Why do so few practices ever sell a $50,000 dental case? Because two things have to be right and usually only one is. First, the right patients have to be showing up for consultations. If your flow is all small jobs, you'll never see the big-case patient walk in. Second, and this is where most practices fall down, the case has to be presented in a way that lets someone justify that kind of investment in themselves. When I look at a practice that has never closed a $50,000 case, it tells me something about who's coming in the door and [...]