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Patient financing for elective treatments: how practices offer payment options responsibly

A financial coordinator at a medical practice smiles while talking on a desk phone

Price is the question behind most elective treatment decisions. Implants, clear aligners, LASIK and aesthetic treatments are usually paid for by the patient, and many people want to spread the cost. Offering payment options can help, but some financing products can cost patients far more than they expect, and the practice is usually the one presenting them. This guide is for practice owners and front-desk teams who want to talk about payment clearly and responsibly.

  1. SearchAn adult looks for care near them.
  2. Your pageWhat you treat, who sees them, one way to book.
  3. Call or formThey call or send a request.
  4. Front deskBooks the visit and never guesses a cause.
  5. Clinical teamThe clinician decides the plan.
How a new patient request reaches your practice.

1. Start with a clear price

Before anyone talks about financing, the patient needs a written estimate: the treatment, the total price, what is included (follow-up visits, retainers, touch-ups), and what could change it. A clear total is what every payment option is measured against, and it avoids surprises later.

2. Know the payment options you offer

  • Paying in full, by card or bank transfer. Some practices offer a small discount for this; if you do, apply it to everyone.
  • Paying in stages that follow the treatment, for example a part at the start and the rest at a later visit.
  • An in-house payment plan. Rules on credit, fees and interest vary by state, so set any plan up with your accountant or counsel.
  • Third-party financing: medical credit cards and installment loans from a finance company. The patient applies to the lender, and the lender sets the terms.
  • HSA and FSA funds, where the treatment qualifies (see below).

3. Understand deferred interest before you offer it

Many medical credit cards use deferred interest: no interest is charged if the balance is paid in full by the end of the promotional period, but if it is not, interest from the start of the purchase can become due. In a 2023 report on medical credit cards and financing plans, the Consumer Financial Protection Bureau (CFPB) found that people used medical credit cards or loans with deferred interest to pay for almost $23 billion in healthcare expenses from 2018 to 2020, and paid $1 billion in deferred interest. The CFPB also said interest rates on these products often reach above 25%.

The report also found that patients are often offered these products in the provider’s office, that providers may rely only on the lender’s marketing materials and training, and that they may not be able to explain complex terms such as deferred interest. That is a practice risk as well as a patient one: a patient who gets an unexpected interest bill will remember where they signed up.

4. A responsible way to present financing

  • Present the price and all payment options together, including paying over time without a loan if you offer it, not only the lender’s card.
  • Let the patient apply themselves, on their own device or the lender’s form. Staff should not fill in an application for them.
  • Use the lender’s written terms, and explain only what the documents say. If the plan has deferred interest, say plainly what happens if the balance is not paid in full by the end of the promotional period.
  • Do not rush. A patient should never feel they must decide on financing at the consultation.
  • Never sign a patient up for credit to pay for a treatment they have not agreed to.

5. HSA and FSA: what usually qualifies

Patients often ask whether they can use a health savings account or flexible spending account. The IRS’s Publication 969 ties qualified medical expenses for these accounts to the expenses that would generally qualify for the medical and dental expenses deduction, which Publication 502 describes. Publication 502 includes eye surgery to treat defective vision, such as laser eye surgery, and dental treatment to prevent and alleviate dental disease. It generally excludes cosmetic surgery that is directed at improving appearance and does not meaningfully promote the proper function of the body, and it excludes teeth whitening. The patient’s plan decides, so suggest they check with their plan administrator, and do not promise that a treatment qualifies.

6. Train the front desk on one simple message

Keep it short and accurate, not a sales pitch: “The total for this treatment is [price]. You can pay in full, in stages, or apply for financing with [lender]. If you are interested in financing, here are their terms, and you can apply yourself. Take the time you need.” See the new patient phone script for how to answer price questions on the first call.

Where MediLeadGen fits

MediLeadGen sends practices requests from people asking about elective, cash-pay treatments near them, each to one practice only, with the person’s consent to be contacted by that practice, at a fixed price per delivered request. Clear prices and payment options help those requests become consultations.

See how it works for practices

Questions practices ask

Should our practice offer patient financing?

It can help patients spread the cost of elective treatment. Offer it alongside a clear price and other options, let patients apply themselves, and make sure staff understand the terms, especially deferred interest.

What is deferred interest on a medical credit card?

No interest is charged if the balance is paid in full by the end of the promotional period; if it is not, interest from the start can become due. The CFPB found patients paid $1 billion in deferred interest on medical purchases from 2018 to 2020.

Can patients use HSA or FSA funds for LASIK or aesthetic treatments?

IRS Publication 502 includes laser eye surgery to treat defective vision and generally excludes cosmetic surgery and teeth whitening. The patient’s plan decides, so they should check with their plan administrator.

Can the front desk fill in a financing application for a patient?

It is better not to. Let the patient apply themselves with the lender’s form, and explain only what the lender’s written terms say.

General information for practice teams, not legal, tax or financial advice. Last reviewed October 2026.

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