Practice Advantage

In this episode, we sit down with Mike Kogelis, co-founder of Big City Optical, a 20 location private optometry practice in Chicagoland. Primarily growing by individual cold starts, Mike is a wealth of knowledge in building and scaring a practice. Key Takeaways:Having a disciplined, growth mindset is the foundation for scaling your practice as large as you want to build it. You can't grow your business without working on and growing yourself along the journey The most successful businesses aren't afraid of making mistakes in the process of growing. Mistakes lead to learning that lead to faster, more effective business decisions in the future.You can't scale without having great people. Build your business around a great employee experience leads to a great patient experience. Empowering them to lead, grow, and develop is necessary as you grow. Find people who can help you build in addition to those who can help you run the business.Stick to a game plan that works. Repeat it over and over. Avoid distractions that take you away from your core business model.Surround yourself with people that help you become the person, business, etc. you want to be.Luck favors the bold and prepared. Say yes, make the phone call, make the crazy ask, take the chance.What Mike is Reading:Traction: Get A Grip On Your Business by Gino WickmanPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Visit www.pecaaexamrebate.com now!**

In this episode, Dr. Manning shares some key takeaways from the 2025 PECAA Annual Meeting and the power of storytelling. Key takeaways:Humans are far more likely to remember details, facts, and information when they're wrapped in a story v. just shared individually. In fact, facts are up to 22x more likely to be remembered when they're wrapped into a narrative than shared individually.Humans primarily make decisions in the right hemisphere of the brain - tapping into more of the emotional creative side - and then it reaches the left hemisphere where we use logic and rational thinking to justify the decision. If we only lead with the logical and rationality with our patients, we miss the most critical aspects of their decision making process.There are multiple ways of crafting a story but two of them work really well in business - the PIxar method and the Storybrand method.Story provides extra significance and value to the products you sell. In 2009, two journalists purchased 100 random useless items for a total of $129.  They listed the items on eBay and had writers craft a story for the item itself. In the end, they were able to sell the items for more than $3,600 all due to the value a customer associated with the item due to its story.Practice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $60,000 in 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this episode, we sit down with Dr. Steve Faith, co-owner of Livermore Optometry Group in Livermore, CA to discuss data driven decision making with vendor partners, what a good partnership looks like, and leveraging the right data to drive practice success. Key Takeaways: Best advice: "Independent practice is not that difficult. You only have to do two things. Make sure people like you and control your personal and professional overhead."At one point, LOG worked with over 40 different vendors. When looking only at their optical, they had 30-35 reps calling on them regularly. It cost the practice $100 an hour in staff costs to see reps, equalling more than $40,000 a year.LOG looked at various industries for insight on how to improve their vendor purchasing habits and their data to influence their  purchasing. EdgePro made a huge difference in tapping the data in the EHR system to make better purchasing decisions.Vendor data has not been all that impactful for Livermore as it's focused primarily on the vendor partner's product but does not take into account the practice as a whole. Bringing the practice level data into the conversation has a much greater impact.Great vendor partners are ones that know the practice individually and provide the support the practice needs. Great partners are willing to work with the needs of the practice based on the data the practice has.For Livermore, the VSP practice report has been valuable to providing even greater insight into their patient base and other practices in their area.Practice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $60,000 in 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this Tales From The Trenches episode, we sit down with Dr. Emily Ridge, owner of Elite Eye Care in Hernando, MS. Emily started her practice nearly 3 years ago and has learned a lot along the way, growing faster than she planned.Key Takeaways:Emily knew she wanted to be an optometrist in elementary school and as she worked her way back to her home town, knew that starting her own practice was the only way to create the ideal environment for her.Her vision was to create a practice that would serve all ages of patients and while that vision has stayed the same, the practice has evolved to provide more pediatric services and specialty contact lens care.Mentorship and building a team/ community around her to support the cold start launch was critical to opening on time and successfully. Being curious and asking questions is one of the most important skills.Fear of failure is a normal emotion to have not just before opening but after as well.While it is important to know and understand as many areas of the business as possible, do not hesitate to outsource components of the business to allow you to focus on the aspects on you can focus on.Your staff will never feel the same depth of connection to the business and its success as you the founder, but there are ways to get them to invest long term in the success and care about the patients and business.What Emily is Reading:The Housemaid Series by Freida McFaddenSara J Maas seriesPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $60,000 in 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this episode, we sit down with the founders of the 2 Blind Brothers apparel company Brad and Bryan Manning to discuss the positive impact their wildly successful clothing brand has had on blindness research and treatment advancement for Stargardt's maculopthy, a condition both brothers have. Key Takeaways:2BB has a powerful origin story. Brad and Bryan were shopping in Bloomingdales when they realized they bought the same shirt based on feel alone due to challenging nature of clothes shopping when visually impaired. Thus was born this idea of creating an apparel brand that was so comfortable on initial feel that you'd want to buy it.2BB donates 100% of all company profits to fund blindness research. It has grown into the eye care industry through partnering with L'Amy who was donating proceeds form their sales to 2BB by purchasing plush guide dogs.To date, 2BB has donated more than $3 million to research and supporting businesses that employ individuals with visual impairment. That funding has directly impacted bringing genetic treatment options to the market for genetic retinal/ neuron-ophthalmic disease including Stargardt's.Having a noble cause that the business supports cultivates a deeper emotional connection with customers for which that cause resonates. The story must be authentic and true to who your business is. What Brad and Bryan are reading:Brad: Shoe Dog by Phil KnightBryan: What Got You Here Won't Get You There by Marshall Goldsmith and Mark ReiterLearn more about 2BB:FramesApparelPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $60,000 in 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this episode, we sit down with Dr. Danny Clarke, Chief Business Officer of Amplify Hearing USA to discuss the demand and opportunity of offering audiology and hearing care to your patients. Key Takeaways:Only 20% of Americans who have hearing loss use hearing aids. In Europe where audiology and optometry are close partners, it's more than 33%. In the UK and Denmark, it's over 45%.In Europe, 48% of hearing aids are fit in private optometric locations.When available, vision care patients are more than open to receiving hearing care in their optometry office and vice versa. Hearing patients are more than open to receiving vision care from optometry practices that offer it. It provides significant convenience that patient consumers want and rests on the trust optometrists have built with their patients. The average consumer with hearing loss has no idea where to go for hearing care.Like so many other opportunities, team training and education on the "why" is critical to success. The availability of OTC hearing aids have dramatically increased the awareness of hearing loss and hearing care, further driving the opportunity for success in this space. What Dr. Clarke is reading:  Thinking in Bets by Annie DukePractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $60,000 in 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

