Stop Chasing Prestige - Nathan Heilman - Optometrists Building Empires - Episode # 090

People, Purpose, then Performance - Dr. Rupe Hansra - Optometrists Building Empires - Episode # 095

What happens when an optometrist stops thinking like a practice owner and starts thinking about the future of healthcare itself? On this week’s episode of Optometrists Building Empires, host Ankit Patel sits down with Dr. Rupe Hansra, Vice President of Professional Affairs at Topcon Healthcare and Vice Chair of the Illinois Eye Institute. From scaling 20 cold-start practices to helping lead the AI and Oculomics movement in eye care, Dr. Hansra shares a powerful perspective on leadership, culture, mentorship, and why optometry may soon become the front door to preventative healthcare. The conversation covers the leadership framework behind why culture creates accountability better than any rulebook ever could, and what it really takes to develop talent that carries your vision forward. Dr. Hansra also pulls back the curtain on Oculomics and the AI-driven future where a routine eye exam could screen for heart disease, diabetes, kidney health, and more, positioning optometry as one of the most important preventive touchpoints in all of healthcare.   Takeaways:  * Sustainable growth starts with aligning people, purpose, and performance. When all three are working in sync, your practice builds momentum that doesn't depend on you being in the room to sustain it. * Building culture creates self-directed behavior and stronger leadership pipelines. When your team understands the why behind their work, they make better decisions, hold each other accountable, and naturally develop into the leaders your practice needs next. * Hiring the right talent is more important than overcomplicating systems and processes. A player who aligns with your vision and drives results will outperform any checklist, and finding them deserves the same relentless energy you put into growing your practice. * Staff turnover is one of the biggest challenges in scaling multi-location practices. Rather than taking it personally, the most effective owners focus on creating an environment people genuinely want to stay in while building systems that keep momentum going when transitions happen. * Oculomics and AI-driven retinal imaging could transform optometry into the front door of healthcare. As these tools become part of routine workflows, ODs will be positioned to identify systemic disease earlier than almost any other provider in the system. * Retinal scans may soon help detect cardiovascular disease, kidney disease, diabetes, Alzheimer’s, and more. What was once a vision correction visit is becoming one of the most powerful preventive health screenings available to patients today. * Preventative healthcare and early detection can dramatically reduce long-term healthcare costs. Getting ahead of chronic disease through a routine eye exam is not only better for patients, it relieves pressure on an already overburdened healthcare system. * Mentorship, personal growth, and taking calculated risks are critical for long-term success. The doctors and leaders who build the most meaningful careers are the ones who bet on themselves early, surround themselves with people who have already been where they want to go, and never stop learning. Quote of the Show: * “People, purpose, then performance. If those two things are aligned, you create self-directed behavior and sustainable growth” – Dr. Rupe Hansra Links: * LinkedIn: https://www.linkedin.com/in/rupehansra/ [https://www.linkedin.com/in/rupehansra/] * Website: https://topconhealthcare.com/ [https://topconhealthcare.com/] * Book a Meeting with Ankit: https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01 [https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01]  * Optometry Redefined Book: https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image [https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image]  Shoutouts: * Topgrading: How Leading Companies Win by Hiring, Coaching, and Keeping the Best People [https://www.amazon.com/Topgrading-Leading-Companies-Coaching-Keeping/dp/1591840813] * Who: The A Method for Hiring [https://www.amazon.com/Who-Geoff-Smart/dp/0345504194/ref=sr_1_1?crid=3EQ8ONO6BQ8GX&dib=eyJ2IjoiMSJ9.GDAOfivJIZVG9xQoYnk4e6h8ePwkPj574LjB7uWJAXPJJEyPT5My2ZU2hceeqxhFs18921pNWn_Ymdom9lgUaV_3b8Y683qe38Ginw2ui6t4D9PIS4v1P-lmyx9HTE0Ps1kUoBFdlYJcwpmBSpkD92A-A9QQSSf3zpcO_MnSVaOCC4AP0IqyFaqTps_bEQarwg8yawZyGeHIspO2I2UjV2HoABIWapn7C0f_K4cifb0.QJgytkhlM3F1w_kgCb_LKbSOTlf--MRQUEvqBszAWC8&dib_tag=se&keywords=Who%3A+The+A+Method+for+Hiring&qid=1779117038&s=books&sprefix=who+the+a+method+for+hiring%2Cstripbooks%2C146&sr=1-1] *  Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization [https://www.amazon.com/Tribal-Leadership-audiobook/dp/B07NF1R92F/ref=sr_1_1?crid=121B8YVRAA4OW&dib=eyJ2IjoiMSJ9.5H0kr23YAD8jnEpr-ZNA56SiMn_aH526tlOhTHfWA8BD5jP9mm098R3931qkXCPPUJMDu42w_jA7lXkloal8eN3Mwah0wTqKPHykLA6XombYO_nIhkWL0DaP2fZO4BYqq3ueDsG7M0HhKaDPgPjWHOxXlZBzi3eiAxL_-veiPa4.XGsZiTCrEUml1L32OeDO88rKLHSegtgLMJnRpOvFYAU&dib_tag=se&keywords=Tribal+Leadership%3A+Leveraging+Natural+Groups+to+Build+a+Thriving+Organization&nsdOptOutParam=true&qid=1779117151&s=books&sprefix=tribal+leadership+leveraging+natural+groups+to+build+a+thriving+organization%2Cstripbooks%2C109&sr=1-1] Ways to Tune In: * Spotify: https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG [https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070 [https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070]  * Amazon Music: https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0 [https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0]  * Podchaser: https://www.podchaser.com/podcasts/optometrists-building-empires-5812208 [https://www.podchaser.com/podcasts/optometrists-building-empires-5812208]

