Let’s be honest -- case acceptance, especially for high-dollar dentistry, takes fresh thinking.
Dr. Paul Homoly.
The traditional approach of patient education -- showing x-rays, explaining procedures -- doesn’t create the emotional connection patients need to say yes to life-changing care.
Today’s patients don’t want more information; they want inspiration. They’re not buying crowns or implants. They’re buying confidence, peace of mind, and a better way to live. And that shift in mindset changes everything.
In over 20 years of coaching dentists and teams, I’ve seen the entire spectrum of case acceptance, from moments that make patients cry to ones that move them to trust you with their care for life.
And the difference between those two moments isn’t the dentist’s clinical skill. It’s the dentist’s point of view and the language they use.
The distinction that changes everything
There’s an essential distinction in dentistry that most miss: The difference between a sales approach and a leadership approach to case acceptance.
Let me illustrate.
I once observed a dentist present a treatment plan to a visibly nervous patient. After completing the exam, he placed the mouth mirror on the bracket table, lowered his mask, and pointed to the radiographs.
“You need seven crowns and root canals,” he said.
Then came several minutes of clinical explanation -- pulp chambers, instrumentation, and urgency. He even warned her, “If you don’t start today, you could lose your teeth.”
Emotionally, he missed the mark entirely.
When he left the operatory, the patient broke down in tears.
That was the worst example of case presentation I’ve ever witnessed. But I’ve also seen the best, and the gap between them isn’t knowledge or skill. It’s a mindset.
Sales says, 'Convince.' Leadership says, 'Connect.'
Dentists who struggle with treatment acceptance often approach it like a sales process. Their focus is on transactions: the more done in a day, the better.
They rely on:
- Fee discounts to attract patients
- Same-day treatment pressure
- “Overcoming objections” and “creating urgency”
- Tracking success by collections alone
These are the hallmarks of a sales-oriented practice.
By contrast, leadership-oriented dentists focus on relationships, not transactions. Their priority isn’t closing the sale, it’s opening the relationship.
They invest time to:
- Understand how dentistry fits into the patient’s life
- Explore what benefits patients truly seek from care
- Build trust before discussing treatment details
Their markers of success look very different, such as:
- Minimal stress
- A sense of fulfillment
- Grateful, loyal patients
- And -- here’s the irony -- robust collections
Because when you lead patients instead of selling to them, they say yes for their own reasons, not because they were pressured.
The leadership advantage
A leadership approach doesn’t rely on urgency or persuasion. It relies on empathy, clarity, and confidence.
When dentists communicate as leaders, patients feel understood, not sold. They make decisions based on trust, not fear. That’s the heartbeat of treatment acceptance mastery.
The high-dollar distinction
Nobody “accidentally” accepts a $10,000 treatment plan. Patients don’t wake up thinking, “I’d love to max out my CareCredit today.”
Mastering case acceptance, especially high-dollar care, isn’t about slick scripts or manipulative urgency. Patients accept your care because they’ve been led -- not sold -- through a conversation that connects the lifestyle benefits they seek to the treatment you offer.
How to build this skill in your practice
For years, one of my biggest frustrations has been hearing dentists say, “Paul, I love your material, but I just can’t get my team to do it.” And I get it. Knowing what to say isn’t the same as having the confidence to say it when it counts.
That’s exactly why I built the AI Accelerator Coaches™ -- the next level in my training for dentists who want to lead, not just lecture.
These coaches are integrated directly into my Treatment Acceptance Mastery™ curriculum. They’re trained on my language, leadership principles, and core case acceptance frameworks -- ready to help you and your team rehearse real patient conversations anytime, anywhere.
Here’s the truth: Confidence and influence during case presentations don’t come from memorizing scripts or “closing techniques.” They come from repetition, feedback, and practice -- the same way you mastered your clinical skills.
Think of it like this: No dentist ever became proficient at crown preps by reading about them. You drilled, adjusted, refined -- over and over. Developing leadership-level communication works the same way.
That’s where the AI Accelerator Coaches make all the difference. They help you and your team rehearse conversations, encourage repetition, and provide instant feedback, accelerating the learning curve that used to take months of trial and error.
In short, they help you go from knowing the words to owning the conversation, building the kind of confidence that turns patient discussions into lasting trust and profitable relationships.
Leadership multiplied
The dentists who experience the greatest growth -- in both fulfillment and collections -- don’t chase sales. They grow as leaders.
When you elevate your leadership, your language changes. When your language changes, your relationships change. And when relationships change, so do your results.
If improving your new patient experience and treatment acceptance is important to you, visit Treatment Acceptance Mastery and meet your AI Accelerator Coaches.
The best practices get it. Better relationships lead to greater collections, and it all starts with leadership.
Dr. Paul Homoly has developed speaker training and leadership programs for leading dental organizations, including Dentsply Sirona, Nobel Biocare, and Pacific Dental Services. He is the creator of the Treatment Acceptance Mastery™ curriculum and AI Accelerator Coaches™, the first AI-powered communication training tools built exclusively for dentistry. Learn more about his programs.
The comments and observations expressed herein do not necessarily reflect the opinions of DrBicuspid.com, nor should they be construed as an endorsement or admonishment of any particular idea, vendor, or organization.
