Blog - Page 24 of 310 - The McAnally Selling System

Worried Practice Change Means Too Much Change at Once?

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

What if changing my practice systems requires too much change at once? Too much change is an interesting fear, because in my experience nobody actually takes on more change than they can handle. I've watched hundreds of dentists do this. Each person moves at their own pace, sets their own deadlines, and adopts new systems on their own schedule. The accountability is there, but the speed is yours. So the real worry isn't volume of change, it's the discomfort of starting. A practice is like a big ship. You don't spin it 180 degrees in one move, you make small steady [...]

Worried Practice Change Means Too Much Change at Once?james2026-06-18T00:00:00-04:00

Waiting for a Better Dental Team Before You Grow?

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

Should I wait until I have a better team before improving case acceptance? Don't wait. This is one of the longest waits a dentist ever signs up for, because if you haven't built a strong team by now, what exactly is going to change on its own? Nothing. A great team doesn't magically appear. It comes from a system for finding, hiring, and keeping the right people, and most dentists are genuinely bad at hiring. We were never taught it in school. So the team you're waiting for is actually downstream of the work you're avoiding. There's also a hidden piece [...]

Waiting for a Better Dental Team Before You Grow?james2026-06-18T00:00:00-04:00

Is Your Unique Dental Practice Holding You Back?

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

Is my dental practice too unique to follow standard case acceptance systems? No. I hear this constantly, and it's usually the thing holding a dentist back the most. Yes, your practice is different. Everybody's is, far more than most dentists realize. But at the same time your practice is about 80% the same as every other one I've worked with. The mechanics of presenting a big case, building trust, and handling money objections don't change much from town to town. Here's the trap: the more you tell yourself you're a special case, the more you wall yourself off from the breakthroughs [...]

Is Your Unique Dental Practice Holding You Back?james2026-06-18T00:00:00-04:00

Worried Dental Training Is Boring? Format Is Everything

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

I think I'd get bored sitting through a full day of dental training. Is it worth it? If it were a day of someone lecturing at you, I'd say skip it too. I can't sit still for that either. But the format that actually works isn't a seminar where you park yourself in a chair and watch slides. The good sessions move. Frequent breaks, lots of variation, and most of the day spent brainstorming and planning your own business with other high achievers, not listening to a talking head. The focus is on you and your goals, so you're working, not [...]

Worried Dental Training Is Boring? Format Is Everythingjames2026-06-18T00:00:00-04:00

Why You Must Destroy Broken Marketing to Break Through

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

Why should I be willing to destroy parts of my dental marketing that don't work? Because a true breakthrough usually means breaking the old way first, and most dentists won't. I keep a quote on my wall, be willing to destroy anything in my life that is not excellent. Applied to your practice, it's a simple test. Take a piece of your marketing or case acceptance and ask, is this excellent? If not, can I make it excellent, and is it worth what that would take? If yes, fix it. If no, kill it and don't look back. The hard truth [...]

Why You Must Destroy Broken Marketing to Break Throughjames2026-06-18T00:00:00-04:00

Short-Term Pain vs Long-Term Suffering in Practice

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

Should I choose short-term or long-term pain when fixing my practice? Short, every time. One of my mentors put it plainly. There are two kinds of suffering, long-term and short-term, and you get to pick. Most dentists pick long without realizing it. They grind for years at marketing or case acceptance that simply does not work, hoping effort alone will save it. That's long-term suffering, and it's the expensive kind. The short version is brutal but quick. You look honestly at what's broken, you face the thing that has to change, and you change it now. Think of it like a [...]

Short-Term Pain vs Long-Term Suffering in Practicejames2026-06-18T00:00:00-04:00

My Practice Is Different: When That Excuse Costs You

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

Is my dental practice really so unique that general systems won't work? Everybody's practice is different, far more than most dentists realize, and at the same time about 80 percent the same. Hold both of those at once. The proven principles in dental marketing and case acceptance work across that shared 80 percent, and you'll find them useful almost immediately. Here's the trap. The more you insist you're a special case, the more you wall yourself off from the breakthroughs other practices already found. I've watched dentists use uniqueness as an excuse to ignore systems that would have worked the first [...]

My Practice Is Different: When That Excuse Costs Youjames2026-06-18T00:00:00-04:00

Shy Dentist? Why Speaking Up Decides Your Results

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

I'm a shy dentist and hate speaking up in group settings. Will that hold me back? Let me push back gently. If you truly couldn't talk or put yourself out there, you'd be bankrupt right now. Think about it. You started or bought a practice, you face new patients every day, you ask people to say yes to big treatment. You already do the hard version of speaking up. A learning group is the easy version. Nobody is going to force you to talk or do anything that makes you squirm. But here's the pattern I see over and over. Dentists [...]

Shy Dentist? Why Speaking Up Decides Your Resultsjames2026-06-18T00:00:00-04:00

Writing Down Goals Changes How Your Practice Grows

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

Why does writing down my dental practice goals actually work? Because your brain is wired straight to your writing hand, and it takes seriously whatever you commit to paper. People live up to what they write down. That's not motivational fluff, it's just how the mind treats a goal once it becomes concrete, measurable, and especially once it carries a deadline. I know plenty of dentists hate forms and planning. They think writing is busywork. But there's a difference between writing for its own sake and writing that maps directly onto where you're trying to take the practice. Every goal you [...]

Writing Down Goals Changes How Your Practice Growsjames2026-06-18T00:00:00-04:00

Telling the Truth About Your Practice Drives Growth

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

Does telling the truth about my practice really drive growth? It's the only thing that does. All progress starts by telling the truth, and most dentists never get past the warm fuzzy version of where their practice actually stands. This isn't a touchy-feely exercise. It's three blunt questions. Where are you right now, where do you actually want to go, and how are you going to get there? Answer those honestly and something shifts. You get awareness, and awareness is what lets you build a real plan instead of a wish. The trap is that we lie to ourselves about case [...]

Telling the Truth About Your Practice Drives Growthjames2026-06-18T00:00:00-04:00

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