Are You Leaving Money on the Table Every Time You Upgrade a Patient's Care?
- The New Dentist
- 11 minutes ago
- 3 min read
Dentistry has never had more to offer patients. Lasers in periodontal therapy, premium restorative materials, aligner therapy, cosmetic enhancements: these upgraded services improve outcomes and set modern practices apart. But they also come with a problem most teams never fully solve, which is what, exactly, you can charge for them when insurance is involved.
Too many practices play it too safe, quietly eating the cost of lasers, materials, and lab upgrades because they're afraid of a compliance misstep. Others play it too loose, exposing themselves to denied claims, refunded payments, or a contract violation with an insurance carrier. Both outcomes hurt the practice, and neither serves the patient, who often never gets offered the upgraded option at all because the team doesn't feel confident discussing it.
Dr. Travis Campbell is tackling this head-on in a live, 3-hour course, Billing for Lasers, Aligners, Cosmetics and Other Upgraded Services in Dentistry, on Saturday, August 29. Below is a look at five core issues practices run into with upgraded services, and how this course will equip you to handle each one with clarity and confidence.
1. Billing Laser-Assisted Hygiene Procedures
Lasers have become a valuable adjunct in periodontal therapy, but adding one to a hygiene visit raises immediate billing questions. Is it separately billable? Does it count as an upgrade, or is it bundled into the base procedure? Get it wrong and you either lose the revenue that justified the equipment investment, or you bill in a way that puts you at odds with a carrier's contract terms.
> See how laser-assisted hygiene procedures should be billed, coded, and documented so the added value to the patient translates into added, compliant revenue for the practice.
2. Material Upgrades Patients Want, But Nobody Explains Well
Gold and other premium restorative materials cost more to place, but many teams don't know how, or whether, they're allowed to pass that difference to the patient, especially when the practice is in-network. The result is often a flat "no" to the patient, or an inconsistent, undocumented conversation that creates risk down the line.
> Gain clear rules for when patients can pay the difference for material upgrades, even in-network, along with the documentation and financial agreements needed to support it.
3. Lab Fee Upgrades with Aligner Therapy
Aligner therapy often involves lab costs that exceed what a standard orthodontic or clear-aligner benefit covers. Without a clear framework, practices either absorb the difference or fumble the conversation with the patient about why there's an additional cost.
> Walk away with a compliant approach for billing aligner-related lab fee upgrades, so patients understand the value and the practice isn't left covering the gap.
4. Cosmetic Upgrades That Involve Real Chair Time and Cost
Cosmetic enhancements frequently mean additional lab work, materials, and chair time beyond what a "standard" procedure requires. Practices often underprice these upgrades or avoid offering them altogether, unsure of what's defensible if a claim is questioned.
> Learn how to structure and bill cosmetic upgrades so the additional cost and time are accounted for, communicated clearly, and properly supported.
5. Confidently Presenting Upgrades Without Compliance Risk
Underneath all of these scenarios is the same root issue: teams don't feel confident interpreting contract language, determining when a patient may appropriately assume financial responsibility, or knowing what coding, documentation, and waivers are required to support reimbursement. That uncertainty leads to missed conversations, missed revenue, and unnecessary compliance exposure.
> See how to interpret common contract language, apply proper coding and documentation, and present upgraded treatment options to patients with confidence, maximizing patient choice and practice profitability while reducing compliance risk.
Dr. Travis Campbell's Live Course:
Saturday, August 29, 2026 at 10:00 AM CST | 3.0 CE Credits | Tuition: $495
Recording will be available to attendees for 30 days after the session if you are unable to attend live.
This is a live session with limited seats, so register early to reserve your spot.
The Dental Insurance Guy simplifies dental insurance by helping dentists and their teams navigate claims, maximize reimbursements, and improve patient communication. With expert insights, practical strategies, and step-by-step guidance, Dr. Travis Campbell empowers practices to optimize insurance processes, reduce headaches, and increase profitability. Whether you’re dealing with denied claims, fee negotiations, or patient benefits, Dental Insurance Guy provides the knowledge and tools to streamline your workflow and get paid what you deserve.
Members get ongoing access to live Office Hours, the member Q&A Portal, and on-demand courses and tools that make insurance simpler to manage.
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