Pearls for patient consultations

BySandra Yeh, MD

Sandra Yeh

Make it a family affair: During the consultation, the patient may be overwhelmed by the implications of surgery and be too distracted to listen to the IOL options. Having a family member present can help bring focus to the discussion.
Keep it simple: I explain to patients that there are three ranges of vision — far, intermediate and near. A standard IOL will allow them to have one out of the three, but the AcrySof IQ ReSTOR^® +3.0 D IOL (Alcon Laboratories, Inc.) will allow them to have all three ranges of vision.
Educate patients: Some surgeons dread the idea of “selling” IOLs to their patients. In my opinion, this is not a “sell” but a process of educating patients to the wonderful advances in technology that are available to them.
Use DVDs and other visual aids: These educational materials will explain all of the available IOL options.
Do not prejudge patients: Patients should be given all of the IOL options without prejudging their ability to pay. If patients do not clinically qualify for the IQ ReSTOR^® IOL, I tell them why.
Use your best technicians as part of the team: You want bright, kind and positive people. A single negative person is toxic to the process of choosing an advanced technology IOL.
Make an assessment first and then make a recommendation: Surgeons must conclude the examination with an experienced opinion and recommendation.
Believe in the technology: To truly help their patients, surgeons must believe in the superiority of the technology and their own ability to deliver an outstanding result.