UK Trained Optometrist
PhD in Vision Science University of Waterloo (2005)
USA Board Certification FCOVD designation (2011)
Founder & Director of Optometric Services, VUE³ Vision Therapy Clinics

Dr. Quaid founded VUE out of his passion for visual rehabilitation, Having suffered the consequences of a brain injury at age 8 years in an auto accident, he knows first-hand what it can do to the academic potential of a child. He has also written a book for parents of children with learning difficulties on how vision is often a missing critical piece that is overlooked.

Dr. Patrick Quaid

Optometrist, FCOVD, MCOptom, PhD
Immediate Past-President, College of Optometrists of Ontario

 

Why did you choose your field?
When I was about 8 years old in Ireland, unfortunately I was involved in a car accident and ended up with both double vision and a speech impediment as a result. After quite the search, we eventually found both a speech and language pathologist and an Optometrist who made a massive difference to me.

At the time, although it was a very basic form of visual rehabilitation, it made a massive difference in my life by eliminating the double vision at near.  This inspired me to pursue eyecare and try to make the same difference in the lives of others.

What is something you have done in your practice to set you apart?
After being extremely disappointed not to have learned a lot about VT in optometry school, I opted to pursue a PhD in Vision Science. After having completed the PhD and post-doctorate year at Waterloo (and some time in private practice), I opted to set up a “vision therapy only” clinic to essentially integrate research and real-world clinical interventions and track all data with the intention of publishing it and using it for further enhancements to our protocols. In essence, our clinic is a “living lab”.

Peer reviewed evidence is not just published papers but also clinical experience. Both of course are vital, but the latter has been majorly ignored and needs to be acknowledged. This “iterative process” allows us to constantly improve the rehab process to achieve higher rates of graduation from our program.

Have you changed since high school?
Majorly. In high school, although on the junior AAA national team (point guards are not meant to be tall), I was a very quiet and introverted student. Although “a straight A student” – few knew that it was a lot of work for me as I still had visual issues (i.e., tracking issues, headaches). I got through high school out of pure sweat equity.

Now in my 40s, one of my biggest lessons is realizing that wisdom and intelligence are not necessarily correlated. I know plenty of wise people who barely finished high school (my dad) and plenty of PhDs that lack common sense. I honestly had way more fun during my PhD years, when I was allowed to “think for myself” and form my own ideas.

I think primary school and high school are more about “teaching you what to think”, but of course education should be about teaching you how to think. As WB Yeats says, “Education is not the filling of a pail, but the lighting of a fire”, could not agree more.

Tell me something few people know about you?
By pure luck, I ended up being an extra in the movie “Saving Private Ryan” and got to meet Mr. Tom Hanks personally (as he wished to hear someone speaking my native tongue Gaelic). I was serving the Irish Defence Forces at the time. I also speak three languages (Gaelic, English and French) and am learning my fourth (Turkish) thanks to my wife!

What business books would you advise other ECPs to read?

Definitely “The Ideal Team Player” (by Patrick Lencioni). The approach Pat Lencioni takes with his “Humble, Hungry and Smart” rubric is pure genius. Not just in terms of figuring out “who to hire and ensuring you have the right team”, but also his additional  “Working Genius” model also allows you to ensure you have “right person right role” essentially. Game changing book!

What habits in your opinion make you a successful person?
I have made my share of mistakes over the years like everyone else. However, I firmly believe that these three habits have saved me (i) never being so entrenched in my position that you are unwilling to change perspective, (ii) always taking the position that everyone (yes, even people you don’t like) have something to teach you and (iii) realize that everything is earned and not “deserved” and that the world is not always fair. Also, as we all get older, we tend to be less “full of fire and vinegar” and some more humility. We tend to get to “know ourselves better” over time.

I am always on a journey to know myself better – sounds odd, but you would be amazed how many people have not taken the time to figure themselves out. “Know thyself” is key to being successful. For example, impressing people is something younger people always try to do, this gets less as we get more self-confident and older. My dad (a career drill instructor in the army) always used to say, “if you knew how quickly we forget the dead, you would try less to impress the living”. Having serves for 35 years and done over a dozen tours internationally with the UN, I think he has a point. Being successful #1 means “knowing thyself”.

Which ECP leaders do you admire?
It is important to have people you admire, mainly because you then think about “why you admire them” which invariably moves you to emulate them in a good way. Two people come to mind immediately here. Dr. WC Maples OD FCOVD (Southern College of Optometry, retired; USMC retired) and Dr. Eric Singman MD PhD (Johns Hopkins Neuro-Ophthalmology).

Dr. Maples (or simply “WC” as most call him) is a gem to optometry to be frank. He is one of the wisest, most humble men I have ever met. In his 80s now, he is not only an absolute GENIUS in vision therapy and knew the “OD originators of VT”, but he is also a published researcher and a veteran (USMC, Vietnam). He is always willing to help others and has that quiet strength” that is only attained by “success with significant adversity.

Dr. Eric Singman is simply a powerhouse in “bringing people together” by always wanting to collaborate to publish data, regardless of politics. I think the main reason I admire both, is that they have achieved so much yet remain so humble and have a habit of “telling it like it is”.


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Optometrist since 2011 (Australia)
Currently resides in Vancouver, BC.
Leads the clinical strategy for Specsavers in Canada

Naomi subscribes to the philosophy that quality eye care should be simple, accessible, and convenient. She has been involved in shaping the clinical roadmap for Specsavers, a major part of which was building the largest known dataset of optometric patient outcomes to measure impact on early detection of eye disease in Australia and New Zealand.

Naomi Barber

Director of Optometry, Specsavers Canada.

