In this 5 Minute Friday, I’m breaking down the uncomfortable truth: we obsess over the science of brackets and wires, but most orthodontists have no scientific approach to the part of the practice that actually creates growth—how patients move from interest to “yes.” I’ll walk you through the funnel leaks I see everywhere: weak phone conversions, untrained trial closes, TCs who aren’t coached on objections, and doctors who accidentally tank conversions by staying in the room too long or saying the wrong thing.

And because I’m tired of watching practices bleed opportunity, I’m building something different: a focused event designed specifically to help doctors and key team members master every step of the funnel. If you want to grow ethically, confidently, and with a repeatable system (not “hope”), this episode will light a fire under you—in the best way.

Quotes

“Sales has science behind it. There are people who’ve studied this top to bottom and know exactly what gets people to say yes.”
— Dr. Glenn Krieger

“Do you have a scientific approach from A to Z—from the way you market, to how the phone is answered, to how the exam is handled, to how your TC closes? Or are you just hoping it works?”
— Dr. Glenn Krieger

Key Takeaways

Intro (00:00)
The “A–Z” scientific sales funnel (marketing → phone → lead handling → exam → close) (00:00)
Sales has science—proven triggers like scarcity and positioning (01:35)
Where orthodontic practices leak: phone scripts, trial closes, consult flow, objection handling (03:24)
Doctor behavior that can hurt conversions—and what to rethink (04:08)
Why most TCs aren’t trained to overcome objections scientifically (04:42)
The “Make More Money Meeting” concept + who should attend (05:08)
Instant implementation tip: TC sits next to patient when presenting fees (08:00)
If “sales” offends you, this isn’t your meeting—and that’s okay (09:03)

Additional Resources

I’ve seen firsthand how a scientific sales system can change a practice faster than any new bracket or marketing trend.

If you’re ready to stop guessing and start building a funnel that converts—from the first call to the signed contract—go check out the meeting I created for this exact purpose at ortho4m.com. Bring the people who touch your funnel (office manager, TC, key front desk). If spots are still open, grab them—because not everyone is going to fit in that room.

Register for the Make More Money Meeting: https://ortho4m.com/home

- For more information, visit: https://orthopreneurs.com/

- Join our FREE Facebook group here: https://www.facebook.com/groups/

The Science of Case Acceptance l 5MF