Blog - Page 76 of 310 - The McAnally Selling System

Scheduling the Next Step Before the Patient Leaves

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

Why should I always schedule a next-step appointment even if the patient hasn't decided? Because the worst thing you can say is let me know when you're ready. That hands the entire decision to the patient and they'll sit on it forever. I always set a next step, usually a question and answer appointment within two weeks. I'll say, Mrs. Smith, I'm sending you home with everything we discussed, questions are going to pop up, and because our schedule fills fast I want to reserve time for you now. No matter what they say, I book something. Plenty of times that [...]

Scheduling the Next Step Before the Patient Leavesjames2026-06-16T00:00:00-04:00

Case Presentation Documents Every Patient Takes Home

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

What should a patient leave the office with after a case presentation? More than a handshake and a hope. By the time a patient walks out, they should have a copy of the signed case report, the initialed payment options sheet, the what will your friends and family say document, and your practice warranty and promise. That stack does work for you after they leave. The case report and options sheet keep the decision concrete instead of fuzzy memory. The friends and family document braces them for the doubters. The warranty reminds them you stand behind this. And before any of [...]

Case Presentation Documents Every Patient Takes Homejames2026-06-16T00:00:00-04:00

The Friends and Family Document That Protects Cases

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

How do I keep a patient from getting talked out of treatment by friends and family? You put out the fire before it starts. We spend so much effort holding a patient's hand and building confidence, then we send them back into the world where not everyone will cheer. I had a slam dunk patient, said yes right away, no spouse, no kids, true exception. As I scheduled him he mentioned he was going fishing with buddies that weekend. All I could picture was him casually telling two friends he's getting sixty six thousand dollars of treatment, and those friends, knowing [...]

The Friends and Family Document That Protects Casesjames2026-06-16T00:00:00-04:00

Fee Presentation Order: Why Highest to Lowest

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

In what order should I present multiple treatment fee options? Highest to lowest, and always have at least three. The order isn't an accident. When the biggest number lands first, every option after it feels more reasonable by comparison, and the patient anchors to the top instead of the bottom. Lead with the cheapest and you've quietly told them what you think they should spend. Three options also gives them room to choose rather than feeling cornered into yes or no on a single price. Pair each one with a deadline, because numbers, order, and deadlines are what keep things moving. [...]

Fee Presentation Order: Why Highest to Lowestjames2026-06-16T00:00:00-04:00

Why Fee Expiration Dates Drive Implant Case Decisions

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

Why should I put an expiration date on my treatment fees? Because a quote with no deadline tells the patient there's no reason to act, and most won't. I guarantee my fees and options for forty five days, and I explain why honestly. My suppliers change prices, and I genuinely can't promise their dental situation will stay the same, so addressing it sooner protects them. The testimonial discount carries its own thirty day clock. None of this is a pressure trick. It's the truth, and the truth happens to create motion. Have the patient initial beside each option and initial the [...]

Why Fee Expiration Dates Drive Implant Case Decisionsjames2026-06-16T00:00:00-04:00

In-House Dental Financing Terms for Large Implant Cases

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

Should I offer in-house financing for big cases, and what terms make sense? Yes, offer it, but keep it short and structured so you're not acting like a bank for years. In my practice the in-office plan runs over four months: twenty five percent down, then twenty five percent across each of the next three months. That's it. For anything longer, I point patients to outside lines of financing, which let them stretch treatment over a longer period without my practice carrying the risk. The reason I keep the in-house window tight is simple. The longer your money sits out there, [...]

In-House Dental Financing Terms for Large Implant Casesjames2026-06-16T00:00:00-04:00

Smart Implant Case Discounts That Actually Move Patients

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

What discounts should I offer on a large dental implant case? Build a few, and tie each one to something you actually want. I offer a five percent patient testimonial discount, because a real story at the end of treatment is worth that to me. I offer another five percent for paying up front with cash or check, since that's clean money with no processing cost. Credit card gets two point nine percent, which roughly covers my fee on the card. None of these are random. Each one trades a discount for a behavior that helps the practice. And here's the [...]

Smart Implant Case Discounts That Actually Move Patientsjames2026-06-16T00:00:00-04:00

Presenting Payment Options: What the Coordinator Should Say

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

What should the financial coordinator actually say when presenting payment options? Speak plainly and walk them down the sheet, option by option, after the doctor has handed it off. I might say, Peggy, since you have no questions on the presentation, let me go over the payment options we offer. If you go with option one, the fee is this. We'd like to offer you a five percent testimonial discount if you'll share your story at the end, because we think this will be life changing and we'd love to have it. Pay at the start with cash or check, another [...]

Presenting Payment Options: What the Coordinator Should Sayjames2026-06-16T00:00:00-04:00

Identifying Case Barriers Before a Big Implant Presentation

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

How do I find barriers that could derail a big implant case presentation? You hunt for them on purpose, before presentation day, with the whole team. The biggest barriers rarely show up as a clinical note. They surface in conversation. I had a patient wearing upper and lower dentures whose husband didn't know she had them. We picked that up just by talking during her complete physical, and it was an immediate red flag, because that's not something you want surfacing live in the room. So we told her gently that he needed to know and needed to be at the [...]

Identifying Case Barriers Before a Big Implant Presentationjames2026-06-16T00:00:00-04:00

Why I Prepare All Payment Options Before the Patient Decides

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

Should I prepare all the payment options ahead of time or wait to see what the patient picks? Prepare all three before the patient ever sits down. I never walk into a financial presentation with one sheet, because I have no idea which option they'll land on, and plenty of patients are still undecided when the doctor finishes. So I print each fee into its own document, all three ready to go, sitting there for the patient to take home. Think of it like a restaurant that only prints the menu after you order. That kills momentum. When everything is already [...]

Why I Prepare All Payment Options Before the Patient Decidesjames2026-06-16T00:00:00-04:00

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