Photo Credit: Getty Images
Why early testing and treatment support better care and stronger practice growth
By Eric Heaps, OD
Sept. 1, 2026
I practice in the Tampa Bay area at Dr. Lisa Amato and Associates inside Target Optical, where I have worked for about six years, and I see patients every day who assume eye changes are just part of getting older. A lot of them are right about one thing: aging affects the eyes. But too many people wait until vision problems interfere with driving, reading or work before they ask questions—that delay matters. In my practice, I try to make aging eyecare feel routine, not optional. If we catch problems early, we have more ways to help.
Dry Eye Is Not Just a Nuisance
One of the most common aging eye issues I see is dry eye. Many patients think dryness is normal or just something to live with. It is not. It often gets worse over time, especially as tear quality changes and the oil glands in the eyelids stop working as well.
We start by asking the right questions because many patients do not volunteer symptoms unless prompted. I also use objective testing, including meibography and tear breakup time, so I can show patients what is happening rather than just telling them. When people see the numbers and the images, they understand that dry eye is a real medical issue, not just irritation.
The Impact of Dry Eye Services on the Business
Integrating cash-pay specialty dry eye services can elevate a standard primary care practice to the next level. We started screening every patient aged 30 and over during pretesting with tear film analysis. As a result, we can demonstrate to the patient that dry eye isn’t just normal, as many people think.
We’ve adjusted our schedule to fit in treatment sessions at various times throughout the day (morning, before or after lunch and late afternoon as needed). It has helped us grow this aspect tremendously over the past few years, without compromising the amount of comprehensive exams. Consequently, we are able to keep more patients in contact lenses.
We’ve also noticed that patients who come back to do treatments with us typically purchase their glasses and contacts with us as well. All in all, we are seeing an average of an additional $4,000 in gross revenue per month.
Testing Makes the Difference
A good aging eye exam should not rely only on what a patient says. Symptoms can be subtle, especially early on. Some patients come in and say their eyes feel fine, but testing tells a different story. That is especially true for patients over 30 and, more often, as they get older.
Our dry eye workup helps us identify inflammation, gland loss and tear instability. Once we know what we are dealing with, we can build a treatment plan that fits the patient instead of guessing. I have found that the more specific the testing, the better the conversation with the patient.
Treatment Has to Match the Patient
There is no single solution for aging eye problems, and dry eye is a good example. In our office, we offer Lumenis OptiLight IPL and OptiPlus radiofrequency, and we also use medication, lid hygiene, hot compresses and omega-3 supplementation when appropriate. For blepharitis and lid inflammation, we also use NuLids Pro.
Not every patient needs the same treatment, and not every patient is ready on day one. That is normal. A lot of these therapies are cash-based, so cost is part of the discussion. I try to keep the conversation practical and honest. If a patient is not ready for an in-office treatment, we still give them steps they can start at home.
Education Is Part of the Care
Aging eyecare works best when patients understand why they need it. Many people still think eyecare is only about getting glasses for vision correction. I spend a lot of time explaining that dry eye, lid disease and other age-related changes can be managed earlier.
That is also why I talk about habits like screen time, blinking and environmental triggers. Today’s patients are using their eyes differently than they did 20 years ago, and that affects comfort. I also try not to make assumptions about who can or cannot pursue treatment. My job is to give every patient the same information and let them decide what fits.
My goal is to help patients keep their eyes comfortable and functional as they age. That starts with noticing symptoms early, confirming them with testing and offering treatment options that make sense. Aging eyecare should not be about waiting for problems to get worse. It should be about identifying them sooner and treating them before they interfere with daily life.
Read more on dry eye & aesthetics here.
Read more from The Aging Eye here.
 |
Eric Heaps, OD, is an optometrist at Target Optical in the vibrant Tampa Bay area. He earned his Doctor of Optometry degree from Nova Southeastern University after completing his undergraduate studies in Biological Sciences at the University of Maryland. Passionate about personalized, high-quality care, his clinical practice focuses on myopia management, dry eye treatments, diabetic exams, LASIK/cataract co-management and specialty contact lens fittings. Dr. Heaps prioritizes patient education and preventative care to enhance both vision and overall quality of life for his patients. |
