Podcast Summary: Power Hour Optometry – The Myopia Management Mindset: How Top ODs Convert and Retain More Patients
Podcast Information:
- Title: Power Hour Optometry
- Host/Author: The Power Practice
- Description: Join us for the latest ideas and innovations in the optometric industry.
- Episode: The Myopia Management Mindset: How Top ODs Convert and Retain More Patients
- Release Date: August 5, 2025
Introduction
In this enlightening episode of Power Hour Optometry, host Eugene Shotsman brings together two leading optometrists, Dr. Brianna Roo and Dr. Tanmay, to delve deep into the intricacies of myopia management. The discussion focuses on practical strategies to convert and retain patients through effective myopia management programs.
Getting to Know the Experts
Dr. Brianna Roo [03:19]: Dr. Roo operates a private practice in Fort Lauderdale with a strong emphasis on myopia management. Her practice handles approximately 30 to 35 myopia patients daily, currently managing around 650 to 700 children in various treatment programs. She highlights the challenges her practice faces, particularly capacity constraints due to parking limitations.
Dr. Tanmay [04:47]: Dr. Tanmay owns four locations in Southern California and also plays a pivotal role at Trios Eyes, training over 70 locations nationwide in myopia management protocols. His practice in Orange County has successfully managed over a thousand myopia cases, leveraging a combination of treatment modalities such as orthokeratology and atropine therapy.
Evolution and Awareness of Myopia Management
Eugene Shotsman [07:12]: Eugene initiates the conversation by questioning the evolution of myopia management awareness among providers and patients over the past five years.
Dr. Tanmay [07:12]: Dr. Tanmay emphasizes that the primary challenge lies not in the availability of treatments but in effective messaging and implementation. He states, “We have a messaging problem, a process problem, and a reframing the story problem” (07:12). While provider awareness has surged, patient awareness remains minimal, with only about 3% of the public being informed about myopia treatments.
Dr. Brianna Roo [08:50]: Dr. Roo agrees, highlighting a growing belief system that needs to be overcome: “You can't open a journal without reading something on myopia... It really has become a belief system that we have to overcome” (08:50). She recounts a poignant case where a parent was unaware of contact lens options for her myopic child, underscoring the critical need for better patient education.
Identifying Candidates for Myopia Management
Dr. Brianna Roo [15:37]: Dr. Roo shares that approximately 50% of pediatric patients in her practice are candidates for myopia management, based on factors like age, parental myopia, and lifestyle (e.g., device usage).
Dr. Tanmay [16:55]: Dr. Tanmay provides a general estimate, stating that about 42% of the general population in the U.S. may develop myopia, with higher percentages in specific communities. He emphasizes the importance of screening all patients under 18 to identify candidates effectively.
Mindset and Pricing Strategies
Eugene Shotsman [19:03]: Eugene underscores the importance of mindset, asking if doctors are fully committed to myopia management.
Dr. Tanmay [19:07]: Dr. Tanmay agrees, stating, “Mindset, yeah” (19:07), and explains that a committed mindset is crucial for successfully implementing myopia management programs.
Dr. Brianna Roo [21:40]: Dr. Roo boasts a 98% close rate for her myopia management program, attributing her success to unwavering confidence and a structured approach.
Dr. Tanmay [22:02]: While recognizing Dr. Roo's impressive rate, Dr. Tanmay states his target is around 50%, which he deems satisfactory given varying patient awareness levels (22:02).
Treatment Modalities
Dr. Tanmay [23:33]: Dr. Tanmay discusses his preference for orthokeratology (ortho-K) due to its popularity among his predominantly Asian patient base. He explains their flat fee model for all modalities, including atropine, soft multifocal lenses, and ortho-K, to simplify pricing and emphasize outcome over specific treatments.
Dr. Brianna Roo [26:23]: Dr. Roo outlines her comprehensive approach, utilizing a range of treatments such as low-dose atropine and ortho-K. She emphasizes presenting options that align with both patient needs and family preferences, fostering higher adoption rates.
Handling Patient Interactions and Conversion Strategies
Dr. Tanmay [38:31]: Dr. Tanmay explains that there is no universal script for conversations with parents. Instead, he focuses on creating a process that educates and demonstrates the urgency of myopia management. He outlines a funnel approach:
- Primary Care Exam: Introduce the concept and identify candidates.
