james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Can I Pull a Credit Report for Dental Financing?

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

Can I pull a credit report for in office dental financing? You can, as long as the patient signed the right paperwork, and you should. If you offer in office financing, you have the right to obtain a credit report, and the consent for it is usually already buried in the financial documents you have patients sign. The minute the patient leaves, order it. Knowing whether someone has good credit tells you two things. Whether in office financing makes sense, and how much time you should spend chasing third party lenders for them. A service like MicroBuilt.com handles this cheaply. Call [...]

Can I Pull a Credit Report for Dental Financing?james2026-06-16T00:00:00-04:00

Dental Scheduling Psychology: Offer Two Time Choices

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

Why does giving patients two appointment times work better? Because a choice between two options feels like control, and an open ended question feels like work. When my scheduler books the next visit, she never asks "when works for you." She says the next two dates and times I have are these, which would you prefer. Best bet is to always offer one morning and one afternoon. The patient picks, feels in charge, and you have a booked appointment instead of a vague maybe. This is classic scheduling psychology and it costs you nothing. While she does it she also reinforces [...]

Dental Scheduling Psychology: Offer Two Time Choicesjames2026-06-16T00:00:00-04:00

Choosing the Right Consultation Type for Your Practice

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

How do I choose the right type of consultation for my dental practice? Pick it on purpose, with real reasoning behind it, not because the office down the street does it that way. Most dentists never think about consultation design at all. They inherited a format and run it on autopilot. Once you understand the science of how people make decisions, you can say exactly why you chose a free or low cost first consult, why it flows into a full workup, and what each step is for. Let your peers do whatever they want. You will be the one who [...]

Choosing the Right Consultation Type for Your Practicejames2026-06-16T00:00:00-04:00

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

Retail and Discount Comprehensive Exam Pricing

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

Should I set a retail price and a discount on my comprehensive exam? I would. Build the full retail value of the exam first, every test, every bit of doctor time, the imaging, all of it, and arrive at the highest honest number you can. Then discount back to your real price, with a clear reason why. Maybe they earned it by coming back within a set window, or by choosing your office over the others they could have picked. You always need a reason, never a random markdown. The point is psychological and it is legitimate. People want to feel [...]

Retail and Discount Comprehensive Exam Pricingjames2026-06-16T00:00:00-04:00

What Technology You Need for Implant Case Presentation

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

What technology do I actually need to present big implant cases? Keep it simple and buy only what helps the patient see. You need digital photos so you can manipulate images and build a real report for the case presentation. A panoramic film, or a cone beam if your cases call for it, lets you show the patient their right side, left side, top and bottom, and they get it instantly. Add a large screen so everyone in the room sees the same thing, and a way to project those photos, PowerPoint or Keynote, it does not matter. A digital smile [...]

What Technology You Need for Implant Case Presentationjames2026-06-16T00:00:00-04:00

Why Take a Lifetime Risk Dental CE Course

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

Why should I take a continuing education course on lifetime dental risk? Because it will change how you see every patient for the rest of your career. I went through advanced treatment planning training built around lifetime risk, and it reshaped my thinking permanently, even the cases I treated years later. A good course like this takes about a week to complete, which sounds like a lot until you weigh it against decades of practicing the old way. Look for instructors who take no manufacturer money. When someone refuses industry dollars, you know their recommendations are not being bought, and that [...]

Why Take a Lifetime Risk Dental CE Coursejames2026-06-16T00:00:00-04:00

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

Why Your Patients Forget the Treatment Options You Offer

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

Why do longtime patients forget what dentistry I can offer them? Because forgetting is normal. We all do it, and frankly it keeps us sane. Your hygiene patients, your old prospects, the people you presented to two years ago, they have all let the details slip. They might remember it costs a lot, but they will not remember specifics, and they have no idea dentistry has changed since you last talked. New options, new materials, new approaches, none of it landed because you stopped telling them. So stop assuming they carry the knowledge you carry. They do not. That gap is [...]

Why Your Patients Forget the Treatment Options You Offerjames2026-06-16T00:00:00-04:00

Patient Complaints About Dentists: A Warning Sign

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

What does it mean when a new patient complains about every previous dentist? Pay attention, because you are next in line. There are bad dentists out there. I have seen practices that flatly refuse to update their clinical work or their ethics, and yes, some of them earn the complaints. But when a patient runs down every single dentist who ever touched their mouth, that is statistically close to impossible, and it tells you something about the patient, not the profession. The common thread in all those stories is the person telling them. So if you take that case, go in [...]

Patient Complaints About Dentists: A Warning Signjames2026-06-16T00:00:00-04:00

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