It’s time for some straight talk. We at DDS GP have observed far too many instances where a treatment plan would essentially be a discussion of finances, often centered around a printout from practice management software that’s nothing more than a confusing list of numbers. The role of the treatment coordinator is reduced to making a financial plan (which we all call a treatment plan despite it being completely about money), and when patients resist, conventional wisdom is that they can’t afford it and need a discount, a payment plan, or a cut back on treatment.  In this scenario, when patients say “no” or “I need to think about it," we assume that they couldn't afford it. This is far from the truth. Because treatment was all about money, the patient viewed it that way. We simply did not build enough value.

Maybe your office has a different problem: many dental professionals avoid discussing larger cases altogether because they assume the patient’s answer will be “no” because of sticker shock.  As a result, cases become less about comprehensive care and more about addressing immediate needs. Treatment is broken down into smaller pieces, becoming much more sensitive to cost, and the schedule is filled with short appointments rather than larger, more comprehensive cases. These offices often claim to have a high case acceptance rate: over 90%. But when you dig deeper, it becomes clear that the diagnosis is incomplete. Exams aren’t comprehensive, and the focus is only on the obvious or “covered” items. Months, even years, may pass between seeing comprehensive or reconstructive cases.  With more, smaller appointments on the schedule, the office feels hectic, oftentimes runs late, and there are more cancellations.

Or, perhaps your dental office falls into a third group: you simply don’t know how your case acceptance is doing. You feel like you’re busy, but production isn’t where it should be. Your staff reports that case acceptance is “just fine.” Here’s a quick, simple way to get an idea without the need for extensive practice management reports: keep a notebook of your next 25 treatment plans. Be thorough and comprehensive in your examinations. Each time treatment is recommended to a patient, write down their name and the value of the full treatment plan. Then, make a note of what portion of that treatment plan was scheduled, and ideally, prepaid. After tracking the 25 cases, do the math to see what percentage of the total dollar amount recommended was actually scheduled. You might be shocked by how much potential production never makes it to your schedule, only to come up again in six months when the patient returns for a recall, and your hygienist points out the outstanding treatment.

Let’s be honest with ourselves.  Does this represent the way your office works? If any of these scenarios describes your office, that’s okay. We are here to help.

The most important question is this: how can we be both truly comprehensive in our diagnosis and maintain a high level of case acceptance? If you’ve ever pondered this question, you’ve come to the right place. This is the very conundrum that kept DDS GP founder Dr. Bob Marcus up at night for years, and that's not an exaggeration.  In 2010, he created an app to help solve the issue. Now, DDS GP is a solution used by thousands of dentists worldwide to bridge the gap between comprehensive treatment recommendations ande case acceptance.

By providing an easy-to-use, patient-friendly platform for presenting treatment plans, DDS GP makes it simple to explain even complex cases in a clear, understandable way. Patients feel more comfortable because they see their treatment options visualized in a way that’s tailored to them, not as a generic, impersonal presentation. DDS GP allows you to have a real conversation with your patient, side by side, without relying on third-party video clips or generic scripts. It empowers you to present your case with confidence, ensuring your patients feel understood and cared for, and ultimately ready to move forward with treatment. This app isn’t just about showing pictures; it’s about creating a collaborative, trusted partnership between you and your patients.

You may recall the famous quote, “Good salespeople sell features. Great salespeople sell outcomes. Truly exceptional salespeople sell feelings.” You might not think of yourself as a salesperson, but in truth, you are. Every time you explain a procedure, recommend a treatment, or guide a patient’s decision, you’re influencing their perception and experience.  That’s why it’s so important to move beyond, “Here’s how we fix your broken tooth,” and instead say, “You’re going to feel great when we’re done.” It’s not just about solving a problem.  It’s about helping people feel confident, relieved, and cared for. Highlight the emotional impact of your work: the peace of mind that comes with a clear plan, the pride in a better smile, or the relief of knowing someone understands and has your back. Speak to those feelings, and train your team to recognize the emotional drivers behind patients’ decisions. When you connect on that level, you’re not just treating teeth, you’re transforming the entire patient experience.

By using DDS GP, you’re not just increasing case acceptance, you’re fostering long-term relationships and building a practice culture that values trust and open communication. Get ready to turn the “I need to think about it” responses into a confident, committed “yes.”  This type of trust extends to fewer cancellations, and increased new patient word-of-mouth referrals.  With DDS GP, you’re not only providing exceptional care, you’re building a thriving practice.