On this episode of the Defocus Media Podcast, Dr. Darryl Glover welcomes Dr. Adam Bryan—a seasoned optometrist, entrepreneur, and former owner of a multi-million-dollar practice in Holly Springs, North Carolina. Together, they take a practical deep dive into what it actually takes to build, grow, and eventually sell a profitable eye care practice.

Dr. Bryan shares not only his successes but the hard-earned lessons that shaped his approach to business ownership. From the day-to-day operational details to the mindset shift required to run a high-performing clinic, this conversation provides a blueprint for optometrists looking to elevate their clinical care and their bottom line.

Throughout the interview, Dr. Bryan repeatedly returned to three foundational principles that defined his success:

These pillars, when integrated thoughtfully into daily practice management, create a sustainable model for long-term growth and financial stability.

Dr. Bryan doesn’t mince words—if you don’t understand your P & L, you’re running your business blind.

The P & L is more than just a document reviewed at tax time. It’s a tool for diagnosis and strategic planning. Dr. Bryan recommends reviewing financials monthly, using them to measure growth, identify waste, and track efficiency.

Benchmarks to consider:

Dr. Bryan emphasized that while not every doctor wants to do their own bookkeeping, every owner should be fluent in their numbers and ask tough questions. The financial health of your practice depends on it.

Too many optometrists view vision plans as a necessary evil. Dr. Bryan encourages a different approach—treat them as marketing vehicles that bring patients in and establish long-term loyalty.

He argues that rejecting vision plans out of frustration may lead to missed opportunities. These plans often give you access to patients who wouldn’t otherwise enter your practice. From there, it’s up to you to build value.

Strategic ways to leverage vision plans:

Vision plans are not about the reimbursement—they are about access. Use them to develop relationships that lead to comprehensive care.

The exam room is one of the most influential spaces in any eye care practice. According to Dr. Bryan, what happens in those few minutes can either inspire patient action—or leave revenue on the table.

Prescribing from the chair is not a sales tactic; it’s a patient care imperative. When done with authenticity and purpose, it builds trust, elevates satisfaction, and reinforces the doctor-patient relationship.

Dr. Bryan’s strategy includes:

Patients are far more likely to follow through when they understand how a product will enhance their daily life. That education starts in the exam room—with you.

Running a profitable practice requires more than clinical skill. Dr. Bryan outlined several operational systems that allowed him to scale without sacrificing care.

Key practices include:

These behind-the-scenes details—though often overlooked—were essential to keeping the practice profitable and efficient.

Whether you’re running an independent clinic, working within a group setting, or preparing for ownership, the principles discussed in this episode are both accessible and actionable.

The optometric landscape is evolving. Reimbursement is tightening, competition is growing, and patient expectations are rising. To succeed, doctors must think beyond the phoropter and engage with the business side of care.

Dr. Bryan’s story is proof that profitability and exceptional care can coexist. But it doesn’t happen by chance. It requires clarity, consistency, and a willingness to learn from those who’ve already paved the way.