Others will come in on the physician unheralded, without any preliminary correspondence. But, if the physician understands his business, he will get at the facts just the same as if the callers had introduced themselves with statements from their bankers showing their financial rating. Let us imagine the case of a man who drops into the office and enquires for the doctor. The reception room girl will ask his name so that she can announce his arrival. 120“The name doesn’t matter,” says the caller. “The doctor doesn’t know me.” “Have you an appointment for any specific time?” “No. Just dropped in to see the doctor.” “Well, the doctor is very busy just now, but he’ll be disengaged in a few moments. Take a seat please, and as soon as he is at liberty I’ll let him know you are here.” Don’t overlook this waiting part of the program. It is important. Creates the impression that the doctor is a busy man, and that time is valuable. Always keep a caller waiting at least ten minutes, even if the doctor is engaged in no more profitable occupation than reading a magazine. When the caller is finally shown into the consultation room the doctor receives him with dignified courtesy and apologizes for having to keep him waiting. This consultation room should be so arranged that, when doctor and caller are seated facing one another, the light should fall on the latter’s face, the doctor being in the shade as it were. This allows of close watch being kept on the emotions which may play across the caller’s face, while those which the doctor may not be able to conceal (these will be few) will pass unnoticed. After the conventional greetings the caller will undoubtedly outline his case, and ask the doctor for his opinion. “I must know more about the conditions, Mr. —— by the way, I didn’t get your name? Robinson. Well, as I was saying, I must know more about the conditions, Mr. Robinson, before venturing to give an opinion. I have many cases strikingly similar in which the results were all that could be reasonably expected. At the same time, 121as a matter of frankness, I must admit that there are others in which I have been disappointed.” This apparent candor on the doctor’s part wins the confidence of the caller and he talks freely, describing his case in detail. The doctor listens attentively, butting in with a question only when the caller seems to lag in his talk. When the ailment and its symptoms have been fully described the doctor says: “Yours appears to be a somewhat peculiar instance, Mr. Robinson. There seems to be indications of severe mental strain or worry. Of course, I may be mistaken, but that’s the way it looks to me. Have you had any great domestic or business worries?” “No, sir. Everything is moving along smoothly, both at home, and in my business.”