Blog - Page 128 of 310 - The McAnally Selling System

Large Dental Case Hours Add Up Across the Team

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

How many hours of total team and doctor time does a medium-to-large complexity dental case actually consume? Five to fifteen hours, depending on case size, complexity, and how many decision-makers are involved. The visible hours, the consultation visit, the diagnostic visit, the case presentation, and the procedure itself, are only part of the total. Add the phone work for the initial inquiry and follow-up calls. Add the team time to prepare and mail the information packet. Add the staff time to handle the consultation visit's surrounding activities. Add the doctor's hours of treatment planning between the diagnostic and the case presentation. [...]

Large Dental Case Hours Add Up Across the Teamjames2026-05-14T00:00:00-04:00

Diagnostic Fee Ethical Qualifier in Dental Selling

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

How does the diagnostic fee function as an ethical qualifier in the dental selling process? By inviting the patient to demonstrate seriousness through a small financial commitment before the practice invests heavy time in treatment planning. Many doctors who arrive at formal selling training are exhausted from presenting elaborate treatment plans to patients who turn out to be unqualified, unable to pay, or uncommitted. They blame the patients. The actual problem is that the practice had no qualifying step between the free consultation and the full treatment workup. The diagnostic fee fills that gap. It is small enough that genuinely interested [...]

Diagnostic Fee Ethical Qualifier in Dental Sellingjames2026-05-14T00:00:00-04:00

Complete Dental Physical Fee and Why It Matters

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

Why charge a diagnostic fee for the Complete Dental Physical instead of including it in a free workup? Because the fee serves several purposes beyond covering the in-person hour. It qualifies the patient as serious. A patient who declines to pay a reasonable diagnostic fee is signaling that they are not yet committed to investing in a real solution, which saves both sides the time and embarrassment of going further. It functions as a second qualifying step beyond the information packet. It also positions the doctor's time and expertise as genuinely valuable rather than something given away. The fee does not [...]

Complete Dental Physical Fee and Why It Mattersjames2026-05-14T00:00:00-04:00

Dental Power Referrals System Lifts Conversion

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

What is a dental power referrals system and how does it improve case acceptance? It is a referral system in which the referring doctor not only verbally recommends the specialist but also hands the patient a substantial information packet from the specialist at the moment of referral. The patient leaves the referring office already holding the specialist's materials and begins absorbing them on the way home. By the time they call the specialist to book, they have read the bios, seen the credentials, reviewed treatment options in patient-friendly language, and started internalizing the practice's positioning. The consultation that follows starts from [...]

Dental Power Referrals System Lifts Conversionjames2026-05-14T00:00:00-04:00

Specialist Referring Doctor Elevation Strategy

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

How can a specialist dentist elevate their referring doctors' clinical and selling abilities to mutual benefit? By treating referring doctors as long-term partners and investing in their development rather than just receiving the referrals they happen to send. Most referring general practices have not been through formal ethical-selling training and lose cases between the referral and the eventual specialist appointment because the referring doctor presented the situation poorly to the patient. The specialist can change this. Send referring doctors copies of relevant training materials. Pay the tuition for a formal selling course for the top five or ten referring sources. Offer [...]

Specialist Referring Doctor Elevation Strategyjames2026-05-14T00:00:00-04:00

Returning Patient Full Process Without Skipping Steps

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

Should returning dental patients skip steps in the selling process because they already know the practice? No. Run them through the full process anyway, with the same attention given to brand-new patients. The temptation to skip steps with returning or longtime patients comes from a reasonable instinct: they know the practice, the practice knows them, and going through a full intake feels redundant. The reality is that things have changed. The patient's circumstances have shifted since last time. Their dental health has changed. Their financial situation may be different. Their priorities have evolved. Technology and procedures have advanced. Costs have moved. [...]

Returning Patient Full Process Without Skipping Stepsjames2026-05-14T00:00:00-04:00

Existing Patient Next Step Offers and Periodic Reviews

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

How should a dental practice periodically offer existing patients the next step or newer services? By systematizing the offer through a checklist that runs at appropriate intervals during routine visits. Existing patients drift through hygiene appointments and routine care without ever being told about treatments that could benefit them, because the team assumes they already know what the practice offers. They do not. A quick survey of any ten existing patients about what services the practice offers will reveal substantial gaps. People forget. Technology changes. Costs shift. Patient circumstances evolve. New procedures become available. The practice that runs a periodic next-step [...]

Existing Patient Next Step Offers and Periodic Reviewsjames2026-05-14T00:00:00-04:00

Next Step Treatment Offer After Initial Dental Work

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

After completing basic dental treatment, how should the practice offer a next step to the patient? By proactively presenting it as an opportunity, then letting the patient decide. The next step might be a comprehensive lifetime view of the patient's oral health, an assessment of long-term risks, a focused look at another specific problem, or a recommendation for an elective enhancement. The offer is made cleanly, without pressure, immediately after the current treatment has gone well and the patient is in a positive frame about the practice. If they respond with interest, they move back to the top of the selling [...]

Next Step Treatment Offer After Initial Dental Workjames2026-05-14T00:00:00-04:00

Consistent Dental Fee Presentation Across All Cases

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

Why should a dental practice present fees in the same manner regardless of case size or complexity? Because fee-presentation consistency builds the team's competence and the patient's confidence in the practice's professionalism. A practice that handles fees one way for routine cleanings, another way for moderate restorative cases, and yet another way for big-case work creates internal complexity nobody can execute reliably. Team members forget which format applies to which case type, mistakes happen, and patients notice the inconsistency. The fix is a uniform fee-presentation method used for every case regardless of size. The format includes a written treatment plan, clear [...]

Consistent Dental Fee Presentation Across All Casesjames2026-05-14T00:00:00-04:00

Moderate Dental Case Visits Still Need Financial Stage

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

Why do moderate dental case visits still need a separate financial visit, even when the diagnostic can be condensed? Because the fee level is significant enough that the patient still needs a structured financial conversation, even though the case complexity does not justify the full big-case sequence. In-between cases sit above single-tooth dentistry and below big-case reconstructive or implant work. The fee at this tier is large enough that the patient should not be asked to commit to it during or right after the diagnostic visit. They need time to process the recommendation, talk it over at home, and arrive at [...]

Moderate Dental Case Visits Still Need Financial Stagejames2026-05-14T00:00:00-04:00

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