A 25-year framework for case acceptance — built in the operatory, not a sales seminar. Nobody likes being sold to. But everyone loves to buy.
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"Patients don't buy dentistry on logic. If they did, they'd accept everything we recommend. They buy on emotion — and they justify it with logic later."
— Dr. Andy Goldsmith, Dental Economics
25 years in the operatory. 700+ practices in his network. RAPPORT wasn't pulled from a sales book — it was built chairside, one patient at a time.
RAPPORT was built chairside over 25 years — not in a sales seminar or a textbook.
Cofounded Smile Source (700+ practices) and built the Process23 management system.
Question-based selling produced an average 17% sales lift in the largest sales study ever (Rackham, SPIN Selling).
Seven question types your team can use tomorrow to move patients from confused and defensive to engaged and ready.
Hear directly from Dr. Goldsmith on why most case-acceptance problems aren't price problems — and what to do instead.
Front desk, hygiene, doctor — everyone leaves with the same playbook for moving patients from defensive to engaged.
A room at a Motel 6 costs $64. A suite at the Ritz-Carlton costs $1,200. The price only makes sense if you understand the value. Treatment plans work exactly the same way.
Your job isn't to discount the Ritz. It's to help the patient understand they're not actually staying at the Motel 6 — and prove it before you ever say a number.
Perceived Problem
"My teeth feel fine."
≈ Motel 6 · $64
Proposed Solution
"You need $8,000 of work."
≈ Ritz-Carlton · $1,200
Until you bridge that gap with proof, every recommendation sounds like a pitch.
Featured Article · Dental Economics
Dr. Goldsmith's full breakdown of the framework — the value equation, the seven question types, and why most case-acceptance problems aren't price problems.
Read the articleWhether you run a single practice, a study club, or a national stage — RAPPORT scales because it isn't a script. It's a way of thinking.
Practice Owners
Bring RAPPORT in-office for a half-day or full-day team training.
Study Clubs & DSOs
A signature talk built for clinical groups that want real, repeatable lift.
Conference Organizers
A keynote polished on stages from Italy to the UAE to the U.S.
Reply within two business days. Formats, agendas, and fees included.
Tell us about your practice, study club, or event — we'll send formats, sample agendas, and fees within two business days.
Response within 2 business days · Houston, TX · Travels worldwide