Blog - Page 59 of 310 - The McAnally Selling System

Why Getting Dental Insurance Claims Paid Got Harder

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

Is it harder to get dental insurance claims paid than it used to be? Yes, and it is by design. Talk to anyone who has been billing carriers for thirty years and they will tell you the same thing. Every year it is more downgrades, more bundling, more requests for narratives and radiographs, more denials you have to appeal. The carrier is not being lazy. They are running a business, and the way they stay in business is by holding onto more of the premium they collected. Their customer is the employer who wants low rates, not your patient and not [...]

Why Getting Dental Insurance Claims Paid Got Harderjames2026-06-16T00:00:00-04:00

Why Frozen Dental Insurance Maximums Hurt Your Practice

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

Why are frozen dental insurance maximums hurting my practice? Because the number has not moved while everything around it has. Dental insurance maximums got set back in the early 1970s, and for decades they have stayed frozen in place. A thousand dollar maximum in 1972 was real money. The same thousand dollars today, after forty plus years of inflation, buys a fraction of the care it once did. The plan looks like coverage, but in real terms it shrinks every year. That is a steady macroeconomic drag on every practice that still anchors its thinking to what insurance pays. So stop [...]

Why Frozen Dental Insurance Maximums Hurt Your Practicejames2026-06-16T00:00:00-04:00

Why Elective Dentistry Demands Better Case Value Selling

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

Why can't I grow my practice on $5000 cases and elective treatment? Because five thousand dollars does not buy much dentistry anymore, and almost nothing you do is mandatory. Outside of an out of control infection, most treatment is elective, which means the patient can always say no and walk. That changes everything about how you must communicate. Even the oral systemic connection, real as it is, gets treated as optional by most physicians and by the reimbursement system. So it falls to you to make that care feel necessary rather than nice to have. If you intend to present cases [...]

Why Elective Dentistry Demands Better Case Value Sellingjames2026-06-16T00:00:00-04:00

Dental Renaissance: Why New Technology Favors You Now

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

Why is now a good time to expand the dentistry I offer? Because the barriers that used to lock you out are gone. Not long ago it was nearly impossible to get access to certain knowledge held inside the specialties. If you wanted to move teeth, place implants, or do sinus lifts, the door stayed shut. That curtain has been lifted. Whatever procedure you want to learn, there is a program out there ready to teach it, and the materials are faster, stronger, and more cosmetic than anything we had before. I have called this a dental renaissance, and the name [...]

Dental Renaissance: Why New Technology Favors You Nowjames2026-06-16T00:00:00-04:00

Why Painless Dentistry Keeps Patients and Builds Trust

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

Why do patients reject dentists who hurt them, and how much does it cost me? Pain is one of the biggest reasons patients avoid and abandon a dentist, and it quietly shrinks your patient population. Ask any nervous patient what they fear and the answer is being hurt. So becoming completely painless is not a nicety, it is a business requirement, and you have to stay there. That standard cannot stop at you. Your associates and your hygienists must be painless too, because one rough cleaning undoes the trust you built in the operatory. The good news is that painless dentistry [...]

Why Painless Dentistry Keeps Patients and Builds Trustjames2026-06-16T00:00:00-04:00

Protect Case Presentation Through Staff Turnover

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

How do I keep case presentation quality after staff turnover? You document the process so it does not leave when people do. Staff changes are inevitable. New faces will cycle through your front office and treatment coordination no matter how good you are, and that is simply how practices run. If your selling skill lives only in one veteran employee's head, every resignation resets you to zero. The fix is a structured system you can use to retrain new staff the same way every time. When the steps and questions are written down as a checklist, onboarding a replacement becomes a [...]

Protect Case Presentation Through Staff Turnoverjames2026-06-16T00:00:00-04:00

Delegate Dental Selling Steps to Trained Staff

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

Should the dentist handle every selling step forever? No, and that is the goal of a good system. In the beginning you and your team should run cases from start to close together, so you learn every step yourself. But as you become an expert at the checklist, you can turn more and more of those steps over to trained staff. A system worth having should eventually remove you, the doctor, from much of the selling, if you commit to mastering it first and then truly let your team carry it. That only works if the process lives in a checklist, [...]

Delegate Dental Selling Steps to Trained Staffjames2026-06-16T00:00:00-04:00

Fund Clinical Training With Patient Cases You Treat

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

Can I get my clinical training course paid for through patient cases? You can, and most dentists never think of it. Many advanced courses have hands-on requirements, where you treat real cases under supervision. If you promote for exactly the cases your training covers, then use ethical selling to bring those patients in, the treatment fees can pay for the course itself. The patients get supervised, high-quality work, and you finish the program with revenue instead of just a bill. It is an advanced move, but the logic is clean. You were going to do those cases anyway as part of [...]

Fund Clinical Training With Patient Cases You Treatjames2026-06-16T00:00:00-04:00

Spillover Benefits of Dental Selling Skills

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

What are the spillover benefits of learning to sell big cases? They reach far past the implant case in front of you. Once you know how to communicate value, you handle hygiene patients and recall conversations better too. Every dollar you spend on marketing returns more, because you finally convert the patients it brings through the door instead of letting them walk. If you invest in clinical training, the selling skill gives you a direct route to actually doing those cases rather than collecting certificates. The skill compounds across the whole practice. So do not judge a selling system only by [...]

Spillover Benefits of Dental Selling Skillsjames2026-06-16T00:00:00-04:00

Ethical Selling Means Serving Patients, Not Pressuring

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

Is selling big dental cases compatible with serving patients ethically? Yes, and I would argue serving is the whole point. The best among us are the ones who serve the most people well. If you can now provide professional, ethical care to a wider range of patients, without leaving them embarrassed or hurt, you have become a better servant to them, not a worse one. Ethical selling is simply how you give a patient access to treatment they need and can benefit from. Refusing to talk about cost and commitment does not make you noble. It just leaves people stuck with [...]

Ethical Selling Means Serving Patients, Not Pressuringjames2026-06-16T00:00:00-04:00

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