Written by: Ryan Dunlop, CEO and Founder of Full Arch Masters and graduate from the Harvard School of Dental Medicine
Key Takeaways
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Full-arch implant cases represent $30,000–$60,000 in revenue, yet the average practice closes only 45% of presented treatment while top performers close 75%. The gap comes from missing systems more than from patient objections.
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A structured, nine-stage consult script from pre-consult framing through the recovery pivot gives TCs and doctors clear language, fallback lines, and role-specific cues that keep momentum from first contact to booked surgery.
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Leading with monthly investment figures, using assumptive two-option closes, and running a five-touch multi-channel follow-up cadence raises both same-day and post-consult acceptance rates.
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Objection handling lives inside every stage. Discovery questions surface the real barrier, scripted responses address cost, spouse concerns, or fear, and the recovery pivot resets stalled conversations while the team keeps control.
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Full Arch Masters delivers live role-play, calibration, and pipeline-nurture training that helps front-office teams reach consistent 75%+ closing performance on full-arch cases.
Master The Full Arch Closing System
Full Arch Case Closing Scripts: The 9 Stages Of The Consult
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Pre-Consult Framing
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The Doctor-To-TC Handoff
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The Diagnosis Reveal And Value-Before-Price Framing
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The Financing Presentation
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The Assumptive And Two-Option Scheduling Close
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In-Consult Objection Scripts
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The Spouse / Absent-Decision-Maker Stage
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The Follow-Up Cadence
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The Recovery Pivot
Stage 1: Pre-Consult Framing
The patient is on the phone or in the waiting room, and the team sets the expectation of a same-day solution. This framing orients the patient for the diagnosis reveal before they ever sit in the chair. The script below pairs the clinical workup with an outcome the patient can picture.
Treatment Coordinator:
“When you come in, Dr. [Name] will do a full workup, including a 3D scan, so we can show you exactly what’s happening and what it takes to get you back to eating and smiling with confidence. Most patients are surprised to learn we can often get them into a fixed, same-day solution.”
If it does not land: “I can see you’re hesitant. Let’s just get the pictures and information first. You’ll have a clear plan and all the details before you make any decision.”
Stage 2: The Doctor-To-TC Handoff
Once the exam and diagnosis are complete, the consult moves to its most fragile moment: the handoff. This transition either maintains momentum or stalls it. A weak handoff forces the TC to start from scratch, while a strong one shifts the conversation from “why” to “how.”
Dentist:
“I’ve completed my exam and reviewed your 3D scan. You are a great candidate for a full-arch solution. I’m now going to hand you over to [TC Name], who will walk you through the specific plan and the investment to make this work for you.”
If it does not land: “I know this is a lot of information. [TC Name] is an expert at breaking this down and answering all your questions. They’re the best person to help you understand your options.”
Stage 3: The Diagnosis Reveal And Value-Before-Price Framing
The TC now sits with the patient and connects the diagnosis to the patient’s goals before mentioning price. The TC anchors the investment to permanence, function, and quality of life. Presenting treatment as an outcome the patient wants, supported by photos or scans, is significantly more effective than presenting a list of procedure codes the patient cannot picture.
Treatment Coordinator:
“Dr. [Name] confirmed you’re a candidate for a permanent, fixed solution. What we’re really designing here is a permanent solution: getting you out of pain, letting you eat what you want, and stopping the bone loss that changes your facial structure. This is about a permanent solution.”
If it does not land: “Let’s put the clinical details aside for a second. What would it mean for you to be able to bite into an apple or smile in a photo again without thinking about it?”
Stage 4: Full Arch Financing Script Without Leading With Price
With value established, the TC can move to the investment. The key is to lead with a monthly investment figure, not the total price, to avoid sticker shock. A 2023 Synchrony Dental Lifetime of Care Study found that 92% of respondents said they would consider holding off on general dental care because of cost. That means the financing conversation must happen before the patient has a chance to balk at the total. That same concern is why FAM works with ProceedFinance as its patient-financing partner.
Treatment Coordinator:
“When we look at making this comfortable for your monthly budget, we work with a specialized financing partner to bring this down to about $[X] per month. That’s often less than what people expect for a permanent, life-changing solution.”
If it does not land: “I can see the total investment is a concern. That’s exactly why we have these monthly options. Let’s look at the numbers together and see what’s actually possible for you.”
Stage 5: Assumptive Close Vs. Open-Ended Close In Full Arch Consults
The presentation is complete, and the TC now moves to the close. Open-ended questions like “Do you want to schedule?” kill momentum because they hand the patient the easiest option of all: doing nothing. A patient handed an open-ended question will choose the easiest option of all: doing nothing. The assumptive close avoids that trap by offering two positive options and treating scheduling as the natural next step.
