The legal side of selling to PE: setting expectations the right way
20/20 MONEY: The Business of Optometry
Release Date: 09/29/2025
Using EOS to Create Clarity and Traction in Your Practice with Tom Restivo
20/20 MONEY: The Business of Optometry
Ever wonder if, when, or how to build stronger operations within your practice? In this episode, I sit down with Tom Restivo to unpack EOS and what it looks like to build a stronger operational foundation inside an optometric practice. Tom shares his experience leading a rapidly growing eye care organization through expansion, complexity, and the pressures that eventually exposed where systems were missing. We talk about why growth without structure creates avoidable friction, how core values shape hiring and leadership decisions, and why vision has to be more than a vague idea if you want...
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How a Limiting Mindset Can Cost Practice Owners More Than They Realize with Dr. Steve Vargo
20/20 MONEY: The Business of Optometry
In this episode I sit down with Dr. Steve Vargo to unpack a mindset that many practice owners quietly wrestle with: the belief that there is no longer money to be made in the basics of optometry. We start with a real question from a practice owner who feels discouraged by stagnant reimbursements and declining capture rates, and use it as a springboard to discuss the deeper issue underneath it all: communication. Steve explains why successful practices are not necessarily dependent on adding new cash pay services, but instead on improving how doctors listen, communicate, and guide...
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Independence vs Isolation in Private Practice with John Marvin
20/20 MONEY: The Business of Optometry
In this episode I sit down with John Marvin to explore a challenging but important idea for private practice owners: the difference between independence and isolation. We unpack John’s perspective on why fierce independence can sometimes limit growth when it prevents doctors from learning from others or leveraging the resources already available to them. Our conversation touches on mindset, the importance of personal growth as a business owner, and why building something bigger than yourself often requires becoming comfortable with discomfort. If you are thinking about the long term...
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The Blueprint for Growing a Multi-Million-Dollar Optometry Practice with Dr. Kurt Steele
20/20 MONEY: The Business of Optometry
Most optometrists think growth comes from better marketing or more patients—but the real advantage often starts somewhere much less obvious: your team and your culture. In this episode of 20/20 Money, Dr. Kurt Steele joins me back on the show to discuss the leadership philosophy and operational frameworks that helped him build a thriving multi-million-dollar optometry practice while developing future leaders inside the organization. The conversation explores why the strongest practices aren’t simply focused on production or patient volume, but instead invest heavily in...
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Sponsoring a health insurance plan in your practice may not be as expensive as you think
20/20 MONEY: The Business of Optometry
Health insurance is one of the most confusing and frustrating decisions practice owners face. In this episode I sit down with Matt Allen, founder of Iconic Insurance, to break down the real options available to optometric practice owners and their teams. We walk through the three primary approaches to offering coverage including fully funded plans, self funded plans, and reimbursement strategies. Matt explains how each structure works, when they make sense, and why understanding the risk profile of your team can dramatically impact cost and plan design. We also spend time discussing a...
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Tax Strategies to Embrace and Avoid & A Case Study on Where to Look for Errors on Your Tax Return: My Guest Appearance on Eye Own A Business Podcast
20/20 MONEY: The Business of Optometry
Many optometrists are either leaving money on the table with their tax strategy—or unknowingly pushing the boundaries of tax law. Today’s episode is my guest appearance on Dr. Steve Vargo’s Eye Own a Business Podcast. Steve invited me onto his show to talk about tax planning for optometrists—specifically the strategies practice owners should be embracing right now, the ones they should avoid, and where costly mistakes often show up on tax returns. In our conversation, we walk through several examples of where optometric practice owners tend to be either too conservative...
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How VOSH International is changing global eye care—and how you can be part of it w/ Dr. Vicki Weiss, President of VOSH International
20/20 MONEY: The Business of Optometry
In this episode I sit down with Dr. Vicki Weiss, president of VOSH International, to talk about how optometrists can use their clinical skills to create impact far beyond their own practices. We discuss how VOSH has evolved from the traditional short term clinic model into a global organization focused on education, partnership, and strengthening optometric care in low and middle income countries. Dr. Weiss shares how she became involved, what the organization looks like today, and the many ways ODs can contribute through time, talent, and treasure. If you have ever wondered how your work as...
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Chemistry in the practice: why alignment beats authority with Dr. Todd Cohan, Polly Stearns, & Sadie Blair
20/20 MONEY: The Business of Optometry
Recording live from IDOC Connection in Orlando, I sit down with Dr. Todd Cohan, Sadie Blair, and Polly Stearns from Forsight Vision and Midwest Dry Eye Center to talk about the relationship between vision and execution inside a growing private practice. We go into the dynamic between the owner (visionary) and the operations lead (integrator), and why that chemistry matters more than most doctors realize. We discuss leadership cadence, how they structure weekly meetings, how goals are set and tracked, and what it looks like to invest in developing internal talent. We also unpack the real...
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SNEAK PEEK: How to give patients choices when in the exam lane - The Optometry Success Podcast
20/20 MONEY: The Business of Optometry
In this episode, we share how to confidently give patients clear choices in the exam lane without creating confusion or pushback around vision and medical care. We explain how setting expectations early and taking ownership of clear communication builds trust and increases acceptance of follow up visits. We also touch on how to structure your schedule to support shorter, more frequent visits and why giving patients ownership of their decisions improves both the patient experience and practice profitability. Hosted By Adam Cmejla, CFP and Chad Fleming, OD, FAAO Have a question? Submit...
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Why you can't ignore AI as a practice owner (and a beginner's path to using it) with Eugene Shatsman
20/20 MONEY: The Business of Optometry
Eugene joins me to talk about how artificial intelligence is showing up in optometry and why there’s a growing gap between how patients use AI in their daily lives and how most practices are adopting it. We discuss how this shift is changing patient expectations, what it means for the patient journey, and where practices can use AI to improve engagement, communication, and efficiency—without losing the human element of care. We wrap up with a look at where AI in healthcare is headed and how practice owners can use it intentionally to enhance both patient experience and practice...
info_outlineLet'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 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 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 David Cohen.
Resources:
20/20 Money Ultimate Financial Success Masterclass
Takeaways
You will exit your business at some point.
Exiting to a corporate buyer is very different than peer-to-peer transactions.
Sellers need a realignment of expectations regarding control and changes post-sale.
Understanding the enterprise value is crucial for sellers.
Debt must be paid off at closing, complicating the sale process.
Real estate ownership can impact the sale and lease agreements.
Negotiating lease terms is essential to maintain property value.
Expectations around performance metrics must be managed carefully.
Professional guidance is vital in navigating practice sales.
Preparation is key to avoid pitfalls in the selling process.
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For past episodes of 20/20 Money with full companion show notes, please check out our episode archive here!