Nearly every physician is sure to have some patients who have been greatly benefited by his treatment and are truly grateful for the relief obtained. The securing 114of the right kind of letters from these patients is only a matter of request at the proper psychological moment. After a friendly talk with one of these patients some day when the latter is feeling unusually exuberant, and has deftly been led up to the stage of declaring that he can never repay the doctor for what he has done for him, the physician will say: “Oh, that’s all right, Mr. Brown. I am sincerely happy to know that the improvement has been so great. No matter what we do, there is sure to be scoffers and doubters. But a physician’s hands are tied. There is no way in which he can overcome this bias except with the aid of just such men as yourself. Now, if you could find it convenient to write a letter stating just what has been done in your case I would keep it in my desk to show such doubters as may drop in on me. Not as an advertisement or a puff mind you, but merely as a means of overcoming unfair statements. But I feel that this would be asking too much of you.” “Not at all, doctor. I’ll be only to glad to do it. But the fact is doctor, I’m a poor letter writer. If you’ll prepare something I’ll sign it.” This is just what the doctor wants and at the first opportunity he slips out and passes the word to the correspondence chief. The latter prepares a letter which the doctor copies in his own handwriting. When it is submitted to Mr. Brown the doctor says: “This will look and read better on one of your own letter heads. If you will copy it on your stationery I’ll appreciate the favor.” When finally written and signed the letter will be about like this: 115JAMES H. BROWN DEALER IN HIDES AND TALLOW Union Stock Yards Chicago, Sept. 9, 1910. Dear Doctor Wilkinson: I am sure you will be glad to know that the improvement in my case continues and grows, if anything, more noticeable daily. Considering the physical wreck I was three months ago, the change is little short of miraculous. This is not only my opinion, but that of my friends as well. It is particularly gratifying to have those who called me a fool when they heard I was going to Chicago to be treated for locomotor ataxia now acknowledge that they were mistaken, and congratulate me on my action. If I can serve you in any way don’t hesitate to call upon me. It is my duty to let fellow-beings similarly afflicted know what you have done for me. Gratefully yours, James H. Brown.