Like many of you, I spend time weekly analyzing the health of my practice. Specifically, I use software that allows me to see my practice metrics at a glance, and I also review my numbers in QuickBooks. One of the features of this software is the ability to identify national trends. I’m not typically a fan of comparing myself to others, mainly because I don’t want to see a downward trend and then let that influence my practice negatively.
A Concerning Trend
Recently, I noticed a concerning trend: a decline in the number of exams nationwide. So, why would there ever be a decline in exams? I think the primary reason is that patients may not perceive the value of the comprehensive eye exam. Many factors could contribute to this perception—price, competition, insurance, the economy, and so on.
Although you may not be experiencing this trend, early intervention is the key here. It's important that we all consider how we can maintain a full
schedule.
Keeping a Full Schedule
So, what are some ways we can keep the patient schedule full? One core principle I emphasize in my book, “Creating Your Business of Distinction,” is that everyone spends money on something. It’s our job to help patients see the value of their visit. From the moment they walk through our doors, we must work to help them recognize the importance of their current appointment, so they also see the value in scheduling future visits. How can we show value?
Here are some considerations:
1. Make the visit unforgettable with outstanding customer service.
2. Use technology to achieve the best results and show patients their test results.
3. At every touchpoint, ensure patients understand what you’re doing, why you’re doing it, and when it should be repeated.
4. Listen to your patients’ goals for today’s visit, and when you complete the exam, tie your findings back to their reasons for visiting.
5. Preappoint next year’s visit, linking current test results to future care plans.
6. Give yourself permission to be the doctor your patients are paying you to be.
I used to be shy about prescribing and discussing treatment options with my patients. Over time, I learned that they truly appreciate a thorough exam, confident prescribing, and guidance to help them look, see, and feel their best.
It's on You
When you review your business numbers and observe trends, remember that the future of your practice depends on your decision to create and implement patient value. Be the exceptional doctor they trust and pay for. End each day with confidence that you delivered the best care possible. Also, continuously read, learn, and find ways to achieve this. You’ll be amazed at the joy this brings—not only today but also in the future, as your practice thrives and your team succeeds.
The Reward
The benefit of doing this will be a thriving practice, satisfied patients, and a fulfilling career. Embrace the challenge and watch your practice and your team excel. OM
