This is usually sufficient, unless the patient is a city banker, or an unusually smart man of business. Should this latter be the case, which is not likely as men of this class invariably pay cash in advance, an explanation is readily forthcoming to the effect that it is merely an evidence of good faith on the maker’s part, etc. Occasions of this kind are very rare, however, as most men are so thoroughly hypnotized at the moment that they readily do whatever the doctor suggests. The smart man is as a rule the easiest to get a good fee from. His business education has been such that he is not looking for something for nothing. If a thing is really good he knows it must be paid for, and that the price must be in accordance with its merits—or supposed merits. Strong belief in actual merit is a matter of education, the doctor acting as instructor and demonstrator. One holiday when the office was closed the writer and 149the physician with whom he was associated in business were sitting in the doctor’s private room discussing ways and means for getting in more patients. The main entrance door was locked. Suddenly the knob was heard to turn and it was evident somebody was trying to get in. Going to the door the writer opened it and stood face to face with one of the best known and wealthiest men in Chicago, a man noted for being extremely close in his financial deals. Affecting not to know him the writer said: “What can I do for you, sir?” “I’d like to see Dr. ——.” “The office is not open for the reception of patients to-day, but the doctor happens to be here for a moment. If you will step in and take a seat I will ascertain if he can see you.” When the caller was seated the doctor was hurriedly notified as to his identity and financial means, and word was sent out to show the gentleman in. After a consultation of twenty minutes the caller left, and the doctor had his check for $2,500. As he handed it to the writer the doctor said: “Mr. —— did not have one of his own checks with him, and had to write this on one of our blank forms. He doesn’t want it to go through his bank in this shape and has asked me to hold it until he comes in Saturday when he will exchange it for one of his own.” The check was put away and on Saturday when Mr. —— called the writer, who was the treasurer of the concern, was out at luncheon. As the new patient handed 150the second check to the doctor the latter was compelled to say: “I’m sorry, Mr. ——, but I’m unable to give you back your first check right away, Mr. ——, our treasurer, has it locked up in the safe, and I cannot get it until he returns from luncheon.” “Oh, that’s all right,” replied Mr. ——. “Any time will do.” And away he went, leaving both checks, representing $5,000, and as good as gold, in our possession. The doctor had won his confidence from the start.