james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Dentist Involvement in Phone Training: How Much

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

How involved should the dentist actually be in phone training? More involved than you think, and probably more than you want to be. The single biggest predictor I have seen over many years is the doctor staying in the process. Not buying the marketing and disappearing. Actually embracing the call steps, keeping the slip on your desk, and talking about it. When you sit and listen to a recorded call alongside the person who took it, something shifts in the room. The team thinks, the doctor really wants me to do this, the doctor is actually here listening with me. That [...]

Dentist Involvement in Phone Training: How Muchjames2026-06-18T00:00:00-04:00

Build a Caring Dental Practice Culture

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

How do I build a practice culture where my team genuinely cares about nervous callers? Start by teaching your team what a caller actually went through to dial your number. Most people do not like going to the dentist. By the time someone calls about missing teeth, they have probably been putting it off for years and something finally broke them. When your team understands that calling was the single hardest step, they treat the call differently. I teach them what I call love language, the genuine concern and reassurance that goes beyond any phone slip. You made the right decision [...]

Build a Caring Dental Practice Culturejames2026-06-18T00:00:00-04:00

Why a Dentist Must Lead the Phone Slip Review

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

Why should the dentist personally care about how phone slips get filled out? Because the slip is your daily window into whether the team is doing the work, and your attention to it signals what matters here. If you never look at the slips, never ask about them, never make them part of your everyday language in the office, your people will read that silence correctly. It does not matter to the doctor, so it does not matter to us. That is how good systems die. When you walk by and say let me see how we are doing, let me [...]

Why a Dentist Must Lead the Phone Slip Reviewjames2026-06-18T00:00:00-04:00

Can Four Coaching Sessions Change a Dental Practice?

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

How can just four coaching sessions a year really change my practice? It isn't four days in isolation, that misses the point entirely. It's four times a year you stop and take a hard, honest look at what's actually working in your practice and what isn't, then run a proven plan against it. The changes you make in those sessions ripple through every other system the rest of the year. Here's the line I keep coming back to: work on your business, not in your business. So many dentists are so busy earning a living that they never take time to [...]

Can Four Coaching Sessions Change a Dental Practice?james2026-06-18T00:00:00-04:00

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

How to Make a Memorable First Phone Call

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

How do I make my practice memorable on the first phone call? Treat the call as an experience, not a transaction, and say that word out loud until your team feels it. Your prospective patients are consumers. They will call a few other practices no matter how good you are, so the goal is not to stop their shopping. It is to make every other call feel flat by comparison. You want them so surprised at how your office handled them, the warmth, the control, the genuine care, that they could never imagine going anywhere else. That is the difference between [...]

How to Make a Memorable First Phone Calljames2026-06-18T00:00:00-04:00

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

Train Your Team in Problem Agitate Solution

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

What is the problem agitate solution method and how do I train my team to use it? It is a sales structure that has been around forever, and it only comes out when a patient pushes back on scheduling. The problem is not I need implants. The problem is the story she told you, the emotional pain, the grandson, the moment she said enough. So you repeat that problem back. Then you agitate it, gently, with concern and a little urgency, reminding her this is a big deal and she said so herself. Then you offer the one solution, which is [...]

Train Your Team in Problem Agitate Solutionjames2026-06-18T00:00:00-04:00

Why You Must Control the Phone Conversation Early

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

Why does taking control of the conversation early matter? Whoever controls the first thirty seconds usually controls whether that patient ever schedules. Most callers open with a question, almost always about price. The instinct is to answer it, then pile on more questions, are you in pain, do you want an appointment, why implants. Resist that. The disciplined move is to acknowledge the question, take the lead, may I ask your name, and step into your sequence. You are not dodging them. You are steering toward a relationship and a visit instead of letting a price question run the call into [...]

Why You Must Control the Phone Conversation Earlyjames2026-06-18T00:00:00-04:00

Why a Community of Dentists Speeds Up Your Growth

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

Is it worth joining a community of other dentists who want to grow? Yes, and it's one of the most underrated moves you can make. Working alone is the default for most owner dentists, and it's also why the same problems feel impossible year after year. You're trying to solve in isolation what someone two states over already cracked last spring. A place to go, a school of like-minded dentists, lets you work through your challenges and frustrations with people who get it because they're living it too. It's not about cheerleading. It's about pattern recognition. When ten doctors hit the [...]

Why a Community of Dentists Speeds Up Your Growthjames2026-06-18T00:00:00-04:00

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