Blog - Page 85 of 310 - The McAnally Selling System

Stabilize a Dental Case vs Complete Dentistry

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

What is the difference between stabilizing a case and going to complete dentistry? These are two of the three honest choices you give a patient, and you should be clear about both. Stabilizing means you slow things down and buy time. The nice thing about modern technology is we can hold people in a stable state far longer than we used to. Even with severe perio you have lasers, you have antibiotics, you have a real understanding of the disease. So stabilizing is legitimate. Nothing wrong with it. Complete dentistry is the opposite end. You focus on the whole mouth and [...]

Stabilize a Dental Case vs Complete Dentistryjames2026-06-16T00:00:00-04:00

Handling an Emergency Dental Patient Not in Pain

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

How should I handle an emergency patient who isn't in pain? Pain comes first, always. If there is physical pain, your job is to eliminate it before anything else. But when an emergency or new patient shows up and they are not in pain, you owe them a choice, not a sales pitch for full-mouth work. Think about it from their side. They did not walk in that day having decided to be evaluated for something big. So that is not what they want to be sold, and pushing it triggers exactly the defensive responses that wreck good decision-making. What you [...]

Handling an Emergency Dental Patient Not in Painjames2026-06-16T00:00:00-04:00

Why Use a Patient Application Form for Every Visit

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

Why should I use a patient application form for every new patient? Use it on every single patient, no exceptions. Here is why. A real application lets the patient tell you what is actually bugging them and what they want from you, so you stop guessing. The standard medical and dental form you fill out now looks exactly like every other practice on the planet and differentiates nothing. An application that asks real questions puts you in a different category in the patient's mind before they ever meet you. The second reason matters just as much. The moment you stop and [...]

Why Use a Patient Application Form for Every Visitjames2026-06-16T00:00:00-04:00

What Ethical Selling in Dentistry Really Means

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

What does ethical selling actually mean in a dental practice? It means getting patients to do good things for themselves. That is the whole of it. You are competing in the marketplace against every other good and service that wants their money, and most of those things do nothing good for them. So when I help a patient make an emotional and intellectual decision to get treatment done, I am steering them toward something that genuinely improves their life. There is nothing slick about it. The work is in getting them engaged enough to decide, then giving them a real choice [...]

What Ethical Selling in Dentistry Really Meansjames2026-06-16T00:00:00-04:00

Handling Emergency Dental Patients and Pain Cases

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

How should my practice handle emergency patients and patients in pain differently? Treat them as their own track, not as a normal scheduled consult forced through the same script. A patient in real pain or a true emergency is in a different headspace, and your job first is relief and trust, not a polished case presentation. The consultation flow you built for elective implant cases does not map cleanly onto someone who walked in hurting. So decide in advance what happens for emergencies, for pain, and for existing patients of record, because each one needs its own path. The dentists who [...]

Handling Emergency Dental Patients and Pain Casesjames2026-06-16T00:00:00-04:00

Your Unique Reason Why Patients Choose You

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

Why does my dental practice need a unique reason why patients should choose me? Because without one, you are just another set of hands with a drill, and patients pick on price. Your unique reason why is the honest answer to the question, why you and not the office across town. It feeds everything, your marketing packets, your practice tour, the whole story you tell. Most dentists have never finished this exercise, so they sound interchangeable, and interchangeable loses big cases. Sit down and actually complete it. What do you do, believe, or deliver that nobody nearby can copy with a [...]

Your Unique Reason Why Patients Choose Youjames2026-06-16T00:00:00-04:00

Building a Long-Term Marketing Plan for Dentists

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

How should I plan long-term marketing projects for my practice? Build a dream list and put dates on it. Write down every massive marketing project you'd love to have, the testimonial video shoot, the documentary, the news-style interview, then decide when each one happens. This year, next year, the year after. A wish with no date is just a daydream that never gets funded or filmed. The dentists who actually produce the impressive stuff are the ones who sequenced it on a calendar and chipped away. So get the list out of your head and onto paper, rank it, and assign [...]

Building a Long-Term Marketing Plan for Dentistsjames2026-06-16T00:00:00-04:00

Big and Outrageous Marketing Packets for Dentists

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

What is a big and outrageous marketing packet for a dental practice? It is the marketing material you build to be so far beyond what any other office sends that the patient can't ignore it. Not a tri-fold brochure. Think a professional video shoot with thirty patient testimonials, a short documentary about your practice, a news-interview style piece in the spirit of a Dr. Oz segment. Massive, miraculous, memorable. The point is to overwhelm the prospect with proof and story so the decision feels obvious. Most dentists send a postcard and wonder why nothing happens. If you already built these for [...]

Big and Outrageous Marketing Packets for Dentistsjames2026-06-16T00:00:00-04:00

Reciprocity and Liking in Dental Case Acceptance

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

Do reciprocity and likability really matter in dental case acceptance? They matter more than most dentists will admit. Reciprocity, liking, and even appearance run underneath every consultation whether you plan for them or not. Give the patient something real first, your time, your attention, a genuinely useful explanation, and they lean toward saying yes. Be someone they actually like and trust, and the clinical recommendation lands softer. This is not manipulation. It is being aware that people decide with the relationship as much as the X-rays. The mistake is pretending it doesn't apply to you because you are a clinician. It [...]

Reciprocity and Liking in Dental Case Acceptancejames2026-06-16T00:00:00-04:00

Choosing the Right Consultation Type for Your Practice

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

How do I choose the right type of consultation for my dental practice? Pick it on purpose, with real reasoning behind it, not because the office down the street does it that way. Most dentists never think about consultation design at all. They inherited a format and run it on autopilot. Once you understand the science of how people make decisions, you can say exactly why you chose a free or low cost first consult, why it flows into a full workup, and what each step is for. Let your peers do whatever they want. You will be the one who [...]

Choosing the Right Consultation Type for Your Practicejames2026-06-16T00:00:00-04:00

Previous 848586 Next

Big Case Marketing Blog