When a patient first hears about intraocular lenses during a surgical consultation, it can feel like drinking from a firehose. Words like presbyopia, toric, or multifocal are unfamiliar, and the entire process suddenly feels more complicated than expected. If that same patient had been introduced to the concept weeks or months earlier during a routine optometric exam, the outcome could be very different.
Many surgeons agree that patients are more likely to choose premium IOLs and be satisfied with the result when they have had time to digest the options. That process begins with their optometrist.
Optometrists have long-standing relationships with patients, often spanning decades. They know the patient’s visual history, lifestyle demands, and tolerance for change. More importantly, patients trust them.
As Dr. Paul Ajamian notes, “Most surgeons worth their salt welcome information from the OD because the OD knows the refractive and vision history of patients better than the ophthalmologist.”
Introducing IOL options early does not mean pushing a specific lens. It means planting the seed. For example, a patient with astigmatism should be made aware that there are lenses, like toric IOLs, that may reduce or eliminate their need for glasses after surgery. Dr. Paul Karpecki emphasizes that many patients never opt into these technologies because they were simply unaware of them at the start.
This early education builds a foundation. When the surgeon later explains the recommendation, the patient already has context. They are less likely to feel blindsided or skeptical. Instead of explaining the difference between monofocal and multifocal lenses from square one, the surgeon can focus on refining expectations and confirming candidacy.
This leads to more productive consultations, fewer cancellations, and ultimately better outcomes. It also helps protect surgical chair time by ensuring that candidates who move forward are informed, confident, and ready.
Doctors who want to increase premium conversions without increasing consult time should think beyond the surgical suite. Encourage referring optometrists to take an active role in patient education. Provide them with simple tools, language, and guides to explain the value of IOL options. The more prepared the patient is before seeing the surgeon, the more likely they are to follow through with the right lens for their goals.
If you want to streamline IOL conversations and scale patient education across your referrals, visit GetHoot.com/cataract-surgery to learn more.