Dentistry Made Simple with Dr. Tarun 'TBone' Agarwal

Ashley Latter is recognized as The Selling Coach of the dental industry. He has over 26,000 hours of business coaching experience, all towards dentists all over the world. He teaches dentists how to get more of their patients to say yes to their treatment plans, overcoming the price hurdle. Through Ashley’s coaching, dentists have created more opportunities within their practices, improved treatment plan uptake, and confidently handle patient objections. Ashley is also the author of three sales books on dentistry: Don’t Wait for the Tooth Fairy – How to Communicate Effectively & Create the Perfect Patient Journey in your Dental Practice, The Dental Practice “Jugglers”, and You Are Worth It: Feel Comfortable Communicating your Fees & Achieve the Income your Services Deserve.Today, Ashley joins us to share how dentists can be more professional about how they sell their services and how to handle patient objections. He explains why he became a sales coach for dentists, where it all began, and the people responsible for his career path. He describes how merely making a few phone calls a day can negatively affect your patient turnout and the big mistakes dentists make when it comes to taking new patients. Ashley also explains how discounts can harm your overall profitability and shares what listeners can expect from reading his books."If you get an objection, it doesn't necessarily mean the patient doesn't want to go ahead." - Ashley LatterThis week on T-Bone Speaks Dentistry Podcast:How Ashley got started in dental sales and case acceptance.Why Ashley agreed to teach sales to dentists.What "ethical sales" means and how he taught it in a course.The big mistakes dentists are making when it comes to case acceptance.Why making services cheaper won't result in more patients.How dentists can improve how they approach money and payments.Knowing the right price for each service and each patient.What dentists should do when handling rejections due to cost.Our Favorite Quotes:"Small reductions can make a massive impact to your net profit." - Ashley Latter"Make time each day to ring your patients at home." - Ashley Latter"Rapport builds trust." - Ashley Latter"If you don't find out what the concern is, you can't overcome the objection." - Ashley LatterConnect With Ashley Latter:Ashley Latter’s Official WebsiteBook: Don’t Wait for the Tooth Fairy – How to Communicate Effectively & Create the Perfect Patient Journey in your Dental PracticeBook: The Dental Practice “Jugglers”Book: You Are Worth It: Feel Comfortable Communicating your Fees & Achieve the Income your Services DeserveSubscribe, Connect & Share Your Favorite EpisodesThanks for tuning into this week’s episode of T-Bone Speaks Dentistry.  For more great content and helpful tips to grow your dental practice, visit our website. Follow us on Facebook and LinkedIn, subscribe on YouTube, and don’t forget to share your favorite episodes!

Show Notes

Ashley Latter is recognized as The Selling Coach of the dental industry. He has over 26,000 hours of business coaching experience, all towards dentists all over the world. He teaches dentists how to get more of their patients to say yes to their treatment plans, overcoming the price hurdle. Through Ashley’s coaching, dentists have created more opportunities within their practices, improved treatment plan uptake, and confidently handle patient objections. Ashley is also the author of three sales books on dentistry: Don’t Wait for the Tooth Fairy – How to Communicate Effectively & Create the Perfect Patient Journey in your Dental Practice, The Dental Practice “Jugglers”, and You Are Worth It: Feel Comfortable Communicating your Fees & Achieve the Income your Services Deserve.

Today, Ashley joins us to share how dentists can be more professional about how they sell their services and how to handle patient objections. He explains why he became a sales coach for dentists, where it all began, and the people responsible for his career path. He describes how merely making a few phone calls a day can negatively affect your patient turnout and the big mistakes dentists make when it comes to taking new patients. Ashley also explains how discounts can harm your overall profitability and shares what listeners can expect from reading his books.

"If you get an objection, it doesn't necessarily mean the patient doesn't want to go ahead." - Ashley Latter

This week on T-Bone Speaks Dentistry Podcast:

  • How Ashley got started in dental sales and case acceptance.
  • Why Ashley agreed to teach sales to dentists.
  • What "ethical sales" means and how he taught it in a course.
  • The big mistakes dentists are making when it comes to case acceptance.
  • Why making services cheaper won't result in more patients.
  • How dentists can improve how they approach money and payments.
  • Knowing the right price for each service and each patient.
  • What dentists should do when handling rejections due to cost.

Our Favorite Quotes:

  • "Small reductions can make a massive impact to your net profit." - Ashley Latter
  • "Make time each day to ring your patients at home." - Ashley Latter
  • "Rapport builds trust." - Ashley Latter
  • "If you don't find out what the concern is, you can't overcome the objection." - Ashley Latter

Connect With Ashley Latter:

Subscribe, Connect & Share Your Favorite Episodes

Thanks for tuning into this week’s episode of T-Bone Speaks Dentistry.  For more great content and helpful tips to grow your dental practice, visit our website. Follow us on Facebook and LinkedIn, subscribe on YouTube, and don’t forget to share your favorite episodes!

What is Dentistry Made Simple with Dr. Tarun 'TBone' Agarwal?

The podcast for dentists ready to transform chaos into confidence—in business, clinical skills, and life.

You didn't go to dental school to become a stressed-out manager, yet here you are—overwhelmed by team drama, stuck at a revenue plateau, and working harder than ever with less to show for it.
Welcome to Dentistry Made Simple, where practicing dentist Dr. Tarun "TBone" Agarwal shares the exact systems, frameworks, and truth bombs that help dental practice owners:

✅ Add $500K-1M in revenue without working more hours
✅ Master profitable procedures like implants with confidence
✅ Build teams that actually run the practice (so you don't have to)
✅ Create predictable growth using the proven 3D GPS framework
✅ Transform from stressed operator to confident CEO

This isn't another theory-based podcast from consultants who've never owned a practice. TBone runs a successful practice while teaching 10,000+ dentists the unfiltered truth about what actually works—from single implant placement to 7-figure practice systemization.

Every Tuesday, get:

Actionable frameworks you can implement immediately
Real case studies with actual numbers (not vague success stories)
Clinical confidence builders for high-value procedures
Leadership strategies that create aligned, accountable teams
Truth bombs that challenge everything you think you know about practice success

Whether you're an ambitious associate ready to level up, a growth-minded owner hitting the ceiling, or a veteran who's lost the spark—this is your roadmap to practice transformation.

Join thousands of dentists who've discovered that success isn't about working harder—it's about working smarter with proven systems from someone who's actually in the trenches with you.

New episodes drop every Tuesday. Subscribe now and stop building a job. Start building a business.