The Dentalpreneur Podcast w/ Dr. Mark Costes 2377: Closing Big Cases Without Feeling Salesy
Nov 11, 2025
Dr. Daniel Briskie, an oral surgeon and co-founder of the Colorado Surgical Institute, joins industry experts Kim Middleton and Chemenn DeBono for a deep dive into improving implant case acceptance. Kim highlights how modifying the consult process can significantly reduce patient anxiety and enhance trust. Chemenn reveals how innovative financing strategies, like waterfall lending, can drive approval rates. The trio emphasizes turning treatment coordinators into patient advocates, focusing on emotional storytelling rather than high-pressure sales tactics.
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Lead With Coordinator-Led Consults
- Do redesign your consult process so the treatment coordinator meets patients first in a non-threatening room to build rapport and uncover their "why."
- Hand off to the doctor for a brief focused presentation, then return the patient to the coordinator for finances and next steps.
Patients Buy Life, Not Materials
- Realize patients buy the life results (confidence, memories), not dental materials like zirconia.
- Build emotional value above financial value within the consultation hour.
Use Symptom→Problem→Solution
- Do use the symptom → problem → solution script to discover how dental issues affect patients' daily lives and emotions.
- Focus the solution on cosmetic and functional outcomes, not materials or technical terms.