Talk Financing with Confidence

How to approach the treatment cost conversation

Each patient is unique and deserves a personalized approach to their care, including how they pay for it.

• Start with the right mindset: Financing conversations can feel uncomfortable, but they don't have to be. The reality is that treatment comes with a cost, and your role is to help patients find a path forward—that's where financing comes in. You're not selling financing; you're providing patients options to get their recommended treatment.

• Make offering financing with every treatment plan a standard practice.
  • Business as usual: Review the treatment plan with the patient.
  • When discussing cost, put the patient in control: "We offer several ways to pay for your treatment so you get to choose what works best for you. You can pay in full, or if you prefer there's also the option to pay-over-time."
  • Cover the basics: "You can apply right here in the office. It takes just a couple minutes and requires some basic information. There's no hard credit check, so it won't affect your credit score and the approval rate is over 99% so it's easy to qualify. Applying doesn't mean you're committing to anything—it just lets you see what plan options are available to you so you can then decide what works best for you. How about we start that application so you can see which monthly plans you qualify for?"

• No awkward conversations about patient being declined.
  • With HFD's 99%+ approval rate*, practices can confidently offer plans to every patient. Others can't offer that same peace of mind.

Handling common patient objections

It's completely normal for patients to have questions and hesitations — this is a financial decision, after all. Unlike your team, they don't deal with treatment plans every day, so they need your help to understand their options. Because you don't specialize in financing (that's our job!), we've put together some of the most common patient concerns and how to address them during your treatment conversations.

• "Will applying affect my credit score?"
  "Applying for HFD financing will never impact your credit score. HFD uses a soft credit check that does not leave a mark on your credit history." 
• "Can I change my payment date if my financial situation changes?"
  "Absolutely, HFD understands that life circumstances can happen. You can adjust your payment date once within the period of your contract. Just let them know, and they’ll work to find the best solution for you." 
• "How long does the application process take?"
  "The application process is quick. It just requires some basic information so it'll only take a couple minutes to complete, and you'll receive financing offers within seconds of submitting. If you have any questions throughout, I'm here to help."
• "I don’t want to apply now."
  "That’s not a problem. One thing to keep in mind is that you can apply for HFD without affecting your credit score or committing to anything. There is no pressure to move forward right now — applying just lets you see what plans you qualify for so you know all your options when the time is right and you're ready to move forward with treatment."
• "I’ll wait to do that at home."
  "Of course, just like with your treatment, I want you to feel totally comfortable. I know financing dental treatment isn't something you do everyday, but I help guide patients through this all the time so I'm really familiar. Can you share what hesitations you might have about completing the process now? I'm happy (and want) to address any concerns you have so you can feel confident in however you decide to move forward.”
  If they are still hesitant: “I understand it might seem easier to do it at home, but completing it here ensures your application is handled correctly and we can manage any issues right away. Applying only takes a couple minutes and it doesn't mean you're committing to anything — it just lets you see what plans you qualify for so you know all your options. Plus, you leave here knowing everything's in order."
  Final response: “We understand. Feel free to complete this at home and let us know if you have any questions. I'll get this started for you by sending you the link to your application and will check back in with you tomorrow."
• "I can’t afford that down payment."
  “I hear your concern, and I want to reassure you that we're here to help make your treatment more affordable. When you are ready to make the down payment, one thing to note is that your monthly payment will typically be lower than the down payment amount, making it easier to pay for your treatment over time."
  NOTE: HFD may not be suitable for every patient. Avoid pressuring patients into a financial bind when they've indicated this option isn't within their means. You can remind them that their application is valid for 90 days, giving them time to consider their options or explore to alternative ways to cover the down payment.
• "Are there any hidden charges or fees?”
  "The only fees you will experience are if you are late to make a payment. There is a $7 late fee. However, apart from that, there are no hidden charges or fees associated with our financing options. We prioritize transparency and ensure that all costs are clearly communicated upfront."
• "Are there penalties if I want to pay off the loan early?”
  "There is no penalty for paying off your treatment plan early. We believe in empowering our patients to manage their finances efficiently. Paying off your loan ahead of schedule not only saves you money on interest charges but also allows you to achieve financial freedom sooner. Feel free to pay off your loan at your convenience without any additional costs or penalties."
• "That APR is too high."
  "I understand. It seems like one of the no interest promotional offers would work best for you (when available). Selecting a promotional offer ensures you don’t pay any interest as long as you pay the balance off in full within the promotional period.”

Understanding key financing terms

It's hard to sound confident when you're not sure what you're talking about. That's why we've explained the most common financing terms you'll encounter — so you can speak with confidence and help your patients understand their options.

*Applicants may be declined financing with any HFD program due to an association of an open bankruptcy, government watchlist, or inability to properly identify a debtor. Underwriting considers multiple factors beyond credit score. HFD’s Bank Loan Program is issued by Hatch Bank, a California-chartered industrial bank.