 

Why did you choose your field?
My optometrist changed my life. I developed an accommodative esotropia at age 2 and was scheduled for resection surgery (in the 80’s!).

My mother took me for a second opinion to Dr. Ed Howell, a children’s specialist. He took time and care to ensure I was patched and trained, and by age 4 my eyes were straight with correction.

I credit him with my development and regaining my confidence as a child, even if I had to wear hexagonal glasses and a patch! I spent a lot of time in his chair, and he even attended my graduation from Optometry School. It’s always been at the heart of why I entered this profession.

What is currently the most exciting thing in your field to help patients?
In our field, we are now enabled to deliver preventative care through advancement in research and technology. Whether we’re talking about myopia management or detection of asymptomatic disease, optometrists are practicing in an era where we have the tools to really stretch our expertise and help numerous patients. It’s now up to us to explore how we raise patient eye health awareness to really maximize the impact!

What is your definition of success or what habits make you a successful person?
There is something that resonates with me and I’ve held close to me in life so far: it’s to do what you can, with what you have, to the best of your ability, and try to do it every day.

Even the biggest moments in life are really an accumulation hard work, effort, disappointments, and moments of resilience. It’s the integrity with which you strive that really gives the greatest satisfaction and fulfilment, no matter the outcome.

Last indulgence?
A $12.00 bunch of carrots from an organic grocer in Vancouver’s Yaletown… I love vegetables but in hindsight I’d classify that as an overindulgence.

Tell me something few people know about you?
I’m first generation Australian (and very proud). My mother is Indian but born in Malaysia and my father is English.

I ate pies and rice for dinner often as a child. I’ve been very fortunate to grow up surrounded by people who were curious, embraced my differences and opened my eyes to their perspectives.

This mentality of humanity, openness and embracing diversity is something I carry with me, and something I’d like to champion more and more as I live my life.

What is one thing you own that you should probably throw away but never will?
I have a lucky scrunchie that has been with me since my first year of high school. It was around my wrist in every exam I took during high school and has been with me through lots of major milestones in my career.

It’s purple with sequins (hideously kitsch) and in my handbag pocket right now.

I’m not at all superstitious but I do make a point of ensuring I keep it close!


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Dr. Sana Owais completed both her Doctorate in Optometry (O.D.) and her residency in low vision rehabilitation from the University of Waterloo. Due to her commitment to life-long-learning and patient care, she also received her fellowship with the American Academy of Optometry (F.A.A.O) designation. She did her Honours Bachelor of Science degree in Biology (Physiology Specialization) from McMaster University where she graduated summa cum laude and with Deans’ Honour. During her optometry training she was recognized with the VSP/FYidoctors Practice Excellence Scholarship and the Gold Key International Optometric Honour Society Award. She is currently providing care to patients in Mississauga and Brampton. In her free time she likes to go on hikes and explore new geographical sites.

Dr. Sana Owais, OD, FAAO, shares her American Academy of Optometry (AAO) experiences with NewOptometrist Editor Dr. Jaclyn Chang; from AAO Student Chapter fundraising to ultimately earning Fellowship herself!

 

Jaclyn: Can you tell our audience about your involvement with the American Academy of Optometry (AAO) as an optometry student?

Sana: I worked with my lovely counterpart – you, as our Vice-President! We were part of the University of Waterloo AAO Student Chapter where we raised funds for students to attend Academy 2016 in Anaheim, California.

I was delighted that we were able to sponsor a few Waterloo students to attend Academy, one of the largest global optometry conferences! The fundraiser was a highlight of optometry school. Another highlight was when we got to meet guest speakers at our Waterloo events, including Dr. Barbara Caffery, FAAO (past-president of the AAO) and Dr. Derek MacDonald, FAAO (executive with the Optometric Glaucoma Society). We were very fortunate! Additionally, while I was a part of the student chapter, I attained my student fellowship at the Chicago Academy (2017) meeting.

Jaclyn: Yes, it was definitely fun to work together! Can you talk about your personal journey to getting an AAO fellowship? What is the process and what are the requirements?

Sana: To become a Fellow, you first register online in order to create your application for candidacy. Then, you get assigned reviewers who will be evaluating your submissions (e.g. poster, case report, or published article).

My reviewers were Academy Fellows from all over the world. I had three reviewers, from the U.K., Canada, and Spain. It was nice to have a diverse committee. They were able to give varied feedback which elevated my case reports.

There are three different candidacy paths you can go through. You can become a clinical candidate, a scientific candidate, or special category candidate. I pursued the clinical candidate which requires 50 points through various activities such as, leadership in the optometry community, case reports, publications, or presenting an Academy lecture.

My goal was to complete the clinical candidate requirements with the combination of a residency and three case reports.

After submitting my three case reports, communicating back-and-forth with my reviewers, and revising my case reports with all of the suggested edits, I got an email saying that I was eligible for the oral interview at Academy, (Orlando 2019)!

A few weeks before the oral interview I reviewed my case reports, read related literature, and practiced summarizing the key points of each case report. At the Pearson airport waiting lounge, while I was waiting for my fight to Orlando, I noticed that the person next to me was also reviewing some Academy conference material. It turns out I was sitting next to a current fellow who ended up giving me some useful tips for the oral interview!

At the Academy conference, I did a 15-minute in-person interview with the same three committee members that had evaluated my work. (It was so exciting to meet them in person!). They were all very friendly and supportive. They asked me probing questions about my cases and some other questions which, to be honest, caught me off guard.

It was incredibly nice to meet them in person. I ended up recognizing one of the assessors who wa  a guest speakers at one of our previous UW AAO student chapter events. It was exciting to see things come full circle!