The light sensitivity and photophobia associated with migraines can be debilitating for many of the patients who walk through our doors. In this episode, we sit down with Derek Johnson from Avulux to discuss the role Avulux's lenses play in alleviating the symptoms of migraines. Key Takeaways:Avulux is a light filtration system that filters out specific wavelengths of light that have been shown to amplify the symptoms of migraine headaches including photophobia and light sensitivity.The technology is based on two studies that showed that 480nm and 500 nm light triggers pain and photophobia in patients suffering from a migraine without impact to color perception.More than 47 million individuals in the US suffer from migraine and 1 in 3 women are affected.Migraine sufferers are both well connected and actively driven to find solutions for their symptoms, driving the opportunity this poses for optometric practices.Success in prescribing these technologies to patients begins with connecting their individual experience with the problem to the solution you're prescribing. What Derek is reading: Start with Why by Simon SinekPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 AND an additional $60,000 in 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this episode, we sit down with Shelley Paxton, Chief Soul Officer of Soulbattical to discuss an inward look at ourselves as leaders and business owners to make our work, the why behind what we do, more fulfilling. Key Takeaways:A "Soulbattical" is a time to take a step back, realign the work you're doing with what matters most to you, and living it out each day in your work. It involves living and leading with greater authenticity, courage, and fulfillment. Creating a fulfilling work environment means being able to bring our entire selves to work. We want our team members and us to be able to do that.One of Shelley's most powerful reflection questions: What are you pretending not to know?Avoid "Shoulding all over yourself". Living out of your authentic journey allows you to shed the "shoulds", the expectations that drive, challenge, and drain you consistently. Identify 3 that are not productive and take one of them you want to remove today. Reframe and step away from them. Take an inventory of your work and life and determine what falls into "Soul Fuels" and "Soul Sucks". Seek to maximize the fuels and minimize the sucks as much as possible. Shelley's Book: Soulbattical: A Corporate Rebel's Guide to Finding Your Best LifeWhat Shelley is Reading: Four Thousands Weeks: Time Management for Mortals by Oliver BurkemanPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 AND an additional $60,000 in 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!** 

In this episode, we sit down with Catherine Bornbaum, PhD, MBA, Chief Business Officer at RetiSpec, an AI company that uses fundus photography to detect Alzheimer's disease risk and development. Key Takeaways:RetiSpec's technology works with most standard fundus cameras and uses AI to assess and detect the retinal changes associated with amyloid deposition - the biggest risk factor and key diagnostic criteria for Alzheimer's.There are 55 million individuals globally living with dementia and there are at least 6.7 million individuals in the United States 65yo+ with dementia. It is believed these numbers vastly underestimate the number of individuals that have it. It is estimated that 1 out of 9 individuals age 65 and over have Alzheimer's disease.Having the conversation with those that are high risk or have early disease can be a challenge. Leverage the data from the report, lead with empathy, and own your role as part of the team - refer the patient to PCP or neurology for further workup and share more tests will be done to determine.There are two FDA approved medications for Alzheimer's disease and we know prevention is also key: diet, weight control, and exercise.Technologies like these will only advance the role optometrists play in full body health and wellness. Practices wanting to be successful in the future must take advantage of them. What Catherine is reading:Build: An Unorthodox Guide to Making Things Worth Making by Tony Fadell Practice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 AND 2025 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this episode, we're continuing our focus on the Future of Eye Care with frequent Practice Advantage guest, Shelby Wade, PECAA's Marketing Business Advisor to discuss how marketing will evolve in the future and what things we'll need to pay attention to as we communicate with our patients in the future. Key Takeaways:Word of Mouth will always play a key aspect of marketing, but we must continue to adapt to new forms of marketing. The basics will still apply: have a great website, have a strong social media presence, be involved in the community, and having an online scheduler are key aspects.Our online presence is critical as all patients will use it at some stage in their patient journey. It's important to pay attention to the rules and regulations that exist around marketing to them digitally. Leverage the tools available through the primary platforms like Google and consider working with an agency or freelance consultant to navigate.Technology will continue to play a role in how we reach people. It's important to be transparent with how we use that technology. While metaverse may or may not come to full fruition, it's important for us to be aware of. Even more tools will be available to us that aren't even in our imagination at the moment.AI will play a role in helping us understand our existing and future patient customers so we can reach them more effectively through our marketing channels. It can help you develop the right content, keywords, budget, and strategy. AI can also help us understand patient sentiment before and inside the practice which will help you reach them even further. Transparency will be key here.Our patients will always want to be known. Leverage the technology, tools, and resources of the future to lean into this.What Shelby is Reading: The Seven Husbands of Evelyn Hugo by Taylor Jenkins ReidJust for the Summer by Abby JimenezPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this episode, we're continuing our focus on the Future of Eye Care with Jim McGrann and David Spear, CEO and President and Chief Strategy Officer, respectively, of Advancing Eye Care to discuss the future of equipment technology. Key Takeaways:Diagnostic equipment plays two critical roles both today and the future - it provides the clinical insight needed to take great medical care of patients and provides an impactful patient experience through improved efficiency and experience.The advancement of treatment options for ocular conditions will further drive the advancement of diagnostic technology to aid and improve the clinical experience.Technology and equipment won't ultimately replace the intuition and knowledge of the doctor. The future of eye care will provide the doctor the opportunity to be more efficient and effective, especially through the exam flow. Add all the technology as long as you can plan for and implement it effectively and efficiently. It provides added top line value and is an investment in the value and worth of the business. The future of technology should enhance the doctor's quality of life and quality of work. The future of technology should integrate the medical exam and retail experience into one seamless experience with little to no perceptible change. AI is here to stay. You should be thinking about it when it comes to technology in your practice. What Jim is reading:The Situation Room by George StephanopoulosDie With Zero by Bill PerkinsPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In today's episode of the Future of eye Care Series, we discuss the opportunities within dry eye management with dry eye implementation expert Michelle Schnabel. Key Takeaways:The dry eye disease market will grow from $6 Billion to over $7 Billion in the next five years. While many optometrists have expanded dry eye management within their practice, there will be so many more patients to treat from now into the future.Michelle believes there are three different levels of dry eye disease management today in practice. Where does your practice fall?Full Service Practice - Leverages variety of tools and equipment to both diagnose and actively manage the disease v. just the symptoms. They retain all patients in their practice and create the opportunity to develop referral relationships with others.Referral - This practice refers primarily based on symptoms. They may manage some of the symptoms but refer for more active treatments.Shared Care - This practice diagnoses and actively manages dry eye patients but does not have full treatment options and therefore will share the care with other practices in the area that may have additional treatment modalities.Successful implementation of dry eye management in clinic depends on your why. Beginning with the why for adding services, communicating it frequently among the team, and finding ways to measure and track success.What Michelle is Reading:Start With Why by Simon SinekPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 just by taking great care of patients. Visit www.pecaaexamrebate.com now!** 

