Resources for dental offices
Membership plans are becoming a core part of modern dental practices. They create steady, predictable revenue and simplify care for patients who don’t have insurance. When structured clearly, they remove billing surprises, cut down on paperwork, and make it easier for patients to commit to preventive visits. Patients appreciate the simplicity. A fixed monthly or annual fee feels easier to manage than unexpected out-of-pocket costs after each appointment. For families, freelancers, and retirees, the appeal is strong—no claims to file, no fine print to decode. This guide walks through the key components of a successful in-house plan: how to price it, which services to include, how to present it clearly, and how to train your team to support it. Each section focuses on what works in a real-world setting, without buzzwords or complicated systems. The result is a straightforward membership model that patients understand and trust.
Aug 6, 2025
Understanding Dental Subscription Plans
A dental subscription plan is a simple, direct membership that patients buy from your practice. They pay a fixed monthly or annual fee, which covers routine preventive care like cleanings, exams, and X-rays. Additional treatments are offered at a clear discount—often 10 to 30 percent off—without the paperwork or delays of insurance.
There are no deductibles, no annual maximums, and no waiting periods. Patients get immediate access to care, and you get predictable monthly revenue. Everything stays between you and the patient. There’s no third-party involvement, no claim disputes, and no need to check whether a plan covers a specific code or procedure.
This model appeals to patients who are uninsured, self-employed, or simply tired of navigating insurance networks. It gives them a straightforward way to maintain their oral health without surprise bills or coverage limitations. For your team, it eliminates hours of administrative follow-up and reduces billing confusion.
Patients want clear pricing, consistent care, and a provider they trust. Owning the plan allows you to deliver all three while building a stronger financial foundation for your practice.
Planning and Pricing Your Subscription Model
A well-designed membership plan balances simplicity, value, and profitability. These five steps will help you structure an offer that patients understand and your team can support without adding administrative strain.
1. Define What’s Included
Start by building your core package around preventive care. This forms the foundation of the plan and should reflect what most patients already expect during routine visits.
Two exams, two cleanings, and one set of bitewing X-rays per year
Optional inclusion of oral cancer screenings or panoramic films, depending on your clinical approach
Keep it consistent across all patients to avoid confusion or one-off exceptions
2. Add Extras That Increase Value
Consider layering in add-ons or discounts that make the plan feel more personalized without adding major costs. These optional services can differentiate your offer and increase perceived value.
Add fluoride varnish, emergency exams, or whitening at a discount or fixed rate
Use tiered options (e.g., Basic, Plus, Premium) to give patients choices without overwhelming them
Train staff to explain the benefits clearly, not just list features
3. Set a Price Patients Will Accept
Pricing needs to feel fair to patients and sustainable for your practice. Anchor the cost to the real value of included services, then structure your discount to remain profitable.
Total the standard fees of all included services
Subtract your clinical costs to determine your margin
Pass along 30–50% of the savings to the patient to keep the plan competitive
Family pricing adds flexibility and appeal. A common model offers 10% off the second enrollee and 15% off each additional family member.
4. Make Terms Easy to Understand
Confusing or buried terms can undermine trust. Patients should know exactly what they’re signing up for, including what’s included, what’s discounted, and what’s not covered.
Write in plain language and match the tone of your website and forms
Place cancellation and refund terms in the same section and layout as the benefits
Avoid small print or inconsistent formatting that creates friction
A clear policy prevents billing disputes and gives staff a consistent script to follow when questions come up.
5. Stay Compliant Before You Launch
Subscription plans are not insurance, but some states still regulate them. Take time to confirm you meet local requirements before you market or enroll patients.
Include a clear statement: “This is not insurance” on all materials
Review state-specific rules on registering as a Discount Medical Plan Organization
Follow ADA guidance on written agreements and disclosure language
Allow at least four weeks to finalize your plan, train staff, configure your software, and update your marketing materials. When you launch, your team should be able to explain the plan confidently, and your patients should walk away with a clear understanding of what they’re getting.
How to Communicate and Promote Your Membership Plan
Even the best-designed membership plan needs clear messaging and consistent promotion. Patients must understand the value instantly, and your team must be able to explain it without hesitation. A strong rollout includes simple language, clear pricing, and repeatable outreach.
Make the Value Obvious
Focus every message on real patient benefits. Avoid insurance jargon and use everyday language. Instead of “deductibles” or “maximums,” say “fixed monthly cost” or “no surprise bills.” For example:
“All preventive visits are included”
“Members save 20% on fillings and other treatments”
“No claims to file, no waiting periods”
Use a savings comparison to highlight value. Instead of a full chart, try this:
“Without the plan, most patients pay over $500 per year for basic care. With the plan, it’s $35 a month—and that includes everything from cleanings to exams to X-rays.”