Seeing the Vision Through - Dr. Jason Klepfisz- Optometrists Building Empires - Episode # 094

Can independent optometry beat corporate competition by focusing on experience, branding, and hospitality? On this week’s episode of Optometrists Building Empires, host Ankit Patel sits down with Dr. Jason Klepfisz, founder of Urban Eyecare and creator of Private Practice Club. Jason shares how he built a standout private practice through premium patient experience, independent eyewear, smart branding, and AI-driven marketing strategies. From scaling a second location to creating a hospitality-first patient experience, Jason explains how thinking differently helped him stand out in a crowded market. He also dives into the realities of hiring, why he prioritizes personality and sales mindset over traditional optical experience, and how he trains teams to deliver luxury-level service. This conversation is packed with practical insights on private practice growth, branding, staffing, and the future of independent optometry. If you’re an optometrist, practice owner, or entrepreneur looking to differentiate your business, this episode is worth the listen. Takeaways: * Building a practice around revenue per patient rather than volume is a legitimate and sustainable path. Delivering an exceptional experience for a focused segment of the market can outperform chasing sheer appointment numbers. * Treating your practice like a hospitality business rather than a medical office changes everything. When patients are greeted by name and moved through a frictionless experience at every touchpoint, they return and they refer. * Staffing from outside the industry can be a major advantage. Hiring people from retail and hospitality backgrounds and training them from the ground up often produces better results than hiring experienced opticians stuck in corporate habits. * Private equity entering optometry creates real opportunity for independent practice owners who are paying attention. As corporate consolidators cut costs and reduce service quality, patients will look for somewhere better,  and well-positioned independents will capture that outflow. * Your location is your first marketing decision. Understanding your environment and your target patient before you sign a lease is fundamental to everything that comes after. * Exclusivity in eyewear is a competitive advantage most practices leave on the table. Carrying independent frame lines that aren't available at the corporate chains down the street gives patients a reason to choose you and gives you control over your margins. * Getting booked out too far is a problem, not a sign of success. When patients with cash can't get in for weeks, they go somewhere else,  and you've handed your competition a warm, motivated lead. Quote of the Show: * “This is me turned into a building and a store. And at the end of the day, what I think and what I wind up doing ends up being the most important thing.” - Dr. Jason Klepfisz  Links: * LinkedIn: linkedin.com/in/jason-klepfisz-13013512a [http://linkedin.com/in/jason-klepfisz-13013512a] * Website: https://urbaneyesphx.com/ [https://urbaneyesphx.com/] * Instagram: https://www.instagram.com/urbaneyecarephx/ [https://www.instagram.com/urbaneyecarephx/] * Book a Meeting with Ankit: https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01 [https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01]  * Optometry Redefined Book: https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image [https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image]  Ways to Tune In: * Spotify: https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG [https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070 [https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070]  * Amazon Music: https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0 [https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0]  * Podchaser: https://www.podchaser.com/podcasts/optometrists-building-empires-5812208 [https://www.podchaser.com/podcasts/optometrists-building-empires-5812208]

Grit, Legacy, and Giving Back - Diana Mae Monea - Optometrists Building Empires - Episode # 093

