The Orthopreneurs Podcast with Dr. Glenn Krieger

Latest Episodes:

Stop Chasing Recognition: What Really Makes a Great Orthodontist? | 5MF Oct 30, 2026

Show notes

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

Stop Waiting for a Comeback Where Orthodontics Is Really Headed w/Chris Bentson Oct 27, 2026

Show notes

In this episode, I sit down with longtime orthodontic industry strategist Chris Bentson to take a hard look at where our profession is headed. We talk about four consecutive years of relatively flat or declining growth, changing birth rates, increasing competition from GPs and large groups, and why the traditional model of building a practice primarily around adolescent patients may need to evolve.

But this isn’t a doom-and-gloom conversation. Chris and I dig into where the opportunities are—from adult orthodontics and minor tooth movement to digital workflows, remote monitoring, custom braces, outsourcing, AI, and creating a truly differentiated patient experience. We also talk about why simply buying technology isn’t enough. If you don’t implement it at scale, build your practice around it, and communicate its value to patients, you’ve added cost without creating an advantage.

We finish by looking at where AI and robotics could take orthodontics, what may happen next in the OSO/DSO world, and why the orthodontists who are willing to take calculated risks and think more like business owners will have enormous opportunities ahead of them. The profession isn’t disappearing. But the way we practice it is changing—and the sooner we embrace that, the better positioned we’ll be.

💬Quotes

“You just gotta be smarter and you gotta do it differently.”

— Chris Bentson

“You gotta quit arguing about it as a doctor and you gotta decide what you want to look like and then just go.”

— Chris Bentson

🎯 Key Takeaways

Intro + Chris Bentson’s 37 Years in Orthodontics (00:00)
Is Flat Growth the New Normal? (04:39)
Five Forces Changing Orthodontics (08:10)
The Demographic Problem Orthodontists Can See Coming (10:26)
“No Whining”: There’s Still Enormous Opportunity (10:51)
Why I Built My Practice Around Adults (11:36)
The Future Practice Could Have Far Fewer Employees (15:03)
Technology Isn’t Expensive If You Actually Use It (17:32)
Specialize Within the Specialty (18:02)
The Three Pillars of Digital Differentiation (21:41)
AI, Robotics & the Future of Clinical Orthodontics (24:00)
Your Future AI CFO or COO (28:27)
What AI Still Can’t Replace (31:47)
Where OSOs and DSOs Go From Here (36:17)
Stop Treating OSOs Like a Moral Question (46:35)
Stop Arguing With the Future (47:54)

🟦 Additional Resources

Take a hard look at your practice and ask yourself: Am I building for the orthodontic market that existed ten years ago—or the one that will exist ten years from now?

Look at your patient mix. Look at how many visits your treatment requires. Look at your staffing model, your technology adoption, your use of monitoring and outsourcing, and—most importantly—whether patients can clearly explain why your practice is different from the orthodontist down the street.

You don’t have to chase every new idea. But you do have to decide what you want your practice to look like and start moving toward it.

As Chris says, the opportunities are still there for the taking. The orthodontists willing to take a little more calculated risk may ultimately be the ones who enjoy this profession the most.

👉 BCP Advirsors: https://bcp-advisors.com
📞 800-621-4664

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👉 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

What Is Your REAL Case Acceptance Rate? | 5MF Oct 23, 2026

Show notes

We talk constantly about increasing case acceptance because it’s one of the fastest ways to grow an orthodontic practice without spending more money to bring additional patients through the door. But before you can improve that number, you need to answer a surprisingly difficult question: What exactly counts as case acceptance?

In this Five Minute Friday, I break down the different ways practices can calculate case acceptance and the situations that can make the number confusing. What happens when someone is ready for orthodontics but needs periodontal treatment first? What about someone who starts six months later, a patient who isn’t financially ready, or a child who simply isn’t ready for treatment yet? Depending on how you define the metric, those patients can completely change your numbers.

