EYE OWN A BUSINESS
Eye Own a Business is a podcast for optometrists and practice owners who want to grow their practices and careers. Hosted by Dr. Steve Vargo, a former optometrist turned practice management expert, each episode focuses on improving operations and enhancing patient experience. Topics include managing growth, building patient relationships, adopting new technology, and leading productive teams. The show is brought to you by IDOC, an organization supporting independent optometry practice owners.
Episodes
Why Your Revenue Per Patient Is Stuck — and How One OD Nearly Tripled His
In this episode, Dr. Steve Vargo sits down with Dr. Zach Holland, owner of the Cornea and Contact Lens Institute of Minnesota, to unpack how a specialty practice grew its revenue per exam from roughly $562 to more than $1,500 — and why there was never a step-by-step playbook behind it.
Steve and Zach talk through how Zach layered specialty pillars one at a time — scleral lenses, myopia control, dr
If Your Capture Rate Is Stuck Near 50%, Listen to This
In this episode, Dr. Steve Vargo sits down with Andrew Bruce, a licensed optician with master-level credentials in both ophthalmic optics and contact lenses, for a practical conversation about what actually keeps patients — and their eyewear purchases — inside the practice.
Steve and Andrew start with a metric that’s quietly slipping in a lot of offices: capture rate. Andrew walks through what mov
How to Get People to Say Yes Without Sounding Like a Salesperson
In this episode, Dr. Steve Vargo tackles the challenge that quietly separates good practices from great ones: getting people to actually act on what you recommend.
Inspired by conversations at IDOC’s recent sales meetings in Pittsburgh, Steve shares three lessons from his audio course built on the principles in his book Prescribing Change. First, the power of curiosity: why the most persuasive con
Capture Rate Starts in the Exam Room
In this episode, Dr. Steve Vargo sits down with Amie Robinson, ABOC, optical manager at Spring Hill Eyecare, to reframe one of the most overlooked moments in a patient's visit: the handoff from exam room to optical.
Amie makes the case that the handoff isn't a courtesy — it's the ignition switch for the entire optical revenue engine. She and Steve unpack why patient hesitation is so often mistaken
Re-Release: Team Building: The Magic Wand to Creating a Multi-Million Dollar Practice
“You can make drama or you can make money, but you can’t make both. The thing that Zig (Ziglar) always said about building a team is that “together everyone achieves more”. I have found in my 25 plus years of consulting that this is the magic wand to creating a multi-million dollar practice. The team is everything.”
The above is directly off of Sharon Carter’s website. In this episode, we tackle
The Top Mistake Killing Your Second Pair Sales (It's Not Price)
In this episode, Dr. Steve Vargo tackles a question that's easy to write off as an inventory problem but is actually a communication problem: why do most patients own five pairs of shoes and only one pair of glasses?
Steve breaks down why the practices that sell more second pairs aren't better salespeople — they're better at staying curious about the patient in front of them, and that curiosity ha
“I Like to Make Money” — The Optometrist Who Refuses to Apologize for It
In this episode, Dr. Steve Vargo sits down with Dr. Allan Panzer, OD, a Houston optometrist with 47 years in practice and owner of the Houston Dry Eye Clinic, for a wide-ranging conversation about the connection between financial ambition and clinical excellence — starting with a line most doctors would never say out loud: “I like to make money.”
Steve and Allan dig into what that admission actual
5 Not-So-Obvious Habits of Practice Owners Who Actually Get Ahead
In this episode, Dr. Steve Vargo steps outside optometry to answer a question he's been chewing on for years: what actually separates practice owners who break through from the ones who stay stuck — and is any of it unique to eye care at all?
Drawing on a decade of consulting with hundreds of independent practices, Steve breaks down five patterns he sees again and again in owners who reach the nex
How to Respond When a Patient Says 'ChatGPT Told Me This'
In this episode, Dr. Steve Vargo tackles a scenario more and more doctors are running into: a patient sits down and says, "I looked this up on ChatGPT."
How do you respond without sounding defensive—or losing the patient's trust?
