Blog - Page 49 of 310 - The McAnally Selling System

One Clarifying Question to Set Your Yearly Goals

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

What is a good question to set my goals for the next year? Here is the one I use, and it cuts through the fluff fast. Imagine you and I sit down together exactly twelve months from now. What would have to have happened, in that time, for you to be genuinely happy with where you are compared to right now? That is it. Notice it doesn't ask what you hope for or what would be nice. It forces you to define the actual conditions that would make the year a real win. Do this for your practice goals, your case [...]

One Clarifying Question to Set Your Yearly Goalsjames2026-06-16T00:00:00-04:00

Why You Should Record Your Case Presentations

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

Why should I record myself doing case presentations? Because you cannot fix what you never actually see. Vladimir Horowitz, one of the greatest pianists who ever lived, was among the first musicians to record himself and then sit down and critically pick apart his own playing. He didn't even know how to run the equipment, so he paid someone to operate gear that cost thousands of dollars back when thousands meant something. He did it because that is what real pros do. Tiger Woods records his swing. The best in any field study themselves on tape. Here is the gift you [...]

Why You Should Record Your Case Presentationsjames2026-06-16T00:00:00-04:00

How to Hold Myself Accountable in My Practice

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

How do I hold myself accountable to a six month practice plan? Start by being honest about whether you can hold yourself accountable at all. Most people can't, and there is no shame in that. The trick is deadlines, and not all deadlines are equal. A soft deadline is when you write the next milestone on your calendar and treat its arrival as the cutoff for finishing the last batch of work. Nobody is going to walk into your office and demand to see results, so a soft deadline only works if you genuinely respect your own calendar. A hard deadline [...]

How to Hold Myself Accountable in My Practicejames2026-06-16T00:00:00-04:00

Make Behavior Change Stick: Three Proven Things

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

What actually makes a behavior change stick? Three things, and they are simpler than you expect. Behavioral programs that successfully alter human behavior, across all kinds of situations, come down to the same trio every time. First, you have to be around other people doing the exact same thing you are trying to do. That is why showing up to a room of other dentists working on the same skill matters so much. You can't hide. Second, you have to relate to and trust whoever is giving you direction. If you don't respect the source, the message bounces off. Third, the [...]

Make Behavior Change Stick: Three Proven Thingsjames2026-06-16T00:00:00-04:00

Why You Fail to Follow Through on Practice Goals

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

Why do I keep failing to follow through on practice goals I set? Because you are missing direction, not willpower. There is a book called Change or Die where researchers looked at heart patients told flatly that they had to change their behavior or they would not survive. Life or death, their choice. Want to guess how many actually changed on their own with no direction? One in nine. These are people facing death, and eight out of nine could not do it alone. So if grown adults cannot change to save their own lives without outside direction, what makes you [...]

Why You Fail to Follow Through on Practice Goalsjames2026-06-16T00:00:00-04:00

Do You Need a Coach to Grow Your Dental Practice?

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

Do I really need a coach to grow my dental practice? Yes, and the dentists who resist this hardest are usually the ones who need it most. Look at the best performers in any field. Tiger Woods has cycled through coach after coach, and he is one of the most successful golfers who ever lived. Arnold Palmer hired a new coach late in his career when he already had all the money in the world. He did it because he wanted to enjoy the game again, and the coach delivered that. These are people at the absolute top who still pay [...]

Do You Need a Coach to Grow Your Dental Practice?james2026-06-16T00:00:00-04:00

How to Increase Case Acceptance Without Shortcuts

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

Why can't I just increase my case acceptance overnight? You can't, and any program that tells you otherwise is selling you the version where wings swoop in and carry you up the mountain. That belief feels good and it doesn't work. Real change happens in three stages. First you lay a foundation, which means learning the system and the checklist for how you present big cases. Then you grow, putting it into practice over weeks. Only after that do you get acceleration, where suddenly the cases close and it looks magical to everyone watching. Most dentists want the acceleration without doing [...]

How to Increase Case Acceptance Without Shortcutsjames2026-06-16T00:00:00-04:00

Happiness in Dental Practice and the Work You Love

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

How does happiness in practice connect to doing more procedures I love? The two feed each other, and most dentists badly underestimate it. When you do more of the procedures that put you into a state of flow, the deep focus where the work absorbs you and time disappears, you come home different. Doctors who make this shift report real changes in their happiness, in the operatory and at home. It is not a soft side benefit. It is a direct result of changing your behaviors and your environment so your days fill with work that engages you instead of work [...]

Happiness in Dental Practice and the Work You Lovejames2026-06-16T00:00:00-04:00

Ethical Selling Serves Patients, Not Just Your Revenue

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

Is ethical selling really good for the patient or just for my revenue? It is good for the patient first, and that is the whole point of doing it ethically. Ethical selling is getting a patient to do something genuinely good for them. The goal is to engage them emotionally, then get them committed to follow through with treatment that improves their health. A patient who needs the work but walks out undecided does not get helped. The disease keeps progressing. So the dentist who shrugs and says he does not want to push has failed the patient, not protected them. [...]

Ethical Selling Serves Patients, Not Just Your Revenuejames2026-06-16T00:00:00-04:00

Capture Clinical Opportunities in Your Local Market

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

Can clinical opportunities exist in my area that I am unable to capture? Yes, they can, and that is the painful part. There are real clinical opportunities sitting in your local market right now that you simply cannot harvest, not because of skill but because the nonclinical side of your practice is not built to capture them. A patient who needs full arch work may be a mile from your door, ready to proceed, and still end up elsewhere because your practice could not get the opportunity in front of the right doctor and could not lead the conversation that closes [...]

Capture Clinical Opportunities in Your Local Marketjames2026-06-16T00:00:00-04:00

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