Blog - Page 65 of 310 - The McAnally Selling System

Why Custom Patient Education Beats Manufacturer Handouts

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

Why are custom patient education documents better than manufacturer handouts? Because the manufacturer does not know your practice, and the patient can tell. The glossy brochure that comes in the implant box is generic by design. It speaks to no one in particular and it sets you apart from no one. When you write your own handouts, in your voice, explaining your steps and your expectations for this procedure in your office, you do two things at once. You manage the patient better, because the document matches what they will actually experience with you. And you separate yourself from every other [...]

Why Custom Patient Education Beats Manufacturer Handoutsjames2026-06-16T00:00:00-04:00

Insurance Indemnity Documents and Charging Full Fees

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

Should I use insurance indemnity documents to charge full fees? If you are treating a patient who is technically under an insurance contract but you are doing the case outside that contract, you need the right paperwork to do it cleanly. That usually means an indemnity document or a HIPAA patient release, depending on the situation. These are what let you collect your full fee on a major case instead of being squeezed into a contracted rate. This is not a place to wing it. The documents have to fit your state and your contracts, so get properly drafted versions or [...]

Insurance Indemnity Documents and Charging Full Feesjames2026-06-16T00:00:00-04:00

How a Signed Contract Locks In Patient Commitment

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

Why does signing a contract make patients more committed to treatment? Because writing changes behavior. There is a real psychology here: people live up to what they put in writing in a way they never live up to a verbal nod across the operatory. When a patient signs a document agreeing to the fees and the plan, they are no longer just thinking about treatment, they have publicly committed to it. That signature fills in the blanks on both sides, what you owe them and what they owe you, so nobody drifts into vague assumptions. It also quietly raises the stakes [...]

How a Signed Contract Locks In Patient Commitmentjames2026-06-16T00:00:00-04:00

Firing Difficult Patients the Professional Way

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

Is it ever okay to fire a difficult dental patient? Yes, and you already know the patient I mean. The one you dread seeing, who turns a good day sour, who creates headaches no fee makes worth it. Life is too short to keep absorbing that. But fire them like a professional. The whole letter takes the responsibility onto yourself. You do not blame the patient. You say you have been reappraising your relationships, your practice is changing, and you have realized you can no longer serve them the way they deserve to be served. So you are resigning from the [...]

Firing Difficult Patients the Professional Wayjames2026-06-16T00:00:00-04:00

Make the Final Appointment a Celebration to Remember

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

How should I handle the final appointment of a big implant case? Make it an event. The patient handed you a substantial sum of money and waited months for this day, so do not let it pass like a routine cementation. Here is the trap: by the end of a long case, emotions are unpredictable. The patient may not be as overjoyed as you assumed they would be, which means the final day needs more emotional weight, not less. Set a tickler the moment the case starts so you never miss it, even if you do not yet know the exact [...]

Make the Final Appointment a Celebration to Rememberjames2026-06-16T00:00:00-04:00

Keeping Patients Happy Through a Long Dental Treatment

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

How do I keep patients happy during a long dental treatment plan? You have to plan for fatigue before it shows up. A patient who is thrilled on day one tells you nothing about how they will feel in month seven. Emotions drift, and you cannot predict where they land. On a long case, seven, eight, nine months, a patient gets sick of the chair, sick of the drive, sometimes sick of you, and then the big delivery day arrives and it does not feel special anymore. So build a special check in partway through. A card, a note, a small [...]

Keeping Patients Happy Through a Long Dental Treatmentjames2026-06-16T00:00:00-04:00

Why Writing Treatment Sequences Saves Years of Chair Time

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

Why should I write down my treatment sequences for major cases? Because the steps are sitting in your head, and that is the most expensive place to keep them. When you write out a treatment sequence from start to finish for each major case type, you start spotting waste. You find appointments you can combine or cut. Save one, two, three visits on a case type, then multiply that across every case over the years, and the time savings are huge. Writing it down also means the system survives you. Your team can run it and the quality stops depending on [...]

Why Writing Treatment Sequences Saves Years of Chair Timejames2026-06-16T00:00:00-04:00

Why Arbitration Agreements Protect Your Dental Practice

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

Are arbitration agreements worth using in a dental practice? I think they are, mostly to protect your time. An arbitration agreement keeps you out of a courtroom, which is where your days and your sanity go to die. You can put it in the front end paperwork when a patient joins the practice, or save it for the big case starts. Your call. It also dries up the incentive for contingency fee attorneys. In the United States most lawyers chasing dentists charge the patient nothing, because they plan to pull their fee out of whatever they squeeze from your liability carrier. [...]

Why Arbitration Agreements Protect Your Dental Practicejames2026-06-16T00:00:00-04:00

Use a Treatment Warranty to Close Big Dental Cases

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

Can a treatment warranty help close a large dental case? It can, and most dentists waste it. You already warrant your work, so you are carrying the risk whether you mention it or not. The mistake is keeping that promise silent. Put it in writing and hand it to the patient as part of their treatment. Now it stops being a back office liability and becomes a selling tool. Hand it over at the first clinical step and again at the end of treatment. Both times it does the same job. It reinforces that the patient made a smart decision and [...]

Use a Treatment Warranty to Close Big Dental Casesjames2026-06-16T00:00:00-04:00

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