- Consultation: Provide in-depth information and personalized projections.
- Follow-Up Marketing: Utilize drip marketing with texts and emails to reinforce the message.
He states, “The goal is to make the solution not new as much as possible... giving them repeated information...” (38:31).
Dr. Brianna Roo [43:59]: Dr. Roo emphasizes simplifying patient education to avoid overwhelming them. She discusses the importance of having both parents present (“two leger”) during consultations to ensure comprehensive decision-making. Her method includes:
- Providing visual aids like Axumetra reports.
- Demonstrating data-driven projections of myopia progression.
- Allowing space for parents to process information without pressure.
Notable Quotes:
- Dr. Roo: “If you don't believe in it, your patients are going to sniff you out.” (20:27)
- Dr. Tanmay: “The biggest, by far the most important sales conversation we have is with the man in the mirror.” (18:08)
Tools and Follow-Ups
Dr. Brianna Roo [58:35]: Dr. Roo highlights three essential tools that aid in her high conversion rates:
- Ocumetra: For generating comprehensive, visual reports that clearly communicate myopia progression.
- Axial Length Measurements: Utilizing devices like the DGH scanner and LensStar to provide precise data.
- Polaroid Pictures of Patients: Creating a visual reference that serves as a powerful referral source.
She further emphasizes the importance of financing options, such as CareCredit or Sunbit, to facilitate easier payment plans for families.
Dr. Tanmay [60:24]: Dr. Tanmay discusses the integration of marketing strategies and follow-up processes:
- Marketing Partnerships: Collaborating with companies like Nashville Strategic Group and Power Practice to drive Google ad campaigns and SEO.
- Structured Follow-Up Sequences: Implementing multiple touchpoints post-consultation, including phone calls and free axial length check-ins, to nurture leads and enhance conversion rates.
Overcoming Objections and Closing the Sale
Dr. Tanmay [50:54]: Dr. Tanmay advises maintaining confidence when discussing pricing: “If you quote the price and apologize, you create cognitive dissonance...” (50:54).
Dr. Brianna Roo [51:30]: Dr. Roo shares her approach to handling objections, emphasizing persistence and education:
- Reiterating the long-term benefits over immediate costs.
- Offering evaluation visits with fees to ensure commitment.
Dr. Tanmay [53:33]: He adds, “If they say no, eventually they say, you know what? No.” (53:33), stressing the importance of follow-up to capture potential conversions even after initial refusals.
Concluding Insights
Both Dr. Roo and Dr. Tanmay underscore the critical importance of mindset, structured processes, and effective communication in successfully managing and expanding myopia management programs. Their combined expertise and unwavering commitment highlight the transformative impact that dedicated myopia management can have on patient outcomes and practice growth.
Final Thoughts from Eugene Shotsman [64:30]: Eugene wraps up the episode by acknowledging the immense value brought by Dr. Roo and Dr. Tanmay, expressing gratitude for their insights and encouraging listeners to reach out with further questions or for future panel discussions.
Key Takeaways
- Mindset is Crucial: Commitment from both the provider and staff is essential for successful myopia management.
- Structured Processes Enhance Conversion: Implementing organized funnels, from initial screening to follow-up, increases patient adoption rates.
- Effective Communication and Education: Clear, confident presentations using visual aids and data-driven tools help in overcoming patient objections.
- Flat Fee Models Simplify Pricing: Offering uniform pricing across modalities can remove financial barriers and streamline the decision-making process for families.
- Persistent Follow-Up: Consistent, structured follow-up strategies capture potential conversions that might otherwise be lost.
Notable Quotes with Timestamps
- Dr. Tanmay [07:12]: “We have a messaging problem, a process problem, and a reframing the story problem.”
- Dr. Roo [08:50]: “You can't open a journal without reading something on myopia...”
- Dr. Roo [20:27]: “If you don't believe in it, your patients are going to sniff you out.”
- Dr. Tanmay [18:08]: “The biggest, by far the most important sales conversation we have is with the man in the mirror.”
- Dr. Tanmay [50:54]: “If you quote the price and apologize, you create cognitive dissonance...”
This episode serves as a comprehensive guide for optometrists aiming to enhance their myopia management programs. By adopting the strategies discussed by Dr. Roo and Dr. Tanmay, practices can significantly improve patient conversion and retention, ultimately leading to better clinical and financial outcomes.