Drawing on recent research about AI and patient behavior, Steve unpacks an uncomfortable trend: patients are increasingly rating chatbot answers as more empathetic and tr
How to Stop Guessing and Start Building a Frame Buying System That Works
In this episode, Dr. Steve Vargo sits down with Susan Daly for a practical, no-nonsense conversation about one of the most guesswork-driven parts of running a practice: frame buying.
Steve and Susan unpack why most practices don't actually have a frame problem — they have a decision-making problem. Without clear processes, cadence, or data, frame buying tends to default to gut feel, favorite reps,
You didn't hire the wrong person — you onboarded them wrong
In this episode, Dr. Steve Vargo tackles a problem that quietly costs practices their best hires: a great candidate on paper who, a few months in, becomes quiet, hesitant, and error-prone.
Why does this happen?
Drawing on onboarding research and his own not-so-great first job experience (a training manual the size of a phone book), Steve unpacks the uncomfortable reality that most struggling new h
Why Most Optometrists Are Thinking About AI All Wrong
In this episode, Dr. Steve Vargo sits down with Corey Pinegar, founder of Team, for a grounded conversation about what AI actually means for optometry practices in 2026—beyond the hype and the fear.
Steve and Corey explore the "plant a flag in the middle" approach: using AI as an accelerant for the business side of practice—insurance verification, claims, scheduling support—while protecting the hu
How to Become the Go-To Doctor in Your Town—Without Buying a Single Machine
In this episode, Dr. Steve Vargo sits down with Dr. Josh Davidson—known throughout the Gulf South as the go-to doctor for dry eye and scleral lenses—to unpack how he built one of the largest dry eye centers in the country, without starting with a blank checkbook or a room full of machines.
How does a doctor become "the guy (or gal)" in their community?
Josh shares the real starting point: not equi
Re-Release: The Most Valuable Day of the Year: How Annual Retreats Are Transforming Practice Culture
In this episode, Dr. Vargo sits down with Dr. Elizabeth Roush, a practice owner from Northeast Indiana, to discuss the transformative impact of annual retreats on leadership, teamwork, and business growth.
Dr. Roche explains the logistics, planning, and execution of successful annual retreats, sharing how they have become her staff's favorite day of the year. She delves into the themes, activities
How to Turn Contact Lens Dropouts Into Your Best Patients
In this episode, Dr. Steve Vargo sits down with Dr. Shannon Joseph for a conversation about one of the most overlooked revenue opportunities in eye care — the contact lens dropout.
Steve and Shannon explore why so many patients quietly stop wearing contacts and never bring it up again, why doctors aren't having the conversation either, and what happens to a practice when someone finally does. They
What If It's Not Burnout? The Three Diagnoses That Actually Explain How You're Feeling
In this episode, Dr. Steve Vargo sits down with Luke Mathers — optometrist, author, and stress resilience expert — for a conversation that challenges one of the most common assumptions in healthcare: that what you're feeling is burnout.
Luke spent 27 years in clinical optometry before following a personal health experience down a rabbit hole of evolutionary biology, neuroscience, and human behavio
Why Half Your Patients Are Walking Out Without Buying Glasses
In this episode, Dr. Steve Vargo sits down with Chris Millet, Managing Director of Global Sales for Modern Optical, for an honest and timely conversation about what the data is telling us — and what independent practices can no longer afford to ignore.
Capture rates in the independent channel have dropped below 50% for the first time, and the reasons go deeper than the economy. Chris and Steve exp
How to Actually Hire an Associate OD (When Nothing Else Is Working)
Finding and hiring an associate OD has become one of the most frustrating challenges in independent practice — and most owners have no idea why their approach isn't working.
In this episode, Dr. Steve Vargo digs into the reality behind the associate shortage: the problem isn't only that there aren't enough doctors. In many cases, the way practices recruit, communicate, and present themselves is qu
Eye Care in 2030: What's Coming, What to Ignore, and How to Prepare Now
In this episode, Dr. Steve Vargo tackles something that's quietly weighing on a lot of healthcare professionals right now: uncertainty about the future.
What's actually coming? What's hype? And what does any of it mean for independent practices like yours?
Drawing on recent research across multiple healthcare forecasting sources — including data from the AMA, the Journal of the American Medical As
She Thought She Needed More Staff. She Needed This Instead.
