Having passed several preliminary letters with Mr. Smith without getting him to commit himself as to coming in for treatment, pick out a couple of the letters from patients which apply the most directly to his case, the particulars of which may be obtained from the prospect index. Enclose these with a letter of your own addressed to Mr. Smith, and reading about like this: G. H. Wilkinson, M.D. SPECIALIST IN CHRONIC DISEASES —— Michigan Avenue Chicago, ——, 1910. Mr. John Smith, Vail’s Gate, Mich. Dear Sir: In a recent letter you expressed doubt as to the merit of any treatment that could be applied in a case like yours. In view of the many disappointments which you have had I cannot criticise you for holding this opinion. It is a natural one under the circumstances. I am not writing this letter with a view to changing, or attempting to alter in any way, your decision on this point. You have probably made up your mind on the subject, and that’s the end of it. Despite this I am positive that you will be interested in the enclosed letters from former patients in which they express their views as to the treatment, and the results obtained in their cases. After reading these communications I shall be under obligations if you will kindly return them to me, as I would not like to lose them. Very truly yours, G. H. Wilkinson, M.D. 118Again a plain, stamped, hand addressed envelope is also enclosed so that Mr. Smith may be put to no expense or trouble in sending back the precious letters, thousands of copies of which are kept in stock in the doctor’s office. All communications emanating from the office bear the pen-written signature of the physician in charge, but he sees very few of them. He is not even conversant with their contents, except as he may happen to discuss the subject with his correspondence chief. It is the latter who directs the correspondence and conducts it in the name of the physician. He is the business getter of the concern. It is his duty to get prospective patients coming into the office; it is the physician’s duty to handle them after they get there, and to obtain as large a fee as possible in each instance. 119 CHAPTER VIII   GETTING AT FINANCIAL STATUS While, with proper effort and organization, it is possible to ascertain in advance the financial worth of nearly every prospect in the manner already outlined, there are many instances in which this cannot be done through any of the ordinary channels. Some people conceal their occupation by writing under an assumed name on plain paper, so that an enquiry through a commercial agency will reveal nothing, except, perhaps, the statement “party unknown.”