Dental assistants are often seen as the glue that holds the dental practice together—and for good reason. But did you know that you also play a key role in increasing practice production? While the doctor might be doing the drilling, it’s often the assistant who starts the conversation, builds the relationship, and uncovers hidden opportunities for treatment case acceptance.
Production isn’t just about squeezing more appointments into the schedule—it’s about working smarter. It’s a numbers game: the more meaningful conversations you have, the more opportunities you uncover—and the more your practice grows. If you're ready to boost your value and help your practice thrive, this guide is for you.
1. Be the First to Spot Clues: Start with the Small Talk
Let’s face it—patients open up to dental assistants more than anyone else. You’re usually the first clinical team member they see, and that initial conversation can offer more than just pleasantries. It can reveal clues that lead to production-boosting treatment opportunities.
Example:
You're seating a patient and making small talk. She casually mentions waking up with jaw pain or headaches. That’s your golden opportunity to bring up bruxism (teeth grinding). You don’t have to diagnose—but you can say:
“A lot of patients who mention jaw soreness in the morning are grinding their teeth at night. Have you ever talked to the doctor about a night guard?”
Why it works:
It’s non-threatening, helpful, and opens the door to a preventive service that not only protects the patient’s teeth—but boosts production with a custom night guard.
2. Know the Services Like a Pro
You don’t need a DDS after your name to be an authority. The more confident you are talking about the services your office offers—like fluoride, sealants, whitening, occlusal guards, or same-day crowns—the more likely patients are to accept them.
Strategy:
Create a mini cheat sheet for yourself and your team. Include what each service is, who it’s for, what problem it solves, and approximate cost or insurance coverage. This way, when a patient asks, “What’s a sealant again?” you can answer clearly and confidently—without waiting for the doctor to jump in.
3. Be the Doctor’s Hype Person
Think of yourself as the bridge between the patient and the doctor. You’re not just assisting during the procedure—you’re setting the tone for treatment acceptance.
Example:
Let’s say the doctor mentioned a cracked filling and recommends a crown. Before the doc leaves, you can reinforce the message:
“That crown will really help protect the tooth long-term. We’ve had a lot of patients do really well with them—especially when there’s already a crack starting.”
Why it works:
Patients often need to hear something more than once to say yes. A quick, casual statement from you can reinforce the doctor’s recommendation and reduce anxiety about cost or complexity.
4. Review the Schedule Like a Boss
Before your day even starts, take 10–15 minutes to scan the schedule. Look for these three things:
- Incomplete treatment plans
- Overdue radiographs or exams
- Missed opportunities from last visit
If you spot that Mrs. Lopez didn’t reschedule her second crown from last year—mention it to the doctor, or flag it for the front desk. If you see a patient with generalized gingivitis but no perio chart on file, suggest charting today so you can guide them toward a scaling and root planing appointment.
Pro tip: Keep a running list of unscheduled treatment in a binder or digital tracker. That “lost revenue” adds up—until you bring it back to life.
5. Set Yourself Up for Co-Diagnosis
Co-diagnosis means involving the patient in their own oral health journey. You’re not telling them what to do—you’re helping them see it for themselves.
How:
Use intraoral cameras or mirrors to show patients what’s happening in their mouth.
Example:
“Do you see that dark area here? That’s where the decay is starting to break through the enamel. If we catch it early, a filling is usually enough. But left untreated, it could turn into a root canal.”
You’re not pressuring—they're simply seeing the reality. That leads to better understanding and more yeses.
6. Keep the Front Desk in the Loop
Production doesn’t happen unless appointments get scheduled. That’s where a tight handoff to the front desk makes a huge difference.
Say this as you're walking the patient out:
“Tammy is all set for that crown the doctor recommended—we’d love to get her in sooner rather than later to avoid a bigger issue. Can we find something for her this week?”
This makes it easy for the front desk to follow up and helps secure that production before the patient walks out the door and forgets.
7. Bonus Tip: Track Your Wins
Ask your office manager if you can track how many patients you helped educate or convert to treatment in a given week. This isn’t just to pat yourself on the back—it helps you see where you’re making an impact and what skills you’re developing.
Over time, you’ll start to recognize patterns:
- Certain services are easier to promote
- Certain patient types respond better to certain language
- Certain team members complement your communication style
Conclusion: You’re Not “Just” the Assistant
Smart dental assistants don’t wait for production to happen—they help make it happen. You are the eyes, ears, and voice that connects the patient to the care they need. From casual conversations about grinding to knowing how to reinforce the doctor’s recommendations, you have so much influence.
So own it. Ask questions. Start conversations. Show your value.
You’re not just assisting—you’re crushing goals.