Advanced Case Acceptance: The 4 Steps of Selling

How to get patients motivated and committed to pursuing needed treatment.

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In this course, we present the four basic steps of presenting a treatment plan from start to finish. Ultimately, it’s up to your patient to decide whether they’re going to go through with a treatment plan. Using these steps, you’ll be able to really “reach” your patients and get them truly motivated, resolute and committed (i.e., financially) about pursuing needed treatment.

We don't use scripts, but this gives you a structure for your case presentations and specific steps to use to ensure you get through to your patients and they understand the importance of their treatment, and discover and handle any objections or concerns they may have.

Objectives:

  • Gain a more effective structure for your case presentations.
  • Be more attentive to discovering where the patient may have an unspoken barrier to accepting treatment and how to resolve it.
  • Become comfortable using your own words and adjusting these steps for your unique case presentations.

2.5 CE Hours


Your Instructor


Gregory A. Winteregg, DDS
Gregory A. Winteregg, DDS

Dr. Greg Winteregg was a nationally recognized speaker, educator, and dental practice management expert. Originally an MGE client, he built one of the top 4% producing practices in the U.S. before joining MGE: Management Experts as a partner in 1994, helping to shape what would become the industry-leading MGE Power Program.

Over his 30-year career, Dr. Winteregg lectured to over 100,000 dental professionals worldwide and was widely regarded as one of the best public speakers in the industry. His lecture style was friendly, accessible, and deeply passionate—driven by his love for the profession and his genuine care for fellow dentists. He was fun to listen to, and equally impactful, blending warmth and humor with real-world, no-nonsense strategy.

Greg had a unique ability to turn complex management concepts into practical tools that any dental team could apply. He was also one of the earliest contributors to DDS Success, where his foundational training on communication, customer service, and case acceptance remains an essential part of the platform today.

His legacy lives on through the thousands of dentists he helped and the timeless content he created to help practices grow and thrive.


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