While always seeking to get the largest fee that is within the patient’s ability and willingness to pay the clever doctor will never let the patient know but what the matter of a fee is a secondary consideration. His earnest talk will be on the prospect of obtaining the desired results. So far as the patient can judge from the doctor’s attitude and conversation the professional features of the case have a much stronger hold upon his mind than the financial. It is always best, of course, in the matter of fixing the fee to “strike while the iron is hot.” Do it at the first consultation, if possible, and have it out of the way. But the iron is not always hot at this first meeting. Unless assured that you have won the entire confidence of the patient, and that you can safely go the limit with him, don’t attempt to name the fee right away. If you do it is a certainty that you will get far less than could readily be had under more favorable circumstances. In 136a case of this kind, should the patient press to have a fee named, say: “The fee is a secondary consideration with me, Mr. ——. What I am most interested in is knowing whether I can benefit you. If I can it will be an easy matter to agree upon the fee. If I cannot, it would be a waste of time to take the treatment, and I don’t want your money.” This is pure “bunk.” The doctor doesn’t mean a word of it. He is merely sparring for time until he can get the patient in a more receptive condition, but it makes a ten strike. Whatever of doubt or hesitancy may have remained in the patient’s mind is removed. With the powerful remedies now at a doctor’s command it is a most unusual case in which a decided change for the better does not follow the first two or three days of a new treatment. When this stage is reached the time is ripe for naming the fee. A gentleman suffering from locomotor ataxia came into the office of a certain physician. He was frank in his statements. He admitted that he was fairly well fixed financially and had travelled all over Europe in a vain effort to find relief. He was willing to take the treatment as a sort of forlorn hope and wanted the fee fixed, but the doctor could see that he was still a little skeptical, and put him off in the manner outlined. On the third day of treatment the patient said: “Doctor, I want to get this fee matter out of the way. I know I’m going to get well. For the last two nights I’ve slept like a baby, something I haven’t done before in years, and I feel better in every way.” 137This was the doctor’s opportunity and he took advantage of it, saying: “Well, Mr. ——, since you insist upon knowing the cost of treatment I’ll name a fee of $1,000 in your case.” The man’s check book was out and a check written and signed in less than five minutes. It was the proper psychological moment. As the patient said later: