Why Patients Start Treatment But Never Finish: Understanding the Psychology of Momentum

Dental Practice Heroes

Discover the psychological key that unlocks patient follow-through with the endowed progress effect—a powerful concept that transforms how dental professionals communicate about treatment plans. This game-changing approach doesn't require changing your fees, procedures, or recommendations—just the way you frame patient progress.
Through a fascinating car wash punch card study, we explore why patients who feel they've already made progress are dramatically more likely to complete their treatment. Rather than overwhelming patients with everything that needs to be done, learn to recognize and celebrate the steps they've already taken. For new patients with extensive needs, acknowledge that simply coming in was "half the battle." For returning patients after a hiatus, reinforce that they're "the type of person who cares for their teeth" rather than making them feel they're starting over.

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Chapters

1. The Endowed Progress Effect Explained (00:00:00)

2. Car Wash Card Study Results (00:03:26)

3. Helping Discouraged New Patients (00:04:45)

4. Reframing for Returning Patients (00:06:24)

5. Maintaining Momentum During Treatment (00:07:43)

6. Implementing Progress Framing This Week (00:09:43)