The Dental Brief Podcast Think Your Patients Can’t Afford It? Think Again
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Aug 6, 2025 In this engaging discussion, dental coach Lisa Grogan, with nearly 20 years of experience, shares insights on transforming dental practices. She highlights common mindset traps that lead to missed revenue and explains why patients often say they can't afford treatment. Lisa introduces tools like the SMILE form to enhance communication and trust. The conversation underscores the importance of understanding patient needs and shifting from a sales mentality to empowered care, driving better treatment acceptance and practice success.
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Undervaluing Drives Tight Margins
- Dentists often undervalue themselves, especially in pricing, which squeezes profit margins.
- Lisa Grogan links this to self-worth and stresses pricing reflects effort and reinvestment capacity.
Use A Smile Assessment Form
- Do stop avoiding treatment conversations because you fear sounding salesy and remember you're in the solution business.
- Implement a smile assessment form to open ethical, patient-led conversations about needs.
Ask Specific Questions, Not Vague Ones
- Do use a short, plain-language smile wish/assessment form to surface specific patient concerns.
- Let responses guide treatment talks and create visual opportunities like scanner demos to increase acceptance.