Why growing your production isn’t enough if your collections aren’t keeping up, and how to fix it fast.
You’re producing at a high level, but your bank account doesn’t show it. That’s the reality for many dentists who are working hard but still feel stuck. In Episode 18 of My Dental Playbook, Dr. Blake Hamblin breaks down exactly how to bridge the gap between high production and low collections. These 5 practical strategies will help you stabilize cash flow, increase patient trust, and give your team a clear system to follow.
Step 1: Track Adjusted Production, Not Just Production
Most dentists know their gross production. But if your collections feel low, you might be measuring the wrong number.
Dr. Blake explains that adjusted production is what you actually stand to collect after insurance write-offs and patient walkouts. It’s your real potential revenue.
- Always monitor adjusted production
- Train your team to understand the difference
- Focus decisions and bonuses around collections, not gross numbers
Collections should always be tied to what your practice truly earns, not inflated production stats that never hit your account.
Step 2: Pre-Collect Fees to Increase Show Rates and Buy-In
Dr. Blake’s team asks every patient to prepay $100 to reserve doctor time. This isn’t a deposit; it’s a commitment device that significantly boosts treatment follow-through.
While some offices ask for 20% to 50% upfront, Blake has found that $100 is enough to:
- Lock in the appointment
- Reduce same-day cancellations
- Give the team an easy way to secure the next step
This amount is low enough to reduce friction but high enough to matter to the patient.
Step 3: Underestimate Insurance Coverage (Yes, Really)
You might think telling a patient their insurance covers 50% sounds helpful. But when the check comes in, and it’s 35%, who gets blamed?
Dr. Blake recommends quoting conservatively. If insurance covers more, issue a refund. Patients love getting money back. If it covers less, you avoid uncomfortable follow-ups and unpaid balances.
Bonus: This reduces the time your front desk spends chasing AR and explaining shortfalls.
Step 4: Use Patient Financing as a Front-End Tool
Patient financing isn’t just for high-ticket cases. It’s a powerful cash flow accelerator that removes confusion, speeds up treatment acceptance, and eliminates insurance delays.
Dr. Blake leads with financing options (like Cherry) to simplify the decision:
- Flat monthly payments are easier for patients to digest
- The practice gets paid upfront (often before the appointment)
- The financial conversation shifts away from your team
If patients have a fridge break or an unexpected expense, they’re still likely to say yes to a $200/month payment.
Step 5: Assign AR Ownership and Make Timely Decisions
Letting AR go unmanaged for 6 months or more can turn a fixable issue into an avoidable write-off.
Blake recently empowered one of his most tenured team members to take full ownership of AR. Together, they:
- Review accounts before the 90-day mark
- Make decisions at 60 days (payment plans, collections, write-offs)
- Adjust provider production for transparency and accountability
This proactive system prevents AR from spiraling and ensures every dollar is tracked, collected, or resolved.
Quick Wins to Apply Now
- Add adjusted production and collections to your morning huddle metrics
- Pre-collect $100 on all doctor-led treatments
- Quote insurance at 40% and surprise patients with refunds
- Lead with patient financing, not as a last resort
- Assign one person to manage AR and meet weekly
AI or Tools Tips
- Use Dental Intel or Jarvis Analytics to track adjusted production and collections in real time
- Set up automatic AR reminders through your PMS (OpenDental, Eaglesoft)
- Use Smile Virtual or Swell to offer financing links and consent forms digitally
Think Smarter
It’s not enough to produce $200K a month. If you’re only collecting half, you’re running a busy practice with broke margins. Fixing collections isn’t about being better at dentistry; it’s about having cleaner systems, clearer communication, and aligned expectations.
Final Thought
Production means nothing if you can’t collect. By shifting your focus to adjusted production, prepay systems, and proactive AR, you’ll protect your revenue, reduce patient friction, and create sustainable growth.
Final Checklist
- Do you track adjusted production weekly?
- Is your team trained to pre-collect treatment fees?
- Are you quoting insurance conservatively?
- Are you using financing as a front-end offer?
- Who owns AR in your practice?
- Do you review overdue accounts before 90 days?
