The Top 5 Objections Patients Have About LASIK, SMILE, and EVO ICL and How Coordinators Can Overcome Them

katrina7384
Oct 6
2 min read

Every patient wants better vision, but almost every patient also has concerns.

The coordinators who confidently handle objections are the ones who convert consults into booked surgeries. Whether it’s fear of surgery, uncertainty about timing, or hesitation over cost, objections are part of the decision-making process. The difference between a lost lead and a booked surgery often comes down to how confidently the refractive coordinator responds.

When coordinators can handle objections with empathy and clarity, they build trust, and turn hesitation into commitment.

Here are the top five objections refractive coordinators hear most often, and how to overcome each one with confidence.

Here are the top five patient objections and how to overcome them.

Refractive coordinator reassuring a patient during a LASIK consultation in an ophthalmology office.

1. Cost

💬 “It’s too expensive.” Response: “I completely understand. Many patients felt the same way, until they realize they were already spending thousands on glasses and contacts. With financing, it’s often less than a daily cup of coffee.”

2. Fear of Surgery

💬 “I’m nervous about someone touching my eyes.” Response: “That’s a natural concern. The good news is our surgeon has performed thousands of procedures safely. Most patients tell us afterward it was easier than a dental appointment.”

3. Timing

💬 “Now’s just not the right time.” Response: “I hear you. The thing is, there will never be a perfect time — but waiting only delays the benefits. Let’s secure a spot and adjust if needed.”

4. Spouse/Family Approval

💬 “I need to check with my spouse.” Response: “That’s great — many patients want support. Why don’t we schedule a time for both of you to come in, so you feel confident together?”

5. Not Sure They’re a Candidate

💬 “I don’t think this will work for me.” Response: “That’s why the consultation is so valuable. Even if LASIK isn’t right, we have options like EVO ICL or SMILE.”

Why Training Matters

Without training, coordinators often sympathize but don’t redirect. With scripts and practice, they learn to turn hesitation into action. That’s where training makes all the difference. Through practice and role-play, coordinators can transform from reactive to proactive - leading conversations with empathy, authority, and intention.

The Refractive Coordinator Training Manual includes objection flashcards, scripts, and role-play exercises to prepare your team for any objection.

Learn more here: Refractive Coordinator Training

The Tools to Build Confidence

The Refractive Coordinator Training Manual was designed specifically for ophthalmology practices that want their coordinators to close more consultations with ease.

It includes: