Episode 76 – Financing: Getting Patients to “Yes!”

“It doesn’t matter if they get the work done over four months or four years. What matters is they’re in control, and you have a plan.”  ~ Dr. Victoria Peterson

In the previous episode, we learned that the most important metric in your practice is if your patients are saying “yes” to treatment, and at what level. How do we move patients from the “I’m scared,” “You might hurt me,” “I’m embarrassed,” “I can’t afford this” mindset to the mindset of “I trust you,” “I believe what you’re telling me about my mouth,” “I’m confident you’re my provider,” and “I’m confident I can work this into my budget”?

One of the ways we can do this is through financing. Technology has finally caught up with this important part of the dental visit, as what used to be a tricky negotiation where forms are being filled out, and you’re waiting to see who’s approved by what vendor, can now be presented to the patient in a way they can understand and accept.

As you listen to this episode, we want you to think about:

  • How has third-party financing affected your practice?
  • What are the various ways you offer financing to your patients?
  • How do you present these financing options?


Regan 0:00
Hi, Doctor. Regan Robertson, CCO of Productive Dentist Academy here and I have a question for you. Are you finding it hard to get your team aligned to your vision, but you know you deserve growth just like everybody else? That’s why we’ve created the PDA productivity workshop. For nearly 20 years, PDA workshops have helped dentists, just like you, align their teams, get control of scheduling, and create productive practices that they love walking into every day. Just imagine how you will feel when you know your schedule is productive, your systems are humming, and your team is aligned to your vision. It’s simple, but it’s not necessarily easy. We can help, visit productivedentist.com/workshop that’s productivedentist.com/workshop to secure your seats now.

Victoria Peterson 0:46
It gets into this embarrassing piece of negotiation, right, because you’ve, you’ve asked a question that you don’t know the answer to. So the question is, can my patient get approved for financing? You don’t know yes or no and whenever you you put yourself in a place where you’re not controlling the process and unknown variable come in, you’re, you’re more often than not going to end up on the no side of the equation.

Narrator 1:17
Welcome to Investment Grade Practices podcast where we believe private practice dentists deserve to get the lifestyle today while building an asset for tomorrow. Join your host Victoria Peterson who designed the practice of your dreams and secure your financial independence. Let’s get started.

