Course Description:

This course is worth 1.75 CE credit that is automatically issued with a digital certificate upon completion.

The easiest way to lower overhead in a dental practice is to increase production, but that won’t happen without a strong percentage of patients moving forward with their treatment plan. The national case acceptance rate is only 25% which means 3 out of 4 patients walk out your door forever, usually saying the dreaded: “Let me think about it.”

Presented by DOCS Education and Dr. R. Anthony Matheny, this invaluable program will provide the tools for improving your case acceptance and increasing production without being pushy. More of your patients will accept treatment, filling in the openings in your schedule and resulting in a bigger ROI for your marketing dollar.

Selling is a necessary part of doing business—even dentistry. Dr. R. Anthony Matheny shares with dentists what isn’t taught in dental school – how to identify and overcome patient objections in a non-aggressive way and encourage them to feel good about committing to their care.

Learning Objectives:

  • Learn why patients’ objections can actually be a good sign.
  • Discuss the six main patient objections to accepting treatment.
  • Determine if a patient objection is valid and how to overcome it.
  • Learn to present fees and address financial concerns in a way that doesn’t overwhelm the patient.
  • Learn how to communicate with significant others who factor into the patient’s decision.
  • Discover the one skill to master in order to skyrocket case acceptance.
  • Learn how to ask closing questions to get the commitment from the patient.

About the Presenter:

Dr. R. Anthony Matheny is an author, speaker, coach, and expert in dental case acceptance. He recently published the book Pleasant Persistence: Your Key to $ales $uccess and has created online video courses for dentists as well. Dr. Matheny studied sales methods from the Zig Ziglar Corporation and became a Ziglar Legacy Certified Speaker and Coach, and he completed the course Secrets to Closing the Sale from Kevin Harrington, an original “shark” from Shark Tank. By applying what he has learned to dentistry in a way that is positively perceived by his patients, Dr. Matheny was able to increase his case acceptance by 300% compared to the national average.


All sales are final.

Purchase of this course grants access for one year and requires an internet connection, a computer with video and audio capabilities, and in some cases, Adobe Reader to view handouts and articles. 

You can download this course and watch it anywhere using the DOCS APP. Get it on Google Play or the Apple Store.

550 Practice Management - 1.75 hours

DOCS online courses are available to the purchaser for one year from date of purchase.
No refund of course tuition is available.



How can I meet my state’s requirements?

To learn more about how DOCS Education’s full range of courses can satisfy your state’s regulatory requirements, visit This unique online resource is kept up-to-date with the latest in sedation legislation by DOCS Education’s fulltime regulatory counsel. Contact one of our course advisers with any questions or visit our course listings to see upcoming classes and locations.

DOCS Education courses carry the AGD PACE certification

DOCS Education is the nation’s premier provider of safe sedation and advanced dentistry education, having trained almost 24,000 dentists. Since 2000, our courses have been accepted by the AGD for Fellowship/Mastership and membership maintenance credit. We offer extensive CE opportunities, both in-person and online, that meet your needs.

What is DOCS Education?

DOCS Education is an exclusive community of professionals serving at the forefront of dentistry. We offer world-class courses on safe sedation and advanced dentistry, relying on instructors who are consistently ranked among the very best in the nation. We also are a supportive network of members who guide one another to be better, more confident, more successful dentists.