In this episode, Dr. Steve Vargo welcomes back optometrist and practice owner Dr. Kristina Pusz for a deeper conversation about the one thing most growing practices are missing: structure that actually sticks.
Steve and Christina explore what happens when a practice is growing on the outside but quietly unraveling on the inside — staff turnover, things slipping through the cracks, and a leader wak
AI Isn't Taking Your Job — It's Giving You Your Career Back
In this episode, Dr. Steve Vargo sits down with optometrist and AI early-adopter Dr. Jay Henry and Josh Gosnell, co-founder of Adit, for a practical and eye-opening conversation about what artificial intelligence is actually doing inside optometry practices right now — and why the doctors who aren't paying attention may already be falling behind.
Steve, Jay, and Josh cut through the hype and the f
Contact Lens Strategy with CooperVision: Driving Success in Your Practice
In this live episode of Eye Own A Business podcast, we’ll explore how a well-defined contact lens strategy can help you achieve your practice goals. Gain valuable insights into building a strategy that aligns with your team, patients, and long-term vision. A dynamic panel of colleagues will share real-world experiences and actionable tips, giving you the chance to learn from peers, ask questions,
Why Your Patients Want to Say Yes — But Keep Walking Out the Door
In this episode, Dr. Steve Vargo sits down with Jenna Ellsworth, National Account Manager for CareCredit, to tackle one of the most common — and costly — moments in any practice: the patient who was ready to say yes, but walked out the door anyway.
Why does this keep happening?
Steve and Jenna make the case that price objections are rarely just about money. More often, they're a signal that the pa
The Simpler Optical: Reducing Complexity to Increase Capture
In this episode, Dr. Steve Vargo sits down with Susan Daly, Head of Optical Products at IDOC, live from IDOC Connection to tackle a challenge every independent optometry practice faces: complexity in the optical.
From overloaded frame boards to overwhelming lens options, today’s opticals are often suffering from the “peanut butter problem”, too many choices leading to decision fatigue for both pat
If You Think You Can't Make Money Doing Eye Exams Anymore, Listen to This
In this episode, Dr. Steve Vargo joins certified financial planner and 20/20 Money podcast host Adam Cmejla for a candid conversation about one of the most common — and costly — mindsets in independent optometry: the belief that the business model is broken and that adding new services is the only way out.
The conversation starts with a frustrated email from a real OD — one who feels stuck, underv
Why Your Gut Is a Terrible Hiring Manager — And What to Do Instead
In this episode, Dr. Steve Vargo tackles a frustrating experience nearly every practice owner has lived through: a candidate who interviews beautifully, gets hired with confidence — and then quietly unravels six weeks later.
Why does this keep happening?
Drawing on research into hiring psychology and behavioral science, Steve makes the case that bad hires aren't bad luck — they're the predictable
How to Connect with Gen Z Patients So They Actually Say Yes
In this episode, Dr. Steve Vargo sits down with Kayla Ashlee for a fascinating conversation about one of the most misunderstood groups walking into today’s practices: Gen Z patients.
Why are so many doctors and opticians struggling to connect with this generation?
Steve and Kayla explore how Gen Z’s digital upbringing, constant access to information, and high sensitivity to inauthenticity are chan
Why your satisfied patients aren’t referring you (and what actually works)
In this episode, Dr. Steve Vargo tackles a frustration nearly every practice owner has experienced: your patients like you, your patient surveys are positive—and yet referrals just aren’t happening.
Why is that?
Drawing on behavioral science and real-world experience, Steve challenges a common assumption in healthcare: that satisfied patients naturally become advocates. The research tells a differ
The Future of the Workforce: Why Your Next Hire Might Not Be in Your Office
In this episode, Dr. Steve Vargo sits down with Cory Pinegar for a practical conversation about virtual assistants, remote staffing, and why more optometry practices are taking a serious look at hybrid teams.
Steve and Cory unpack some of the biggest misconceptions doctors still have about virtual assistants—from concerns about communication and quality to fears about accountability, culture, and
How to Stop Being the Bottleneck in Your Own Practice
In this episode, Dr. Steve Vargo sits down with optometrist and consultant Dr. Larry Golson for a practical conversation about leadership, delegation, and one of the biggest hidden barriers to growth in private practice: the owner who can’t let go.
Building on an earlier discussion about EOS—the Entrepreneurial Operating System introduced in Traction—Steve and Larry focus on one of its most powerf
How to Catch Expensive Tax Errors Before the IRS Does
In this episode, Dr. Steve Vargo sits down with financial planner and repeat guest Adam Cmejla for a timely conversation about taxes, costly filing mistakes, and why practice owners need more than just a CPA who “gets it done.”
Steve and Adam unpack a real-world example that started with a social media post: a doctor’s tax return included an $83,000 qualified business income deduction they likely
Why Patients Don’t Follow Through (And What We’re Getting Wrong About “Noncompliance”)
In this episode, Dr. Steve Vargo explores a frustrating experience nearly every doctor has faced: explaining a treatment plan clearly, receiving agreement from the patient—and then watching them never follow through.
Why does this happen?
Drawing on recent research he conducted on patient behavior and adherence, Steve unpacks the uncomfortable reality that patient “non-compliance” is rarely about
If You’re Drowning in Staffing Issues, Listen to This
In this episode, Dr. Steve Vargo is joined by repeat guest Ankit Patel—AI and remote staffing expert and founder of My Business Care Team—for a practical conversation about one word that matters more than ever right now: scalability.
Steve and Ankit unpack why so many optometry practices feel stuck in a staffing trap—constant turnover, missed calls, overwhelmed teams, and owners carrying far more
The #1 Mistake Practice Owners Make: Hoping Growth Happens “Naturally”
In this episode, Dr. Steve Vargo sits down with Australian host Michael Nasser for a candid conversation about the real reason so many practices plateau—even when the doctor is working harder than ever: a leadership gap no one trained you for.
Steve breaks down the hidden difference between management (running the day-to-day) and leadership (creating direction, clarity, and momentum)—and why most
How to Build an Invisible Team That Gives You Your Practice Back
In this episode, Dr. Steve Vargo sits down with optometrist, author, and podcast host Dr. David Kading for an honest and timely conversation about burnout, staffing strain, and why the way we’ve been running practices may no longer be sustainable.
Steve and David explore the concept of the “Invisible Team”—virtual professionals who work behind the scenes to reduce administrative overload, protect
Why You’re Still “Dabbling” in Dry Eye—and What Actually Changes That
If you’ve ever felt confident diagnosing dry eye… but frustrated by inconsistent follow-through, stalled treatment plans, or patients who quietly disappear, this episode will feel like a reset.
In this conversation, Dr. Steve Vargo sits down with Dr. Crystal Brimer, founder of Dry Eye Institute, to unpack why so many doctors stay stuck in “dabble mode” with dry eye—and what it actually takes to tu
Why Trying Harder is Holding Your Practice Back
In this episode, Dr. Steve Vargo shares the full conversation from his recent guest appearance on Ankit Patel’s podcast, Optometrists Building Empires—a wide-ranging and deeply honest discussion about leadership, growth, and why so many practice owners feel stuck despite working harder than ever.
Steve and Ankit explore the unseen challenges of practice ownership that no one talks about in school:
What a National Championship Taught Me About Turning Around a Practice
In this episode, Dr. Steve Vargo reflects on a moment he never expected to witness as an Indiana University alum: watching IU football win a national championship after decades as one of the most historically losing programs in college football. What made the moment even more striking wasn’t just the win—it was how quickly the turnaround happened under new leadership.
Using Indiana’s transformat
The moment I realized sales wasn’t the problem—I was
In this episode, Dr. Steve Vargo shares the full conversation from his recent guest appearance on Adam Cmejla’s podcast, 2020 Money—a conversation that explores why so many healthcare professionals feel conflicted, uncomfortable, or even resistant to the idea of “sales,” despite spending their entire careers trying to influence outcomes that matter.
Steve and Adam unpack how early experiences, sub
Why You’re Working Too Much—and What Actually Lets You Work Less
You didn’t start your practice to feel trapped inside it. Yet somewhere along the way, longer hours became normal. Days off felt stressful. And the idea of stepping away—even briefly—started to feel impossible. If you’ve ever thought, “If I’m not there, everything falls apart,” you’re not alone.
