Blog - Page 78 of 310 - The McAnally Selling System

Confirm the Patient Treatment Choice to Win Case Acceptance

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

Should I confirm a patient's treatment choice during the presentation? Yes, and out loud. People want to know they're making a good decision, especially with a big number attached. When the doctor lays out an option you'd happily do on your own spouse, someone in the room should say it plainly. That's a great choice. If the patient pokes at it, say it again. That's a good choice, a very good choice. This isn't manipulation. You genuinely believe in the option or you wouldn't offer it. The confirmation just removes the doubt that makes people stall. Silence after a recommendation reads [...]

Confirm the Patient Treatment Choice to Win Case Acceptancejames2026-06-16T00:00:00-04:00

The Financial Coordinator Role: Your Real Case Closer

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

What is the role of a financial coordinator in closing large dental cases? Your financial coordinator is the closer. That is the part most practices get wrong. They pour months of effort into phones, diagnostics, photos, and the doctor's clinical presentation, then hand the patient to someone who treats the money conversation like paperwork. You don't drop the ball on the one-yard line. The coordinator carries the whole thing across, and the whole thing is the patient saying yes to something good for themselves. So train that person like the role matters, because it does. They confirm the options are good [...]

The Financial Coordinator Role: Your Real Case Closerjames2026-06-16T00:00:00-04:00

Why Charge a Real Diagnostic Exam Fee

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

Why charge a meaningful fee for a diagnostic exam? Because what is free gets treated as worthless, and a serious decision deserves a serious gate. Charging a real fee for the diagnostic exam does two things at once. It sets the stage for seriousness, telling the patient this is a substantial process worth their investment, and it screens out the tire kickers who were never going to move forward. Think of it like a deposit on a custom job. The deposit is not really about the money, it is about commitment, and it tells you who is real. A patient who [...]

Why Charge a Real Diagnostic Exam Feejames2026-06-16T00:00:00-04:00

Patient Screening Before a Big Case Exam

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

What screening should happen before a big case exam? A lot, and if you are doing it right the patient has been qualified several times before they ever sit in your exam chair. The information packet screens first, and fee information may have gone out in it. Any consultation involves an application that both qualifies them and motivates them on what they stand to lose. Fee framing happens if they ask. So by the time someone arrives for the full diagnostic exam, they have already been filtered, paid a meaningful exam fee that signals seriousness, and committed something. That layering is [...]

Patient Screening Before a Big Case Examjames2026-06-16T00:00:00-04:00

Pausing After Stating a Fee to a Patient

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

Why is pausing after I state a fee so important? Because silence does work that talking cannot. When you give a patient a fee range, the instinct is to barrel into the next sentence to escape the discomfort. Resist it. Pause. Let the number sink in. Give the patient room to react, to think, or to tell you something you needed to hear. Most dentists never learn what a patient really feels about a fee because they talk over the moment that would have revealed it. That pause is not awkwardness, it is respect, and it is information gathering. The discomfort [...]

Pausing After Stating a Fee to a Patientjames2026-06-16T00:00:00-04:00

Justifying a Fee Range So It Sounds Credible

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

How do I justify a fee range without sounding like I made it up? Anchor it to other patients, not to thin air. When you state a number out of nowhere it sounds invented, and the patient feels it. So tie the range to reality. Tell them that based on other patients you have seen, treated, and are treating with problems similar to theirs, the fee for their care can range from this to this. That single phrase, based on other patients with similar problems, changes everything. It signals you have done this many times and the number is grounded in [...]

Justifying a Fee Range So It Sounds Crediblejames2026-06-16T00:00:00-04:00

Treatment Options Versus Budget in Case Acceptance

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

Should I present treatment options or work to a patient's budget? Offer options, almost always. After I frame the range I give the patient a choice. I can build a set of options at different costs and benefits, or I can stick to a strict budget and show what is possible within it. Which do you prefer? About ninety-five percent choose options, which is exactly what you want, because options let you present value instead of squeezing care into an arbitrary number. The old budget-first approach is silliness. No one walks around with a dental budget. Most households do not budget [...]

Treatment Options Versus Budget in Case Acceptancejames2026-06-16T00:00:00-04:00

Documenting the Fee Range You Quote Patients

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

Why should I write down the fee range I quote a patient? Because you will forget it, and the patient will not. The moment you say a range out loud you have set walls. The final treatment options and fees have to land inside those walls, or you look inconsistent and untrustworthy. So note exactly what you said on the chart, in writing, every time. There is a blank for it on my checklist for a reason. Weeks later, when you are constructing the actual plan, that written number keeps you honest and keeps you from drifting outside the range you [...]

Documenting the Fee Range You Quote Patientsjames2026-06-16T00:00:00-04:00

When to Give a Dental Fee Range to Patients

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

When in the patient process must I give a fee range? By the diagnostic visit it is an absolute must, one hundred percent, no exceptions. Earlier than that the rules flex. In your information packets you can include ranges, and you almost always should in a consultation packet. At a free consultation, if someone has demanded a number over and over, you can give a less precise range to satisfy them. But at diagnostics the time for vagueness is over. The patient is invested, you are about to build a real plan, and they need to know the realistic ceiling and [...]

When to Give a Dental Fee Range to Patientsjames2026-06-16T00:00:00-04:00

Fee Framing: Prevent Sticker Shock in Dentistry

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

What is fee framing in a dental case presentation? Fee framing is giving the patient a realistic range, low end to high end, before you ever present the actual treatment plan and number. It is one of the most important guardrails against financial surprise, and skipping it is how dentists get ambushed by sticker shock at the worst possible moment. You do not pull the range out of thin air. You base it on reality. Tell the patient that based on other patients you have seen and treated with similar problems, care can range from this to this. Then pause. Let [...]

Fee Framing: Prevent Sticker Shock in Dentistryjames2026-06-16T00:00:00-04:00

Previous 777879 Next

Big Case Marketing Blog