Episode 22

Importance of Patient Counseling & Education and Top 5 Mistakes Practices Make That Affect Conversion Rates

by Ophthalmology Business Academy | April 19, 2023

Patients seek medical attention for a purpose, and it is crucial to seize the opportunity to provide the best possible care from the moment they step into your practice. As highlighted by Carol Anne Poursaied, Senior Practice Development Manager at Carl Zeiss Meditec, avoiding the top five common mistakes that negatively impact patient interaction is vital.

Sarah and Carol-Anne engage in an insightful discussion, shedding light on the adverse effects these pitfalls have on patients’ mindsets and providing practical strategies to overcome them. 

Healthcare providers can enhance the patient experience and foster better health outcomes with a patient-centric approach and focus on building a positive and trusting relationship.


  • 00:01:02 – Carol-Anne Poursaied’s Journey in Ophthalmology
  • 00:01:59 – 1st Mistake: Failure to learn the patients’ why now and motivation
  • 00:04:30 – 2nd Mistake: Not uncovering potential objections
  • 00:08:59 – 3rd Mistake: Making the price more important than it is
  • 00:14:37 – 4th Mistake: Assuming the patient knows as much about the laser surgery as you do
  • 00:15:50 – 5th Mistake: Failure to make a firm recommendation
  • 00:23:10 – Final thoughts by Carol-Anne: Importance of building patient trust and likability.


Carol-Anne Poursaied

Senior Practice Development Manager at Carl Zeiss Meditec USA

Carol-Anne Poursaied began her career in ophthalmology at a medical practice in Delaware, initially as a OD liaison and marketing manager in 2010. Over time, she worked her way through various roles in the clinic and even spearheaded the launch of new technology. Her impressive performance eventually caught the attention of industry recruiters, who sought to tap into her talents and experiences in supporting practice growth. Since 2017, she has been serving as the Senior Practice Development Manager at Carl Zeiss Meditec.

Connect with Carol-Anne Poursaied

LinkedIn: linkedin.com/in/carol-anne-poursaied-25960036
Email: capoursaied@gmail.com


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