Increasing Case Acceptance: The Mindset Shift That Adds Millions in Production

If you want to boost revenue and truly help more patients, increasing case acceptance isn’t just a skill—it’s a mindset. In fact, 80% of case acceptance success comes from your psychology, and only 20% from your scripting. When treatment coordinators and doctors approach conversations with the right mental framework, case values rise and patients say “yes” more often—because they trust your confidence.

At Dental A Team, we’ve helped dental practices add millions in treatment acceptance using the principles we’re sharing with you today.

Increasing Case Acceptance Starts With Mindset

Before you dive into the tactics of presenting a treatment plan, check your mindset. Ask yourself:

• Do I believe this patient will say yes?

• Do I assume people can’t afford care?

• Do I feel confident in the value of the treatment?

Your thoughts shape your tone, body language, and how you communicate. The #1 mantra to embrace: “Everyone says yes to me, and there’s always a solution.”

Drop Emotion, Add Clarity

Big treatment plans make you nervous, not the patient. When you call it a “big case,” you’re subconsciously raising the stakes—and projecting uncertainty.

Pro Tip: Eliminate emotional language like “this is a big plan” or “I know this is expensive.” Patients respond to your energy. Lead with calm confidence and stick to facts.

Understand the Patient’s Real Motivation

Patients don’t buy treatment—they buy results. Whether it's cosmetic, functional, financial, or long-term health, each patient is driven by something different.

Use this sequence to uncover their “why”:

1. Ask: “What’s most important to you about your smile?”

2. Listen for motivators: Appearance, function, cost, or longevity.

3. Mirror your plan to match their goal.

Don’t Plant Weeds in Your Flower Garden

Here’s where many treatment coordinators lose the case: They try to predict objections.

Example: “We have financing options available if this is too expensive.”

STOP. If the patient hasn’t raised a concern, don’t introduce one. Present the plan confidently and pause. The art of silence is one of your most powerful tools.

Sequence Matters

How you present a treatment plan matters just as much as what’s on it. Follow this flow:

1. Recap the doctor’s findings with clarity.

2. Edify the doctor: “You’re in great hands with Dr. Smith—this treatment will help you maintain your smile for years.”

3. Present the treatment in terms of benefits.

4. Ask: “What questions do you have?”

5. Offer support, not assumptions.

Increasing Case Acceptance with Confidence

The best closers in dentistry aren’t pushy—they’re confident, calm, and focused on serving the patient. Your tone, posture, and belief in your doctor’s clinical excellence all impact the conversation.

Bonus: When team members believe every patient deserves comprehensive care, their case acceptance rate skyrockets—and so does production.

Ready to Train Your Team?

We’ve helped offices grow from $500k to $2.4M in just 9 months, simply by refining mindset and case presentation. Case acceptance isn’t about scripts—it’s about helping patients say “yes” to the treatment they need and deserve.

Want help with increasing your case acceptance? Schedule a call. We love nothing more than to make sure YOUR dental practice is truly thriving!

Coming Soon: Part 2

In the next blog, we’ll dive into how to handle objections and navigate real-world scenarios that trip up even seasoned pros.

Don't forget to check out our podcast for more tips.