james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Should You Invest in Advanced Phone Training Staff?

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

Should I invest in advanced phone training for my front desk staff? If you're serious about big cases, yes, and here's the honest reason. The basic tools get most practices a long way. But your phone people are the first human contact between your marketing dollars and your chair, and a great one is worth far more than the salary line suggests. Some practices stop at the basics and do fine. Others go further and turn their phone staff into the real specialists of the practice, and those offices squeeze the most out of every marketing dollar. The math is simple. [...]

Should You Invest in Advanced Phone Training Staff?james2026-06-16T00:00:00-04:00

Should You Quote Implant Prices Over the Phone?

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

Should I quote implant prices over the phone? No. The minute you give a number over the phone, you have put yourself in the exact same bucket as every practice competing on price. And someone out there will always be cheaper than you. That is never going away. People are already searching for implant costs online before they ever call, so a price on the phone just confirms you are one more commodity to compare. I would rather give them a reason to come see me than a figure to shop around. Think of it like a surgeon quoting a fee [...]

Should You Quote Implant Prices Over the Phone?james2026-06-16T00:00:00-04:00

Why Patients Shop for Implants by Price Online

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

Why do patients shop for dental implants based on price online? Because someone is always marketing on price, and that practice is easy to find. When a patient searches for cheap implants, they will get a list of low numbers, and I promise you the cheapest one will not be you. This is not unique to dentistry. I live in Miami, so I searched cheap breast implants right after cheap dental implants, and it was the same race to the bottom. Big plastic surgeons fall into it too when they do not think in terms of selling. The lesson is simple. [...]

Why Patients Shop for Implants by Price Onlinejames2026-06-16T00:00:00-04:00

What Patient Pain Means in Dental Selling

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

What is patient pain in a dental sales conversation? Pain is the irritation in someone's life that is pushing them toward a decision. In the larger sales world that is exactly what the word means, and it fits us perfectly. A patient does not call you because they suddenly care about bone grafting. They call because something is making life hard right now, and that right now is the whole story. Clinically, most patients in a niche procedure look almost identical. Stick around any niche service long enough and you stop seeing variety. What actually differs is the reason each person [...]

What Patient Pain Means in Dental Sellingjames2026-06-16T00:00:00-04:00

How to Find Patient Motivation on the Phone

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

How do I find out what is really motivating a new implant patient? It starts on the phone, and it is not guesswork. The phone slip is your first entry point for finding the pain, because the very first call carries clues about what changed and why now. From there a thorough care application keeps pulling out the motivation, and then it comes down to asking the right questions and actually listening to the answers. Make those questions checklist based so they are defined and repeatable, not whatever your front desk happens to feel like asking that day. The reason this [...]

How to Find Patient Motivation on the Phonejames2026-06-16T00:00:00-04:00

Why You Need a New Patient Phone Call Checklist

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

Should I use a checklist for new patient phone calls? Yes, and I would not run a sales process any other way. When your questions live on a checklist, they are defined, repeatable, and they get asked every single time regardless of who picks up the phone. Without that, the call becomes random, and random is the enemy of any system. You want to find the patient's pain, confirm the right information packet went out, and note all of it. A checklist also tells your team what kind of materials to send and records it, so nothing falls through. Think of [...]

Why You Need a New Patient Phone Call Checklistjames2026-06-16T00:00:00-04:00

Why Send Information Packets to Patients Who Skip

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

Why should I send information packets to patients who do not book? Because in the typical practice, someone calls, does not make an appointment, and that is the end of it. The phone hangs up and the patient disappears to a competitor forever. That is a waste. When no consultation gets scheduled, it is usually the patient deciding now is not the right time, not never. So you still dispense information, and good information brings the right ones back months or even years later. It also quietly serves the people who genuinely should not book, by sparing them wasted time and [...]

Why Send Information Packets to Patients Who Skipjames2026-06-16T00:00:00-04:00

Is a Trifold Brochure Enough for a Large Case?

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

Is a trifold brochure enough to sell a large implant case? Not even close. A little trifold with a few paragraphs is what almost everyone hands out, and then we somehow expect a patient to commit ten, twenty, fifty thousand dollars on the basis of it. Be honest with yourself. Would you make a decision that size off a brochure? Neither will they. The problem is there is no wow in it. Nothing is big, nothing is substantial, nothing earns the trust that a case of that size demands. If you have invested in advanced education and you are doing real [...]

Is a Trifold Brochure Enough for a Large Case?james2026-06-16T00:00:00-04:00

Position Yourself as the Implant Expert

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

How does patient information help position me as the expert? Information does double duty. It sells, and it positions. The better and deeper your materials are, the more you look like the obvious expert in the exact dentistry you want more of. That is not an accident, it is a byproduct of going further than anyone around you. Patients do research before they pursue treatment, whether you like it or not. So give them a shortcut through that research phase, and make your materials the best thing they find. When you do that, a patient with the means starts to wonder [...]

Position Yourself as the Implant Expertjames2026-06-16T00:00:00-04:00

Why You Should Repel the Wrong Patients

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

Why is it good to repel patients who are not a fit? Because selling well is not only about pulling people in, it is also about gently pushing the wrong ones away. Good information qualifies and motivates the right patients, and it de-motivates or repels the ones for whom it is not the right time, or not the right fit ever. That is a feature, not a failure. For the patient who genuinely should not move forward, the kindest thing you can do is save them the wasted time and the embarrassment of sitting through a consultation that was never going [...]

Why You Should Repel the Wrong Patientsjames2026-06-16T00:00:00-04:00

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