In this episode, we sit down with the CEO of Visibly Brent Rasmussen to discuss the future of eye care and the role remote vision testing could play, especially in private practice.  Key Takeaways:35% of individuals who take Visibly's online vision test fail the exam - resulting in a recommendation of referral to a provider. From a standpoint of private practice, this type of technology has the potential to drive more patients INTO a practice.Visibly is primarily a visual acuity testing software and provides the ability to refract the patient remotely (available only in Europe currently). Both visual acuity testing and full refraction involve an eye doctor throughout.There is clear patient consumer demand for the ability to do portions of their eye exam remotely. The average consumer that uses Visibly is a 27 year old female with an income of $42,000 a year that feels they may not be able to come in for an exam every year. While this is hard to swallow for most optometrists and private practice owners, this technology could provide the business an opportunity reach this demographic in a unique way. 140 million individuals skipped their annual eye exam last year.For private practice, remote visual acuity testing could be leveraged as a marketing tool to connect your patients more to your practice, as part of an e-commerce strategy, and/or way to shorten the time the patient is in the practice which is tied to increased patient purchasing within the practice.What Brent is reading:Leading with the Heart by Mike KrzyzewskiPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this episode, we sit down with the founder of Digital Optometrics to discuss tele-optometry and the role of a patient-in, doctor-out model, today and as part of the future of care. Key Takeaways:Digital Optometrics was born out of both a patient demand for access, especially in rural areas/ healthcare deserts and solve the gap in provider demand.DO has performed over 1.8 million remote eye exams and currently performing 2500 pre day on the system.Today's patient consumer wants convenience of care access independent of when the doctor is in the office. 9 out 10 times, patients will choose convenience over waiting to see their trusted doctor.DO has a current NPS of 85/100 and is reflective of all populations that leverage the servicePrivate practices interested in leveraging tele-optometry could provide exam services outside normal business hours, choose to be the doctor to provide care or leverage DO's doctors as desired, consider hiring doctors from out of state, expand their existing space, or open practices/ locations in other locations without having to immediately have an onsite doctor to care for patients. What Howard is reading:Start With Why by Simon SinekPractice Advantage Reading List** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 just by taking great care of patients. Visit www.pecaaexamrebate.com now!** 

In this episode of the Future of Eye Care series, we sit down with PECAA's Kathy Long to discuss strategies for success in implementation. The future of eye care will bring all sorts of new technologies, new services, and significant change to how we take care of patients. Implementing these changes successfully is key. Key Takeaways:Kathy's Four Steps to ImplementationIdentify the need for change and what needs changedPrepare everyone for the changeImplement the changeTrack results for that changeBringing your team onboard from the very beginning is critical. Clearly explain what will be changing, the why behind the change, and get their input and feedback on how to be successful. Ask their opinions up front.Before pushing Go, it's important to detail out all the steps necessary to be successful with the implementation. You cannot be too detailed as it will minimize surprises that pop up and throw you off course.Tracking and managing the plan after beginning execution is just as important as pulling the trigger. Make sure you set aside time for track the new change, ask your team for their feedback and what they've noticed - good or bad, and have key data points (KPIs) that will tell you whether or not you're being successful.What Kathy is reading:Lifescripts: What to Say to Get What You Want Out of Life's Toughest Situations by Stephen Pollan and Mark Levine** Don't miss out on an extra $10 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $55,000 in 2024 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In this first episode of the Future of Eye Care series, we sit down with the head of VSP's Global Innovation Center, Ruth Yomtoubian to discuss the future of eye care and how innovation happens.Key Takeaways:Innovation isn't just about disruption and the future. True innovation respects the past, understands the presents, and seeks to solve the problems of the future.Two key trends Ruth is following outside of eyecare that likely will impact eye care:Hybrid care - the best of in person and virtual in a single experience (e.g. Forward Care, Carbon Health, Eden)Future of Benefits (e.g. upskilling, maternal care, leisure/ travel benefits, mental health)Innovation often starts with solving a single problem for a small group that leads to noticeable impacts for larger populations. Don't overlook small opportunities to innovate and create large wins within your business.Spatial computing will also impact eye care and the patient consumer's awareness of the importance of eye and vision care.Innovation is truly about setting yourself up for the future. Generative AI is a technology that will dramatically impact health care and eye care. In many ways, small businesses have the opportunity to leverage these easier than larger corporations. Considerations for generative AI include data readiness and "human in the loop" operation. Five innovation questions to ask yourself:Can you create value in an ambiguous environment?Do you go beyond challenging the status quo?Do you get in the trenches? Do you truly believe that ideas come from anywhere?Do you know yourself?What Ruth is Reading:Outlive: The Science and Art of Longevity by Peter Attia MDMove Fast and Fix Things by Anne Morriss, Frances FreiAdditional Resources:VSP Global Innovation Center LinkedIn PageVSP Global Innovation Center pageFuture of Benefits reportFuture of Generative AI in Healthcare reportFuturist Reports pageEmerging Tech Accessibility GuideHybrid Care Insights ReelSXSW 2024 Official Panel: Future Eye: 10 Vision Trends That Will Transform Healthcare 

In this short episode, Dr. Manning introduces the Future of Eye Care Series, a new series from the Practice Advantage podcast. Over the coming weeks, we'll be exploring the demands of the patient consumer in the future, the advancements technologies and technology companies are making in healthcare and eyecare. Artificial intelligence is a huge topic of conversation in all industries.In this series, we'll talk through how the industry is evolving and how other companies view innovation. We'll also talk through change management and how to successfully make process changes or bring in new opportunities to your practice. We look forward to you joining us on this journey!There's a new resource available from the Practice Advantage podcast! Download the Practice Advantage Reading List to see all the books recommended by our distinguished guests over the last 3 years. 

