From Conversation to Commitment: How Communication Drives Case Acceptance

From Conversation to Commitment: How Communication Drives Case Acceptance

1/9/2026 5:12:04 AM   |   Comments: 0   |   Views: 65

How Communication Drives Case Acceptance

View More Episodes: https://podcasts.apple.com/us/podcast/the-dental-boardroom/id1518344747


In this episode of The Dental Boardroom Podcast, Wes Read, CPA, CFP, sits down with Dr. Bob Marcus to unpack one of the most critical and misunderstood challenges in dentistry: case acceptance.

Dr. Marcus—seasoned clinician, educator, and practice management consultant—shares what separates practices that thrive from those that just get by. From mindset to method, he reveals how confidence, communication, and bundling treatment can elevate both patient care and profitability.

Together, Wes and Bob explore why many dentists unknowingly sabotage their own case presentations—and how to reverse that by shifting from features to feelings, and from hesitation to leadership. You’ll also learn how the financial structure of a practice makes case acceptance not just a clinical skill, but an economic necessity.

The Five Steps to Better Case Presentation

1. The Care Scale
 Gauge the patient’s investment in their dental health. Ask something simple:
 “Is it important to you to keep your teeth healthy?”
 That first "yes" sets the tone.

2. Permission
 Ask if it’s okay to share what you’ve found. This builds respect and reduces defensiveness.
 “Would you mind if I walked you through what I’m seeing?”

3. Consequences
 Communicate what happens if nothing is done—without fear tactics. Focus on clarity.

4. Outcomes
 Frame your recommendation around benefits. What will life feel like afterward?

5. Feelings
 People remember how you made them feel, not just what you said. Build trust and human connection.

Key Takeaways
• Ethical selling is essential: Private practice requires guiding patients toward smart, timely decisions—not just diagnosing.
• Comprehensive care creates real value: Don’t settle for “cosmodontistry.” Reactive care keeps you busy, not profitable.
• Confidence is contagious: If you believe in the treatment plan, patients are far more likely to say yes.
• Track performance: Simple measurement of case acceptance and treatment conversions can spark major improvements.
• Bundle treatment to boost margins: Fewer appointments, less overhead, and greater financial return—for both you and the patient.

Connect with Dr. Bob Marcus
www.bobmarcusdmd.com

Want more podcasts from The Dental Boardroom? - https://podcasts.apple.com/us/podcast/the-dental-boardroom/id1518344747
Want more podcasts from The Dental Sales? - https://podcasts.apple.com/us/podcast/the-dental-practice-sale/id1677648235

Discover Your Complete Financial Team: https://practicecfo.com/
Discover The Best Marketplace to Buy or Sell a Dental Practice: https://practiceorbit.com/

PracticeOrbit:
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LinkedIn - https://www.linkedin.com/company/practiceorbit/

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LinkedIn - https://www.linkedin.com/company/practicecfo
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