How to Build a Profitable Dry Eye Practice
Most practices are not losing revenue because they lack technology. They are losing it in the gap between diagnosis and patient decision.In this episode of the Marketing for Doctors Podcast, Justin Cholula from Hoot sits down with Dr. Todd Cohan, a leading dry eye specialist and medical director of Hoot Dry Eye Center, to break down the exact system his team uses every day to drive treatment acceptance without sounding salesy or overwhelming patients.This is a practical, step by step conversation focused on what actually works inside a real practice.You will learn: How to build a team-driven dry eye protocol that starts before the doctor enters the room What to say and what to avoid saying to increase patient understanding and trust Why separating the ocular surface exam is critical to driving acceptance How to use imaging and simple analogies to create patient buy-in The right way to introduce treatment without pushing technology How to handle the insurance objection and confidently position value Why most practices fail with new equipment and how to fix it with implementation Dr. Cohan also shares a powerful mindset shift: dry eye is not a side service. It should be treated like glaucoma screening, a standard of care that protects long-term patient outcomes while unlocking consistent revenue.If you already have the patients, the diagnosis, and the equipment but are struggling with conversion, this episode will show you exactly where the breakdown is and how to fix it.This is not theory. It is a real-world playbook you can apply immediately.
