Blog - Page 117 of 310 - The McAnally Selling System

Dental Practice Payment Plan for In-House Financing

james2026-05-14T00:00:00-04:00

How should a dental practice payment plan for in-house financing be structured? Short, simple, and front-loaded enough to protect the practice's cash flow. A typical structure that works for many practices: twenty-five percent down at the start of treatment, followed by twenty-five percent in each of the next three months, completing payment over four total months. The structure has several advantages. The down payment confirms patient commitment immediately. The four-month duration is short enough that the practice carries the receivable for a manageable window. The equal monthly payments are easy for patients to plan and easy for the practice to invoice. [...]

Dental Practice Payment Plan for In-House Financingjames2026-05-14T00:00:00-04:00

Cash Check Dental Discount Structure Explained

james2026-05-14T00:00:00-04:00

How should cash, check, and credit card discounts be structured in a dental practice fee presentation? By offering tiered discounts that reflect the practice's actual cost of accepting each payment method, framed as patient savings rather than as practice expense recovery. A typical structure: five percent discount for cash or check payment at the start of treatment, three percent discount for credit card payment. The cash-or-check discount reflects the merchant-processing cost the practice avoids by collecting funds outside the card network. The credit-card discount is smaller because the practice still pays card fees but at a level it has built into [...]

Cash Check Dental Discount Structure Explainedjames2026-05-14T00:00:00-04:00

Patient Testimonial Discount Dental Practices Offer

james2026-05-14T00:00:00-04:00

How does the patient testimonial discount work in dental treatment financial discussions? A practice offers a defined discount, typically around five percent, in exchange for the patient's commitment to provide a written or photo testimonial after treatment is complete and they are satisfied with the result. The financial coordinator introduces the discount during the fee discussion: "We would offer you a patient testimonial discount of five percent if you would be willing to share your story with us at the end of treatment. We feel strongly this is going to be life-changing, and we would love to have that story to [...]

Patient Testimonial Discount Dental Practices Offerjames2026-05-14T00:00:00-04:00

Two Week Question Appointment After Case Presentation

james2026-05-14T00:00:00-04:00

Why schedule a question-and-answer follow-up appointment two weeks after the dental case presentation? Because patients typically generate additional questions during the days that follow the case presentation, and a structured follow-up appointment lets the practice address those questions before they harden into reasons to defer. The doctor introduces the follow-up at the end of the case presentation: "If you are like most patients, you are going to have more questions, so our next step is a question-and-answer appointment in about two weeks, after you have had time to think about these options and any questions you may have." The framing normalizes [...]

Two Week Question Appointment After Case Presentationjames2026-05-14T00:00:00-04:00

Financial Coordinator Silent Presence During the Case

james2026-05-14T00:00:00-04:00

Why does the financial coordinator's silent presence during the dentist's case presentation matter, even when they don't speak? Because their presence balances the Rule of Two on the practice side and provides nonverbal confirmation of the doctor's content throughout the presentation. The financial coordinator sits beside the doctor during the case presentation. They may not speak at all during the doctor's portion. Their being there still does work. The Rule of Two requires two on each side of the desk, which means the patient with a support person has the doctor plus a coordinator across from them. The dynamic stays balanced [...]

Financial Coordinator Silent Presence During the Casejames2026-05-14T00:00:00-04:00

Initial Expiration Dates Dental Patients Sign Off

james2026-05-14T00:00:00-04:00

Why have dental patients initial next to fee expiration dates and discount expiration dates on their documents? Because initialed acknowledgement of deadlines prevents disputes later and reinforces the psychological pull of the deadline itself. Without explicit acknowledgement, a patient who returns after a fee expiration date can claim they did not know about it, demand the original price, and create an uncomfortable confrontation. Practices then either honor the lapsed price and lose money or hold the line and damage the relationship. With initialed acknowledgement at the moment the fees were presented, the conversation is different. The patient initialed beside the date. [...]

Initial Expiration Dates Dental Patients Sign Offjames2026-05-14T00:00:00-04:00

Present Fees Highest to Lowest With Pauses

james2026-05-14T00:00:00-04:00

What order should dental treatment fees be presented in, and why pause after each one? Highest to lowest, with deliberate pauses after each. The fees go on the slides next to the same option photos the patient has been looking at throughout the presentation. Starting with the highest fee establishes the anchor at the high end. Each subsequent fee then reads as a lower number against that anchor, which is psychologically easier than the reverse path. The pause after each fee is critical. The patient and support person need a moment to absorb the number, process its meaning, and form an [...]

Present Fees Highest to Lowest With Pausesjames2026-05-14T00:00:00-04:00

Revisit Fee Range Before Presenting Actual Numbers

james2026-05-14T00:00:00-04:00

Why revisit the fee range before presenting the actual treatment fees in a dental case presentation? Because reminding the patient and support person of the previously-disclosed range smooths the transition to actual numbers and prevents sticker shock. The doctor introduces the fee section by referencing back: "If you remember, I gave you a range of fees from X to Y based on similar patients in similar situations, and we have confirmed that range applies to your case." The patient hears the range they already absorbed at the CDP wrap-up, mentally prepared for during the week between visits, and possibly already discussed [...]

Revisit Fee Range Before Presenting Actual Numbersjames2026-05-14T00:00:00-04:00

Fee Guarantee Dental Agreement With Stated Exceptions

james2026-05-14T00:00:00-04:00

What does the fee-guarantee agreement protect in a dental case presentation, and what exceptions does it allow? It protects the patient against unexpected price changes and protects the practice's narrow ability to adjust fees in genuinely unusual circumstances. The doctor commits, in writing as part of the case agreement, that the fees presented today will not change unless something genuinely warrants modification, with the exceptions spelled out in the documentation. Common legitimate exceptions: significant clinical changes between the case presentation and the start of treatment, the discovery of substantially different anatomy during treatment that no diagnostic step could have anticipated, or [...]

Fee Guarantee Dental Agreement With Stated Exceptionsjames2026-05-14T00:00:00-04:00

Advance Testimonial Commitment Dental Practices Secure

james2026-05-14T00:00:00-04:00

Why ask dental patients for their future testimonial commitment before treatment begins instead of after? Because asking after the work is finished often produces an uncomfortable, awkward request that many practices avoid, while asking before treatment as part of the case agreement turns the testimonial into an expected, planned outcome. Practices that build success stories into their marketing materials need a steady supply of patient testimonials and after photos. Scrambling to collect them after each major case finishes produces inconsistent results: some patients say yes politely but never deliver, others feel ambushed by the post-treatment ask, and the practice ends up [...]

Advance Testimonial Commitment Dental Practices Securejames2026-05-14T00:00:00-04:00

Previous 116117118 Next

Big Case Marketing Blog