james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Indemnification Agreement in Dentistry, Explained

james2026-06-16T00:00:00-04:00

What is an indemnification agreement in dentistry? It's the document that makes dropping insurance fair to the patient. When you ask someone to set their plan aside so you can treat a big case at full fee, you're asking them to give up a benefit they paid for. The indemnification agreement removes that fear of loss. In plain terms it says, if anything comes up during the six months or year I'm treating you, I'll provide additional care up to the maximum amount of the insurance you dropped. So they effectively still have their benefit, you just absorb it as the [...]

Indemnification Agreement in Dentistry, Explainedjames2026-06-16T00:00:00-04:00

Why Single-Tooth Implant Patients Shop on Price

james2026-06-16T00:00:00-04:00

Why are single-tooth implant patients more likely to shop on price? Single-tooth cases carry a price fixation more often than not. It does not mean these patients will refuse your regular fee. It means price is far more likely to be the deciding factor, so handle them differently than someone facing a full-arch decision. Here is the eye opener. If you have a much larger Big New Offer than the doctor down the street, those shoppers actually hand you an advantage. People want the more qualified provider, and you never have to say a word about being qualified, which sounds silly [...]

Why Single-Tooth Implant Patients Shop on Pricejames2026-06-16T00:00:00-04:00

Free Exam Scheduling: Handle Patients Who Can’t Make Slots

james2026-06-16T00:00:00-04:00

How do I handle a patient who can't make my free exam time slots? This is a phone skills problem, not a scheduling crisis, and the answer is friendly and firm. The free visit exists at the times you block, period. If those do not work, you tell them you would be happy to schedule at other times, and here is how that works. The other times are paid. Then you take a credit card by phone to lock it in. That one move does two things. It protects the genuinely free slots from getting eaten by people who were never [...]

Free Exam Scheduling: Handle Patients Who Can’t Make Slotsjames2026-06-16T00:00:00-04:00

Why Time Pressure Selling Backfires With Patients

james2026-06-16T00:00:00-04:00

Why does pressuring patients with limited-time offers backfire? Because time pressure trips the wrong wire. When you slap an artificial deadline on a patient to force a fast, snap decision, you fire the automatic survival system in a negative direction. Suddenly something feels off, the two systems fall out of sync, and the patient does what that system is built to do under threat. They flee or they freeze and do nothing. That is the opposite of what you wanted. Most scarcity in a sales process is manufactured anyway, because the practice controls the speed. So when you manufacture urgency to [...]

Why Time Pressure Selling Backfires With Patientsjames2026-06-16T00:00:00-04:00

What Is a Dental Case Report in Treatment Presentations

james2026-06-16T00:00:00-04:00

What is a case report in the dental treatment presentation? Think of it as the one document that ties everything together. By the time a patient sits down for a large case, you have collected a pile of separate pieces: what they said when they first called, what came out of the consultation interviews, your diagnostics, and the options you assembled. A case report pulls all of that into one concise physical document built for the patient, not for insurance processing. It takes the digital scans and notes and turns them into something tangible the patient can hold during the presentation. [...]

What Is a Dental Case Report in Treatment Presentationsjames2026-06-16T00:00:00-04:00

Why a Dentrix Treatment Plan Printout Loses Big Cases

james2026-06-16T00:00:00-04:00

Should I just print the treatment plan from Dentrix to present a big case? No. I know it is one click and zero work, and that is exactly why it hurts you. What spits out of your management software is an itemization of foreign terms with a price next to each one, plus the procedure codes most softwares attach automatically. Hand a patient that and you have not informed them, you have confused them. Confusion does not produce a yes. Our natural tendency when confused is to do nothing. Worse, you just gave them a research tool to price shop you [...]

Why a Dentrix Treatment Plan Printout Loses Big Casesjames2026-06-16T00:00:00-04:00

Can a Patient Drop Insurance for Major Treatment?

james2026-06-16T00:00:00-04:00

Is it legal for a patient to drop their insurance for major treatment? It can be, and it's a legitimate option when your state hasn't fixed the maximum-benefit problem for you. The patient temporarily drops their plan, and you do the major treatment at or near your full fee instead of the contracted rate. But this only works on the back of an honest conversation. You tell them plainly, I can't afford to rebuild you under what the insurance reimburses, and you offer a discount off your full fee to make it worth their while. The real issue is the loss [...]

Can a Patient Drop Insurance for Major Treatment?james2026-06-16T00:00:00-04:00

Managing Children During Big Case Consultations

james2026-06-16T00:00:00-04:00

Should I worry about kids being in my office during big implant consultations? Yes, and not for the reason you might think. There is nothing good or bad about seeing children in your practice. It is a decision and a location choice, and it can be the right one for you. But understand what a big niche case actually is. It is about that one adult patient making a major decision about their own dentistry. It is not about the children. Plenty of things in life get sold for the kids. This is not one of them. A patient weighing a [...]

Managing Children During Big Case Consultationsjames2026-06-16T00:00:00-04:00

Why Your Practice Needs Dental Financial Controls

james2026-06-16T00:00:00-04:00

Why do I need financial controls in my dental practice? Because in a busy practice money walks out the door more easily than you want to believe, and you usually find out far too late. The fix is a written set of financial controls, real checks and balances across every place cash and billing move through the office. Think of it like a hygiene recall system. You don't trust your memory to catch a missing six month patient, you build a system that catches it for you. Money is no different. When there's no control and funds quietly disappear, it isn't [...]

Why Your Practice Needs Dental Financial Controlsjames2026-06-16T00:00:00-04:00

Why Fearful Dental Patients Fail Appointments So Often

james2026-06-16T00:00:00-04:00

Why do fearful dental patients fail their appointments so often? Because fear is physiological, not just emotional, and it works against you the moment you book them. Fear fires off a cascade of responses in the body, and one of them is plain avoidance. A frightened patient is not in a mental state that wants to come to the dentist, so the system that protects against discomfort tells them to not show up. The further out you schedule them, the more time that avoidance has to win. If you advertise for fearful patients you have to plan around this, not pretend [...]

Why Fearful Dental Patients Fail Appointments So Oftenjames2026-06-16T00:00:00-04:00

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