Investment Grade Practices: A Dentist Podcast
Investment Grade Practices: A Dentist Podcast
Investment Grade PracticesTM are designed to give you the lifestyle you enjoy today, while building an asset for tomorrow. Victoria Peterson, SsD helps dentists build practices that they love today while building value to secure their future.
VictoriaPeterson

Case Acceptance Isn’t a Script. It’s a System (E.149)

Case Acceptance Isn’t a Script. It’s a System (E.149)

7/1/2025 9:00:00 AM   |   Comments: 0   |   Views: 23


Why Do Some Practices Thrive While Others Plateau?

It’s not charisma. It’s not better technology. And it’s definitely not slick sales tactics. According to Dr. Wade Kifer, the turning point came when he stopped relying on his own ability to carry the conversation and started training his team to speak the same clinical language. When his team aligned on the philosophy of care, case acceptance followed. Patients stopped hesitating. Treatment plans started closing.

In this episode, Victoria Peterson, CEO of Productive Dentist Academy, sits down with Dr. Kifer to explore how shifting from scripts to systems helped him grow from $300 per hour in production to over $1,200 per hour. 

Together, they unpack the core problem most dentists never address: when the team is out of sync, patients can feel it—and they say no.  


This Episode Uncovers

        
  • Why giving up $20,000 per month in production was the best decision Dr. Kifer made and how it paid off
  •     
  • The specific language his front office uses to align patients with philosophy before treatment is even discussed
  •     
  • What it really means to have an "investment-grade team"
  •     
  • How to get patients to say yes without pressure, gimmicks, or persuasion
  •     
  • Why alignment across the entire team changes everything from hygiene to follow-up

If You’ve Ever Thought

        
  • “My team doesn’t present treatment the way I would.”
  •     
  • “I feel like I have to sell every case myself.”
  •     
  • “I’m doing everything right clinically, but patients still say they need to think about it.”
Then this episode isn’t just helpful, it’s essential. You’ll walk away with clarity, confidence, and a clear next step for making your practice more consistent, scalable, and valuable.  


Ready to Have Your Whole Team Support Greater Case Acceptance?

Case acceptance isn't about what you say. It's about what your whole team believes and communicates—consistently, confidently, and without friction. Align your team with your philosophy. Communicate clinical value with clarity. Create trust that drives case acceptance.

Explore the Clinical Calibration Institute
https://productivedentist.com/dental-consulting-services/clinical-calibration-institute  


Want to See This In Action?

When Dr. Maggie Augustyn first reached out, her practice was on the edge. Payroll was tight. Production was inconsistent. Her team wasn’t aligned. Today, she leads one of the highest-performing practices in her market—and it all started with calibration.

Read the case study:

Dr. Maggie Augustyn – Happy Tooth  


 Case Acceptance Isn’t a Script – It’s a System


You must be logged in to view comments.
Total Blog Activity
997
Total Bloggers
13,451
Total Blog Posts
4,671
Total Podcasts
1,788
Total Videos
Sponsors
Townie Perks
Townie® Poll
Who or what do you turn to for most financial advice regarding your practice?
  
Sally Gross, Member Services Specialist
Phone: +1-480-445-9710
Email: sally@farranmedia.com
©2025 Dentaltown, a division of Farran Media • All Rights Reserved
9633 S. 48th Street Suite 200 • Phoenix, AZ 85044 • Phone:+1-480-598-0001 • Fax:+1-480-598-3450