About this episode

Dr. Jennifer Stewart discusses how to enhance the optical experience in practices to boost sales and patient engagement.

What if the biggest reason patients aren't buying glasses from your practice… is the experience you've unintentionally created around optical? In this episode of 20/20 Money, I'm joined once again by Dr. Jennifer Stewart for a candid and energetic conversation around the subtle — and sometimes overlooked — ways practice owners can dramatically improve optical sales without feeling "salesy." Jen shares how she's intentionally built an optical-forward patient experience that turns eyewear into something patients genuinely get excited about, why most practices unknowingly make optical feel transactional and overwhelming, and how small shifts in attention, storytelling, and intentionality can completely change patient behavior. We also explore the mindset many owners have around optical being a "dead" profit center, why that belief becomes self-fulfilling, and practical ways to start taking ownership back without blowing up your entire practice model. We also discuss: Why patients asking "what glasses are those?" is a bigger opportunity than most doctors realize How Jen strategically uses her own eyewear to influence frame and lens sales The hidden danger of treating optical like a…

People in this episode

Host: Adam Cmejla

Guest: Dr. Jennifer Stewart

Topics covered

• optical sales
• patient experience
• practice management
• eyewear marketing
• business mindset

Keywords

• optical
• patient experience
• sales strategies
• eyewear
• practice owners

More episodes of 20/20 MONEY: The Business of Optometry

• What every seller needs to know before selling their practice · July 20, 2026 · 45 min
• Your Practice Doesn't Need More of Your Time — It Needs Better Use of It with Nathan Hayes · July 13, 2026 · 1h 3m
• A simple introduction to AI for optometry practice owners: a practical conversation with Dr. Mick Kling · July 6, 2026 · 43 min
• Why some dry eye practices thrive--and others quietly fail with Dr. Chris Wolfe · June 22, 2026 · 45 min
• Implementing a profitable Medicaid practice into your local school district: a convo with Dr. Ryan Hansen · June 15, 2026 · 44 min
• A blueprint for scaling your practice (while having a life in the process): unpacking Eyecare B.O.S.S. with Eugene Shatsman · June 8, 2026 · 53 min

Explore listener stats, chart rankings, contacts and more on the 20/20 MONEY: The Business of Optometry podcast page.