A focus strategy that helped one optical outperform six stagnant months in just two.

Invision April 2026

“HOW CAN I POSSIBLY have nothing to wear?” I stood in my closet getting more annoyed as I flipped each hanger … when my earbuds played, “Is it really that you don’t have anything to wear, or that your closet is no longer a representation of who you are or where you are going?”

With alarming timing, I listened to Eddie Pinero continue … I’ll paraphrase: You have plenty of clothes, but you are choosing not to wear them. Why? Some don’t fit, some you only wear on certain occasions, some you haven’t worn in years but fondly recall the last time you did. The problem is much of your closet simply is not serving who you are now and the person you want to become.

This spoke to me. I didn’t have time to assess each item, but I could do a few. Pulling out a section of hangers, I reviewed each article of clothing. If it didn’t serve who I am right now or make me excited to wear it, I tossed it in the donation pile. If it did, it stayed on the hanger. After, I realized that making that small assessment with just a handful of hangers was really gratifying. It was so effective, I planned to do a handful of hangers each day.

Later, in a meeting with a Spexy member doctor in Texas, he lamented that his team didn’t accomplish any of the cleanup of the optical inventory he was hoping for over the last six months. As a result they did not see the increase in optical sales they were hoping for. There were multiple poor performing frame brands and countless merchandising tasks they planned to accomplish but simply never got to.

My recent gratification clearing out a few hangers inspired me to ask the team to look at the tasks and identify only two items. But not just any two! One the team was excited to accomplish and one that was clearly no longer serving the practice. After some deliberation—and an optician saying “Eww” to describe a task on the list—two stood out. I encouraged them to focus on the most exciting task and “eww” task until we met again.

I received an email from the doctor who was thrilled with the team’s new determination. They had completed those two items! Then continued on to two more … and two more. They accomplished more in a few weeks than the last six months!

It’s the time of year when tidying up seems to be a bit easier. So, for those that haven’t yet made a list, scan the QR code for help getting started.

Most of you though, will look at your list of to-dos and start with the easiest. Instead, I challenge you to discuss the list with your team. Have them choose one that excites them. Then one that no longer serves the practice. Focusing on these two makes creating the change needed less daunting.

My closet cleaned up quickly, but the real win was in Texas. In just two months, that optical created more meaningful change and sales growth than the previous six combined. Focus is more than a productivity hack; it’s a profit strategy.