EYE OWN A BUSINESS

The CLEAR Sales Model: A Simple Approach to Selling Eyewear

In this podcast episode, we tackle the often uncomfortable topic of 'selling' in the eye care profession. Despite being trained primarily as clinicians, optometrists and opticians can greatly benefit from understanding effective sales techniques. Host Steve Vargo introduces the CLEAR Sales Model - a simple, repeatable system that helps guide patients through the eyewear selection process. The model stands for Connect with the patient, Listen actively, Educate on options, Address concerns, and Recommend the best solution. Through this approach, eye care professionals can enhance patient trust, improve sales without feeling pushy, and ultimately ensure patients walk away with the best vision solutions.

 

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Stop Jonesin’…measure your success against your own purpose, not someone else’s

In this episode originally aired on the 20/20 Money podcast, certified financial planner Adam Cmejla and Dr. Steve Vargo discuss the importance of staying true to one's vision and passion in practice ownership. The conversation highlights common pitfalls such as the temptation to mimic other successful practices and urges optometrists to avoid unnecessary comparisons. Steve shares insights on identifying and focusing on activities that align with one's vision, experimenting with new ideas, and making well-considered decisions in practice management. The episode also emphasizes the importance of learning from failures, finding joy and passion in one's work, and balancing financial success with personal fulfillment.

 

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The Admin Day Trap: How to Reclaim Your Time and Grow Your Practice

Are you stuck in the “Admin Day” mindset, drowning in tasks that keep you from growing your practice? In this episode, Steve and guest Adam Cmejla challenge the way optometry practice owners think about time management, delegation, and productivity. They explore why so many ODs struggle to let go of certain tasks, how opportunity cost affects practice growth, and why saying no to low-value activities can be the key to scaling successfully.

 

Tune in to learn actionable strategies for reclaiming your time, avoiding burnout, and focusing on what truly moves the needle in your business and personal life. Plus, Adam shares his “Next Best Step” framework to help you start making immediate changes.

 

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Embracing and Implementing Change in Your Practice

In this episode of Eye Own a Business, Steve welcomes practice management experts Sharon Carter and Lynn Lawrence to discuss their keynote presentation, How to Embrace Change and Implement It, which will be delivered at the upcoming IDOC Connection conference in February. The conversation explores why change is challenging in optometry practices, how to implement it effectively, and the critical role leadership plays in navigating change. Sharon and Lynn share insights on overcoming resistance, building strong teams, and developing processes that drive success.

 

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The Future is Now: AI Applications in Optometry You Can Use Today

In this episode, Steve sits down with Ankit Patel to discuss the integration of AI in his optometry practice. They explore various applications of AI, from enhancing hiring processes and staff training to streamlining operations and creating SOPs. Ankit shares practical advice on leveraging AI tools like ChatGPT and Claude, highlights the current capabilities and limitations of AI, and reflects on its future potential in the eyecare field.  

 

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But I Don’t Sell - Ethical Strategies for Boosting Sales in Eyecare

In this episode, Dr. Steve Vargo addresses the topic of selling within the eyecare industry. He emphasizes the need to reconceptualize selling not as a pushy tactic, but as an extension of patient care. Drawing from his book, 'But I Don’t Sell,' Dr. Vargo discusses the importance of understanding patient needs, emotional drivers behind decision-making, the 'trust gap,' and strategies to overcome common objections. He offers actionable tips like asking better questions, clearly communicating value, and creating a sense of urgency to enhance patient outcomes and practice revenue. The episode aims to reduce the stigma around selling and help eye care professionals provide better, more ethical care.

 

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Starting Small, Growing Big: Dr. Davison’s Blueprint for Dry Eye Success

In this insightful episode, Dr. Steve Vargo interviews Dr. Janelle Davison, a leader in dry eye therapy and owner of Brilliant Eyes Vision Center and Premier Dry Eye Spa. Dr. Davison offers advice for ODs looking to grow their dry eye services, starting with simple steps and gradually advancing their offerings. The episode underscores the significance of combining innovation with tradition to achieve lasting success in dry eye management and patient satisfaction.

 

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Staff Conflict is Inevitable: How to Embrace it and Manage it Effectively

In this episode of Eye Own a Business, host Steve Vargo dives into the often-dreaded topic of workplace conflict, reframing it as an opportunity for growth rather than a threat to harmony. Drawing from personal experiences, leadership workshops, and compelling research, Steve explains why conflict is a natural and even beneficial part of team dynamics—when managed effectively.

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