Blog - Page 83 of 310 - The McAnally Selling System

Why You Get Blindsided by a Big Dental Case

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

Why do I keep getting blindsided by huge cases at the exam? Because the case escaped your process earlier, usually on the phone. When someone shows up and the extremity of the case catches you off guard, that is a sign your phone step missed it. The fix is on your checklist for major cases, the rule that says you bring the spouse or financial decision maker to the diagnostic visit. If you catch case size early, you never get surprised, and you never present a life changing number to a patient sitting there alone. So I do not want to [...]

Why You Get Blindsided by a Big Dental Casejames2026-06-16T00:00:00-04:00

The Next Step After a Low-Cost Dental Consult

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

What should happen right after a patient finishes a low-cost consult? Never leave the next step to chance. The worst thing you can do in selling is let a patient drift out the door with nothing scheduled. After the free or low cost consult, the doctor wraps up and a real person, your treatment planner or financial coordinator, walks the patient to the front. There you reinforce that it was good they came in, book them for the complete dental physical, take the fee, and tell them plainly what happens next. Always say it out loud. Let me tell you what [...]

The Next Step After a Low-Cost Dental Consultjames2026-06-16T00:00:00-04:00

How a Specialist Wins More Referral Cases

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

As a specialist, how can I get more big cases from my referring doctors? Teach your top referrers how to refer correctly. Most general dentists do not know how, and that is not their fault, nobody showed them. Pick your top five or top ten referring offices and invest real time, energy, and shoe leather teaching them to spot and hand off the right cases. One of the strongest moves is to pay the tuition for a top referring practice to learn proper selling alongside you. Think about the cases that come back as a byproduct. That single investment beats any [...]

How a Specialist Wins More Referral Casesjames2026-06-16T00:00:00-04:00

Should You Waive the Treatment Plan Update Fee?

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

Should I charge a fee to update a treatment plan for a returning patient? Usually no, and here is why. By the time someone comes back for a reevaluation, they have already paid once to learn all of this, and the odds of this case going forward are high. They are close. So charging another fee does nothing to help the buying psychology, and waiving it lets you do a little more reciprocity that pushes them toward the next yes. The small goodwill is worth more than the update fee. Charging or not will not change how the selling works on [...]

Should You Waive the Treatment Plan Update Fee?james2026-06-16T00:00:00-04:00

Re-Presenting an Old Treatment Plan a Year Later

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

A patient I presented to a year ago wants to come back. How should I handle it? Do not just rush back in and try to close the old case. If real time has passed, things have changed, and acting like they have not is a mistake. Reassess the clinical picture and update the complete dental physical. It may not be the full exam, but roll through quickly to see what is the same and what is not. Then update the fee range, because you are back to numbers and buying. Here is the part dentists miss. Your own thinking will [...]

Re-Presenting an Old Treatment Plan a Year Laterjames2026-06-16T00:00:00-04:00

Tracking the Annual CDP Offer in Hygiene Charts

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

How do I track which hygiene patients I have offered larger treatment to? Use the charting system you already have. You are already marking probings, charting, all the routine hygiene data, so add one more flag. Mark the chart for the annual complete dental physical offer, whether the chart is electronic or paper. The offer itself is just a verbal conversation, so train your hygienist to have it, or have the doctor step in first to start it. Either works. The reason this matters is that good intentions vanish without a system. If the offer lives only in someone's head, it [...]

Tracking the Annual CDP Offer in Hygiene Chartsjames2026-06-16T00:00:00-04:00

How to Make a Hygiene Patient Treatment Offer

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

How do I offer bigger treatment to my hygiene patients without being pushy? Give them a choice, nothing more. For your hygiene patients the move is simple. Offer them a complete dental physical with a possible fee range, and let them decide whether they want to go on. That is it. You are not closing anyone in the chair, you are handing them an option they never knew existed. Most of them are sitting in your system in various states of repair, ready for a real diagnostic workup, but nobody ever gave them the door to walk through. If you want [...]

How to Make a Hygiene Patient Treatment Offerjames2026-06-16T00:00:00-04:00

The Cost of Skipping Case Presentation Steps With Patients

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

Why is it a mistake to jump straight to case presentation with existing patients? Because you are guessing at what they know, and you are usually wrong. With patients who have been around a while, the temptation is to skip the early steps and go straight to presenting the case. That is how good dentists bomb out. The patient has forgotten the specifics, their clinical picture may have shifted, and you walk in talking like they remember a conversation from two years ago. They do not. Skipping steps with a familiar patient makes no more sense than skipping the exam. Run [...]

The Cost of Skipping Case Presentation Steps With Patientsjames2026-06-16T00:00:00-04:00

Why Your Patients Forget the Treatment Options You Offer

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

Why do longtime patients forget what dentistry I can offer them? Because forgetting is normal. We all do it, and frankly it keeps us sane. Your hygiene patients, your old prospects, the people you presented to two years ago, they have all let the details slip. They might remember it costs a lot, but they will not remember specifics, and they have no idea dentistry has changed since you last talked. New options, new materials, new approaches, none of it landed because you stopped telling them. So stop assuming they carry the knowledge you carry. They do not. That gap is [...]

Why Your Patients Forget the Treatment Options You Offerjames2026-06-16T00:00:00-04:00

Should You Apply the Exam Fee to Dental Treatment?

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

Should I credit the exam fee a patient already paid toward their treatment? Yes, and patients love it. They have already shown up and paid for a film and an exam. When you apply that money to the next step, they feel like they are not paying twice for the same thing. To them it reads as a discount, and that small piece of goodwill nudges them toward the next yes. This is basic reciprocity. You give a little, they feel obligated to move forward a little. It costs you almost nothing because the money is already in your account, and [...]

Should You Apply the Exam Fee to Dental Treatment?james2026-06-16T00:00:00-04:00

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