Blog - Page 36 of 310 - The McAnally Selling System

Build a Financing Fee Margin Into Implant Case Fees

james2026-06-16T00:00:00-04:00

Is it ethical to build a financing fee into my total implant treatment fee? It is, and frankly it is just smart business. There is no such thing as interest free financing. The vendor charges the service company that fronts the money, and that cost lands on someone. Right now it is landing on you in the form of a haircut every time a patient finances. So build a margin of three, four, maybe five percent into the total fee to cover that possibility. Two things happen. If the patient finances, the haircut stops hurting because you planned for it. If [...]

Build a Financing Fee Margin Into Implant Case Feesjames2026-06-16T00:00:00-04:00

Pull Patient Credit Score Before You Present Financing

james2026-06-16T00:00:00-04:00

Should I pull a patient's credit score before presenting financing on a big implant case? Yes, and do it before you ever open your mouth about third party financing. Here is why. The financing company is going to run that same number, and a computer makes a cold, fast decision. If the score is weak, they say no, and there is nothing you can do about it. So if you pitch outside financing first, you have set the patient up to get rejected in front of you, and now you both feel awful. Pull the score early. If it looks bad, [...]

Pull Patient Credit Score Before You Present Financingjames2026-06-16T00:00:00-04:00

Who Should Be Standardizing Clinical Images?

james2026-06-16T00:00:00-04:00

Who should standardize and edit clinical images for the presentation? Not you. Get the doctor out of image manipulation entirely and hand it to a capable team member. Your job is the diagnosis and the illustrations that come from it. Standardizing the photos, transferring your hand-drawn markups into digital form, getting everything into a clean, consistent format for the presentation, that is staff work. Most practices today have plenty of digitally competent people, so let them own it. I will not pretend to dictate the software, because there are a hundred ways to skin this cat and the tool you already [...]

Who Should Be Standardizing Clinical Images?james2026-06-16T00:00:00-04:00

Order the Digital Smile Preview Right After Consult

james2026-06-16T00:00:00-04:00

Should I order a digital smile preview right after the consultation? Yes, and order it fast, because the service lags a day or so and you do not want that delay sitting between you and the case presentation. Whoever owns the task, assistant, coordinator, salesperson, it does not matter, just make sure it is checked off the list and out the door as quickly as possible after the appointment. The smile preview is one of your strongest pieces of visual proof, the thing that lets a patient see their own future smile, so a slow turnaround costs you momentum while the [...]

Order the Digital Smile Preview Right After Consultjames2026-06-16T00:00:00-04:00

Why Before and After Photos Drive Case Acceptance

james2026-06-16T00:00:00-04:00

Why are before and after photos so important in a case presentation? Because patients decide with their eyes, not with your treatment plan. Pull photographs of everything you do in your niche and match them to each of the three options you are presenting. When a patient sees an actual result, the abstract plan becomes a thing they can picture for themselves, and that drives the decision more than any explanation. Build a before-and-after composite for their specific situation too. Full facial before and after, or quadrants, whatever fits the case, paired with the digital smile preview. Showing someone a photo [...]

Why Before and After Photos Drive Case Acceptancejames2026-06-16T00:00:00-04:00

Should You Adjust Case Fees After the Presentation?

james2026-06-16T00:00:00-04:00

Should I ever adjust a case fee after presenting it to the patient? No, and if you do, you are not the painless dentist you claim to be. Decide on every fee adjustment up front, during treatment planning, before the patient ever hears a number. That is the moment to ask whether unusual clinical factors or unusual patient behaviors change the fee. If they do, fold it in now. If you skip that decision and try to raise the fee after the fact, you have created an administrative root canal for the patient, and you have broken the painless promise. People [...]

Should You Adjust Case Fees After the Presentation?james2026-06-16T00:00:00-04:00

How Many Treatment Options to Present: Three

james2026-06-16T00:00:00-04:00

How many treatment options should I present to a patient? Three, ideally. Not four. Four makes the case more complex, and you do the patient no favors by piling on complexity when they are already deciding on something big. Three options sit in a sweet spot for how people actually make decisions, and it gives them room to choose up or down without feeling cornered. Sometimes the clinical reality only supports two, and that is fine, present two. But when you can responsibly build three, do it. This is something you decide at the sit-down review of the clinical data, not [...]

How Many Treatment Options to Present: Threejames2026-06-16T00:00:00-04:00

Why Use a Treatment Planning Checklist for Cases

james2026-06-16T00:00:00-04:00

Should I use a checklist for treatment planning and fees? Absolutely you should, and I cannot overstate it. A treatment planning checklist forces you to move through a case the same way every time: look at the condition, make the diagnosis, decide the plan, and hand it off in a format your staff can turn into presentation materials. Without it, what is in your head never makes it cleanly onto paper, and the case stalls. Do the same thing with fees. A simple spreadsheet that tabulates the fee beats doing it from memory every time. You will be faster and, more [...]

Why Use a Treatment Planning Checklist for Casesjames2026-06-16T00:00:00-04:00

Marking Up X-Rays for a Patient Case Presentation

james2026-06-16T00:00:00-04:00

How should I mark up X-rays and photos for a patient presentation? Keep it simple and understandable, and let the patient see the bird's eye view instead of a clinical lecture. Pick the simplest photos and X-rays they can actually relate to, then make a few plain notations on them. The how does not matter much. Use a graphics tablet, use a mouse, or draw on a physical printout and have someone digitize it later. What matters is that the illustrations come from the dentist doing the diagnosis, not from staff guessing what you meant. The patient does not need to [...]

Marking Up X-Rays for a Patient Case Presentationjames2026-06-16T00:00:00-04:00

Why Your Team Should Name Barriers to Treatment

james2026-06-16T00:00:00-04:00

Why should my whole team weigh in on barriers to treatment? Because no single person sees the whole patient. Everyone on the selling team picks up on something different. Your assistant catches a comment you missed, your coordinator reads a hesitation you did not, and you noticed a reaction nobody else did. So during the huddle, ask each of them straight out what they think is standing between this patient and saying yes. Plenty of times you will all land on the same answer, and that is fine. But the value is in the times you do not, when someone names [...]

Why Your Team Should Name Barriers to Treatmentjames2026-06-16T00:00:00-04:00

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