Blog - Page 15 of 310 - The McAnally Selling System

Why Your Front Desk Makes Decisions You Never Approved

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

Why is my front desk making decisions I never authorized? Because you gave them more room than you realize, and they took it to protect you. When I work inside practices and listen to the reasons team members give for not using a process fully, what I usually find is staff quietly making front-end calls the doctor would never approve. They are not being malicious. Most of the time they think they are shielding you, screening patients, softening fees, deciding who is worth a presentation, because they feel obligated to take care of your practice. The problem is those decisions shape [...]

Why Your Front Desk Makes Decisions You Never Approvedjames2026-06-18T00:00:00-04:00

Sharing Your Sales Training With Dental Staff

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

Should I show my big-case sales training to my front desk and key staff? Yes, if you run a transparent practice. There is nothing wrong with sitting your key staff down and walking them through the same thinking you went through as the owner. The people answering your phone and greeting patients are the ones executing most of this, so hiding the strategy from them makes no sense. When they understand why the process exists, not just that you told them to do it, they buy in differently. They stop treating the phone script as busywork and start seeing how their [...]

Sharing Your Sales Training With Dental Staffjames2026-06-18T00:00:00-04:00

Selling Expensive Dental Treatment Needs a Better Team

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

Why does selling expensive dental treatment require a better team than basic dentistry? Because the price point exposes everything. Think about McDonald's. They sell a two-dollar burger, and the business does not need much sophistication, just speed. Take the order, flip the burger, take the money, move people out. Now picture the five-thousand-dollar burger in Vegas, where the real cost is a bottle of expensive Bordeaux sitting next to it. That is a completely different sale. Same food on the plate, totally different process to get someone to say yes. Your practice is the same. A general office doing basic services [...]

Selling Expensive Dental Treatment Needs a Better Teamjames2026-06-18T00:00:00-04:00

Who Is the Sales Manager in a Small Dental Practice?

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

Who should be the sales manager in a small dental practice? Someone has to own the numbers, and in a very small practice that someone might be you. I wish I could tell you otherwise, but if there is nobody else with the authority to hold the routine together, the doctor becomes the sales manager by default. The better move is to delegate it hard to one person who actually has standing, a strong front-desk lead or, in a bigger office, the office manager. That person runs the weekly review, tracks the calls and conversions, and is allowed to push the [...]

Who Is the Sales Manager in a Small Dental Practice?james2026-06-18T00:00:00-04:00

Does the Dentist Have To Be Selling the Cases?

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

Does the dentist have to be the one selling big implant cases? Not forever, but probably for now. Look at how the big corporate clinics run it. They built sales staff into the office and pushed those people hard to learn a real sales process, which lets them pull the doctor almost completely out of the success equation. The doctor does dentistry, the trained staff handle the conversation. That is the luxury of scale. In a solo or small group practice you usually do not have that yet, so you are still part of the sales team, and that is fine. [...]

Does the Dentist Have To Be Selling the Cases?james2026-06-18T00:00:00-04:00

Weekly Sales Meeting Agenda for Dental Practices

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

What should a weekly sales meeting in a dental practice actually cover? Keep it tight and keep it numbers-first. Every week you review the pulse of the practice with the same fixed agenda so nobody walks in guessing. How many new calls came in. How many are still sitting on the books. How many diagnostic visits did we do, because that is where the case gets diagnosed. How many case presentations followed, and what was the outcome of each. That is it. Fifteen minutes is enough if the numbers are pulled together before you sit down. If you hate the word [...]

Weekly Sales Meeting Agenda for Dental Practicesjames2026-06-18T00:00:00-04:00

Dental Team Accountability With Long-Tenured Staff

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

How do I hold a long-time dental team member accountable without damaging the relationship? Stop confusing loyalty with competence. You can have someone who shows up every day, never misses, maybe is a relative or has been with you fifteen years, and that person can still be quietly torpedoing your case acceptance because they will not run your phone process the way you built it. Dependable does not mean coachable. I see it constantly when I sit with teams and listen to the reasons they give me for skipping steps. Hold them accountable to the process, not to their tenure. Be [...]

Dental Team Accountability With Long-Tenured Staffjames2026-06-18T00:00:00-04:00

Implant Patient Follow-Up: How Many Touches

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

How many times should my team follow up with implant patients who do not schedule? At a bare minimum, six contacts over six months for anyone who has not booked or is not ready yet. Make two of those touches in the first month, then one a month after that. That is the floor, not the goal. For context, ClearChoice runs around eight touches before the patient even shows up to a first consult. That is a lot of work, and it tells you how seriously the players who win this market take follow-up. We are only asking your team to [...]

Implant Patient Follow-Up: How Many Touchesjames2026-06-18T00:00:00-04:00

Run Paper Patient Follow-Up Without Software

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

Can I run patient follow-up on paper instead of buying software? Yes, and plenty of strong practices do exactly that. You do not need expensive customer relationship software to follow up well. Grab a loose leaf binder with tabs from January to December, fill out a slip for each patient who needs follow-up, and assign one person to work it. In the old days this was called a tickler system. You move each patient's slip down to the month their next contact is due, and when that month comes up, you pull everything in that folder and do the work. Get [...]

Run Paper Patient Follow-Up Without Softwarejames2026-06-18T00:00:00-04:00

Make Your Front Desk Part of the Marketing Team

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

How does my front desk team become part of the marketing team? By asking every caller what they saw and where they saw it, and then actually reporting it back. When your team documents the advertising a patient responded to, they stop being order takers and become your eyes in the local market. Things show up differently city to city. If your staff flags something unusual, that is real intelligence, and with flexible platforms like Google we can tailor the advertising to your local situation. Same with the website. If callers keep mentioning something they expected to find and didn't, that [...]

Make Your Front Desk Part of the Marketing Teamjames2026-06-18T00:00:00-04:00

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