What to say when a caller asks how much implants are, how to ask for a card on file without losing the booking, the confirmation text, the day-before call, and what to say after a no-show. Plus the 140 math, so you can see what a consult fee really costs you.
From the reel: do this every single time someone asks what implants cost. Five questions first, the price at the consult, and two specific times instead of "when works for you?"
THE BOOKING CALL: "HOW MUCH ARE IMPLANTS?" CALLER: How much are implants? YOU: Great question, and I want to give you a real answer instead of a guess. Can I ask you a few quick things first? 1. SITUATION AND OUTCOME YOU: What's going on with your teeth right now, and what would you love to be different? Let them talk. Type their words into the notes exactly the way they say them, like "I can't eat steak" or "I cover my mouth when I laugh." 2. TIMELINE YOU: When are you hoping to have this taken care of? 3. DECISION MAKER YOU: Is anyone else helping you with this decision, like a spouse or a family member? If yes: "They're welcome to come with you, or we can call them in on speaker during your visit." 4. FINANCING YOU: Would spreading it out into monthly payments make this easier for you? No rates, no payment amounts and no approval promises on the phone. If yes: "Good, we'll walk through your options at the visit." 5. COMPARISON YOU: Have you talked to any other offices about this yet? If yes: "Smart, it's a big decision. What did you like, and what didn't you like?" THE BRIDGE YOU: Thank you, that really helps. Every mouth is different, so a number from me today would only be a guess. The next step is a free consult with [Dr. Name]. You'll get your scans, see your options, and walk out with your exact number. TWO TIMES, NEVER "WHEN WORKS FOR YOU?" YOU: I have [Wednesday at 9] or [Thursday at 4]. Which one works better for you? If neither works: "No problem. I also have [day and time] or [day and time]." IF THEY ASK FOR A PRICE AGAIN YOU: I hear you, you want a ballpark. Without your scans, any number I give you could be off in either direction, and I don't want to guess with your money. That's exactly what the free consult is for. If your practice publishes prices, give your published range here instead. HOLD THE SPOT (SEE SCRIPT 02) YOU: Perfect, I have you down for [day] at [time]. Your consult is free. We just hold a card on file, and it's only charged if you miss without [24 hours] notice. BEFORE YOU HANG UP YOU: I'm texting you the time and our address right now. Just reply YES so I know you got it. Is this a good number to text? Keep clinical promises off the phone. The doctor answers clinical questions at the consult.
Swap every [BRACKET] for your own details. A script, not legal or financial advice.
Questions before priceWhoever asks the questions runs the call. A bare number gets compared to the next office, so the number waits for the consult.
Two times, not one question"When works for you?" invites "I'll call you back." Two specific times turn it into a choice between two yeses.
Their words, in the notesWrite down what they said, the way they said it, so the consult starts right where the call ended.
The line from the reel, word for word, plus a warm and a firm version. Pick the one that sounds like your office, then use the same window and the same fee everywhere: on the phone, in the text and in your written policy.
YOU: Your consult is free. We just hold a card on file, and it's only charged if you miss without [24 hours] notice. YOU: If something comes up, call or text us before then and we'll move you at no charge. YOU: The missed visit fee is [$FEE], and I'll put that in your confirmation text so you have it in writing. Which card would you like to use?
YOU: Good news, the consult itself is free, and you'll leave knowing exactly what your options are. YOU: The only thing we ask is a card on file to hold your time with [Dr. Name]. Nothing is charged today, and it's only charged if you miss without [24 hours] notice. YOU: And if life happens, just call us before then and we'll find you a new time. Which card works for you?
YOU: The consult is free, and the doctor's time is held just for you, so we keep a card on file for every consult. YOU: It's charged [$FEE] only if you miss without [24 hours] notice. To move it, call or text us before [time] the day before. YOU: Which card would you like to use to hold [day] at [time]?
IF THEY ASK WHY YOU: Fair question. That time with the doctor is held only for you, and the card is how we make sure the spot doesn't sit empty. It's not a payment. IF THEY HESITATE YOU: Totally fair. Nothing is charged today, and nothing is charged at all if you come in or let us know [24 hours] ahead. It just keeps your spot from going to someone else. IF THEY STILL SAY NO Follow your written policy. One option: book them anyway, ask for a YES reply by [time] the day before, and release the spot if that reply doesn't come.
