Feb 3
27m 49s
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In part two of this two-part conversation, Dr. Brian Vence moves from philosophy into execution, offering a clear, ethical, and highly practical framework for how comprehensive dentistry is diagnosed, discussed, and ultimately chosen by patients in a successful fee-for-service practice.
This episode is a deep dive into how dentists can guide patients through complex decisions without pressure, persuasion, or procedural selling. Dr. Vence outlines his structured yet flexible approach to patient intake, record gathering, diagnosis, and treatment planning—centered around what he calls the Pathway to Essential and Meaningful Treatment. Rather than dictating solutions, he emphasizes co-discovery: helping patients see, understand, and articulate their own problems before ever discussing procedures.
A central theme is risk reduction over procedures. Dr. Vence explains how he frames treatment options not as products to purchase, but as graduated ways to lower biological, structural, functional, and aesthetic risk over time. From stabilizing compromised teeth to sequencing orthodontics, restorative care, and provisional solutions, the focus remains on sustainability—not urgency.
You'll hear practical insight on:
How to structure patient intake from the first phone call through diagnosis and case presentation
Why allowing patients to ask for solutions is more powerful than proposing them
How to use analogies and visual co-discovery to explain complex problems without overwhelm
The difference between short-term stabilization and long-term structural correction
Why timelines, pacing, and emotional safety matter more than closing treatment plans
Dr. Vence also addresses real-world concerns around fees, financing, and practice sustainability. He discusses why fee structures should reflect time, complexity, and overhead—not insurance schedules—and how this approach supports both clinical integrity and business stability. Importantly, he underscores that dentists cannot want treatment more than the patient does—a mindset shift that allows for clarity, calm, and long-term success.
The episode closes with a candid reflection on leadership, emotional resilience, and the inner work required to sustain a fee-for-service practice over decades. Dr. Vence shares why confidence doesn't come from certainty or volume, but from having a clear vision, strong values, and the ability to remain grounded as conditions change.
Together, parts one and two provide a comprehensive roadmap for dentists who want to practice at a higher level—clinically, ethically, and relationally—while building a practice that is both financially stable and deeply fulfilling.
This is not about faster dentistry.
It's about better decisions, made well, over time.