You’re selling your optometry practice.
You’ve put in the years, built the patient base, maybe even survived the insurance wars.
But here’s the question nobody’s asking you:
Why settle for an average sale price when you can walk away with a premium?
Hint: It’s not just about shiny equipment or a pretty optical space.
It’s about predictable recurring revenue — and that’s exactly what a membership program gives you.
Story:
Dr. Martin owned a thriving suburban practice. Steady flow of patients, good reviews, staff who knew the business inside out.
When he decided to sell, the first offer came in at 4.5x EBITDA. Not bad… but not “retire on the beach in Maui” money.
So we looked at the practice’s numbers through a buyer’s eyes:
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80% insurance-dependent revenue
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No recurring cash flow that wasn’t tied to third parties
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Optical sales tied to annual exam season
Translation? Buyers saw risk.
Enter: BoomCloud™ Membership Plan.
Dr. Martin’s “Aha!” moment came after he realized:
If I can prove to a buyer that a chunk of my revenue is locked in — predictable, profitable, and patient-loyalty driven — I’m worth more.
We rolled out a $25/month membership:
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Annual eye exam + OCT + retinal imaging
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20% off all frames, lenses, sunglasses
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Contact lens discounts
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Members-only events (VIP trunk shows, early frame releases)
Within 14 months:
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MRR: $31,500/month
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ARR: $378,000/year guaranteed before opening the doors
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Membership patients spent 3.1x more on optical purchases
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Patient churn dropped by 42%
When it came time to sell again?
Buyers saw a practice with $378k ARR baked in.
Final sale: 6.2x EBITDA — a $650,000 bump in valuation.
Why Membership Programs Boost Your Selling Price
If you’re selling an optometry practice, here’s what’s going through a buyer’s mind:
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“How risky is this business?”
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“How predictable is the revenue?”
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“How loyal is the patient base?”
Membership plans answer all three:
1️⃣ Predictable Cash Flow
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Buyers love ARR/MRR because it reduces financial volatility.
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A recurring $20–$30/month per patient makes your P&L look rock-solid.
2️⃣ Higher Revenue Per Patient (RPP)
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Membership patients spend 2x–4x more annually.
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Even in a downturn, loyal members keep buying.
3️⃣ Loyalty Lock-In
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Patients in a membership plan have “switching cost” — they’re less likely to jump to the practice down the street.
The Numbers Don’t Lie
According to BoomCloud™ client data:
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Practices with 400+ members add $120k–$150k to annual revenue without increasing patient load.
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ARR from memberships boosts valuation multiples by 0.5x–1.5x EBITDA in private practice sales.
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Membership patients have 80–90% recall rates vs. 50–60% for non-members.
Case Study: From Average Sale to Bidding War
Practice: Urban boutique optical + medical optometry in Austin, TX
Initial Valuation: $1.4M (based on 5x EBITDA)
Pre-Sale Problem: Heavy insurance reliance, low recurring cash flow outside exams.
Membership Rollout:
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$27/month or $300/year
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Free annual eye exam, OCT, dry eye evaluation
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20% off eyewear + premium coatings
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Priority scheduling
Results in 12 Months:
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520 members → $156,000 ARR
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Optical revenue per member tripled
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Gross margin improved by 12%
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Final Sale Price: $1.92M (6.8x EBITDA) after two buyers competed for the deal.
How to Build Membership Revenue Before Selling
Think of this as your “valuation accelerator”:
Step 1: Create an Offer That Feels Too Good to Pass Up
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Anchor the value (exam + imaging = $250+, but plan is $25/month)
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Include services with high perceived value but low marginal cost
Step 2: Launch to Your Existing Patient Base
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Email campaign + in-office promotion
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Train staff to pitch benefits in <60 seconds
Step 3: Incentivize Signups
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Offer a “Founding Member” discount for first 200 signups
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Give staff bonuses per membership sale
Step 4: Track MRR, ARR & RPP
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Show consistent growth — this is gold in your sale packet
Optimizing Revenue Per Patient for Maximum Valuation
Membership programs increase RPP in two ways:
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Frequency: Annual exams and regular optical visits are baked in.
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Upselling: Discounts feel like savings, but your margin stays healthy.
Example:
If your RPP is $375 and you move 40% of your 2,000 patients into a $300/year membership…
That’s an extra $240,000/year in predictable revenue — and a higher multiple when you sell.
Your Pre-Sale Membership Playbook
If you want to sell for top dollar, don’t just hand over a patient list — hand over a money machine.
Download the Million-Dollar Membership Plan Ebook
Take the Six-Figure Patient Membership Plan Course
Schedule a Demo of BoomCloud™
Create Your BoomCloud™ Account for FREE
Bottom line: When selling an optometry practice, a membership program isn’t just a patient perk — it’s a profit multiplier and a valuation booster. Build it now, sell for more later.
