If you're looking to boost case acceptance in your dental practice, you're in the right place. This guide delivers tactical, step-by-step strategies to help doctors and treatment coordinators present treatment plans with confidence—and get more patients to say "yes."
Start with the Right Mindset
Before presenting any treatment plan, mindset is everything. The most successful treatment coordinators operate from a place of confidence. Their inner mantra? “Everyone says yes to me, and there’s always a solution.”
When you approach treatment from that belief, you stop projecting personal fears around money or time. Instead, you show up with certainty, clarity, and solutions.
Use a Strong Doctor Handoff (NDTR Framework)
Ensure your team is using the NDTR handoff:
Next visit
Date to return
Time needed
Recare scheduled
This clear handoff helps eliminate confusion and preemptively answers questions that often become objections.
Schedule First, Present Second
When patients are ready for treatment:
Instead of jumping straight into cost, start with:
"Dr. Smith is amazing—let’s make sure we get you on his schedule. I’ve got Monday at 2 or Wednesday at 11. What works best for you?"
Only after they’re scheduled should you transition into financials. This positions the conversation as “when” not “if.”
Present Treatment with Confidence
When you discuss costs, use clear, calm language:
“Here’s your total investment…”
“Insurance is estimated to cover…”
“Your portion today will be…”
Then: “I can take care of that with card or cash—what works better for you?”
You’re not selling dentistry. You’re helping patients get healthier and feel confident in their smiles.
Know How to Handle Objections
Objections are just a signal that patients need more information.
Here’s how to handle common ones:
Spouse: “Absolutely. What questions do you think they’ll have? Let’s prep together.”
Money: “Totally understand. Let’s explore financing or savings options that work for you.”
Work/Time: “Let’s schedule now to hold your spot. You can call us if your schedule changes.”
Overwhelmed: Simplify the language. Avoid dental jargon. Break it into phases.
Always validate the concern first, then provide a confident, calm solution.
Make Your Patients Feel Like VIPs
Your goal is to help patients feel safe, supported, and confident. Use language that builds trust:
“Dr. Taylor is phenomenal—you’re in excellent hands.”
"You’re making a great decision for your long-term health.”
Ready to Train Your Team on Case Acceptance?
Dental A Team trains entire offices—from front office to clinical—on how to master treatment presentation. The result? Higher case acceptance, happier patients, and better patient outcomes.
If you're ready for expert coaching that actually works, schedule a call!
We love nothing more than to make sure YOUR dental practice is truly thriving!
Don't forget to check out our podcast for more tips.
