The Orthopreneurs Podcast with Dr. Glenn Krieger

What if one simple question could help you close more orthodontic cases without lowering your fees, pressuring patients, or convincing them you're the best practice in town?
We've all had patients walk into our offices and tell us they've scheduled consultations with three or four other orthodontists. And what happens next? Too often, the treatment coordinator quietly pulls the doctor aside to warn them that the patient is shopping around. But here's the problem: You're treating an opportunity to understand the patient like it's something you need to defend yourself against.
In this Five Minute Friday, I'm sharing one of the simplest ways to improve case acceptance by changing how your team responds to patients who are considering multiple practices. I explain exactly what your TC should say when a patient mentions other consultations, why that information should be discussed openly in the consultation room, and the one question I believe every orthodontist should ask before trying to address a patient's concerns.

Podcast Title: Stop Convincing Patients. Start Understanding Them.  | 5MF
YouTube Title:  Stop Convincing Patients. Start Understanding Them. | 5MF
Thumbnail text:  Stop Convincing Patients. Start Understanding Them. | 5MF

💬 Quotes

"What are you looking to find out at all the consults? What's most important to you about going to all these consults?"
— Dr. Glenn Krieger
"Don't ever, ever conflate that with the idea that you really understand sales because you don't. And I would say I'm still learning."
— Dr. Glenn Krieger

🎯 Key Takeaways

Intro: A simple tip to improve your case acceptance (00:25)
Why there should be no secrets in the TC room (00:57)
The mistake treatment coordinators make when patients mention other consultations (01:01)
How your TC should respond when patients are shopping around (01:59)
Why you shouldn't immediately defend your fees or practice (03:04)
The sales training most orthodontists are missing (03:20)
How the TC should communicate patient concerns to the doctor (03:44)
The one question doctors should ask patients with multiple consultations scheduled (04:24)
How to discover what patients actually care about (04:35)
Why different patient concerns require different responses (05:07)
The danger of giving patients answers before understanding their needs (05:24)
Why asking the right questions is the doctor's responsibility (05:43)
Why running a successful practice doesn't mean you understand sales (05:59)
The importance of learning ethical, effective sales techniques (06:17)
How Close More Cases 2027 will help doctors and TCs improve case acceptance (06:46)
Why you should attend the meeting with your treatment coordinator (07:03)

🟦 Additional Resources
The next time a patient tells you they've scheduled consultations with other orthodontists, don't get defensive. Don't immediately start explaining why your practice is better. Ask them what they're hoping to learn from those other consultations.
Maybe they're concerned about price. Maybe they want to avoid extractions. Maybe they're looking for someone experienced with surgical orthodontics or airway treatment.
You won't know until you ask.
And once you understand what's actually important to them, you can have a much more meaningful conversation about whether your practice is the right fit.
If you want to learn more about the psychology of buying, the language that influences decisions, and the systems that can improve your case acceptance, join me at Close More Cases 2027.
👉 Visit https://closemorecases2027.com/ to register.
And please, bring your treatment coordinator. This isn't something the doctor or TC should learn alone. You both need to understand the process so you can work together to create a better consultation experience and close more cases.

👉 Airway Meeting:
https://web.orthopreneurs.com/arizonasleepandairway2026 
👉 For more information about Orthopreneurs, visit:
https://orthopreneurs.com/
👉 Become an OrthoPreneur and join the free Facebook group:
https://www.facebook.com/groups/OrthoPreneurs

If you've noticed fewer patients starting treatment, increasing competition, and more uncertainty about the future of orthodontics, you're not alone. Our profession has been facing some serious challenges, including what was, at the time of this conversation, a rare third consecutive down year in patient starts — something we hadn't experienced in more than four decades. But while the numbers might seem discouraging, history suggests that downturns don't last forever.
In this Greatest Hits episode of The Orthopreneurs Podcast, I'm joined by Chris Bentson, one of the most respected experts in orthodontic practice transitions, to discuss what's really happening in our industry. Chris shares data on declining patient starts, historical economic trends, and why he believes a recovery could be on the horizon. We also explore the importance of practice growth, common misconceptions about larger practices, and how orthodontists should think about their financial futures.
But here's the thing: You can't build a successful practice by sitting around waiting for the market to improve. We discuss practical ways to strengthen your practice through greater efficiency, convenience, and smarter business decisions. We also examine the financial considerations of joining an OSO or DSO, what these organizations mean for independent orthodontists, and how to evaluate the opportunities available to you.
Whether you're considering a practice transition, looking for ways to improve profitability, or simply trying to understand where orthodontics is headed, this conversation will help you think more strategically about your next move.

