james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Pull Patient Credit Score Before You Present Financing

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

Should I pull a patient's credit score before presenting financing on a big implant case? Yes, and do it before you ever open your mouth about third party financing. Here is why. The financing company is going to run that same number, and a computer makes a cold, fast decision. If the score is weak, they say no, and there is nothing you can do about it. So if you pitch outside financing first, you have set the patient up to get rejected in front of you, and now you both feel awful. Pull the score early. If it looks bad, [...]

Pull Patient Credit Score Before You Present Financingjames2026-06-16T00:00:00-04:00

Build a Financing Fee Margin Into Implant Case Fees

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

Is it ethical to build a financing fee into my total implant treatment fee? It is, and frankly it is just smart business. There is no such thing as interest free financing. The vendor charges the service company that fronts the money, and that cost lands on someone. Right now it is landing on you in the form of a haircut every time a patient finances. So build a margin of three, four, maybe five percent into the total fee to cover that possibility. Two things happen. If the patient finances, the haircut stops hurting because you planned for it. If [...]

Build a Financing Fee Margin Into Implant Case Feesjames2026-06-16T00:00:00-04:00

Why a Personalized Dental Discount Closes More Cases

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

Why do patients respond so strongly to a personalized discount on dental treatment? Because we are human, and humans love a deal, especially one that feels like it was made just for us. A flat discount is fine. A discount tied to who the patient actually is hits differently. If they are a teacher, a firefighter, a veteran, name it and give them a discount for that. Now it is not a price cut, it is recognition. The more customized the offer, the more special the patient feels, and the more likely they say yes. I keep a just-for-you discount as [...]

Why a Personalized Dental Discount Closes More Casesjames2026-06-16T00:00:00-04:00

Why an ADA Code Treatment Plan Fails Patients

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

What is wrong with handing patients a treatment plan full of ADA codes? Almost everything. A page of ADA codes is one of the worst things you can put in a patient's hands, and the only thing arguably worse is handing them nothing but a verbal conversation. I can barely decipher those codes myself, so how is a frightened patient who came in for full mouth implants supposed to? It creates zero understanding. It does not show them the problem, the solution, or why any of it matters. If a patient walks out of your office not understanding what is wrong [...]

Why an ADA Code Treatment Plan Fails Patientsjames2026-06-16T00:00:00-04:00

Why a Dental Case Report Beats a Verbal Pitch

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

Why should I give implant patients a printed case report instead of just talking? Because talk evaporates and paper does not. A patient sits across from you, hears everything, nods, and forgets most of it by the time they reach the parking lot. That is normal human memory under stress, not a flaw in your explanation. A tangible case report does three jobs at once. It fulfills your professional obligation to make sure the patient truly understands the problem and the options. It gives them something physical to take home so the discussion does not vanish. And at the fee levels [...]

Why a Dental Case Report Beats a Verbal Pitchjames2026-06-16T00:00:00-04:00

Before and After Photos in Implant Case Presentations

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

How important are before and after photos in an implant case presentation? They are not a nice extra, they are the moment the patient actually gets it. Words about full mouth reconstruction mean almost nothing to someone who cannot picture the result. A before and after composite, whether full facial, quadrants, or a digital smile preview, does the explaining for you. The patient sees their own situation and sees where you are taking them, and that has a real impact on the decision. So pull the photos that match each option the doctor presented and drop them straight into the case [...]

Before and After Photos in Implant Case Presentationsjames2026-06-16T00:00:00-04:00

Beat Decision Fatigue in Big Case Treatment Planning

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

Why does decision fatigue matter when I am treatment planning big cases? Because your judgment degrades as the day wears on, and treatment planning is exactly the kind of dense, high-stakes thinking that suffers first. By late afternoon or evening you are running on fumes, and that is when shortcuts and sloppy decisions creep into plans your patients are betting their mouths and their money on. So protect that work. Group your treatment planning into the early part of the day and batch it together so you stay in planning mode instead of switching gears all day long. While you are [...]

Beat Decision Fatigue in Big Case Treatment Planningjames2026-06-16T00:00:00-04:00

Keep Treatment Options Inside Your Verbal Fee Range

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

Should the treatment fee match the range I quoted the patient earlier? Yes, without exception, and this is where a lot of practices quietly blow their own credibility. Once you have seen the patient in person and given them a verbal fee range, that range is a promise. If your financial coordinator builds options that land outside it, you just became a painful practice again. The patient hears one number, then gets a different number, and now you are backtracking and explaining, which feels like a bait and switch even when you did not mean it that way. So the rule [...]

Keep Treatment Options Inside Your Verbal Fee Rangejames2026-06-16T00:00:00-04:00

Why Emotional Motivators Close More Implant Cases

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

Why do emotional motivators close implant cases better than clinical facts? Because emotion drives decisions and logic mostly justifies them after the fact. Sit a patient down and recite statistics, success rates, and clinical factoids, and you will hold their attention for a few minutes before it drains away and they forget the numbers. But tie the conversation to something that touches their senses and their pain, the thing that actually hurts in their life, and the decision becomes heartfelt. That is exactly what you want when you are asking someone to do a good thing for themselves. So in your [...]

Why Emotional Motivators Close More Implant Casesjames2026-06-16T00:00:00-04:00

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