james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Important vs Most Important in Your Dental Practice

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

How do I figure out what's most important when everything in my practice feels urgent? You learn the difference between important and most important the way people learn it in a crisis, except you want to learn it before the crisis. There is an image I love: the ship is going down, you are in the water with two hundred friends and only three life jackets. In that instant nobody confuses important with most important. Your practice rarely throws you a moment that brutal, which is exactly why the priorities blur. Everything feels urgent so nothing gets the focus it deserves. [...]

Important vs Most Important in Your Dental Practicejames2026-06-18T00:00:00-04:00

Surviving an Impossible Situation in Your Practice

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

What does it actually take to get through an impossible situation in my practice? There is a line from Anthony Greenbank I come back to often. To live through an impossible situation you don't need the reflexes of a Grand Prix driver, the muscles of Hercules, or the mind of Einstein. You simply need to know what to do. That is the whole thing. When your practice feels like it is sinking, the instinct is to believe you need to be smarter or more talented or born with some gift you missed. You don't. You need the next right action, clearly [...]

Surviving an Impossible Situation in Your Practicejames2026-06-18T00:00:00-04:00

Should Dentists Worry About Income Privacy With Peers?

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

Should I worry about other dentists knowing how much money I make? No, and I'll tell you the part that surprises people: nobody really cares. When dentists get into a room together, some make more and some make less, and everyone figures out fast that they're on completely separate tracks. Money stops being a scoreboard and starts being what it actually is, a means to build new capabilities and new opportunities. The fear of being judged on your numbers is almost entirely in your head. Worse, that fear keeps a lot of dentists from ever getting honest help, because they'd rather [...]

Should Dentists Worry About Income Privacy With Peers?james2026-06-18T00:00:00-04:00

Waiting for a Better Dental Team Before You Grow?

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

Should I wait until I have a better team before improving case acceptance? Don't wait. This is one of the longest waits a dentist ever signs up for, because if you haven't built a strong team by now, what exactly is going to change on its own? Nothing. A great team doesn't magically appear. It comes from a system for finding, hiring, and keeping the right people, and most dentists are genuinely bad at hiring. We were never taught it in school. So the team you're waiting for is actually downstream of the work you're avoiding. There's also a hidden piece [...]

Waiting for a Better Dental Team Before You Grow?james2026-06-18T00:00:00-04:00

Small Practice, No Time for Growth? Start Here

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

My practice is too small and I have no time to work on growth. How do I start? So you can't afford to take time off, in your own mind. Let me ask the obvious thing back. How long do you plan to stay in that trap? If you can never step away from the chair, when exactly will you do the strategic planning and goal setting that lets you step away? That's the loop that keeps small practices small. No successful entrepreneur started with a perfect team. Every one of them wore a pile of hats early on. I did, [...]

Small Practice, No Time for Growth? Start Herejames2026-06-18T00:00:00-04:00

Already Using Free Dental Marketing Tips? Is It Enough?

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

I'm already using all the free tips and I bought the book. Do I really need more help? If you are using every free strategy, doing hours of testing each week, and getting every result you want, then no, you do not need more help. I mean that. But be honest with yourself. Do you suspect there is a faster, easier, better path to your goals than the one you are grinding out alone? Most dentists do, and they are right. The free material gets you moving, but it is the floor, not the ceiling. The real jump comes from doing [...]

Already Using Free Dental Marketing Tips? Is It Enough?james2026-06-18T00:00:00-04:00

Don’t Have Money to Grow Your Dental Practice?

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

I don't have the money to invest in growing my dental practice. Now what? You're going to spend that money regardless. It'll go to clinical training, new equipment, more clinical training, or it'll quietly drain away through mistakes and a dozen other things we all spend on. So the question isn't whether you'll spend, it's whether what you buy pays you back. The best investment is the kind that brings in more than it cost, which means it effectively becomes free. A system that generates cases outside insurance, with the ads, the acceptance sequence, and the staff training to run it, [...]

Don’t Have Money to Grow Your Dental Practice?james2026-06-18T00:00:00-04:00

Already Successful? Improve Dental Case Acceptance Anyway

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

I'm already doing really well in my dental practice. Why would I bother trying to improve case acceptance? Doing really well is exactly why you should keep pushing, not a reason to coast. Most high performers I work with were already successful before they got serious about improving. The question is not whether you are doing well. It is whether you have bigger goals. Building a better practice does not mean cramming in more cases. It means better cases. Can you raise the clinical complexity of the work you take on? Can you grow your average case size? Can you tighten [...]

Already Successful? Improve Dental Case Acceptance Anywayjames2026-06-18T00:00:00-04:00

Is Your Unique Dental Practice Holding You Back?

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

Is my dental practice too unique to follow standard case acceptance systems? No. I hear this constantly, and it's usually the thing holding a dentist back the most. Yes, your practice is different. Everybody's is, far more than most dentists realize. But at the same time your practice is about 80% the same as every other one I've worked with. The mechanics of presenting a big case, building trust, and handling money objections don't change much from town to town. Here's the trap: the more you tell yourself you're a special case, the more you wall yourself off from the breakthroughs [...]

Is Your Unique Dental Practice Holding You Back?james2026-06-18T00:00:00-04:00

Afraid of What a Practice Audit Will Reveal? Read This

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

Why am I afraid of what I'll find when I audit my dental practice? Because you suspect some of it isn't working, and you're right. But fear is the wrong reason to skip the audit. What you'll actually find is that you've built more than you give yourself credit for, that you have real skills to focus, and that opportunity is sitting there unused. You'll also find that parts of your marketing and case acceptance simply don't work no matter how hard you grind at them. That stings, but it frees you. I keep a quote on my wall, be willing [...]

Afraid of What a Practice Audit Will Reveal? Read Thisjames2026-06-18T00:00:00-04:00

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