Setting goals is critical to business success. In this episode, Dr. Manning shares goal setting tips for accomplishing the success you want this year. Key Takeaways:Start with the end in mind. Envision December 31, 2024 and look back on the year. What happened over the course of the year. Where's the practice and what success did we have along the way?Set SMARTER Goals. Your goals should be:S - SpecificM - MeasurableA - AchievableR - RelevantT - Time-boundE - EvaluatedR - Readjusted and RewardedAvoid death by goals. Setting too many goals is a distraction and prevents you from doing the most important work. We recommend setting 3-5 key goals for your growth this year.Bring your team in along every step of the way. Allow them space to provide feedback and input. Encourage them to stretch and share why the goals are important. Buying in to the goals gives them motivation to accomplish them.** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams this year! Earn up to an additional $30,000 in 2024 just by taking great care of patients. Visit www.pecaaexamrebate.com now!**

In today's episode, I sit down with Dr. Jerry Robbin to discuss the clinical and business impacts of dehydrated amniotic membranes in practice and his paradigm shifting experience with the PECAA K-DISK. Key Takeaways:For a practice to truly expand in dry eye management, a number of things are important to have:Diagnostics - Inflammatory testing, tear osmolarity, and meibographyTreatment Options - ZEST or BlephX, meibomian gland treatments including thermal pulsation and IPL/LLLT, Amniotic membranesWillingness to Prescribe Medications - Meibo, Tyrvaya and othersDifferent dehydrated amniotic membranes are processed in different proprietary ways which could impact their effectiveness on the eye.While amniotic membranes can certainly be used for complex, severe cases, the earlier they're used the better the outcome the patients will have. Any moderate dry eye patient having difficulty with ocular surface healing would benefit. When managing patients with dry eye, always be on the lookout for patients that would benefit from an amniotic membrane and do not hesitate to educate on the option when appropriate. Dr. Robben is now using K-DISK 80% of the time patients need an amniotic membrane. The bidirectional nature and ease of handling make application easier than other membranes and has seen significant improvement in patients' outcomes. Dr. Robben recommends bringing the patient back for a follow up visit to place the amniotic membrane v. doing it same day in practice for both reimbursement purposes and patient expectations/ deductible considerations. What Jerry is reading:The Lifestyle Investor by Justin Donald** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams extended through December 31, 2024. Earn up to an additional $15,000 in 2023 and up to $30,000 in 2024. Visit www.pecaaexamrebate.com now!**

In today's episode, I sit down with Dr. Mila Ioussifova and Roger Kennedy to discuss the clinical and business impacts of cryopreserved amniotic membranes in practice, especially with patients with dry eye. Key Takeaways:The easiest way to bring amniotic membranes into your practice are by just doing it. Learn about application tools, patient education, billing and coding from the companies themselves and just go for it.Amniotic membranes aren't just for train wrecks. Persistent ocular surface disease, reduced corneal sensitivity, and moderate dry eye are all great cases for amniotic membrane use.Knowing the patient's deductible status ahead of time aids in the conversation. Dr. Mila presents amniotic membranes as one of hte only treatments that are covered/ billable to insurance and it's the only regenerative approach to corneal tissue and nerves. Knowing the deductible status prevents the patient from being surprised. The wow effect matters.Don't be afraid to publicly market your dry eye and amniotic membrane treatments to patients on your website and patient communication. Have a word of mouth strategy and execute it.Communicate the service and value of your products to other specialists in the area treating patients with conditions that cause dry eye.What Mila and Roger are reading:Think Again by Adam GrantShift Your Brilliance by Simon BaileyBecoming Supernatural by Dr. Joe Dispenza** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams extended through December 31, 2024. Earn up to an additional $15,000 in 2023 and up to $30,000 in 2024. Visit www.pecaaexamrebate.com now!**

Gratitude is a critical skill for leaders managing people. Leaders that express gratitude on a regular basis have dramatic impacts on their culture, their people, and their business's performance. Key Takeaways:Gratitude and thankfulness are two separate concepts but are similar expressions of deep appreciation for a person, an action, or thing.Leaders who express gratitude are more effective, efficient, and create more productive teams.Studies show that 80% employees would work harder if they knew they were working for an appreciative boss.Personal ways to increase gratitude:Send notes of gratitudeKeep a gratitude journal or at least a list gratitudeTake the time to reflect on the things you are grateful forWays to get great at gratitude:Be grateful for your people, not just their performanceCustomize it to your peopleBe specificBe authenticReferences:Research Reveals 3 Reasons Why Gratitude Is An Important Leadership QualityHow to Express More Gratitude at Work & Why Gratitude in Leadership is ImportantResearch: More Powerful People Express Less Gratitude** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams extended through December 31, 2024. Earn up to an additional $15,000 in 2023 and up to $30,000 in 2024. Visit www.pecaaexamrebate.com now!** 

In this episode, I sit down with PECAA's Marketing Member Business Advisor, Shelby Wade, to discuss the importance of launching a 'Use It or Lose It' campaign to drive more patient exams into your office.Key Takeaways:Overall, it's important to follow a yearly marketing calendar with each quarter focusing on a different type of campaign. The end of the year is great for a "Use It or Lose It" campaign.Use It or Lose It is powerful because it reminds patients they have benefits to use and that they are likely to "lose out", which plays into human psychology. Preventing loss is an incredibly powerful driver of action.Use your practice management platform to identify the patients who have not been in to see you. Selectively communicate with/ market to them for this campaign.Use all avenues available to you for this type of campaign: website pop ups, email communications, social media, practice texting, online advertising/ Google Ads, PECAA Ads - even more traditional forms of advertising to those patients for which it works.All content should have a call to action - a specific action item you want them to take after consuming your marketing materials. A great option is "There's No Better Time Than Now To Take Advantage of Your Vision Benefits. Schedule Your Appointment Online Today."What Shelby is Listening To:How I Built This with Guy Raz** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams extended through December 31, 2024. Earn up to an additional $15,000 in 2023 and up to $30,000 in 2024. Visit www.pecaaexamrebate.com now!**

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams extended through December 31, 2024. Earn up to an additional $15,000 in 2023 and up to $30,000 in 2024. Visit www.pecaaexamrebate.com now!**In this episode, my guest is Founder & CEO of focalCenter, Dr. Ron Krefman to discuss the power of leveraging demographic data in understanding who your patients are, how to market to them, and how to grow. To get PECAA member pricing on localEyes, visit localEyes and use Discount Code "PECAA". Key Takeaways:Data, specifically demographic data, are valuable in understanding who your patients are and what opportunities exist within your practice to grow.Most patient consumers are willing to drive 20-30 minutes for their eye and health care.Data are only as valuable as the insights they provide and the decisions they impact within the practice.Leveraging the focalCenter localEyes report provides insights like who your target market is, who you should direct your marketing towards, and the utilization of eye care services in your trade area, the amount they're wiling to spend on eyewear, and more.Make one change at a time. Test it, learn from it, and adjust based on what worked and what didn't.Data like this should be reviewed regularly for the insights they provide and should be updated every 2-3 years.What Ron is reading:The Tetris Effect by Dan Ackerman