What does it take to build a legacy in optometry across nearly five decades … and keep going even when life tries to stop you? In this episode of Optometrists Building Empires, host Ankit Patel sits down with Dr. Diana Mae Monea, a pioneering optometrist from Canada whose career spans close to 50 years of practice, leadership, and relentless giving back. From launching Canada's first optometry website in 1999 to building a multi-location practice called Eye Health Centers across Saskatchewan and Calgary, Diana's journey is one shaped by grit, purpose, and an unwavering belief that caring for people is the highest form of success. Diana opens up about what it was like to enter optometry as a woman in 1978, when banks required her father to co-sign a loan simply because of her gender. She shares how growing up in poverty fueled her drive, how she built her practice around education over selling, and why she believes every practice should be built with succession in mind from day one.  Takeaways: * Perseverance is the foundation. When the system is stacked against you, whether it's a bank, a bias, or a broken circumstance, the ability to push forward anyway is often the only real advantage you have. * Building a practice around giving back creates something money can't buy. Diana's most powerful patient moments came not from revenue, but from impact, and those moments are what kept her going for decades. * Education beats selling every single time. When patients understand why they need something, they say yes without pressure. That shift starts in the exam chair with a doctor who genuinely believes in what they're recommending. * Succession planning should begin the moment you open your doors. Life changes without warning, and practices without a transition plan in place are far more vulnerable than their owners realize. * The workforce has changed, and resisting that reality costs you. Every generation has something unique to offer. Practices that create space for different generations to contribute, rather than compete, will be better positioned for the road ahead. * Embracing change in optometry is not optional. From online retail to AI to telemedicine, the profession is evolving rapidly. Those who adapt will lead. Those who don't will be left behind. * An empire is deeply personal. Diana's definition of empire has nothing to do with locations or accolades, it's about overcoming your obstacles and making an impact on the people in your life, however that looks for you. Quote of the Show: * “We all have the opportunity every single day to make a difference. I’m still practicing today because I want to make a difference. That’s what keeps me going.” - Dr. Diana Mae Monea Links: * Instagram: https://www.instagram.com/doc_diana_monea/ [https://www.instagram.com/doc_diana_monea/]  * Website: https://www.eyehealthcentres.com/ [https://www.eyehealthcentres.com/]  * Book a Meeting with Ankit: https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01 [https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01]  * Optometry Redefined Book: https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image [https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image]  Ways to Tune In: * Spotify: https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG [https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070 [https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070]  * Amazon Music: https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0 [https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0]  * Podchaser: https://www.podchaser.com/podcasts/optometrists-building-empires-5812208 [https://www.podchaser.com/podcasts/optometrists-building-empires-5812208]

Low Vision, High Impact - Dr. Carlos Grandela - Optometrists Building Empires - Episode # 092

What happens when a student rotation changes everything you thought your career was going to be? Dr. Carlos Grandela walked into optometry school expecting to keep it simple: a steady job, a good life, time for the things that mattered most. What he found instead was a calling in one of the most underserved specialties in the field. In this episode of Optometrists Building Empires, host Ankit Patel sits down with Dr. Grandela, owner of Viewfinder Low Vision Resource Center and one of the only full-time private practice low vision specialists in Arizona. Carlos shares how he built a referral-driven practice from the ground up, navigated the real challenges of buying a two-location practice mid-COVID, and found creative ways to serve patients who had long been priced out of the tools they needed most. Takeaways: * Community relationships are the most reliable top-of-funnel strategy in specialty care. For referral-based practices, showing up in person, building trust with referring providers, and staying top of mind over time consistently outperforms paid advertising. * Building a referral network takes patience. The return on handshake marketing often doesn't show up for six months to a year, but the relationships built are more durable and more valuable than any single campaign. * Starting with what a patient wants to accomplish drives better outcomes and more natural sales conversations. When you lead with the patient's goal, whether it's driving or reading, the device recommendation becomes a solution rather than a pitch. * Operational changes can unlock significant revenue without requiring more patients. Transitioning to double booking with support staff and shifting to MDM billing codes dramatically increased Dr. Grandela's daily capacity and revenue per visit. * Empire is personal. It is not defined by the number of locations you own or the milestones others set for you. For Dr. Grandela, it means overcoming obstacles and making an impact on the people around you, one patient, one family, one community at a time. * Technology is reshaping what's possible for underserved patient populations. AI-powered tools like Meta Ray-Ban glasses are making assistive technology accessible at a fraction of the previous cost, opening doors for patients who were previously priced out entirely. * Specialty care creates underserved markets worth entering. With fewer than a dozen low vision doctors in the entire state of Arizona, awareness is the biggest barrier, and visibility in the right circles can fuel steady, sustainable growth. Quote of the Show: * “ If you focus on the sales, then you're gonna feel bad every time somebody doesn't buy. If you focus on the patient, the sales will come.” - Dr. Carlos Grandela Links: * Carlos’s LinkedIn: linkedin.com/in/carlosgrandelaod * Website:https://viewfinderlowvision.com/ [https://viewfinderlowvision.com/]  * Book a Meeting with Ankit: https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01 [https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01]  * Optometry Redefined Book: https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image [https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image]  Shoutouts: *   Dr. Lynne Noon, View Finder Low Vision Resource Center Ways to Tune In: * Spotify: https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG [https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070 [https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070]  * Amazon Music: https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0 [https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0]  * Podchaser: https://www.podchaser.com/podcasts/optometrists-building-empires-5812208 [https://www.podchaser.com/podcasts/optometrists-building-empires-5812208]

