How do dentists actually close very large cases worth tens of thousands of dollars?
First, accept that those cases exist. There are real patients who need over a hundred thousand dollars of dentistry, and I am not talking about over-treatment. I mean people with the deepest disabilities who have lost most of their function. When they are sold to correctly, some of them will spend whatever it takes to get their health, beauty, and function back. The reason you cannot close them now is that big cases carry enormous emotional weight, and you are presenting them as a pile of clinical facts and a scary number. Get the patient emotionally committed to the result first. The size of the case is exactly why the emotional work matters more, not less. Slow down and do that part before the estimate ever appears.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.