Manrina's Mentorship Podcast |Ep 20 | Stop Discounting, Start Converting: Get your Dental Treatment Plans Accepted with Ashley Latter

Stop Discounting, Start Converting: Get your Dental Treatment Plans Accepted 

Cut your fees by 10%, and you could be losing 30% of your bottom line. That's just one of the practical, slightly uncomfortable truths Ashley Latter shares in this episode of Manrina's Mentorship Podcast.

Dr Manrina Rhode sits down with Ashley, the communication guru of UK dentistry, for a conversation 24 years in the making. Ashley shares how two dentists on a sales training course changed the direction of his career, why he decided to go all in on dentistry-specific training, and how word of mouth and a weekly newsletter (still going, 28 years later) built one of the most respected names in the profession. He also opens up about imposter syndrome, why dentists struggle to charge what they're worth, and shares the three tips that have shaped how thousands of dental professionals talk to their patients. Whether you're newly qualified or 20 years into practice, this episode is full of practical, immediately usable advice on communication, confidence, and consultation.

In this episode we cover:

How two dentists on a sales course led Ashley into dentistry-specific training

Building a name through word of mouth and a weekly newsletter, before social media existed

Why imposter syndrome and fee-discounting are so common in dentistry

The story behind his three books, including his newly rewritten The Perfect Dental Consultation

The "aeroplane" analogy: why dentists lose patients by focusing on technical detail instead of outcome

Why you should treat every existing patient like a new one

Being proud of your fees: why a 10% discount can cost you 30% of your profit

How Ashley structures travel, exercise, and time with his wife around a demanding schedule

His closing advice: keep learning, and find a mentor

 Connect: Follow Manrina's Mentorship Podcast for more conversations with the people shaping dentistry

If you're looking for a mentor, find out more about Manrina's Mentorship here.

Join Ashley Latter's newsletter: www.ashleylatter.com