In this episode of Eye Own a Business, Dr. Ruth Mannschreck shares a powerful story that began with a p
How to Achieve Your 2026 Goals Without Burning Out or Falling Behind
You don’t need more motivation—you need a better system.
If you’ve ever started the year feeling hopeful, only to wonder by March where your goals went, this episode is for you.
Every January, you promise yourself this year will be different. You set goals with good intentions, real excitement, and a desire to grow. But then real life shows up—patients, staff issues, unexpected fires—and slowly, q
The #1 mistake you make with dry eye: trying to ‘quick fix’ it
If you’ve ever watched a dry eye patient nod along… then disappear, stall, or come back unchanged, this episode will feel like a reset. Because the truth is: dry eye isn’t just “bad tears.” It’s stress, sleep, diet, inflammation, screens, habits—and a patient who’s overwhelmed by one more thing to do.
In this conversation, ophthalmologist Dr. Laura Periman (the “Dry Eye Master”) shows you how to r
RE-RELEASE: The Future of Optometry: What the Next Generation of ODs Really Want
The future of optometry is evolving, and today’s new grads have different expectations, career goals, and challenges than ever before. In this episode, I sit down with Howard Purcell, OD, FAAO, President and CEO of New England College of Optometry, to discuss what the next generation of optometrists really wants—from practicing to the full extent of their licensure to navigating student debt and b
Why Most Doctors Leave Thousands on the Table with Contact Lenses
You might be leaving thousands of dollars on the table in contact lenses every year—and not even know it.
If you’ve ever stared at your CL numbers and thought, “We’re busy… so why isn’t this more profitable?” this episode is for you.
In this conversation, you’ll step into the shoes of a practice owner who stopped guessing and started treating contact lenses like a real profit engine. Dr. Justin Ba
How to stop falling behind: the AI shift every OD must make now
In this conversation with Dr. Brianna Rhue, you’ll step into a new way of thinking about your practice: not as a small business desperately trying to keep up with tech, but as a tech-enabled practice that happens to deliver incredible eye care. Instead of treating AI like a buzzword or a threat, you’ll see how it becomes the quiet engine behind smoother days, fewer bottlenecks, and more time with
The Hidden Opportunity in Your Exam Lane: Why Emerging Presbyopes Are Your Most Valuable Contact Lens Patients
In this episode, you’ll step into one of the most overlooked opportunities in eye care—an opportunity that affects every patient over 40 and can quietly transform the way your practice grows.
Dr. Amanda Nanasy shares a story most of us forget: presbyopia isn’t just a refractive change… it’s an emotional moment. It’s the instant a patient realizes their vision—and their identity—is shifting. And fo
You’re Surrounded by Data—So Why Are You Ignoring It? Leverage Patient Data for Business Growth
In this episode, you’ll step into a challenge almost every practice owner faces—but few want to admit: you’re surrounded by data… and still making decisions based on gut feel.
Alongside Cathy Firman from GPN, you’ll walk through what happens when you stop guessing and start listening to what your practice is already trying to tell you—through revenue per exam, capture rate, staff performance, and
How to Lead Like a Fighter Pilot: The Simple System That Will Transform Your Practice
In this episode, you’ll step inside a world few of us ever see—one where every decision carries weight, pressure is constant, and clarity is non-negotiable.
Last week, I spent a day learning from a retired Air Force fighter pilot, and what struck me wasn’t the complexity of the cockpit or the intensity of the mission. It was how much their world mirrors ours. Because while we may not be flying at
What I Learned from the World’s Top Minds
In this episode, you’ll discover how world-class thinkers approach leadership, communication, and growth—and how their lessons can transform your practice.
What can an optometrist learn from the CEO of Disney, a best-selling author on sales, and a self-made billionaire who started a company with $5,000? As it turns out—everything.
You’ll hear what happens when clarity replaces complexity, when con
How AI Will Reshape Eye Care in 12–18 Months and How to Make Your Practice Ready
In this episode, you’ll discover why the next 12 to 18 months have the potential to redefine what it means to practice optometry
AI isn’t coming — it’s already here. And while some doctors are still debating its relevance, others are quietly building practices ready to lead the next era of connected care.
Dr. Rupe Hansra, VP of Professional Affairs at Topcon Healthcare, joins Dr. Steve Vargo to ex
RE-RELEASE: Becoming a Multi-Million Dollar Practice in 5 Years
What would it take to open a practice cold and within 5 years achieve a level of financial success that many practices never reach… becoming a multi-million-dollar practice?
In this episode, Dr. Joel Tuite takes us through his 5-year journey, year-by-year. Some of the topics we cover are how he attracted patients in the lean years, the importance of putting staff first and treating patients like
Want to Retire Someday? Start Building Practice Value Today
In this episode, you’ll discover why the true value of your practice isn’t built when you sell—it’s built every day you show up to lead it.
Nathan Hayes joins me to unpack the mindset and strategies of owners who play the long game—the ones who treat every decision as an investment in their future freedom. They don’t wait until retirement to think about value. They build systems that run without
You’re Always on Stage: How to Speak So Patients Say Yes
In this episode, you’ll discover why the most powerful tool in your practice isn’t your OCT or your EHR—it’s your voice.
Dr. Steve Vargo shares a personal story of the time he bombed his first big presentation. Months of preparation, flawless slides, and bullet-point perfection… and yet, the audience checked out. That failure became the turning point that taught him one truth every doctor needs to
Stop Guessing: How ODs Can Plan Smarter Marketing for 2026
In this episode, you’ll step into a conversation that challenges the way most ODs think about marketing.
It’s easy to see marketing as an expense, a line item on a budget that you either cut or dabble in when things slow down. But what if you looked at it differently? What if your marketing wasn’t about spending more—but about finally getting clear on who you are, who you serve, and how you want t
What Top ODs Revealed About Contact Lens Success—and What’s Holding Them Back
In this episode, you’ll hear what happens when a group of forward-thinking ODs come together, not just to share clinical tips, but to challenge the way we think about contact lenses.
We didn’t sit around talking about products. We dug into something bigger—the opportunities hiding in plain sight. The moments when patients walk out the door because we never asked the right question. The silent obje
Innovation, AI, and the Patient Experience: A Conversation with Newton’s CEO
In this episode, you’ll discover what reinvention really looks like when innovation isn’t just a buzzword—it’s a mindset.
Davis Corley, CEO of Newton (formerly Neurolens), didn’t just announce a rebrand. He revealed a bold new vision for the future of eyecare—one that challenges us to rethink how we lead, how we innovate, and how we meet the expectations of a new generation of patients.
We talk ab
The Myopia Growth Engine: How Two ODs Turned a Niche into a Practice Driver
In this episode, you step into the exam room with two ODs who turned “maybe someday” into a thriving myopia management program—without waiting to have it all figured out.
Dr. Alecia Barnes and Dr. Jenn Lyerly share how they moved from dabbling to discipline: simple scripts that spark parent buy-in, a clean consult flow that saves time, pricing built on chair cost (not guesswork), and team training
Reimagining Eyecare: The Impact of AI on Optometry’s Next Decade
In this episode, you step into a future that’s already knocking on your door—and learn how to meet it with confidence.
Dr. Scot Morris doesn’t talk about artificial intelligence; he tells the story of a profession on the edge of reinvention. If you’ve ever felt buried by admin, boxed in by EHRs, or frustrated by 3rd-party red tape, this conversation reframes what’s possible when you pair human car
From Amazon to Eye Exams: Preparing Your Practice for Tomorrow’s Patients
In this episode, you’ll step into the shoes of tomorrow’s patient—and see how their expectations are already reshaping the way you need to run your practice today.
The healthcare world isn’t changing slowly anymore. It’s being redefined by the same forces that transformed shopping, travel, and entertainment. Amazon taught us convenience. Netflix taught us personalization. Uber taught us immediacy.
Proven Strategies from the Top 5 Downloaded Episodes
To celebrate 100 episodes, we're bringing you the best insights from our top 5 most downloaded shows. From team building and leadership to optical strategy and staff training, this episode pulls the key takeaways that have helped practices scale fast and smart.
