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Three questions on one page before you sign the next big practice purchase.
Original solo with Ankit Patel. No guest.
The next big purchase for your practice is probably already on your list. A device. A new service line. A dry eye room. This episode gives you three questions to answer on one page before you sign anything. If you are about to take a demo call, start here.
The device shows up. The room gets set up. The team gets trained for an afternoon. Six months later it sits on a shelf.
The device was fine. The order was wrong. The check came before the plan.
The buying process is built to move fast. Three pushes do the work: fear of missing out, social proof from forums and colleagues, and a vendor ROI sheet that looks like a plan but is a sales tool.
None of the three tells you if your patients want it, who on your team will run it, or how it gets sold in your office. Those are your questions. Nobody else will ask them for you.
Who is the patient, and how do they find you? Not "everyone with dry eye." Which patients already in your chairs need this, and where will new ones hear about you? Your own schedule and records hold the answer.
Who owns it? One name. Who books it, runs it, follows up, and notices when it slips. A service with no owner becomes everyone's side job, and side jobs drop first on a busy Tuesday.
How does it get sold? The chair script, the phone script, the price question at the front desk, and the follow-up call. Then the outside path: website, local, referral partners. Under IRS rules, eye exams, prescription glasses, and contact lenses count as medical expenses for HSA and FSA dollars. Cosmetic work does not. Check your specific service and the patient's plan before you promise it.
Pick the next purchase on your list.
Fill in the one-page plan before your next demo call: the patient, how they find you, the owner, the chair script, the phone script, the marketing path, the smallest first step, and the 90-day go or no-go check.
Ask the vendor one question: "What is the smallest version of this I can start with?"
If you can't fill in all eight, the answer is not no. It is not yet.
Welcome to Optometrists Building Empires! Each week, host Ankit Patel, explores the journey of practice ownership and leadership in optometry with some of the top minds in his field. This show is sponsored by My Business Care Team: We help increase revenue, reduce costs, and reduce staffing headaches. Let's build your empire together!