Blog - Page 38 of 310 - The McAnally Selling System

Sending a Personal Note to Patients After a Consult

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

Should I send patients a personal note after their implant consultation? Yes, and make it dead simple so it actually goes out. Have the envelope addressed and stamped and the card ready before the patient even leaves. After the comprehensive exam the doctor writes two lines, signs it, and it is in the mail same day. The reason is that you are still building liking and trust, and the strongest compliment you can pay is to praise the decision they just made. Something like, you made a great decision to start looking into your dental health now, and we are glad [...]

Sending a Personal Note to Patients After a Consultjames2026-06-16T00:00:00-04:00

What the Parole Study Teaches About Decision Making

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

Does the time of a meeting really change a person's decision? What does the parole study show? Yes, and there is a study that should make every dentist uneasy. Researchers looked at roughly 1,100 parole hearings in Israel, prisoners up for early release. Same crimes, same paperwork, same reasons for and against. What predicted whether someone walked free was not the facts of the case. It was the time of day the hearing landed on the docket. Early slots and slots right after a break got favorable rulings. Late ones got the default answer, which was no. Now, your patient is [...]

What the Parole Study Teaches About Decision Makingjames2026-06-16T00:00:00-04:00

Treatment Presentation Timing: Schedule Big Cases Early

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

What time of day should I schedule a dental treatment presentation? Early. As early as you can get it. The single most important conversation in the whole sequence is the presentation, and good decisions happen when the patient's tank is full, which is the morning. As the day grinds on, people lose the ability to weigh pros and cons and they drift to the default, which is doing nothing. So put your biggest ask up front. If morning truly is not possible, take the slot just after the patient's lunch, not yours. There is a real bounce in decision-making energy once [...]

Treatment Presentation Timing: Schedule Big Cases Earlyjames2026-06-16T00:00:00-04:00

Decision Fatigue in Dentistry and Why Patients Say No

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

What is decision fatigue and how does it affect dental case acceptance? Decision fatigue is simple. You only get so many good decisions in a day, and every tiny choice spends a little of that reserve. What to eat, what to wear, every text and notification you answer, it all draws down the same account. By evening the account is low, and a tired brain stops weighing tradeoffs well. Your patient walks into your office somewhere on that curve and you have no idea where. This matters because a full-arch case asks them to compare option one, two, and three and [...]

Decision Fatigue in Dentistry and Why Patients Say Nojames2026-06-16T00:00:00-04:00

Build a Case Presentation Process That Closes Big Cases

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

Why do my big implant cases fall apart between the exam and the case presentation? Because you are winging it, and the gap between the diagnostic exam and the presentation is exactly where winging it gets you killed. Most dentists gather a mountain of records at the workup and then have no defined process for turning that into something the patient actually cares about seeing. So the material sits, the patient cools off, and the energy you built dies. Think of it like a kitchen. You can buy the best ingredients in the world, but if nobody plates the dish, the [...]

Build a Case Presentation Process That Closes Big Casesjames2026-06-16T00:00:00-04:00

Unique Reason: Why It Helps Dentists Win Patients

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

What is a unique reason and why does it matter for attracting implant patients? Your unique reason is the honest answer to why a patient should choose you over the clinic down the road or the big chain advertising on TV. Most dentists cannot say it out loud, which is why their marketing sounds like everyone else's, gentle, caring, state of the art, all the words that mean nothing. Your unique reason is not a slogan you invent. It is something true about how you practice, who you serve best, or what you refuse to compromise on. Once you find it, [...]

Unique Reason: Why It Helps Dentists Win Patientsjames2026-06-16T00:00:00-04:00

Who Should Delegate Patient Materials To On Your Team

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

Who on my team should handle building patient education materials? Not whoever has spare time, and not you. Pick the one person in your office known for follow-through. Every practice has someone who finishes what they start without being chased, and someone who means well but lets things drift for months. The materials that support your big cases are exactly the kind of project that dies in the second category. It is real work, gathering items, modifying templates, assembling the pieces into something patients actually receive. If you hand it to a drifter it will sit half-done forever. Give it to [...]

Who Should Delegate Patient Materials To On Your Teamjames2026-06-16T00:00:00-04:00

Build a Body of Evidence for Big Implant Cases

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

What is a body of evidence and why do I need one for high-value cases? When you ask someone to commit to a large implant case, words on your part are cheap. They have heard dentists talk before. What moves them is proof they can hold. That is what I call a body of evidence, a deliberate collection of testimonials, results, credentials, and stories that does the convincing so you do not have to keep selling yourself. Think of it like a courtroom. A lawyer does not just assert the client is innocent, he stacks exhibits until the conclusion feels inevitable. [...]

Build a Body of Evidence for Big Implant Casesjames2026-06-16T00:00:00-04:00

Why You Should Record Your Dental Consultations

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

Why should I record my own treatment consultations? Because you have no idea what you actually sound like in there. None of us do. You think you are clear, warm, and persuasive, and then you hear the tape and realize you talked for nine minutes straight and never asked the patient a single question. Record one of your first-visit consultations this week. Just one. Watch it the way a coach watches game film, not to feel good but to see what is really happening. Then do the same with your office tour. Most consultations fall apart in places the dentist never [...]

Why You Should Record Your Dental Consultationsjames2026-06-16T00:00:00-04:00

Is Your Patient’s Perception of the Problem Realistic?

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

How do I find out if a patient's view of their dental problem is realistic? Most patients walk in with a story about their mouth that is either wildly understated or built on fear, and almost never accurate. Your job is to find the gap before you ever talk treatment. I use a written application the patient fills out, because what someone writes down is more honest than what they say across a desk while reading your face. It tells me how they see the problem, how big they think it is, and how long they have been living with it. [...]

Is Your Patient’s Perception of the Problem Realistic?james2026-06-16T00:00:00-04:00

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