The secret is out. Unwittingly Mr. Robinson has disclosed the fact that he is well off financially and able to pay a good fee, which information is of more importance to the doctor than the description of the caller’s physical ills.
The conversation drifts back to the ailment, the caller telling of the various treatments he has taken, and the results. Among other things, he says:
“I have consulted a number of eminent physicians, among them Drs. —— and ——, and they all told me that there was no real cure for the trouble. What do you think, doctor?”
“Naturally I dislike to set my opinion against that of the famous men you have mentioned. They are among the ablest in the profession. Their ability is unquestioned. Still, we may all be mistaken. In the absence of a thorough physical examination I would not like to say positively what the outcome of this treatment would be. It does seem, however, in view of the success obtained in similar cases, fully as serious, if not more so, that there is good reason to feel sanguine.”
No promise here. No rough, “Sure thing, I can cure you,” such as the cheap $5 fakirs indulge in. Nothing of the kind. The doctor is the very personification of social and professional dignity. His appearance and manner is impressive, and the kindly way in which he takes a hidden clout at those “famous and able specialists” wins the caller to him.
“What would be the fee for an examination, Doctor?” the caller enquires.
“I make no charge for that service,” replies the doctor. “It is an essential preliminary to determining whether the case is one in which the treatment may be administered with reasonable chance of success. My plan is to give every applicant a close examination and reject such cases as appear hopeless. Failures don’t help a physician’s professional reputation any, so what’s the use of wasting a man’s time and money when it is a foregone conclusion that he is beyond help?”
This is the clincher. If the caller had any doubt as to the doctor’s honesty and sincerity this little spiel removes it. He is going to have that examination made then and there, fervently praying all the time that the doctor may find his case one which he would be justified in taking in charge.
But suppose the caller does not broach the subject of an examination fee, and thus give the doctor an opportunity to make his stump speech. It matters not. There are a dozen ways of leading up to the subject without exciting the suspicions of the caller.
“When would it be convenient for you to make this examination, Doctor?” is a question that naturally follows from every nine out of ten callers.