Aubrey and I just got back from the Yankee Dental Meeting in Boston, where I had the opportunity to speak and connect with so many incredible dental professionals.
We also had an exhibitor booth, which gave us the chance to meet Drs and team members and talk about the real challenges happening in practices right now.
One topic that came up again and again? Helping patients move forward with treatment—especially when finances feel like a roadblock. This month, we're focusing on strategies to make affording treatment possible for patients. This includes building trust in the need of treatment, presenting options with confidence, or making financing solutions clear and accessible, there are ways to help patients see the value of their care without feeling overwhelmed. Let's dive in!
Insight of the Month
Prices on everything—from eggs to gasoline—are rising, and dental care is no exception. On our recent Doctor Power Call, we discussed fee increases and how to respond when patients comment that treatment feels expensive. The key? Acknowledge their concern rather than justify the cost. Instead of defending your fees, try responding with, "I understand. What did you think it was going to cost?" This question helps iuncover their expectations and opens the door to a productive conversation about making treatment work within their budget. From our doctor community, here are key takeaways to help patients feel confident moving forward with treatment.
- Trust is everything. Patients need to trust you as their doctor before they feel comfortable making a financial commitment.
- Keep it simple. Let them know you use the best materials and take the time to customize their treatment, but don’t overwhelm them with details—unless they have an engineer’s mindset and want more specifics.
- Show, don’t just tell. A powerful way to help patients understand the need for treatment is by taking a photo of a healthy tooth and placing it next to their damaged tooth. Seeing the difference makes the problem real and the solution more urgent.
Finally, offering flexible payment options allows patients to move forward with necessary care without feeling financially overwhelmed. When they see that treatment is possible, they're far more likely to say yes.
Training Success Story
Dr. Manrique and his team at Everlasting Dental Care have been working through our Crush the Call NP Phone Training Bootcamp, and their training is already paying off in a big way. Recently, a patient called 6 different offices before making a decision. What made him choose Everlasting Dental Care? How he was treated on the phone.
Officer Manager Daniela made him feel welcomed, listened to his needs, and––most importantly––helped him see that treatment was possible by discussing financing options upfront.
This patient didn't have insurance, and Dr. Manrique's office wasn't the least expensive option. But none of that mattered––because he felt cared for. That trust led him to move forward with a comprehensive smile plan, including an extraction, bone graft, scaling and root planing, and implant treatment––all on his first visit. This sucess is a perfect example of how the right phone conversation can change everything. When patients feel welcomed, heard, and supported in making treatment affordable, they say yes to the care they need. Well done, Dr. Manrique and team!
Dr. Testimonial
Dr. Zane Broome, a dentist in Jaffrey, New Hampshire, has been working with Dental Coaches since 2018, and the transformation in his practice has been night and day.
One of his biggest frustrations was managing accounts receivable, with nearly half a million dollars in uncollected AR at one point. Through our coaching, he shifted his practice from an insurance-driven model to a cash-based system, eliminating the stress of chasing payments. Now, patients pay upfront, allowing him to offer discounts for cash payments while maintaining a healthy, financially stable practice.
Beyond financial improvements, Dr. Broome has also regained work-life balance and energy. He now routinely takes six weeks off while still running a successful, stress-free practice.
“There was a point where I didn’t even want to open the office door. Now, I’m excited to go to work every day.”
His advice to other dentists? Get a coach.
“You can’t get to where you’re going without a really good coach. They’ll see things in you and your team that you can’t—and help you grow.”
Watch Dr. Broome’s full testimonial here.
Tip of the Month
When a new patient calls asking about insurance or the cost of treatment, take the opportunity to share your flexible financing options—making it easier for them to move forward with care. Try saying: "Many of our patients take advantage of our flexible payment options."
By presenting payment plans as a common choice, patients feel more comfortable and confident scheduling their visit. Whether over the phone or in the office, making payment options clear from the start helps patients say yes to the care they need.
Resource
It’s valuable to have a clear way to present financial arrangements to patients and offer them flexible payment options that make it easier for them to say yes to treatment. This month, we’re sharing an example of a financial agreement form that has helped our clients achieve success in presenting payment options effectively. Some tips from our coaches to keep in mind when using the form:
- Sit in a collaborative position to ensure a comfortable, open conversation.
- Walk through each section slowly, pausing to give the patient time to think and respond.
- Ask open-ended questions to find out which payment option resonates most with the patient.
Our expert coaches can customize the form for your practice and train your team on how to present it to patients for higher case acceptance. If you'd like to learn more, schedule a call with me today!
Did You Know?
According to the ADA, patients who understand their treatment plans are 1.5 times more likely to follow through with the recommended care. How to handle when patients say ––"that crown is expensive". It's all about managing expectations, agree with the patient, "Yes it is. What were you expecting it to cost?" "We have flexible payiment plans––my team can work with any budget."
As we wrap up this month’s newsletter, we hope you’re feeling inspired to take action and equip your team with the tools and strategies to help patients say yes to treatment—without the financial stress. From offering flexible payment options to using clear financial forms and honing your phone conversations, these steps can make a big difference in patient acceptance. Remember, making treatment affordable and showing patients they have options is key to building trust and moving forward together. If you're looking to dive deeper into any of these strategies, I'd love to help.
Book a call with me today, and let's discuss how we can customize these resources for your practice and boost case acceptance.
Looking forward to connecting!
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