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Let’s Go! Case Acceptance & More!

By Joanne Bishop • May 29, 2025

As the year picks up speed, it’s a smart time to evaluate your strategies and techniques to ensure you’re set up for strong year-end momentum. Focusing on three key drivers can help boost revenue and keep your practice moving forward. Drive new patient growth – at double patient value, they bring new production Manage attrition wisely – 25% of active patients aren’t booked. Let go of the right ones. Increase case acceptance – a powerful revenue lever. With our 30-year history of delivering stellar service to our clients, we should be your go-to for new patient growth and managing attrition. We’re industry leaders with a proven track record—helping thousands of dental practices attract, convert, and retain high-value patients through precision-targeted direct mail and digital campaigns. If your numbers aren’t where you want them, now’s the time to level up. [Tell Me More] For case acceptance, we asked a few of our clients, colleagues, and friends to give us their top-of-mind quick tips to share with you to help you brush up on your presentation game. Dr. Travis Campbell is a dentist, multi-practice owner, best-selling author, speaker, and owner of the dental insurance website, the Dental Insurance Guy. He’s known as the practice whisperer because of his ability to deliver actionable insights that help dentists become successful business owners. Here are his tips for increasing case acceptance: Avoid confusing patients. A confused mind will be unable to make a decision, which is often why patients don’t commit or give an excuse like needing to talk to their spouse (as if the problem isn’t still there) or needing to check their schedule (that everyone has on their phone in their pocket now). Never give patients multiple financial treatment plans. Use simple English, not dental language. Stop thinking you can educate a patient on four years of dental school in 10 minutes. Don’t review every option. Find out what they want and provide an option that matches the patient’s goals. Focus on the outcome they want, not the treatment. Avoid insurance details. Don’t itemize treatment plans. “Direct mail is the most consistent marketing type. Most failure comes from internal system failures; phone conversion, patient experience, treatment diagnosis and acceptance, and collections. I've worked with Patient NEWS since 2020 for both of my practices and can attest to the effectiveness of their proven systems, which truly help dental offices realize highly successful results from their direct mail campaigns.” – Dr. Travis Campbell Mr. Kelly Schwartz, founder of Schwartz Consulting Group, has an extensive history in professionally training and coaching dental practices. Over the last 29 years, he has coached over 800 clinics across 27 states and is well-versed in helping practices grow and reach their full potential. Here are his tips: Engage patients with questions, not commands. Instead of telling patients what they need, ask them what they want – whether it’s to save, prevent, or improve the function of their teeth. No adult likes to be told what to do, but they appreciate being involved in their own care decisions. Follow up with care, not pressure. Most patients don’t say “No,” they say, “Not yet.” Implement a structured follow-up system to reconnect with them 30-45 days after presenting treatment. Focus on their well-being rather than urgency – when patients feel you genuinely care, they are more likely to schedule. Use the intraoral camera to involve patients. Show and don’t just tell. Instead of making statements, show images and ask engaging questions like, “Do you see this crack, large filling, or worn tooth? Does this concern you?” This approach makes patients more aware of their dental health and encourages them to take action. “Patient NEWS dental marketing is best-in-class when it comes to direct mail for dentists. I have been referring my clients for years and can attest to the comprehensive and proven system they have in place to ensure your mailings are precisely targeted to attract the ideal new patient and engage and retain existing patients. And their team is awesome to work with! Highly recommend if you want to grow your practice.” – Kelly Schwartz Dr. Paul Goodman , you know “Dr. Nacho”, the founder of Dental Nachos, the massive Facebook group and company whose mission is to help dentists dramatically increase success and happiness at every age and stage of their career. Dr. Goodman has years of experience in helping dentists increase success and find fun in dentistry. He’s also a multi-practice owner and founder of Dentist Job Connect, which connects practice owners with dental associates and dental hygienists who are looking for jobs. Here are his tips for improving case acceptance: Showcase patient success stories with video. Take short patient testimonial videos (with proper HIPAA consent) highlighting their experience. When a hesitant patient sees someone just like them who had a great outcome, it builds trust and confidence in moving forward with treatment. Use patient-friendly language. Avoid clinical jargon that can create fear or confusion. Instead of saying, “Your crown has failed,” try, “It’s time to replace your crown,” or “Your tooth has worked hard and deserves a strong replacement.” Simple, friendly wording makes decisions easier for patients. Create a positive, engaging experience. Case acceptance isn’t just about explaining treatment – it’s about making patients feel comfortable and understood. Use a warm, conversational approach to turn a potentially stressful decision into an easy “yes.” “As a dental practice owner of 15 years, I can confidently say that Patient NEWS delivers amazing analytics AND a treatment plan for marketing success that makes sense for your practice. As a dentist that works with a significant number of patients in the 50-years-and-up demographic, we value both online marketing as well as direct mail to share with patients in our community how we can help them CHEW and SMILE with confidence. – Dr. Paul Goodman THANK YOU TO OUR AMAZING CLIENTS & FRIENDS! We sincerely appreciate the case acceptance contributions from Dr. Hazel Glasper, Dr. Christopher Phelps, Dr. Travis Campbell, Kelly Schwartz, and Dr. Paul Goodman. It was so kind of them to take time out of their day to support us and share their thoughts on case acceptance. We hope you have enjoyed reading and will take away a tactic or two to try at your practice. Our team is standing by to help you stand out and unlock production growth for your practice. Our clients generate 25% more new patients than the industry average and boast average annual production over $2 million. Know your numbers could be better? Let’s fix that. Start with a free marketing assessment and get a custom patient growth plan that shows exactly how your practice stacks up – and how to grow stronger.