Treatment Coordinator:
“Congratulations on being a fully cleared candidate. We have our next available surgical opening on Tuesday morning or Friday afternoon, which of those two works better for your schedule to get your provisional teeth started?”
If it does not land: “It sounds like you’re not ready to pick a date. What’s the one thing we haven’t covered that’s holding you back?”
Stage 6: In-Consult Objection Scripts
The first five stages set up the close, yet objections can surface at any point along the way. They are not separate events; they are moments within the consult. Many patients never explicitly say no but instead say “let me think about it” and quietly disappear. For each objection, the TC first uses a discovery question to surface the real concern, then responds with a targeted script.
“I Need to Think About It.”
Treatment Coordinator (Discovery): “Of course. Most people say that when something isn’t 100% clear or comfortable. What specifically would you like to think over?”
Treatment Coordinator (Response): “That makes sense. If it’s the investment, we have monthly options. If it’s the procedure, I can show you more cases like yours. What would give you the most confidence to move forward?”
“It’s Too Expensive.”
Treatment Coordinator (Discovery): “I understand. Is it the total investment that’s the concern, or the monthly payment?”
Treatment Coordinator (Response): “I hear you. That’s why we break it down into a monthly investment. For many patients, it’s about reallocating their budget to prioritize their health. Let’s look at the monthly options again.”
“I Need to Talk to My Spouse.”
Treatment Coordinator (Discovery): “Absolutely, this is a big decision to make together. What do you think their main concern will be, the investment, the time off, or the procedure itself?”
Treatment Coordinator (Response): “That’s very common. Let’s schedule a quick 10-minute call with you and your spouse so Dr. [Name] and I can answer their questions directly and make sure you’re both completely comfortable.”
“I’m Not in Pain Right Now.”
Treatment Coordinator (Discovery): “That’s great to hear. Many of our patients aren’t in pain yet, but they know the situation is only going to get worse and more expensive to fix. What’s your biggest concern about waiting?”
Treatment Coordinator (Response): “I understand. The issue is that the bone loss and damage we saw on the scan do not stop. This is the most predictable and affordable time to act.”
Stage 7: How To Close A Full Arch Case When The Spouse Is Not At The Consult
Sometimes the key decision-maker is not in the room, so the TC equips the patient to have the conversation at home and scripts the follow-up. Large cases that look like a no are often a not-all-at-once or a not-without-my-partner. The goal is to make the at-home conversation as easy as possible.
Treatment Coordinator:
“Since your [spouse/partner] isn’t here, let’s make sure you have everything you need to talk with them. I’ll email you a summary of the plan and the financing options. What questions do you think they’ll have?”
If it does not land: “I know it’s tough to explain all this. Would it be easier if we scheduled a quick call with both of you so we can answer their questions directly?”
Stage 8: Full Arch Follow-Up Call Script After The Patient Leaves Without Booking
Sometimes the patient leaves without scheduling, so the TC runs a defined follow-up sequence. Industry data indicates that 80% of voicemail callers never leave a message, which means a passive “wait for them to call back” approach loses most of these cases. What follows is a scripted, multi-channel cadence rather than a vague “follow up in 48 hours.”
Day 1: Same-Day Recap Text
Treatment Coordinator:
“Hi [Patient Name], it was great meeting you today. I’m sending over the summary of your full-arch plan as discussed. We’re excited to help you get your smile back! – [TC Name]”
Day 2: Personal Call From The TC
Treatment Coordinator:
“Hi [Patient Name], this is [TC Name]. I wanted to personally follow up on your consult. I know you wanted to talk with your spouse. What questions came up that I can help answer?”
Day 4: Text With Two Specific Appointment Windows
Treatment Coordinator:
“Hi [Patient Name], just checking in. We have a couple of surgical openings next week, Tuesday at 9am or Thursday at 2pm. Would either of those work to get you started?”
Day 7: Value Email With Financing Details
Treatment Coordinator:
“Subject: Your Path to a New Smile. Hi [Patient Name], I wanted to share a link to our financing partner so you can see how affordable a monthly payment can be. We also have some amazing before-and-after photos of patients with a similar situation. [Link to financing and gallery]”
Day 14: Phased-Option Message
Treatment Coordinator:
“Hi [Patient Name], I know you’re still considering your options. If the full plan feels like too much right now, we could discuss starting with your upper arch first. Let me know if you’d like to explore that.”
This five-touch cadence aligns with the structured five-to-seven-touch follow-up sequence recommended for patients who do not schedule. It uses text for immediate low-friction re-engagement, phone for objection handling, and email for supporting information, the channel mix most likely to reach a patient across different moments in their decision process.
Stage 9: The Recovery Pivot When A Script Lands Wrong
Even a well-rehearsed script can fall flat, leaving the patient hesitant or confused. When that happens, the TC must reset the room without retreating to “take some time to think about it.” Patients walk out not because they do not want to be healthy, but because they did not fully comprehend the severity of what the doctor found, did not feel confident in the recommendation, or had the financial conversation at the wrong time or in the wrong way.
