james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Rehearsing Dental Case Presentation Before Patients

james2026-05-14T00:00:00-04:00

Why should a dentist rehearse the first few case presentations before delivering them to real patients? Because the first delivery of a new presentation is almost always weaker than the doctor expects, and patients deserve a confident version, not a draft. Rehearsal removes the verbal hesitations, identifies awkward transitions, surfaces technology fumbles, and produces a smoother delivery. The doctor sits in the actual case-presentation room with the actual PowerPoint deck and runs through the full flow several times. They practice the wording on the fee disclosure. They confirm the slide order. They walk through the questions a patient is likely to [...]

Rehearsing Dental Case Presentation Before Patientsjames2026-05-14T00:00:00-04:00

Doctor Handoff Case Presentation to the Team

james2026-05-14T00:00:00-04:00

When should a dentist hand off case presentations to the team instead of delivering them personally? When the doctor's natural presentation style genuinely undermines patient trust, and team members can deliver the same content more effectively. A small fraction of clinically excellent dentists struggle with the interpersonal demands of a case presentation. Speaking pace, conversational confidence, comfort in financial discussions, and the assertive-but-warm posture the presentation requires may not match their personality. Forcing a misfit-personality doctor through case presentations week after week produces lower conversions and visible stress that the patient picks up on. Some practices have made the deliberate choice [...]

Doctor Handoff Case Presentation to the Teamjames2026-05-14T00:00:00-04:00

Dental Practice Leadership Cause Versus Symptoms

james2026-05-14T00:00:00-04:00

What actually causes leadership in a dental practice, and why isn't it about copying the symptoms? The cause is the internal decision to be the leader the situation needs. Most leadership books describe what leaders look like in action: how they speak, how they hold themselves, how they make decisions, how they handle conflict. Those are symptoms, not causes. Studying symptoms and trying to match them produces awkward imitation that patients and team members read as inauthentic. The actual cause is simpler. People become leaders when they realize a leader is needed and decide they are that leader. History, literature, and [...]

Dental Practice Leadership Cause Versus Symptomsjames2026-05-14T00:00:00-04:00

Dental Leadership Thinking Shift From Jamie Smart’s Clarity

james2026-05-14T00:00:00-04:00

How can simple shifts in thinking produce dental leadership effects almost instantly, according to Jamie Smart's Clarity? Because most of the obstacles to leadership behavior are not deep psychological barriers but simple beliefs about ourselves that can shift the moment we see them. Jamie Smart's book Clarity argues, with research backing, that many self-limiting patterns persist not because they have deep roots but because the person holding them has never examined the underlying belief. The dentist who has assumed for years that they are not a leader, that leadership requires special qualities they do not possess, or that they need months [...]

Dental Leadership Thinking Shift From Jamie Smart’s Clarityjames2026-05-14T00:00:00-04:00

Ultimate Dental Insurance Promise for Big Cases

james2026-05-14T00:00:00-04:00

What is the Ultimate Insurance Promise approach for dental practices facing patient insurance fears on big cases? A structured commitment the practice makes to the patient about how dental insurance benefits will be handled, with a clear fallback if the carrier fails to pay. Patients facing major treatment commonly carry fear that the insurance company will not actually deliver the benefits promised on paper. The fear is rational. Insurance carriers routinely deny, delay, or partially pay claims after major work is completed, leaving patients with unexpected liability. The Ultimate Insurance Promise addresses the fear head-on. The practice commits in writing to [...]

Ultimate Dental Insurance Promise for Big Casesjames2026-05-14T00:00:00-04:00

DMO Contract Patient Handling and Out-of-Pocket Options

james2026-05-14T00:00:00-04:00

How should a dental practice handle a patient with a DMO contract when proposing out-of-pocket treatment? By having an honest, leadership-based conversation about what the DMO will and will not cover, then offering out-of-pocket treatment options that the patient can pay for separately. Most DMO contracts explicitly allow the doctor to introduce out-of-pocket options as long as the patient has been informed about what the DMO covers first. Check the contract to confirm. If the contract is unclear, write to the administrator or president and ask. The likely answer is yes, because out-of-pocket treatment costs the DMO nothing and removes the [...]

DMO Contract Patient Handling and Out-of-Pocket Optionsjames2026-05-14T00:00:00-04:00

Delta Dental Practice Structure as Alternate Entity

james2026-05-14T00:00:00-04:00

What is a practice-within-a-practice structure for Delta Dental, and when does it make sense? A separate business entity with its own tax ID and an employee dentist designated as a non-Delta-participating provider, set up alongside the original Delta-participating practice. The structure lets the doctor accept Delta cases through one entity and non-Delta cases through the other, providing flexibility on which fee schedule applies to which case. Delta's contract has not historically prohibited this arrangement, though the fine print should be checked carefully and a local attorney should confirm the structure under state law. The setup adds operational complexity: two entities to [...]

Delta Dental Practice Structure as Alternate Entityjames2026-05-14T00:00:00-04:00

PPO Non Covered Services Laws by State

james2026-05-14T00:00:00-04:00

What are non-covered services state laws and how do they help dental practices with PPO contracts? State laws that allow PPO-contracted dental practices to bill out-of-pocket fees at regular rates for services not covered by the patient's plan, including services beyond annual policy maximums. Many states have enacted these laws over the past decade in response to insurance industry practices that previously locked dentists into contracted fees even on uncovered work. Where these laws are in effect, a PPO-participating dentist can continue billing the contracted rate up to the policy maximum, and bill at full fee for any work that exceeds [...]

PPO Non Covered Services Laws by Statejames2026-05-14T00:00:00-04:00

Private Indemnification Dental PPO Agreement Use

james2026-05-14T00:00:00-04:00

When does a private indemnification agreement with a dental PPO patient make sense? When the case complexity and required fees substantially exceed what the PPO contract allows, and the patient has the means and willingness to pay regular fees outside the insurance structure for the treatment they need. The agreement is a written contract between the practice and the patient acknowledging that, for this specific case, the practice cannot deliver the work at the contracted PPO rate and the patient agrees to pay regular fees with appropriate consent and waivers in place. The setup requires a local attorney to draft language [...]

Private Indemnification Dental PPO Agreement Usejames2026-05-14T00:00:00-04:00

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