Contact Lenses

3 Multifocal Myths Costing You Patients

Photo courtesy of Dr. Vince Zingaro

By Vince Zingaro, OD

July 15, 2026

Multifocal contact lenses are the most underused tool we have in managing presbyopic patients. Concerns about cost, chair time and perceived inconsistency in performance are all reasons many doctors stray from fitting them. In reality, these barriers are largely misconceptions—and addressing them can unlock greater patient loyalty and stronger practice performance.

Allow me to break down some common multifocal myths.

MYTH #1: THEY COST TOO MUCH

While it’s true that multifocal contact lenses are among the most expensive modality we have available, patients are typically less concerned with the sticker price and more focused on the value of the lens. In many cases, the perceived benefit for reduced dependence on reading glasses far outweighs what providers assume they are willing to pay.

Presbyopia is often one of the first visible signs of aging, and alleviating the need for readers can meaningfully improve confidence, visual independence and day-to-day quality of life. Patients frequently find renewed freedom in social and professional settings when they can rely solely on their contact lenses.

The most practical advice here is to fit your patients in your lens of choice without pre-judging their wallet, and you’ll often be pleasantly surprised by the results. Shifting the conversation toward how these lenses benefit the patient increases perceived value—and that is what patients care about most. Bundling a manufacturer’s rebate with an annual supply and emphasizing the health and convenience benefits of daily disposable multifocal contacts are two effective ways to further build value.

MYTH #2: THEY DON’T WORK

It’s easy to think that after four years of optometry school, a passing grade on the national board test and a few decades of experience that we know how to fit a multifocal contact lens. The truth is, if we keep trying our own method every time, we are going to get the same result every time.

Luckily, every manufacturer provides a different fit guide designed to support patient success. The good news is that these fit guides have already been refined through extensive patient use to ensure they work with the lenses.

Before I started following the fitting guides, my success rate was around 25% and both the patient and I were frustrated with the process. After consistently following the guide, I now have a success rate of around 90% with multifocal contacts, averaging three to five new fits each month. Forget what you think you know and just use the manufacturer’s guide. You will be more successful.

It’s also helpful to lean on your sales representatives. I’ve found this to be extremely valuable when I run into any challenges. Reps are a strong resource and should have insights into what other practices are doing successfully, which helps inform my own approach.

MYTH #3: THEY TAKE UP TOO MUCH CHAIR TIME

Multifocal contacts take up too much chair time. Over the last decade, patient demand and full schedules have increased while staffing has remained flat. It can certainly be frustrating to have to bring patients back into the office to correct vision, or to spend too long with a single patient and fall behind on schedule.

However, multifocal contacts shouldn’t take longer than any other lens modality—we just have to be efficient. First, as mentioned earlier, following the fit guide helps ensure the best chance for success, preventing patients from calling a week later with complaints.

Second, educating staff—or even fitting them in these lenses so they can experience them firsthand—allows them to start the conversation with patients before the doctor even enters the room. Staff are the first and last people patients see in the office, so their influence shouldn’t be underestimated. In this role, they can introduce the lenses, explain how they work and share their personal experience.

Third, setting patient expectations is key. I usually let patients know what is normal and what is not. Needing reading glasses on occasion is normal; relying on them most of the time for phone use is not. My typical verbiage is, “You can expect to be without glasses for about 80% of your day. Your phone should be easy to navigate, but you may need reading glasses in dimly lit environments, such as a restaurant in the evening.” When patients understand what “normal” looks like, they’re far less likely to return a week later with concerns.

A SMALL SHIFT WITH A BIG IMPACT

The presbyopic patient population is growing by the year. If you want to avoid contact lens dropout in patients over 40, consider offering your patients multifocals consistently. In our office, we’ve seen both increased revenue and a meaningful rise in referrals from satisfied multifocal wearers.

Turn to your sales reps if you have trouble getting started, but don’t let these perceived barriers stop you from elevating your practice.

Read more on contact lenses here.