Most practices obsess over lead gen, marketing, and branding. But if your TC isn’t a natural closer—or if they have a limiting mindset around money—it won’t matter how many patients walk through your door. In this episode, I share real, tactical insights from a weekend deep dive with my OrthoPreneurs RD group focused entirely on sales, psychology, and case acceptance.
I’ll walk you through what makes a TC a true closer (and how to tell if yours is or isn’t), the emotional baggage some team members unknowingly bring to $6,000 treatment presentations, and the sales science behind why little mindset shifts can change everything. This is must-know material if you're aiming for an 85–90% case acceptance rate.
QUOTES
“If your TC sees $6,000 as life-changing money, they’ll never confidently recommend that treatment to a patient.”
— Dr. Glenn Krieger
“You can have the best sales funnel in the world, but without a closer, it all falls apart.”
— Dr. Glenn Krieger
Key Takeaways
Intro & Parenthood Metaphor (00:00)
Why the roller coaster matters more than the merry-go-round (02:00)
How complacency sneaks into ortho practices (03:00)
The reality of failure—and why I welcome it (04:30)
You can’t build your dream life in circles (05:30)
A call to action for choosing growth, risk, and transformation (06:00)
Why Vanguard LA 2026 will be unlike any ortho event you've ever attended (06:45)
Additional Resources
If your gut is telling you something’s off with your conversion rate, don’t ignore it. 🎯 Ask your TC the hard questions. Record a few presentations. Check for mindset blocks. You might be sitting on untapped potential.
And if you want help dialing in your sales funnel or turning your TC into a confident, ethical closer—📩 reach out. It’s one of the most transformative parts of my 1:1 coaching work with doctors across the country.
🚀 Want to experience what real, impactful change feels like? Join me and 95 other forward-thinking orthodontists this February at Vanguard LA. We’ve designed something unlike any ortho meeting you've ever attended—with custom 90-day growth plans for every doctor.
Register for Ortho Vanguard: https://www.opvanguard.com
If you’ve trusted me before, trust me on this: It could change your life.
- For more information, visit: https://orthopreneurs.com/
- Join our FREE Facebook group here: https://www.facebook.com/groups/
