If you’ve been thinking about leaving PPOs, you’re not alone. More and more dental practice owners are looking for a way out of the insurance hamster wheel…and with good reason.
Low reimbursements. Administrative headaches. Constant write-offs.
You know there’s a better way to practice: more profitable, more personal, more aligned with your values. But there’s one big roadblock keeping most practices from going out-of-network:
Mindset.
Not just yours, but your team’s.
At Prosperity Dental Solutions, we’ve helped dozens of dental practices successfully exit PPOs and transition to a fee-for-service (FFS) model. And we can tell you this with confidence:
Breaking the insurance mindset isn’t just a business decision. It’s a leadership shift.
What Is the “Insurance Mindset”?
The insurance mindset is the belief system—often unspoken—that patients only say yes when insurance says so. That your practice value is tied to reimbursement. That going out-of-network means losing everyone.
It shows up in your team’s language:
- “Will insurance cover this?
- “They won’t want to come back if it’s out of pocket.”
- “We can’t charge more than [insert PPO fee here].”
It also shows up in your systems:
- Reactive scheduling based on insurance timelines
- Treatment plans that prioritize covered services over ideal care
- Constant team confusion over what’s billable, what’s covered, and what’s worth bringing up
This mindset holds practices hostage—even when owners want to break free.
Why It’s Critical to Address Team Buy-In Before You Drop PPOs
We’ve seen practices attempt to go FFS and fall flat—not because the business model didn’t work, but because the team wasn’t aligned.
Here’s why your team must be part of the transition from the start:
1. They’re the First Line of Patient Communication
Your front desk, assistants, and hygienists are the first to answer, “Do you take my insurance?” If they hesitate—or panic—the patient feels it. Coaching your team to communicate with clarity and confidence is essential.
2. They Need to Believe in the Value of What You Offer
Going out-of-network only works when your whole team believes that your care is worth it. That what you deliver goes beyond what insurance can define.
3. They Need Structure and Support
If your team doesn’t understand the new financial policies, patient scripts, or scheduling protocols, you’ll see tension, confusion, and resistance—fast.
How to Break the Insurance Mindset Together
Coach Jennifer Pearce has helped practices of all sizes and stages walk through this transition. And while every journey is unique, here’s where we always start:
1. Get Clear on the “Why”
Why are you leaving PPOs? What kind of practice do you want to build? What kind of care do you want to provide? When your team understands the vision, they’ll feel more connected to the mission.
Pro tip: Let your team weigh in. Ask them what they want patient care to feel like. Use their insights to shape your FFS messaging.
2. Reframe Value Conversations
Coach your team on how to speak about value—not insurance. Practice language like:
- “We don’t let insurance dictate your care decisions.”
- “We’re focused on what’s best for your long-term health.”
- “While we’re not in-network, many of our patients use their benefits here and love the care they receive.”
3. Train on Financial Conversations
Your financial coordinator or front desk team shouldn’t be guessing. They need exact wording, written scripts, and regular role-playing to feel prepared for objections.
Jennifer’s coaching includes financial handoffs, confident phrasing, and visual aids your team can use with patients, so everyone feels less pressure.
4. Celebrate the Early Wins
Every patient who says yes without insurance approval? Celebrate it. Every time a team member delivers the FFS explanation smoothly? Acknowledge it. These moments build momentum and reinforce the culture shift.
Leading Through the Transition: The Dentist’s Role
As the practice owner, you’re not just making a financial decision. You’re leading your team through a mindset transformation. That means:
- Communicating consistently and clearly
- Staying calm when it feels uncertain
- Investing in coaching and training that supports your team
- Modeling belief in the new direction, even before the numbers catch up
Jennifer helps dentists become visionary leaders, not just clinicians or managers. And leadership is what your team needs most as they adapt to a new way of operating.
The Long-Term Payoff: More Than Just Profit
Practices that successfully exit PPOs experience:
- Higher case acceptance for comprehensive care
- Less burnout from administrative insurance battles
- Better patient relationships based on trust and value, not coverage
- Increased team confidence and satisfaction
- More aligned, intentional growth
But most importantly? They get to practice on their terms. And that’s priceless.
Ready to Lead Your Team Through a PPO Exit?
This isn’t something you have to figure out on your own. In fact, trying to do it solo is often what makes the transition harder than it needs to be.
Coach Jennifer Pearce has helped countless dentists navigate the emotional, operational, and leadership work of going out-of-network—and she’s ready to help you too.
Start Your Transition the Right Way
Book your discovery call with Coach Jennifer
Let’s build a PPO exit plan that supports your patients, team, and vision
Breaking the insurance mindset starts with a single decision. Let’s lead together.
