Stop Leaving Money on the Table: Fees & Retainers

Feeling the squeeze of rising costs while production stays flat? You’re not alone. Many orthodontic practices are working harder than ever just to maintain a steady level of starts. But here’s the good news: you don’t have to work longer hours or see more patients to grow.

There are two proven strategies that can dramatically increase your production without adding to your workload:

1. Raise Your Fees (Without Losing Patients)

Over the last decade, almost everything around us has doubled in cost: eggs, mortgage rates, oil, even the national debt. Yet, according to data shared by Chris Bentson in his June Resource Minute, orthodontic fees have barely moved. The average full-phase adolescent fee went from $5,500 to just $6,000 in ten years. That’s less than 1% annual growth, while everyday expenses increased by 5–9% annually.

If you haven’t adjusted your fees regularly, you’re actually earning less in real dollars. Many orthodontists hesitate, worried that higher fees will scare away patients. But in most cases, families care more about the monthly payment than the total treatment cost.

Here are some practical strategies to raise fees strategically:

• Maximize the thousands digit. If your fee is $5,200, increase it to $5,800. You’re still in the “$5,000s” psychologically, but capturing closer to $6,000.

• Test the low $6,000s. If you’re at $5,800, trial $6,200 (or another low-$6,000 figure) for a month. Track your treatment coordinator (TC) conversion rates closely. If conversions don’t dip meaningfully, you’ve boosted revenue without sacrificing starts.

• Make incremental increases. Build in annual fee increases of a few hundred dollars. This normalizes growth and avoids patient “sticker shock.”

Pairing Increases with Flexible Financing

To ensure fee adjustments don’t create unnecessary barriers, offer low down payments and spread out financing. Most families focus on whether the monthly payment is manageable, not the total fee.

That said, it’s critical to keep an eye on accounts receivable (AR):

• Maintain a strong AR protocol.

• Monitor overdue accounts consistently.

• Make sure delinquent balances don’t slip through the cracks.

With the right systems, you can confidently raise fees, keep treatment affordable, and protect your cash flow.

2. Add a Retainer Subscription with RETAIN

Retention has traditionally been a logistical headache with sporadic retainer replacements, endless follow-ups, and lots of lost revenue opportunities. That’s why subscription-based models like RETAIN are so powerful.

With RETAIN, your practice can turn what used to be an administrative burden into a predictable monthly revenue stream. Patients get ongoing support and convenience, while your team avoids the hassle of constant tracking and reminders. It’s a win-win: better care for patients, consistent recurring revenue for your practice.

The Compound Effect

Individually, both strategies can move the needle. Together, they create a powerful compound effect: more revenue per case, plus consistent recurring income. 

Growth doesn’t have to mean working harder. With the right strategies, you can increase production and make practice life more sustainable.

CascadEffects exists to help practices like yours lead, elevate, and transform. From pricing strategies to innovative retention models, we bring the tools, systems, and support that allow you to thrive today while building a stronger practice for tomorrow.