🚫 Ever Quoted a Fee Too Soon? Here's Why It Might Be Costing You Thousands

Here's How to Know — and What to Ask

Have you ever presented a big treatment plan—only to be met with blank stares, confusion, or “I’ll think about it”? 😬

It’s not that the patient didn’t care… or that they have their 'priorities screwed up'. They just weren’t ready—not mentally, emotionally, or financially. And that’s exactly why we teach the concept of the Planning Appointment.

Here’s the truth:
Most patients aren’t prepared to discuss treatment options and commit to thousands of dollars in dentistry the first time they meet you—or while they’re reclined in the hygiene chair during a routine check-up.

They need time and space to:

• Feel Heard

• Build Value

• Weigh priorities

• Involve decision-makers

• Consider timing and budget

That’s what the Planning Appointment is all about:

A dedicated time to slow down, focus, and partner with your patient to co-create a plan they’re ready to say yes to.

And here’s the kicker:
📈 When we look at practice metrics, there is ALWAYS a direct correlation between the number of Planning Appointments and revenue.
Why? Because when patients have the time and space to be a part of the process instead of being told what they 'need', case acceptance skyrockets. And that means more comprehensive treatment on your schedule, better health outcomes for the patient, and stronger financial performance for the practice.

✅ Questions to Gauge Readiness: A Conversation Framework

Use this resource to guide conversations that support—not rush—patient decisions:

1. 🧠 Understanding Their Perspective
   → “What thoughts are coming up for you after hearing all of this?”

2. 🎯 Exploring Priorities
   → “Where does this fall on your list of priorities right now?”

3. 🕰 Considering Timing
   → “What timeframe do you have in mind?”

4. 💵 Gauging Financial Readiness
   → “What kind of investment feels doable for you when it comes to your dental health?”

5. 🤝 Decision-Making Style
   → “Who do you typically include in conversations like this?”

   DOWNLOAD THIS RESOURCE- MORE QUESTIONS TO DETERMINE PATIENT READINESS TO MOVE FORWARD

🗣 Use These at Key Moments:

Before Quoting Fees:

“Before we talk numbers, I want to make sure we're on the same page when it comes to your expectations.  Is this what you have in mind? What else do we need to consider at this point? 

During the Planning Appointment:
Ask, don’t assume. These questions invite partnership and prevent overwhelm.

After the Conversation:

“It sounds like this matters to you, and you want to move forward—how can we help make the process feel manageable and comfortable.”

💡 The Planning Appointment is your chance to slow down and connect.
When patients feel heard and supported, they’re more confident saying yes.