You'll hear highlights from:
Sharon Carter on leadership development and executing what matters most
Susan Daly on designing an optical t
The Secret to Sales—Just Shut Up!
In this episode, you’ll discover why the most powerful thing you can say to a patient might be nothing at all.
It started with one piece of advice from a seasoned VP of sales: “Ask a question, and then just shut up.” Simple, but transformational.
We explore how this counterintuitive approach can change everything—from the way patients perceive your recommendations to the trust they place in you. Y
Small Changes, Big Growth: How Dr. Smith Built a Thriving Practice One Step at a Time
In this episode, you’ll discover how small, steady changes can quietly transform a practice—and your future.
Dr. Mariah Smith didn’t make one big leap. Over the past decade, she built a thriving, six-times-more-profitable practice by making intentional improvements—one at a time.
No shortcuts. No flash. Just smart systems, better leadership, and the discipline to keep going.
If you’re feeling stuc
Pricing Mistakes That Sink Your Optical Profit—and How to Fix Them
You didn’t become an optometrist to feel like a discount retailer. But somewhere along the way, insurance plans took over, patients started price-shopping, and the optical—once the heart of your business—started to feel like a race to the bottom. In this conversation, we step back and ask: What if the problem isn’t the patients? What if it’s how we’ve been taught to sell to them? We explore the em
From Gen A to Gen B(oomers): Customizing Eye Care by Generation
In this episode, Dr. Steve Vargo welcomes Dr. Juawana Hall to discuss the importance of understanding generational differences in patient care. They explore how different generations, from Boomers to Gen Z, have distinct expectations and behaviors regarding eye care. Dr. Hall shares her journey and the methods she uses to tailor communication and recommendations to various age groups. The discussi
Beyond the Photo: How Wide Field Retinal Imaging Drives Patient Compliance & Profit
In this episode, Dr. Steve Vargo chats with Dr. James Wood to discuss the underutilized potential of retinal imaging in eye care practices. They explore how retinal imaging, particularly widefield and ultra-widefield imaging, can significantly enhance patient education, boost compliance, and improve financial outcomes for practices. Dr. Wood shares practical tips for obtaining clearer images and s
Where's the Money? Fixing the Cracks in Your Billing
In this episode of Eye Own a Business, Dr. Steve Vargo sits down with Cindy Braden, Vice President of Sales at OneSpot, to uncover the hidden breakdowns in the billing process that are costing eye care practices serious money. From aging A/R to the risks of relying on a single biller, Cindy shares eye-opening insights on how to protect your revenue and streamline your billing systems—whether in-ho
The Most Valuable Day of the Year: How Annual Retreats Are Transforming Practice Culture
In this episode, Dr. Vargo sits down with Dr. Elizabeth Roush, a practice owner from Northeast Indiana, to discuss the transformative impact of annual retreats on leadership, teamwork, and business growth. Dr. Roche explains the logistics, planning, and execution of successful annual retreats, sharing how they have become her staff's favorite day of the year. She delves into the themes, activities
The CLEAR Leadership Model: 5 Simple Shifts that Transform Team Performance
In this episode, host Dr. Steve Vargo turns the focus to leadership, presenting the CLEAR Leadership Model. Dr. Vargo outlines a five-step framework designed to build trust, boost accountability, and foster engagement within an eyecare practice. The model, which stands for Coach with Curiosity, Lead by Listening, Equip with Skills, Align Around Purpose, and Reinforce through Recognition, aims to s
You Can’t Be the Doctor and the Manager: Why EOS Might Be the System You Need
In this episode, Steve interviews Dr. Garrett Whitmore, an OD who has successfully implemented the Entrepreneurial Operating System (EOS) to manage his thriving, multi-location practice. Dr. Whitmore explains the six core components of EOS—vision, people, data, issues, processes, and traction—and how these practical tools help run a business efficiently. He shares his journey, from the initial str
The Future Is Clear: Game-Changing Lens Tech Every OD Should Know
In this episode, the focus is on the integral yet often overlooked area of lens technologies, including progressive lenses, task lenses, and digital enhancements. The guest, Phil Cummins, Director of Sales at Three Rivers Optical, shares insights into the latest advancements in lens technology, particularly around filters for headaches, myopia control lenses, and progressive lenses. The discussion
