We just got back from a full day at the Closing Institute Bootcamp in Dallas—and let’s just say, we’ve got thoughts.

In this episode, we’re unpacking everything from training your front desk team to why your treatment plans are probably overwhelming your patients. You’ll hear our honest takeaways from TCI, some hilarious behind-the-scenes moments from the trip, and why simplifying the plan might be the key to increasing case acceptance.

We dive into:
✅ The difference between a sales script and a patient-centered conversation
✅ Why presenting one clear treatment plan leads to better results (and happier patients)
✅ How to anchor consults so you don’t get lost in small talk
✅ What restaurants, cruise ships, and Costco have to do with dentistry
✅ Plus: The “car analogy” you can steal to help patients actually get the value of your treatment options

This episode is packed with laughs, takeaways, and real talk about growing your practice by getting clear on what your patients actually want.

🎧 Hit play now to hear our full breakdown of Day 1 at TCI—and forward this to a dentist you know who’s stuck giving 4 treatment options and watching patients walk out confused.

LINKS:

• https://www.thedentistsshow.com

Episode Minute By Minute:

• 00:00 – Welcome from Dallas + Alligators and Ironman flashbacks
• 02:30 – Why we're at the Closing Institute Bootcamp (TCI)
• 04:00 – Are new patient problems actually front desk problems?
• 06:15 – The training problem no one talks about in dentistry
• 08:00 – Restaurant training vs. dental onboarding: what gives?
• 09:30 – What stuck out most from the first day of TCI
• 11:00 – Anchoring conversations so consults don’t go off the rails
• 12:30 – Case acceptance: rapport vs. efficiency
• 14:00 – Stop explaining implants—sell the outcome
• 16:30 – Why we need to focus more on aesthetics and function
• 18:00 – The Cadillac vs. Chevy analogy for case presentation
• 21:00 – The partial denture rant + what patients really want
• 23:00 – Only present one plan—here’s why it matters
• 25:00 – The Costco vacuum lesson: help people decide
• 26:30 – Pricing psychology + how we nudge toward better care
• 28:00 – Final takeaways: clarity wins, one plan converts, and patients want outcomes

Let’s be honest—training your team to answer the phones, present treatment, or greet new patients shouldn’t be optional. It’s the foundation of your practice... and one of the biggest make-or-break points for growth.

In this episode, Chase and Ryan dive into how great leadership starts with great onboarding—not just for your team, but for your systems, your culture, and your patients. They talk about how empowering your staff to think like owners instead of order-takers transforms your practice from the inside out.

We cover:

⚓ Why onboarding is the “captain’s wheel” of your dental office
⚓ How front desk phone calls shape patient trust in seconds
⚓ The real reason cruise ships and dental offices have more in common than you think
⚓ Why you need to sell your care—because if you believe in it, you should be able to communicate it
⚓ How to shift your team from “I’m just here for a paycheck” to ownership and buy-in
⚓ And the one small tweak that can instantly boost case acceptance

This episode is for every dentist who’s tired of feeling like they’re the only one rowing the boat—and ready to build a crew that’s aligned, trained, and steering toward the same mission.

🎧 Hit play to listen now. Then forward it to your team lead, your ops manager, that front desk MVP who’s ready to level up—or another dentist you know who needs to hear this.

LINKS:

https://www.thedentistsshow.com

Episode Minute By Minute:

• 00:00 – Welcome back + Chase’s airline upgrade hack 😂
• 02:15 – How onboarding is like steering a cruise ship
• 04:30 – Why your front desk experience is your real first impression
• 06:45 – What cruise ships taught us about leadership and delegation
• 09:00 – Empowering team leads to make decisions and own outcomes
• 10:30 – Phone calls that cost you new patients before they even arrive
• 13:00 – Training your team: scripts vs. stewardship
• 15:45 – Sales in dentistry: why it’s not a dirty word
• 17:30 – Case acceptance and the heart of ethical persuasion
• 20:00 – If you believe in your treatment, you should want to close it
• 21:45 – Why your systems reflect what you tolerate
• 23:30 – Teaching your team to anticipate problems and solve them
• 25:00 – Getting buy-in without micromanaging
• 27:00 – Final thoughts: You don’t have to row alone
• 00:00 – Welcome back + Chase’s airline upgrade hack 😂
• 02:15 – How onboarding is like steering a cruise ship
• 04:30 – Why your front desk experience is your real first impression
• 06:45 – What cruise ships taught us about leadership and delegation
• 09:00 – Empowering team leads to make decisions and own outcomes
• 10:30 – Phone calls that cost you new patients before they even arrive
• 13:00 – Training your team: scripts vs. stewardship
• 15:45 – Sales in dentistry: why it’s not a dirty word
• 17:30 – Case acceptance and the heart of ethical persuasion
• 20:00 – If you believe in your treatment, you should want to close it
• 21:45 – Why your systems reflect what you tolerate
• 23:30 – Teaching your team to anticipate problems and solve them
• 25:00 – Getting buy-in without micromanaging
• 27:00 – Final thoughts: You don’t have to row alone

In this episode, we’re pulling back the curtain on something real—those moments when life feels heavy, and you feel totally “off.” Even if everything is actually going well on paper.

Ryan opens up about hitting one of the lowest mental points he’s faced in a long time—while still running a thriving dental practice and showing up for his family. Chase shares how easy it is to fall into habits that numb us instead of helping us grow (cereal, anyone?), and how the smallest mindset shifts can bring you back to life.

This isn’t a “tough it out” episode. This is about recognizing when you’re stuck, admitting you need a reset, and actually doing something about it.

We cover:

• What it feels like to be “on” all day and still feel empty
• Why burnout shows up quietly—and how it messes with your habits
• How Ryan reconnected with his purpose through a dusty old manifesto
• The power of one positive interaction (even a single LinkedIn like!)
• Why personal development beats business goals every time
• And the truth: no amount of money or success can fix misalignment
  
  

This episode is for any dentist (or human) who feels like they’re giving their best to everyone else—but forgetting how to take care of themselves.

🎧 Tune in now and hear the exact steps Ryan took to start climbing out—and how you can too.

LINKS:

Connect with us: https://www.thedentistsshow.com

Episode Minute By Minute:

• 00:00 – Kicking off with cereal, kids, and motivational podcast dad jokes
• 01:00 – Why our teams often get the best of us—and our families get what’s left
• 02:30 – Coming home exhausted after a long day of dentistry
• 03:30 – The cereal spiral: how snacking became a metaphor for burnout 😂
• 05:00 – Ryan opens up about hitting a mental low point this year
• 06:15 – Realizing how mindset and routine affect your mental health
• 07:30 – Rediscovering a forgotten manifesto and reconnecting with purpose
• 08:45 – The turning point: deleting social apps, reconnecting with a coach
• 10:00 – How one LinkedIn like changed the entire week
• 11:00 – Finding hope again through coaching and new habits
• 12:30 – Why dentistry can leave you feeling like a “loser” if you let it
• 13:30 – “Make the choice”—simple steps to reset when you're in a funk
• 14:30 – Personal development > practice growth
• 16:00 – The truth about money, success, and why hitting goals won’t heal you
• 18:00 – Living in alignment: Ryan’s take on happiness and fulfillment
• 20:30 – Why we compare ourselves and how that breeds guilt/shame
• 22:00 – The money trap: making more but still feeling empty
• 24:00 – What to do when you’re out of integrity with who you want to be