https://orthomarketing.com/contact-us/

In this special tribute episode, Jeff shares Greg Winteregg's powerful philosophy on why real caring means refusing to back down from what patients truly need. 

In this episode of the Growth in Dentistry podcast, join Steve Jensen as he sits down with Susan Leckowicz, a dental coach with 16 years of coaching experience and 20 years of clinical experience as a hygienist. Susan shares her proven case agreement system that helps practices move beyond simply getting patients to accept treatment, focusing instead on creating genuine agreement and commitment to complete care plans.Listen to the episode to hear more about:The case acceptance vs. case completion gapOptimizing the hygiene visit for treatment planningThe financial agreement systemFollow up and accountability with unscheduled treatmentDriving team buy-in and behavior changePatient communication strategies...and so much more!Connect with Susan by emailing her at susan@dentalcoaches.com. Learn more about Dental Coaches at www.dentalcoaches.com.See a demo of DI and get a $50 gift card: http://get.dentalintel.net/podcast.

If you've ever felt frustrated by patients hesitating or not following through on treatment, this episode is for you. Get ready for actionable strategies to build trust, communicate clearly, and see better results for your clinic and your patients.The Podiatry Business PodcastEpisode 182; Boosting Case Acceptance & Compliance for Podiatrists

Dr. Kris Bano is less than five years out of dental school — and already a partner at Centreville Family Dentistry.In this episode, we break down how he went from new grad at the University of Michigan School of Dentistry to rapidly growing his clinical skills in implants, cosmetic dentistry, endodontics, and full-arch cases — all inside a rural private practice.If you're a young dentist wondering how to:• Choose the right first job (private practice vs. DSO)• Find real mentorship• Grow beyond bread-and-butter dentistry• Increase treatment acceptance• Build skills faster in your first 5 yearsThis episode gives you the mindset shifts and practical strategies to accelerate your career.We also talk honestly about rural dentistry, ownership opportunities, and why communication skills may matter more than clinical skill early on.Part 2 will dive into the partnership journey.Dr. Bano's TikTok: https://www.tiktok.com/@drkrisbano?lang=enDr. Bano's clinical IG: https://www.instagram.com/kbdentistry/Engage with the podcast on Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/dentaldownloadpodcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast TikTok: ⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@dentaldownloadpodcast⁠⁠⁠⁠⁠⁠⁠Haley's Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/dr.haley.dds⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Haley's TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@dr.haley.dds?lang=en⁠⁠⁠⁠⁠

Send a textClick here: Learn More & Register for NPG Iconic ... The Greatest Leadership & Culture  Event Ever Created for Orthodontists  Click here: Schedule an Online Consultation with our Podcast Host and Founder & CEO, of New Patient Group, Brian WrightThank you to our Sponsorshttps://newpatientgroup.comhttps://wrightchat.comIf your bonus plan pays for signatures today but ignores wins tomorrow, you're training your team to abandon your best prospects. We pull back the curtain on a costly flaw hiding in many practices: same-day-only incentives that deflate morale, raise churn, and starve the pipeline. The fix isn't more pressure at the money moment; it's smarter, teamwide incentives that reward consistent follow-up and real conversion over time.We start with the anxiety every owner knows: that hollow feeling when the pending list runs dry. Then we reframe the pending list as a core business asset—inventory you can shape with thoughtful systems. You'll hear a real-world case from a practice where treatment coordinators loved new processes yet felt helpless, because their bonus vanished the second a patient walked out without signing. We show how today's shoppers call five offices, visit three, and need a trust-rich journey across every touchpoint, from the first phone call to the clinical handoff.Next, we map a practical playbook for turning prospects into starts: a steady cadence of calls, texts, emails, and short personalized videos; messages that evolve from education to objection-handling; and micro-commitments that lower friction, like reserving a start date or pre-approving financing. Then we connect process to pay. Instead of isolating the treatment coordinator, we propose a shared pool that rewards overall conversion within 30 to 60 days, with a smaller kicker for same-day signatures. Reception, clinical assistants, and digital intake all share in the outcome because they shape trust long before the contract appears.By the end, you'll have a clear blueprint: treat the pipeline like gold, coach the team to follow through with empathy and precision, and align incentives with behaviors that actually drive starts. Ready to replace guesswork with a system that compounds wins? Subscribe for future deep dives, share this with a colleague who needs a bonus reboot, and leave a quick review to tell us the one follow-up tactic you're adopting this week.

