A common question we hear from dentists is, “Can anyone share their policy on pre-payment or deposits on high-production appointments?"

Great question! It comes up all the time and it’s often associated with several different dilemmas. 

Is It Fair?

We first need to decide if our fee is fair, and does our patient accept that it is fair and willing to pay the fee.

This is something to take to vote within your office, compare to other dental offices in the area, and determine if you are meeting the standard across the industry. When this has been decided, it’s important your entire team is on the same page regarding fees. 

Once the patient is excited to receive the recommended treatment and has agreed to the fee, then we can have a collaborative conversation as to how and when payment will be made. I'm not a fan of "policy", especially when it's used as a weapon to force compliance. 

However, I am a big advocate of language that creates options for the patient.

For example, use language that presents options available and advises of anything that may be a common choice among other patients.

"Most of our patients pay when we set up your first appointment and receive a 3% bookkeeping courtesy." or 

"Most patients choose to break the fee into monthly payments and we can assist you in how to fit this into your budget." 

Approach the Situation

Ask which approach works best for the patient! 

Remember, the value of your dentistry is not the cost of the care. The monetary transaction is just the convenient social construct of exchange. The value of your care reflects your care, skill, time, and judgment as well as the commitment you make to your patients. 

Money conversations should be kept simple!