Victoria Peterson 1:41
Welcome back to Investment Grade Practices. I’m your host, Victoria Peterson and on the last episode, we started talking about metrics that lead to success and an Investment Great Practice and we ended with, you know, case acceptance and having the courage to tell patients everything that you see, if you want to double your practice, just start doubling, you know, what you share. It’s not making up treatment, it’s just be willing to share all that you see and that is scary, particularly in these economic times. So I want to walk through revenue cycle management a little bit in turn, from a patient’s point of view, remember, the most important metric in your practice is our patients saying yes, and at what level. So if they’re saying yes to a third of their treatment, or one out of 10 things on their treatment plan, how can you impact them, saying yes to more, or having a plan where this year, we’ll handle quadrant one, quadrant two, quadrant three, quadrant four, it doesn’t matter if they get the work done in four months or four years, what matters is that they’re in control, and you have a plan. So I want to dive in a little bit about how we offer financial options to patients, because I think consultants have really messed us up on this one. A long time ago, we said, Doctor, don’t worry, don’t be the bank, let us handle that. So third-party finance came in and said, we have the technology to run credit scores, we can tell you if they’re worthy or not and I remember those days because I was an office manager and I used to run TransUnion and Equifax Credit Scores on our patients in order to extend credit because we didn’t have banks lining up to do that. It really in the day, put the practice that a lot of risk. If it depended on the office manager’s skill level and doing this if you had team turnover, then suddenly, you couldn’t offer financial options. If the patient didn’t pay, then you had collections and it was a tedious process. So I see how banking came into dentistry and it’s, I’m grateful that they did but the waterfall of how we present financial options really hasn’t shifted. In decades. It’s shifted now and there are companies that are doing this and I’m not going to go into brands or endorse any particular companies, you can find those companies or private message me, we’ll talk about who use it productive dentist Academy, but I want you to think about the mindset of the patient. I’m scared, I’m nervous. You might hurt me, this might be expensive. I’m probably embarrassed because it’s my own neglect that got me here. So how do we raise the emotional insights for this patient into I trust you, I’m confident that what you say I need I really need, I’m confident that you are the provider for me, and I’m confident that I can reasonably work this in my budget. So that’s a scenario that’s where we, in the patient journey, we need to get to in order for patient as to say yes. And in today’s environment, it goes something like this. “Victoria, your treatment plan is $5,000 and we work with XYZ company, and we can see if they will approve you, or if you’d like you can pay up front and get a 10% courtesy. So it’ll be $4,500 and you need to pay today.” So in the strictest, those are the options. So let’s say the patient doesn’t have 4500, or they want to hold on to their money, and you go and you apply and get approval or, or denial from company XYZ and based on their credit score, they get partial approval for $2,000. So now you’re in this place of do I do half the treatment? Do I try to get them to come up with the other $3,000, a third, a third, a third, and we take the 2000 as a down payment? It gets into this embarrassing piece of negotiation, right because you’ve, you’ve asked a question that you don’t know the answer to. So the question is, can my patient get approved for financing, you don’t know yes or no and whenever you you put yourself in a place where you’re not controlling the process and unknown variable come in, you’re, you’re more often than not going to end up on the no side of the equation. So there are companies now that have platforms that can simultaneously approve patients in a multiple, in multiple ways. So with one intake process, you can see if they are approved for traditional third-party financing, which is a one-year interest deferred, or partial, you know, with interest. There is in-house financing that you the doctor quite honestly should be setting up because with interest you mitigate the risk with these types of platforms, your office manager doesn’t have to go do the credit checks, the software does that for you. So you’ve eliminated the inconsistency within your practice and you’ve eliminated the risk by charging interest. So having multiple loans to patients with interest, you will not you will not come out on the short end of the stick. Trust me banks know this that’s why they build high-rise buildings. If you if you find this one patient and they defaulted, then you’re at risk. But you finance 10, 20, 30, 50 patients and one patient defaults, your interest covers that. So what about a platform that says I can approve you traditionally, I can approve you with a down payment where the hard costs are covered, and the office will carry the balance, I could sign you up for a membership plan and you could take advantage of courtesies and bookkeeping. reductions that way discounts that way. We could use your insurance as a down payment, and then look at financing. That is the wave of the future for patient finance and I hope that you’re waking up to this, I hope that when you’re at conferences, you’re seeing the companies that do this. They are all on HIPAA-compliant text messaging and email automated platforms. So once you set up the financial option, it’s not like you have to work it out on a piece of paper anymore, then go and apply and then outsource it and hope your money comes in. It’s all in a platform where you have visibility, the payments are automated, and the follow-up is automated. So if for any reason their bank draft is rejected or their credit card expires, they automatically get text. Imagine how much you could streamline the administrative task in your practice and imagine how much patient acceptance goes up. When they’re at that point that says, “Hey, Doc, that sounds great. When can we get started?” And you say, “I’m going to let Victoria work that out with you. She’s got two jobs, one to fit into your busy schedule, and two to make sure this fits in your budget and she’s got a variety of fair and flexible options for you,” and that’s it. You’re you’ve done your job as a provider, providing comprehensive view into their needs and now you’ve got a comprehensive plan on helping them work it into their budgets. So that’s the invitation for you in today’s episode is go and discover not only the technology innovations for patient care, but for patient finance, it is a game changer.

Narrator 9:40
Thank you for tuning in to this episode of Investment Grade Practices podcast. If you find value in this episode, help us spread the word by passing it along to a dental friend subscribe and give us a Like on iTunes or Spotify. Learn more about building your Investment Grade Practice at productivedentist.com  today


Have a great experience with PDA recently?