Dental Marketing & Boosting Case Acceptance

By Joanne Bishop • May 26, 2025

When the year starts to tick along and you want to ensure you’re trending positively into the next, you’ll want to review your existing dental marketing plan and consider three major thrusts that can help a dental office increase revenue and move forward positively. New patient growth. Nearly a third of dentists report being underbooked. There is market share to be gained. Attrition control – or allowing the right kind. 25% of active patients aren’t scheduled to return. Improving case acceptance. This one is tricky to track! You know that Patient NEWS can help you with the first two. We are experts and industry leaders, and we have helped thousands of dental offices attract, convert, and retain high-quality patients through highly customized, hyper-targeted digital and direct mail marketing. If your numbers aren’t where you want them to be and you know it’s time to do more, get a free marketing assessment and custom patient growth plan to see how your practice stacks up. [Yes – I want more] As for case acceptance, we asked a few of our industry friends – leaders in dentistry – to help us out. Dr. Hazel Glasper, Dr. Christopher Phelps, Dr. Travis Campbell, Mr. Kelly Schwartz, and Dr. Paul Goodman were so kind and offered up a few of their case acceptance tips for us to share with you. This week, we’re highlighting Dr. Glasper and Dr. Phelps. Be sure to stay tuned next week to hear from the others. Dr. Hazel Glasper , owner of Revive Dental, has spent the last 20 years reshaping the public’s perception of oral health. She’s an author, speaker, and trainer of dentists. Dr. Glasper has the highest first-year new patient production we’ve ever seen – currently sitting at $11,500 (up from $8,000 within the last four years). Her view is amazing, and maybe that’s why she was inducted into the class of 2025 World’s Top Doctor. A powerhouse. Here are a few thoughts from Dr. Glasper: I understand my ideal patient. I see about 8-10 new patients a month, which is a low number for the industry. I believe every patient counts, so every phone call needs to be answered, and the right information conveyed. We seek patients with a comprehensive mindset. This starts with the right marketing and phone call conversion using the right verbiage conveying the values and brand of your practice. I have a clear practice model. I treat every person with consideration for health, function, and aesthetics. This practice of complete care affects patient outcomes and patient health and supports the financial health of my practice. My diagnostic process converts the majority of my new patients and results in high productivity and collection due to my comprehensive mindset. I believe in my work as a physician of the oral cavity. I understand the importance of good oral health. Its impact can affect the lifespan of our patients, and a lack of good aesthetics can affect the psychological health of our patients. We have a great responsibility to our patients. My patients need restorative, periodontal, endodontic, oral surgery, implant, and aesthetic work, and it is my responsibility to fully inform my patients of all my findings and allow them to make an educational decision about their health. “I know what I want. Quality patients, revenue generation, and relevant information about practice metrics. Patient NEWS delivered all three.” – Dr. Hazel Glasper If you’d like to see how we help Dr. Glasper attract quality new patients – and how we can help you do the same – schedule time here: [Yes – I want more] Dr. Christopher Phelps is a general dentist, entrepreneur, and best-selling Amazon author. He founded the Phelps Institute, is the CEO of the Cialdini Institute, and is a sought-after speaker, consultant, and expert in the science of ethical influence and persuasion. He’s