james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

What the Best Implant Practices Do Differently

james2026-06-18T00:00:00-04:00

What do the best implant practices do that others do not? They adopted the behaviors and never stopped, even when no one was checking. When I look at the very best performing practices I have worked with, some have not been clients in more than ten years, and they still answer the phone the same disciplined way. They use a phone slip every time. They run a specific sales process with each patient instead of improvising. They run twenty-four-hour answering, and I still see it in their call logs. Nobody is making them do this anymore. They took what we said [...]

What the Best Implant Practices Do Differentlyjames2026-06-18T00:00:00-04:00

Why Your Whole Dental Sales Team Mindset Matters

james2026-06-18T00:00:00-04:00

Why does my whole dental team need to think of themselves as part of the sales team? Because they are, whether they admit it or not. Every person who touches a phone call or greets a patient is on your sales team, your marketing team, and your advertising team at the same time. I know that word makes clinical people uncomfortable. Get over it. You are in a business that has to bring in revenue, and you are in the sales business exactly as much as you are in the dental business. When your front desk hears a nervous caller and [...]

Why Your Whole Dental Sales Team Mindset Mattersjames2026-06-18T00:00:00-04:00

Building Patient Trust Fast in the Implant Consult

james2026-06-18T00:00:00-04:00

How do I build trust with an implant patient quickly in the consult? Find what you have in common, and do it on purpose. Before you walk in, take five minutes to look for similarities between your life, your background, your experiences, and that patient's. You will find more than you expect if you actually look. Mention it early, honestly, not as a sales trick. That small thread of connection gets the relationship off to a real first step, and trust is what they remember, not the number of consults you offer. What people walk away asking themselves is simple, did [...]

Building Patient Trust Fast in the Implant Consultjames2026-06-18T00:00:00-04:00

Overwhelmed by Dental Courses? The Problem Is More

james2026-06-18T00:00:00-04:00

Why does buying more dental courses leave me more overwhelmed, not better? Because most of what gets sold to dentists is data dumping disguised as teaching. I sat through a three-day seminar full of brilliant marketers who knew exactly how to sell information, and almost none of them gave any real instruction on what to do with it. They pile mountains of material on people and walk away. That is not coaching, that is vomiting information. The last thing a busy dentist needs is more to assimilate. You already get more by email in a day than you could ever use. [...]

Overwhelmed by Dental Courses? The Problem Is Morejames2026-06-18T00:00:00-04:00

What Makes a Coachable Dentist Succeed With Training

james2026-06-18T00:00:00-04:00

What kind of dentist actually benefits from coaching and case training? Three traits, and they matter more than where you went to school or how long you've practiced. Coachable, open-minded, and batteries-included. Coachable means you'll actually try a method before you argue with it. Open-minded means you'll question what dental school told you about how patients decide. Batteries-included means you bring your own energy and you don't need someone winding you up every morning. I'd rather work with a mid-skill dentist who has those three than a brilliant clinician who knows everything already and applies none of it. Training only multiplies [...]

What Makes a Coachable Dentist Succeed With Trainingjames2026-06-18T00:00:00-04:00

Skip Live Meetings to Learn Bigger Dental Case Selling

james2026-06-18T00:00:00-04:00

Do I have to attend live meetings to learn how to sell bigger dental cases? No, and that's good news for your wallet and your family. The old model meant getting on a plane, missing days of production, buying a hotel room, and trading family time for a seminar. That cost is real, and for a lot of dentists it's the quiet reason they never start. You can learn the core of bigger-case marketing, case acceptance, and leadership without any of that. Watch the material on your own schedule, then apply it in your own operatory where the patients actually are. [...]

Skip Live Meetings to Learn Bigger Dental Case Sellingjames2026-06-18T00:00:00-04:00

Why Successful Dentist Peers Make You a Better Owner

james2026-06-18T00:00:00-04:00

Why should a dentist surround themselves with other successful dentists? Because you become the people you spend time with, and that's not a slogan, it's a pattern I've watched play out for years. Hang around dentists who don't do anything and you'll slowly evolve down to their level. Hang around producers and you rise. I learned long ago that the fastest way to get better is to spend time with people who are better than me in the exact areas I want to improve. Nothing energizes me more than a room of doers, and nothing drains me faster than parasites. A [...]

Why Successful Dentist Peers Make You a Better Ownerjames2026-06-18T00:00:00-04:00

Can You Change Your Practice Alone Without Help?

james2026-06-18T00:00:00-04:00

Can I improve my practice on my own without any outside help or coaching? You can try, but the odds are against you, and there's real research behind why. About ten years ago Johns Hopkins ran a study on behavioral change in medicine, patients who would live measurably longer with simple changes to diet, exercise, and habits. Only 1 in 9, about 11%, actually made and kept those changes. For their own lives. Now think about that: if people won't reliably change to live longer, why would you change a marketing or case acceptance habit on willpower alone? But the same [...]

Can You Change Your Practice Alone Without Help?james2026-06-18T00:00:00-04:00

Too Busy to Improve Your Dental Practice?

james2026-06-18T00:00:00-04:00

I'm too busy to work on my practice, how do I find the time? I'll push back on the premise. You're not too busy, you've just never sorted important from most important. When dentists tell me they can't travel, they've got a stack of stuff to read, they're slammed, what I actually hear is someone who hasn't made that distinction. Here's the reframe that changed things for me: getting results doesn't take time, it's the not getting results that takes all the time. The dentist drowning in busywork isn't busy with the right things, he's busy with minutia that produces nothing. [...]

Too Busy to Improve Your Dental Practice?james2026-06-18T00:00:00-04:00

Competition Between Dentists Is Mostly in Your Head

james2026-06-18T00:00:00-04:00

Should I worry about a competitor being in the same dentist group as me? I get this worry constantly, and it is almost always misplaced. When two dentists from the same area do end up around the same table, they nearly always walk out as friends and strategic allies. They figure out fast that there is more to gain from cooperating than from circling each other like sharks. Dentists who chase big cases live in a market of creative abundance, not scarcity. There is more demand than any one practice can serve. Here is the part that stings a little: your [...]

Competition Between Dentists Is Mostly in Your Headjames2026-06-18T00:00:00-04:00

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