Here’s something I see all too often in orthodontic practices.
The phones are ringing. New patient consultations are being scheduled. Marketing dollars are being spent.
But the starts? They’re not keeping up.
Sound familiar?
After 30+ years in orthodontics, I’ve learned that sometimes your greatest growth opportunity isn’t attracting more patients. It’s converting the ones you already have.
Every Patient Touchpoint Matters
From the first phone call to the consultation and financial presentation, every interaction either builds confidence or creates hesitation.
And here’s something I remind my clients:
The fee isn’t always the problem.
Sometimes it’s the initial payment, the monthly terms, an unanswered question, or simply a lack of connection.
Our job isn’t to pressure patients into treatment. It’s to understand their concerns, communicate value, and make it easier for them to say YES.
This Month’s Challenge
Review your last 20 new patient consultations.
How many started? How many didn’t? And do you know WHY?
If you’re not tracking your pending patients and their objections, you may be missing opportunities already sitting in your practice.
From My Coaching Notebook
One of my favorite transformations is watching a Treatment Coordinator shift from simply presenting treatment to truly connecting with patients.
Better questions. Stronger listening. More confident financial conversations.
That’s when case acceptance begins to improve.
Connection builds trust. Trust builds confidence. Confidence drives decisions.
This Month’s Featured Resource
TC Excellence Master Class
Your TC is one of your practice’s greatest growth opportunities!
Our TC Excellence Master Class helps Treatment Coordinators strengthen communication, consultation workflows, financial presentations, objection handling, same-day starts, and pending follow-up.
Includes a comprehensive handbook and three months of implementation support.
Looking Ahead
As we head into the final quarter, remember:
You don’t always need more leads. Sometimes you just need to close the gaps.
Wishing you a successful September!
With gratitude,
Shelley Bostrom
Founder, Align My Practice
alignmypractice.com
shelley@alignmypractice.com
949.329.4620