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Succeeding in the elective IOL market

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Randy J. Epstein

• Develop a refractive surgery mindset: Create an enhanced customer orientation that can cater to a patient population that is receptive to elective IOLs and be prepared to spend more chair time with patients.
• Determine what the patient wants: Does the patient want to decrease dependence on reading glasses after surgery? Patients must have some degree of motivation.
• Do not mix and match presbyopia-correcting IOLs: Patients who have previously undergone refractive surgery may be hypercritical and have unrealistic expectations.
• Inform patients: Tell patients that there is a chance of residual astigmatism that will require additional postoperative treatment.
• Select good candidates: Patients with significant amounts of astigmatism, preexisting macular pathology, significant epiretinal membranes, age-related macular degeneration or abnormal corneas, particularly keratoconus are not good candidates for presbyopia-correcting IOLs.