Treatment Coordinator:
“I can see I might have gotten ahead of myself. Let’s back up. What’s the most important thing for you to feel comfortable moving forward? Let’s just focus on that.”
If it does not land: “Let’s take a completely different approach. Forget the plan for a second. Tell me what your ideal outcome looks like, and we’ll see if we can build a path to get you there.”
The Full Closing System: Where To Learn It
The scripts in this article provide the architecture, and the delivery turns that architecture into revenue. Mastering the tone, timing, live role-play, and ability to pivot when a real patient pushes back requires structured training. A script handed to a treatment coordinator and read once will fall apart the moment a real patient pushes back, because under pressure people revert to habit.
The Full Arch Masters Treatment Coordinator Bootcamp is taught by Nikki O’Neal, FAM’s in-house TC and a 26-year dental industry veteran who maintains an 80% closing rate on full-arch consultations. The two-day course is heavy on role-play and live patient scenarios, the same scenarios attendees will face back in their own practice. The curriculum covers the complete sales process, objection handling, patient financing through ProceedFinance, and pipeline nurture from first contact through booked case. Practice owners typically attend alongside their own TC and office manager so the entire front-office function leaves aligned on the same playbook.
Train Your Team On The Full Arch Closing System
Frequently Asked Questions (FAQ)
What Is The Most Important Script In A Full Arch Consult?
The most important script is the doctor-to-TC handoff. It transfers trust and authority from the clinician to the coordinator, setting the stage for the financial conversation. A weak handoff forces the TC to start from scratch, re-establishing why the treatment is necessary, rebuilding confidence in the recommendation, and re-earning the credibility the doctor already established chairside. A strong handoff shifts the entire conversation from “why should I do this” to “how do we make this work.” Every other stage in the consult depends on this transition landing cleanly.
How Do You Handle The “I Need To Think About It” Objection?
The TC starts with a discovery question, such as “What specifically would you like to think over?” to uncover the real concern. “I need to think about it” almost always masks a specific barrier, such as cost, fear of the procedure, or a need to consult a spouse. Responding to the surface statement without surfacing the underlying concern means the TC answers a question the patient did not actually ask. Once the real objection is identified, the TC addresses it directly with a scripted response and a clear next step. If cost is the barrier, they return to monthly payment framing. If it is the procedure, they walk through before-and-after cases. If it involves a spouse, they offer a joint call.
What Is The Best Way To Present Financing For A $30,000 Full Arch Case?
The TC leads with the monthly investment, not the total price. They frame it as a manageable monthly payment that fits the patient’s budget and introduce it as a standard part of the treatment plan before the patient has a chance to react to the total cost. Presenting the monthly figure first, such as “most patients bring this down to about $X per month,” reframes the conversation around affordability rather than sticker shock. The total investment can be disclosed transparently once the patient is already thinking in monthly terms. Introducing financing early as a normal part of the plan, rather than a rescue after the patient balks, is the highest-leverage move in the financial conversation.
How Many Times Should You Follow Up With A Patient Who Does Not Schedule?
A structured, multi-channel cadence of five touches over two weeks is the recommended baseline for a full-arch case. The five-touch cadence outlined above serves as the model. Each touch should provide a clear and easy way to re-engage and should reference the specific conversation from the consult rather than a generic “just checking in.” After the defined sequence, patients who have not responded can move to a longer-cycle nurture track rather than continued active outreach.
Why Do Full Arch Cases Fail At The Closing Table Even When The Patient Wants The Treatment?
The most common failure is a system gap. Cases fail when the doctor-to-TC handoff is weak and the TC has to re-sell the treatment from scratch. They also fail when price is introduced before value is established, when financing happens as a rescue after the patient balks rather than as a standard part of the plan, and when the follow-up cadence is vague, such as “I’ll check in next week,” rather than scripted and multi-channel. A lack of fallback language for the moments when a script lands wrong also causes cases to fall apart. Closing a full-arch case is a sequenced system, and missing any stage of that sequence is where the case is lost.
Conclusion: The Final Pitch
Losing full-arch cases is a system problem. The complete, stage-by-stage architecture in this article, from pre-consult framing through the recovery pivot, provides that system. As the Key Takeaways noted, the average practice closes 45% of presented treatment while top-10% practices close 75%. For a full-arch practice, that gap is measured in $30,000 cases walking out the door.
The scripts here are rehearsable tonight. The system behind them, including role-play, live scenarios, objection-handling calibration, and pipeline nurture, is what the Full Arch Masters Treatment Coordinator Bootcamp delivers. The next step is training the team to run it.
Train Your Team To Close Full Arch Cases