After the interview, I waited in a different room while the committee deliberated on their decision. After a few nerve-wracking minutes, I found that I had been granted the Fellowship!

I went into a different room where I received a fellowship certificate and shook hands with Dr. Barbara Caffery! In the evening, we had a Fellows’ banquet where all of the incoming fellows were inaugurated. It was so special.

Jaclyn: Awesome, congrats! What are the benefits of fellowship?

Sana: There are several benefits such as, discounted Academy meeting registration fees, access to Optometry and Vision Science, which is a monthly journal containing papers on clinical cases, inclusion on the Academy’s online directory of Fellows, and of course being able to add the F.A.A.O. designation with your name.

One of my favourite parts of fellowship is the requirement to attend the Academy meeting every few years. At Academy you have access to a plethora of networking opportunities where you can meet some of the world’s leading clinicians in various fields. It’s like a big academic party!

Jaclyn: Do you have any other advice for optometrists or students who would be interested in pursuing a fellowship?

Sana: My advice would be to make a blueprint on how you will attain the fellowship, (i.e.plan which combination of case reports, posters, and or residency you would like to do) and then follow that plan. Easier said than done! Luckily, I had two terrific supervisors, Dr. Shamroze Khan, OD, FAAO, and Dr. Tammy Labreche, OD, FAAO, who kept me on track and kept me motivated through the process!

You don’t necessarily have to do a residency in order to achieve a fellowship if you’ve already completed a few publications or done leadership in the optometry community. If that is the case, you may already have some of the building blocks necessary to attain the FAAO.

Everyone’s journey to fellowship is different. Like the common adage, ‘it’s not the destination, it’s the journey’. The learning experiences that you take on in order to attain the fellowship is where the true enrichment lies, rather than attaining the fellowship itself.

Residency and fellowship were absolutely worth pursuing. It was a difficult year-and-half, but in the end it was worth it.

I felt earning a fellowship was like taking our optometry training to the next level. For example, after one accomplishes a goal in his/her professional life, one may ask ‘what’s next’? Although, it may be easy to become complacent in our professional pursuits after graduation, it is important to keep upgrading ourselves because the profession is continually evolving, so perhaps fellowship could be a next step!

The next 2022 Academy meeting is in San Diego, so hopefully more of us can attend this year. Fingers crossed!

Jaclyn: Great advice! Thanks so much for sharing your knowledge and experience on this topic with our audience!

For more information on fellowship, visit: https://www.aaopt.org/membership/becoming

 

JACLYN CHANG, OD

Editor NewOptometrist.ca

Dr. Jaclyn Chang graduated from the University of Waterloo (UW) with an Honours Bachelor of Science in Biomedical Sciences before continuing at Waterloo to complete her Doctor of Optometry degree. She is currently a practicing optometrist in Toronto.

Dr. Chang is committed to sharing information and bringing new resources to her colleagues. As a student, she sat on the Board of Trustees for the American Optometric Student Association, organizing events to connect students with industry. She was the Co-Founder/Co-President of the award-winning UW Advancement of Independent Optometry Club, the first club at UW dedicated to private practice optometry. Dr. Chang is also a passionate writer, who aims to make information accessible and easily digestible to her colleagues. She has published in Optometry & Vision Science and Foresight magazine and contributed to Optik magazine. She is excited to bring valuable resources to Canada’s next generation of optometrists with NewOptometrist.ca.


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How can an Eyewear Styling Sales Strategy Grow Your Practice?

Incorporating a systematic and consistent Eyewear Styling Experience in your practice is a proven strategy to attract high ticket clients, differentiate your practice and increase your bottom-line profit.

Create A Success Story!
The story starts with that first impression when the client walks into your practice.  You only have 30 seconds to make a positive first impression and 55% of that first impression is based on what your clients see.

People are checking out your office design, clothing style and eyewear and deciding that quickly if they like you, your skill set and whether they trust you.  This all happens before you have a chance to say, hello!

The Power of Vision Science Plus Fashion
Eyewear Styling sales training provides you and your staff a new approach to pivot from the eye health conversation to the eyewear fashion conversation which energizes your patients and inspires them to purchase on an emotional level.

As eye care professionals, the focus is on eye health, prescription specifics and lens technology to provide the best possible vision.  Yet, only 1 in 10 Canadians purchase more than one pair of eyeglasses at a time and many simply walk out the door to purchase eyewear online or at a different location.

3 Changes Providing Opportunity
While the pandemic has generated many attitudinal and behavioural changes, the following three have helped to create new opportunities for the independent practice.

  1.  A shift to online video meetings as the new normal has lifted eyewear up the ranks in fashion accessories.
  2. Consumers care how they “show-up” on screen and personal image is important, especially in business.
  3. Covid-weary consumers are less inclined to shop around and more likely to make their excursions a “one-stop” experience.

Optometrists have every opportunity to capture this lucrative market.  Every pair of eyeglasses starts with a spectacle prescription – and almost all spectacle RXs start with a comprehensive eye exam and refraction.  Your dispensary is often the first and last area of your office that people see and is vital to that first impression.  This all-important piece of real estate in your business should be given attention and a healthy pulse.   This is the area where you will serve and style with expert advice.  It is your business to loose!

What is “Eyewear Styling”?
Incorporating a fashion forward eyewear styling process will allow your practice to capitalize on these opportunities.  The good news is that you already know the science part and the fashion part can be learned.

Eyewear styling is more than knowing eyewear trends for the season; it is the art of matching eyewear to facial features, clothing style and the client’s personal image.

Personal image is how one walks, talks, dresses and projects themselves to the world.

Process-oriented Training is Key
Discovering your client’s personal image and how they would like to be perceived can be achieved during the eyewear selection process.   There are serious risks to “judging a book by its cover” or “assuming” anything but there is power in observation, language and discussion techniques that can unlock the secrets.  This process leads to an engaging sales conversation for your staff and your patients.

Get a Free Frame board Audit

A consistently applied eyewear styling system provides you and your team a new sales language and the confidence to have informed conversations with your patients about their individual style and the impression they want to make with their eyewear fashion.

Your team members can be trained to speak a language that resonates on an emotional level, and evokes the feeling, “hey, you get me?”.  This is like oxygen to them.  Post-pandemic, people are craving an experience that makes them feel great.

What’s the Payoff?
Let’s face it… optical dispensaries all start to look the same to the average eyewear consumer.  Differentiating your space and your sales conversation can be energizing for you, your team, and your patients.  Creating a “Styling” area and upbeat fashion vibe in your office allows you to immediately stand out from your competition.

Developing a clear eyewear styling sales strategy helps your team members to work together and confidently make the offer for more than one pair.  This is productive and ultimately increases your revenues achieving a healthy bottom line.  Once you have completed the eye exam, you have a captive audience in your dispensary, and this is a huge opportunity to completely wow your clients and style successfully.

When you offer an exceptional eyewear styling session, people want to stay, people want to buy, and people want to talk about you!   Your clients will market for you, and you will organically attract repeat and referral business in your community.

WENDY BUCHANAN

Wendy Buchanan, Eyewear Image Expert is a Registered Optician, Image Consultant and Educator.  She is the creative force behind the Be Spectacular Eyewear Styling System® for Eye Care Professionals.  Wendy helps eye care practices to systematically reinvent their eyewear dispensaries to create an exceptional buying experience and increase profits.

Connect with Wendy on Instagram   https://www.instagram.com/bespectaculartraining/


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Dr. Roxanne Arnal, CFP®

It’s that time of year where we are trying to get everything done – to close out the year before we head into next year with a fresh start.

For the past year, I have had several goals. Some were simple checklist goals, such as reading twelve books. Sounds easy enough, but I haven’t yet achieved it. I have several books that are in the incomplete stage, so there is still time.

Other goals, like forecasting goals, were and weren’t achieved.

And lastly, my dream goals. While they are the hardest to achieve, they are what I had the most success with in 2021.

As a planner, I talk about goals at every juncture. They provide us with the direction we need to build out the plan. Often, I find that the conversation starts with checklist goals, and then we build from there.

Generally, people don’t know, or are unwilling to share, their dream goals without some prodding. But let’s face it, dreams are what get us excited to get out of bed in the morning!

Checklist Goals
Check ListChecklist goals are those that you already know how to do. They are merely items with or without a deadline that you believe you either must do or want to do.

Read twelve books in a year. Paint the house. Host Christmas dinner for the family.

These are generally simple “what” goals. What do I want and/or need to do? Boring, but nonetheless, necessary in order for us to advance.

 

Forecast Goals
These are goals that you think you can do. These are typically based on past performance and outline projections for the New Year.

Most of us are very familiar with forecasting in our businesses. Based on what we accomplished this year, we expect to accomplish 10% more next year. That kind of thing.

In financial planning, we often use forecasting to plan out your retirement needs. Based on how much money you spend on your lifestyle today, we can forecast what your need will be in 20 or 30 years for example.

We make assumptions based on inflation and the rate of return of your investments. We add checklist goals for your contributions to your RRSP and TFSA for example. Then, when you meet with us for follow-ups, we make the necessary adjustments and continue ahead.

Forecasting goals provide us with direction and instructions as to how to proceed. So I often refer to these as “how” goals.

Dream Goals
Do you remember being a young child and dreaming that someday you’d be a firefighter? A teacher? An Olympic ice skater? An astronaut, An Optometrist?

Well maybe not about being an Optometrist, but here you are!

These dreams got you out of bed in the morning and into a classroom to absorb all the knowledge you could. They had you climbing ladders outside your house. They had you training at the gym and spending 20 hours a week at the ice rink.

For some of us, the dreams were vivid and real and pushed us to succeed. For others, they were merely passing by, and we updated them regularly as our interests changed.

At their heart, dream goals cause us to grow. They cause us to seek out new experiences and push us to achieve something more. Dream goals motivate us to get out of bed and charge forward into our day with excitement.

Then life happens. For many of us, we forget how to dream because we are caught in what we thought we are supposed to be doing. We get busy with running through the motions of being a parent, a business owner, a spouse. And we forget to dream.

It’s not that any of these accomplishments are bad. These are all wonderful things, but we often end up getting stuck and don’t grow. Why?

Connecting with Your Why?
That’s exactly it. We forget our WHY. At the core, dream goals are our why. I’m sure you’ve heard it before. Start with WHY.

We need to take the time to find some silence, to shut off the devices and just be in the moment with ourselves and reconnect to our WHY. Why did you want to be a parent? Why do you want to own your business?

I often must prod my clients in the first couple of meetings to uncover their why. To understand what is truly important to them and what they would love to achieve if only given the opportunity.

This is why. Why I do what I do. Why it’s important. It’s about Your WHY.

Prepare for the New Year
I encourage you to take some time this holiday season to connect with yourself. To figure out your why.

When we become present, we are often surprised at what we learn about ourselves. When we reconnect to our why, we often find out we are a lot happier than the motions would indicate. When we define our why, we can create some amazing dream goals.

Set all three types of goals for the New Year. Then give me a call or an email and share them with me. When we share those goals with someone else, we create accountability. And when we create accountability, we increase our chances for success.

My dream goal doesn’t change often. I dream to write my own book and get it published. In 2021, I completed the first draft and shared it with someone who has agreed to co-author with me. It might not have gotten published yet, but we are moving in that direction. It pushes me to grow. To be vulnerable and keeps me connected to my why.

In 2020, I wrote my dream goal as it pertains to my business. I made leaps and bounds in that area in 2021 and continue to build out avenues that open more doors. I didn’t know the how when I wrote this goal, but I continue to remain focused and somehow, the how seems to be unfolding around me.

As one year rolls into the next, I wish you a list of goals. Some that you will check off to show discipline and progress. And then some big, audacious goals that will force you to grow.

When you grow, you live.

I wish you all a year ahead of good health, much laughter, and tremendous growth.

As your Chief Financial Officer, I’m here to help you identify your goals, set your plan in place, monitor and adjust it as the wind changes. I help you manage a team of financial professionals and ensure that you have thought about the potential issues and opportunities.

Have more questions than answers? Educating you is just one piece of being your personal CFO that I offer. Call (780-261-3098) or email (Roxanne@cfspsc.ca) today to start your plan.

Roxanne Arnal is a former Optometrist, Professional Corporation President, and practice owner. Today she is on a mission to Empower your Finances.

These articles are for information purposes only and are not a replacement for personal financial planning. Everyone’s circumstances and needs are different. Errors and Omissions exempt.

ROXANNE ARNAL,

Optometrist and Certified Financial Planner

Roxanne Arnal graduated from UW School of Optometry in 1995 and is a past-president of the Alberta Association of Optometrists (AAO) and the Canadian Association of Optometry Students (CAOS).  She subsequently built a thriving optometric practice in rural Alberta.

Roxanne took the decision in  2012 to leave optometry and become a financial planning professional.  She now focuses on providing services to Optometrists with a plan to parlay her unique expertise to help optometric practices and their families across the country meet their goals through astute financial planning and decision making.

Roxanne splits EWO podcast hosting duties with Dr. Glen Chiasson.


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Has anyone told you how well you have managed since March 15, 2020? Well, hopefully you have heard these words many times!

At this time last year, I was writing about how glad we were to see 2020 come to an end. COVID threw the world into utter chaos, and many wondered how and when we would recover.

Looking back, did you ever think you would have the courage, stamina, and leadership skills to get yourself to this point?

Owners of offices really do deserve accolades for navigating these treacherous waters. Even if you are not an owner, you are still providing care to people who are facing anxieties and fears more than ever before. For this, all optometrists, opticians and staff, deserve a huge pat on the back.

Life is Full of Learning
The global pandemic has taught us countless lessons about the world in which we live. One of these lessons is that life can be utterly unpredictable.

While we could never have imagined our world being turned upside down in March 2020, we learned the importance of being flexible and adaptable. This pandemic altered our personal lives, and drastically changed our professional lives—and it continues to do so, even as we approach the end of 2021.

Over the past year and a half, the pandemic created profound changes to the way we work, play, and interact.

While healthcare offices had to adapt to treat patients in “safer” environments, the people who visit your clinic have been impacted by the pandemic because their work environments have been impacted.

Prior to the pandemic, professional and personal identities were not connected.

Merging of Personal and Professional Life
However, after Zoom calls from home offices, with spouses, children, and pets making numerous appearances, your patients’ professional and personal identities have merged and this most likely will not change as we move into a post-pandemic normal.

As a healthcare provider, you do not make small talk anymore. Patients are presenting with varying degrees of stress, and perhaps, anxiety. Their need to make a clear division between work and home life is no longer viable.

Because professional and personal identities have become intertwined, people’s stress levels cannot help but increase, work and personal life can no longer be treated as two separate concepts.

If we thought we had a difficult time maintaining the balance before, this pandemic really challenged us to create work-life balance.

Importance of Soft Skills
Owners and their teams have been forced to communicate differently with patients who had to cope through isolation, the forced closure of schools, places of worship, community centres and businesses.

You were always sensitive to patients, but your empathy skills had to triple as you spoke to people who were prevented in seeing loved ones and doing the things they loved. And you did this while you went through the same stressors of social-distancing and or self-isolating.

Leadership is never easy. Managing a practice pre-Covid was not easy. This pandemic took everyone and everything to new levels.

Dealing with staff, managing the finances, attracting new patients, and managing existing patients was enough to handle.

Managing a practice during Covid is difficult to say the least. As exhilarating and rewarding as ownership is, the
reality of being responsible for so much can take its toll. Hopefully, coming out of this chaotic time, owners have been able to reflect on the positives.

2022 Might Well be Your Time
If you own your own practice or are thinking of getting into ownership, 2022 is the time. You have already demonstrated tremendous courage in navigating the past 20 months.

You deserve so much credit for working tirelessly to preserve the mental health of your patients, staff, and families. Those who took the plunge to pursue ownership ought to be commended as well.

Pandemic aside, people continue to buy and sell practices.

Instead of doing the traditional goal setting as many of us do, moving into the new year, perhaps, we can look back at all we have accomplished and be grateful we are entering 2022 with fresh perspective, optimism, and a new sense of purpose.

Today, while numbers continue to creep up in some communities, arguments between those vaccinated and those who are not rage on but on which we can all agree is that we are finally seeing light at the end of the tunnel.

Saying goodbye to 2021 and wishing you continued health, prosperity, and peace in 2022.

Jackie Joachim, COO ROI Corp

JACKIE JOACHIM

Jackie has 30 years of experience in the industry as a former banker and now the Chief Operating Officer of ROI Corporation. Please contact her at Jackie.joachim@roicorp.com or 1-844-764-2020.


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NewOptometrist.ca puts the spotlight on Zero to Five Pathfinders

Sana Owais. OD, F.A.A.O 

Dr. Sana Owais completed both her Optometry degree and her residency in low vision rehabilitation from the University of Waterloo. During her optometry training she was recognized with the FYidoctors Practice Excellence Scholarship and the Gold Key International Optometric Honour Society Award. She also received her Fellowship with the American Academy of Optometry (F.A.A.O) designation.

Previously she completed a Honours B.Sc. degree from McMaster University where she graduated summa cum laude and with Deans’ Honour. She is currently providing care to patients in Mississauga and Brampton. In her free time she likes to go on hikes and explore new geographical sites. 

 What is something you have done in your practice to set you apart? 

Although not very uncommon, I have designed and collected informational sheets and brochures for patients on common topics (e.g. dry eye, ocular allergies, hordeola, flashes/floaters) and I give them to the patients when I am educating them on their visual concern. I feel it is important for patients to leave with written information in case they forget something, there is a language barrier, or if they feel over-whelmed with all of the information delivered during the exam. Therefore, they have a hard copy of written material to take home and review on their own time.

What metrics do you track in order to gauge your success?

We can improve only what we measure. One metric I measure is related to contact lenses. For example, I track the number of contact lens fits, types of fit (toric, multifocal, coloured lenses), most popular contact lens brand, and most popular contact lens modality. In the future I am aiming to track contact lens capture rate, revenue per contact lens fit, and revenue per contact lens sale. It is important to track metrics in order to maintain a healthy business and evaluate trends.

What business books would you recommend other ECPs read? 

I haven’t read these optometry business books myself yet, but they are on my reading list:

  • 201 Secrets of a High-Performance Optometric Practice by Bob Levoy
  • But I Don’t Sell: An Eye Care Professional’s Guide to Being More Persuasive, Influential and Successful by Steve Vargo
  • Make Time: How to Focus on What Matters Every Day by Jake Knapp

What advice would you give a new grad today? 

I would recommend to learn to how to do a basic eye exam in the top five most commonly spoken languages in the area you practice. Connecting with patients and their families in their native language really opens doors for building patient rapport and building more referrals.

Last indulgence? 

My last random indulgence was Subi Super juice from the supplements aisle at Wholefoods grocery store. It is a pulverized  powder of 20+ vegetables (mostly greens). Although, the taste was unpalatable at first, it has grown on me! I feel of all of the powdered superfoods I have tried before, this one has improved my energy levels and digestion the most.  I look forward to breakfast every morning!

Favorite past-time/hobby? 

My new favourite hobby is making mocktails. I’m learning how to make virgin mojitos, coquitos, and watermelon margaritas. Mocktails can be healthy, refreshing, and fun!

Describe your perfect day

A day packed with new and exciting activities and learning new skills: e.g. belaying, forest bathing, aromatherapy, adventuring to new geographic sites, taking a hot-air balloon ride, and ziplining. Of course, not all in one day!

There was a lot of good fishing where I was in New Brunswick. I used to love fishing all the time. Sometimes the doctors would also take me out snowmobiling with them, so that was a lot of fun.

 


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Specsavers Storefront Canada

By Jean-François Venne

Specsavers recently unveiled its intentions for the Canadian market. The British optometry giant hopes to have more than 200 offices in Canada by 2024 and eventually have a presence in all Canadian provinces.

 Specsavers has begun in British Columbia, following the acquisition of Image Optometry last spring. “We’ve been talking with Image for a long time and we think their business is a great base for our Canadian venture,” says Bill Moir, General Manager of Specsavers Canada. “We like their values and people model, which fits well with our approach that values quality and accessibility of products and services.” 

 Two former Image Optometry stores were opened under their new Specsavers banner in November in Nanaimo and Coquitlam, with 14 more to follow by March 2022. The company also has a lab in British Columbia and may open more to support the company’s growth across the country.

 “We’ll be developing the B.C. market in the coming months, but we want to expand into all provinces eventually,” says Bill Moir. Canada is a relatively complex market, as the regulations governing eyecare professionals vary from province to province. But we are used to adapting to new jurisdictions.” 

 The company plans to grow organically first, allowing optometrists and opticians to join its franchise network, but also remains open to acquisitions. Founded in the United Kingdom in 1984, it now operates in 11 countries, serving more than 41 million customers.

 A Partnership Model
 “One of the things that sets us apart is that our stores are owned and operated in part by the optometrists, opticians and retailers themselves,” explains Bill Moir. We want to offer them a low startup cost and high quality support.” Each store may offer the services of an independent optometrist, but the product sales portion is jointly owned by an optometrist/optician or optometrist/retailer duo. The startup cost for a franchise is approximately $25,000 for each partner (so $50,000 per store).

Franchisees receive what Bill Moir refers to as “full service.” This includes, for example, management services such as marketing and accounting, IT and technology services or procurement. In particular, Specsavers plans to have an integrated supply chain for all its franchises. “We want eyecare professionals to be able to focus on their patient services, so we provide a lot of support,” summarizes Moir.

Specsavers has a history of becoming a dominant force in the countries it enters fairly quickly. It was founded just as Margaret Thatcher’s government was deregulating optical services in the UK. This allowed Specsavers to use advertising and marketing approaches previously prohibited in that country. Specsavers now has half of the market share in UK.

In Australia, the company opened 100 stores in 100 days when it arrived in 2008. It now has about 40% of the Australina market share.

Specsavers maintains that there is no truly dominant national force in the Canadian optical market. It sees this fragmentation as an opportunity to make their mark fairly quickly. They plans to invest heavily in advertising and marketing to become a major player in the Canadian optical and optometric industry.

 A major competitor
 The British company becomes a new competitor in a market that has seen the arrival of Bailey Nelson, Warby Parker, Mujosh and Oscar Wylee, among others, in recent years. Specsavers will certainly be a challenge for Luxottica (owner of LensCrafters, Pearle Vision and Sunglass Hut), New Look (which owns its own stores and also the Vogue Optical, IRIS and Greiche & Scaff chains), FYidoctors and their new acquistion, Bon Look, among others.

These competitors remain very discreet following Specsavers’ announcement.

As for the independents, it remains to be seen whether they will perceive Specsavers as a threat or an opportunity to join forces with as a new partner.

Speaking on condition of anonymity, the head of one buying group called Specsavers’ acquisition of Image Optometry a “trial run” and recalled that independents are already competing with chains, many of which are in consolidation mode. He added that “customers continue to prefer the attentive service and care of an independent, locally involved professional who tailors his or her offerings to regional differences.”

Bill Moir believes that the Canadian market will benefit from the Specsavers model. “We offer high quality, affordable products and services, while at the same time providing an attractive partnership option for eyecare professionals,” he says. “Doug and Mary Perkins, optometrists, started their company with these two goals in mind and we think Canadians will like this approach.”  

Jean-François Venne is a freelance journalist based in Montreal. He has been covering news in the optical industry for over ten years.


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Dr. Roxanne Arnal, CFP®

You want to build wealth for your future – a retirement that lies somewhere between now and infinity. For years we were told to aim for a retirement ten years before the standard age 65 to declare that you were successful in your work.

Freedom at any age is fantastic, but retire at 55? The closer I get, the more I think that I will work into my 70’s. Why? Work gives us purpose and now in my second career I find myself rejuvenated and excited. Regardless, building a retirement portfolio should be a checklist goal built on forecasting goals that allow us to achieve our dream goals.

Building a plan involves several assumptions in order to create forecasts. And just like the weatherman, forecasts and assumptions are never completely accurate. Regardless, the planning and forecasting are necessary for us to know what to pack in our suitcase before we leave for that next vacation.

Financial planning is no different. You need to know what types of accounts should be in your suitcase, and what back up plans should exist should you encounter a storm along the way.

How can we plan for a retirement that will occur at some unknown point in the future?
Step one involves understanding where you currently are. First you need CLARITY on your current cash flow and your net worth to build the foundation and appreciate your lifestyle expenses.

Step two is to develop some mid and long term goals. At 25 I wanted to own an optometry practice and retire at 55. At 50, I had already sold that practice and was celebrating that I pulled through a major critical illness that was poised to prevent me from seeing my 49th birthday. Point is, goals change and morph over time and we need to be flexible.

Step three is to forecast what our needs will be in order to reach these goals. How much money do I need to save? What rate of return do I need to achieve? How will tax impact my future withdrawals?

Step four is to understand that what we know today won’t necessarily be what is true tomorrow.

Prepare for the unknown
Yes, yes, YES! Despite that we might like to think we know what our future will bring, the reality is that we can’t control the wind.

Pandemic? Didn’t see that coming. Cancer? Surprised me. Premature death of a partner?

I left the practice, but my ex-partner did pass away prematurely. CRAP HAPPENS people. The best plan needs to address these possibilities to ensure that should the CRAP happen to you, your business, your family, your wealth aren’t all depleted in the process.

But what about taxes?
Now you’re talking my love language! As we live in a socialist and infrastructure rich society, we are all expected to contribute to the greater good.

There were eight tax changes that occurred on January 1, 2020 alone.1  So can you imagine how many tax changes have occurred in the past 20 years? And how many will occur before you turn 65?

When we create your personalized financial plan, we typically do so based on the current tax knowledge. You can quickly see why forecasting for something many years down the road won’t be 100% accurate. Financial plans are not “set it and forget it” plans, they are living documents.

Capital Gains Taxation
On January 1, 2022, Canada will be celebrating 50 years of Capital Gain taxation. And just like a 50 year marriage, things change with time. The inclusion rate alone has changed five times2 and rumors are swirling that we are in for another rate change as part of post-pandemic revenue generation.

Different Money has Different Tax
We’ve spoken before how different accounts are subject to different tax treatment. Same holds true for different forms of income. Essentially, not all money is the same – despite the tax reforms we have seen in the past 5 years to equalize the dollar.

Hedging your Bet
When we forecast we are essentially placing our bet based on our best judgement at the time. I’m betting that despite all factors changing, that I will still create a lifestyle income that will allow me to live my best life. I build in contingencies for inflation, utilize various types of accounts to eliminate and defer taxes, and create a portfolio that will create multiple sources of revenue, including tapping into some of those social programs Canada offers.

I know that my portfolio won’t grow at a consistent year over year rate of return, so I build in strategies to take advantage of buying opportunities, and insulate myself from having to withdraw when markets are down. Sure a capital loss can be offset by a capital gain, but I still don’t want a loss, even if it saves me some tax dollars.

The Best Plan
The best plan is one that is built around a solid investment policy statement that addresses your time horizon, risk tolerance and objectives. One that incorporates various account types and looks at my entire situation: my family, my business, myself.

As your Chief Financial Officer, I’m here to help you set your plan in place, monitor and adjust it as the wind changes. I help you manage a team of financial professionals and ensure that you have thought about the potential issues and opportunities.

Have more questions than answers? Educating you is just one piece of being your personal CFO that I offer. Call (780-261-3098) or email (Roxanne@cfspsc.ca) today to start your plan.

1 https://www.canada.ca/en/department-finance/news/2019/12/list-of-tax-changes-taking-effect-on-january-1-2020.html

  1. Canadian Tax Foundation, Capital Gains Taxation In Canada: History And Potential Reforms, Catherine (Cathie) Brayley, Miller Thomson LLP, Vancouver & Lesley Kim, Gowling WLG, Calgary; https://www.ctf.ca/CTFWEB/EN/Newsletters/Perspectives/2021/3/210304.aspx?_zs=mq1WL1&_zl=DX552

Roxanne Arnal is a former Optometrist, Professional Corporation President, and practice owner. Today she is on a mission to Empower your Finances.

These articles are for information purposes only and are not a replacement for personal financial planning. Everyone’s circumstances and needs are different. Errors and Omissions exempt.

ROXANNE ARNAL,

Optometrist and Certified Financial Planner

Roxanne Arnal graduated from UW School of Optometry in 1995 and is a past-president of the Alberta Association of Optometrists (AAO) and the Canadian Association of Optometry Students (CAOS).  She subsequently built a thriving optometric practice in rural Alberta.

Roxanne took the decision in  2012 to leave optometry and become a financial planning professional.  She now focuses on providing services to Optometrists with a plan to parlay her unique expertise to help optometric practices and their families across the country meet their goals through astute financial planning and decision making.

Roxanne splits EWO podcast hosting duties with Dr. Glen Chiasson.


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“When dealing with people, remember you are not dealing with creatures of logic, but with creatures bristling with prejudice and motivated by pride and vanity.” – Dale Carnegie, How to Win Friends and Influence People

Most of us believe we make rational decisions. But the reality is that we usually make emotional decisions and then attempt to justify those decisions with logic. This is true of most purchase decisions — we tend to buy not what we really need, but what we really want. How else to explain the enduring appeal of luxury goods and travel when all we really need is bread, clothing and shelter? The major players in the consumer sphere have this figured out. Modern designs, luxury logos and exclusive shopping experiences all provide an emotional jolt for buyers. The social acceptance you get when you visit a Starbucks store, for example, is likely the reason for choosing it, rather than the taste of the coffee. To be truly successful in today’s business world, therefore, you need to sell more than just the product. It’s necessary to also sell the feelings that come with the purchase, the upscale position it suggests and the emotions it evokes in the buyer. Essentially, you are selling a dream of who your customer can imagine themselves to be. How the Brain is Wired It is interesting to note that the most primitive parts of our brains are largely responsible for the decisions we make on a day-to-day basis. Research shows that the brain’s limbic system — the part responsible for emotional responses — has a large role to play in decision-making. Memory synapses (past emotions) create biases within this primitive part of your brain, which then feed into a behavioural response. When we understand that most decisions contain an emotional component, it becomes clear that triggering the right feeling — or evoking the wrong one — will be the differentiating factor on whether a prospect buys from you or not. Emotions as Part of the Sales Process As professionals, our key responsibility is in providing the best solution for our clients’ health and wellbeing. But helping customers achieve a desired state of emotion as part of this process should not be perceived negatively. Most products and services, including eyewear, are designed to satisfy a customer desire or want, and in fact, satisfying those desires will always contain an emotional component. Here are some of the key emotional factors that can drive customer decisions and help you to achieve a satisfying outcome for your clients:

  1. Achievement and status. People have an inherent desire to feel successful and to show off their accomplishments. Cars, jewelry and houses all signal their achievements, and branded products including eyewear are no exception. To tap into this emotional response, be attentive to the vehicle a person drives, the clothes and shoes that they wear or the purse they carry to get a clear indication of how they want to present themselves to the world. It’s then possible to subtly use that desired image as a selling point during your conversations.
  2. Happiness. In today’s world, a sense of ease and comfort greatly influences purchase decisions. Customers love buying easy to use products that create pleasure and simplify their lives. Open-ended lifestyle questions are a great way to understand your clients’ priorities, allowing you to focus on the value of products that will best fit their needs and to emphasize the personal benefits to them. Your customers will love you for it.
  3. A sense of belonging. Throughout our evolution as a species, we have needed the sense of belonging, whether to a tribe, culture, country or family. In today’s more consumer-driven world, this sense of belonging is often satisfied by products; for example, some people identify as iPhone users, while others adhere to the Android camp. Your clients, therefore, will often gravitate towards fashion trends, brands or specific products that align with who they consider likeminded. If all the cool kids are wearing Ray-Bans, some will want Ray-Bans to be part of that group.

As you develop your emotional selling skills, here are FIVE points to remember that will help you to sell more effectively to clients’ emotional needs: 

  1.  Subtly mirror your client:  Your words, clothes and mannerisms will arouse emotions (both positive and negative) in your clients. By subtly mirroring a client’s language and actions you appear more relatable and empathetic.
  2. Take note of non-verbal communication: Non-verbal communication influences a person significantly more than verbal communication. One study indicated that effective communication is based on only 7% of what we actually say, while non-verbal communication such as facial expression and body language accounts for about 55% and 38% is based on our tone of voice.
  3. Understand emotional awareness: Develop your ability to identify and manage your own emotions and the emotions of others. The last thing you want to do is frustrate or infuriate a client.
  4. Understand Emotional Intelligence: Emotional intelligence is distinct from logical reasoning or linguistic ability.
  5. Be cognization of your client’s emotional response: Being able to touch a client’s emotional response rather than simply appealing to logic can expedite decision-making and will leave you and your customer both feeling better about the purchase.

Perhaps the most important point to remember is that by leading with empathy, you will begin to truly understand both your clients’ practical and emotional needs. In doing so, you have the opportunity to create a more satisfying outcome for them and improve your sales results in the process. Reprinted from Optik Magazine – November – December 2021 issue Contribution from shan Khan and Kazeem Merali.


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