Leave a Review

Need help?
Accessibility Options
Accessibility On Our Website

We are committed to continuously improving access to our goods and services by individuals with disabilities. If you are unable to use any aspect of this website because of a disability, please call (800) 757-6077 and we will provide you with prompt personalized assistance.

If you have trouble seeing web pages, the US Social Security Administration offers these tips for optimizing your computer and browser to improve your online experience.

If you are looking for mouse and keyboard alternatives, speech recognition software such as Dragon Naturally Speaking may help you navigate web pages and online services. This software allows the user to move focus around a web page or application screen through voice controls.

If you are deaf or hard of hearing, there are several accessibility features available to you.

Closed Captioning
Closed captioning provides a transcript for the audio track of a video presentation that is synchronized with the video and audio tracks. Captions are generally visually displayed over the video, which benefits people who are deaf and hard of hearing, and anyone who cannot hear the audio due to noisy environments. Most of our website’s video content includes automated captions. Learn how to turn captioning on and off in YouTube.

Volume Controls
Your computer, tablet, or mobile device has volume control features. Each video and audio service has its own additional volume controls. Try adjusting both your device’s volume controls and your media players’ volume controls to optimize your listening experience.

Read More About Accessibility and Why It Matters

Need help?

Oops! We could not locate your form.

Do not include sensitive personal, financial, or other confidential information (Social Security, account number, login, passwords, etc.). This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Helpful Resources

Below are links you may find helpful when scheduling an appointment with us.


Episode 218: Associates Deserve Clinical Calibration

 “On the backside of fear we find confidence. And once we’re...

Episode 218: Associates Deserve Clinical Calibration (featured image)

Episode 244 – Navigating the Dental Media

“If I can help my audience and make sure they don’t fall into the...

Episode 244 – Navigating the Dental Media (featured image)

Episode 121 – Success Requires Support

 “Success requires support, but which support, who are you...

Episode 121 – Success Requires Support (featured image)
In the Press

I’ve Arrived: From $100 in the Bank to Generational Wealth in Less Than 3 Years.

from Dental Entrepreneur – Winter 2023 By Dr. Maggie Augustyn...

I’ve Arrived: From $100 in the Bank to Generational Wealth in Less Than 3 Years. (featured image)
From Our Blog

Embrace the Digital Communication Shift

Why More Practices Are Moving Away from Phones and Towards Text &...

Embrace the Digital Communication Shift (featured image)
Follow Us On Social Media


Stay informed on updates and upcoming events from our office.


Connect and learn more about Productive Dentist Academy.


Subscribe to our YouTube channel.


View fun photos and follow our team on Instagram.

Your Privacy
Privacy Policy

This privacy notice discloses our privacy practices and the use of Google Analytics 4(GA4), an analytic advertising feature. This privacy notice applies solely to information collected by this website and the GA4 platform. It will notify you of the following:

  1. What personally identifiable information is collected from you through the website and GA4 platform, how it is used, and with whom it may be shared.
  2. The choices available to you regarding the use of your data.
  3. The security procedures in place to protect the misuse of your information.
  4. How you can correct any inaccuracies in the information.

Information Collection, Use, and Sharing

We only have access to/collect information that you voluntarily give us via email or other direct contact from you. We will not sell or rent this information to anyone.

We will use your information to respond to you, regarding the reason you contacted us. Unless you ask us not to, we may contact you via email in the future to tell you about specials, new products or services, or changes to this privacy policy.

While Productive Dentist Academy is the primary data controller, Google, in the context of providing Google Analytics service, acts as a data processor. We use Google Analytics 4, a widely recognized web analytics service provided by Google, Inc., to track user interactions and gather data for advertising purposes. As a third-party vendor, Google Analytics operates independently and maintains its own privacy policy, which can be found at https://policies.google.com/privacy. We carefully select our third-party vendors for their commitment to user privacy and adherence to data protection standards. As part of our ongoing commitment to your privacy, we implement measures to ensure that services like GA4 comply with our high standards of data protection.

