One of the most insightful approaches to presenting treatment plans comes from Dr. Cigdem Kipel (e.g., Facebook DentalX Talk, 5 June 2020). Her philosophy is patient-centered and practical:
Key Principle: The goal is not to "present a treatment plan" — it is to discuss a treatment plan. You aren't just performing an exam; you are communicating with a person.
Treat the interaction as a two-way discussion, not a monologue.
You are the patient's advocate, supporting shared decision-making.
Avoid framing outcomes as "accept/reject." The goal is to provide relevant, ethical, and clinically indicated options.
The more you listen at the start, the less "selling" is required later. Pre-education helps patients engage with solutions.
The 90 sec treatment plan (12.30) Ok youtube - interesting proposition about why ask questions.
Maintain eye contact, stay face-to-face, and align your posture with the patient.
Show active listening: nod, acknowledge, clarify.
Mirror the patient's energy and tone when appropriate.
People remember how you made them feel, not just what you said. Sensitivity to embarrassment, shame, or discomfort is essential in the dental setting.
Be curious: understand patient motivators, values, and barriers.
Ask open questions: "What brought this up now?" or "What has changed?"
Use their history to build a mental problem list and treatment plan.
Provide context: compare to normal anatomy, show photos, and use simple analogies.
Allow patients to see and understand their condition as you explain.
Plant educational "seeds" early to prepare patients for recommendations.
Identify optimal and alternative solutions before speaking.
Keep choices binary and simple to avoid overwhelming the patient.
Focus on what the treatment means for the patient, not technical details.
Bundle treatments logically (e.g., crown + endodontic work).
Give options, not recommendations — patients feel in control.
Avoid projecting personal convictions, biases, or assumptions about affordability.
Simplify your fees so they are easy to remember and communicate.
Bundle fees where appropriate.
Patients rarely make decisions based on price alone; neither should you.
Don't discount out of fear, and don't feel guilty — presenting options doesn't cause the dental problem.
Know your mental upper price limit and present options confidently.
Discussing fees
https://youtu.be/_TdtA5955NI?si=0iY1mnePDzCbQNRR
Present higher-value or more comprehensive treatment options without overcomplicating the conversation.
Explain benefits, not technical procedures.
Use phrasing like: "Before we do X, let me know if you'd like to do Y."
Use social proof: highlight what most patients in similar situations choose.
Make decisions in the surgery, not in passing.
Confirm the patient understands next steps and options.
Identify and address fears, financial constraints, or barriers.
Provide clear handover to ensure follow-through and reduce cancellations.
Discover what they value: gentle, meticulous, sensitive, thorough, caring.
Communicate these qualities through your words, actions, and treatment approach.
This approach turns treatment planning into a patient-centered, confident, and ethical conversation, builds trust, and ensures decisions align with patient values and clinical priorities.
Presenting a treatment plan to a patient
Know why you are here and be confident about about it -e.g. you are here to help your patient have /gain good dental health for life? (6 min).