The Dental Head Start Podcast Dental Mentoring Series #3 – Why is it so expensive? Handling objections
Hosted by Dr David Keir
Everyone’s talking about it. Everybody wants a mentor. That’s what they’re looking for when they graduate. Who’s your mentor, and are you putting the effort in? This is the dental mentoring sessions podcast by dental Head Start, real world mentoring every fortnight. I’m Dr David Keir, a practice owner, mentor and someone who’s been exactly where you are. The goal of this podcast is to share real world lessons I’ve learned and discussions I’ve had while mentoring my team, but why keep that behind closed doors? We want to help dental students and graduates become great dentists. So we’re turning what we do week in week out into a fortnightly podcast for you all to benefit from. But I don’t claim to know it all. Everything I share comes from years of absorbing information, making mistakes and being mentored by some of the best in the field, and I’ll try to reference those great mentors along the way. If you’re a young dentist wanting to grow and you’re putting the work in, then this is for you.
In this episode of the Dental Mentoring Series, I chat about the tricky topic of dental costs and how to talk about them with patients. I share why it’s so important to really understand your own pricing and how to explain it clearly—especially when patients push back or say, “That’s too expensive!” I also walk through a four-step approach I use to handle those kinds of conversations: acknowledge their concern, explain the why, offer some options, and give them the space to decide without any pressure. It’s all about building trust and understanding what’s really behind the objections.
Key moments
01:25 The Importance of Communication in Dentistry
07:05 Managing Patient Objections
14:27 The Four-Step Process for Handling Objections
24:00 Identifying Underlying Concerns in Patient Objections
Thank you to our sponsors of this episode…
Dental Protection Limited
Dental Protection have proudly been supporting the Dental Head Start podcast since day one! The Dental Protection team understands the ever-changing challenges faced by dental professionals and we take our responsibility to members seriously. Our professional protection package helps you practise with confidence, safe in the knowledge that we are always by your side if things go wrong. With over 40 years protecting Australian dental professionals, we have the global stability and financial resilience to be by your side for a lifetime of support, even in the most uncertain times. Dental Protection membership is free for students and new graduates and includes access to professional indemnity, support and advice when you need it, free CPD and a whole lot more. Join today at https://www.dentalprotection.org/australia/join
Dental Advice Network
This episode of the Dental Head Start Podcast is proudly supported by Dental Advice Network.
Whether you’re one year out or forty, we all have clinical questions—and it’s OK not to have all the answers. That’s exactly why the Dental Advice Network exists. With leading experts like Dr Omar Ikram (Endodontist), Dr Amanda Phoon Nguyen (Oral Medicine Specialist), Dr Steven Parker (Dental Sedationist), Dr Manu Ayer (Specialist Anaesthetist), Professor Ian Myers (Restorative expert), Dr Kar Mun Chan (Specialist Paediatric Dentist) and Associate Professor Geraldine Moses (Dental Therapeutics and Pharmacology expert), it’s your go-to place for clinical advice, case support, and evidence-based insights.
From medication queries to red flags in oral pathology—or even just a second opinion—Dental Advice Network connects you to trusted voices in dentistry and medicine, including an in-house medical doctor. You’ll also get access to clinical webinars, CPD content, and curated updates to stay ahead in your practice.
It’s peace of mind, peer support, and education—all in one place.
And for Dental Head Start listeners, we’ve teamed up with Dental Advice Network to bring you an exclusive 10% discount when you subscribe. Just use the code HEADSTART10 at checkout. Plus—if you’re a first-year graduate, you already get a massive 50% off.
Check them out at dentaladvicenetwork.com.au, and thank you to Dental Advice Network for supporting the next generation of dental professionals and the Dental Head Start podcast.
Dental Practitioner Support
Dental Practitioner Support is Australia’s first national 24/7 telephone and online service dedicated to supporting the health and wellbeing of everyone in the dental field. Whether you’re just starting your career or have years of experience, this free, confidential, and independent service is here to guide and reassure you through any challenges you face.
From mental and physical health to workplace concerns and general wellbeing, their experienced team is ready to provide tailored advice whenever you need it. Save their number—1800 377 700—or visit www.dpsupport.org.au
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