💬 Quotes

“Whatever it is you choose, just do that all the time.”
— Dr. Glenn Krieger

“You want to revolutionize your practice overnight. Pay fastidious detail to your case acceptance.”
— Dr. Glenn Krieger

🎯 Key Takeaways

Intro: What does “case acceptance” actually mean? (00:32)
Why practices need a clear definition of case acceptance (00:42)
When does a patient who needs periodontal treatment count? (01:05)
What happens when a patient starts months later? (02:04)
The different ways practices calculate case acceptance (02:36)
Why consistency matters more than the specific formula you choose (03:10)
The macro-tracking analogy: Measure the same way every time (03:20)
Why long-term trends matter more than individual months (03:56)
Be honest about what your case acceptance numbers are telling you (04:24)
Why I believe 85–90% case acceptance is achievable (04:40)
Why orthodontic case acceptance should be relatively straightforward (04:58)
My personal definition of case acceptance (06:11)
Who I consider “ready to start” when calculating the metric (06:24)
A simple example of calculating case acceptance (06:37)
Why increasing case acceptance can grow your practice without more new patients (07:06)
The potential impact of a 15% improvement in case acceptance (07:35)
Final takeaway: Track it correctly, consistently, and closely (08:02)

🟦 Additional Resources

Before you worry about improving your case acceptance, make sure you actually know what your number is.

Define what counts. Track it the same way every single time. Look at your trends over months and years instead of celebrating or panicking over one month. Then ask yourself where you can improve.

Personally, I look at the number of patients who started treatment out of the number who were truly ready to start. If ten patients were ready and eight started, that’s an 80% case acceptance rate. Simple.

And once you know your real number, start working to move it.

If you want to go much deeper into the systems, psychology, and doctor-TC process behind increasing case acceptance, join me at Close More Cases, April 2–3, 2027.

👉 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/

Orthodontics Has Changed. Has Your Practice? w/Brian Wright Oct 20, 2026

Show notes

In this episode, I sit down with Brian Wright, founder and CEO of New Patient Group and WrightChat, to talk about what orthodontists need to change if they want to thrive in today’s market. Brian breaks down his “Five to Thrive” framework—leadership, culture, sales, hospitality, and marketing—and explains why the practices that continue investing in these areas are the ones creating separation while everyone else is blaming outside forces.

We dig into everything from missed new-patient calls and rising no-show rates to price shoppers, team training, consumer behavior, and why the old orthodontic playbook simply doesn’t work the way it used to. Brian and I also share practical strategies for changing the way your team handles new-patient calls and consultations, including one of my favorite approaches for dealing with patients who say price is their number-one concern.

The bigger message is simple: you can’t control the economy, demographics, competition, or what other practices are doing. But you can control how well you lead, how your team communicates, how effectively you create value, and whether you’re willing to invest in getting better. If your practice—or your life—isn’t where you want it to be, waiting for conditions to improve isn’t the answer.

💬Quotes

“Nobody’s asking you to like it. You just need to embrace it.”

— Brian Wright

“Sales is a dirty word in healthcare, but it shouldn’t be because all it means is educating ethically to place more value on what you do.”

— Brian Wright

🎯 Key Takeaways

Intro + Meet Brian Wright (00:00)
The Five to Thrive Framework (01:34)
How Many New Patients Are You Missing? (03:01)
Your Receptionist Is Part of the Sales Process (07:00)
Orthodontics Is Changing (10:06)
Why the Old Playbook No Longer Works (15:00)
The “New Normal” in Orthodontics (17:52)
Invest When Everyone Else Pulls Back (21:20)
Focus on What You Can Control (25:12)
Cost vs. Investment (33:20)
How I Handle Price Shoppers (39:01)
Can Leadership Be Trained? (45:33)
Make More, Work Less (47:50)

🟦 Additional Resources

If your practice isn’t performing the way you want it to, don’t wait for the market to fix it for you. Pick one opportunity from this episode—your phones, new-patient experience, treatment coordinator process, leadership, hospitality, or sales—and start improving it now.

👉 To learn more about Brian Wright and New Patient Group, visit NewPatientGroup.com

👉 The Brian Wright Show:
https://www.youtube.com/c/NewPatientGroupHouston

And most importantly, ask yourself: Is your practice—and your life—the way you actually want it to be? If the answer is no, the only person who can begin changing it is you.

👉 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

Want to Make More Money? Increase Your Case Acceptance | 5MF Oct 16, 2026

Show notes

We spend so much time thinking about marketing, advertising, referrals, and getting more people into the top of our sales funnel. Those things absolutely matter. But if those patients are already walking into your office and your case acceptance isn’t where it should be, you may be overlooking one of the biggest opportunities sitting right in front of you.

In this Five Minute Friday, I break down three basic ways to increase profitability: bring more people into your funnel, improve case acceptance, and reduce overhead. The problem with overhead is that there’s a limit to how much you can realistically cut. But improving case acceptance allows you to generate more production from patients you’ve already spent the time and money to acquire.

💬 Quotes

“Increase your case acceptance. That’s the key. Increase your case acceptance.”
— Dr. Glenn Krieger

“If the case acceptance didn’t go up, you are leaving money on the table.”
— Dr. Glenn Krieger

🎯 Key Takeaways

Intro: The sales funnel, closing, and getting more starts (00:25)
How to make more money without increasing new-patient volume (01:02)
Three ways to improve profitability in your practice (01:40)
Why improving case acceptance can be more powerful than cutting overhead (02:37)
Why you can’t simply cut your way to profitability (03:48)
How your sales funnel should nurture patients before the TC room (04:36)
Why you need to know where the consultation is headed before it begins (05:04)
The simple math behind case acceptance (05:24)
Why you need to accurately track your true case acceptance rate (06:06)
How a 10% improvement can translate into significant additional production (06:41)
Why most practices may overestimate their case acceptance (07:17)
The metrics you should be auditing over the course of a year (07:50)
The opportunity when fewer patients are coming through the door (08:10)
The change you can start making without spending more on marketing (09:26)
Why the doctor/TC process needs a repeatable system (09:44)
The step-by-step science behind improving the close (10:17)
What the Close More Cases meeting will cover (10:57)
Final takeaway: Keep marketing — but put more effort into closing (12:54)

🟦 Additional Resources

Keep marketing. Keep advertising. Keep looking at your overhead. But don’t spend all your energy getting more people through the front door while ignoring what happens once they’re already inside.

Know your numbers. Audit your case acceptance. Train your TC. Understand the doctor-TC relationship. And build a repeatable system for moving patients through the consultation process.

If you want to dive much deeper into the psychology of buying, the words that matter, and the systems I use to improve case acceptance, join me and Victor Antonio at Close More Cases 2027.

👉 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/

MARPE vs. FME: What Really Matters? w/Girl Jaw Oct 13, 2026

Show notes

I've seen firsthand how quickly patients become convinced they need MARPE or another expansion procedure without fully understanding what's actually causing their breathing problems. In this episode, I join Girljaw from Get Expanded to discuss one of the most important principles in orthodontics: diagnosis must always come before treatment. We explore the growing interest in adult palatal expansion, the misconceptions surrounding airway treatment, and why even the most advanced technology won't necessarily solve a problem that hasn't been properly identified.

I also share my personal journey into airway-focused orthodontics, including the patient experience that completely changed my perspective on expansion. We dive into CBCT imaging, sleep studies, custom bone-borne expanders, FME, and why an interdisciplinary team is essential when treating complex cases. Whether you're already offering expansion or considering incorporating airway-focused care into your practice, this conversation will help you approach treatment planning with greater confidence, make more informed clinical decisions, and ultimately deliver better care for your patients.

💬Quotes

"A MARPE is a device. That's not a treatment, right? You need some sort of expansion of your maxilla."

— Dr. Glenn Krieger

"We're not getting a second piece of lumber to work on here, folks. We want to do this once. We want to do it right."

— Dr. Glenn Krieger

🎯 Key Takeaways

Introduction and the importance of diagnosis-first treatment (00:00)
Why patients are increasingly requesting MARPE without understanding their diagnosis (03:42)
Multiple treatment options, but one correct diagnosis (06:52)
My first experience with bone-borne expansion and Dr. Won Moon's MSE (08:18)
The patient who changed my perspective on airway treatment (14:01)
Why CBCT is valuable and what it cannot diagnose (19:21)
The most important diagnostic tool: listening to your patients (24:19)
Understanding skeletal discrepancies and dental compensation (29:44)
Why expansion should be customized to each patient's anatomy (37:11)
Building an interdisciplinary airway treatment team (42:47)
Why getting the diagnosis right matters more than choosing a specific appliance (51:40)
Custom bone-borne expanders vs. FME: understanding the differences (59:40)
Nasal obstruction, sleep studies, and treatment considerations (1:06:00)
The importance of prevention and patient advocacy (1:24:40)

🟦 Additional Resources

If you're treating patients with airway concerns or considering adding expansion to your practice, I encourage you to listen to this conversation before making your next treatment decision.

Great orthodontics starts with great diagnosis. Take the time to understand what's really happening, surround yourself with knowledgeable specialists, and never stop learning.

👉 Girl Jaw:
https://www.youtube.com/@GirlJaw

👉 Get Expanded:
https://www.youtube.com/channel/UCXV6P5r8vbNICm8cvgasDwA

👉 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

The 5 Biggest Mistakes I’ve Made in My Career | 5MF Oct 09, 2026

Show notes

What if some of the best decisions you’ll ever make in your career come from learning which mistakes not to repeat?

After more than three decades in practice, I’ve made plenty of decisions that worked out — and plenty that taught me expensive lessons. In this Five Minute Friday, I’m breaking down five of the biggest mistakes I’ve made throughout my career so you can hopefully avoid learning some of these lessons the hard way.

💬 Quotes

“Life is about making three great financial moves and avoiding that one disastrous one.”
— Dr. Glenn Krieger, sharing advice from Michael Cohen

“If you’re chasing money, that’s the wrong reason to do something.”
— Dr. Glenn Krieger

🎯 Key Takeaways

Intro: The five biggest mistakes I’ve made in my career (00:32)
A mentor’s lesson: Make great financial moves and avoid the disastrous one (01:18)
Mistake #1: Taking unnecessary investment risks when you’re young (02:11)
Why capital preservation matters early in your career (02:40)
Mistake #2: Bringing an associate into your practice too soon (03:08)
Why adding an associate can change a practice you already love (03:25)
Mistake #3: Choosing the wrong reasons to enter a partnership (04:54)
Why strong relationships matter when partnerships get difficult (05:25)
Mistake #4: Expanding into additional locations for the wrong reasons (06:04)
The hidden responsibilities that come with opening another practice (06:32)
Why organizational support changes the satellite-office equation (07:17)
Mistake #5: Not specializing sooner (07:36)
Why becoming an expert in orthodontics ultimately appealed to me (08:17)
Why I still wouldn’t erase my years in restorative dentistry (09:20)
Final takeaway: Learn from my mistakes without having to repeat them (09:44)

🟦 Additional Resources

today. But that doesn’t mean you have to make every mistake I made to learn the same lessons.

Protect your capital. Think carefully before bringing in an associate. Choose partners for reasons that will survive the difficult times. Don’t expand simply because you think another location means more money. And above all, think seriously about what kind of career and life you actually want to build.

If you see me at an upcoming meeting, come say hi, pick my brain, and let’s talk. And if you’re interested in our upcoming Airway & Sleep meeting, visit opairway.com for more information.

👉 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

Ty Ramsey Talks Dental Mergers & Acquisitions, Practice Transitions, CBCT Myths and Sales Coachingr┃Greatest Hits Oct 06, 2026

Show notes

CBCT technology has been a game changer in how we visualize, diagnose and plan treatment for our orthodontic patients. It can be said to be the foundation of what we do.
But there remain some doubts among some people as regards the effect of radiation patients are exposed to. This is despite numerous studies and research papers that show otherwise.
In this episode, I am joined by probably the most experienced person when it comes to CBCT technology. He does a lot of consulting and helps doctors use their CBCT systems more efficiently. He also lectures at orthodontic meets all over the country.
In fact, he is one of our speakers at the OrthoPreneur Summit 2023 in Orlando.
He helps us separate the facts from the myths and outlines the common mistakes he sees in the usage of CBCT.
Ty Ramsey also helps doctors with practice transitions by connecting them to firms that are the right fit for their needs.
Watch this video to learn more about CBCT and how Ty can help you in other areas of practice management.
🎯 Key Takeaways
Intro (00:00)
Meet Ty Ramsey (01:06)
3 truths and a lie (05:12)
Leveraging CBCT for practice growth (09:22)
Common misunderstandings about CBCT (10:32)
Mistakes doctors make using CBCT (14:32)
How CBCT improves our patients' lives (16:20)
Take the Ferrari out of the garage (18:21)
Practice transition and M&A consultation (21:54)
🟦 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.
👉 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 #TyRamsey

Orthodontists: Stop Treating Airway Alone | 5MF Oct 02, 2026

Show notes

What if expanding the palate is only one piece of the airway puzzle — but we’re treating it like the entire solution?

I believe orthodontists have an important role to play in airway and sleep-disordered breathing, but that doesn’t mean we should try to do everything ourselves. Expansion can be incredibly valuable, but treatment should start with the right diagnosis — and that diagnosis often requires an interdisciplinary team.

In this Five Minute Friday, I explain why my airway cases routinely involve ENTs, oral surgeons, and myofunctional therapists, and why I believe collaboration should happen before treatment rather than only after something doesn’t work. Every patient deserves to have their symptoms, anatomy, imaging, and other relevant findings evaluated so the team can determine what may actually be contributing to the problem.

💬Quotes

“For every patient, there are multiple treatment modalities, but only one correct diagnosis.”

— Dr. Glenn Krieger, quoting Morty Amsterdam

“The overwhelming majority of orthodontists are under-treating airway and sleep-disordered breathing. But there’s a right way and a wrong way. The right way is to be part of a team.”

— Dr. Glenn Krieger

🎯 Key Takeaways

Intro: A different conversation about airway and sleep-disordered breathing (00:38)
Why the airway conversation needs more diagnosis and teamwork (01:44)
Expansion can help — but it isn't the entire answer (01:50)
What true interdisciplinary airway care looks like (02:08)
Why treating airway alone can miss the underlying problem (02:50)
Multiple treatment modalities, but one correct diagnosis (03:13)
How I incorporate oral surgeons, ENTs, and myofunctional therapists (03:41)
Why airway treatment shouldn't simply be about expansion (04:40)
The philosophy behind the Airway & Sleep meeting (05:01)
What orthodontists can learn from myofunctional therapists and ENTs (05:19)
Why every patient needs an effective diagnosis (06:03)
How I work through an airway case with my interdisciplinary team (06:20)
Why diagnosis matters more than getting a same-day start (07:05)
The problem with treating first and referring only when necessary (07:19)
Airway & Sleep meeting in Scottsdale + opairway.com (07:32)
Final takeaway: Expansion is valuable, but teamwork is essential (07:53)

🟦 Additional Resources

If you’re treating airway and sleep-disordered breathing, don’t make expansion the diagnosis. Diagnose first, collaborate with the right specialists, and then determine what treatment actually makes sense for that patient.

That’s exactly why I created the Airway & Sleep meeting in Scottsdale. Bring an ENT. Bring an oral surgeon. Come learn what each member of the interdisciplinary team should be looking for, how we should communicate with one another, and how we can make better decisions together.

👉 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/

Patients Don’t Buy Your “Why” — They Buy Theirs l Live Your Best Life Pt. 3 Sep 29, 2026

Show notes

In Part 3 of my Living Your Best Life series, I’m breaking down an area that too many orthodontists avoid talking about: sales. Selling isn’t about pressuring patients into treatment. It’s about understanding why they came to you, uncovering what they actually want, and building a process that helps them confidently take the next step.

Most importantly, none of this happens by accident. Your team shouldn’t be practicing their sales skills in front of real patients. You have to train, role-play, evaluate your process, and continuously improve. Master mindset, teamwork, and sales, and you can build a practice that produces more while demanding less from you.

💬Quotes

“People don’t buy on your why. They buy their why.”
— Dr. Glenn Krieger

“You don’t show up on game day and expect to be great. Greatness happens in practice.”
— Dr. Glenn Krieger

🎯 Key Takeaways

Intro: Part 3 — Sales and making more money (00:36)
Why the way patients buy has changed (01:28)
The question every practice needs to answer: “Why should I buy from you?” (01:39)
Patients buy based on their why — not yours (03:26)
How to uncover what a patient actually wants (03:51)
Understanding the orthodontic sales funnel (04:14)
“Always be closing” — and why sales doesn’t mean forcing patients (05:23)
AIDA: Attention, Interest, Decision, Action (06:31)
Why orthodontic case acceptance should be higher (07:14)
Why case acceptance is ultimately a leadership responsibility (07:31)
Using proven sales principles and psychology ethically (08:31)
The five potential breakdowns in your sales funnel (10:09)
Why every new-patient phone call matters (10:33)
Practice zone vs. performance zone: Role-play before going live (12:01)
The trial close every practice should understand (12:35)
How to identify a patient’s readiness before the consultation (14:20)
Using a call scorecard to train your team (15:34)
Why the handoff from the front desk to the TC matters (16:17)
Why orthodontists should spend less time in the consultation room (17:00)
What makes an effective closer (19:09)
Uncover the need before presenting the solution (20:17)
Master mindset, teamwork, and sales to build your best practice (21:50)
Put in the work and live your best life (23:26)

🟦 Additional Resources

Take a serious look at your sales funnel. What happens from the moment a prospective patient first contacts your office to the moment they make a treatment decision? Where are people falling out — and has your team actually been trained to improve those moments?

Don’t expect your TC or front desk to figure it out on their own. Train. Role-play. Measure. Improve. Put in the work before your team enters the performance zone.

This wraps up my three-part Living Your Best Life series. We’ve covered mindset, teamwork, and sales — three areas that, when mastered together, can help you create a practice that makes more money with less stress, fewer hours, and a better life outside of orthodontics.
👉 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/

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