Same free consult, same notice window. The amount is left blank on purpose: your practice decides it, and you say exactly how it comes back.
YOU: Your consult is free. To hold your time with [Dr. Name], we take a refundable deposit of [$______] today. YOU: [It comes off your treatment if you go ahead / It's refunded after your visit], and it's refunded in full if you cancel or move with at least [24 hours] notice. YOU: We only keep it if you miss without notice. I'll text you all of this in writing right now. Which card would you like to use?
A deposit is still money paid before the patient has seen any value, which is the same problem as a fee, only smaller. Start with the card on file. Keep the deposit for the cases where the card isn't enough, like a patient who has already missed once.
Send the text the moment they book. Call the day before. A reminder you sent is not a confirmation: it only counts when they reply.
THE CALL YOU: Hi [First name], it's [Your name] from Example Dental. I'm calling about your consult with [Dr. Name] tomorrow at [time]. Are you still good for that? IF YES YOU: Great. Bring a photo ID, your insurance card if you have one, and a list of any medications you take. If anyone is helping you decide, they're welcome to come, or we can call them in on speaker. YOU: You mentioned [their words from the notes], so that's exactly where the doctor will start. IF THEY NEED TO MOVE IT YOU: No problem, thank you for letting me know. I have [day and time] or [day and time]. Which one is better? VOICEMAIL YOU: Hi [First name], it's [Your name] from Example Dental, calling to confirm tomorrow at [time]. Call or text us at [phone] to confirm. Talk soon. TEXT IF THEY DON'T PICK UP Hi [First name], I just tried you. You're set for tomorrow at [time]. Reply YES to confirm, or reply MOVE and we'll find you a new time.
Call within the hour. Ask if they're okay, get them back on the schedule, and only then talk about the policy.
THE CALL (WITHIN THE HOUR) YOU: Hi [First name], it's [Your name] from Example Dental. We had you down for [time] today, and I wanted to make sure you're okay. Stop. Let them answer. YOU: I'm glad you're okay. Let's get you back on the schedule. I have [day and time] or [day and time]. Which works better? ONLY AFTER THEY REBOOK IF YOU WAIVE THE FIRST MISS: Since this is the first time, I'm waiving the missed visit fee, and the card stays on file for your new time. IF YOUR POLICY CHARGES IT: Just so you know, since we didn't get notice, the [$FEE] missed visit fee from your confirmation text goes on the card on file. Your new time is all set. TEXT IF THEY DON'T PICK UP Hi [First name], we missed you at [time] today and hope everything is okay. Reply here or call [phone] and we'll find you a new time.
Your average case value divided by your consult fee is how many paid consults it takes to equal one case. Put in your own numbers.
Example numbers: one account's February, over $21,000 average case value and about $1,000 in ads per showed consult (over $160,000 in ads, 161 showed). $150 is an example fee. Blake's own figures, not independently verified, and not a promise.
Break even: if the fee turns away more than 1 yes in every 140 consults, it costs you more case value than it brings in.
Your fee covers 15% of the $1,000 in ads it took to get each person into the chair.
My consult math: $21,000 average case value / $150 consult fee = 140 paid consults per case. If the fee turns away more than 1 yes in every 140 consults, it costs more case value than it brings in. The fee covers 15% of the $1,000 in ads behind each showed consult.
Case value, not profit: in profit terms, one lost case is worth fewer fees than this number. Arithmetic, not financial advice.
From the reel: "Never charge for consults until you know this number." Blake's view, from running dental marketing since 2021, is that offices hosting free consults typically make more than the ones that charge. Here's the reasoning.
Divide your average case value by your fee. On one account that's over $21,000 divided by $150, so 140 paid consults add up to one case. If the fee scares off even one yes in 140 consults, it has wiped out everything it made.
Patients do not value dentistry until something hurts. The consult has to find that hurt and show the outcome before the price. A fee asks them to pay before they've seen any value, so they walk in for a quote to shop around, even if you credit it back.
