139“I agree with you, Mr. ——, that $1,000 seems like a large fee if we leave the matter of perfect health out of the question. You surely don’t expect to buy health on the same basis that you would coal or grain, or some other merchantable commodity. You are too sensible a man for that. When you stop to consider that this ailment is chronic—let’s see, I think you said you had been afflicted about eight years—and that it is going to take earnest attention on my part for a long time to restore you to a normal condition, I think you will agree with me that, even if we adopt a cold commercial basis of valuation, the fee is not an extravagant one.” “Perhaps you’re right, Doctor, and if I could have any assurance that—” “Assurance. What can you have beyond what I have given you? My professional reputation is at stake, and you have been advised as to what has been accomplished in other cases. Surely you could have no stronger assurance, especially that contained in the letters from patients which I have shown you.” All this is said in a low, well-modulated tone, without show of special desire to close the case, and it generally wins. If it does not there is always the alternative of making a special reduction in this particular case on the understanding that the terms are confidential, etc. But it is seldom that this has to be resorted to. When patients go for treatment to a physician of fame, one whom the newspapers are forever referring to as “the eminent,” or “the famous Dr. McSwat,” they expect to pay large fees. If they could get treatment on ordinary 140terms it would not be so highly esteemed. Fame is the open sesame to big fee getting. If, after the talk outlined, a caller remains obdurate a star play may often be made by the physician arising, pushing his chair back a little, and saying: “I don’t wish to be discourteous, Mr. ——, but I am compelled to ask you to excuse me. I am a very busy man, and I am afraid that some of the people who are waiting to see me will be getting impatient. I am glad you called, and have really enjoyed my talk with you. Drop in any time at your convenience. I shall always be glad to see you.” If the caller has any real intention of taking treatment this will generally bring him to time. In the first place it is equivalent to the doctor saying “I am too busy to waste my time on triflers,” and this touches his pride. In the second place he is afraid that if he does not take advantage of the present opportunity something may arise to change conditions before he can see the doctor again. 141 CHAPTER X   GETTING FEES IN ADVANCE It is one thing for patient and physician to agree upon a fee. It is another thing for the physician to get the fee in advance. Still, it can be done in most instances, but it requires diplomacy of a high order. It is frequently, one might say almost invariably, the case that, after the fee has been tacitly agreed upon, the patient will enquire: