
“I’m so glad to hear I’m suitable for eye surgery! But I need to talk to my husband…” How frustrating!
Managing patient objections is one of the most common challenges in the cataract and refractive surgery business. Among the many reasons patients hesitate—time, money, or fit—the “spouse objection” stands out. Patients often defer decisions to their spouses, saying they must consult them before proceeding. You know what’s likely to happen because you’ve been down this road before.
That well-meaning, understandably uninformed spouse will needlessly worry and dissuade your patient from taking the “unnecessary risk”.
The outcome? Dashed dreams, wasted potential and often, long-term resentment.
Let me help you help your prospective patients overcome this obstacle from the outset so that it doesn’t blow up in your face after a 2-hour consultation.
Building a Structured Approach
A key part of addressing objections is ensuring you and your team follow a structured process. This includes asking the right questions in the right order, every single time. One of the critical questions we ask, positioned around question seven in our set of ten, is: “Is there anyone else involved in helping you make this decision?”
When this question is asked, rapport has been established with the patient, and they typically feel comfortable answering honestly. They might say their spouse is involved, so it’s essential to respond positively. Instead of viewing it as an obstacle, frame it as positive. Say something like, “That’s great! It’s wonderful that you have someone who supports you in this decision.” This makes the patient feel supported, not pressured.
Inviting the Spouse to the Consultation
If a spouse is involved in the decision-making process, invite them to the consultation. Explain that this allows them to hear firsthand from the doctor, ask questions, and be more informed about the outcome. This approach eases the patient’s mind and allows for a more seamless decision-making process.
Sometimes, the spouse won’t attend. In these cases, preparing for this objection during the consultation is essential. Surgeons or optometrists can ask, “What would your spouse think if they knew you were suitable for the procedure? Would they be supportive?” This probing helps reveal the level of spousal support, giving the practitioner valuable insight for addressing potential concerns.
Handling the “I Need to Talk to My Spouse” Response
Let’s say the consultation is going well, and the patient is enthusiastic about proceeding, but they say, “I need to talk to my spouse.” You should be ready for this. Respond by acknowledging their need to discuss it with their spouse, but gently ask, “What if your spouse says no? What will you do then?”
Interestingly, many patients—especially older ones—often respond by saying they would proceed anyway. As people mature, they realise the importance of making decisions that make them happy, even if their spouse is not fully on board. By encouraging them to think this way, you can help them make decisions that align with their desires.
Case Study
Let me share a story to illustrate this. I once met a patient named Susan, who had worn glasses for many years. She was thrilled at the idea of undergoing surgery and becoming free from her glasses. During her consultation, however, she mentioned needing to talk to her husband before making a final decision. Unfortunately, I hadn’t heard from her for a couple of years.
One day, I ran into Susan at a supermarket. She was still wearing her glasses, and I asked her why she hadn’t undergone the surgery. She explained that her husband wouldn’t let her do it, and I could see the disappointment in her eyes. She had been so excited about the prospect of the surgery, but her joy had faded due to her spouse’s objection.
This situation highlights the importance of addressing the spouse’s objection directly and early in the process. It’s essential to guide patients through their decision-making journey, helping them recognise that their personal happiness and well-being matter too.
The Bottom Line
The spouse objection can be a major hurdle in cataract and refractive surgery consultations, but it can be managed effectively with the right approach. By consistently asking the right questions, inviting the spouse to participate, and probing thoughtfully, you can guide patients toward making the best decisions for them, even when a spouse’s opinion is involved.
Ultimately, it’s about empowering the patient, helping them feel confident and supported in their decision, whether their spouse is entirely on board. The goal is to ensure the patient feels comfortable and secure in knowing they are making the right choice for their vision and quality of life.
Want to improve your ability to address common concerns during consultations, including the spouse’s objection? Take our Practice Marketing Assessment quiz to gain insights on refining your approach to patient communication and decision-making. Alternatively, book a free 15-minute compatibility call with Laura today to discuss this further!
NOTE: The best way to answer that nagging question about practice growth or marketing or patient volume in the back of your mind is to book a free 15-minute compatibility call. Get some options and go away with a clear idea of what’s possible.
About the author

Rod Solar
Founder & Scalable Business Advisor / fCMO
Rod Solar is a co-founder of LiveseySolar and a Scalable Business Advisor for its customers. Rod mentors and coaches eye surgery business CEOs/Founders and their leadership teams to triple their sales, double their profit, and achieve their “ideal exit”.
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Meet our Co-Founders

Rod Solar
Founder & Scalable Business Advisor
For over 20 years, I’ve helped ophthalmology entrepreneurs scale their private practices. I specialise in doubling revenue within three years by offering a proven framework, hands-on experience, and a team of experts who implement what works. We take the guesswork out of growth and scale, so you can focus on delivering exceptional patient care while maximising the value of your business.
LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.
— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey
Founder & CEO
I’m the co-founder & CEO of LiveseySolar. I’ve developed powerful eye surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.
Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.
— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK