Why do my dental patients always say they have no money? Because you are skipping the qualifying steps and talking to the wrong people. When a dentist tells me every patient they see is broke, I do not believe the patients are the problem. The process is. If there is no diagnostic fee with any seriousness behind it, and no step that asks the patient to commit before you start presenting, then of course your chair fills with people who were never going to buy. A real diagnostic fee is part of qualifying. It asks the patient to show some skin [...]