Blog - Page 4 of 310 - The McAnally Selling System

Coaching Your Dental Team to Close Bigger Cases

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

Does coaching actually matter for closing big dental cases? It matters more than almost anything else, and the evidence is everywhere outside dentistry. Nobody becomes a world class pianist or a Derek Jeter on raw talent and reps alone. There is always a coach in the picture, someone watching, pointing at the specific flaw, and pulling the skill up past where the person could get on their own. The same is true for the people closing consults in your office. You can let them grind out calls for years and they will plateau, or you can put a coach on them [...]

Coaching Your Dental Team to Close Bigger Casesjames2026-06-18T00:00:00-04:00

Uber vs Taxi: Patient Experience Feedback Lessons

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

Why is the Uber versus taxi comparison relevant to my dental practice? Because it explains why two operations doing the same job deliver wildly different experiences. Get in a regular city cab and you are gambling on a bad ride, a dirty car, a driver who has done this for years and never improved. Why? No feedback, no deliberate practice, so they coasted into mediocrity. Uber is not magic and the driver is not deliberately practicing either, but the rating after every ride creates a feedback loop, and suddenly even a mediocre Uber beats most cabs. Your practice is the same. [...]

Uber vs Taxi: Patient Experience Feedback Lessonsjames2026-06-18T00:00:00-04:00

Deliberate Practice vs Just Practice for Dental Teams

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

What is the difference between practice and deliberate practice for my dental team? Regular practice is just showing up and doing the thing again. A golfer playing rounds, a coordinator taking calls all day, both are accumulating experience but not necessarily improving. Deliberate practice is different. You pinpoint one specific thing you want to change, you set a goal around it, and then you run an activity built only to change that. So if your coordinator keeps losing people at the point where money comes up, you do not just have them take more calls. You isolate that moment, role play [...]

Deliberate Practice vs Just Practice for Dental Teamsjames2026-06-18T00:00:00-04:00

The Unlearning Curve: Why Staff Skills Slide Back

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

Why do my treatment coordinators get good and then slide back to average? Because skill is not a thing you earn once and keep forever. A Swedish psychologist named Anders Ericsson mapped this out. You climb a curve as experience and practice build your skills, you hit a plateau, and then without deliberate practice and feedback you start to forget and slide back down. I call it the unlearning curve. Plenty of practices send their team to a course, get a bump, and a year or two later they are right back where they started. They drifted because nobody kept the [...]

The Unlearning Curve: Why Staff Skills Slide Backjames2026-06-18T00:00:00-04:00

Why Dental Phone Skills Are a Real Professional Job

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

Is answering the phone at a dental practice really a skilled job? Yes, and treating it like grunt work is one of the most expensive mistakes I see. The person taking inbound calls from prospective patients is doing professional skill work, not receptionist work. They are not just sending texts and shuffling paper. They are deciding whether a stranger with a real problem ever walks through your door. Most front desk people undervalue themselves badly, partly because nobody ever explained what they were actually doing or gave them real training. So they default to the lowest version of the role. Closing [...]

Why Dental Phone Skills Are a Real Professional Jobjames2026-06-18T00:00:00-04:00

How Patient Experience Drives Future Implant Cases

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

How does the patient experience after treatment affect future implant cases? It feeds everything that comes next. How you present and deliver a case shapes how happy that patient is afterward, and a happy patient gives you testimonials. Those testimonials bring in more patients, which means more cases. It compounds. There's another loop most dentists ignore. A satisfied patient becomes someone who defends your treatment plan to the spouse, the adult child, or the friend who would otherwise talk them out of it. The people around a patient often hold veto power over a big case, and a great experience turns [...]

How Patient Experience Drives Future Implant Casesjames2026-06-18T00:00:00-04:00

Keeping Patient Promises Builds Case Acceptance

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

Why does doing what you say you'll do matter for case acceptance? Because it's the quietest form of proof a patient ever gets. When you say you'll call Tuesday and you call Tuesday, you've just shown that person, without a word about implants, that you keep your commitments. Now stretch that across a $40,000 treatment that runs for months. Every promise you keep before they pay you tells them what your promises will be worth after they pay you. Patients are reading these small reliabilities constantly, often without realizing it. Break a few and the trust quietly drains, no matter how [...]

Keeping Patient Promises Builds Case Acceptancejames2026-06-18T00:00:00-04:00

Why Mastering Case Presentation Pays Dental Staff

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

Does mastering dental case presentation actually pay off for staff members? More than almost any other skill they could learn. I had a young man join one of our practices over a decade ago, hungry and excited, and he made himself a master of the presentation process. Ten years on, what he gets paid is remarkable, purely because he's so good at helping patients say yes to big cases. And here's the part staff miss. This skill is rare. Almost nobody walks into a fee-for-service practice already knowing how to present large cases, so it's in high demand and it travels. [...]

Why Mastering Case Presentation Pays Dental Staffjames2026-06-18T00:00:00-04:00

Capturing Caller Information Decides Your Case Count

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

How important is capturing caller information at the front desk? It's one of the highest-payoff details in the whole practice, and it's usually the worst handled. Every call is a fish you've drawn in with your message, and the better you are at capturing information about that fish, the more cases you do and the more clearly you understand what your advertising is actually producing. When the front desk lets a caller hang up without name, number, and a way to follow up, you've spent good money to catch the fish and then dropped it back in the water. You can't [...]

Capturing Caller Information Decides Your Case Countjames2026-06-18T00:00:00-04:00

Stop Prejudging Patients Before They Walk In

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

Why is it a mistake to judge a new patient call before they arrive? Because a prospective patient is like an Easter egg. You really can't tell what's inside until you open it. Some eggs hold a boring little prize, plenty hold a decent one, and now and then one holds something amazing. The trouble is they all look about the same from the outside. The same goes for the people calling about a full-arch case. Until you get them in front of you, in person, you have no honest idea who is sitting on the resources, the motivation, or the [...]

Stop Prejudging Patients Before They Walk Injames2026-06-18T00:00:00-04:00

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