💬 Quotes
“I would say anybody that wants to have a three million dollar practice can.”
— Chris Bentson
“All of you can be more efficient. All of you can be more convenient. And that's the number one thing the consumer wants of orthodontics.” 
— Chris Bentson

🎯 Key Takeaways
Intro (00:00) 
Economic downturn in orthodontics and historical context (03:35) 
Data on patient starts and economic recovery predictions (07:44) 
The importance of practice growth and the myths surrounding large practices (12:19) 
Financial considerations for joining OSOs and DSOs (22:54) 
The current state of OSOs and DSOs in the orthodontic industry (32:27) 

🟦 Additional Resources
It's easy to get discouraged when patient starts are down and the future feels uncertain. But I want you to remember something: You can't control the economy, but you can control how you respond to it.
Focus on improving your systems, creating a more convenient patient experience, and making smart decisions about your practice's long-term growth. Whether you choose to remain independent or explore joining an OSO, make sure your decisions align with your personal and professional goals.
Tune in to hear Chris Bentson's perspective on the orthodontic economy, the potential for recovery, and what you can do to position your practice for success.
🔹 Connect with Chris Bentson: https://bcp-advisors.com/ 

👉 Airway Meeting:
 https://web.orthopreneurs.com/arizonasleepandairway2026 

👉 For more information about Orthopreneurs, visit: 
https://orthopreneurs.com/ 

👉 Become an OrthoPreneur and join the free Facebook group:
https://www.facebook.com/groups/OrthoPreneurs  

#Orthopreneurs #DrGlennKrieger #ChrisBentson #Orthodontics #PracticeGrowth #OrthodonticBusiness

I've seen orthodontists spend more time debating practice ownership, certifications, and what their competitors are doing than actually implementing the strategies that could improve their own practices. And here's what frustrates me: We have access to more education, coaching, resources, and proven business strategies than ever before. Yet so many people continue doing the same things while wondering why their results aren't changing.
In this Five Minute Friday, I'm challenging you to take a serious look at where you're putting your energy. I share a story about orthodontists rushing to join a website that distinguishes privately owned practices from corporate-affiliated ones, while often overlooking opportunities to improve efficiency, leadership, and profitability. I also explain why I believe the orthodontic landscape has fundamentally changed and why waiting for things to return to the way they were isn't a strategy.
But this episode isn't just about identifying the problem. I'm giving you a challenge: Think of one thing that could improve your practice and implement it within the next 24 hours. It doesn't have to be complicated or expensive. It could be a new question your front desk asks prospective patients, a simple marketing initiative, or a small operational improvement. What matters is developing the habit of turning ideas into action.

Orthodontics Has Changed. Has Your Practice? w/Brian Wright
https://youtu.be/geiB0bYAi_c 

💬 Quotes

"Being a good human being goes a lot further than talking bad about people."
— Dr. Glenn Krieger
"The way you do anything is the way you'll do everything. So start grooming yourself to do everything the right way."
— Dr. Glenn Krieger

🎯 Key Takeaways

Intro: Why execution matters more than having good ideas (00:28)
The debate over private practice vs. corporate ownership (00:40)
Why speaking negatively about other orthodontists doesn't make you better (01:10)
What really influences patients when choosing an orthodontist (02:43)
Are you chasing distractions or opportunities to improve? (03:06)
Why orthodontists hesitate to invest in their own growth (03:38)
The psychology behind avoiding opportunities that require action (04:13)
Why the changing orthodontic market demands a different approach (04:51)
The importance of education, coaching, and continuous improvement (05:17)
Why doing the work matters more than simply knowing what to do (06:07)
Adapting to a new reality in orthodontics (06:30)
My challenge: Identify one thing that could improve your practice (07:20)
Why I want you to implement that idea within 24 hours (07:52)
What your everyday habits reveal about your leadership (08:24)
How small operational changes can create new opportunities (08:45)
A simple front desk question that could generate more consultations (09:08)
Final challenge: Did you actually implement something? (09:35)

🟦 Additional Resources
Here's what I want you to do.
Think of one thing you could implement in your practice that would make it better, more efficient, or more profitable. Then do it within the next 24 hours.
It doesn't have to be revolutionary. Maybe your front desk starts asking every new patient whether another family member would like an orthodontic consultation. Maybe you finally implement a trial close, improve a system, or take action on an idea you've been putting off.
The point isn't whether that one change immediately produces amazing results. The point is that you took action.
Stop waiting for the perfect time. Stop expecting someone else to solve your problems. And stop confusing learning about improvement with actually improving.
Once you've done it, send me a DM. Tell me what you implemented, whether it worked, and how it felt to finally take action.
I want to see you build a more successful practice and a better life. But you've got to be willing to do the work.

