The Magic Question: Elevating Case Acceptance Through Trust and Connection with Debra Nash

In This Episode:
What really drives patients to say yes to care? It’s not just treatment plans, pricing, or insurance—it’s people. In this thought-provoking episode, consultant and industry powerhouse Debra Nash joins us to break down the human side of case acceptance. Drawing on over four decades of experience, Debra shares how small changes in communication and mindset can create massive shifts in patient behavior, loyalty, and practice profitability. 

Guest:

With over 40 years of experience in the dental industry, Debra Nash is a nationally recognized consultant, speaker, and educator who has helped thousands of practices across the country elevate patient communication, strengthen team leadership, and drive meaningful business growth. Together with her husband, renowned cosmetic dentist Dr. Ross Nash, she co-leads the Nash Institute—a continuing education and training center in Charlotte, North Carolina—where they mentor clinicians and teams committed to delivering exceptional care.

Key Points & Highlights:

• Start with Relationship, Not Rules: Learn why the first 15 seconds of the first phone call sets the tone for trust—and how to shift the conversation from policies to people.
• Your Beliefs Shape Outcomes: Discover how the internal mindset of the doctor and team—especially around affordability and insurance—can unconsciously influence patient decisions.
• The Magic Question That Changes Everything: Debra shares one powerful phrase that instantly reframes the treatment conversation and invites patient trust and openness.
• Financing with Dignity: Why third-party financing should never be positioned as a “last resort”—and how to confidently present it as a tool for empowerment, not embarrassment.

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