Blog - Page 3 of 310 - The McAnally Selling System

Two-Round Front Office Feedback for Dental Teams

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

What is the best way to give feedback to dental front office staff after a patient call? Keep it small, keep it immediate, and run it in two rounds. The mistake is dumping ten corrections on someone after a recorded call. Their brain shuts off. So focus on one thing, right after the call, every time. Round one is the did-well round. You listen to the call together and you ask Joanna, what's the one thing you think you did well? She answers. Then the coach names one thing the coach saw. She says thank you. That's it. Round two, same [...]

Two-Round Front Office Feedback for Dental Teamsjames2026-06-18T00:00:00-04:00

Coaching Beats Tenure for Dental Case Acceptance

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

How can a new team member close more dental cases than a veteran with 20 years of experience? Coaching beats tenure, and it isn't close. Someone in your office with a year of real feedback and the right system can outperform a person who has been doing it for twenty years on autopilot. I've lived this myself. I've hired surgical coaches for implants, an orthodontic coach for ortho cases, business coaches, even two piano coaches and a Spanish coach right now, because I want to get good fast and I refuse to wander there alone. Feedback is the shortcut. The veteran [...]

Coaching Beats Tenure for Dental Case Acceptancejames2026-06-18T00:00:00-04:00

Why Dental Phone Skills Get Worse Without Feedback

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

Why do most dental practices get worse at phone skills over time instead of better? Because experience alone makes you worse, not better. There's a curve I think about a lot, and it bends down, not up, when you practice without feedback. Look at a New York City cab. The driver has years behind the wheel and the ride still stinks. The car is dirty, the experience is forgettable. Then Uber shows up. Same job, same streets, but now there's a review after every ride, and suddenly the worst Uber beats the best taxi you ever took. Years didn't fix the [...]

Why Dental Phone Skills Get Worse Without Feedbackjames2026-06-18T00:00:00-04:00

Studying Top Performers to Improve Selling Skills

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

How does studying world class performers improve my own selling skills? By giving you feedback you cannot generate on your own. There is a sharp example from chess. It turns out studying chess alone is the single biggest predictor of how good a player becomes, better than playing friends or even tournaments. Why? When you play, you pick a move but you never learn the better move you missed. So the trick is to study a position from a world class game, decide what you would do, then compare it to what the master actually played. Instant feedback on the gap [...]

Studying Top Performers to Improve Selling Skillsjames2026-06-18T00:00:00-04:00

What the 10000 Hour Rule Means for Dentists

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

What does the 10,000 hour rule mean for running a dental practice? Less than people think, and that should be a relief. The 10,000 hour idea, from Anders Ericsson, says world class mastery takes about that many hours of deliberate practice. A concert pianist puts in that kind of time. On the surgical side, yes, the more deliberate hours you log the closer you get to true mastery, and that is worth chasing. But for most of what runs a practice, you do not need 10,000 hours to be excellent. You need enough deliberate practice with feedback to be clearly very [...]

What the 10000 Hour Rule Means for Dentistsjames2026-06-18T00:00:00-04:00

Why Surgical Coaching Matters for Implant Dentists

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

Why does surgical coaching matter even for experienced implant dentists? Because experience and skill are not the same thing, and even great surgeons keep improving with the right setup. People assume coaching is for the front desk and selling side only. It is not. The surgical side responds to coaching and feedback just as strongly. Look at how medicine trains it. A less experienced surgeon does the case while a skilled surgeon stands ready to take over if something goes wrong. That creates a safe environment to actually practice. They videotape it, pinpoint exactly what to work on, send the trainee [...]

Why Surgical Coaching Matters for Implant Dentistsjames2026-06-18T00:00:00-04:00

Logging Adverse Events to Cut Failures in Half

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

Should dentists keep a log of cases that went wrong? Yes, and almost nobody does it, which is exactly why it is such an advantage. There is a neurosurgeon who logged every one of his surgeries over a ten year period, tracked adverse events, and sat down with his team to ask how each one could have been avoided. He cut those events by roughly half. Not to zero, because some things you cannot control, but half is enormous. Now ask yourself how many professionals actually keep that kind of log and then meet to make sure a specific failure never [...]

Logging Adverse Events to Cut Failures in Halfjames2026-06-18T00:00:00-04:00

Recording Role Plays to Sharpen Your Coordinator

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

How can recording role plays improve my treatment coordinator's performance? It works the same way it works for athletes and surgeons, and it is one of the cheapest upgrades you can make. The pattern from deliberate practice research is clear. You identify one specific thing to improve, you perform it on camera, then you watch yourself back and make corrections before it ever counts. A coordinator who hears herself stumble through the fee conversation on video learns more in one viewing than in fifty live calls where the moment passes too fast to notice. Surgeons do this too. They get videotaped, [...]

Recording Role Plays to Sharpen Your Coordinatorjames2026-06-18T00:00:00-04:00

Why Every Prospective Patient Call Has Hidden Value

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

Why should I treat every phone call from a prospective patient as valuable? Because you do not know what you have until you open it. I think of inbound callers like Easter eggs. Some have a boring prize inside, plenty have a decent one, and once in a while you crack one open and it is amazing. You cannot tell from the outside. The only way to find out is to get that person in front of you in person. So the math is simple. The more callers you convince to actually come in, the more of those amazing eggs you [...]

Why Every Prospective Patient Call Has Hidden Valuejames2026-06-18T00:00:00-04:00

You Only Need to Be Best in Your Local Region

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

Do I need to be the best in the country at case presentation to succeed? No, and chasing that is a waste of energy. You do not need to be the pianist who can fill a concert hall on the planet. You need to be very good in your own local region, and that bar is lower than you think. Most people sitting in the same role at the dental practice down the street have had no real training and no feedback, so they are coasting at a low level. That is your opening. You do not have to be world [...]

You Only Need to Be Best in Your Local Regionjames2026-06-18T00:00:00-04:00

Previous 234 Next

Big Case Marketing Blog