Premium intraocular lenses offer life changing vision improvements, but the out of pocket costs can be a stumbling block for many patients. Surgeons and referring optometrists alike often hesitate to bring up the topic, worried it might seem pushy or create tension. But the truth is, the financial conversation does not have to be awkward or sales driven. It can be educational, transparent, and even empowering—when handled the right way.
The Problem with Avoiding the Cost Conversation
Some providers delay or avoid the discussion altogether, assuming the surgical practice will cover it. While the final pricing may be presented at the surgeon’s office, introducing the concept of shared billing early helps patients prepare mentally and financially.
When patients find out at the last minute that their insurance only covers standard monofocal lenses and not the advanced technology lenses they were excited about, they feel blindsided. That confusion can lead to distrust, delays, or backing out of the surgery altogether.
By being proactive and upfront, you allow patients to make informed decisions with clarity and confidence.
Three Ways to Talk About Cost with Confidence
1. Frame it as a lifelong investment
Premium IOLs offer more than a convenience. They offer long term freedom from glasses or contacts and potentially better quality of life. Frame the discussion in terms of value, not price.
Instead of saying, “This will cost you more,” try saying, “This is a one time investment in your vision that can impact your daily comfort and freedom for decades.”
As Dr. Ajamian puts it, “If this is something you want, it is worth finding a way to pay for it.”
2. Offer financing options early
Patients are used to financing cars and phones. Vision is just as valuable, if not more. Recommend financing companies like CareCredit as a way to spread the cost over time. Explain that these lenses are elective and personalized, and while insurance does not cover them, payment plans make them more accessible.
A simple phrase such as, “Many of our patients choose to finance these lenses just like they would with other important life purchases,” can ease resistance and make the decision feel manageable.
3. Be honest about what insurance covers and does not cover
Transparency builds trust. Let patients know that health insurance covers the surgery and a standard monofocal lens. Any additional cost is tied to the advanced lens technology and services that fall outside the traditional insurance model.
If you can, provide a ballpark range for what the additional investment may look like. While your office may not give the final quote, having a sense of the approximate costs, copays, and facility fees keeps the patient grounded.
Your office staff can also help. Train them to walk patients through a high level breakdown and refer them to the surgical practice for detailed pricing.
Trust Grows When You Lead the Way
Ultimately, patients appreciate honesty. They want to know the truth so they can plan. When you make the financial conversation part of the clinical process—not a surprise afterthought—you build deeper trust and smoother conversions.
Avoiding the topic does not protect the patient. It only delays the inevitable decision. By giving them the facts in a warm, practical, and respectful way, you empower them to choose what is right for their goals and lifestyle.
If you want to simplify how your team educates patients about IOL options and out of pocket expectations, visit GetHoot.com/cataract-surgery to learn more.