james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Can You Change Your Practice Alone Without Help?

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

Can I improve my practice on my own without any outside help or coaching? You can try, but the odds are against you, and there's real research behind why. About ten years ago Johns Hopkins ran a study on behavioral change in medicine, patients who would live measurably longer with simple changes to diet, exercise, and habits. Only 1 in 9, about 11%, actually made and kept those changes. For their own lives. Now think about that: if people won't reliably change to live longer, why would you change a marketing or case acceptance habit on willpower alone? But the same [...]

Can You Change Your Practice Alone Without Help?james2026-06-18T00:00:00-04:00

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

Get Your Dental Team to Follow a Phone Script

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

How do I get my dental team to follow a phone script in the right order? Stop calling it a script and start treating it as a sequence your team has to master, in order, every single time. The reason I drill the steps in sequence is simple. If your team jumps around, they get off track, they forget a question, and it is brutal to back paddle once a caller has wandered somewhere else. My job as your coach is to teach them connection, interrupt, and control so they can redirect a chatty caller back into the steps without sounding [...]

Get Your Dental Team to Follow a Phone Scriptjames2026-06-18T00:00:00-04:00

Why You Must Control the Phone Conversation Early

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

Why does taking control of the conversation early matter? Whoever controls the first thirty seconds usually controls whether that patient ever schedules. Most callers open with a question, almost always about price. The instinct is to answer it, then pile on more questions, are you in pain, do you want an appointment, why implants. Resist that. The disciplined move is to acknowledge the question, take the lead, may I ask your name, and step into your sequence. You are not dodging them. You are steering toward a relationship and a visit instead of letting a price question run the call into [...]

Why You Must Control the Phone Conversation Earlyjames2026-06-18T00:00:00-04:00

Why Implant Brand Building Wastes Your Marketing Money

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

Should I focus my implant marketing on building my brand? No, and if someone pitches you a brand-building plan, run. You are not Coca-Cola. You do not have the budget or the decades to make people remember a logo, and even if you did, a remembered logo does not fill chairs. Every dollar of your advertising has to ask for a direct response. Call this number. Book this consult. Take this action now. That is the only kind of marketing a single practice can afford to run and measure. Brand building is a game for companies that can lose money for [...]

Why Implant Brand Building Wastes Your Marketing Moneyjames2026-06-18T00:00:00-04:00

What the Phone Slip Box at the Top Is For

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

What is the point of the box at the top of a phone slip? It is your record of exactly what happened with that patient, and it doubles as a team accountability tool. The box at the top captures the critical details, who they are, when they called, whether you set an appointment, and what you sent out to them. That last part matters because preparing a patient for the first consult means getting something into their hands before they ever arrive. It starts managing the process they will walk through, builds your credibility against other practices, and can even set [...]

What the Phone Slip Box at the Top Is Forjames2026-06-18T00:00:00-04:00

Why a Community of Dentists Speeds Up Your Growth

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

Is it worth joining a community of other dentists who want to grow? Yes, and it's one of the most underrated moves you can make. Working alone is the default for most owner dentists, and it's also why the same problems feel impossible year after year. You're trying to solve in isolation what someone two states over already cracked last spring. A place to go, a school of like-minded dentists, lets you work through your challenges and frustrations with people who get it because they're living it too. It's not about cheerleading. It's about pattern recognition. When ten doctors hit the [...]

Why a Community of Dentists Speeds Up Your Growthjames2026-06-18T00:00:00-04:00

Skip Live Meetings to Learn Bigger Dental Case Selling

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

Do I have to attend live meetings to learn how to sell bigger dental cases? No, and that's good news for your wallet and your family. The old model meant getting on a plane, missing days of production, buying a hotel room, and trading family time for a seminar. That cost is real, and for a lot of dentists it's the quiet reason they never start. You can learn the core of bigger-case marketing, case acceptance, and leadership without any of that. Watch the material on your own schedule, then apply it in your own operatory where the patients actually are. [...]

Skip Live Meetings to Learn Bigger Dental Case Sellingjames2026-06-18T00:00:00-04:00

Why Your Whole Dental Sales Team Mindset Matters

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

Why does my whole dental team need to think of themselves as part of the sales team? Because they are, whether they admit it or not. Every person who touches a phone call or greets a patient is on your sales team, your marketing team, and your advertising team at the same time. I know that word makes clinical people uncomfortable. Get over it. You are in a business that has to bring in revenue, and you are in the sales business exactly as much as you are in the dental business. When your front desk hears a nervous caller and [...]

Why Your Whole Dental Sales Team Mindset Mattersjames2026-06-18T00:00:00-04:00

Why Your Marketing Leads Die on the Phone

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

Why do my marketing leads die after the phone rings? Because the leads were never the problem. After ten years of Google ads and fifteen of print and TV, I can make your phone ring with implant patients almost on demand. That part is predictable. What happens on the other side of the call is where cases get won or lost, and that side lives or dies on accountability. If nobody owns the process of how that call gets answered, what gets said, and who follows up, your team quietly invents its own rules and most of those rules will not [...]

Why Your Marketing Leads Die on the Phonejames2026-06-18T00:00:00-04:00

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