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams extended through December 31, 2024. Earn up to an additional $15,000 in 2023 and up to $30,000 in 2024. Visit www.pecaaexamrebate.com now!**In this episode, I sit down with Brant Southwell and Pierre Bertrand of neurolens to discuss implementation of their newest technology, N3. N3 takes the neurolens measuring device into virtual reality and streamlines the doctor's use of the platform. Key Takeaways:Business innovation is driven by observing the needs and painpoints of your customers. Neurolens' newest measurement device was built on the most experienced pain points and opportunities of patients and doctors.The new N3 device moves out of pre-testing into the exam room and is to be used while the patient is waiting for the doctor. The VR based platform makes testing and patient education easier.The new VR platform has resulted in 80% of patients wanting to learn more about neurolens, driving the conversation forward and making it easier to have patients fulfill their neurolens prescription.To improve capture rate, position neurolens as a medical device and help the patient connect the solution with the personal and psychological impacts of their symptoms in their day-to-day lives. What Brant & Pierre are reading:In the Garden of Beasts by Erik LarsonRevival by Steven KingThe Score Takes Care of Itself by Bill Walsh

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams between now and the end of 2023. Visit www.pecaaexamrebate.com now!**Vision Expo West is this week and having a game plan in place ahead of time is crucial to success when it comes to purchasing frames and equipment for your office. IN this episode, I sit down with Bryan Hoban and Kayla Groves from our member business advisor team to discuss a game plan for success. Key Takeaways:Take stock of your financial situation before the show. Understand your cash flow and current cash on hand and determine if financing or a cash purchase is smarter for your business. Review interest rates ahead of time, as well.Review your current frame board, your most popular frame lines, and the gaps in style and price point you have. Evaluate what frame brands your patient are already wearing to help identify the gaps you may have.Before purchasing equipment, run the monthly cost of a 5 year payment, even if you're paying in cash. Compare that with the clicks or sales needed to break even and determine how easy it will be to generate additional revenue and ROI from the purchase. Review any additional changes in office flow and staff. Build a purchasing map prior to attending to make sure you're purchasing frames and frame lines that fill the gaps in the practice and the space you've set aside for these new lines. Market via social media all that you're learning. Connect with your team during the show if they're present and/ or afterwards if they are back in the office. What Bryan and Kayla are reading:Bryan: Quiet - The Power of Introverts In a World That Won't Stop Talking by Susan CainKayla: She Thinks Like a Boss by Jemma Roedel 

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams between now and the end of 2023. Visit www.pecaaexamrebate.com now!**Your practice and business is only as successful as the quality of team members you employ. Searching for, interviewing, and hiring great candidates is one piece of owning a business that consumes a lot of energy and time for owners and managers. Hiring for attitude is an important key to success in advancing your business and practice culture. Key Takeaways:The Bureau of Labor & Statistics job report for august showed an increase in unemployment rate and increase in hiring in healthcare, providing a better opportunity currently for practices to find good candidates.Hiring for attitude begins with defining your practice culture and what a great candidate/ employee looks like.During the interview, ask behavioral based questions that uncover their attitudes and passion that align with what you want in your practice.Asks similar behavioral based questions when you're checking references. Validate the types of experiences and behavioral responses the candidate shared during the interview.Always be hiring and on the lookout for good candidates in other places you do business on a regular basis. 

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams between now and the end of 2023. Visit www.pecaaexamrebate.com now!**In this episode, I sit down with Dr. Brianna Rhue, owner of West Broward Eye Care in Tamarac, FL to discuss her recent buyout of her partner to become sole owner. Key TakeawaysTiming is a critical part of the process. Put in the time and energy ahead of time to set the course for partnership and buyout.Invest in the relationship with the partner. Build trust, be transparent, and be up front about expectations and the plan.There are a number of ways to valuate the practice and they often result in a significant difference to make up. Negotiate appropriately. Consider using the cash flow as the tool for agreeing on the purchase price.Private practice success rate is high, making financing relatively easy. This is less of an issue to secure the money to purchase.Transitioning both patients and staff is key to success.What Dr. Rhue is reading:Buy Back Your Time by Dan Martell

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams between now and the end of 2023. Visit www.pecaaexamrebate.com now!**Do you want to create a great customer experience for your patients? Do you want to make life easier on your team? Allowing patients to book and change appointments online is a great tool to do both. Key Takeaways:Demand for online scheduling is high20% of patients state waiting for the practice to open is a major pain point when it comes to scheduling appointmentsMore than 30% of appointments are booked outside normal business hoursNearly a third of patients prefer too book onlineMore than half of Millennials and Gen Xers would switch practices based on online appointment schedulingOffering online scheduling saves team members significant timeOnline scheduling increases your same day and next day appointments, great for filling gaps in your scheduleOnline appointment requests do not count as online schedulingImplementation does not need to be difficult. Simple steps, grace, and being willing to make changes helps you be successful with implementing this powerful tool.

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams between now and the end of 2023. Visit www.pecaaexamrebate.com now!** In this episode, I sit down with Cindy Morgan Jaffe, founder of the Positive Money Club and author of the book Positive Money to discuss how we look at and think about money and the impact it has on our business.Key Takeaways:In many ways, the messages we've received about money growing up impact how we make financial decisions in practice. Beginning to recognize these influences is the best place to start in order to change them.Be curious. Ask iterative questions to both understand your money mindset and begin reframing how you're impacted by money, how you see it now, and how you want to see it or make change in the future.Positive Money is a philosophy of living with money that leads to the results you want leveraging positive intelligence.Resources:Positive Money by Cindy Morgan JaffePositive IntelligenceThe Soul of Money by Lynn TwistMindset by Carol DweckThink and Grow Rich by Napoleon HillWhat Cindy is reading:Pillar Based Marketing by Ryan BrockThe Covenant of Water by Abraham Verghese

