“Everyone is price sensitive—until they understand the value. If you don’t shift their mindset, they’ll never say yes.” - Dr. Bruce Baird
What This Episode Reveals
Most dental teams dread talking about money.
But here’s the truth, it’s not the patient, it’s the process.
In this episode of the Productive Dentist Podcast, Dr. Bruce Baird explains how to eliminate awkward financial conversations by shifting your team’s mindset from pricing to value and building systems that increase case acceptance without discounting.
What You’ll Learn
- Why your team’s money mindset is killing case acceptance
- How to shift the conversation from price to value
- The difference between affordability and cost
- What most dentists misunderstand about financing
- How in-house payment systems outperform third-party options
If This Sounds Familiar
- You’re discounting just to get patients to say yes
- Your team avoids financial conversations
- Patients ghost after receiving the treatment plan
- You’re doing the work—but not seeing the return
This episode gives you a practical framework to normalize the money talk and finally get paid what you're worth.
Next Steps
- Align your team’s language
- Offer payment options with confidence
- Make financial conversations frictionless
Shift your team’s mindset. Build trust. Drive case acceptance.
Explore the Clinical Calibration Institute
Financial Conversations Don’t Have to Be Awkward