How to Fix Your Case Acceptance Rates This Week | Dr. Jerry Burns

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Show Notes

If patients keep stalling on bigger treatment plans, the issue may not be the dentistry. It may be the way the conversation is structured.

In this Monday Marketing Move, Dr. Jerry Burns shares a practical way to improve dental case acceptance by auditing how you present treatment, especially larger, higher-cost cases. He explains why recording consultations, with permission when needed, can help you and your team spot moments where the conversation jumps too quickly from diagnosis to treatment without first creating emotional urgency and clarity. You’ll learn why simple dentistry can often be discussed chairside, while complex cases deserve a more structured process: give the patient initial findings and a ballpark investment, let them process at home, then bring them back for a focused 20–30 minute consultation. This approach reduces “shock and awe,” gives spouses or family members a chance to be involved, and helps patients make confident decisions through a clear step-by-step recap, stronger urgency, and well-presented options.

What You'll Learn in This Episode:

Why case acceptance often drops when dentists move too quickly from diagnosis to treatment.
How recording consultations can reveal gaps in delivery, body language, and patient connection.
Why your team should help review consultations to identify missed opportunities.
The difference between presenting simple chairside treatment and complex, high-value cases.
Why patients need time to process larger treatment plans before making a decision.
How a second consultation can reduce confusion and improve follow-through.
Why giving a ballpark cost early can prevent sticker shock later.
How to involve spouses or family members in the decision-making process.
A step-by-step recap method for rebuilding urgency and presenting options clearly.
How better consultation structure can lead to more confident patient decisions.

Listen now to learn how a simple consultation audit can help your patients understand, value, and accept the care they truly need.