Mastering the Money Chat: How Dental Teams Close More Cases | Susan Leckowicz | 580

Ever felt that awkward moment when it’s time to talk dollars and cents with a patient, only to watch their interest in treatment vanish on the way to the front desk?

In this episode, we’re tackling one of the biggest bottlenecks in dental practice efficiency, "the dreaded financial discussion," and why it’s time to get your entire clinical team fluent in handling money conversations.

Michael is joined by dental efficiency expert Susan Leckowicz to unpack strategies that empower dental assistants and hygienists to confidently handle treatment costs and scheduling right in the operatory. Susan shares why cross-training staff and implementing standardized financial agreement forms can dramatically cut down on patients changing their minds post-consult, while also making life easier for your team. Hear how direct, early, and clear financial conversations (supported by scripts, flexible payment options, and simple forms) remove uncertainty for patients, build trust, and foster more accepted treatment plans. If you’ve struggled with lost revenue or team discomfort when discussing finances, this episode is packed with practical, step-by-step solutions!

What You'll Learn in This Episode:

• Why relying solely on a treatment coordinator can hinder case acceptance
• Step-by-step tips for cross-training dental assistants and hygienists to discuss finances
• How to create and leverage a standardized, auto-populated financial agreement form
• Effective scripts your team can use for confident financial conversations with patients
• How to seamlessly present payment options like CareCredit and upfront discounts
• Strategies for building trust and increasing patient commitment to treatment plans
• Ways to reduce patient drop-off between operatory and front desk
• Training methods to help your team feel comfortable discussing money
• The positive impact of streamlined processes on patient experience and productivity

Hit play now to discover actionable ways to simplify money talks and boost confidence in your treatment plans for your team and your patients!

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Sponsors:‍

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Guest: Susan Leckowicz

Business Name: Dental Coaches

Check out Susan's Media:‍

Website: dentalcoaches.com

Email: susan@dentalcoaches.com

Book a Call with Susan! calendly.com/susan-dentalcoaches/podcast-fa-form

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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