Why Only Half Your New Patient Calls Are Actually Converting

In this episode of the Insurance Untangled Podcast, host Don Adeesha sits down with Perrin Desportes, founder of Next Level Executive, to break down the math behind real, sustainable revenue growth for dental practices.

Perrin shares the simple revenue equation every practice owner should understand: opportunities, conversion rate, and average treatment value. He explains why so many practices focus on just one of these levers instead of improving all three, and how that gap quietly limits growth. The conversation dives into phone conversion rates, revealing that industry wide, only about half of new patient inquiries actually convert into booked appointments once you factor in answered calls and follow through.

Perrin also addresses case acceptance without the sales pressure, offering practical ways to help patients say yes to treatment while keeping the experience trustworthy and low pressure for both patients and staff.

Whether you are running a solo practice or scaling a group, this episode offers a clear framework for identifying where revenue is being left on the table and what to do about it.

Topics discussed include:

The three part revenue equation: opportunities, conversion, and average treatment value

Why focusing on only one lever limits overall growth

How phone conversion rates impact new patient flow

Increasing case acceptance without feeling salesy or pushy

How scheduling and broken appointments affect financial performance

Where to start if you can only focus on one lever for the next 90 days

Common mistakes practices make when building or scaling a group

Connect with Perrin Desport:

Next Level Executive

Insurance Untangled is dedicated to helping dental practice owners navigate growth, operations, insurance, billing, leadership, compliance, and profitability through conversations with industry experts and successful practice leaders.