Case acceptance is bigger than an on-the-spot yes. In our latest episode, I break down one of the most underused concepts in dentistry: next time case acceptance. This is for the patients who hesitate because they are not fully bought in yet, not because they are the problem.
The common mistake is trying to close harder in the moment. More explaining, more convincing, more pressure. You can feel the tension, and it quietly erodes trust. The better move is to plant the seed today so the yes comes easily at the next visit. When you do it right, the patient feels respected, informed, and in control, and they accept more treatment without feeling sold.
Here is the framework I teach:
β’ Show them what you see.
Photos, probe depths, perio charting, a clear intraoral image. Seeing is believing.
β’ Explain what concerns you in plain language.
Keep it clinical and simple.
β’ Give them ownership of the outcome.
Let them try home care or choose to watch it, but make the responsibility theirs.
β’ Set the next time expectation.
If it is not better at the next visit, here is the exact next step, with no surprise.
I also go over the exact scripts for four situations that usually create the most friction: SRP resistance, x ray refusals, early cracks, and adult ortho framed as health. Listen now and steal the language. If you plant the seed correctly today, next time becomes the easiest yes you will get all week.
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