Before an optometry practice can grow in revenue, efficiency, or patient volume, it must first confront an uncomfortable truth: many eye care professionals are unknowingly holding their own practices back. In this episode of the Defocus Media Podcast, Dr. Fallon Patel challenges the long-standing beliefs that keep clinicians stuck, especially the idea that providing great care and being well compensated cannot coexist. Dr. Patel makes a compelling case that practice growth is not a technology problem or a talent problem, but a mindset problem. The conversation moves beyond theory, arguing that without clear belief in personal value, intentional communication in the exam lane, and systems that turn KPIs into daily action, even the most clinically skilled practices will struggle to scale. This episode is a direct call for eye care professionals to rethink how they value themselves, their teams, and the care they deliver.

Topics Covered :Mindset Comes Before MoneyLanguage Creates Value in the Exam LaneAI as a Tool for Consistency and EfficiencyPulse IQ Solutions: Turning KPIs Into ActionA Legacy Without Regret Mindset Comes Before Money

Dr. Patel emphasized that many healthcare professionals struggle with accepting financial value for the care they provide. That internal hesitation can quietly shape clinical conversations leading to under-recommending solutions, avoiding advanced options, or deciding what a patient can afford before the patient ever has the chance to choose. In her words, “There is a belief… in healthcare professionals that we tend to… give away a lot of our services… because we have a guilt around accepting monetary value.” That belief does not just impact revenue, it can limit patient care when clinicians stop short of presenting the full range of solutions.

Dr. Glover reinforced the idea that optometrists are not simply delivering products or exams, they are creating real-world outcomes. The mindset shift is recognizing that patients are paying for expertise, trust, and transformation, not just a transaction.

Language Creates Value in the Exam Lane

A practical takeaway from the episode was how much communication matters. Dr. Patel and Dr. Glover both pointed to the importance of connecting recommendations directly to the patient’s chief complaint and lifestyle. When patients feel heard, the solution feels relevant—and the conversation becomes less about cost and more about outcomes. As Dr. Patel put it, “The price will never be an issue if… the confidence and the way in which the information is presented… they will go for treatment.”

That concept applies across dry eye care, myopia management, contact lens comfort, digital eye strain, and other modern demands. Strong communication is not only a “new graduate” skill—it is a growth lever for every optometrist and every team.

AI as a Tool for Consistency and Efficiency

Both Dr. Patel and Glover, highlighted AI as a practical advantage for busy clinics. From creating scripts and refining patient explanations to building training materials and standard operating procedures, AI helps practices become more consistent without adding more hours to the day. Dr. Patel described using AI to reduce the time required to plan and launch clinic initiatives, while Dr. Glover emphasized that AI can help clinicians stay current and role-play real patient objections so they show up more confident and prepared.

The theme was simple: AI does not replace clinical judgment, it supports better execution and frees up time for patient care, leadership, and family.

Pulse IQ Solutions: Turning KPIs Into Action

Dr. Patel also shared why she built Pulse IQ Solutions, a platform designed to solve a problem many growing practices face: scattered training, unclear accountability, and KPIs that exist—but do not drive behavior. With teams expanding quickly, retraining becomes repetitive, performance becomes hard to track, and leaders get stuck in reaction mode. Her goal with Pulse IQ Solutions is to centralize training, goal-setting, and performance insights so practices can become proactive and predictable, not reactive and overwhelmed.

The system is designed for single-location and multi-location practices, giving leaders visibility into team development and operational progress while supporting employees with guidance and structure.

A Legacy Without Regret

When asked what she hopes to be known for when she eventually “retires her phoropter,” Dr. Patel offered an answer that stood out: she wants to finish her career without regret. That mindset—choosing action, building meaningful connections, and helping others grow—mirrors the core message of the episode: success in optometry is built intentionally, one belief and one system at a time.