Technology and Case Acceptance

Educating patients effectively is key to improving case acceptance in a dental practice. When patients understand their diagnosis and the long-term consequences of delaying treatment, they are more likely to move forward with recommended care. Technology plays a crucial role in enhancing patient education, creating urgency, and improving trust between the patient and the dental team.

This guide will cover:

1. Technology tools that improve patient education

2. How to create urgency using visuals & explanations

3. A step-by-step audit to assess if a practice is using technology effectively

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1. Technology Tools That Enhance Patient Education

A. AI-Enhanced Caries Detection & Digital Imaging

✅ What It Does:

• AI-driven X-ray analysis (like Overjet, Pearl AI, or Dentrix Detect AI) highlights areas of decay or bone loss that may not be immediately visible to the patient or even the provider.
• Helps the dentist visually demonstrate the problem, making it more real to the patient.

✅ How It Helps Case Acceptance:

• Patients often don’t “see” the problem in early stages, so they may not feel urgency to treat it. AI-enhanced imaging highlights decay or bone loss, making it easier for the patient to understand why they should act now.

📌 Pro Tip: Use AI-enhanced imaging to show before-and-after simulations of untreated vs. treated conditions.

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B. Intraoral Cameras & TV/Tablet Displays

✅ What It Does:

• Allows dentists to show real-time images of cracks, decay, and failing restorations on a large screen or tablet.
• Helps magnify what the dentist sees with their loupes so the patient can fully understand the issue.

✅ How It Helps Case Acceptance:

• Seeing their own cracked tooth on a big screen has a stronger emotional impact than hearing the dentist say, “You have a cracked tooth.”
• Builds trust because the patient isn’t just taking the provider’s word—they see the evidence themselves.

📌 Pro Tip: Train hygienists and assistants to take intraoral photos during cleanings and preload them before the doctor arrives. This saves time and makes case discussions more impactful.

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C. Educational Videos for Treatment Planning

✅ What It Does:

• Videos help patients understand complex treatments (e.g., implants, root canals, clear aligners) in a visual, easy-to-digest format.
• Tools like Chairside EDU, My Dental Hub, and ADA TV provide animated explanations of treatments.

✅ How It Helps Case Acceptance:

• Patients are more likely to accept treatment when they understand why it’s necessary.
• Reduces the dentist’s explanation time while reinforcing the message.

📌 Pro Tip: Play educational videos on waiting room TVs and treatment room monitors to introduce concepts before the dentist even enters the room.

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2. Creating Urgency Through Patient Communication

A. The “Domino Effect” Explanation

✅ Why It Works:

• • Patients often don’t feel urgency because dental disease is painless in early stages.
• • Showing how a small issue can turn into a costly, painful problem helps them understand why today is the best time to treat it.

✅ Example Verbiage for a Dentist or Treatment Coordinator:

“Mrs. Jones, right now this filling would cost about $250 to fix. But if we wait too long, that small cavity will grow, and you may need a crown or even a root canal, which could cost $1,200 to $2,500. Today is the cheapest it will ever be.”

📌 Pro Tip: Use before-and-after images from similar cases to show patients the consequences of waiting.

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B. The “If This Was My Family” Approach

✅ Why It Works:

• Patients respond better to recommendations that feel personal.
• Telling them what you’d do for a family member builds trust and makes the treatment feel less like a sales pitch.

✅ Example Verbiage:

“If this were my mom or daughter in the chair, I wouldn’t wait on this treatment. I’d want to take care of it before it becomes a bigger issue.”

📌 Pro Tip: Use AI-enhanced X-rays or intraoral photos while delivering this message to increase the emotional impact.

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3. How to Perform a Technology Audit in Your Practice

Step 1: Evaluate Current Technology Use

✅ Questions to Ask:

1.Are we using AI-driven X-ray analysis to enhance patient education?

2.Do we take intraoral photos of every patient to show potential problems?

3. Do we have a system to visually display these images on a monitor for patients?

4. Are we playing educational videos in the waiting room or chairside?

📌 If you answered NO to any of these, there is an opportunity to improve case acceptance.

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Step 2: Measure Case Acceptance Rates

✅ What to Do:

• Run a report in your Practice Management Software (Dentrix, Eaglesoft, Open Dental) showing:
• Total treatment plans presented vs. accepted.
• Which providers have the highest and lowest case acceptance?
• Which treatments are most commonly declined?

📌 If case acceptance is below 60-70%, technology may not be used effectively to educate and persuade patients.

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Step 3: Conduct a Team Meeting on Case Presentation

✅ What to Review:

1. Are all team members using consistent verbiage when explaining treatment?

2.Are hygienists trained to introduce treatment recommendations before the dentist arrives?

3.Do treatment coordinators use visual aids (X-rays, intraoral photos, educational videos) to support their discussions?

📌 If the team is inconsistent in their messaging, patients may feel uncertain and delay treatment.

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Step 4: Implement the Right Technology Where Needed

✅ Immediate Action Steps:

• If AI X-ray analysis isn’t being used, invest in software like Overjet or Pearl AI.
• Ensure that every operatory has an intraoral camera and that staff are trained to use it.
• Implement educational videos on treatment room monitors so patients learn about procedures before their consultation.
• Use automated treatment follow-ups via email/text to remind patients about the risks of delaying care. 

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Final Thoughts: Using Technology to Drive Case Acceptance

📌 Key Takeaways:

✅ Seeing is believing—use AI, intraoral cameras, and monitors to visually educate patients.

✅ Create urgency—use the “Domino Effect” and “If This Was My Family” techniques to persuade patients.

✅ Measure and optimize case acceptance rates—track data in your PMS to identify weaknesses in patient education.

✅ Conduct a team audit to ensure everyone is using consistent verbiage and leveraging technology properly.

By implementing these tools and strategies, a dental practice can significantly increase case acceptance, improve revenue, and provide better patient care.