** Don't miss out on an extra $5 rebate for all commercial VSP Eye Exams between now and the end of 2023. Visit www.pecaaexamrebate.com now!** On today's episode, I sit down with employee engagement expert Richard Hadden to discuss simple strategies for keeping the great talent you already have and attracting great new talent. Key Takeaways:Culture is the personality of the business. You can feel it as soon as you walk in the door.And engaged employee is one who is "into" their job. The more "into" their job they are, the more they care about the organization's mission, the more the like spending time there, and the more they believe their work makes a difference for someone.Businesses with an intentional strategy for employee engagement are more productive, more profitable, have less turnover, recruit more talented employees, and create more wealth for business owners. Taking care of employees and above all, generally caring about them personally leads to far greater productivity. It's the easiest place to start. Recruiting great talent is really marketing. Tell your great place to work story. Create a reputation for working at your business. What would it look like for your practice to be a "destination employer". Additional Resources:Contented Cows ResourcesContented Cows STILL Give Better MilkWhat Richard is reading:Truman by David McCulloughI Must Say by Martin Short

In this episode, I sit down with impact expert Janna Jorgensen, founder of ION Leadership Consulting to discuss a framework for human impact, leading teams, and engaging the purpose of your business.Key Takeaways:Purpose drives impact. Understanding your why is critical to having the impact you want to have. Purpose is what you want. Impact is what you actually do. The bigger the difference between the two, the bigger the frustration and dissatisfaction.You can measure your impact. Define the KPI's that show how well you're delivering on your purpose and how your patients experience your business.The context of the situation - where your people are, where your patients are, what's going on in their lives. These pieces of context affect your ability to have the impact you want - especially when it comes to developing, growing, and providing input to your people.The Human Impact Framework can support the process of defining your purpose, your impact, and the people that matter in the process. Levering this tool allows you to be more effective in delivering a great culture, patient experience, and overall impact.Additional Resources:Episode 62 - Dissecting Difficult Conversations with Erin O'MalleyHuman Impact Framework TEDx - Impact is a Context SportWhat Janna is reading:How to Be Heard by Julian TreasureWho Do We Choose to Be by Margaret WheatleyThe Age of AI by Henry KissingerThe AI Superpowers by Kai-Fu LeePositive Money by Cindy Morgan Jaffe

In this episode, keynote speaker and culture expert Greg Hawks shares his philosophy of Ownership Culture and how practices and businesses identify where their people are and engage them deeper. Key Takeaways:Culture starts with the values the business has and are often the really good things of how the practice runs. Start by defining and spotlighting them regularly.Culture in a small business is easier than a large business. Small changes make big impacts in short time.Ownership Culture focuses on employee engagement. Owners are engaged. Renters are disengaged. Vandals are actively disengaged and are divisive, toxic, and actively sabotaging the business's success. Owners show up daily with "head and heart", doing their job with drive and passion. Renters do their job well, offering their skills but are not engaged further. The reasons vandals stay within a business:They are significant revenue generators and they know itThey've been there a long time and it's awkward now to do something about itNepotism - they're family membersThey are also the ownerRenters often become renters because they don't have the ability or opportunity to offer their full thoughts, ideas, and view of the world into how the business improves and grows. Creating space for this helps move renters towards owners.More Resources:Episode 50: Culture for Cold Starts with Davis Capaccioli, ODFor more on Ownership Culture - Email Dr. ManningWhat Greg is Reading:The 12 Week Year by Brian Moran

In this episode, I sit down with eye care industry veteran Grant Larsen to discuss effective change. Successful businesses are easily able to adapt, change, and add new services/ products based on the needs of their customers. As a business owner and leader, it's imperative we recognize steps to success and lead them within the business.Key Takeaways:Change is difficult. Don't think you have to do lead, drive change within your practice all by yourself.The first step to any successful endeavor is understand your “why”. Why are you doing this? Why are you passionate about seeing it succeed?Maintaining change isn't easy either. Learn from the challenges, the “failures”, and why something may not have gone to plan. Adjust accordingly and stay accountable.Have a scorecard for success. Manage against it. Recognition and reward is key to keeping your staff connected to your scorecard.Leverage the connected knowledge of experts around you to accelerate success. Learn from mistakes made and successes had.Getting started is key.Other episodes mentioned in this episode:Episode 48: The KPI's You Aren't Tracking with Bryan HobanEpisode 24: Focus On Financials Part 2 with Bryan HobanEpisode 23: Focus On Financials Part 1 with Bryan Hoban

In this episode, I sit down with culture catalyst Erin O'Malley to discuss the reasons we don't like difficult conversations and having to provide constructive feedback to friends, colleagues, and employees. Key Takeaways:Many don't like having difficult conversations due to the effects it could have on the relationship. We play "What If?" games for the negative, yet we should really look at the positive "What If?" outcomes that could come from having the conversation.Consider shifting away from the feedback sandwich - it can cause whiplash and leave your employee focusing either on the negative or the positive (and they miss the constructive). As Dr. Brené Brown puts it, "Clear is kind."Erin's framework for difficult conversations:Intention - Sets our intention and guides the conversationFraming - Seeing the specific situation and behavior of the individualImpact - What's the impact the person's behavior is having on the business caseInputs - Ask questions and bring the other person inInvite - Invite them into the conversation and the solutionFeedback is a two way street. The inputs and pulling them in to the conversation, asking them how they feel or think about the challenge is really important. Be present.As you frame the difficult conversation, avoid talking about subjective issues. Address the objective actions and behaviors head on.What Erin is reading:Say What You Mean by Oren Sofer

In this final episode from the PECAA Annual Meeting in Nashville, VSP Vision's Shauna Harrington leads an interactive, audience participation course on attracting and keeping great employees in your practice.Key Takeaways:One bad apple spoils the whole bunch. People don't leave bad jobs, they leave bad leaders.Having a handbook sets performance expectations that help facilitate productive people managementFocus on your own unique value proposition. This impacts your ability to source great talent.How do you source great talent?Word of MouthIndeedOther service industriesAsking for referrals from employeesSchools and training programsEngagement in the job and Enablement to do the job are both super important to retain staffWish you were in Nashville for the PECAA Annual Meeting? Be sure to block your calendar for the 2024 meeting in Las Vegas April 29 - May 1, 2024!

In this episode from the PECAA Annual Meeting, Marketing4ECPs President Kevin Wilhelm shares strategies for building a practice brand your patients will love and pay more for. . A commodity is something purchased solely on price and convenience.Brand loyal customers pay 20% more on average for the same product.Be unique - own a single idea and be better at it than anyone else. Be memorableFocus, Focus FocusWish you were in Nashville? Mark your calendar for next year's meeting in Las Vegas April 29th to May 1st, 2024!

