Neodent Summit 2025 Dr. Dhoon on Hacking the Dental Consult: Verbiage and Case Acceptance Strategy

Struggling with case acceptance? This presentation breaks down how to rethink the dental consultation process: covering everything from verbiage and patient psychology to room setup, model use, and financing conversations. Dr. Taher Dhoon shares the exact systems used at Colorado Surgical Institute to increase full arch case acceptance without being pushy, salesy, or losing your authenticity. This isn’t about canned scripts, it’s about creating trust, listening well, and knowing how to lead patients toward treatment in a way that serves them and grows your practice. • Set up the consult room for trust and comfort • Use psychology to meet patients where they are • Navigate hard conversations around money, timing, and fear • Handle common objections with confidence • Train your team to protect your time and prequalify patients • Build emotional EBITDA alongside financial success Explore upcoming courses at: www.ColoradoSurgicalInstitute.com Call Chris at (970) 410-6148 to schedule a discovery call 00:00 – Intro: Why Consults Matter 02:30 – The “Dig Deeper” Philosophy 05:15 – Trust is the Currency 08:00 – Paul Homley & Presenting Treatment Options 10:30 – Tracking Leads & Internal Marketing Strategy 14:20 – Creating Longitudinal Video Content 18:00 – Referral Cards & ROI-Driven Marketing 21:00 – Greeting, Tour & Patient Sensory Experience 25:15 – Prepping the Consult Room 28:30 – Active Listening & Patient Storytelling 32:00 – Case Presentation Strategy 35:15 – Discussing Money Without Losing the Case 39:00 – Prequalifying Patients & Medical History Tips 42:10 – Verbiage Examples That Work 46:00 – Final Thoughts & Emotional Case Acceptance