been recognized by the Global Summits Institute as one of the Top 100 Dentists in the World. Here are a few thoughts from Dr. Phelps: When presenting the price of different treatment options, start with the most expensive option and go down in option pricing from there. By doing this, you’ll influence more to say yes to the most expensive item and more to say yes to every other option, vs. if you present your lowest priced item first and take them up in price from there. If you have evidence that many of your past patients have chosen a specific treatment option you’re presenting over others, mention this. With social proof, we look to evidence of what others have done or chosen to guide us to do the same. For example, “Let’s talk about these options to replace missing teeth. Now, this first option is what the majority of my patients choose for themselves. It’s called a dental implant...” If you can track this and report a number or statistic on it, that will amplify its influence. For example, “This is our most popular option. In fact, over 72% of our patients chose it over the options we discussed today.” When presenting a singular treatment option to the patient, avoid presenting it on its own. For example, “Well, Mr. Jones, it looks like you need a crown...” When you present things individually like this, you’re actually taking control away from the patient, and many will feel forced into that option. That’s why they tend to take control back, resist your claim, and avoid scheduling the treatment. Instead, present it back to them as a ‘this or that’ choice. “Well, Mr. Jones, it looks like you have two options. Option one is you can do nothing, but here’s what it’s going to cost you (in chair time, visits, additional services in the future because you waited, additional higher fees, etc.), or you can avoid all of that and do a crown today. Which would you prefer?” By presenting things in a ‘this or that’ framework, you put control into the patient’s hands, and they are more likely to choose the second option you present them with. “I’ve had the pleasure of working with Patient NEWS for several years now, and their results for my dental clients have been consistently positive. They care about your data and getting you results." – Dr. Christopher Phelps We hope you’ve enjoyed the insights provided by Dr. Glasper and Dr. Phelps. They are both amazing speakers and presenters, so if you have a chance to see them, definitely do so. I love Dr. Glasper’s opinion that patients should hear about all their options. As a consumer, I want this. I want to know all my options, and have been frustrated when practitioners haven’t necessarily presented everything I could take advantage of. And Dr. Phelps is amazing. We’ve had him coach our team at Patient NEWS, and his Power of Persuasion course makes so much sense. Walk from the most expensive down so that people take more of something. It’s always been generally reported that when people get three options, they pick the middle, but with too many options, they freeze. Test out some of these tips the next time you’re with your patients. Especially with new patients, try not to judge what they could afford to purchase. People will prioritize what they want, and everyone wants a beautiful smile! 😊 Remember to watch for next week’s edition, featuring Dr. Travis Campbell, Mr. Kelly Schwartz, and Dr. Paul Goodman. We’d love to help you stand out, unlock production growth for your practice, and help you get into an upward trend into 2026. Our clients generate 25% more new patients than industry average and boast average annual production over $2 million. Know your numbers could be better? Let’s fix that. Start with a free marketing assessment and get a custom patient growth plan that shows exactly how your practice stacks up – and how to grow stronger. [Yes! I want more]