Back for another episode of the Practice Advantage podcast, speaker, author, and inspirer Chris Tuff shares more on deeper, authentic connection, and the power it brings to a practice. 11% of employees are in the right job to match their personality profile. Investing more time how we're wired is important to impacting a practice's culture and talent. 3/5 out of employees would leave an employer without that ability to connect to leadershipFeedback is key to employee and culture success - praise-based and constructive/ developmental. Inspirational leadership is the most important leadership trait needed by millennials. Connection happens in the art of fly-byLet culture thriveWish you were at the PECAA Annual Meeting? Be sure to mark your calendar for April 29-May 1, 2024 in Las Vegas, NV!

On this episode, I sit down with Teri Thurston, PECAA's Billing & Coding Advisor to discuss the biggest issues practices face with their billing and coding processes and how to fix them. Key Takeaways:Start at the beginning - with insurance verification. Verifying the patient's insurance ahead of time informs the practice on how to best care for the patient and leverage those benefits before the patient steps foot in the practice. Evaluate the entire Revenue Cycle Management process. Determine the areas that need work and define those individual steps and processes in specific detail. Make sure they work for your individual business. These established processes also help when you have to replace or fill in for your billing specialist.Under-coding and over-coding are significant problems. Take the time to learn what you can bill, how to determine the exam levels you provide, and the appropriate documentation. Don't miss out on billing for services you provided as they are also risky in an audit. Knowing the rules helps you sleep at night when it comes to an audit. Medical and vision insurance can cause challenges when the patient presents for a vision exam, yet has a medical problem. Leverage both within the rules and keep medical and vision separate when appropriate. Educate your patients up front and throughout their entire experience with the whole team.Don't forget the processes after the patient is seen. Submit claims on time. Chase down denials and rejections as soon as possible. Track and manage your billing and coding KPI's. What Teri is reading:Atlas of the Heart by Brené Brown

Do you want to build a great referral network with providers in your area to drive greater specialty care adoption and expand your patient base? Key Takeaways:Evaluate the current realities of your referral networksDetermine the referrals you want and establish your referral policies and proceduresReach out yourself to the providers in your area as much as you canDon't be afraid to refer and seek referrals from other optometristsLeave detailed information for the providers you're working to build referrals fromSend detailed communication to providers you both receive referrals from and from whom you are seeking referralsHost doctor education nights to showcase what how you can serve their practices and their patientHave you registered for the PECAA Annual Meeting?

In this episode, I sit down with Dr. Sahil Dosaj, owner of Miller Optometry in Yucaipa, CA, to share his experience in buying another practice to scale his business. Key Takeaways:The opportunity to scale can come along at any time. Be prepared and ready in your current practice location(s) to be able to say yes when the opportunity presents. Buying a practice means acquiring an established brand that has the opportunity to grow. It's important to recognize the value of the brand (good or bad) and leverage it or change it appropriately. Success in acquisition means having standardized processes strong enough that you implement them in the second business. Take into account what that location does well, but replicate the processes you have established. Be flexible enough to evolve and grow but replicate at the same time. Replication also involves the culture. Acquiring a business can mean acquiring great people and other times, it means people who won't get on board with the direction you're headed. Don't be afraid to let people go who aren't aligned with your mission, vision, and values.What Sahil is reading:The Great Game of Business by Jack StackThink Like a Monk by Jay ShettyAre you joining us for the PECAA Annual Meeting 4/20 to 4/22 in Nashville, TN?? If you don't want to miss out, learn more at https://www.pecaa.com/nationalmemberevents. 

On this episode, we sit down with principal financial advisor and co-founder of Credentialed Wealth Advisors Clint Chedester to discuss the realities of today's economy and its impact on independent eye care professionals. Clint's Disclosure:“We represent Credentialed Wealth Advisors, an SEC registered investment adviser.  The opinions expressed are solely our opinions and are not necessarily those of the podcast host or any advertisers or of Credentialed Wealth Advisors, LLC.  Our appearance does not constitute an offer to buy or sell securities and no investment process is free of risk.  No investment process we may discuss can be guaranteed to be profitable.  The investment opportunities discussed may not be suitable for all investors.  All data and references we cite are believed to be reliable.  Any opinions, news, research, analysis or prices discussed are general commentary and do not constitute investment advice.  Our comments cannot be construed as tax or legal advice.  Listeners are urged to contact their tax or legal advisor for any related questions.”Key Takeaways:One key economic metric to understand the health of the US consumer is the S&P Experian Consumer Credit Default Composite Index - the percentage of consumers behind or in default of consumer credit. Today it is 0.63% compared to over 5% at the height of the Great Recession in 2009.Interest rates continue to rise to increase the cost of borrowing money, ultimately leading to lowered inflation. As small business owners, high interest rates indicate a much deeper need to be especially strategic about how new purchases will be used to drive growth in revenue. If cash flow is high, retaining cash in the business is valuable.The US economy has been in decline for much of 2022 and a number of leading economic indicators show this. A few of these: the number of manufacturing hours worked, ISM Index of new orders, and consumer expectations. All are down and interestingly, the consumer expectation index as lower last year than at the worst part of the Great Recession. Consumer expectation is improving.The US Labor Force Participation Rate indicator shows that we still have not replaced the jobs lost during the pandemic. Consumer demand is higher than it was prior to the pandemic with less workers in the labor force.What Clint is reading:The 7 Habits of Highly Effective People by Stephen CoveyWant to recession proof your practice? Join PECAA at www.pecaamax.com!

In this episode, I sit down with PECAA's Optical Business Advisor, Kayla Groves, to discuss the biggest pitfalls that practices fall into with their optical. Key TakeawaysPitfall #1: Overstocking of frames. Turn rate should be 3x on average in a practice. Frames that aren't turning at this rate shouldn't be stocked.Pitfall #2: Capture rate isn't calculated or calculated poorly. Not having this data affects ability to make key decisions well within the optical.Pitfall #3: Not maximizing reimbursement from insurance by taking wholesale and Frames Data and taking into consideration the type of optical they have: heavy managed vision care, budget, or luxury. Pitfall #4: Not actively managing the frame board and inventory, taking into consideration the practice goals, the practice business model, demographics, price assortment, and turn rate.Pitfall #5: Not training all team members on the essentials of the optical.Optical is still a significant opportunity for growth in private practice. The patients purchasing online and from e-commerce players are not ones who would purchase anyways from a practice. A large proportion of patients still want an in office experience.What Kayla is reading:The Missing by Kiersten ModglinWant to learn more about PECAA's Optical Management resources? Email us at info@pecaa.com.