Using AI for Smarter Hiring, Training and Efficiency
In this episode, we welcome back Ankit Patel to discuss the innovative use of AI in his business, My Business Care Team, which provides virtual staffing solutions for eyecare practices. Ankit explains how AI can address staffing challenges, create effective job descriptions, facilitate behavioral-based interviews, and streamline the hiring process. He also delves into AI's role in training and dev
Built for Kids: How Dr. Jeremy Ciano Created a Pediatric Powerhouse in Optometry
In this episode, Dr. Jeremy Ciano shares insights into his journey in pediatric optometry. Dr. Ciano moved to Indiana and started an adult clinic 18 years ago, expanding into pediatric care 12 years ago. Now with four practices, he discusses the unique challenges and rewards of pediatric eye care. Highlights include essential qualities for pediatric specialists, the significance of compassionate s
Out of Sight, Top of Mind: Leading Remote Teams in Eyecare
In this episode, Dr. Steve Vargo chats with Corey Pinnegar, founder of remote staffing company TEEM. They delve into the evolving landscape of remote work in optometry. They discuss the challenges of staffing shortages, rising payroll costs, and the potential for virtual assistants (VAs) to fill gaps and alleviate administrative burdens in optometry practices. Corey shares insights on integrating
Core Value Dispensing: How Trust and Integrity Drive Optical Revenue
In this episode, I’m joined by respected optician and educator Joy Gibb to explore how integrity, empathy, and curiosity—not sales tactics—drive the most impactful optical experiences. Joy introduces the concept of core value dispensing, where product recommendations are rooted in genuine care and a desire to improve each patient’s quality of life. We discuss how opticians can uncover lifestyle ne
How Eye Doctors Are Helping Migraine Sufferers See the Light
In this episode, Dr. Steve Vargo interviews Dr. Charles Posternack about his extensive career in healthcare and the founding of Avulux, a company dedicated to developing specialized lenses to aid migraine sufferers. Dr. Posternack shares personal stories and statistical insights into the prevalence and impact of migraines, particularly on those under 50 and on veterans. He explains the scientific
Navigating Tariffs: Impact on Eye Care Practices
In this episode, Dr. Steve Vargo explores the impact of recent tariffs on the eye care industry. Joined by Omar Elkhatib, Senior Manager of Government Relations, and Rick Van Arnam, regulatory counsel from the Vision Council, they discuss the implications of tariffs imposed on various countries, emphasizing how eyecare professionals might be affected. Key insights include the impact on costs for o
Why Patients Say No—And How to Help Them Say Yes
In this special episode of Eye Own a Business, I’m sharing three powerful conversations from a previous podcast I hosted, Can I Ask You One Question? Each segment features a bestselling author exploring a common theme: how to influence human behavior in ways that lead to better outcomes—for your patients and your practice. You'll hear from Dr. Stephen Trzeciak on the science behind compassionate c
“How Can I Afford to Hire?” Turning Payroll Anxiety into Practice Growth
In this episode, Steve Vargo interviews Nathan Hayes, discussing the challenges and strategies surrounding payroll and hiring in optometry practices. They explore the complexities of hiring decisions, balancing fear and logic, and the importance of having the right team members to drive growth. They also touch on practical advice for managing staff, the benefits of outsourcing tasks like bookkeepi
How to Make Your Associate OD a Revenue Driver
In this episode, Dr. Steve Vargo addresses a common challenge faced by practice owners: how to increase revenue production from associate ODs. He emphasizes the importance of clear communication in setting expectations, tracking performance metrics, and having productive review meetings. Dr. Vargo highlights the need for mentorship, focusing on patient care rather than just revenue, and creating a
Start Over, Start Fresh: How One OD Designed a Practice That Aligns with Her Life
In this episode, Dr. Jennifer Stewart returns to discuss her remarkable journey back into private practice after selling her first practice. Reflecting on her initial decision to step away and the motivations behind her return, Dr. Stewart shares insights into what she learned about patient care and business operations. The conversation explores the challenges and rewards of cold starting a new pr
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