“About that. Perhaps a little less; perhaps a little more. By taking advantage of the $1,000 proposition you will save about $500. It is really immaterial to me which offer you accept save for one thing. No matter how well a patient is progressing there is sure to be more or less reaction at times. It would be marvellous if there were not. These spells of reaction are only temporary, but the patient, not understanding this, is inclined to become discouraged and, if he is paying his fee by the month, may quit just at the time when, if he had continued treatment a little longer, he would have become a well man. In such a case he not only loses the money he has paid, but also the certainty of recovering his health. On the other hand, if his fee is paid, he will argue that he might as well stick it out as it isn’t going to cost him any more. “Naturally I want to obtain as great an amount of success professionally as possible. For this reason when a patient asks my advice on the subject I tell him to pay the fee and get it off his mind. This not only saves him money, but relieves him of financial worry so that he responds more readily to treatment and, above all, it makes sure of his continuing the treatment until his health is restored.” While endeavoring to convince the patient that the fee occupies a minor place in your mind, do so by actions and manner, not by words. Never say outright that you don’t care when the fee is paid, or that you are not thinking 144about the fee, or anything of that kind. If the patient sees fit to form this impression, let him do so; it strengthens the probability of your getting the money. The average man, especially the one who has money, is not a fool. He is quick to form conclusions. If he can see where he can save $500 on a bill of $1,500 he is going to grasp the opportunity without much urging, provided he is reasonably well assured of getting value received. This assurance is entirely a matter of confidence. If the doctor has obtained the patient’s confidence by dignified, yet courteous (not servile) manner, and modest talk, he is going to get the fee then and there. If he has fallen short of securing this confidence all the arguments he can advance will not induce the patient to unbelt. In fact, the more argument he makes the weaker his case becomes. A discount of one-third is a proposition which appeals to any man of business sense. He does not know, of course, that the physician has named a figure much higher than he is willing to accept, with this very purpose in view. One thousand dollars would be a lucrative fee if paid by the month, and the doctor can well afford to accept it in advance on the terms he names. Few people will take treatment longer than three, or at the most four, months. They either become well in that time, or grow discouraged and quit.