Blog - Page 47 of 310 - The McAnally Selling System

What Patients Really Want From a Dentist

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

What do patients really want from a dentist? Six things, and they are universal no matter how the patient found you. They do not want to be hurt, ever, from the shot to the cleaning to the recovery afterward. They want to understand what you are saying. They want options, but not too many. They want their specific fears eliminated, which means you have to ask, because most patients will never volunteer what actually scares them. They want to be respected, same as you do. And they want help choosing, the guardrails that keep them from feeling lost. Notice that not [...]

What Patients Really Want From a Dentistjames2026-06-16T00:00:00-04:00

How Many Treatment Options to Give a Patient

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

How many treatment options should I give a patient? Fewer than you think, but not just one. Patients see you as the expert and they genuinely want options put together for them. What they do not want is too many. Hand someone six paths and a stack of pros and cons and you have not helped them, you have paralyzed them. Almost nobody decides as an island. We gather information, then we want an expert to narrow it and help us choose. So give them a tight set of real choices and then provide what I call guardrails, the gentle structure [...]

How Many Treatment Options to Give a Patientjames2026-06-16T00:00:00-04:00

Why Patients’ Eyes Glaze Over During Case Presentation

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

Why do my patients' eyes glaze over when I explain treatment? Nine times out of ten it is not the patient and it is not the complexity of the case. It is how you presented the information. Think back through the consults where you lost someone and you will recognize the pattern. You talked like a clinician to a layperson and their brain checked out. Patients want to understand what the heck you are talking about. That is one of the deepest things they want from you, right alongside not being hurt. So the fix is not more detail, it is [...]

Why Patients’ Eyes Glaze Over During Case Presentationjames2026-06-16T00:00:00-04:00

Record Your Case Presentations to Get Better Fast

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

Why should I record and critically review my own work as a dentist? Because the cost of doing it dropped to almost nothing and the payoff is huge. There was a time when recording someone took serious money and bulky equipment. Now the smartphone in your pocket, a few hundred dollars, can capture everything you do. If you genuinely want to be a pro, you record yourself and then you critically evaluate what you are up to. Watching yourself present a case, or handle a consultation, shows you the habits you have no idea you have, the filler words, the rushed [...]

Record Your Case Presentations to Get Better Fastjames2026-06-16T00:00:00-04:00

How Often Dentists Should Revisit Practice Goals

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

How often should I revisit and update my practice goals? Every year, without exception. I do it personally every single year, and I would never tell you to do something I do not do myself. The clarifying exercise is not a one-time event you frame on the wall and forget. Its whole purpose is to clarify where you are right now and where you want to be 12 months out, and both of those move. Can your answers change in six or twelve months? Of course they can, and they should, because your life and your market are not frozen. What [...]

How Often Dentists Should Revisit Practice Goalsjames2026-06-16T00:00:00-04:00

How to Build Real Dental Team Alignment on Goals

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

How do I keep my whole dental team aligned on the same goals? Have everyone write their own answers, then post all of them where the team sees them daily. I do not just hand the doctor a goal exercise. I have every team member set a goal for the training and for their own lives too, because a goal someone chose for themselves pulls harder than one assigned to them. Once the doctor's answers and the individual answers are written, they go up somewhere prominent in the office so the whole group reviews them as the year goes on. That [...]

How to Build Real Dental Team Alignment on Goalsjames2026-06-16T00:00:00-04:00

Why Dentists Fail to Grow Despite All the Training

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

Why do so many dentists fail to grow their practice despite all the training? It is almost never about technique. I have watched plenty of doctors take in every system and tool you could hand them and still walk out without getting what they wanted. The common thread is that they will not own their results. They believe, deep down, that something outside them is responsible for where they are, the market, the staff, the patients, the economy. As long as that belief sits there, no amount of training sticks, because they have already handed away control. The doctors who change [...]

Why Dentists Fail to Grow Despite All the Trainingjames2026-06-16T00:00:00-04:00

Complete Ownership Mindset for Dental Practice Results

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

What does it mean to take complete ownership of my dental practice results? It means you accept two sentences with no ifs, ands, or buts: I am the problem. I am the solution. Unless you are physically or mentally disabled, those are both true, and I mean that. Every doctor who walks out of my orbit without getting what they wanted in their practice failed on exactly this point. They did not fundamentally believe those two sentences. The excuses, the it is the economy, the patients in my town will not pay, the I cannot do this, all of it traces [...]

Complete Ownership Mindset for Dental Practice Resultsjames2026-06-16T00:00:00-04:00

Keeping a Gratitude List Where You Will Actually See It

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

What is the best way to actually keep a gratitude list and use it? Make it physical and put it where you cannot miss it. A gratitude list that lives in an app you never open does nothing. Write down the things you are genuinely grateful for, the ones that make you say that is why I do these things, then post it somewhere you pass constantly. I have mine attached to the monthly calendar beside my desk, next to my schedule, so I see it three or four times a week without trying. That placement is the whole trick. You [...]

Keeping a Gratitude List Where You Will Actually See Itjames2026-06-16T00:00:00-04:00

Why a Gratitude List Fuels Motivation for Dentists

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

How can a gratitude list actually help my dental practice and my motivation? Gratitude is one of the strongest motivators you have, and most dentists ignore it. Here is the problem. We live surrounded by abundance, and abundance makes it absurdly easy to lose sight of how good we have it. I read a lot of history, and when you do, you realize the peace, the security, and the health you walk around with every day are luxuries most humans never had. A gratitude list pulls that back into focus. Write down the things you are deeply grateful for, the ones [...]

Why a Gratitude List Fuels Motivation for Dentistsjames2026-06-16T00:00:00-04:00

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