GA4 collects certain personally identifiable information from you as you interact with our website. This information includes but is not limited to your device ID, IP address, and geographic location. The information collected through GA4 is used to analyze user behavior, optimize our website’s performance, and tailor our content to better serve your needs. This data is compiled and anonymized, ensuring that it cannot be linked back to individual users.

Please note that GA4 may share the information collected with Google and other third-party service providers to enable data processing and reporting on website usage. However, we will not sell, rent, or share your information, especially your personally identifiable information, with any third party outside of our organization.

Your Access to and Control Over Information

You have certain rights regarding the data collected by GA4. You have the right to do the following at any time by contacting us via the email address or phone number given on our website:

  • See what data we have about you, if any.
  • Have us delete any data we have about you.
  • Express any concern you have about our use of your data.

In addition to opting out of any future communications from us at any time, you may also opt out of the GA4 feature if you so choose. You can opt out of the GA4 Advertising Features we use through Ads Settings, Ad Settings for mobile apps, or through the NAI’s. This link points to Google Analytics’ currently available opt-outs for the web https://tools.google.com/dlpage/gaoptout/ 


We take precautions to protect your information. When you submit sensitive information via the website, your information is protected both online and offline. GA4 also follows industry best practices to protect your data both online and offline.

To ensure data protection while we are using GA4, we are implementing additional security measures that include and are not limited to:

  • limiting data access, 
  • using secure protocols, 
  • managing data sharing with Google

Wherever we collect sensitive information (such as credit card data), that information is encrypted and transmitted to us in a secure way. You can verify this by looking for a lock icon in the address bar and looking for “https” at the beginning of the address of the Web page.

While we use encryption to protect sensitive information transmitted online, we also protect your information offline. Only employees who need the information to perform a specific job (for example, billing or customer service) are granted access to personally identifiable information. The computers/servers in which we store personally identifiable information are kept in a secure environment.

Contact Us

If you have any concerns about the use of GA4 or believe that we are not abiding by this privacy policy, please contact us immediately. We are committed to addressing any privacy-related issues promptly and transparently.

By using our website and consenting to the use of GA4, you acknowledge and agree to the data collection and processing practices described in this notice. For more information about GA4 and its privacy practices, please review Google’s Privacy Policy on this link https://policies.google.com/privacy.

If you feel that we are not abiding by this privacy policy, you should contact us immediately.

Read More About Our Privacy Policy and Why It Matters

Terms of Service
Terms of Service

Entering this site or the links accessible through this site, you agree to be bound by this agreement. The information and the resources contained on and accessible through this site are made available by Productive Dentist Academy and/or its suppliers and vendors, and are subject to your agreement to their terms and conditions.

All contents copyright (c) Productive Dentist Academy

All rights reserved, Productive Dentist Academy makes this website available to all users for the sole purpose of providing educational information on health-related issues.

The accuracy of website, information, and resources identified are not warranted or guaranteed, or intended to be a substitute for professional health advice, to contradict health advice given, or for health care of any kind.

Your use of this website indicates your agreement to be bound by the Terms of Use and you expressly agree to be bound to the foregoing terms and conditions.

All materials on this website, including the site’s design, layout, and organization, are owned and copyrighted by Productive Dentist Academy, or its suppliers or vendors, and are protected by U.S. and international copyrights.

Material on this site may be used for personal use only. Commercial use of any sort is strictly prohibited.

Use of Resources & Information
This site may not be used as a supplement or alternative for health care, and is not intended and does not warrant or guarantee the quality or quantity of any services of any of the advertisers identified; further, the information provided is merely for educational purposes, and its accuracy is not guaranteed. Do not use this site as a substitute for health care. Please consult with your doctor or other health care provider regarding any health questions you may have. This site may not be used for health diagnosis or treatment. Do not use this site to disregard any health advice, nor to delay seeking health advice, because of something you read or see in this site.

You understand and agree that neither Productive Dentist Academy nor its suppliers or vendors or linked domain names are responsible or liable for any claim, loss, or damage of any kind, directly or indirectly resulting from your use of this site or the information or the resources contained on or accessible through it.

