Ortho-K: The Game-Changer in Eye Care That Could Add $100K to Your Revenue With Just One Fit Per Week

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In this episode of The 20/20 Podcast, host Dr. Harbir Sian sits down with Jason Carruthers, a Canadian optician, ortho-keratologist, and founder of OrthoKLaunch.com, to dive deep into the untapped potential of orthokeratology (Ortho-K). With decades of experience in optical retail and specialty contact lenses, Jason shares his journey from being told that “there’s no money in contacts” to building a million-dollar Ortho-K practice without selling a single pair of glasses. This conversation is a goldmine for eye care professionals looking to grow their practice, attract more patients, and add $100K+ in revenue by fitting just one Ortho-K patient per week. Whether you’re just getting started or looking to scale, Jason breaks down real-world strategies and mindset shifts to help you succeed.

1. What is Ortho-K?

Orthokeratology (Ortho-K) involves the use of custom-designed, gas-permeable contact lenses worn overnight. These lenses temporarily reshape the cornea, allowing patients to experience clear, unaided vision throughout the day.

Ortho-K has been primarily marketed as a myopia management tool for children, but it also has significant benefits for adults, including those with:

• Myopia up to moderate levels
• Hyperopia (within a certain range)
• Presbyopia (with monovision Ortho-K)
• Post-LASIK regression

Many patients are looking for an alternative to daytime contact lenses, glasses, or LASIK surgery, making Ortho-K a powerful offering.

2. The Revenue Potential of Ortho-K

A single Ortho-K fit typically generates anywhere from $1,500 to $3,500 per patient depending on the practice and geographical location. Let’s break it down:

• One Ortho-K fit per week at $2,000 per fit = $104,000 per year
• Two fits per week = $208,000 per year
• Four fits per week = $416,000 per year

And that’s before factoring in annual follow-ups, lens replacements, and referrals.This is why many practitioners, once they refine their process, find Ortho-K to be one of the most profitable and rewarding areas of their practice.

3. Why Most Eye Care Providers Overlook Ortho-K

Despite its financial potential and patient demand, Ortho-K remains underutilized. Here’s why:

• Lack of Awareness: Many practitioners are not taught Ortho-K in depth during optometry school.
• Fear of Complexity: Some assume Ortho-K is too challenging or time-consuming to fit.
• Perceived Low Demand: Many believe that patients won’t ask for Ortho-K (which is true—but only because they don’t know about it).
• Marketing Challenges: Doctors may not know how to promote Ortho-K effectively.

4. Adults and Ortho-K: A Hidden Market

One of the biggest misconceptions about Ortho-K is that it’s only for children. In reality, adults represent a massive untapped market. “I’ve had patients in their 50s and 60s who were thrilled to discover Ortho-K because they never liked wearing glasses or contact lenses. Many said, ‘Why did my doctor never tell me about this?’” – Jason Carruthers

Some ideal adult candidates include:

• Post-LASIK regression patients who don’t want another surgery.
• Mild hyperopes looking for a non-surgical vision correction solution.
• Presbyopic patients who dislike progressive glasses and prefer a monovision Ortho-K setup.

5. The Key to Scaling an Ortho-K Practice

To succeed with Ortho-K, you need to prime potential patients before they step into your office. Here’s how:

Use the Right Messaging in Your Marketing

Most practices market Ortho-K incorrectly. Instead of selling prevention, which is a hard sell (e.g., “prevent myopia progression”), focus on immediate benefits:

• “See clearly all day—no glasses, no surgery.”
• “Swim, play sports, and work without daytime contacts.”
• “Wake up with clear vision every morning.”
• “A non-surgical alternative to LASIK.”

 Offer a Free Ortho-K Consultation

Patients are hesitant to spend $2,000–$3,000 without enough information. Borrow a tactic from the LASIK industry: Offer free Ortho-K consultations.

• Let patients come in and see if they qualify.
• Use that visit to educate them about the benefits.
• If they’re a good candidate, conversion rates skyrocket.

6. Overcoming Common Challenges in Ortho-K

Practices new to Ortho-K often face a few key challenges:

❌ “I can’t find patients.”

Solution:
Patients won’t ask for Ortho-K because they don’t know it exists. Market it proactively—online, in-office, and in local communities.

❌ “Ortho-K takes too long to build.”

Solution:
Scaling quickly is possible. Many successful fitters get to 8+ cases per week with proper marketing and patient education. “When I realized the demand was there, I doubled down. In one week, I fit 16 patients and generated over $30,000 in revenue.” – Jason Carruthers

7. Actionable Steps to Boost Ortho-K in Your Practice

Ready to build your Ortho-K practice? Follow these steps:

1. Adjust Your Mindset: Ortho-K is not just for kids. Treat it as a core specialty.
2. Revamp Your Website & Social Media: Clearly advertise Ortho-K services and its benefits.
3. Offer Free Consultations: A simple, no-risk consultation boosts conversions.
4. Refine Your Pitch: Train staff to introduce Ortho-K confidently.
5. Use Testimonials & Case Studies: Real patient stories build credibility.
6. Consider a Course or Mentor: Learning from successful fitters can fast-track your growth.

For deeper guidance, visit OrthoKLaunch.com—a free resource hub for optometrists looking to expand into Ortho-K.