james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Big and Outrageous Marketing Packets for Dentists

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

What is a big and outrageous marketing packet for a dental practice? It is the marketing material you build to be so far beyond what any other office sends that the patient can't ignore it. Not a tri-fold brochure. Think a professional video shoot with thirty patient testimonials, a short documentary about your practice, a news-interview style piece in the spirit of a Dr. Oz segment. Massive, miraculous, memorable. The point is to overwhelm the prospect with proof and story so the decision feels obvious. Most dentists send a postcard and wonder why nothing happens. If you already built these for [...]

Big and Outrageous Marketing Packets for Dentistsjames2026-06-16T00:00:00-04:00

When Should a Spouse Attend a Dental Consult?

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

When should the spouse attend a dental treatment consult? On a major case, the spouse or financial partner has to be there early, not just at the presentation. I want that person at the complete dental physical too, because a fifty thousand dollar decision is not made by one person in a vacuum. The veto holder, the one who controls the money, needs to see the problem with their own eyes. The way I preface it is honest. I tell the patient that what stands out today are some serious problems, and because of that, their spouse should come along to [...]

When Should a Spouse Attend a Dental Consult?james2026-06-16T00:00:00-04:00

Asking a Patient About Treatment Timeframe and Deadline

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

Should I ask patients about their timeframe for starting implant treatment? Yes, and ask it two ways, because people think about time very differently. First question, do you have a timeframe for when you want to start this treatment? Then the flip side, do you have a deadline you have to be finished by? Those sound similar but they pull different answers out of different people. Some folks plan from the start date forward. Others, like me, lock onto a deadline and work backwards from it. You have no way of knowing which kind of person is in your chair, so [...]

Asking a Patient About Treatment Timeframe and Deadlinejames2026-06-16T00:00:00-04:00

How to Triage Dental Cases by Fee Before You Sell

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

Should I sell every dental case the same way regardless of the fee? No. The size of the case should decide how you handle it. For small treatment, run your normal estimate and sell the way you always have. But once a case crosses a fee level you set, even a simple problem deserves a separate financial visit handled by your front office, not the doctor. The dollar amount changes how people decide, so the process has to change with it. Think of it like a doctor reading for a sore throat versus surgery. Same patient, completely different conversation. Pick the [...]

How to Triage Dental Cases by Fee Before You Selljames2026-06-16T00:00:00-04:00

Handling a Dental Patient Who Returns After No

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

How do I handle a patient who said no the first time but comes back? A patient who re-presents is not a lost cause. They are a re-presentation, and that is a real category in your sales process that you need a plan for. The fact that they came back at all tells you something changed, in their mouth, their money, or their mind. Do not treat the return like a fresh start that ignores history, and do not punish them for the earlier no. Pick up where the decision stalled. Lay out the same honest choices again. Stabilize, go complete, [...]

Handling a Dental Patient Who Returns After Nojames2026-06-16T00:00:00-04:00

Why Use a Patient Application Form for Every Visit

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

Why should I use a patient application form for every new patient? Use it on every single patient, no exceptions. Here is why. A real application lets the patient tell you what is actually bugging them and what they want from you, so you stop guessing. The standard medical and dental form you fill out now looks exactly like every other practice on the planet and differentiates nothing. An application that asks real questions puts you in a different category in the patient's mind before they ever meet you. The second reason matters just as much. The moment you stop and [...]

Why Use a Patient Application Form for Every Visitjames2026-06-16T00:00:00-04:00

Tracking the Annual CDP Offer in Hygiene Charts

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

How do I track which hygiene patients I have offered larger treatment to? Use the charting system you already have. You are already marking probings, charting, all the routine hygiene data, so add one more flag. Mark the chart for the annual complete dental physical offer, whether the chart is electronic or paper. The offer itself is just a verbal conversation, so train your hygienist to have it, or have the doctor step in first to start it. Either works. The reason this matters is that good intentions vanish without a system. If the offer lives only in someone's head, it [...]

Tracking the Annual CDP Offer in Hygiene Chartsjames2026-06-16T00:00:00-04:00

Why Your Dental Patients Say They Have No Money

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

Why do my dental patients always say they have no money? Because you are skipping the qualifying steps and talking to the wrong people. When a dentist tells me every patient they see is broke, I do not believe the patients are the problem. The process is. If there is no diagnostic fee with any seriousness behind it, and no step that asks the patient to commit before you start presenting, then of course your chair fills with people who were never going to buy. A real diagnostic fee is part of qualifying. It asks the patient to show some skin [...]

Why Your Dental Patients Say They Have No Moneyjames2026-06-16T00:00:00-04:00

The Cost of Skipping Case Presentation Steps With Patients

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

Why is it a mistake to jump straight to case presentation with existing patients? Because you are guessing at what they know, and you are usually wrong. With patients who have been around a while, the temptation is to skip the early steps and go straight to presenting the case. That is how good dentists bomb out. The patient has forgotten the specifics, their clinical picture may have shifted, and you walk in talking like they remember a conversation from two years ago. They do not. Skipping steps with a familiar patient makes no more sense than skipping the exam. Run [...]

The Cost of Skipping Case Presentation Steps With Patientsjames2026-06-16T00:00:00-04:00

When to Schedule a Separate Financial Visit

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

When should a patient have a separate financial visit? Set a fee level. Below it, run the patient through the normal way you handle basic treatment. Above it, even if the problem itself is simple, that patient should come back for a separate financial visit. And by separate I mean front office only. The financial coordinator, the treatment planner, whoever owns that role. Not the doctor, not the whole clinical team crammed into one room. The reason is that money pressure and clinical pressure do not mix well in the same conversation. Pull them apart and both go better. It does [...]

When to Schedule a Separate Financial Visitjames2026-06-16T00:00:00-04:00

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