Happy New Year! Our 2026 theme is simple but powerful: Your Focus Determines Your Resuls.
We've attached a flyer to hang in your breakroom - each team member should choose on key metric to focus on this year. Click here to download and print it.
Yes the economy feels uncertain - but opportunity is everywhere.
There's untapped revenue in unscheduled treatment sitting in your charts: there are tens of thousands - even hudreds of thousands - of dollars in unscheduled treatmentsitting in charts and software systems. Patients often say, "I can't afford it," but is that really the barrier?
Is that truly the reason they're not moving forward? What if we could find a way to become patient advocates and help them find a monthly payment that would work within their budget?
With clarity, confidence, and the right tools, your team can guide more patients to move forward with care - and hlep your practice grow in the process.
Insight of the Month:
Patients Want Care, But Need A Path
According to the American Dental Association, nearly 40% of adults delay dental treatment due to cost concerns, even when they know the care is needed. Inflation, rising household debt, and medical costs have many patients choosing between essentials - and dentistry often feels optional, even when it's not.
How do we show patients what their monthly payment could be and work with them as a patient advocate? Showing patients estimates in true dollars of what payments could look like - realistic number options. People will make a decision based off a monthly number verses a total dollar number. How do they get into the right type of loan?
What patients need isn't another push. They need options. Empowering your team to offer realistic, local, and personalized financing solutions can be the bridge between "someday" and "we can start next week." There are other options besides the traditional third party financing dental companies.
Success Story - Transforming Practices
Dr. Mann's team made a powerful shift in 2025 by committing to a consistent, team-driven process for presenting third-party financing.
From the initial phone call to chairside conversations, every team member knew their role. They used the Financial Agreement Form, texted application links, and involved both the administrative and clincial teams in guiding patients through their options.
"What made third party financing work so well for us was how easy it is for both the team and the patient. We send a link straight to the patient's phone, they answer a few simple questions, and within minutes we have clarity. The process respects their privacy, removes awkwardness, and allows our team to confidently help patients move forward with care. In 2025, third party financing became a key reason we are able to schedule treatment that otherwise would have stayed unscheduled."
This success wasn't by chance - it was the result of a consistent process, clear training, and team alignment.
When a team knows how to lead these conversations with ease and empathy, it becomes a game changer - for the practice and for the patients who now get the care they need.
Monthly Tip: Expand Beyond Third-Party Financing
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Resource: Self-Assessment for Unscheduled Treatment
Want a clearer picture of what's being left on the table? Start here. Run a report for the past 12 months that shows the total dollar amount of unscheduled treatment plans.
Then, take it a step further: How many third-party financing applications were submitted? How many were approved and completed? Which lenders were used- Care Credit, Sunbit, Cherry or others?
This quick self-assessment can uncover gaps and opportunities in your current process. Knowing the numbers is the first step toward helping more patients say "yes" to care - and increasing your collections in the process
To use it: Click File>Make a copy, then choose a destination in your Google Drive.
Did you know?
A 2023 Lending Tree study found that 28% of Americans have postponed medical or dental treatment in the past year due to rising costs - but 70% said they would proceed if a flexible payment plan was available.
This is more than a finance issue - this is an access-to-care issue. Your team can be the difference.
If your practice is sitting on a mountain of unscheduled treatment - and your team isn't confident navigating financing conversations - now is the time to change that.
Talk with your team:
- How are they offering financing?
- How often are they talking about it?
- What does follow-up look like?
- Is there a clear process they feel confident using?
Schedule a call with me to discuss how to build a stronger follow-up system and help your team lead these conversations with confidence.
Together, let's build practices where patients say "yes," teams feel empowered, and collections grow - without pressure, burnout, or frustration.
Warmly,
Susan
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