james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

How Much Time Between Dental Appointments?

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

How much time should there be between dental appointments in a sales process? Think in one-week cycles, at least until you have more skill at this. One week from the first phone call to the consultation, because the patient receives material from you during scheduling and needs time to take it in. Then about another week from the diagnostic visit to the case presentation, because there is a lot to digest before someone commits to a large case. That spacing is not a delay tactic. It keeps the patient comfortable with the pace, which keeps their trust intact. Squeeze the steps [...]

How Much Time Between Dental Appointments?james2026-06-16T00:00:00-04:00

Tie Treatment Solutions to the Patient’s Problem

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

Why connect treatment options back to the patient's specific problem? Because that connection is the whole reason a patient says yes, and the standard printout cannot make it. Software spits out procedures and fees because that is what was entered for insurance processing. The patient's actual motivation, the thing that drove them to your chair, was never typed in, so it never comes out in the report. You end up presenting solutions floating free of any problem the patient cares about. A case report is built the opposite way. It communicates by tying each part of your recommendation back to the [...]

Tie Treatment Solutions to the Patient’s Problemjames2026-06-16T00:00:00-04:00

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

Stop Patient Price Shopping on Large Dental Cases

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

Why do patients price shop my big cases? Because you handed them the perfect shopping list. When you give a patient a printout that is nothing but procedures, codes, and itemized fees, you have built them a research tool. They walk it straight to the practice across town and ask for a match. You created that problem. A case report kills it. Once your document is organized around the patient's specific problem and your unique reasons why, instead of a price column, there is nothing clean to compare. Almost nobody is going to match it, because your competitor will not take [...]

Stop Patient Price Shopping on Large Dental Casesjames2026-06-16T00:00:00-04:00

Why Presenting Dental Treatment From Memory Fails

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

Is it fine to present a treatment plan from memory without giving the patient anything? It is the worst of the common approaches, and roughly a third of practices do it. The only pro is zero work. You did an exam, you tell the patient you want them back for treatment, here is the fee, goodbye. Now look at what you left them with. Their memory, in an area where they have no proficiency. Our memories serve us terribly outside our own expertise, so the patient retains almost nothing except the one number that stuck: the price. You have left them [...]

Why Presenting Dental Treatment From Memory Failsjames2026-06-16T00:00:00-04:00

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 You Need a Dental Consultation Checklist

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

Why do I need a physical checklist for the consultation process? Because concepts don't produce results, actions do. You can read every book on marketing, referrals, phone calls and presentations and still walk away with nothing but ideas floating in your head. A checklist is the bridge from the idea to the thing that actually happens at the front desk, in the consult room, on the phone. It follows the patient's chart and tells your team exactly what to do and say, in what order. Think of it the way a pilot thinks about his pre-flight list. He knows how to [...]

Why You Need a Dental Consultation Checklistjames2026-06-16T00:00:00-04:00

The Automatic System in Dental Sales

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

What is the automatic system and how does it affect dental sales? It is the fast, instinctive part of a patient's mind that decides whether you feel safe to trust, and it runs long before the patient consciously weighs your treatment plan. It can work for you or against you. Stack trust, keep the pace easy, and the automatic system says yes while the thinking mind stays relaxed. But push time pressure, or let a sketchy facility throw off the signal, and that same system flips negative. Now the two systems are out of sync and the patient pulls back. Most [...]

The Automatic System in Dental Salesjames2026-06-16T00:00:00-04:00

Connect the Phone to Consultation in Dental Sales

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

How do I connect what I learn on the phone to the consultation? You write it down and you hand it forward. The phone call is where the patient first tells you what hurts, and if you ask the right questions early they will tell you the real pain motivator almost before they mean to. That information is gold, and most offices throw it away because nothing carries it from the front phone to the back consult room. I use a phone slip that feeds the physical checklist that follows the chart. Pain motivator goes on it. Where the patient came [...]

Connect the Phone to Consultation in Dental Salesjames2026-06-16T00:00:00-04:00

Why Trust Factors Drive Case Acceptance

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

Why do trust factors matter so much in case acceptance? Because trust is what drives automatic choice. When a patient sees an abundance of trust factors around you, things authored in your name and built up over time, their instinct chooses you before they have finished thinking it through. That is the goal. You want the gut to say yes and the reflective mind to stay calm and agree. The moment trust is thin, the reflective system wakes up, starts second-guessing, and overthinks every part of working with you. So your job is to stack the trust factors, keep the pressure [...]

Why Trust Factors Drive Case Acceptancejames2026-06-16T00:00:00-04:00

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