On this episode of the Practice Advantage podcast, I sit down with Kathy Long, PECAA's Business Operations Advisor to discuss the importance of taking time to review your standard practice operations and find ways to make them more efficient and more effective. Key TakeawaysLeverage your office manager. If your practice doesn't have one, consider team leads to drive change.It's important to get started. Take some time away from patient care, pick one specific process to evaluate, determine your metrics, ask the right questions, involve the team, and most importantly, get started.Consider the most important processes like recall, optical capture, doctor hand-off, and marketing – ones that have significant revenue impact for the practice.Focus on the customer journey and map that journey. The mapping exercise helps lay out the process operations that you can focus on and improve.What Kathy is reading:Stop Overthinking by Nick Trenton

On this episode, we sit down with the masterminds behind midbrain, Randy Bunka and Saul Alvarez, to discuss the tools that big box stores and e-commerce platforms and how independent eye care professionals can take advantage of them to drive new patients into their practice. Key TakeawaysThe average practice loses at least 10% of their patients each year. Marketing to new patients in new markets is critical just to stay flat as a business, much less grow.The big players are leveraging big data and AI, based around who the patient is, what they're looking at, when they're looking at it, to market to new potential patients successfully.Re-marketing is incredibly effective. We don't always know when the consumer is in the awareness phase of the customer journey. Re-marketing keeps your product and service front and center so they know where to turn when they're ready to purchase. The most effective marketing is targeted - towards multiple categories of patients, but individuals who are most likely to access your services. PECAA Ads allows independent practices to leverage the big data and AI to drive re-marketing display ads to new patients in your community. Learn more today!What Saul is reading:Drive by Daniel Pink

In this episode, we talk with PECAA's incoming President, Jonathan Worrall to discuss the power of emotional intelligence as a skill all leaders should possess. Key Takeaways:Great leaders are curious. They listen more, ask more questions, and rely on input and feedback from those closest to the work. Emotional Intelligence is recognizing the entire person on the team and the thoughts and feelings they bring to their work. An EQ driven leader is self-aware of their own emotions, thoughts, and biases.Creating an EQ driven workplace and leading with empathy does not absolve people of responsibilities to perform. Performance goes hand in hand with a great workplace. An EQ driven leader invests in their team's success, both professionally and personally. What Jonathan is reading:Daring Greatly by Brené Brown

In this episode, we sit down with Dr. Davis Capaccioli, owner and founder of Peak Eyecare to discuss the culture strategies helping him build his one-year old Cold Start practice. Key Takeaways:Davis's One-Year Cold Start Lessons learned:Make yourself available to patients to grow your practice. Efficient and optimized is great but not at the expense of being available for new patients.Patients will pay more for higher quality products especially with a storyDon't burn out team members all for the sake of being lean and meanCulture matters because the amount of time the patient spends with the doctor is less than they spend with the rest of the team.Emphasizing core values, daily reminding of core values, celebrating living out the core values and encouraging them members to call out others helps drive a strong and great culture.Every team meeting includes a “Values Moment” in which the owner and team members highlight others for living out the core values with a patient in the last month.What Davis is reading:Five Dysfunctions of a Team by Pat LencioniBeyond Entrepreneurship 2.0 by Jim Collins

On this episode, I sit down with PECAA executives Dr. Lance Anderson and Jamie Hughes to discuss the key principles that make a great leader.Key Takeaways:Jamie's 3 Roles of a Leader:Define the North StarHave a structure for how they run and manage of teamsShows up when the chips are downLance's Keys to a Great Leader:Willingness to listen to other points of view even when it's different from yoursBeing able to be honestSelflessnessDecisiveTrust in teamDelegate results, not tasksTake care of the organization, then the people, then the customer

In this episode, we sit down with PECAA's EVP for Member Business Advisory Bryan Hoban to discuss key performance indicators that give us a deeper look into the health of the practice. Key Takeaways:The basics are always important: Revenue Per Patient, Frame Capture Rate, Revenue Per Pair, CL Capture RateData is only as valuate as the insight it provides: why the numbers are what they are and the steps that need to be taken to improve them. Deeper KPI's provide greater understanding as to why the main KPIs are there they are. Unique KPI metrics to consider:Frame line by genderFrame line by ageFrame sales by genderFrame sales by age$0 frame salesFrame sales per period of timeCL sales per period of timeMonths of CL soldAnnual supply rateFrames per refraction and Lenses per refractionKPI's that don't always help:Revenue per refraction. High amounts of medical can really throw this data points off.Chair cost. It can be skewed in a way that leads to poor decisions especially around managed care plan acceptance.

In this episode, I sit down with Jamie Weeks, Executive Chairman at Legacy Franchise Concepts and CEO of Honors Holdings to discuss the secrets of scaling a business. Whether you want to grow your practice as a single location or turn it into 5, 10, or even 15 locations or more, the secret to scale comes down to one thing. Key Takeaways:The secret to scale is culture and speedWhat is your mantra? Determine it and drive it home every opportunity you get.Culture depends on your ability to be vulnerable and connect with your people. Work life balance should just be life balance. Culture involves surrounding yourself with people who you would want to have lunch/ dinner with and not talk business.Processes and procedures make us more efficient and effective. It drives our ability to move fast. What Jamie is reading:The Omnivore's Dilemma by Michael Pollan

In this episode, I sit down with Dr. Lynn Hellerstein, owner of Hellerstein & Brenner Vision Center, author, and podcast host to discuss the tools and strategies needed for growing a binocular vision and vision therapy practice.Key Takeaways:Starting a VT practice can be intimating. Starting small and slowly scaling by adding services and space is a great way to get started. You do not need all the space and all the technology available to get started.Success in VT practice relies on referrals. Referrals depend on relationships that you build with those in your community - teachers, educators, psychologists, neurologists, other ODs, and more. Always follow up with a report and take the time to understand their role in children or adults that need VT services. Consider speaking opportunities in your community. Don't be afraid to market your VT services for the practice. Share your message through your website, social media, Google ads, newsletters, books, and more!Track and manage your numbers, trust your gut. Don't let your space confine you and impact your patient experience, but don't move before you're ready.What Lynn is reading:From Strength to Strength by Arthur BrooksFind out more about Dr. Hellerstein's books and podcast!

On this episode, Dr. Manning is joined by Mike Guyette, President and CEO of VSP Vision to discuss key takeaways from the VSP acquisition of PECAA. Key Takeaways:PECAA wil continue to operate independently and led by doctors. Doctors know what doctors need. There will be new rebates and offers for PECAA Max and Advantage members right out of the gate.VSP's resources will be used to bring PECAA's tools and resources.Trust is critical to success and is driven by the actions we take, each and every day. What Mike is reading:Smart Brevity: The Power of Saying More with Less by Jim VandeHei, Mike Allen, Roy Schwartz