Send a textGuest: Jenn Macdougall, RDALinkedIn: linkedin.com/in/jenn-macdougall-365632b1Website: https://www.overjet.com/email:Bob Piercy - host- phone - 780-965-2232- email - co.travelpodcast@gmail.com- LinkedIn - https://www.linkedin.com/in/robertpiercy/- Website - https://robertpiercy.com- Facebook - https://www.facebook.com/BobPiercyCoTravelPocast - Professional Practice Sales: Dental Office Valuations & Brokerage - https://www.ppsales.com/

Most dentists push for a yes right now. We take a different path and show how planting a clear, respectful seed today leads to an easy yes at the next visit—no pressure, no awkward sales pitch, just a plan the patient helped shape. Using four common scenarios—SRP hesitation, x-ray refusal, cracked teeth without symptoms, and adult crowding—we walk through the exact words, visuals, and boundaries that turn doubt into acceptance.Enjoy the strategies? Subscribe, share with a colleague, and leave a quick review on Apple Podcasts. If you want personal guidance for your team, book a free strategy call at dentalpracticeheroes.com/strategy.  SET UP A CONSULTATION WITH GARY @ LEGALLY MINE CLICK HERE Take Control of Your Practice and Your Life We help dentists take more time off while making more money through systematization, team empowerment, and creating leadership teams. Ready to build a practice that works for you? Visit www.DentalPracticeHeroes.com to learn more.

Send us a textClick here to learn more and register you and your team for for NPG Iconic! Click here to follow The Brian Wright Show PodcastClick here to subscribe and watch on The Brian Wright Show YouTube Station Click here to meet with our Founder/CEO, Brian Wright Thank you to our SponsorsNew Patient GroupWrightChat

In this episode, Michelle Affanato and Malika Azargoon discuss the critical factors influencing case acceptance in dental practices. They emphasize the importance of leadership, effective communication between clinical and front office teams, and the need for training and buy-in from the entire team. The conversation also covers strategies for creating urgency in treatment recommendations and structuring discounts to enhance patient engagement. The hosts encourage practice owners to analyze their case acceptance metrics and foster a culture of confidence and clarity within their teams to improve overall patient care and acceptance rates.

Feeling nervous or unsure with patients is not a permanent problem. Jeff outlines how drilling and practice can turn discomfort into confidence and bring stronger case acceptance to any dental office.  The MGE Communication & Sales Seminars - https://www.mgeonline.com/abc  Free Consultation - https://www.mgeonline.com/free-practice-analysis 

On today's episode, Dr. Mark Costes is joined by Dr. Taher Dhoon and Dr. Dan Briskie of the Colorado Surgical Institute, along with special guest Kate Richards, for a deep dive into the strategies that drive high case acceptance for large treatment plans. They unpack the systems and philosophies that help doctors present complex, high-dollar procedures like full-arch cases, implants, and veneers with confidence and clarity.  From pre-consultation prep and lead grading to in-room communication, rapport-building, and tech that wows—this conversation is loaded with pearls. Whether you're a seasoned surgeon or just getting into larger cases, you'll walk away with actionable tips to increase case acceptance and elevate the patient experience.  Be sure to check out the full episode from the Dentalpreneur Podcast!  EPISODE RESOURCES https://www.coloradosurgicalinstitute.com https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast

Dentists could soon have access to a tool that supplies them with the objective evidence they need to help patients grasp the urgency of recommended treatment. Dr. Robert Kane, DC, DABCT and CEO of Kane Thermal Imaging, joins me on The Patient First Podcast to explain how thermography could forever change the way we communicate with dental patients. Watch this episode to explore some of the surprising oral-systemic connections that thermal imaging reveals and their implications for oral health. I'm Dr. Bryan Laskin—dentist, author, entrepreneur and engineer and advocate of solutions that improve the business of oral care for patients and providers alike. Learn more about thermography: Kanethermalimaging.com Read my new book: UnfairCare.com

