james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

What the Parole Study Teaches About Decision Making

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

Does the time of a meeting really change a person's decision? What does the parole study show? Yes, and there is a study that should make every dentist uneasy. Researchers looked at roughly 1,100 parole hearings in Israel, prisoners up for early release. Same crimes, same paperwork, same reasons for and against. What predicted whether someone walked free was not the facts of the case. It was the time of day the hearing landed on the docket. Early slots and slots right after a break got favorable rulings. Late ones got the default answer, which was no. Now, your patient is [...]

What the Parole Study Teaches About Decision Makingjames2026-06-16T00:00:00-04:00

Sending a Personal Note to Patients After a Consult

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

Should I send patients a personal note after their implant consultation? Yes, and make it dead simple so it actually goes out. Have the envelope addressed and stamped and the card ready before the patient even leaves. After the comprehensive exam the doctor writes two lines, signs it, and it is in the mail same day. The reason is that you are still building liking and trust, and the strongest compliment you can pay is to praise the decision they just made. Something like, you made a great decision to start looking into your dental health now, and we are glad [...]

Sending a Personal Note to Patients After a Consultjames2026-06-16T00:00:00-04:00

Do Compliments Improve Dental Case Acceptance?

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

Do compliments to patients actually improve dental case acceptance? They do, and the research is old enough to have grandchildren. Studies going back to the 1970s show that genuine compliments measurably raise what psychologists call compliance, which in plain terms means getting a yes. That is not a soft, feel-good claim. It is decades of data you cannot wave away. The catch is the compliment has to be real and it has to land on something the patient controls. The best one in dentistry is praising the decision itself. Tell a patient they made a smart move by investigating their treatment [...]

Do Compliments Improve Dental Case Acceptance?james2026-06-16T00:00:00-04:00

Doctor Decision Fatigue and Better Treatment Planning

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

Why does the doctor experience decision fatigue too, and how does it hurt treatment planning? Decision fatigue is not just a patient problem. It is your problem. You walk in already spending decisions on staff issues, schedule chaos, clinical calls, and every notification buzzing in your pocket. By afternoon your own reserve is drained, and a drained brain plans worse, presents worse, and gets impatient with tradeoffs. So the case you treatment-plan at five in the evening may not be the case you would have planned fresh at nine. Worse, a tired doctor unconsciously steers patients toward the easy default too, [...]

Doctor Decision Fatigue and Better Treatment Planningjames2026-06-16T00:00:00-04:00

Build a Repeatable Selling System for Your Practice

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

How do I make my dental selling system repeatable when I add associates or new staff? Write it down so it survives you. A selling approach that lives only in your head is worthless the day an associate joins or a new front-desk person starts. The whole value of a system is that it is teachable and repeatable, something you can hand to a new team member and trust to run the same way it runs today. So document the steps between every visit. Who sends the note, who orders the smile preview, who assembles the presentation, who books the appointment [...]

Build a Repeatable Selling System for Your Practicejames2026-06-16T00:00:00-04:00

Offer Hygiene Patients Comprehensive Treatment Planning

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

Should I offer comprehensive treatment planning to my long-term hygiene patients? Yes, and you owe it to them. Some of your loyal hygiene patients have been coming for years and have never once been offered comprehensive treatment planning. As you upgrade how you sell, leaving them out is not kindness, it is neglect. Now, this is not about pressure. It is about offering a choice they have never been given. You simply let them know a more complete look at their dental health is available if they want it, and you make it easy to say yes or no. Many of [...]

Offer Hygiene Patients Comprehensive Treatment Planningjames2026-06-16T00:00:00-04:00

How Specialists Win More From Referring Dentists

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

As a specialist, how do I get more out of my referring dentists? Bring them inside your system instead of just collecting their referrals. The single best move for a specialist is to take your top five to ten referring doctors and get them trained on the same selling approach you use. Then coordinate your activities on the cases you share. When the referring office and your office speak the same language, prepare the patient the same way, and hand off without the story changing, the patient feels one continuous process instead of two disconnected appointments. That alignment is where shared [...]

How Specialists Win More From Referring Dentistsjames2026-06-16T00:00:00-04:00

When to Order a Digital Smile Preview for Patients

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

When should I order a digital smile preview for an implant patient? Order it fast, the same day if you can. The smile design service has a lag, often a day or more before the preview comes back, so any delay on your end stacks on top of theirs and pushes the whole presentation back. That matters because the gap between the exam and the presentation is already the danger zone where patients cool off. A digital smile preview is one of the most persuasive things you will put in front of a full-arch patient, because it lets them see the [...]

When to Order a Digital Smile Preview for Patientsjames2026-06-16T00:00:00-04:00

Should I Send a Personal Note to Every Patient?

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

Should I send a personal note to a patient after their consultation? Yes, and make it dead simple to execute. Have the note pre-addressed and stamped so all I have to do is write a line or two and sign it. The minute the patient walks out, it goes in the mail. Why bother? Because liking is something you keep building, not something you establish once. The easiest compliment in the world is telling them they made a great decision to start investigating their treatment now. Studies going back to the 1970s show compliments move what psychologists call compliance, which just [...]

Should I Send a Personal Note to Every Patient?james2026-06-16T00:00:00-04:00

Why Your Dental Practice Needs a Morning Huddle

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

Why does my dental practice need a morning huddle? Because it changes how the whole day runs, and skipping it is how cases quietly fall through the cracks. After a big consultation appointment you have tasks to assign, discussions to have, and decisions that need a team, not one person guessing. The huddle is where you catch all of it. You can do it the same day or the next morning, but it has to happen somewhere. This is where you confirm the smile preview got ordered, where you compare what each person heard from the patient, and where you decide [...]

Why Your Dental Practice Needs a Morning Huddlejames2026-06-16T00:00:00-04:00

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