👉 Close More Cases Meeting:
https://closemorecases2027.com/home 
👉 Airway Meeting:
https://web.orthopreneurs.com/arizonasleepandairway2026 
👉 For more information about Orthopreneurs, visit:
https://orthopreneurs.com/
👉 Become an OrthoPreneur and join the free Facebook group:
https://www.facebook.com/groups/OrthoPreneurs

Most of us have had the experience of calling a medical office or any other business and felt disappointed at how the person at the other end answered the call and how the conversation went.
Sometimes, it feels more like an interrogation than a conversation, like a drill sergeant talking to a recruit.
Yet this is our first impression of the business, and probably the last one.
A new patient call is a great opportunity to make a lasting first impression and have a conversation that leads to a relationship.
The phone call sets the tone for a new patient's experience in your practice.
But most of us are getting it wrong, even those who think their team is doing it right.
Today on the podcast, I have one of the best communication consultants in our profession.  
She is a trainer, coach, and president of Communicate Excellence who has helped many practices, including mine, drastically improve their communication. 
Amy's approach to communication, from phone to patient experience inside your practice, is truly amazing.
How does she do it?

🎯 Key Takeaways
Meet Amy Demas (00:00)
Why we all need coaches for different aspects of our life (05:37)
Why orthodontists need to overcome sunk cost bias (10:26)
Don't ride that dinosaur onto extinction (13:24)
Using small repeatable habits to improve communication (15:26)
Six sigma – reduce errors and variations to improve performance (18:16)
Common areas orthodontist practices can improve in their communication (19:52)
The Dunning-Kruger effect in ortho (26:37)
The #1 thing you must do in a new patient call (35:05)
Miscommunication and a lost quarter (41:50)

🟦 Additional Resources
If open bite cases are still among the cases that make you stop and think twice, this conversation is worth your time. Nicole brings years of clinical experience to a problem that can easily become unpredictable when the underlying etiology and mechanics aren’t fully understood.
And if staffing is one of the bigger challenges in your practice right now, pay attention to the second half of this episode too. Better clinical systems matter, but so does building a team of people who actually want to stay, grow, and contribute.

👉 Get in Touch with Amy Demas at: https://communicateexcellence.com/ 
or write her an email at: Amy@CommunicateExcellence.com 
👉 Airway Meeting:
 https://web.orthopreneurs.com/arizonasleepandairway2026 
👉 For more information about Orthopreneurs, visit: 
https://orthopreneurs.com/ 
👉 Become an OrthoPreneur and join the free Facebook group:
https://www.facebook.com/groups/OrthoPreneurs   

#OrthoPreneurs #DrGlennKrieger #AmyDemas

I've seen orthodontists spend so much time chasing titles, awards, and outside recognition. Whether it's being voted the best orthodontist in town, displaying certifications, or comparing themselves to other practices, we've become obsessed with proving our success to everyone around us. But here's my question: Does any of that really matter if you're not building a life and career you're proud of?
In this Five Minute Friday, I'm sharing why I believe internal validation is far more valuable than external recognition. I talk about my own experience with local awards, ABO certification, and even competing in jiu-jitsu, and why I've learned to appreciate accomplishments that require genuine effort rather than recognition that simply looks impressive on paper.

💬 Quotes

"You will lead a happier, healthier, lower stress life if internal validation drives you much more than external validation."

— Dr. Glenn Krieger

"We need to navigate by the light of the stars, not by that of every passing ship."

— Dr. Glenn Krieger, quoting General Omar Bradley

🎯 Key Takeaways

Intro: Why external validation is overrated (00:27)
Why being voted the best orthodontist in town doesn't necessarily mean much (00:44)
The difference between genuine recognition and asking people to vote for you (01:11)
What jiu-jitsu taught me about earning recognition (01:34)
Why I chose not to renew my ABO certification (02:22)
Why difficult accomplishments mean more than easy recognition (03:29)
The value of working hard to earn your place in orthodontics (03:39)
What real, measurable practice success looks like (04:15)
Why chasing meaningless recognition can cheapen our profession (04:44)
Internal validation vs. external validation: Which one drives your happiness? (05:18)
What you'll actually remember about your career when you're 80 (05:35)
Choosing mentors who reflect the values you want to live by (05:53)
The difference between marketing an award and believing it defines you (06:30)
Why private practice vs. OSO/DSO ownership doesn't determine quality (06:55)
Final takeaway: Set your compass by what truly matters (07:28)

🟦 Additional Resources
I want you to ask yourself a simple question: Are you building a career that makes you proud, or are you building one that you hope impresses everybody else?
There's nothing wrong with awards, certifications, or recognition. Celebrate them. Use them in your marketing if they help your practice. But don't let them become the measure of your worth.
Instead, focus on the things that actually matter. Become a better orthodontist. Make a difference in your patients' lives. Build meaningful relationships. Find mentors who inspire you. And create a practice that allows you to live a happier, healthier, more profitable, lower-stress life.
Stop chasing every passing ship. Set your compass by the stars.
And as always, if there's anything I can do to help you along the way, reach out to me. I'd love to hear from you.
👉 Close More Cases Meeting:
https://closemorecases2027.com/home 
👉 Airway Meeting:
https://web.orthopreneurs.com/arizonasleepandairway2026 
👉 For more information about Orthopreneurs, visit:
https://orthopreneurs.com/
👉 Become an OrthoPreneur and join the free Facebook group:
https://www.facebook.com/groups/OrthoPreneurs