In this episode, Lester De Alwis is joined by Joanne Villani, co-founder of PreVu Software. Joanne shares her 35+ years of experience in dentistry and the biggest lessons she's learned about case acceptance. You'll discover why patients say no, how to build trust, and how powerful visuals like smile simulations can boost case acceptance. If you're looking to reduce your insurance dependence and grow your revenue with fee-for-service treatments, this episode is packed with practical insights you can act on right away. Book your free marketing strategy meeting with Ekwa at your convenience. Plus, at the end of the session, get a free analysis report to find out where your practice stands online. It's our gift to you! https://www.lessinsurancedependence.com/marketing-strategy-meeting/   If you're looking to boost your case acceptance rates and enhance patient communication, you can schedule a Coaching Strategy Meeting with Gary Takacs. With his experience in helping practices thrive, Gary will work with you on personalized coaching, ensuring you and your team are prepared to present treatment plans confidently, offer financing options, and communicate the value of essential dental services. https://www.lessinsurancedependence.com/csm/ 

Are you ignoring a crucial part of your practice? In this episode, we're talking about the front desk. It's one of the most overlooked areas in dentistry, yet can also make or break case acceptance and production. Tune in to learn how to train your front desk to talk money, close treatment, and follow up the right way!Topics discussed:Why training is crucial for front deskDo you need a treatment coordinator?Key factors to closing treatmentFollow-up systems that boost case acceptance treatmentHow to coach your team and set them up for successThis episode was produced by Podcast Boutique https://www.podcastboutique.comTitle Options:The #1 Case Acceptance Bottleneck Dentists IgnoreYou're Losing Cases at the Front Desk — Here's How to Fix ItStop Ignoring the Front Desk (It's Costing You Thousands)How to Train Your Front Desk So Patients Say YesThe Front Desk Training Every Dentist Skips (And Pays For) Learn how to make more money on less days!  Register for the 3 Day Virtual Practice Freedom event at https://www.dentalpracticeheroes.com/freedom  GRAB THE FREE PLAYBOOK HERE - Discover 30 proven strategies top-performing dentists use to increase profits, cut clinical days, and finally enjoy the freedom they originally built their practices for.https://www.dentalpracticeheroes.com/playbookTake Control of Your Practice and Your Life We help dentists take more time off while making more money through systematization, team empowerment, and creating leadership teams. Ready to build a practice that works for you? Visit www.DentalPracticeHeroes.com to learn more.

In this episode of the Growth in Dentistry podcast, host Steve Jensen sits down with Olivia Smith from OS Dental Consulting to tackle one of dentistry's most persistent challenges: improving case acceptance. With case acceptance rates trending downward across the industry, Olivia shares her expertise from working with over 100 practices to reveal the real barriers preventing patients from saying yes to treatment—and how to overcome them.We discussed:Industry trends: Declining case acceptance ratesCommon Barriers to case acceptanceThe importance of comprehensive presentationTeam member rolesFinancial conversationsLab case management…and so much more!Guest Bio: Olivia Smith is the founder of OS Dental Consulting and has been in dentistry for over 11 years. With a background in marketing and business management, she has worked with over 100 practices across the country and spent the last 7 years coaching practices to improve their systems, case acceptance, and overall growth. Olivia specializes in helping practices identify barriers in their patient journey and implementing systems that lead to 15-20% increases in case acceptance.Connect with Olivia at olivia@osdentalconsulting.com or visit her website, www.osdentalconsulting.com. See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

DON'T MISS the dental event of the year, November 7-8. Nowak Dental Supplies (https://www.nowakdental.com/) is hosing NOLA Lab Fest (https://www.nolalabfest.com/) in New Orleans, Louisiana. Head over to nolalabfest.com to see the line up and to register. A HUGE thanks to Aidite North America (https://www.aidite.com/) for hosting the podcast at their booth. Come find us and be on the podcast! This week, Elvis and Barb sit down with Lori Margiotta, the founder of Bookkeeper for Dentists (https://bookkeeperfordentists.com/), to talk about how labs and dental offices can grow together by focusing on one key number: case acceptance. Lori shares her journey from high school “recall girl” to practice manager, lab sales rep, and now consultant helping dental offices understand their business metrics. She breaks down how labs can help their clients track simple data like lab expenses and unbooked treatment to reveal hidden opportunities. With decades in the dental industry, Lori shows that when dentists increase their case acceptance, everyone wins — including the labs. From real-world examples to actionable advice (and a few laughs along the way), this episode is all about bridging the gap between the front desk and the bench. Check out Lori's On Demand Webinar: Want More Cases? Just Ask This One Question https://us02web.zoom.us/webinar/register/WN_xNRsVE85Ql6PNa-weLkhPw Looking for a way to unlock the full potential of your digital dentistry workflow. Take it from Elise Heathcote, associate manager of digital services with Ivoclar. This is all about the Cam Academy. They have a new in-person training experience designed specifically for dental technicians. This hands-on course explores the full potential of programmable Cam software, helping you take your digital workflow to the next level. Learn directly from Ivoclar experts, refine your skills and bring new precision and efficiency to your lab. Cam Academy is more than a course. It's your next step in digital excellence. To reserve your spot, visit the Ivoclar Academy website (https://www.ivoclar.com/en_us/academy/learning-opportunities?page=1&offset=12&filters=%5B%7B%22id%22%3A%22dateRange%22%2C%22selectedLowerBound%22%3A%222021-12-09T07%3A30%3A45.534Z%22%2C%22selectedUpperBound%22%3A%222022-06-09T06%3A30%3A45.534Z%22%7D%2C%7B%22id%22%3A%22type%22%2C%22advancedFilter%22%3Afalse%2C%22values%22%3A%5B%22In-house+trainings%22%5D%7D%5D) or contact your local Ivoclar sales representative today. Special Guest: Lori Margiotta.

