In this episode, Chris breaks down one of the most overlooked — and most expensive — numbers hiding inside your practice management software.

It’s called Unscheduled Treatment Value (UTV)… and ignoring it could be costing your practice tens (or even hundreds) of thousands of dollars every year.

Most dentists focus on new patients and marketing — but the real growth opportunity might already be sitting inside your system.

💰 What Is Unscheduled Treatment Value (UTV)?

UTV represents diagnosed treatment that patients agreed to — but never scheduled.

You’ve heard it before:

• “I’ll think about it.”
• “Let me check my calendar.”
• “I’ll call back.”

They rarely do.

When you multiply that across your entire patient base, that number can easily reach:

• $200,000
• $400,000
• Even $1M+ in diagnosed but unscheduled dentistry

And most practices never look at it.

🖥️ How to Pull the Report

Chris explains how to find this inside common systems like:

• Dentrix
• Eaglesoft
• Open Dental

Search for:

• “Unscheduled Treatment”
• “Outstanding Treatment Plan”

Then:

1️⃣ Filter to Active Patients Only

2️⃣ Look at the total dollar value

3️⃣ Review it daily

🔥 Break It Into 3 Buckets

1. Hot Leads (Last 90 Days)

These patients recently said yes.

Action:

• Assign a team member to personally call 5 patients every morning.
• Keep it simple and helpful — not pushy.

2. Warm Leads (90 Days – 1 Year)

Action:

• Send an automated text campaign.
• Mention unscheduled treatment.
• Remind them about insurance benefits resetting.

3. Cold Leads (1+ Year)

These patients likely need re-examining anyway.

Action:

• Offer a complimentary re-evaluation.
• Get them back in the chair.
• Restart the conversation.

🧠 Why Checking This Daily Changes Everything

When you see the number every morning, it creates:

• Accountability
• Focus
• Ownership
• A proactive culture

Instead of waiting for the phone to ring, you’re working from a list of people who already said yes.

🎯 Set a Weekly Reduction Goal

Example:

If your UTV report shows $350,000, set a goal to reduce it by:

➡️ $10,000 per week

(That’s 1–2 cases.)

Small weekly wins compound fast.

💡 The Big Takeaway

The best new patient isn’t the one you haven’t met yet.

It’s the one already in your system.

Make this a daily habit:

• Pull the report
• Share the number with your team
• Make five phone calls

Do it consistently and this one shift alone could add $20,000–$50,000 in monthly production.

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📥 Free Resource:

Schedule a free strategy session with Kickstart Dental Marketing → Book Here.

https://kickstartdental.com/get-in-touch/

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session: https://kickstartdental.com/get-in-touch/

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