Season 5: Episode 129: Why Patients Say, "I'll Think About It" and Never Call Back the Treatment Acceptance Crisis in Dentistry

Send us Fan Mail

Sarah Beth Herman reflects on a dentist frustrated by unscheduled diagnosed treatment and argues the issue is often misnamed as “treatment acceptance” when it is really a decision-making problem rooted in uncertainty and perceived risk. Drawing on neuroscience and experience, she explains that patients can understand a diagnosis yet still hesitate because the brain treats uncertainty like danger, amplifying fears about cost, discomfort, surgery, or past trauma. She distinguishes explaining from reassuring, emphasizes that money is frequently not the primary barrier, and notes that unspoken concerns—trust, fear, overwhelm, or prior experiences—often drive delays that sound like “I’ll think about it.” High-performing practices focus less on closing and more on listening, curiosity, and emotional intelligence to uncover the real issue, build trust over time, and create conditions where better decisions happen naturally.

Support the show

SOCIALS:
No Silver Spoons®: Instagram
Dentistry Support: Instagram | Facebook | Linkedin
The Dental Collaborative: Facebook
Sarah Beth Herman: LinkedIn | Personal Bio | Links
Free Training for Dental Offices

DISCLAIMER:
The content provided in this podcast, including by Sarah Beth Herman and any affiliated guests, is for informational purposes only and does not constitute professional advice, including but not limited to medical, legal, or business consulting services. Listeners engage with the content at their own risk and are responsible for any actions taken based on the information presented. No guarantees are made regarding the accuracy or completeness of the content. For any questions, clarifications, or crediting of sources, please contact us directly, and we will make necessary adjustments.