A card on file, with the exact line for when it's charged, gets the commitment a fee was supposed to get. They're committed without paying first, and they pay nothing unless they miss.
No-shows and tire kickers are the one real reason to charge. A card on file won't stop every no-show, so confirm the day before and watch your show rate every week.
Your notice window and your fee are your policy, not ours. Check your state's rules on cancellation and no-show fees, and your card processor's terms, before you take a card on file.
Opinion from experience, not a study · Not legal or financial adviceNo new software. A written policy, a printed script and a text your system can already send.
Pick your notice window and your missed visit fee, write them as one sentence, and use that exact sentence in every script and every text.
Put script 01 next to every phone. Practice the five questions out loud until they stop sounding read.
Send it the moment they book, then call the day before. A consult only counts as confirmed when the patient replies.
Divide showed by booked. If it drops two weeks in a row, fix your confirmations before you touch the ads.
Leads coming in by form instead of the phone? Speed matters there too. The dental speed to lead playbook covers the first call back, and the free case acceptance playbook covers the consult itself and the follow up.
This kit covers the phone. The paid playbook covers the whole implant consult in 8 parts, in order, for your front desk, your coordinator and your doctor. The toolkit adds 14 ready-to-use tools: the intake form, the doctor handoff brief, the follow up tracker, the weekly scorecard and more, in fillable PDF, Word and Excel.
See the playbook + toolkit →
My agency runs Google Ads, Meta ads, SEO and websites for dental practices. On one account in February, 364 people booked a consult and 161 showed up. The ads did their job. What gets said on the phone and in the confirmation decides the rest.
So this kit is free. Use it, change it, make it sound like your office. If you'd rather have my team run the ads behind these consults, that's what we do.
February figures: one account, Blake's own numbers, not independently verified
My view is no, as long as you hold a card on file instead. Divide your average case value by your fee: on one account that's over $21,000 divided by $150, or 140. If the fee turns away even one yes in 140 consults, it has cost more case value than it made. No-shows are the one real reason to charge, and a card on file with a clear policy answers that without asking patients to pay first.
That depends on where you practice, so check your state's rules, your card processor's terms and any insurance contracts before you charge anything. Say the window and the amount out loud at booking, and put both in the confirmation text so the policy is in writing. This page is not legal advice.
A bare number gets compared to the next office, and the caller hangs up before anyone learns why they called. The five questions tell you why they called, when they want it done and who decides. Then the consult gives them their exact number. If your practice publishes prices, use your published range when they ask a second time.
Follow your written policy. One option is to book them anyway, ask for a YES reply by a set time the day before, and release the spot if it doesn't come. Never pressure anyone, and never take card numbers by text or email.
Start with the card on file, because the patient pays nothing before seeing any value. A refundable deposit is still money up front, so keep it for the cases where the card isn't enough, like someone who has already missed once. Either way, say exactly when it's charged or kept, and put it in writing.
Twice. Text the moment they book, then call the day before, and text if they don't pick up. A reminder you sent isn't a confirmation, so it only counts when they reply. Only text people who agreed to get texts, and check your state's rules.
That's your policy to set, ahead of time. One kind option is to waive the first miss when they rebook on the call, and move a second miss to the deposit version. Whatever you choose, apply it the same way every time and charge only what the confirmation text said.
Enter the card straight into your payment system's secure card on file feature while the patient is on the phone. Never write the number on paper, in chart notes, or in a text or email, and read back only the last four digits. Ask your processor what it requires of you. This is not legal advice.
That's what the five questions are for. By the time you offer a time, you know their situation, their timeline, who decides, whether monthly payments matter and who else they've talked to. The card on file adds commitment without a charge, and the day-before call catches the rest.
Yes. My agency runs Google Ads, Meta ads, SEO and websites for dental practices, including implant marketing. The scripts on this page stay with your team. Book a free strategy call and we'll walk through your ads and your booked consults together.
Book a free 30-minute strategy call. No obligation. We'll walk through your ads and your booked consults, and you'll leave with the first three fixes to make.