In elective medical settings—like vision correction—money isn’t just a topic. It’s the topic.

Why?

Because no one needs elective procedures.

People choose them.

And choices have a cost.

Yet, for people working in practices, talking about money often feels… awkward.

I’ve seen staff dance around the price question until patients get frustrated.

I get it. People worry that mentioning money might seem pushy or scare patients off.

But avoiding the subject creates mistrust.

Money is part of the conversation from the moment a patient walks in—whether you acknowledge it or not.

I believe in making it clear from the start:

• Discuss the value of what you offer.
• Explain pricing clearly and confidently.
• Offer options, not surprises.
• Discuss money in the same room where the “discovery” happens—it’s more effective than at a crowded reception area.

Remember, patients are usually already familiar with the costs. Don’t overcomplicate it—be confident.

Patients want to know if they can afford the choice they’re considering.

Helping them understand the value and the cost isn’t pushy.

It’s respect.

I’m fortunate that I have no problem talking about money, and I even like talking about it. However, I appreciate that’s not the case for many. When I first started consulting for vision correction clinics, I noticed the money talk often got pushed to reception at the very last possible minute of the consultation—leading to awkward conversations. Now, we make sure it’s handled privately and directly.

Do you think we, as an industry, do a good job of talking about money?

If this resonates, I’ve shared a short video below about why and how to have these conversations confidently: