Blog - Page 86 of 310 - The McAnally Selling System

Treatment Estimate Honesty Builds Patient Trust

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

Should I be honest with patients when my treatment estimate is less accurate? Yes, and you say so out loud. Early on, before the workup, your number is much less accurate, and you need to be up front about that. Don't dress up a rough guess as a firm quote. Tell the patient this is a range, that it will tighten once you have full diagnostics, and why. People can smell a number that is too clean too early. When you admit the limits of what you know right now, you build the kind of trust that makes the real fee [...]

Treatment Estimate Honesty Builds Patient Trustjames2026-06-16T00:00:00-04:00

When to Give an Implant Fee Range to Patients

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

When should I give patients a fee range for implant treatment? Give it early, before the day you present the case. At the diagnostic visit it is a must. That is where you set expectations for what treatment costs, so there are no surprises when you sit down to present. I do it again as part of the actual presentation too, a fee range woven into that discussion. People think holding the number back protects the sale. It does the opposite. A patient who hears the real ballpark twice has time to settle into it, talk to whoever holds the purse [...]

When to Give an Implant Fee Range to Patientsjames2026-06-16T00:00:00-04:00

Why a No Pressure Dental Close Wins Big Cases

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

Why is a no pressure close better for big dental cases? Because pressure on a big decision produces the opposite of what you want. After I have set the timeline and explained the visits, I ask a simple question. So what would you like the next step to be? Some patients opt out right there, and that is fine. Others say they want to come back for the complete dental physical. Either way I am not leaning on them, because leaning makes people dig in and walk. The decision to spend tens of thousands of dollars carries its own weight, and [...]

Why a No Pressure Dental Close Wins Big Casesjames2026-06-16T00:00:00-04:00

What Is Dental Fee Framing in the Sales Process?

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

What is fee framing in a dental sales process? It is deliberately setting expectations about cost at the right moments so the final number never lands as a shock. Fee framing shows up at several stages. Sometimes in the information packet, though that is mainly useful if you are busy enough to screen patients out hard. Sometimes in the consult itself. And it absolutely belongs at the diagnostic visit, where you prepare the patient for treatment costs so there are no surprises at presentation. It even appears again as a range during the actual case presentation. The thread running through all [...]

What Is Dental Fee Framing in the Sales Process?james2026-06-16T00:00:00-04:00

When a Patient Asks Dental Fees During a Consult

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

How should I handle a patient who keeps pushing for fees? Defer first, and only frame a range if they will not let it go. In a free consult, the honest answer is that you cannot quote accurately before you have a diagnosis, so tell them you would prefer to answer once you have looked at everything. If they keep pushing, it is okay to give a rough range. But be up front that it is rough, because without diagnostics you are far less accurate and you owe them that disclosure. The rules change at the diagnostic visit. There, fee framing [...]

When a Patient Asks Dental Fees During a Consultjames2026-06-16T00:00:00-04:00

Can I Pull a Credit Report for Dental Financing?

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

Can I pull a credit report for in office dental financing? You can, as long as the patient signed the right paperwork, and you should. If you offer in office financing, you have the right to obtain a credit report, and the consent for it is usually already buried in the financial documents you have patients sign. The minute the patient leaves, order it. Knowing whether someone has good credit tells you two things. Whether in office financing makes sense, and how much time you should spend chasing third party lenders for them. A service like MicroBuilt.com handles this cheaply. Call [...]

Can I Pull a Credit Report for Dental Financing?james2026-06-16T00:00:00-04:00

Should I Charge a Dental Diagnostic Fee?

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

Should I charge a diagnostic fee for big implant cases? Yes. The free consult is the front door, but the diagnostic visit is where money should start changing hands. You do not charge at the consult, you charge a diagnostic fee for collecting the diagnostic data, because that is real clinical work that produces real value. Moving from free to paid is the point. It filters for patients who are serious and it respects your time. I introduce it as part of scheduling the next step, so it is no shock. There will be a diagnostic fee associated with gathering the [...]

Should I Charge a Dental Diagnostic Fee?james2026-06-16T00:00:00-04:00

Dental Scheduling Psychology: Offer Two Time Choices

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

Why does giving patients two appointment times work better? Because a choice between two options feels like control, and an open ended question feels like work. When my scheduler books the next visit, she never asks "when works for you." She says the next two dates and times I have are these, which would you prefer. Best bet is to always offer one morning and one afternoon. The patient picks, feels in charge, and you have a booked appointment instead of a vague maybe. This is classic scheduling psychology and it costs you nothing. While she does it she also reinforces [...]

Dental Scheduling Psychology: Offer Two Time Choicesjames2026-06-16T00:00:00-04:00

When Should a Spouse Attend a Dental Consult?

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

When should the spouse attend a dental treatment consult? On a major case, the spouse or financial partner has to be there early, not just at the presentation. I want that person at the complete dental physical too, because a fifty thousand dollar decision is not made by one person in a vacuum. The veto holder, the one who controls the money, needs to see the problem with their own eyes. The way I preface it is honest. I tell the patient that what stands out today are some serious problems, and because of that, their spouse should come along to [...]

When Should a Spouse Attend a Dental Consult?james2026-06-16T00:00:00-04:00

What Counts as a Major Dental Case by Fee?

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

What counts as a major case in implant dentistry? You have to define it for yourself, by fee. For me and my practice, anything larger than fifty thousand dollars was a major, major case. In a niche where fees never climb that high, your number is lower. The point is not the exact dollar figure, it is that every type of case has a threshold where the decision gets big enough that the patient cannot make it alone. Once you cross that line, your acceptance rate drops unless you change how you run the process. So sit down and decide your [...]

What Counts as a Major Dental Case by Fee?james2026-06-16T00:00:00-04:00

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