TBone breaks down Nike's $51 billion success secret and shows exactly how to apply their "sell the transformation, not the product" strategy to dental case presentations. Learn the 3-step framework that's helping dentists double their implant acceptance rates without changing fees or adding new equipment. Key Takeaways The Nike Principle: Stop selling procedures, start selling possibilities and life transformations Features vs Benefits vs Outcomes Framework: Move beyond "what it is" to "how it transforms their life" The 3-Step Case Presentation: Outcome (what they want) → Path (how you'll deliver) → Support (why it's safe) Truth Bomb Quote "Patients don't say no to implants. They say no to how you're selling them." Resources Mentioned Tooth Replacement Therapy Program - Live patient implant training 3D Dentists Pro Community (Free) TBoneSpeaks.com Call to Action Join the 3D Dentists Pro Community for free frameworks, behind-the-scenes insights from practicing dentists, and connect with dentists who are evening the odds.

Dr. Bruce Baird sits down with Dr. Jackson Bean to explore why “calibration” is essential if you want consistent diagnostics, strong associate training, and long-term patient trust. Together, they reveal how practices can break free from insurance-driven thinking and align entire teams around true clinical judgment.

Dr. Bruce Baird and Dr. Wade Kifer reveal how trust, risk-based diagnosis, and consistent team alignment deliver care that patients say yes to, beyond PPO limits.  

Dr. Bruce Baird reveals how shifting responsibility back to patients through education and clear communication frees dentists from unnecessary stress and builds a stronger practice.

Dr. Bruce Baird shares how preparing patients for potential failures—before they happen—reduces stress, builds trust, and strengthens referrals.

Do you ever wonder why some dental practices struggle with case acceptance—even when the clinical work is top-notch? Often, the real issue starts long before the patient ever sits in the chair. The truth is, your front office team may be unintentionally sabotaging big cases without even knowing it. From missed opportunities on the phone to using the wrong words with potential patients, these small mistakes can cost you thousands in lost revenue. In this episode, we break down why your patient's buying process begins the moment they call your practice—and how training your front office team could be the single most important investment you make this year. You'll learn how to turn phone calls into powerful first impressions, frame conversations around benefits instead of fear, and set the stage for case acceptance before the consultation even begins. @02:21 – Are You Training the Wrong Team Members First? @03:59 – Why the Front Office Call Is Your True First Impression @09:44 – Why Dentistry Has Changed and How to Adapt @15:43 – Talking About Price Without Losing Patients @26:42 – Winning the Case Before They Step Inside Connect with Dr. Tarun Agarwal,DDS LinkedIn : https://www.linkedin.com/in/tbonespeaks/ Facebook: https://www.facebook.com/tbonespeaks Tiktok: https://www.tiktok.com/@tbonespeaks Instagram: https://www.instagram.com/tbonespeaks Who is Dr. Tarun Agarwal? Dr. Tarun Agarwal, DDS is considered one of the top dentists in the country. He is a recognized speaker, author, and dental leader. He has been featured on CBS, NBC, ABC, FOX, and News 14 Carolina. Dr. Agarwal has been awarded '40 under 40' Business Leaders by the Triangle Business Journal. He is regularly invited to teach other dentists around the world and recently built a training center within the practice dedicated to sharing his expertise. Most importantly he is a dedicated father of three wonderful children. His biggest accolade was being voted 'Best Dad in the World' by 2 of his 3 kids.