CHAPTER X.

GETTING FEES IN ADVANCE. How the Money May Be 141 Secured Before Treatment Is Started—Undue Haste, or Evident Desire to Get the Cash, Bad Policy—Putting the Patient’s Mind in Condition to Make Advance Payment—A Successful Fee Getter’s Line of Talk—Creation of Confidence in the Physician’s Ability and Honesty the Main Factor—Making Sure of Payment When Partial Credit Is Extended—Method of Drawing Notes That Are Readily Negotiable and Non-Contestable—Inducing Patients to Sign Iron-Clad Notes—When and How to Act—Turning Checks and Notes Into Cash—Weeding Out the Payers and Non-Payers—What to Say When a Patient Objects to Signing a Note—Smart Man Easiest to Deal With—Instance in Which a Banker Paid a $2,500 Fee Twice—How a $10,000 Fee, Definitely Settled Upon, Was Lost