Productive Dentist Academy expressly disclaims any implied warranty or representation about the information or accuracy, relevance, completeness, timeliness or appropriateness for any particular purpose of any kind. Your use of this site is also subject to all additional disclaimers that may appear throughout the site.

Other Internet Sites Links
This site also includes links to other internet sites created and maintained by Productive Dentist Academy’s suppliers, vendors, affiliates, or subscribers. Be aware that Productive Dentist Academy does not control, makes no guarantees about, and disclaims any express or implied representations or warranties about the accuracy, relevance, completeness, timeliness or appropriateness for a particular purpose of the information or the resources contained on these or any other internet sites.

Further, the inclusion of these links is merely for your convenience and is not intended and does not reflect Productive Dentist Academy’s opinion on the accuracy or the importance of these other sites; further, Productive Dentist Academy does not endorse in any manner any of the views expressed in, or products or services offered by these other sites. All information in any site by Productive Dentist Academy, or associated or linked site, is extracted, read, used, or relied upon by you at your own risk.

Disclaimer of Warranty
Productive Dentist Academy and its suppliers and vendors disclaim all express or implied representations or warranties regarding the information, services, products, materials, and any other resources contained on or accessible through this site, including without limitation any implied warranties of merchantability or fitness for a particular purpose. All information provided by Productive Dentist Academy is made available “as is” and “as available” without warranty of any kind, or any express or implied promise, including, by way of example, its continuing availability.

Limitation of Liability
With respect to products, goods, or services purchased from any entity identified, listed, named or contacted through Productive Dentist Academy’s website, or any links to Productive Dentist Academy’s website, to the maximum extent permitted by applicable law, in no event shall Productive Dentist Academy or its suppliers or vendors be liable for any direct, indirect, special, punitive, incidental, exemplary, contractual, or consequential damages, or any damages whatsoever of any kind, resulting from any loss, which by way of example, includes loss of use, loss of data, loss of profits, business interruption, litigation, or any other pecuniary loss, whether based on breach of contract, tort (including negligence), product liability, or otherwise, arising out of or in any way connected with the use or performance of this site, with the delay or inability to use this site, or with the provision of or failure to make available any information, services, products, materials, or other resources contained on or accessible through this site, even if advised of the possibility of such damages.

You acknowledge and agree that the limitations set forth above are elements of this agreement, and that this site would not be provided to you absent such limitations.

You agree to indemnify, defend, and hold harmless Productive Dentist Academy and its suppliers and vendors from any liability, loss, claim, and expense (including reasonable attorneys’ fees) related to your violation of this agreement or use of this site in any manner. Your use of this site shall constitute your acceptance of the terms of this Agreement, as revised and modified, if any, each time you access this site. Productive Dentist Academy may modify this agreement at any time, and such modifications shall be effective immediately upon posting of the modified agreement.

Productive Dentist Academy’s failure to insist upon strict enforcement of any provision(s) of this agreement shall not be construed as a waiver of any provision or right.

This agreement and the resolution of any dispute related to this agreement or this site shall be governed by and construed in accordance with the laws of the State of Washington, without giving effect to any principles or conflicts of law. Any legal action or proceeding between Productive Dentist Academy or its links, suppliers or vendors and you related to this agreement or this site shall be brought exclusively in a state or federal court of competent jurisdiction sitting in Skagit County, Washington.

All materials on this website, including the site’s design, layout, and organization, are owned and copyrighted by Productive Dentist Academy or its suppliers or vendors, and are protected by U.S. and international copyrights.

This site contains links to other sites. Productive Dentist Academy is not responsible for the privacy practices of other sites that are linked to us.

Should you have any questions or concerns regarding Productive Dentist Academy’s Privacy Policy and Terms of Use, please contact us.

Read More About Our Terms of Service and Why It Matters

Search the Website

Use keywords in the search box below to find what you're looking for.

Go to the Top of the Page