2024 Books & Benchmarks Report Discussion with Nathan Hayes
20/20 MONEY: The Business of Optometry
Release Date: 08/04/2025
If you think "sales" is a dirty word, this episode was made just for you.
20/20 MONEY: The Business of Optometry
In this episode, Dr. Steve Vargo returns to talk about a topic many ODs quietly struggle with: the role of sales in patient care and practice performance. Inspired by a recent post he shared on LinkedIn, we explore why certain KPIs feel frustrating to improve and how a simple shift in perspective can change the way doctors think about influencing patient outcomes. Steve and I discuss the stories we tell ourselves about what “selling” means, why the word carries so much baggage in healthcare, and how a reframed definition can open the door to clearer communication and better patient...
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From the Exam Room to the Executive Table: A Conversation with Dr. Pete Kehoe on How Managed Vision Care Can Enhance the Provider Experience
20/20 MONEY: The Business of Optometry
Why has the profession of optometry had such a complicated relationship with VCPs (vision care plans) over the years? Some practice owners love them. Others despise them. Some practices are on all the panels. Some have intentionally jettisoned themselves from every plan and gone out of network entirely. On this episode, which in a way serves as a follow-up discussion to my conversation with Dr. Chris Smiley, OD (link in the show notes), Dr. Pete Kehoe and I have an engaging and well-rounded discussion about VCPs and the role they can play in running a successful practice—and why it doesn't...
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Solving for optionality and the importance of community up to and through retirement with Roger Whitney
20/20 MONEY: The Business of Optometry
On this episode, we explore the unique intersection of financial planning and personal growth, discussing the importance of thinking on our thinking, the paradigm shift from accumulating to decumulating assets, and the role of community in achieving financial confidence. Roger shares insights from his Rock Retirement Club, emphasizing the value of optionality and the art of managing complex problems. Whether you're planning for retirement or simply curious about financial wisdom, this episode offers a wealth of knowledge and inspiration. As a reminder, you can get all the information...
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Educate & inform, don't sell: a patient experience conversation with Tim Merrigan from Acquios Advisors
20/20 MONEY: The Business of Optometry
There are few episodes where I tell you to rewind and listen again to something that a guest has says. This is one of those episodes. From the importance of using the patient's name to offering appointment options without directly asking if they want to schedule, this conversation with Tim is a great example of why words matter in all aspects of the patient experience. As a reminder, you can get all the information discussed in today’s conversation by visiting our website at and clicking on the Learning Center. While there, be sure to subscribe to our monthly “planning life on...
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Where's my money?! with Sharon Carter
20/20 MONEY: The Business of Optometry
Ever wonder where all your money's going in your practice? Sharon's here to share the "usual suspects" of practice (mis)management that's costing practice owners tens (sometimes hundreds) of thousands of dollars. We also highlight the importance of goal setting and creating a positive workplace culture to retain staff and drive practice growth. Lastly but importantly, if there's a topic that you hear us discuss that you'd like us to dive deeper into on a future episode, let me know! Email with your suggestion and Sharon has promised to come back on the show for a deeper dive on listener...
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Finding the right buyer: a PE sale built on trust, not just numbers, with Dr. Adam Bryan
20/20 MONEY: The Business of Optometry
Dr. Adam Bryan shares his journey of transitioning his optometry practice through a private equity sale. He discusses the evolving landscape of optometry ownership, the challenges and opportunities presented by private equity, and the importance of maintaining practice culture during the transition. Dr. Bryan reflects on the decision-making process, the negotiation of the sale, and the communication strategies employed with his team. He emphasizes the need for thorough due diligence and the significance of protecting one's legacy while considering various exit strategies. As a reminder,...
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Embracing vision plans to profitably grow your practice
20/20 MONEY: The Business of Optometry
Dr. Chris Smiley offers a contrarian—but experience-backed—perspective on one of the most divisive topics in optometry today: vision plans. While many private practice ODs are dropping them entirely, Dr. Smiley makes the case that with the right strategy, vision plans can actually be a powerful engine for growth, profitability, and sustainability. He challenges the myths around reimbursement, explains how to leverage Coordination of Benefits (COB), and breaks down how most high-volume practices still rely on vision plans to scale. This episode is for any OD who’s felt bullied by...
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The legal side of selling to PE: setting expectations the right way
20/20 MONEY: The Business of Optometry
Let's discuss the legal intricacies of exiting a practice, particularly in the context of private equity transactions. On this episode, David Cohen and I explore the importance of managing expectations for sellers, understanding the valuation process, and the implications of debt and real estate ownership in practice sales. Our conversation emphasizes the need for thorough preparation and professional guidance to navigate the complexities of selling a practice successfully. As a reminder, you can get all the information discussed in today’s conversation by visiting our website at and...
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Selling with integrity: Dr. John Abbondaza's journey of ownership up to and through a sale to private equity
20/20 MONEY: The Business of Optometry
Selling to PE can be conflicting for some owners. On this episode, Dr. John Abbondanza discusses the decision-making process, the importance of understanding one's values, and the impact of the sale on his team and patients. The conversation delves into the nuances of private equity in optometry, the significance of communication during transitions, and the lessons learned throughout the experience. As a reminder, you can get all the information discussed in today’s conversation by visiting our website at and clicking on the Learning Center. While there, be sure to subscribe to our...
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Hidden financial compression squeezing optometry practices in 2025 (guest appearance on Power Hour)
20/20 MONEY: The Business of Optometry
In this eye-opening episode of The Power Hour, host Eugene Shatsman welcomes back Adam Cmejla, Certified Financial Planner, Founder and Owner of Integrated Planning & Wealth Management, and Host of 20/20 Money Podcast — to pull back the curtain on the relentless “compression” squeezing optometry practices right now. As a reminder, you can get all the information discussed in today’s conversation by visiting our website at and clicking on the Learning Center. While there, be sure to subscribe to our monthly “planning life on purpose” newsletter that’s...
info_outlineWelcome to this episode of 20/20 Money! My guest on today's show is Nathan Hayes. Nathan joins me on the show to do a deep dive into 2024's Books & Benchmark's annual report. He shares ranges of the numbers that practice owners should really care about and should be tracking: COGS, non-OD staff expense, Associate OD comp ranges, occupancy costs, and G&A (general & administrative). We also talk about some of the lessons that practice owners can learn from these numbers and walk through a number of examples that both he and I have seen in our work with owners.
As a reminder, you can get all the information discussed in today’s conversation by visiting our website at integratedpwm.com and clicking on the Learning Center. While there, be sure to subscribe to our monthly “planning life on purpose” newsletter that’s filled with tips and ideas to help you plan your best life, on purpose. You can also set up a Triage conversation to learn a little bit more about how we serve in the capacity of a personal and professional CFO: helping OD practice owners around the country reduce their tax bill, proactively manage cash flow, and make prudent investment decisions both in and out of their practice to ultimately help them live their best life on purpose. If you’re interested in learning more about the 20/20 Money Financial Success Masterclass, a course & platform that we created to help ODs become “brilliant at the financial basics,” or are interested in learning more about how OD Masterminds creates space for real conversations, real accountability, and real growth, please check out the link in the show notes of this episode to learn more.
And with that introduction, I hope you enjoy my conversation with Nathan Hayes.
Resources:
20/20 Money Ultimate Financial Success Masterclass
Download the 2024 Books & Benchmarks Report
Learn more about Books & Benchmarks
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