CHAPTER VIII.

GETTING AT FINANCIAL STATUS. How to Ascertain 119 the Monetary Resources of Callers Who Appear Unannounced—Line of Conversation That Will Lead Any Man to Unwittingly Reveal His Financial Standing—Free Examinations and How Smart Specialists Make of Them a Big Drawing Card—Bringing a Caller to the Point of Submitting to an Examination—Means by Which an Impression is Made—Benefit in Keeping an “Assistant” Within Handy Reach—Clinching the Caller as a Patient—Avoiding the Naming of a Definite Time for Treatment—Reasons Why Some Specialists Fail to Obtain Good Fees—Lack of Tact in Getting at a Caller’s Ability to Pay a Reasonable Fee—Crude Tactics that Defeat the Purpose of the Physician—Danger in Too Much Haste and Rash Promises—Modesty Properly Applied the Great Winner