Blog - Page 48 of 310 - The McAnally Selling System

Build Strengths Over Weaknesses to Grow a Practice

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

Should I focus on fixing my weaknesses or building on my strengths to grow my practice? Build on strengths first. Most dentists burn a year trying to drag every weakness up to average, and they end up exhausted with a practice full of mediocre, slightly-better things. That is the wrong target. The faster path is to look at what you already have on your plate, or can quickly make available, and ask what you can really maximize. Is it time? Is it your ability to pull other people in to help? Is it a skill you already do better than anyone [...]

Build Strengths Over Weaknesses to Grow a Practicejames2026-06-16T00:00:00-04:00

Beating Shiny Object Syndrome in Your Dental Practice

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

Why do dentists keep getting distracted by new equipment and shiny objects? Because the new and shiny is built to entice you, and it works on all of us, in the practice and in personal life. There is always a newer scanner, a flashier course, a marketing angle promising to fix everything. Chasing it feels like progress, but it is usually just motion. The discipline is picking the one opportunity that actually moves you toward where you want to be in a year, and staying locked on it. When I run this exercise I let people list several, then I force [...]

Beating Shiny Object Syndrome in Your Dental Practicejames2026-06-16T00:00:00-04:00

Naming the Dental Practice Risks That Stall Your Year

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

What are the biggest risks that stop a dental practice from hitting its goals? You already know them. I call them the elephants in the room, and every doctor I talk to can name theirs in about ten seconds once they stop pretending the elephants are not there. Some are personal behavior, the habits you keep avoiding. Some are economic, the conditions in your local market. The point is to list them all out and then rank order them from worst to least. Naming a risk is not enough. For each one you have to write the plan that gets rid [...]

Naming the Dental Practice Risks That Stall Your Yearjames2026-06-16T00:00:00-04:00

Why Writing Down Goals Makes Dentists Follow Through

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

Why should I write my practice goals down instead of just keeping them in my head? Because you live up to what you write down. I am convinced of this after watching hundreds of dentists. When you put your physical hand to paper, the goal stops being a daydream and becomes a commitment you feel obligated to honor. A goal in your head is easy to renegotiate at two in the morning when you are tired and discouraged. A goal on paper, posted where you and your team see it, does not let you off the hook so easily. That is [...]

Why Writing Down Goals Makes Dentists Follow Throughjames2026-06-16T00:00:00-04:00

How to Set a 12-Month Practice Goal That Sticks

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

How do I set a meaningful 12-month goal for my dental practice? Stop writing tasks and start writing the result. The single question I ask myself every year is this: if we met again 12 months from now, what would have to happen for you to be happy with where you are compared to today? That framing changes everything. You are not listing what you will do, you are describing the place you want to stand in a year. Make it visible and tangible, not a vague feeling. Write it on paper, not in your head, because a goal you cannot [...]

How to Set a 12-Month Practice Goal That Sticksjames2026-06-16T00:00:00-04:00

Why Confidence in Selling Cases Comes Last

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

Why is confidence the last thing to develop in selling big cases? Because confidence is earned, not installed. A lot of dentists want to feel sure of themselves the moment they learn a new approach, and it does not work that way. Confidence and mastery sit at the end of the process, after the foundation and after the growth. They come from two things you cannot rush. Time, and practice that you actually inspect. You have to put real reps in, watch your own performance honestly, and refine it over months. Only then does the calm certainty show up, and when [...]

Why Confidence in Selling Cases Comes Lastjames2026-06-16T00:00:00-04:00

Whose Job Is It to Follow Dental State Laws?

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

Whose responsibility is it to follow dental laws in my state? Yours, fully and without exception. No training program, mine included, can possibly know the rules of every state and province. The regulations on how you present treatment, advertise, finance cases, and run consultations differ from place to place, and they change. So when you take general principles and apply them, you are the one who has to check that what you are doing meshes with your own jurisdiction. If something in a teaching does not fit your state's laws, that is on you to catch and adjust before you act [...]

Whose Job Is It to Follow Dental State Laws?james2026-06-16T00:00:00-04:00

Should You Train Your Whole Dental Team Together?

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

Should I let my team attend the same sales training I do? Yes, and not as passengers. Bring your team through the same training you go through, because the way you present and accept cases is a team effort, not a solo act. There is a real reason for this beyond information. Change sticks when people are surrounded by others doing the exact same thing, when they relate to who is teaching, and when the material gets repeated. If you are the only one in the building who learned the new approach, you are trying to change in isolation, and that [...]

Should You Train Your Whole Dental Team Together?james2026-06-16T00:00:00-04:00

Why Paying for Dental Training Wont Get Results

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

Why does paying for dental training not guarantee results? Because the fee buys you access, not the outcome. I will be blunt with you. If you write the check and then do nothing, that is a great deal for whoever took your money and a terrible deal for you. The materials sitting on your shelf change nothing. You have to show up, do the work, get direction, and put the skills into practice. There is no version where the money alone produces a better practice. Think of a gym membership. The card in your wallet has never once made anyone fitter. [...]

Why Paying for Dental Training Wont Get Resultsjames2026-06-16T00:00:00-04:00

Can You Raise Average Case Size in Six Months?

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

Is it realistic to raise my average case size in six months? It is realistic, but only if you understand what six months actually buys you. Six months is the foundation window, not the finish line. In that time you learn the system, you learn the checklist, you add the capability to present larger cases at appropriate fees. That is huge, but it is the setup, not the payoff. The growth and the bigger numbers come from practicing it, measuring what you do, and inspecting your own performance over time. So when a dentist asks me if average case size jumps [...]

Can You Raise Average Case Size in Six Months?james2026-06-16T00:00:00-04:00

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