Why don't patients say yes to large dental treatment plans? Most of the time it isn't price. It's that they never understood what you said. Patient understanding is the thing that moves a niche case to yes. The more understanding you create, the more yes's you get. The less you create, the fewer cases you do, full stop. Here's the trap. Most of what we do as dentists actively destroys understanding, because we present the way we were taught in school, dense and technical. When information gets complex, the patient's eyes glaze, their mind wanders, and they check out. You've felt [...]