james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Why You Must Destroy Broken Marketing to Break Through

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

Why should I be willing to destroy parts of my dental marketing that don't work? Because a true breakthrough usually means breaking the old way first, and most dentists won't. I keep a quote on my wall, be willing to destroy anything in my life that is not excellent. Applied to your practice, it's a simple test. Take a piece of your marketing or case acceptance and ask, is this excellent? If not, can I make it excellent, and is it worth what that would take? If yes, fix it. If no, kill it and don't look back. The hard truth [...]

Why You Must Destroy Broken Marketing to Break Throughjames2026-06-18T00:00:00-04:00

Surviving an Impossible Situation in Your Practice

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

What does it actually take to get through an impossible situation in my practice? There is a line from Anthony Greenbank I come back to often. To live through an impossible situation you don't need the reflexes of a Grand Prix driver, the muscles of Hercules, or the mind of Einstein. You simply need to know what to do. That is the whole thing. When your practice feels like it is sinking, the instinct is to believe you need to be smarter or more talented or born with some gift you missed. You don't. You need the next right action, clearly [...]

Surviving an Impossible Situation in Your Practicejames2026-06-18T00:00:00-04:00

Why Long Phone Calls Hurt Your Case Acceptance

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

Why are long phone calls with patients a bad sign? Because the longer you talk, the more you tend to unravel the consult before it ever happens. I know a thirty-minute phone call feels productive, like you really bonded with the patient. It is usually the opposite. The best thing you can do on that call is get the basics, reassure them they made the right decision reaching out, and get them scheduled. Beyond that, every extra minute is a chance to answer something badly, raise a doubt, or talk them out of coming in. That is the sales fundamental people [...]

Why Long Phone Calls Hurt Your Case Acceptancejames2026-06-18T00:00:00-04:00

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

The Most Important Phone Question Your Team Asks

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

What is the most important question on a new patient phone call and why should my team master it? The single most important question is the one that uncovers why this person is calling right now, today. Not what procedure they think they need. The real answer is the emotional decision-making factor, the last event that pushed them over the edge. It is also the hardest question for a team member to ask, which is exactly why it gets the most coaching. They ask it once, get a half answer, and immediately slide back to scheduling logistics. So I teach them [...]

The Most Important Phone Question Your Team Asksjames2026-06-18T00:00:00-04:00

How to Get Your Team to Use the Phone Slip

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

How do I make sure my team actually uses the phone slip? Make it impossible not to. The single most common excuse I hear when I ask why the slip was not used is, I did not have it with me. So remove that excuse entirely. Copy the slip onto colored paper, pick one color and keep it, pink if you like, just stay consistent. Print a stack. Then leave them out and visible next to every phone where someone could walk by and schedule an appointment. This is where doctors fight me, because they hate paper sitting out on the [...]

How to Get Your Team to Use the Phone Slipjames2026-06-18T00:00:00-04:00

Most Important Priorities in Your Dental Practice

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

How do I figure out what's most important in my dental practice? Picture a sinking ship with a couple hundred people aboard and only three life jackets. In that moment you stop confusing important with most important real fast. Almost everything in a practice looks important. New equipment, a slicker website, another CE course, a prettier reception desk. But only a few things actually move bigger cases through your door and out the chair as accepted treatment. The trap is that you only learn the difference when you're already at the edge, near burnout or near bankruptcy, with no room left [...]

Most Important Priorities in Your Dental Practicejames2026-06-18T00:00:00-04:00

Ideal Dental Implant Case Presentation Length Explained

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

How long should a dental implant case presentation be? Twenty five minutes. That is the ceiling, not a target. Go past it and the patient's mind has already left the room while their body politely stays in the chair. I have sat in on consults that ran forty five minutes and watched the doctor talk himself out of a yes he already had at minute fifteen. A bored patient cannot say yes, because saying yes requires listening, and they stopped listening a while ago. So tighten it. Discuss the options in plain language, keep it short, and anchor it with a [...]

Ideal Dental Implant Case Presentation Length Explainedjames2026-06-18T00:00:00-04:00

Patient Experience Implants Marketing Cannot Save

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

Can great implant advertising make up for a poor patient experience? It cannot, and I know this because I have watched it fail with my own practice. You can run the best implant ad ever made, and a lackluster experience will destroy it. The first phone call, the initial consult, the diagnosis visit, the case presentation. Any one of those can quietly undo every dollar you spent getting the patient to raise their hand. Marketing does not create a clinical advantage. It only carries one. If the experience behind the ad does not match the promise in front of it, the [...]

Patient Experience Implants Marketing Cannot Savejames2026-06-18T00:00:00-04:00

Worried Dental Training Is Boring? Format Is Everything

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

I think I'd get bored sitting through a full day of dental training. Is it worth it? If it were a day of someone lecturing at you, I'd say skip it too. I can't sit still for that either. But the format that actually works isn't a seminar where you park yourself in a chair and watch slides. The good sessions move. Frequent breaks, lots of variation, and most of the day spent brainstorming and planning your own business with other high achievers, not listening to a talking head. The focus is on you and your goals, so you're working, not [...]

Worried Dental Training Is Boring? Format Is Everythingjames2026-06-18T00:00:00-04:00

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