27. One Treatment Plan, Better Outcomes: The Real Reason Patients Say Yes
We just got back from a full day at the Closing Institute Bootcamp in Dallas—and let’s just say, we’ve got thoughts. In this episode, we’re unpacking everything from training your front desk team to why your treatment plans are probably...
We just got back from a full day at the Closing Institute Bootcamp in Dallas—and let’s just say, we’ve got thoughts.
In this episode, we’re unpacking everything from training your front desk team to why your treatment plans are probably overwhelming your patients. You’ll hear our honest takeaways from TCI, some hilarious behind-the-scenes moments from the trip, and why simplifying the plan might be the key to increasing case acceptance.
We dive into:
✅ The difference between a sales script and a patient-centered conversation
✅ Why presenting one clear treatment plan leads to better results (and happier patients)
✅ How to anchor consults so you don’t get lost in small talk
✅ What restaurants, cruise ships, and Costco have to do with dentistry
✅ Plus: The “car analogy” you can steal to help patients actually get the value of your treatment options
This episode is packed with laughs, takeaways, and real talk about growing your practice by getting clear on what your patients actually want.
🎧 Hit play now to hear our full breakdown of Day 1 at TCI—and forward this to a dentist you know who’s stuck giving 4 treatment options and watching patients walk out confused.
LINKS:
Episode Minute By Minute:
- 00:00 – Welcome from Dallas + Alligators and Ironman flashbacks
- 02:30 – Why we're at the Closing Institute Bootcamp (TCI)
- 04:00 – Are new patient problems actually front desk problems?
- 06:15 – The training problem no one talks about in dentistry
- 08:00 – Restaurant training vs. dental onboarding: what gives?
- 09:30 – What stuck out most from the first day of TCI
- 11:00 – Anchoring conversations so consults don’t go off the rails
- 12:30 – Case acceptance: rapport vs. efficiency
- 14:00 – Stop explaining implants—sell the outcome
- 16:30 – Why we need to focus more on aesthetics and function
- 18:00 – The Cadillac vs. Chevy analogy for case presentation
- 21:00 – The partial denture rant + what patients really want
- 23:00 – Only present one plan—here’s why it matters
- 25:00 – The Costco vacuum lesson: help people decide
- 26:30 – Pricing psychology + how we nudge toward better care
- 28:00 – Final takeaways: clarity wins, one plan converts, and patients want outcomes