Display pricing and add-ons clearly. If whitening trays or night guards are discounted, show that upfront. Transparency builds trust and prevents billing questions later. Summarize all terms on a single page:
Services included with frequency limits
What gets discounted and what doesn’t
Billing options (monthly or annual)
Cancellation policy in the same size font as the benefits
Patients make decisions quickly. When every element is clear, they enroll with confidence.
Promote with Simplicity and Consistency
A strong plan needs more than a flyer at the front desk. Patients won't enroll if they don't understand the offer or see it as just another promotion. Clear, consistent outreach turns awareness into action and keeps enrollment steady over time.
Start with your existing patients. A soft-launch email works well:
Subject line: “All your preventive care. One flat monthly fee.”
Body: “You can now bundle exams, cleanings, and X-rays into one simple monthly payment—no claims, no surprises. Join today in under two minutes.”
Offer an early-adopter incentive. Waive the enrollment fee or credit the first month. A time-limited offer gives patients a reason to act now.
Update your website so it supports the plan:
Add a dedicated membership page
Use clear “Join Now” buttons
Include a brief cost comparison and FAQ
Embed an enrollment form or link to checkout
Social media keeps the momentum going. Plan four weeks of posts:
Week 1: A 30-second video from your hygienist explaining the plan
Week 2: A visual breakdown of savings for a family of four
Week 3: A testimonial from a new patient who enrolled
Week 4: A Q&A post answering common objections
Tailor your messaging:
Families want predictable budgets: “One price covers every check-up.”
Retirees value simplicity: “No paperwork, no confusing terms.”
Young adults want convenience: “Sign up in minutes, right from your phone.”
Local partnerships expand reach. Offer group rates to nearby businesses without dental benefits. Cafés, salons, and startups often respond well to no-paperwork perks.
Reinforce your offer with social proof. Share quick testimonials on your site, in emails, and on social posts. A short quote next to your “Join Now” button can give hesitant visitors the nudge they need. With clear messaging, consistent outreach, and simple sign-up options, your membership plan becomes easy to explain, easy to join, and easy to manage.
Training Your Team to Sell and Support the Plan
Your front desk, hygienists, and assistants are the first to explain your membership plan. If they all follow the same message and workflow, patients will get consistent answers and feel more confident enrolling.
Core Message to Share with Patients
Start with one clear explanation that your entire team can use. When everyone says the same thing, it eliminates confusion and builds trust with patients.
What it is: “Our membership includes all routine visits for one flat monthly fee and discounts on any additional treatment.”
How it’s different: “It’s not insurance. You work with us directly—no claims, no deductibles, and no waiting periods.”
Front-Desk FAQ Responses
Patients ask the same five or six questions when considering a plan. Having fast, accurate answers ready at check-in or over the phone removes hesitation and keeps the conversation moving.
What’s included? Two cleanings, two exams, and annual X-rays
What’s the cost? $35/month for adults, paid monthly or annually
Is it insurance? No, it’s a direct membership with our office
Can I cancel? Yes, with 30 days’ notice before the next billing cycle
What about other treatments? Members get 15% off fillings, crowns, and cosmetic care
Post this near phones, treatment stations, and the front desk so no one has to guess.
Weekly 10-Minute Role-Plays
Quick, focused practice sessions keep your team sharp without pulling them away from patients. These short role-plays help build confidence and consistency in real conversations.
Pick a common objection like “I already have insurance” and have two team members practice responding. Rotate roles weekly so everyone gets involved and learns how to handle different situations.
Enrollment Workflow Checklist
A consistent enrollment process keeps everything organized and ensures no steps are missed. Patients walk out with a clear understanding of their plan and their next visit already on the schedule. Follow this process:
Offer the plan at checkout
Open the digital form on a tablet
Review what’s included and excluded
Collect the first payment and e-signature
Schedule the next cleaning
Tag the patient as a “Member” in your system
Track Utilization and Renewals
Staying ahead of preventive visit reminders and renewal dates helps patients see value in the plan and keeps revenue steady. Many platforms automate these reminders—you just need to monitor them.
Run monthly reports for overdue cleanings or expiring memberships. Have your front desk follow up with a morning call list so members use what they’ve paid for and stay active.
Keep Memberships Active with the Right Hygiene Coverage
Membership plans rely on reliability. When patients can book cleanings on time, they stay committed to your practice and see the value in what they’ve paid for. But when appointments get pushed out or canceled due to staffing gaps, trust breaks down—and renewals drop.
Hygienist shortages make this harder. Missed visits, long wait times, and last-minute reschedules frustrate patients and strain your front desk. A strong plan can't succeed without enough hands to deliver the care it promises.
Consistent staffing protects more than your schedule. It keeps memberships active, patients satisfied, and revenue steady. When patients pay for convenience and continuity, give them a team that delivers both. Sign up for Teero to fill the gaps and keep your plan running as promised.