Episode #40

20/20 Money Episode # 40 – Getting Down with Dailies: The How and Why of Increasing Daily CL Rx in Your Practice

August 13, 2019

Welcome, everybody! Welcome to the 40th episode of 20/20 Money. My guest on today’s show is Dr. Jennifer Stewart, OD. Jennifer is an optometrist and partner at Norwalk Eye Care and Performance 2020 and this is actually the second time that she’s been on our show. I wanted to have Jennifer back on the show to talk about dailies and the role they have played in her career both clinically as well as how educating and encouraging pt adoption of a daily disposable lens have helped the profitability in her practice. During our conversation, Jennifer talks about why pts are more compliant with dailies and what percent conversion rate she has with her pts switching to a daily lens. You’ll also learn how she reframes the cost of dailies on an annual basis and the comparative analysis she uses to help pts bridge the gap between what they currently spend on lenses and supplies vs what they would spend on a year’s supply of dailies.

You’ll also learn examples of really good questions to ask your pts to elicit extremely valuable feedback and information that will help you arrive to a very confident clinical recommendation on what lens will be best for them and how using that discovery process and line of questioning actually helps patients connect the real-life benefit of the lenses as opposed to the optometry jargon that ODs can sometimes spout off as better features of newer lenses.

And be sure to stick around to the end of the conversation where Jennifer shares what question she absolutely cannot stand hearing other ODs or her team ask pts as it relates to their supply of dailies.

As a reminder, you can get all the information discussed in today’s conversation by visiting our website at integratedpwm.com and clicking on the Learning Center. While there, you can also set up a 15min pre-discovery conversation to learn a little bit more about what it means to work with our firm or check out any number of ebooks or other resources that we’ve created.” In addition, if you’re going to be at Vision Expo West this year in Las Vegas and would like to meet up because you have a quick question that you’d like to ask, drop me a line at [email protected] and we’ll see if we can make that happen!

And with that introduction, I hope you enjoy my conversation with Jennifer Stewart.

Episode Transcript

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