For years, I’ve been teaching orthodontists about case acceptance, and I can tell you one thing with certainty: trust alone won’t get patients to say yes anymore. Gone are the days when simply being a doctor was enough to get patients to start treatment.

So, what’s the missing piece? You need a closer. Whether it’s you or your treatment coordinator, someone in your practice must have the skills to turn interest into commitment. Sales isn’t a dirty word but an essential skill to grow your practice and help patients.

A soft, ethical sales approach is what separates thriving practices from those struggling with low acceptance rates.

In this episode, I break down how to create a high-converting patient experience, how to assess your team’s sales ability, and why recording and reviewing your case presentations can transform your acceptance rates. If your practice is bringing in leads but not converting them, you can’t afford to miss this.

🔥 Want to get your case acceptance into the 80-90% range? Listen in, and let’s make it happen.

Key Takeaways

Introduction (00:00)

Patients won’t start treatment just because you’re a doctor anymore (00:41)

You need a closer in your practice (01:23)

A soft sell is moral, honest, and absolutely necessary (03:01)

Are you at 80-90% case acceptance? If not, here’s why (05:08)

If you don’t close, your marketing is wasted money (05:25)

Additional Resources

- Register for the OrthoPreneurs Summit 2025: http://opsummit2025.com/

- For more information, visit: https://orthopreneurs.com/

- Join our FREE Facebook group here: https://www.facebook.com/groups/OrthoPreneurs