The recent live session with Dr. Hanish Patel offered a detailed look at how to build a thriving Dry Eye practice using InMode’s Envision device. Dr. Patel, who runs a leading optometry clinic in Midtown New York City, shared practical strategies for combining clinical excellence, communication, and efficient patient workflows to deliver both results and profitability.
Meeting a growing clinical need
Dry Eye disease continues to rise with more screen time, environmental factors, and lifestyle changes. In Dr. Patel’s practice, more than 40 percent of comprehensive exams reveal signs of Dry Eye disease. These patients are already in the chair and often need only education and direction to move toward treatment.
Making meibography part of every exam
One of Dr. Patel’s most impactful steps was integrating meibography into the pre-testing process for all patients. Quick lower-lid imaging during the comprehensive exam provides clear, objective visuals of gland health. This data builds patient trust and sets the stage for a deeper discussion about long-term eye health. Dr. Patel compares it to glaucoma screening, where imaging guides proactive care even before symptoms develop.
Educate before recommending treatment
Patients often find Dry Eye terminology confusing, and a single visit packed with information can overwhelm them. To improve understanding and conversion, Dr. Patel schedules a dedicated ocular surface evaluation after the initial exam. Between visits, patients receive clear educational materials that explain MGD, why it matters, and how Envision IPL and RF treatments address the root cause rather than masking symptoms. This approach allows patients to return informed, confident, and ready to decide.
A consultative model that drives conversion
Dr. Patel follows a straightforward three-step framework:
-
Diagnose clearly using imaging, tear break-up time, and symptom screening.
-
Educate thoughtfully about the condition and available solutions.
-
Address objections early by discussing value, time commitment, and insurance coverage in advance.
He emphasizes that Dry Eye care is preventive medicine. Many conditions are asymptomatic early on, and objective imaging helps patients see the problem before it worsens.
Building a team-based treatment process
Technicians in Dr. Patel’s practice are trained to perform the Form I RF treatment safely, prepare patients, and answer questions, while he performs IPL sessions and expressions himself. This division of roles maximizes efficiency, maintains safety, and allows the practice to scale without sacrificing patient experience.
Avoid rushing the comprehensive exam
Dr. Patel stresses the importance of avoiding a “cram it all in one visit” approach. Trying to diagnose, educate, and close within a single comprehensive exam often overwhelms patients and leads to poor follow-through. Instead, focus the first visit on identifying the issue and capturing diagnostic images. Schedule a follow-up for detailed discussion and treatment planning, supported by education that patients can review at home.
Key steps to grow your Dry Eye practice
-
Incorporate meibography into pre-testing for every patient.
-
Educate patients between visits so they arrive ready for discussion.
-
Use a clear evaluation structure that informs and builds trust.
-
Delegate confidently to trained technicians for safe, efficient care.
Watch the Recording Here to see Dr. Patel’s full walkthrough and learn how to apply these methods in your own practice.