Feb 14, 2025
If you've ever wondered why some patients hesitate to move forward with treatment, you're not alone. Case acceptance isn't just about presenting a treatment plan—it's about understanding the psychology behind a "yes."
That's why I’ve invited the highly respected Debra Engelhardt Nash to the Raving Patients Podcast. With decades of experience in dental consulting and coaching, Debra knows exactly how to help dental teams transform their patient conversations into powerful case acceptance strategies.
In This Episode, We Cover:
✅ The key questions that make patients feel understood
and ready to commit
✅ Why the front desk team is your best (or worst) case acceptance
tool
✅ How to handle the dreaded "Do you take my insurance?"
question
✅ Strategies to eliminate financial objections before they even
come up
✅ The role of trust, team endorsement, and second opinions in case
acceptance
With insights from Debra’s extensive career—including her experience at the Nash Institute for Dental Learning—you’ll walk away with actionable tactics that will immediately boost patient conversions.
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Key Takeaways
Introduction and Sponsor Acknowledgment (00:47)
Meet Deborah Engelhardt Nash (03:32)
The Power of Patient Conversations (05:01)
The First Phone Call Matters (10:05)
Your Front Desk is a Sales Team (11:41)
How to Sell Your Practice Over the Phone (12:04)
Handling the Insurance Question Smartly (13:26)
The Right Way to Discuss Cost (20:53)
Why Team Endorsement Boosts Case Acceptance (21:48)
The Magic Question to Increase Yeses (23:45)
Overcoming Financial Objections (26:34)
Introducing Payment Plans Effectively (27:20)
Should You Offer Free Consultations? (30:53)
Why You Should Record Calls (32:15)
Lightning Round Q&A (32:27)
Final Takeaways and How to Connect with Deborah (36:46)
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Connect with Debra:
🌐 Website: DebraEngelhardtNash.com
📍
Nash Institute for Dental Learning: NashInstitute.com
📞 Phone:
704-904-3459
💡 Special Offer: Mention the Raving Patients Podcast for an exclusive tuition discount at the Nash Institute!
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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.
This podcast is sponsored by Dental Intelligence. Learn more here.
This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.
Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!