We spend so much time thinking about marketing, advertising, referrals, and getting more people into the top of our sales funnel. Those things absolutely matter. But if those patients are already walking into your office and your case acceptance isn’t where it should be, you may be overlooking one of the biggest opportunities sitting right in front of you.
In this Five Minute Friday, I break down three basic ways to increase profitability: bring more people into your funnel, improve case acceptance, and reduce overhead. The problem with overhead is that there’s a limit to how much you can realistically cut. But improving case acceptance allows you to generate more production from patients you’ve already spent the time and money to acquire.
💬 Quotes
“Increase your case acceptance. That’s the key. Increase your case acceptance.”
— Dr. Glenn Krieger
“If the case acceptance didn’t go up, you are leaving money on the table.”
— Dr. Glenn Krieger
🎯 Key Takeaways
- Intro: The sales funnel, closing, and getting more starts (00:25)
- How to make more money without increasing new-patient volume (01:02)
- Three ways to improve profitability in your practice (01:40)
- Why improving case acceptance can be more powerful than cutting overhead (02:37)
- Why you can’t simply cut your way to profitability (03:48)
- How your sales funnel should nurture patients before the TC room (04:36)
- Why you need to know where the consultation is headed before it begins (05:04)
- The simple math behind case acceptance (05:24)
- Why you need to accurately track your true case acceptance rate (06:06)
- How a 10% improvement can translate into significant additional production (06:41)
- Why most practices may overestimate their case acceptance (07:17)
- The metrics you should be auditing over the course of a year (07:50)
- The opportunity when fewer patients are coming through the door (08:10)
- The change you can start making without spending more on marketing (09:26)
- Why the doctor/TC process needs a repeatable system (09:44)
- The step-by-step science behind improving the close (10:17)
- What the Close More Cases meeting will cover (10:57)
- Final takeaway: Keep marketing — but put more effort into closing (12:54)
🟦 Additional Resources
Keep marketing. Keep advertising. Keep looking at your overhead. But don’t spend all your energy getting more people through the front door while ignoring what happens once they’re already inside.
Know your numbers. Audit your case acceptance. Train your TC. Understand the doctor-TC relationship. And build a repeatable system for moving patients through the consultation process.
If you want to dive much deeper into the psychology of buying, the words that matter, and the systems I use to improve case acceptance, join me and Victor Antonio at Close More Cases 2027.
👉 Close More Cases Meeting:
https://closemorecases2027.com/home
👉 Airway Meeting:
https://web.orthopreneurs.com/arizonasleepandairway2026
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https://orthopreneurs.com/
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