Why do Many Case Presentations FAIL?

You present a treatment plan — maybe crowns, implants, or a full-mouth rehab — and the patient says, “Thanks, I’ll think about it.”

They leave. Maybe they do what insurance covers. But the full case? It walks out the door.

The treatment was clinically sound. Financing was available. You explained it clearly. So what went wrong?

It wasn’t the cost. It was the time.

Now, if you truly want to master the case acceptance process, I highly recommend you attend the MGE Communication & Sales Seminars where you’ll spend 9 days becoming a master closer and increase collections by nearly $300k per year.

But for now, let’s get into this week’s blog.

The Real Reason Cases Don’t Close

It’s easy to blame objections like:

• “It’s too expensive.”
• “Can I get a pre-estimate?”
• “I’ll just do what insurance covers.”

But in most cases, those are just surface-level excuses.

The real issue is that the presentation was rushed. There wasn’t enough time for the patient to truly understand, ask questions, and commit.

You Can’t Close Big Cases in Small Windows

Major treatment plans — $5,000, $10,000, even $15,000+ — aren’t typically accepted in a 5-minute conversation squeezed between hygiene checks.

Unless the patient is already mentally and financially prepared, rushing the presentation sets the case up to fail.

You need time — and you need the right people in the room.

Bring Them Back — But Do It Right

If you’re short on time, schedule a follow-up for the treatment presentation instead of rushing through it. But here’s a critical step most practices miss:

Ensure all financial decision-makers will be present.

Before you book the follow-up, ask something like:

“I want to bring you back tomorrow morning so I can walk you through your treatment plan and make sure I answer all your questions. But before we schedule that, does your [spouse/partner] usually help make financial decisions like this? Should they be here too?”

If they say yes, ask if they’d be willing to call their spouse now — while you’re still at the desk — to coordinate a time that works for everyone.
That simple step saves you from doing a perfect presentation to someone who isn’t able to say yes.

Time Builds Trust — And Trust Closes Cases

When you schedule enough time to present properly, you can:

• Build trust
• Listen and address real concerns
• Connect treatment to their personal goals
• Present payment options with clarity
• Increase the likelihood of a “yes”

When you don’t? Patients stall, leave confused, or disappear altogether.

What’s the Cost of Rushing?

Let’s say you lose one $6,000 case each week because there wasn’t enough time to present it properly. That’s:

• $24,000/month in missed production
• Nearly $300,000/year in lost opportunity

Multiply that across your team, and the impact grows quickly.

What to Do Instead

You don’t need to change your fees or hire a new financing vendor. You just need to block out time in your schedule to close cases the right way.

Here’s how:

1. Don’t Start What You Can’t Finish

If your schedule is packed, reschedule the treatment discussion instead of rushing it. It’s better for the patient — and for your case acceptance.

2. Redefine “Case Presented”

It’s not done when you explain the treatment.

It’s done when:

• The patient understands the plan
• They agree to it
• There’s a clear path to payment and scheduling

If you walk out thinking “Well, I told them what they need,” that’s not a close — that’s a missed opportunity.

3. Make Space for Case Presentations

Build consultation time into your schedule.

• Block time after exams for discussions
• Flag major cases in advance
• Train your team to coordinate time with all decision-makers present

Treat the presentation like a procedure — not an afterthought.

Summary

If case acceptance is inconsistent, start by looking at your calendar — not your pricing.

Most dentists don’t lose cases because of cost.

They lose them because they never gave the patient the time — and support — to say yes.

And again, if you want to learn even more about boosting case acceptance and increase your collections by nearly $300k per year, attend the MGE Communication & Sales Seminars. Reach out to me at Jeffs@mgeonline.com if you want more information.