The Partnership That Lasted 23 Years and Counting - Kerry Giedd - Episode # 091

What if building an empire had nothing to do with how many locations you own and everything to do with the life you design along the way? In this episode of Optometrists Building Empires, host Ankit Patel sits down with Dr. Kerry Giedd, co-founder of Eola Eyes in Orlando, Fellow of the American Academy of Optometry, and nationally recognized speaker. Kerry shares the full arc of her 23-year journey in private practice, from a sushi restaurant conversation that sparked a partnership to weathering hurricanes, economic downturns, and staffing challenges without losing sight of what matters most. She also digs into the real-world mechanics of insurance navigation, virtual staffing, patient experience, and the mindset shifts that keep a practice thriving long-term. Takeaways: * Intentional partnership design from day one reduces conflict later. Start aligned to create a foundation that can weather the inevitable seasons of change without fracturing under pressure. * Setbacks are part of the timeline, not a detour from it. The ability to keep your eye on the long game is often what separates practices that survive from those that don't. * Designing a practice around your life is a legitimate strategy. Intentional structure creates sustainability and prevents the burnout that comes from treating your exam room like a treadmill you can never step off. * Outsourcing strategically preserves your onsite team. Virtual assistants, out-of-network billing tools, and thoughtful delegation allow a lean team to perform without burning out, but the investment in training and onboarding that support is non-negotiable. * The best mentor doesn't have to be nearby or in your specialty. Kerry's earliest career model showed her what clinical excellence, ethical practice, and a full personal life could look like together. That image carried her for decades. Quote of the Show: * “You realize, especially as you get older, life isn’t perfect. Perfect is the enemy of good.” - Kerry Giedd   Links: * LinkedIn: https://www.linkedin.com/in/kerrygiedd/ [https://www.linkedin.com/in/kerrygiedd/]   * Facebook: https://www.facebook.com/kerry.giedd [https://www.facebook.com/kerry.giedd]  * Instagram: https://www.instagram.com/eyedrmom/?hl=en [https://www.instagram.com/eyedrmom/?hl=en]  * Company website: https://www.eolaeyes.com/ [https://www.eolaeyes.com/]  * Email: kerrygeid@gmail.com [kerrygeid@gmail.com]  * Book a Meeting with Ankit: https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01 [https://meetings.hubspot.com/ankit98/optometry-redefined?uuid=e5cd456c-9db4-42c7-b106-2b6e250a6d01]  * Optometry Redefined Book: https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image [https://www.amazon.com/Optometry-Redefined-Master-Resourcing-Performance/dp/B0FKJTZGJ3/ref=monarch_sidesheet_image]  Shoutouts: * The E-Myth Revisited Book: https://a.co/d/0bb8y44R [https://a.co/d/0bb8y44R] Ways to Tune In: * Spotify: https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG [https://open.spotify.com/show/5w1H9BBwRXvBSSkexePYxG]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070 [https://podcasts.apple.com/us/podcast/optometrists-building-empires/id1762685070]  * Amazon Music: https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0 [https://music.amazon.com/podcasts/689a039b-54ce-4f04-b641-66d8640d93d0]  * Podchaser: https://www.podchaser.com/podcasts/optometrists-building-empires-5812208 [https://www.podchaser.com/podcasts/optometrists-building-empires-5812208]