Fighting Back: Fee Negotiations and Taking Control of Dental Insurance

Why do so many dental practices feel like insurance companies control their fees, their write-offs, and their profitability? In this episode of the Insurance Untangled Podcast, host Manjali Kulathunga sits down with Tessina Bullock, President of Verus Dental, to discuss one of the most frustrating challenges dental practices face today: managing insurance fees without allowing insurance companies to control the financial health of the practice. Tessina explains why many practice owners mistakenly believe PPO fee schedules are fixed, negotiations are impossible, and insurance write-downs are just part of doing business. In reality, practices may have more opportunities to negotiate, strengthen their systems, and protect their revenue than they realize. The conversation dives into what practices need to understand before starting the negotiation process, including office fee schedules, frequently billed procedures, contract structures, write-offs, downgrade codes, provider leverage, and how to find the right contacts inside insurance networks. Tessina also shares why dental offices must stop allowing insurance companies to "train" their teams, how denials and claim requirements can be challenged, and why understanding contracts, documentation, and legal rights is essential for protecting revenue. From PPO negotiations and umbrella networks to IPAs, claim appeals, and knowing when a plan may no longer be a good business relationship, this episode gives dental leaders a clearer path to take back control. Whether you are a solo practice owner, managing multiple providers, or trying to reduce dependence on PPO-driven revenue, this episode will help you think more strategically about insurance participation, fee negotiations, and practice profitability.