Dental Practice Heroes The #1 Case Acceptance Bottleneck Dentists Ignore
Dec 1, 2025
Dr. Henry Ernst, a dental practice owner and coach, teams up with Dr. Steve Markowitz, an experienced large-practice owner, to tackle a critical yet overlooked issue: the front desk. They discuss the importance of specialized training for front-desk staff to enhance case acceptance. From the necessity of dedicated treatment coordinators to fostering a sense of ownership among the team, their insights highlight how accountability and proactive follow-up can dramatically improve patient engagement. Discover practical strategies for boosting operational success!
AI Snips
Chapters
Transcript
Episode notes
Follow Up On Unsold Plans Systematically
- Use scheduled follow-up calls to convert undecided patients.
- Henry recommends calling two days, two weeks, and one month after to ask simple confidence-check questions.
Shift The Front Desk Mindset From Transactional
- Many front desk staff view presenting treatment as 'doing their job' and stop at that point.
- Paul Etchison urges shifting mindset so the front desk helps patients make treatment fit their lives.
New Coordinator Prepared On A Sunday
- Dr. Steve Markowitz shared a new perio treatment coordinator who came in on a Sunday to prepare and refused to clock in.
- He used this as an example of ownership and pride in owning a schedule.